Competition is all around you and growing by leaps and bounds. Smaller dealers who find they can no longer make investments that can help sustain a level of competitiveness to foster growth are finding refuge in the company of much larger competitors, be they M&A-minded Read More

With the conclusion of an utterly-exhausting 2017 calendar year that followed an equally game-changing 2016, Lexmark took an hour to compose itself and provide a BSD channel perspective update via webinar for journalists and analysts on Dec. 11. In terms of breaking news, Lexmark Read More

The week between Christmas and New Year’s is always a dead zone from a business perspective. Come Jan. 2, it’s all hands on deck, buoyed by a feeling of renewed purpose and the desire to jump out of the chute running. Pour out the leftover eggnog and toss those goofy 2018 glasses Read More

Epson America has unveiled a two-pronged approach when it comes to its recently released Epson Advantage Partner Program. One goal is to make the OEM more aggressive when it comes to garnering market share in each of the six subcategories under Epson Advantage. The other is to Read More

As we sweep up the remainder of 2017 and prepare to usher in the New Year, we are constantly reminded that change is one of the few constants we can rely on. After all, how many of us spent New Year’s Eve with Dick Clark, celebrating the ball dropping? But while the list of Read More

In business, it is usually incumbent upon two sets of people to fulfill the promise of an idea. The first group develops and maps out an idea’s strategy, while the second follows through on the execution. Then, there are those rare individuals who can work both ends of a project Read More

Michael Cox is well aware of the challenge that lies ahead. As the president of IT Products and Solutions (ITPS), a sister company to Computer Parts Warehouse (CPW), Cox readily admits that if one were to poll 200 random office technology dealerships, most would admit they never Read More

It’s been less than 20 years since Frank Cucco started Impact Networking out of his home basement in the sleepy suburbs of Illinois with founding partners Dan Meyers and Nathan Robinson, armed with an employee staff of four. Even then, Cucco had a vision of becoming a $30 million Read More

Anyone who thinks the last 18-24 months have been uneventful for Lexmark International obviously has not been paying attention. The whirlwind of activity taking place with the manufacturer and provider of multifunction devices, supplies and accessories, MPS, solutions and Read More

As the calendar turns to 2018, all the players in our document imaging universe—the dealers, VARs, OEMs, managed service specialists, various product and solution providers, suppliers, etc.—are reminded that the only constant is change. The universe is shrinking through Read More

In mid-November, Toshiba America Business Solutions (Toshiba) announced it had acquired Electro Imaging Systems (EIS), based in Livermore, CA. Although it was Toshiba’s 56th acquisition overall, it was the first for the manufacturer since 2008, when it obtained HPS Office Read More

As we move to the fourth installment of challenges facing our cast of Elite Dealers, we’ve dedicated this piece entirely to one of the biggest obstacles office technology dealerships encounter in growing their business: The ability to recruit and maintain quality employees. Read More

The third part in our series of the top challenges facing the Elite Dealer ranks in 2018 kicks off with a subject that has garnered momentum in recent years, not only from an office technology point of view but on the national stage as well: security. The threat of cyberattacks Read More

The key to continued success after 25 years on the job is to avoid complacency and take a fresh approach to one’s line of work. For Grace Hellmold, director of marketing communications and events for Sharp Imaging and Information Company of America (SIICA), the thrill of walking Read More

PHOENIX—Though the Sharp dealer event held Nov. 28-Dec. 1 at the J.W. Marriott Desert Ridge Resort may have been dubbed Pulse 2017, perhaps a “Members Only” theme would have been more appropriate. During the general session held on the first full day of the meetings, Sharp Read More