{"id":67691,"date":"2025-12-18T14:24:58","date_gmt":"2025-12-18T22:24:58","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=67691"},"modified":"2025-12-18T14:25:00","modified_gmt":"2025-12-18T22:25:00","slug":"sounds-familiar-extended-takes-offered-in-week-three-of-elite-dealer-challenges","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2025\/12\/sounds-familiar-extended-takes-offered-in-week-three-of-elite-dealer-challenges\/","title":{"rendered":"Sounds Familiar? Extended Takes Offered in Week Three of Elite Dealer Challenges"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

As week three of the greatest challenges confronting Elite Dealers kicks off, we\u2019re presenting you with some of the deeper dives into key issues, as reported by company executives. The following snippets\u2014courtesy of some of the most prominent dealerships in the country\u2014offer a well-balanced look into the talking points echoed by many companies.<\/p>\n\n\n\n

The best part about these challenges is definitely the commonality of the challenges. Here\u2019s hoping that some of the more expansive solutions that mitigated, if not fully solved, the issues may offer a nugget or two for your dealership to consider implementing.<\/p>\n\n\n\n

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

Fraser AIS
<\/em><\/strong>West Reading, PA<\/em>
Challenge: <\/strong>Hiring salespeople<\/p>\n\n\n\n

Solutions: <\/strong>As the demand for top sales talent grew, we recognized the need to rethink how we attract, train, and retain the next generation of sales leaders. To address this, we launched a sales internship program focused on developing recent college graduates into confident, capable sales professionals. The program teaches real-world sales techniques, business professionalism and industry knowledge. Interns who demonstrate strong potential are offered full-time sales positions, creating a reliable pipeline of motivated, well-trained talent who already understand our culture and value proposition.<\/p>\n\n\n\n

In parallel, our recruiting team adopted smarter hiring strategies by leveraging AI-powered recruiting tools and an enhanced recruitment hub platform. These technologies allow us to source more qualified candidates, identify cultural fit earlier, and streamline the overall hiring process.<\/p>\n\n\n\n

Together, these efforts have strengthened our sales team with fresh energy and long-term potential, helping Fraser continue to grow with the right people in the right seats.<\/p>\n\n\n\n

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

Kelly Office Solutions
<\/em><\/strong>Winston-Salem, NC<\/em>
Challenge: <\/strong>Balancing client, employee needs<\/p>\n\n\n\n

Solution:<\/strong> On one hand, our clients expect innovative solutions that go beyond traditional print, while on the other, our employees need the tools, skills, and confidence to deliver those solutions. We addressed this by actively listening \u2014 to our customers about their pain points and desired outcomes, and to our employees about what they needed to be successful. This feedback directly shaped the launch of Kelly University, our internal training and development program, which provides structured learning paths, certifications and leadership opportunities. It ensures our teams are equipped not just for today, but for tomorrow.<\/p>\n\n\n\n

At the same time, we continued to expand our broad product portfolio \u2014 from managed IT and workflow automation to advanced print technologies and cloud-based solutions \u2014 so that we can meet our customers where they are and help them grow. The result is that by combining a culture of listening with a commitment to development and innovation, we turned a major challenge into an opportunity to strengthen both our people and our value to the marketplace.<\/p>\n\n\n\n

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

Spectrum Technologies<\/em>
<\/strong>El Paso, TX<\/em>
Challenge: <\/strong>Commoditization of managed services<\/p>\n\n\n\n

Solution: More and more companies are relying on SaaS applications that already come with built-in support, which makes traditional managed services feel less essential and harder to differentiate. To stay ahead of that shift, we\u2019ve leaned heavily into the AI space. We see an enormous and growing need for AI-driven solutions that help businesses cut costs, streamline workflows and gain a competitive edge. Rather than getting stuck in a race to the bottom, we\u2019re positioning ourselves, and our clients, for what\u2019s next.<\/p>\n\n\n\n

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

Martin Group<\/em>
<\/strong>Lake Geneva, WI<\/em>
Challenge: <\/strong>Space optimization<\/p>\n\n\n\n

Solution: <\/strong>Transitioning to a more compact space, while initially daunting, prompted us to rethink our workflows, streamline our operations, and optimize our use of space and resources. The relocation gave us an opportunity to declutter, digitize key processes and create a more efficient working environment. As a result, we reduced overhead costs, improved team collaboration and strengthened our focus on high-impact activities. What began as a challenge ultimately became a catalyst for greater agility and operational efficiency.<\/p>\n\n\n\n

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

Rhyme<\/em>
<\/strong>Portage, WI<\/em>
Challenge: <\/strong>Industry consolidation<\/p>\n\n\n\n

