Now Hiring: Amid a Buyers’ Market, Dealers Focus on Maintaining Star Sales Reps

At a time when supply chain delays have cost dealers millions of dollars due to product backlogs, the domino effect has toppled the humble account representative in the process. It’s left dealers in a precarious position in handling compensation. Just how long the delay lasts can
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Flip the Script: Ricoh Difference Maker Jim Coriddi Embodies Team Mentality

There’s a lot that can be said about Jim Coriddi’s value proposition. One thing is abundantly clear—the senior vice president, dealer division for Ricoh USA has impeccable decision-making skills. While working toward his degree at Montclair State University in New Jersey, the
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Back to the Basics: Coaching Up Account Representatives to Fulfill their Potential

It’s been nearly three years since the music world lost perhaps one of the greatest drummers in Neil Peart, who succumbed to brain cancer in January of 2020 (an omen of things to come that year, for sure). At the time, we related his story and included an anecdote related to the
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DEX Imaging Adds Hendrix, Marking Eighth Acquisition of 2022

One of the most prolific M&A jags in recent history continued late last week, as DEX Imaging acquired Hendrix Business Systems of Mathews, North Carolina. It was the eighth acquisition this year for the Tampa, Florida-based firm. Hendrix, which was recently named a 2022 Elite
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Stramaglio Consulting Difference Maker Hiro Ueda Enjoys the Best of Two Worlds

To know honor and loyalty is to know Hiro Ueda. The epitome of selflessness, he has made a living in putting the needs of others first. Most of all, Ueda’s story is one of blending two cultures, his native Japan and the United States, which he did without compromising his passion
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When it Comes to Sales and Quotas, Dealers Not Lowering Expectations

Coming off a year when the ability of account executives to peddle MFPs and other varieties of hardware became severely cramped by supply chain issues, one might gather that dealers across the United States would tamp down expectations and perhaps revisit the quotas they’ve
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Taking Big-Picture Perspective Allows Epson Difference Maker Linda Sudderth to Maximize Talents

No one could ever accuse Linda Sudderth of not giving 100% effort in her role as a sales manager. But there was a period when the current North American sales manager, business systems for Epson America tended to do a little too much. Or even a lot too much, so to speak. It’s not
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Digital Sports Advertising Provides Dealers Access to Wider Audience

I’ll be the first to admit I’m a bit of an odd bird. Inspiration and motivation find me at the oddest hours. Like many of you, I’m prone to logging on at 11 p.m. or later to tend to a bit of business, and I’m also more than likely to log a couple of hours working on Sunday before
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Industry Manufacturers Outline Opportunities, Obstacles and Tools for Reseller Sales Growth

As part of this month’s State of the Industry report on elevating dealer sales and reps to the next level, we’ve pulled together a roundtable of manufacturer experts to share their thoughts on the current landscape. With the many downward pressures today’s account representative
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Prioritizing Cloud Solutions, Remote Communications Tools Highlights Canon Playbook

Understanding that better times are ahead can be a difficult notion after a business-altering event such as the pandemic. But when manufacturers such as Canon continue innovating to address current hybrid needs, it’s much easier for dealers to reconcile the margin loss of
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Star Power: IT Proficiency, Key Acquisitions Driving GoodSuite’s Goal to Conquer California

Earlier this summer, Dan Strull sat in an Entrepreneurial Operating System (EOS) L10 meeting along with his senior leadership team at GoodSuite, and he was checking his phone for updates on the Major League Baseball All-Star Game. MLB’s annual midsummer classic culls the greatest
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In an Era of Sales Challenges, Dealers See Net-New as the Path Forward

It’s not the easiest time to be an office technology dealer sales rep. COVID-19, the supply chain fiasco, inflation, rising interest rates and other largely pandemic-spawned issues have placed a drag on activity in the business community as a whole. Conversely, the degree of
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On the Road Again: Sharp Brimming with Optimism During Dealer Roadshow

It may have been billed as the 2022 Dealer Roadshow, but as John Sheehan stood front and center in a conference room filled with dealer principals at the Westin Michigan Avenue, the senior vice president of channel sales for Sharp Imaging and Information Company of America
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Incenting Software/Solutions: Reward Awaits the Patient Account Representative

Not all dealers embrace a one-size-fits-all approach when it comes to incenting software and solutions sales. But every account representative has an overall number he/she must hit to fulfill their quota so that they can pack for that president’s club trip to Aruba or the
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Taste of Success Sweeter than Ever for GFC Difference Maker Mark Flesch

We can often remember in vivid detail those days when everything seems to go wrong. A multitude of unfortunate circumstances swarms about, seemingly conspiring to align against us. We’re left in a hapless heap at day’s end, hopeful that a good night’s sleep and a push of the
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