The Brother You Never Knew: OEM Takes Relationship Message and Quality Programs to Dealer Channel

There are a slew of reasons Brother International Corporation has to ignore the BTA channel, given its unofficial status as a mature space that’s facing continual decreases in the volume of pages printed. Yet the century-old manufacturer—perhaps best known for its line of
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New England Power Play: M&A-Minded Axion Business Technologies Scores Great Deals, with Assist from Visual Edge Technology

The license plate on Bob Ferland’s car reads “$55 million,” and the president of Axion Business Technologies in Cranston, RI, has this message to constantly remind him of his growth goal. While it is highly unlikely that he will forget his target, he may need a new plate engraved
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The Vertical Venture: Nontraditional, Market-Specific Offerings Aimed at Expanding the Dealer Conversation

The trade press in this industry has spent most of the last few years preaching to you, dear office technology dealership readers, about the virtues of expanding beyond the copier/MFP horizon. Be it managed print, managed network services/managed IT, enterprise content management
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Constructing the MPS Offering: It’s All About Accurate Customer Data

The beauty about data is the granularity it offers or can offer, for the purpose of assembling a managed print services program. The more specific the information, the better the odds of crafting a pact that is comprehensive and beneficial not only to the client but the dealer
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Judith Spitz Advises Toshiba LEAD Attendees to Enable Women to Experience Higher Version of Themselves

Las Vegas—On the second full day of the Toshiba LEAD conference, one of the day’s programs kicked off with an hour-long address by Judith Spitz, the founding program director of the Women in Technology and Entrepreneurship in New York Initiative (the WiTNY Initiative) at Cornell
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Toshiba LEAD 2018 Empowers Art of Business, Providing Tools to Craft Masterpieces

Las Vegas—Agile, bold, creative, determined and empowered. Those ABCs of characteristics certainly exemplify the approach employed by Toshiba America Business Solutions (TABS) and Toshiba Global Commerce Solutions (TGCS) were on full display during the company’s sixth LEAD
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Broaching the Topic of MPS: Where to Begin with Clients

Attention, dealers. Who wears the decision-making pants in your family of customers? Obviously, it varies depending on the product or service offering. On the subject of managed print services (MPS), many will point toward the chief financial officer. If the value proposition
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Supporting the Dealer: Manufacturers Offer Variety of Managed Print Services Programs

As the calendar turns toward the final quarter of what has been an exciting 2018 on a number of different levels, we encourage you to check out our extensive coverage of MPS in the September issue of ENX Magazine. The issue is crammed with MPS talking points—five stories
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Following the Process and Cultivating Relationships Enable GFC Difference Maker Tom Flesch to Continue Legacy

Smart business practices are a lot like Novocain. Give them a little time…despite some initial pain, they’ll always work. The Gordon Flesch Co. (GFC) was founded in 1956, and many of the founding principles of the firm and its business practices have enabled it to thrive still
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LD Products Difference Maker Christian Pepper Eschews the Safe Bet, but Cashes in on Rewarding Career

In the 1998 film “Rounders,” the protagonist struggles between committing his full attention to law school while trying to hide from his true passion, which is playing poker for a living. In a pivotal scene, one of his law professors relates a similar choice between becoming a
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Looking Skyward for Answers: A Cloud-y Future for Some, Not All

To the cloud or not to the cloud; that is the question. With all due respect to Hamlet, the answer is anything but simple. Nor is the journey’s end permanent. As we wrap up our August look at everything-as-a-service (XaaS) and the journey to the cloud, we take a look at some of
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Fixing the Broken MPS Beast to Reinvent, Deliver and Profit

As part of this month’s state of the industry report on managed print services (MPS), we’ll take a look at what factors are preventing dealers from delivering on a true MPS proposition. Honestly, we’re positive, glass-half-full editors by nature, and we don’t like to dwell on the
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Keeping Skin in the Game: Oval Partners and Flex Technology Group Offer Alternative to Traditional M&A Deals

Few terms are sexier in today’s business world than “organic growth.” Likewise, few others are harder to achieve. This holds true in today’s office technology dealership channel, where the stagnating demand for MFPs and copiers has pushed dealers toward managed print and IT. Not
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State of Excellence: Smile Business Products Uses NOC, Sharp Relationship to Build Out Empire

Don’t let Joe Reeves fool you. The CEO of Sacramento, CA-based Smile Business Products may have whipped up a creative acronym for the name (Super, Magnificent, Intelligent, Loyal Employees). But the concept of the dealership—born during the dotcom explosion of 1997—truly emanates
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The MPS Conundrum: Dealers Can’t Manage Print Without Managing a Profit

Among the office technology dealer community, the subject of managed print services (MPS) is a well-visited discipline. For years now, we have been duly informed on the merits of MPS and the laundry list of reasons to provide a comprehensive offering that goes a long way toward
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