Solution:<\/strong> Many local dealerships are being acquired by large, out-of-state or private equity firms. For many businesses in our region, this shift had a direct impact on the level of service and support they received, creating frustration and uncertainty. Rhyme addressed this challenge by reinforcing our independence and more than 135-year history as a locally owned partner. We launched targeted campaigns highlighting our local roots, strong manufacturer partnerships, and unwavering commitment to service excellence. By doubling down on what makes us different\u2014stability, accessibility and relationships\u2014we not only reassured our existing clients but also won new business from organizations seeking a trusted, local partner that puts service first.<\/p>\n\n\n\n

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

Stratix Systems<\/em>
<\/strong>Wyomissing, PA
Challenge: <\/strong>Reduction in upgrades<\/p>\n\n\n\n

Solution: <\/strong>Due to the ongoing manufacturer cost and lease rate increases, which lead to higher costs for our customers, we are seeing may more units go into renewal, purchased at lease end or closed out and returned to the leasing company to consolidate their copier fleet due to lower print volumes. This, along with less leases coming to term because the typical upgrade cycle is leases written in 2020 and 2021\u2014the height of COVID. The push to remote workers led to less new deals on copiers in the typical office. There are less deals in play across our industry, so we need to work more effectively and efficiently to get our share. And because there are less deals in play, dealers and manufactures are offering significant discounts on the hardware and the aftermarket to keep the units moving and cash flow coming in. This is putting extra pressure on dealers to maintain long term industry benchmark margins in these areas.

While it is easier to send emails and make phone call to customers and prospects, it is also easier for them to dodge engaging with us. We are doing monthly team field blitzes aimed at 1) targeted vertical nonusers we have reached out to via email and phone; and 2) site visits to customer who have leases in renewal or have lease coming to term in the next 12 months. While the net-new is a longer-term play many of our competitors don\u2019t take this step. I feel if we can break through some of these gates, we can get better engagement with these target accounts. For the lease renewal\/expiration visits, we have seen more opportunities restarted in addition to some deals getting done more quickly. Our business is a face-to-face business and we need to drive our rep to get back to these basics.

Modern Office Methods<\/em>
<\/strong>Cincinnati
<\/em>Challenge: <\/strong>Technology integration<\/p>\n\n\n\n

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

Solution:<\/strong> Many of our clients began demanding more comprehensive solutions that went beyond traditional print, looking for partners who could seamlessly manage IT infrastructure, strengthen cybersecurity, and modernize hybrid work environments\u2014all while maintaining cost efficiency.

For MOM, this challenge meant moving beyond the perception of being \u201cjust a copier dealer.\u201d We addressed it by accelerating the integration of our partner companies, OptimizedIT and Obviam, into a unified MOM value proposition. Together, we created the Technology Synergy Assessment, which gives clients a complete picture of their print, IT and cybersecurity landscape. This allowed us to not only meet but exceed client expectations by showing them how vulnerabilities, inefficiencies and opportunities could be addressed through one trusted partner.

Internally, we also invested in sales and marketing alignment tools like HubSpot lead scoring and ZoomInfo database enrichment to better identify high-value opportunities and streamline outreach. This enabled our teams to target the right prospects with the right message and ensure that we were delivering relevant, integrated solutions.

By reframing this challenge as an opportunity, MOM successfully transitioned into a true technology partner for our clients. The result was stronger client retention, multiple six-figure wins across health care and education, and double-digit revenue growth driven by bundled print, IT and cybersecurity solutions.<\/p>\n\n\n\n

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

Pulse Technology
<\/strong>Schaumburg, IL<\/em>
Challenge: <\/strong>Continued diversification<\/p>\n\n\n\n

Solution: Pulse Technology has diversified over the years, adding CRaaS and AVaaS this year, and last year it was production print. The team continually assesses the needs of its clients and recalibrates what to emphasize at different times. This has included video walls, new office product offerings, such as water systems and cleaning supplies, among others.

Forward direction: Pulse continues to use an EOS (entrepreneurial operating system) based on the concept from the book \u201cTraction.\u201d Pulse assembles its leadership team each week to ensure that the lines of communication are open. From a business standpoint, this enables the company to discuss issues (positive or negative) related to the operation of the company. Vince Miceli notes that \u201cwe have a cohesive leadership team.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

