The acquisition of a strong company with an existing customer base can be a huge lift to a dealer looking for ways to expand.<\/p>\u2013 Chip Miceli, Pulse Technology<\/cite><\/blockquote>\n\n\n\n Each year, ENX Magazine\u2014like many publications\u2014asks members of the office technology community to predict what the New Year will hold. Some projections are bold, others more conservative. As an FYI, we checked back on some of the prognostications that were made in our January 2023 issue, and many were spot on with their predictions of supply chain backlogs easing, business resumption garnering more momentum, the digital transformation movement growing and managed IT accounting for a larger share of the revenue pie. That said, here are our panelists\u2019 views on what the future\u2014and 2024 in particular\u2014may hold.<\/p>\n\n\n\n Business Boom<\/strong><\/p>\n\n\n\n While the economy may not benefit from the presidential election year (see our trends story on page 8), and in spite of the ever-declining click counts, Chip Miceli\u2014CEO of Pulse Technology in Schaumburg, Illinois\u2014believes 2024 could be replete with opportunities for the initiated dealers. Some will likely cut bait and seek to sell out, which could provide a vehicle for dealers to scoop them up, adding products and services, not to mention highly sought-after skilled professionals.<\/p>\n\n\n\n \u201cThe acquisition of a strong company with an existing customer base can be a huge lift to a dealer looking for ways to expand,\u201d Miceli explained. \u201cOf course, it needs to make sense both geographically and culturally. In our case, we expanded into Wisconsin this past year by opening a new office, but much of our expansion has also been through acquisition. This now gives us a presence in three adjoining states: Indiana, Illinois and Wisconsin. If we were to expand further, we\u2019d most likely look here in the Midwest.\u201d<\/p>\n\n\n\n Miceli is also bullish on AI\/ChatGPT being a resource to help dealers gather intelligence regarding a prospective client. \u201cImagine being armed with extensive background information on a prospect\u2014which any sales executive should do on his\/her own anyway\u2014but doing it more quickly and efficiently,\u201d he pointed out. \u201cThis will go a long way toward improving a company\u2019s customer relationship management.\u201d<\/p>\n\n\n\n Prosperity is on the minds of many dealers as 2024 bolts out of the chute. Their ability to recognize market opportunities is almost as important as the execution strategy they employ, and some pundits feel not all companies will be poised to capitalize. The question becomes, what will it take to be among those who add to their top-line and bottom-line performance?<\/p>\n\n\n\n \u201cI feel 2024 could be a year when the wheat is separated from the chaff,\u201d noted Erik Crane, president and CEO of CPI Technologies in Springfield, Missouri. \u201cIf there is good news from the economy and politics, both U.S. and international, the dealerships that are poised to take advantage of growing consumer confidence will prosper. Fully staffed, aggressive sales teams with proper administration support and a stable of amazing products should be able to make 2024 a banner year.\u201d<\/p>\n\n\n\n Artificial Sweeteners<\/strong><\/p>\n\n\n\n One of the most popular talking points centered on the impact that AI, in its various forms, can have on the industry beyond predictive maintenance\/supplies consumption. Most agree that machine learning and generative capabilities could provide a vehicle for accomplishing more with less, various workflow efficiencies and\u2014perhaps most importantly\u2014the X factor, the unknown functions it could serve in the future.<\/p>\n\n\n\n J. Mark DeNicola, CFO\/CSO for Centriworks of Knoxville, Tennessee, believes many so-called experts are actually relying on generative AI to produce articles that are unattributed to sources, thus passing themselves off as experts. Everyone, he said, can appear to be an expert.<\/p>\n\n\n\n Fortunately, he sees more productive\/above-board applications for the industry. \u201cAI will become more critical in all aspects of the business,\u201d DeNicola said. \u201cWhen used correctly, AI can streamline marketing, arm sales reps with more accurate and pertinent information about prospects, allow technicians to evaluate and fix problems faster, etc.\u201d<\/p>\n\n\n\n AI\u2019s impact on technical service can be a major windfall for the industry, given the older demographic of service techs and the extreme difficulties in coaxing the next generation to view mechanical work as a viable vocation. Rob Richardson, president of Allied Document Solutions & Services in Swedesboro, New Jersey, believes technology could provide some relief.