Sales & Service

Oh, how those of us in the dealer channel long for the days when the copier manufacturers sold only through dealers. For those not in the copier business that long, yes that was the case. If you Read More

In a year when the economy stunk, credit was denied more than it was approved. Add the fact that a tsunami, earthquake, nuclear catastrophe (all in Japan), and horrific floods in Thailand that Read More

This week, Reed Melnick, president of Nevill Imaging Solutions in Carrollton, Texas, talks about his dealership’s big sale of the week. What was your most notable sale this week? Melnick: Canon Read More

One of the trends we’re seeing in 2012-2013 is decreased paper page output, and movement towards an electronic mobile format. This trend is being seen throughout the industry; both Generation X Read More

It is 2012, you have a new year and optimism abounds.  You also have a new budget…at a 20 percent increase and no additional headcount to go about the task.  The members of your team don’t have Read More

We are just so busy and can’t find enough people. It’s a challenge all the time and has become even worse in the last year. I think it kind of dovetails with the biggest challenge of our clients, Read More

Many of us work in changing competitive environments. If we don’t keep up with news and trends, we can miss key opportunities and can be caught unawares. That’s why, for some of us, Read More

With the idea of the sales pipeline, we sometimes use the metaphor of a funnel (wide at the top, narrow at the bottom) to monitor the sales process. At the top of the funnel you have Read More