Known for its reputation as a dealer-centric organization, KYOCERA Document Solutions America (KDA) continues to ride a wave of success, as evidenced by its eighth consecutive year of growth. Much of that success is directly attributed to its Total Document Solutions (TDS) Read More

At the heart of the sales and marketing approach in all walks of business is the fundamental core that dictates relationship building is the ultimate key in developing new business or expanding deeper into existing accounts. After all, a prospective client is confronted with an Read More

A sad but true fact of human nature is that bad news travels faster than good news. The key to success in the office technology industry is the ability to control that message, and the best way to do that is to ensure customers rave much louder than they rant when it comes to Read More

Philadelphia—The Business Technology Association’s traveling circuit made its East Coast stop here Sept. 13-14 at the Marriott Downtown with the BTA Grand Slam, which saw roughly 50 dealers taking advantage of a wide-ranging array of educational sessions and sponsor exhibits to Read More

All of us are guilty, to an extent, of getting lost deep in the weeds of life’s daily challenges, sometimes taking for granted the most meaningful aspects of life before getting jettisoned from the mortal coil. In that vein, the value of a successful life cannot be measured in Read More

Every business revolution has its genesis in the need to optimize efficiency, save money and enhance workflows. Well, to take it a step further from a managed print services point of view, a truly comprehensive program focuses on the continued optimization of document output and Read More

There are those people who simply feel uncomfortable talking about themselves, and Larry White certainly is one of them. The senior vice president of sales, Americas, for Toshiba America Business Solutions would rather extol the virtues of others, insisting that “I’m the most Read More

In the world of managed services, the path an office technology dealership takes during the ramping up process can often be marked with potholes. From staffing and contract considerations to process implementation, challenges can arise beyond the core competencies required to Read More

If you’re in need of a snap decision, then John Hey probably isn’t your man. But he definitely should be. He has enjoyed a long and colorful journey through the office technology world. From a 10-year stint with his father, Don, at the D.C. Hey Co. dealership in Minneapolis (and Read More

When we think of millennial attitudes toward the world of digital, we picture phone-toting men and women with their heads down, quietly tapping on their keypads. They’re using the internet to order from Amazon, request a ride from Lyft, make dinner reservations, find a date, read Read More

If there is such a thing as a healthy obsession, a case could certainly be made for Cincinnati’s own Prosource, a 32-year-old dealership serving Ohio, Kentucky, Indiana and West Virginia. Prosource has developed a relentless, single-minded customer obsession that drives its Read More

A continuous drum that has been beaten in the office technology space is the ongoing movement toward offering managed services as opposed to taking a pure hardware play approach. Yet, even as dealers successfully ramp their capabilities in MPS, managed IT, document services, Read More

The tides of change are swirling all about the office technology space, but don’t pass along any gloom and doom predictions to Fred Habbal. The founder and owner of Vision Office Systems (VOS) of Charlotte, NC, has logged nearly 40 years of experience in the industry, and he’s Read More

It stands to reason that if one wants to still look good at the age of 110, it takes more than a little cosmetic surgery to make it reality. For the Xerox Corporation, it began with January’s separation into two companies: Conduent, a business process outsourcing company, and Read More

Sell everything as a service. Anyone who has sat in on a conference presentation exploring the future of the office technology space is familiar with that refrain. It’s a conversation that begins, but doesn’t end, with managed print services and managed IT. Think of these two Read More