<\/p>\n\n\n\n \u201cLook for how AI can facilitate not only preventive solutions from a service perspective but also efficiencies in day-to-day maintenance,\u201d he said.<\/p>\n\n\n\n Striking a balance between diversification opportunities and legacy business will be critical in 2024, notes Steven Sauer, chief revenue officer for Toshiba America Business Solutions. But he also feels AI\u2019s role will continue to grow and take shape.<\/p>\n\n\n\n \u201cIn the realm of AI, the industry has only begun to tap into its potential, with expectations of increased momentum in 2024, particularly in intelligent document capture,\u201d he added.<\/p>\n\n\n\n Some feel that the field of manufacturers\/vendors serving the industry is suffering from overcrowding. Dan Larkin, solutions sales director for Marco, believes the landscape could tighten via consolidation while others will need to streamline their offerings in order to remain competitive. As manufacturers are confronted with thinner profit margins and inflation continuing to apply downward pressure, Larkin believes customers should brace for higher prices.<\/p>\n\n\n\n Here, too, AI may be a solution. \u201cHowever, there may be a bit of good news on the horizon,\u201d he said. \u201cAI technology may offer simpler, more cost-effective tools for providers and better management tools for customers.\u201d<\/p>\n\n\n\n Expanded Menus<\/strong><\/p>\n\n\n\n The industry has long been banging the need-to-diversify drum, and the calls for expanding products and services seem to grow louder each year. Managed services, production print, label printing, VoIP, interactive whiteboards, electric vehicle (EV) charging stations, janitorial\/sanitation supplies, furniture\u2014these areas may be the most noteworthy diversification outlets, but they\u2019re by no means the only ones.<\/p>\n\n\n\n Fortunately, financial providers to the industry are well-attuned to this development and have been crafting solutions in support. Mitch Leahy, vice president and managing director of sales for Great America Financial Services, anticipates the number of solutions offered per dealer will continue to grow.<\/p>\n\n\n\n \u201cAs solution providers introduce new offerings, billing can become cumbersome,\u201d he said. \u201cScalable invoicing that simplifies things and delivers on the unique billing requirements of an all-encompassing technology solution will be in high demand. Our own 1nVOICE accommodates a variety of go-to-market strategies while simplifying the payment process for end-customers via a single invoice.\u201d<\/p>\n\n\n\n One catalyst for success is having an open mind regarding new technologies that will enable dealers to keep up with changing market conditions, notes Clark Bugg, director of North America channel sales for Lexmark International. He sees it as a buy-in that requires staying abreast of emerging trends and being willing to make investments in such innovative solutions.<\/p>\n\n\n\n Scalable invoicing that simplifies things and delivers on the unique billing requirements of an all-encompassing technology solution will be in high demand.<\/p>\u2013 Mitch Leahy, GreatAmerica Financial Services<\/cite><\/blockquote>\n\n\n\n Dealers and resellers must employ a customer-centric approach, Bugg added, and cultivate industry expertise as a point of market differentiation. \u201cBuilding strong partnerships with manufacturers and software providers will help dealerships offer targeted solutions that address specific pain points,\u201d he said. \u201cAdditionally, prioritizing security and data protection is essential to maintain customer trust and comply with regulations.\u201d<\/p>\n\n\n\n Creativity and a willingness to delve deeper into the workings of your clients\u2019 business are critical in discerning which ancillary offerings would best mesh with their needs. Ray Belanger, president of Bay Copy in Rockland, Massachusetts, believes dealers would benefit most from the guidance of their peers in assessing the ROI versus investment costs.<\/p>\n\n\n\n \u201cI expect the industry peer groups and associations to continue to flourish as new technology is introduced to the industry,\u201d he said. \u201cThe ability to learn from each other and share best practices will become increasingly important.\u201d<\/p>\n\n\n\n The ability to learn from each other and share best practices will become increasingly important.<\/p>\u2013 Ray Belanger, Bay Copy<\/cite><\/blockquote>\n\n\n\n Manufacturers have been equally vocal in espousing the virtues of product and service diversification. The caveat is a need to thoroughly vet potential additions when crafting a diversification strategy, notes Bob Madaio, vice president of marketing for Sharp Imaging and Information Company of America.