This new department randomly asks a dealer what products and solutions are currently hot for them and what’s not. Here’s what Jim Oricchio, president of Coordinated Business Systems in Burnsville, Minnesota, has to say on the topic.

What’s hot?

Oricchio: We’re doing really well with Square 9 and its SmartSearch [document management software]. It’s really increased our business in double-digit percentages on the solutions side. Our sales force is finding opportunities with current customers and packaging them with MFPs with new prospects. We’ve done a lot of lunch and learns and have had a great response and good closing ratios.

What’s not?

Oricchio: We’re not knocking the ball out of the park with color printers. The MFPs have got a good low cost per copy and that’s what people are going for instead, especially with the A4 products.