Every dealer…correct that, every business across all sectors nationally experiences customer churn. Try as we may, account attrition is an unfortunate reality. However, it provides the opportunity for business introspection, reflection and a strategy review to pinpoint the hows Read More

Are you currently thinking about adding a new non-MFP hardware item to your product catalog, or is it something you’ve kicked around in the past? Would you benefit from ancillary revenue to offset the volume loss from the big boxes? The second question is silly; of course, you Read More

Being a maker of memories is no small feat for Kristen Zaccardi Ruppert. As the corporate events manager for Konica Minolta Business Solutions U.S.A., it falls upon her to design an experience that, while transient in nature, nonetheless leaves a lasting impression. Fair or not, Read More

When the family-owned calculator company where Bob Smith worked for over 25 years was sold to a large corporation, he quickly sensed a shift in leadership philosophy—and not for the better. Determined to build something rooted in shared values, he decided to start his own Read More

There’s no underestimating the importance of onboarding product/service experts in hardware areas where account reps have varying degrees of knowledge. It’s truly a team effort—the reps scout them out and the specialists help knock ‘em down. This is particularly important in the Read More

It took a hitch in the Navy for Judson Meyers to realize his professional passion, although given his zeal for fixing things, it isn’t too surprising. During his service, several of his fellow sailors had been grousing about a common area copier that was constantly getting Read More

There’s nothing a salesperson loves more than having a strong conversation starter when they’re going belly to belly with a prospect. And we’re not talking about hailing from the same university or growing up in the same town as the person on the other side of the table. No, in Read More

It didn’t take long into his career in the office technology dealership universe for Matthew Salzano to appreciate the impact that his company, Network Digital Office Systems, can have on the success of its clients. That idea was solidified in an early win that saw his company Read More

The final bell is about to sound for the Elite Dealer nomination period. Yes, Sept. 12 has arrived, so now is the time to submit your entry and be included in the 2025 ENX Magazine Elite Dealers annual December guide of the top dealers in the country. If you need more time, give Read More

There’s something really special about the term recurring revenue. It’s a siren song without the nefarious undertones. It’s the Mister Softee jingle, sans the excess pounds from drinking black-and-white milkshakes. There’s something quite Pavlovian about the term; it elicits a Read More

Ultra-competitive. High-energy. Risk-taker. These are definitely not the keywords one would associate with a leasing industry job description. Then again, Steve Mosley is not your garden variety, straight-laced financing professional. The senior vice president, director of sales Read More

After six years as CEO of Marco Technologies, one of the largest dealerships in the nation, Doug Albregts announced via LinkedIn that his tenure ended Aug. 29. He will be joining the dealership’s board of directors. Marco has not officially named his replacement. The dealer’s Read More

If the world of office technology was reimagined as a well-rounded meal, managed print services (MPS) would not represent the protein in a client’s diet. And it’s not the carbohydrates or the fats. Rather, it says here that MPS’ impact is similar to the vitamins and minerals one Read More

Success in sales largely hinges on confidence, especially for the most veteran of account representatives. They’ve been through the process umpteen times, can recite the talk track in their sleep, and have cultivated enough relationships to sustain them and hit their number. A Read More

There’s an old “Seinfeld” episode in which Jerry has his car stolen, but since he had a car phone (impressive tech back in the early 1990s) he decided to call the number to see if the thief would answer, which he did. After some joke-filled banter, Seinfeld asked the Read More