<\/p>\n\n\n\n \u201cWhile this additional vetting may slow down adoption, new business strategies will more likely be successful once dealers dive in,\u201d he said. \u201cEconomic and political uncertainty has decreased the risk tolerance for businesses and dealers alike in the marketplace. This uncertainty, however, is balanced against the desire, if not the requirement, to grow and add new solutions to the suite of offerings these providers can recommend to their clients.\u201d<\/p>\n\n\n\n Economic and political uncertainty has decreased the risk tolerance for businesses and dealers alike in the marketplace.<\/p>\u2013 Bob Madaio, Sharp<\/cite><\/blockquote>\n\n\n\n In the hybrid era of work, the traditional office still has many of the same elemental needs (collaboration and cybersecurity tools, information access\/sharing) it required when team members were all on premises. This entails dealers integrating full-featured equipment with connected workflows and content management, noted Jennifer Healy, senior director, marketing strategy, communications, programs and enablement, dealer and partner channel, Ricoh USA. But there is a noteworthy difference.<\/p>\n\n\n\n \u201cAs workspaces downsize due to hybrid environments, print production will be a big opportunity for dealers as companies are outsourcing, resulting in more inkjet presses and digital print production investment,\u201d she said. \u201cManufacturing partners such as Ricoh will become resources for them as companies latch on to variable, short-run print jobs that meet personalized marketing expectations.\u201d<\/p>\n\n\n\n As workspaces downsize due to hybrid environments, print production will be a big opportunity for dealers as companies are outsourcing, resulting in more inkjet presses and digital print production investment.<\/p>\u2013 Jennifer Healy, Ricoh<\/cite><\/blockquote>\n\n\n\n Inconvenient Truths<\/strong><\/p>\n\n\n\n While we\u2019d love to paint a picture of a future with endless possibilities, there are some significant issues following us into the New Year. Acknowledge and act is perhaps the best strategy in dealing with developments that have the propensity to cause problems in the future. Some solutions entail exercising a degree of patience\u2014you\u2019ll need it.<\/p>\n\n\n\n Growth will be challenging for dealers, according to Sean Bell, president of Solutions YES in Portland, Oregon. He points out that most dealers likely had a 14-month sales year in 2022 or 2023, but will have just 12 selling months in 2024. The level of inflation, he said, has been unprecedented.<\/p>\n\n\n\n \u201cIn my time in this business, I\u2019ve never seen inflation like we\u2019ve seen in the last year,\u201d he said. \u201cI think expectations need to change around how we price upgrades as a result of inflation, and I anticipate that will require a technology-oriented sales approach versus the how-do-we-reduce-your-expenses approach that dominated the 2020-2022 COVID years.\u201d<\/p>\n\n\n\n It seems bewildering that despite living in an age when there are more outlets than ever for people to contact one another, they\u2019ve become increasingly more difficult to reach. This is a problem that\u2019s becoming increasingly worse, notes Andrew Ritschel, president of Electronic Office Systems in Fairfield, New Jersey.<\/p>\n\n\n\n \u201cWhat I see for 2024 is greatly increased difficulty in reaching our suspects, prospects and even clients,\u201d Ritschel added. \u201cMany companies have auto-renewed on their product leases and have proven to be very elusive when we try to reach out with multiple attempts.\u201d<\/p>\n\n\n\n Accepting that every product and service dealers offer will only be purchased online by proactive prospects not only emboldens the Amazons of the world, it curtails product and technology innovation. \u201cPersonal relationships and interaction have not become obsolete,\u201d Ritschel added.<\/p>\n\n\n\n The employee shuffle will continue to a certain degree in 2024. Carter Hertzberg, president of Nauticon Office Solutions in Gaithersburg, Maryland, believes companies fall in one of two buckets: job cuts made by struggling companies, and growing firms needing to be creative in retaining and attracting talent. Choice B is the lesser of two evils but still represents an obstacle.<\/p>\n\n\n\n Personal relationships and interaction have not become obsolete.<\/p>\u2013 Andrew Ritschel, Electronic Office Systems<\/cite><\/blockquote>\n\n\n\n \u201cMost growing employers will likely not want to hire cast-offs from the declining competitors, and there are few recent college grads pining to get into the print industry,\u201d Hertzberg observed. \u201cThe recent legal precedence around non-compete agreements makes for an interesting playing field with respect to talent acquisition.