July 25, 2016

Identifying finisher types for many of the Xerox® Models: (DocuColor®) DC-240/242/250/ 252/260, (Digital Color Press®) DCP700, C75/J75, (Xerox® Color) 550/560/570, C60/C70, (WorkCentre®) WC-4110, 4112, 4127, 4590, 4595, WC-7655/7665/7675, 7755/7765/7775 When it comes to Read More

Issue Description: The printer will not initialize to a ready state because there is a message on the control panel saying “Tray Lifting,” which will not clear. The action of the printer needing to remove the toner seal is the most likely cause for the “tray lifting” message on Read More

In my last two articles, we looked at two factors impacting the timing of the sale of your business: taxes and hockey sticks. In this article, we discuss the basic question: when is the absolute best time to sell your business? Over the years, the question business owners ask us Read More

One issue in this industry is the lack of recognition of the accomplishments in the service department. When I worked for one manufacturer, they would occasionally invite the service group in for a joint meeting with the sales group. There would always be an awards dinner. During Read More

Business Equipment Center (BEC), the close-knit dealership co-owned by brothers Bill Matthews, Jr. and Mark Matthews, has a lot of which to be proud. Not only are they a BEI and ENX Magazine’s Office Technology Service Excellence Diamond Award winner, they are also clearly a Read More

In the last month’s article, I spoke about the opportunities in the A4 space and how many dealers have thrown in the towel on MPS. In this article, I will address the common MPS mistakes and how to avoid them. The first mistake companies make when selling MPS is selling a blanket Read More

In the mercurial world of imaging supplies, success is often a product of experience, knowledge and solid core principles. With over 25 years of industry experience and know-how, Cartridge Warehouse International (CWI) has succeeded by standing strong by the company’s three core Read More

Recently at an onsite sales training session I saw the lights go on for a group of 20 transactional “box slinging” salesmen as to how they would share a value proposition to a C-Level prospect. They’ve had absolutely NO success in setting appointments with C-Level targets and had Read More

It seems that if there’s one lesson that a successful business teaches us, it’s to evolve with technology but keep the core values constant. CBE was started in Columbia, South Carolina in 1975 by two service technicians who wanted to provide outstanding service. At the time CBE Read More

I recently returned from Düsseldorf, Germany, where drupa 2016 demonstrated that the graphic arts industry is rebounding after several difficult years. The world’s largest printing tradeshow attracted more than 260,000 visitors from 188 countries over 11 days. They came to learn Read More

There’s no doubt that greater familiarity with technology is affecting user expectations in the modern office space. A younger generation has entered the workplace and their understanding and attitude towards technology is much different than their predecessors. These millennials Read More