{"id":67652,"date":"2025-12-11T14:48:29","date_gmt":"2025-12-11T22:48:29","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=67652"},"modified":"2025-12-11T14:48:31","modified_gmt":"2025-12-11T22:48:31","slug":"rolling-with-the-punches-part-two-of-elite-dealer-challenges","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2025\/12\/rolling-with-the-punches-part-two-of-elite-dealer-challenges\/","title":{"rendered":"Rolling with the Punches: Part Two of Elite Dealer Challenges"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

Not all challenges are created equal, and this is certainly true for the office technology dealer space. There are the sobering variety, such as the loss of longtime customers or star team members. Those never have easy solutions. They keep dealer execs awake at night, repeatedly hashing out scenarios in the hope that the answer will hit them like an epiphany.<\/p>\n\n\n\n

Then there\u2019s the uptown variety problem. These challenges may truly be inconvenient and taxing in the short term, but in the long run it\u2019s a blessing in disguise. Examples are the need for more employees or bigger workspaces to accommodate strong, maybe unprecedented growth. Still, the \u201cnice problem to have\u201d is ultimately still a problem, and if not rectified in short order, it can send the challenge from uptown to the other side of the tracks in a hurry. This week\u2019s second installment of Elite Dealer challenges offers a little variety to go with a few examples of dealers needing to reconcile their growth.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Green Office Partner
<\/em><\/strong>Chicago<\/em>
Challenge:<\/strong> MPS commoditization<\/p>\n\n\n\n

Solution:<\/strong> It\u2019s the same challenge as last year and the year before that\u2014the commoditization of managed print services. The status quo is the death of MPS companies. Therefore, our 2025 mantra was \u201cbeyond the box,\u201d focusing on new products and services like intelligent document processing and conference rooms-as-a-service.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Eakes Office Solutions<\/em><\/strong>
Grand Island, NE
<\/em>Challenge:<\/strong> Online retailer competition<\/p>\n\n\n\n

Solution:<\/strong> It may appear convenient at first glance. Unfortunately, many customers who go that route experience issues such as counterfeit toner, delayed shipments, or products not meeting expectations. We have worked hard to show the value of having a trusted local partner. Our team emphasizes the benefits of fast, reliable delivery, personal support, and the peace of mind that comes from collaborating with an expert nearby who takes the extra steps to ensure their needs are met. By focusing on building trust, we position ourselves as a clear, long-term choice when customers are ready.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Mid Ohio Strategic Technologies<\/em><\/strong>
Columbus, OH
<\/em>Challenge:<\/strong> Internal growth<\/p>\n\n\n\n

Solution:<\/strong> It is hard to find good people who fit the culture and can also do the job.\u00a0 We have been fortunate to hire two additional salespeople this year as well an additional service technician. We\u2019re also in the process of hiring an administrative person, but it is proving to be a challenge to find quality individuals wanting to work.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Prosource<\/em><\/strong>
Blue Ash, OH<\/em>
Challenge:<\/strong> Profitable growth\/finding people to support it<\/p>\n\n\n\n

Solution:<\/strong> We have enjoyed steady double-digit growth the past two years, and maintaining consistency in this area is an opportunity. To address these challenges, we have increased our focus on recruiting, selection, and hiring, as well as employee retention. Additionally, the branch off of the managed IT services division of our business left a gap in our online presence. We are actively building new strategies to maintain our digital footprint with new thought leadership content, as well as new paid ad strategies that focus on the remaining core solutions we offer and the benefits we provide our clients through strategic partnership.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Systel Business Equipment<\/em><\/strong>
Fayetteville, NC<\/em>
Challenge:<\/strong> Sourcing talent\/price increases<\/p>\n\n\n\n

Solution:<\/strong> Recruiting quality candidates in a tight labor market and navigating unpredictable manufacturer price increases tied to tariffs has been difficult. Both placed pressure on margins and customer expectations. We addressed these head-on by strengthening our leadership team, investing in employee development, and working closely with manufacturer partners for clear communication and support. On the sales side, we equipped reps with competitive options, side-by-side pricing scenarios, and value-engineered bundles, while proactively refreshing quotes and forward buying key SKUs. These steps helped us protect margins, keep deals moving, and continue delivering value to customers while positioning the company for long-term stability.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Loffler Companies<\/em><\/strong>
St. Louis Park, MN
<\/em>Challenge:<\/strong> Siloed sales teams<\/p>\n\n\n\n