\u201d<\/p>\n\n\n\n Some people, including Karl Boissonneault, leader of Xerox Canada and North America channels, anticipate the cost of capital will remain high. He also believes the industry should expect the labor market to remain tight throughout the year.<\/p>\n\n\n\n \u201cTo help address these ongoing issues, clients should take advantage of low-interest and deferred payment plans, when available, and ensure the right mix of products are on hand by tightly managing sales pipelines,\u201d he said. \u201cOn the labor front, focus on employee retention by understanding what your staff values beyond compensation and make that a reality.\u201d<\/p>\n\n\n\n On the labor front, focus on employee retention by understanding what your staff values beyond compensation and make that a reality.<\/p>\u2013 Karl Boissonneault, Xerox<\/cite><\/blockquote>\n\n\n\n Sweeping Up<\/strong><\/p>\n\n\n\n The continued transformation of the office dealer landscape will prompt resellers to redefine themselves, seek out methods to evolve and evaluate the partnerships that will best position them for success, notes Elliot Williams, director of product marketing, business imaging, for Epson America.<\/p>\n\n\n\n \u201cWith a constant ebb and flow, dealers should stay nimble, flexible and open minded to manage the hurdles of the present and be proactive in finding and creating opportunities for growth and profitability in the future,\u201d he said. \u201cSuccess in this arena will rely on strong relationships and attentive support from OEM partners. We\u2019ll continue to see dealers focus on the partnerships that have the greatest impact now as well as in the future and provide adjacent avenues to increase profits.\u201d<\/p>\n\n\n\n We\u2019ll continue to see dealers focus on the partnerships that have the greatest impact now as well as in the future and provide adjacent avenues to increase profits.<\/p>\u2013 Elliot Williams, Epson<\/cite><\/blockquote>\n\n\n\n Health care is the market to watch in 2024, especially for providers seeking to increase A3 sales, according to Dino Pagliarello, senior vice president, portfolio management and planning, Konica Minolta Business Solutions. He pointed to reports that show the A3 color market for health care is projected to grow 4% or more during the next five years. That would go a long way toward boosting a valued machine segment that\u2019s becoming increasingly marginalized by its A4 counterpart.<\/p>\n\n\n\n \u201cThat makes [A3] a shining star as we hear about declines in the office space,\u201d Pagliarello added. \u201cHealth care could single-handedly drive growth for the A3 color business in 2024.\u201d<\/p>\n\n\n\n Health care could single-handedly drive growth for the A3 color business in 2024.<\/p>\u2013 Dino Pagliarello, Konica Minolta Business Solutions<\/cite><\/blockquote>\n\n\n\n While the M&A landscape seemed to take an unaccustomed back seat to other headline-grabbing developments last year, some observers feel it will continue its upward trend. Frank Cucco, CEO of Impact Networking, suggests that industry consolidation will enable larger dealers to grow their businesses, while the mid-market companies will rely on diversification into managed services to bolster margins and profits.<\/p>\n\n\n\n Patrick Layton, Impact\u2019s vice president of managed IT services and a partner, sees M&A as being healthy for the industry. \u201cThe private-equity money will stay in the space, and there will be more roll-ups that contain print and copy dealers,\u201d he said. \u201cWe\u2019re confident 2024 will be a positive year for the industry and Impact.\u201d<\/p>\n\n\n\n The private-equity money will stay in the space, and there will be more roll-ups that contain print and copy dealers.<\/p>\u2013 Patrick Layton, Impact Networking<\/cite><\/blockquote>\n\n\n\n On the topic of consolidation of a different ilk, fleets will demand optimal management tools as device consolidation becomes the new norm, notes Fernando Maroniene, senior director of product marketing for Brother International. A4 units with high capacity to manage and operate more complex workflows will take precedence over A3. The upshot is the need for increased security measures\u2014password intelligence, locking features based on user, badge authentication\u2014that will be required as distributed workforces continue to proliferate.<\/p>\n\n\n\n \u201cCustomers want to ensure their confidential documents can only be accessed by authorized users and that sensitive documents are locked and prevented from being accidentally sent to the wrong location,\u201d Maroniene remarked.<\/p>\n\n\n\n Customers want to ensure their confidential documents can only be accessed by authorized users and that sensitive documents are locked and prevented from being accidentally sent to the wrong location.