There are myriad variables that weigh into new technologies or future generations of existing solutions. How much will it cost, and is there tangible ROI to justify the higher price tag? Does it anticipate future needs, or leave the door open to the possibility? It stands to Read More

When author George Bernard Shaw uttered the famous quip, “Those who can, do; those who can’t, teach,” the implication was that teachers lack the practical skills of people who expertly ply their craft. Todd Johnson, for one, has demonstrated over time that this broad Read More

So, you’re thinking about adding production print to your product catalog? It’s the dealer’s equivalent of choosing a panther as a pet. It’s one of those times when you should ask yourself, “Are you sure you want to do that?” because you could be asking for trouble. We kid. Read More

When you’ve spent more than 40 years in the office technology dealer business, you’re bound to have a memorable story or two. Bill Hancher is no exception. The vice president of strategic solutions for Pennsylvania-based Doing Better Business, Hancher’s career traces back to a Read More

At the beginning of this year, Jim Haney tapped one of technology’s immortals—the late, great Steve Jobs—for a pithy observation to use in his email Quote of the Week series. “If you are working on something that you really care about, you don’t have to be pushed,” Jobs note Read More

The biggest names from the office technology dealer universe were counted by Johnathan Garlow with the reverence of a film buff exalting the greatest icons from the silver screen. Brad Knepper. Gary Harouff. Chris Taylor. Dan Doyle Jr. The Lofflers. The Lowerys. These are the Read More

To understand the value of a dealer/partner advisory council is to understand the dynamic, expectations and goals set forth by the manufacturer and the council itself as it applies to the greater reseller community and, ultimately, the end-users. When all parties (aside from the Read More

Let’s be honest. There’s nothing shocking about the rate in which DEX Imaging acquires dealers. If we had to spitball a figure, Dan Doyle Jr. and his transactions unit typically acquire six dealers of various sizes each year. While the rest of the M&A circuit seems to have Read More

Anyone who has sat through a Kate Kingston sales training presentation is immediately captivated by her passion for the sales game and her genuine desire to help account reps become their best versions professionally. Gifted with a booming voice, commanding presence and an Read More

The production print business carries with it some of the same trappings as managed IT. It’s not simplistic technology; it requires a great deal of knowledge and experience to be proficient as a dealer. The technical service component can make or break a relationship; extended Read More

One of the best attributes that accompany the production print portfolio is the myriad market opportunities and the subsets of offerings within them. Commercial/P4P operations, in-plants, package printers, labeling/bar coding and marketing departments are mostly well-versed in Read More

Leaving a positive lasting impression with someone can sometimes be oddly difficult. Far too often, one negative experience can cast a pall over all the others. But a general rule of thumb can help mitigate such instances. In the case of Dan Donnelly, adhering to a famous quote Read More

Difficult though it may be to believe, we are approaching the fourth quarter of calendar year 2026. While December may seem a ways off, it’s time to wrap up the nomination period for the 2026 Elite Dealers edition. The question is, have you filled out the form to be considered Read More

One of the most poignant moments of last week’s BTA IGNITE Kansas City, which marked the 100th anniversary of the venerable association’s creation, was the parade of dealer members who were introduced during the dinner held at Union Station. In all, 12 members with 50-plus years Read More

It’s been said that everyone’s eyes sparkle bright in the sunshine. That applies to customer service also; a problem-free experience can elicit a truly happy response. The real challenge is consistently replicating the steps that produced the outcome. But if 99 out of 100 clients Read More