Solution:<\/strong> One of the most significant challenges we addressed this year was the unification of Loffler\u2019s sales teams\u2014an initiative that began in late 2023 and remained a central focus throughout 2024. Previously, our imaging and IT services groups operated as separate sales teams. Bringing them together has proven to be a strategic win for both Loffler and our customers, breaking down silos and enabling a more seamless customer experience. This integration allows us to deliver the most comprehensive suite of office technology solutions we offer, enhancing both customer satisfaction and operational efficiency.<\/p>\n\n\n\n

Throughout the year, our executive team led a full-scale restructuring of the sales organization. This included redesigning compensation plans, launching a new customer success team to support long-term client relationships, and investing heavily in training for both sales and customer success roles. The initiative has revealed numerous synergies and helped us strengthen connections with our loyal customer base.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Doceo<\/em><\/strong>
York, PA<\/em>
Challenge:<\/strong> Migration to A4<\/p>\n\n\n\n

Solution:<\/strong> Like many in the industry, Doceo has experienced the continued shift from traditional A3 devices toward A4 solutions. This transition reflects changing workplace dynamics, remote\/hybrid environments, and customer demand for more compact, efficient, and cost-effective devices. While this shift has required adjustments in sales, service, and inventory strategies, Doceo is positioned from a position of strength.<\/p>\n\n\n\n

Our advisor-led sales approach allows us to align the right device mix with each client\u2019s true business needs, ensuring they receive solutions that maximize productivity and control costs. By expanding our partnerships with leading A4 manufacturers and integrating print management software into client environments, we\u2019ve turned this industry-wide challenge into an opportunity to deliver even greater value.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Central Business Systems<\/em><\/strong>
Melville, NY<\/em>
Challenge:<\/strong> Supply chain<\/p>\n\n\n\n

Solution:<\/strong> Like many in the industry, our biggest challenge was navigating supply chain constraints and longer equipment lead times. We addressed this by: 1. Expanding vendor partnerships to diversify supply sources, 2. Increasing inventory planning and forecasting, 3. Proactively communicating with customers and offering interim solutions to maintain business continuity.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Definitive Technology Solutions<\/em><\/strong>
Bloomington, MN<\/em>
Challenge:<\/strong> Reconciling managed voice growth<\/p>\n\n\n\n

Solution:<\/strong> We initially pursued a white-label solution, but struggled to find a high-quality option that met our standards. As a result, we are now working with a master agent while keeping our voice engineers in place and adding an extra layer of support to complement providers like Nextiva, 8×8 and RingCentral.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

AD Solutions
<\/em><\/strong>Orlando, FL<\/em>
Challenge:<\/strong> Scaling for growth<\/p>\n\n\n\n

Solution: Our biggest challenge continues to be scaling our workforce and processes in alignment with rapid growth. Retaining and recruiting top talent is critical as we expand into new markets and industries. To address this, we\u2019ve invested in more robust onboarding, training and leadership development initiatives to ensure every team member is prepared to contribute at a high level. In parallel, we\u2019ve streamlined internal processes, introducing new technologies and revising policies to drive efficiency across departments. These changes have allowed us to remain agile and sustain our growth trajectory while maintaining the exceptional service that defines AD Solutions.<\/p>\n","protected":false},"excerpt":{"rendered":"