<\/p>\u2013 Fernando Maroniene, Brother International<\/cite><\/blockquote>\n\n\n\n Finally, Jay Cartisano isn\u2019t a fan of making predictions. The president of Cincinnati-based Prosource feels there are too many variables that he can\u2019t control, from manufacturer issues to supply chain snafus and the cost of freight and shipping.<\/p>\n\n\n\n Rather, Cartisano is content to work on his company\u2019s blocking and tackling methods. \u201cI think it\u2019s important to focus on the things that are in your control as an organization and focus on the strategies and tactics that have led your organization to success previously,\u201d he said. <\/p>\n\n\n\n I think it\u2019s important to focus on the things that are in your control as an organization and focus on the strategies and tactics that have led your organization to success previously.<\/p>\u2013 Jay Cartisano, Prosource<\/cite><\/blockquote>\n\n\n\n <\/p>\n","protected":false},"excerpt":{"rendered":" Let\u2019s be honest, Americans love predictions. Some prognosticators come armed with mountains of data to support their assertions. Others rely on a gut reaction, backed by years of experience in going through similar circumstances. Some predictions are just meant to be bold outliers that run opposite of popular opinion, either as an attention-grabber or to establish the naysayer as a free-thinker. Look how huge legalized sports gambling has become. Armchair quarterbacks believe they know as much, if not more, than the experts and are willing to stake next month\u2019s rent money on a \u201csure thing.\u201d Cable news networks employ political analysts who make a living interpreting events and decisions in the nation\u2019s capital and making projections based on experience, intuition and knowledge. Pundits are, in the end, just well-dressed handicappers. Then there are the annual awards shows, such as the Oscars, when friends get together and predict who will win best actor, actress, film, cinematographer, key grip\u2014you name it. OK, so maybe the nation\u2019s addiction to gambling is the real culprit. But it does seem we enjoy being rewarded for being correct, whether because of expertise or just dumb luck. Even broken clocks are right twice a day, and that reality has catapulted more than a few people deep into debt. But that\u2019s a conversation for a different venue. The acquisition of a strong company with an existing customer base can be a huge lift to a dealer looking for ways to expand. \u2013 Chip Miceli, Pulse Technology Each year, ENX Magazine\u2014like many publications\u2014asks members of the office technology community to predict what the New Year will hold. Some projections are bold, others more conservative. As an FYI, we checked back on some of the prognostications that were made in our January 2023 issue, and many were spot on with their predictions of supply chain backlogs easing, business resumption garnering more momentum, the digital transformation movement growing and managed IT accounting for a larger share of the revenue pie. That said, here are our panelists\u2019 views on what the future\u2014and 2024 in particular\u2014may hold. Business Boom While the economy may not benefit from the presidential election year (see our trends story on page 8), and in spite of the ever-declining click counts, Chip Miceli\u2014CEO of Pulse Technology in Schaumburg, Illinois\u2014believes 2024 could be replete with opportunities for the initiated dealers. Some will likely cut bait and seek to sell out, which could provide a vehicle for dealers to scoop them up, adding products and services, not to mention highly sought-after skilled professionals. \u201cThe acquisition of a strong company with an existing customer base can be a huge lift to a dealer looking for ways to expand,\u201d Miceli explained. \u201cOf course, it needs to make sense both geographically and culturally. In our case, we expanded into Wisconsin this past year by opening a new office, but much of our expansion has also been through acquisition. This now gives us a presence in three adjoining states: Indiana, Illinois and Wisconsin. If we were to expand further, we\u2019d most likely look here in the Midwest.\u201d Miceli is also bullish on AI\/ChatGPT being a resource to help dealers gather intelligence regarding a prospective client. \u201cImagine being armed with extensive background information on a prospect\u2014which any sales executive should do on his\/her own anyway\u2014but doing it more quickly and efficiently,\u201d he pointed out. \u201cThis will go a long way toward improving a company\u2019s customer relationship management.