As week three of the greatest challenges confronting Elite Dealers kicks off, we\u2019re presenting you with some of the deeper dives into key issues, as reported by company executives. The following snippets\u2014courtesy of some of the most prominent dealerships in the country\u2014offer a well-balanced look into the talking points echoed by many companies. The best part about these challenges is definitely the commonality of the challenges. Here\u2019s hoping that some of the more expansive solutions that mitigated, if not fully solved, the issues may offer a nugget or two for your dealership to consider implementing. Fraser AISWest Reading, PAChallenge: Hiring salespeople Solutions: As the demand for top sales talent grew, we recognized the need to rethink how we attract, train, and retain the next generation of sales leaders. To address this, we launched a sales internship program focused on developing recent college graduates into confident, capable sales professionals. The program teaches real-world sales techniques, business professionalism and industry knowledge. Interns who demonstrate strong potential are offered full-time sales positions, creating a reliable pipeline of motivated, well-trained talent who already understand our culture and value proposition. In parallel, our recruiting team adopted smarter hiring strategies by leveraging AI-powered recruiting tools and an enhanced recruitment hub platform. These technologies allow us to source more qualified candidates, identify cultural fit earlier, and streamline the overall hiring process. Together, these efforts have strengthened our sales team with fresh energy and long-term potential, helping Fraser continue to grow with the right people in the right seats. Kelly Office SolutionsWinston-Salem, NCChallenge: Balancing client, employee needs Solution: On one hand, our clients expect innovative solutions that go beyond traditional print, while on the other, our employees need the tools, skills, and confidence to deliver those solutions. We addressed this by actively listening \u2014 to our customers about their pain points and desired outcomes, and to our employees about what they needed to be successful. This feedback directly shaped the launch of Kelly University, our internal training and development program, which provides structured learning paths, certifications and leadership opportunities. It ensures our teams are equipped not just for today, but for tomorrow. At the same time, we continued to expand our broad product portfolio \u2014 from managed IT and workflow automation to advanced print technologies and cloud-based solutions \u2014 so that we can meet our customers where they are and help them grow. The result is that by combining a culture of listening with a commitment to development and innovation, we turned a major challenge into an opportunity to strengthen both our people and our value to the marketplace. Spectrum TechnologiesEl Paso, TXChallenge: Commoditization of managed services Solution: More and more companies are relying on SaaS applications that already come with built-in support, which makes traditional managed services feel less essential and harder to differentiate. To stay ahead of that shift, we\u2019ve leaned heavily into the AI space. We see an enormous and growing need for AI-driven solutions that help businesses cut costs, streamline workflows and gain a competitive edge. Rather than getting stuck in a race to the bottom, we\u2019re positioning ourselves, and our clients, for what\u2019s next. Martin GroupLake Geneva, WIChallenge: Space optimization Solution: Transitioning to a more compact space, while initially daunting, prompted us to rethink our workflows, streamline our operations, and optimize our use of space and resources. The relocation gave us an opportunity to declutter, digitize key processes and create a more efficient working environment. As a result, we reduced overhead costs, improved team collaboration and strengthened our focus on high-impact activities. What began as a challenge ultimately became a catalyst for greater agility and operational efficiency. RhymePortage, WIChallenge: Industry consolidation Solution: Many local dealerships are being acquired by large, out-of-state or private equity firms. For many businesses in our region, this shift had a direct impact on the level of service and support they received, creating frustration and uncertainty. Rhyme addressed this challenge by reinforcing our independence and more than 135-year history as a locally owned partner. We launched targeted campaigns highlighting our local roots, strong manufacturer partnerships, and unwavering commitment to service excellence. By doubling down on what makes us different\u2014stability, accessibility and relationships\u2014we not only reassured our existing clients but also won new business from organizations seeking a trusted, local partner that puts service first. Stratix SystemsWyomissing, PAChallenge: Reduction in upgrades Solution: Due to the ongoing manufacturer cost and lease rate increases, which lead to higher costs for our customers, we are seeing may more units go into renewal, purchased at lease end or closed out and returned to the leasing company to consolidate their copier fleet due to lower print volumes. This, along with less leases coming to term because the typical upgrade cycle is leases written in 2020 and 2021\u2014the height of COVID. The push to remote workers led to less new deals on copiers in the typical office. There are less deals in play across our industry, so we need to work more effectively and efficiently to get our share. And because there are less deals in play, dealers and manufactures are offering significant discounts on the hardware and the aftermarket to keep the units moving and cash flow coming in. This is putting extra pressure on dealers to maintain long term industry benchmark margins in these areas. While it is easier to send emails and make phone call to customers and prospects, it is also easier for them to dodge engaging with us. We are doing monthly team field blitzes aimed at 1) targeted vertical nonusers we have reached out to via email and phone; and 2) site visits to customer who have leases in renewal or have lease coming to term in the next 12 months. While the net-new is a longer-term play many of our competitors don\u2019t take this step. I feel if we can break through some of these gates, we can get better engagement with these target accounts. For the lease renewal\/expiration visits, we have seen more opportunities restarted in addition to […]<\/p>\n","protected":false},"author":166,"featured_media":67692,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1650,82,1638],"tags":[2738,4024,239,926,3521,1989,3940,860],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67691"}],"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=67691"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67691\/revisions"}],"predecessor-version":[{"id":67703,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67691\/revisions\/67703"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/67692"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=67691"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=67691"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=67691"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}