Not all challenges are created equal, and this is certainly true for the office technology dealer space. There are the sobering variety, such as the loss of longtime customers or star team members. Those never have easy solutions. They keep dealer execs awake at night, repeatedly hashing out scenarios in the hope that the answer will hit them like an epiphany. Then there\u2019s the uptown variety problem. These challenges may truly be inconvenient and taxing in the short term, but in the long run it\u2019s a blessing in disguise. Examples are the need for more employees or bigger workspaces to accommodate strong, maybe unprecedented growth. Still, the \u201cnice problem to have\u201d is ultimately still a problem, and if not rectified in short order, it can send the challenge from uptown to the other side of the tracks in a hurry. This week\u2019s second installment of Elite Dealer challenges offers a little variety to go with a few examples of dealers needing to reconcile their growth. Green Office PartnerChicagoChallenge: MPS commoditization Solution: It\u2019s the same challenge as last year and the year before that\u2014the commoditization of managed print services. The status quo is the death of MPS companies. Therefore, our 2025 mantra was \u201cbeyond the box,\u201d focusing on new products and services like intelligent document processing and conference rooms-as-a-service. Eakes Office SolutionsGrand Island, NEChallenge: Online retailer competition Solution: It may appear convenient at first glance. Unfortunately, many customers who go that route experience issues such as counterfeit toner, delayed shipments, or products not meeting expectations. We have worked hard to show the value of having a trusted local partner. Our team emphasizes the benefits of fast, reliable delivery, personal support, and the peace of mind that comes from collaborating with an expert nearby who takes the extra steps to ensure their needs are met. By focusing on building trust, we position ourselves as a clear, long-term choice when customers are ready. Mid Ohio Strategic TechnologiesColumbus, OHChallenge: Internal growth Solution: It is hard to find good people who fit the culture and can also do the job.\u00a0 We have been fortunate to hire two additional salespeople this year as well an additional service technician. We\u2019re also in the process of hiring an administrative person, but it is proving to be a challenge to find quality individuals wanting to work. ProsourceBlue Ash, OHChallenge: Profitable growth\/finding people to support it Solution: We have enjoyed steady double-digit growth the past two years, and maintaining consistency in this area is an opportunity. To address these challenges, we have increased our focus on recruiting, selection, and hiring, as well as employee retention. Additionally, the branch off of the managed IT services division of our business left a gap in our online presence. We are actively building new strategies to maintain our digital footprint with new thought leadership content, as well as new paid ad strategies that focus on the remaining core solutions we offer and the benefits we provide our clients through strategic partnership. Systel Business EquipmentFayetteville, NCChallenge: Sourcing talent\/price increases Solution: Recruiting quality candidates in a tight labor market and navigating unpredictable manufacturer price increases tied to tariffs has been difficult. Both placed pressure on margins and customer expectations. We addressed these head-on by strengthening our leadership team, investing in employee development, and working closely with manufacturer partners for clear communication and support. On the sales side, we equipped reps with competitive options, side-by-side pricing scenarios, and value-engineered bundles, while proactively refreshing quotes and forward buying key SKUs. These steps helped us protect margins, keep deals moving, and continue delivering value to customers while positioning the company for long-term stability. Loffler CompaniesSt. Louis Park, MNChallenge: Siloed sales teams Solution: One of the most significant challenges we addressed this year was the unification of Loffler\u2019s sales teams\u2014an initiative that began in late 2023 and remained a central focus throughout 2024. Previously, our imaging and IT services groups operated as separate sales teams. Bringing them together has proven to be a strategic win for both Loffler and our customers, breaking down silos and enabling a more seamless customer experience. This integration allows us to deliver the most comprehensive suite of office technology solutions we offer, enhancing both customer satisfaction and operational efficiency. Throughout the year, our executive team led a full-scale restructuring of the sales organization. This included redesigning compensation plans, launching a new customer success team to support long-term client relationships, and investing heavily in training for both sales and customer success roles. The initiative has revealed numerous synergies and helped us strengthen connections with our loyal customer base. DoceoYork, PAChallenge: Migration to A4 Solution: Like many in the industry, Doceo has experienced the continued shift from traditional A3 devices toward A4 solutions. This transition reflects changing workplace dynamics, remote\/hybrid environments, and customer demand for more compact, efficient, and cost-effective devices. While this shift has required adjustments in sales, service, and inventory strategies, Doceo is positioned from a position of strength. Our advisor-led sales approach allows us to align the right device mix with each client\u2019s true business needs, ensuring they receive solutions that maximize productivity and control costs. By expanding our partnerships with leading A4 manufacturers and integrating print management software into client environments, we\u2019ve turned this industry-wide challenge into an opportunity to deliver even greater value. Central Business SystemsMelville, NYChallenge: Supply chain Solution: Like many in the industry, our biggest challenge was navigating supply chain constraints and longer equipment lead times. We addressed this by: 1. Expanding vendor partnerships to diversify supply sources, 2. Increasing inventory planning and forecasting, 3. Proactively communicating with customers and offering interim solutions to maintain business continuity. Definitive Technology SolutionsBloomington, MNChallenge: Reconciling managed voice growth Solution: We initially pursued a white-label solution, but struggled to find a high-quality option that met our standards. As a result, we are now working with a master agent while keeping our voice engineers in place and adding an extra layer of support to complement providers like Nextiva, 8×8 and RingCentral. AD SolutionsOrlando, FLChallenge: Scaling […]<\/p>\n","protected":false},"author":166,"featured_media":67653,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,81,1650,82,1638],"tags":[4267,2042,3915,3923,2020,4403,1058,3527,2265,812],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67652"}],"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=67652"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67652\/revisions"}],"predecessor-version":[{"id":67664,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67652\/revisions\/67664"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/67653"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=67652"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=67652"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=67652"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}