Selling the Sizzle: Deal Facilitators Add Zest to the Major Takedowns

Imagine the office technology dealer space takes the form of a barbecue cook-off competition. The challenge is to see who can prevail, despite the fact that everyone is using the same cut of beef, and has the same ingredients/accoutrements at their disposal. Anyone can drop a
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Best of ECS: From Yesterday’s Tools to Tomorrow’s Solutions, Sharp’s Mike Marusic Suggests Following the Information Trail

Often times, too much attention is paid to technology itself as opposed to the intention of it. This is why history is littered with examples of tools that overstayed their practicality, not to mention the many victims that fell by the wayside because of their loyalty to past
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Building a Bigger Contract Beast: Higher Degree of Difficulty Calls in a Dealer’s Resources

For virtually all things business, bigger is almost always better. More units, more print/document management solutions, software—you name it. There is often a correlation between the volume of personnel involvement and the size of the overall price tag. VPs, specialists,
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Difference Makers: Rarely is the Path to an Industry Destination a Linear One

Speaking strictly from a professional standpoint, have you ever wondered, “How did I get here?” During childhood, we are introduced to any number of occupations that sound exciting, like a fire fighter or a police officer; offer fortune and fame, such as a professional athlete or
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Ninestar Hits Another Snag in Bid to Lift DHS Ban

Another recent court setback left Ninestar’s reentry into the U.S. market in doubt. Judge Gary S. Katzman ruled Feb. 27 that the company’s embargo applied by the U.S. government would remain in force. It is not Ninestar’s lone remedy for reinstation, but the
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Konica Minolta’s High Velocity Road Show Speeds Through Sarasota

The 2024 manufacturer event slate kicked off in earnest Feb. 12-13 as Konica Minolta invited nearly 50 mid-market dealers from the east and south to the first of several road show meetings. The Westin Hotel in Sarasota, Florida, provided a sunny backdrop and a breath of fresh air
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The Jillian Fund and Gala: A Passing of the Torch to Ensure a Legacy

The shock had not worn off when George Gorman walked into the office of Bill McLaughlin in April of 2013. Gorman, who manages the relationships between Ricoh America and its largest New York metropolitan dealers, was more than a business associate to McLaughlin, then a top
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The Cape-less Crusader: ACDI Makes Significant Commitment to EV Chargers

It’s been nearly 30 years since Access Control Devices Inc. (ACDI) debuted as a purveyor of coin-op controllers, card readers and value-add stations, which is quite a niche segment to serve. But as the years have ticked off, ACDI is gradually migrating from tools that serve some
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Manufacturer Menu: Industry OEMs Provide Scorecard for 2024 Plans and Releases

OK, the calendar reads March, so we’re already at 2024’s one-quarter pole. To those of us who just packed away the last of the holiday decorations, this is unbelievable and just a tad bit alarming. Clearly, Father Time seems to have some place to go, and we’re all just along for
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Bold Endeavors: Managed IT, Production Spark Levifi’s Quest to Reach $120 Million

Not long ago, the narrative behind Thomas Fimian was that of a Swiss immigrant who became a successful U.S. business owner at the helm of an office technology dealership in South Carolina. That’s an uplifting tale embodying entrepreneurial spirit, regardless of the industry.
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Tremendous Takedowns: Dealers Share Insights into Constructing the Seven-Figure Deal

For a dealer account representative, building an impressive (and lucrative) deal that only begins with an MFP is like organizing a parade. Think of the most impressive one you’ve attended and all the elements that combined to make for an epic experience. Consider the coordination
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Sage Advice: Dealers Offer Caveats for Popular Ancillary Offerings

One of the many benefits of joining an industry peer group is the ability to canvass members on the merits of adding a new product or service to your portfolio. The responses are often brutally honest, which makes the advice all the more valuable. After all, press and analysts
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Best of ECS: Bridging the Generation (Leadership) Gap

One of the many beauties of the office technology sector is the proud tradition of leadership that has been passed from family member to family member within many organizations. That was on full display during last month’s Executive Connection Summit in Scottsdale, Arizona, where
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Promotable Products: Dealers Discuss Raising Awareness of Newer Offerings

It’s time to talk about that frustration shared among virtually all office technology dealers. There are few things more frustrating than finding out a prospect or client—particularly the latter—is unaware that your company offers (fill in the blank). Potential clients get
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The Elevator Pitch: Tech Providers Make their Case for Partnering

From Canon to Xerox, Epson to Toshiba, Sharp to Lexmark, Ricoh to Konica Minolta, and Brother to Kyocera, the office technology reseller community has more than its share of options for peddling A3 and A4 units. Pretty much this entire crew (along with HP) boasts significant name
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