It may sound like a broken record, but it’s become accepted as gospel among office technology dealers: net-new business is essential to growth in a world where print demand continues to dwindle. Everyone wants new logos, and the optimal way to accomplish it is to take business Read More

Timing is everything, a notion that holds true in our personal and professional lives. Take Steve Vasquez, for example. The senior director of major accounts for commercial B2B sales at Brother International is a known quality within his sales universe. Had the stars aligned Read More

When one thinks of Indiana, the word Heartland comes to mind. The state is a booming agricultural center—with corn and soybeans leading the way—and industrial business is thriving on the backs of hard-working folks who embrace American values. It’s affordable living and a sports Read More

As it’s done with many other facets of business, artificial intelligence (AI) has greatly simplified the office technology dealer account representative’s job. Has that truly made their work easier? Perhaps. Has it enabled them to close deals more often? Well, that remains to be Read More

One might argue Ron Petrucci is something of an evangelist. Whether it’s throwing out the first pitch at a San Diego Padres game or speaking at a roundtable event, the North American general manager and vice president for Katun Corporation is meeting face to face with dealers. Read More

Display technology is often viewed in an ancillary product light as opposed to an interconnected link within the modern business environment. Sharp Imaging and Information Company of America seeks to dispel that notion of tech isolation and is showing dealers and end-users Read More

Earlier this year, Keypoint Intelligence released the Why Buy Research Series, which explores the motivations, behaviors and discovery methodology shaping today’s buying process. Gleaned from recent print and scanning technology purchases, the study reveals how digital channels, Read More

On Thursday, Steve Parker celebrated his 69th birthday. The national account manager for Coast to Coast Computer Products still loves his job, because it keeps his mind sharp. His body is another thing entirely. He lost his leg in an accident while riding his Harley, and he Read More

It takes a certain type of person to participate in a dealer advisory council. It’s not that one needs to exhibit Clara Barton-level altruism, but it helps to be able to compartmentalize motivation and recognize the opportunity to make a positive impact on the product and service Read More

Last week’s 2026 Xerox Global Partner Summit saw 500-plus dealers and channel friends from more than 70 countries pile into the Grand Hyatt Nashville in the heart of Tennessee’s Music City. The venerable manufacturer rolled out a plethora of speakers during the full-day Read More

If you’ve been asked to join your OEM’s dealer advisory council (DAC) or the equivalent, there are many obvious reasons to jump at the opportunity. You get a sneak peek at what’s coming down the pike. There’s the chance to provide input regarding existing and upcoming products Read More

Aston, PA (Oct. 20, 2026) — KDI Office Technology, a leading independent office technology provider in the Mid-Atlantic region, has announced a new 65-month partnership agreement with the Philadelphia Union, extending a relationship that began in March 2012 and will now continue Read More

Affinity Business Communications, the publisher of ENX Magazine and ENX The Week in Imaging, is pleased to announce the 2026 Elite Dealers list. We will present extensive profiles on each of the 112 honored U.S. dealers—ranging from below $5 million in revenue to $600 Read More

If Shelly Radler had the ability to travel back in time, she would impart upon her younger self how vitally important it is to build relationships, within her own team and across the entire Brother International organization. In hindsight, Radler feels as if she overly focused on Read More

The printing industry’s largest product expo, PRINTING United, wrapped up its three-day gathering at the Las Vegas Convention Center on Sept. 25. Over the next few weeks, we will provide Two-Minute Drill Q&As with office technology manufacturers who had booths at the event to Read More