\u201d Prosperity is on the minds of many dealers as 2024 bolts out of the chute. Their ability to recognize market opportunities is almost as important as the execution strategy they employ, and some pundits feel not all companies will be poised to capitalize. The question becomes, what will it take to be among those who add to their top-line and bottom-line performance? \u201cI feel 2024 could be a year when the wheat is separated from the chaff,\u201d noted Erik Crane, president and CEO of CPI Technologies in Springfield, Missouri. \u201cIf there is good news from the economy and politics, both U.S. and international, the dealerships that are poised to take advantage of growing consumer confidence will prosper. Fully staffed, aggressive sales teams with proper administration support and a stable of amazing products should be able to make 2024 a banner year.\u201d Artificial Sweeteners One of the most popular talking points centered on the impact that AI, in its various forms, can have on the industry beyond predictive maintenance\/supplies consumption. Most agree that machine learning and generative capabilities could provide a vehicle for accomplishing more with less, various workflow efficiencies and\u2014perhaps most importantly\u2014the X factor, the unknown functions it could serve in the future. J. Mark DeNicola, CFO\/CSO for Centriworks of Knoxville, Tennessee, believes many so-called experts are actually relying on generative AI to produce articles that are unattributed to sources, thus passing themselves off as experts. Everyone, he said, can appear to be an expert. Fortunately, he sees more productive\/above-board applications for the industry. \u201cAI will become more critical in all aspects of the business,\u201d DeNicola said. \u201cWhen used correctly, AI can streamline marketing, arm sales reps with more accurate and pertinent information about prospects, allow technicians to evaluate and fix problems faster, etc.\u201d AI\u2019s impact on technical service can be a major windfall for the industry, given the older demographic of service techs and the extreme difficulties in coaxing the next generation to view mechanical work as a viable vocation. Rob Richardson, president of Allied Document Solutions & Services in Swedesboro, New Jersey, believes technology could provide some relief. \u201cLook for how AI can facilitate not only preventive solutions from a service perspective but also efficiencies in day-to-day maintenance,\u201d he said. Striking a balance between diversification opportunities and legacy business will be critical in 2024, notes Steven Sauer, chief revenue officer for Toshiba America Business Solutions. But he also feels AI\u2019s role will continue to grow and take shape. \u201cIn the realm of AI, the industry has only begun to tap into its potential, with expectations of increased […]<\/p>\n","protected":false},"author":166,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[4406],"tags":[],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/58439"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=58439"}],"version-history":[{"count":7,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/58439\/revisions"}],"predecessor-version":[{"id":58589,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/58439\/revisions\/58589"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=58439"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=58439"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=58439"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/04\/Miceli-Chip.jpg\")
Pulse Technology<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/12\/Mitch-Leahy-GreatAmerica.jpg\")
GreatAmerica
Financial Services<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2021\/12\/Ray-Belanger-Bay-Copy.jpg\")
Bay Copy<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2020\/10\/Bob-Madaio-Sharp.jpg\")
Sharp<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/07\/Jennifer-Healy-Ricoh.jpg\")
Ricoh<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/10\/Andrew-Ritschel-Electronic-Office-Systems.jpg\")
Electronic Office Systems<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/12\/Karl-Boissonneault-Xerox.jpg\")
Xerox<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2022\/10\/Elliot-Williams-Epson.jpg\")
Epson<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/09\/Dino-Pagliarello-Konica-Minolta.jpg\")
Konica Minolta
Business Solutions<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/04\/Layton-Patrick.jpg\")
Impact Networking<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/12\/Fernando-Maroniene-Brother.jpg\")
Brother International<\/figcaption><\/figure><\/div>\n\n\n\n![\"\"](\"http:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2023\/05\/Jay-Cartisano-Prosource.jpg\")
Prosource<\/figcaption><\/figure><\/div>\n\n\n\n