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Kelley Imaging Systems (Kelley Imaging), an award-winning office technology provider and CORE Business Services (CORE), one of Oregon’s award-winning managed service providers, announced their strategic merger. The fusion of these two world-class technology solution providers Read More

For the third time in the last two years, Nashville-based Novatech has ratcheted up its standing in the Atlanta market via an acquisition by obtaining Consolidated Copier Services (CCS), based in McDonough, GA. The deal lifts Novatech into the $15 million sales range in that city Read More

Forget age and early senility; the reason prospects don’t reach you is because you don’t have their attention. That’s it. Somewhere along the way, you made the decision to keep your organization and all of the positive attributes and unique selling propositions less visible and Read More

When it comes to doing business, companies fall along the lines of three different mindsets. There are those who follow trends and others who ignore them, while there’s a third that prefers to set their own. OK, so you can make an argument that the second and third trends are Read More

Oval Partners, a San Francisco-based, multifamily office private equity firm, ushered in 2019 with a pair of acquisitions. The firm announced a new partnership with Century Business Services, a premier Konica Minolta dealer with extensive expertise in national managed print Read More

In order to help you, as a dealer, understand where to focus looking forward into 2019, we must first consider what type of dealership you are. At Keypoint Intelligence, we give a lot of credit to those who started out as entrepreneurs, pioneering their way into the office Read More

Well, it happened: some pioneers in the print industry are delivering an as-a-Service model. The participants of the imaging channel must respond and deliver print equipment, its supplies, parts and labor to repair in this as-a-Service model. It’s a fixed cost for a product Read More

Ordinarily, as a B2B publication, we hesitate to report on rumor, speculation or innuendo. But in the case of Xerox, it is quite clear that something is afoot with the organization, which is due to celebrate its 113th anniversary this year. The rumblings are becoming louder and Read More

Easily, the most difficult days of the year to find motivation and energy are the first few trips to the office following the long holiday season. Fear not, the gift wrap, party eyeglasses and sugar cookies may be a distant memory, but we’ve assembled a cast of industry Read More

Laurie McLevish, sales development manager at Print Audit and Education Committee member for the Managed Print Services Association (MPSA), presented on the importance of business reviews at the BTA Capture the Magic event in early December. I was lucky enough to be in Read More

An MSP company has a longer sales cycle than most businesses. Urgency can be a hard concept to impart when trying to close with the sort of clients you need to. The following are tips to assist sellers on your team in this regard: Communication of Scarcity Your MSP company may do Read More

It seems that 2018 flashed before our eyes in a heartbeat, leaving nothing but a fond memory from a year awash in black ink on the financial ledger. MFP and copier placements may be flat for some, but many companies managed to wring out a respectable margin during the course of Read More

Early in his career, Joe Contreras’ lunchtime drive would take him past a Toshiba facility. The Texas A&M product was employed with a smaller organization, where he was involved in the PC networking hardware sector. Yet, seeing the Toshiba building in person stirred his Read More

Paper shuffling, sweaty palms, time to go to the bathroom, nobody answers the phone, surfing the internet—the excuses run rampant inside sales bullpens. Sales monkey business has run amuck inside sales teams of all sizes. Isn’t the ability to pick up the phone to call potential Read More

One of the keys to becoming a true visionary is to picture the outcome of a project in its entirety, then work backward to outline all of the steps necessary to make it become a reality. Of course, it definitely helps to have the chops to marry ideas with a finished product, and Read More