For better or for worse, a company’s corporate culture is often created and shaped by the attitudes, mores and actions of leadership that are observed by their charges, a.k.a. the team members. This is why many office technology dealers that value their reputation within the Read More

The ability to consistently reel in net-new business is the modern-day practice of panning for gold. Think about it. You’re picking out a region, digging through layers and sifting away until you find a gem that will yield untold riches. But the road to Sutter’s Mill is pocked Read More

The team members at Premium Digital Office Solutions (PDOS) in Fairfield, New Jersey, may want to add a holiday to their calendar and call it PB Thanksgiving. Had “PB,” an unnamed purveyor of postal equipment, not decided to make major changes to its compensation structure, then Read More

Is Peter Massaro a high achiever? That answer may lie in the fact that the chief operating officer for Milner wakes up every morning at 3 a.m. to begin fitness training. The early bird mentality allows him to begin the day with purpose and “[knock] out the first win before the Read More

It’s difficult to absorb any type of media, be it print or digital, without being inundated with news about artificial intelligence (AI). It’s truly permeating most aspects of life, and chances are you are either knowingly or unwittingly tapping into some iteration of AI. As the Read More

In August, John Bruno made the surprising announcement that he was stepping down as president and COO of Xerox. The 119-year-old manufacturer didn’t need to look far for his replacement, tapping Louie Pastor—previously an executive with the firm’s Global Business Services Read More

There is a psychology in B2B sales that asserts people only buy from those they like. In some instances, salespeople also have a disdain for potential business partners that needs to be overcome. Still, David Ardies doesn’t see it as being all that complicated. A sales lif Read More

Business is a journey dotted with destinations. And if there’s one thing Justin Rebhun has learned as a salesperson and a leader, how you get to those destinations is not as important as simply arriving at them. The president of FTG Texas, a Flex Technology Group company, Rebhun Read More

A little-known fact about Mason Olds is he’s a New York Islanders fan. Now, to anyone under the age of 40, the Isles are a long-suffering NHL franchise. But those of a certain age recall a time when Long Island was home to a hockey dynasty, a four-time Stanley Cup champion and Read More

Getting the attention of would-be clients is harder than ever. It seems there’s an inverse relationship between the growing number of touch points and the decreasing odds of getting someone’s attention (and a callback). It almost makes one yearn for the days of simply writing Read More

Concentrating on the areas of business that he can control is an example of the effective leadership demonstrated by Larry White. In the past five years, the CEO of Toshiba America Business Solutions has been inundated with uncontrollable challenges—the pandemic, supply chain Read More

Filmmaker George Lucas, architect of the Star Wars movie franchise, once observed, “Always remember, your focus determines your reality.” It was, in part, a nod to the notion that our mindset and focus greatly influence our experiences and, perhaps more importantly, outcomes. Read More

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