{"id":67603,"date":"2025-12-04T14:02:45","date_gmt":"2025-12-04T22:02:45","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=67603"},"modified":"2025-12-04T14:02:47","modified_gmt":"2025-12-04T22:02:47","slug":"dealing-with-adversity-round-one-of-2025-elite-dealer-challenges","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2025\/12\/dealing-with-adversity-round-one-of-2025-elite-dealer-challenges\/","title":{"rendered":"Dealing with Adversity: Round One of 2025 Elite Dealer Challenges"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

It\u2019s the dawn of a new year; yes, we still have a few weeks left in 2025, so it\u2019s still dark outside, so to speak. As December continues to fade, we take stock of the year\u2014both our victories and takedowns, and our losses and setbacks. We\u2019ve had our share of all four yet emerged determined to build upon what we were able to accomplish in 2025.<\/p>\n\n\n\n

That\u2019s not to say that we escaped the year unscathed, and our problems have a way of ignoring the Gregorian calendar and sticking around until we devise a permanent solution. Here\u2019s hoping unwanted baggage doesn\u2019t follow you into 2026. That said, there are challenges universal to the office technology industry and the business landscape in general that are largely out of our control.<\/p>\n\n\n\n

As we celebrate the 2025 Elite Dealers recognized in our December issue, we take a look at the trials and tribulations they faced in the past year and (in some cases) the solutions they devised to mitigate the negative impact on their business. Hopefully, you\u2019ll find an idea or two that can enable your company to operate more effectively and profitably.<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Pearson-Kelly Technology<\/em><\/strong>
Springfield, Missouri<\/em>
Challenge:<\/strong> Lethargic start to 2025<\/p>\n\n\n\n

Solution:<\/strong>  \u201cWe started really slow in 2025, and at the end of the day we just had to own what we could.   Our team came up with a strategy, banded together and have caught back up from where we fell short.  We\u2019re looking forward to finishing well ahead of our goal!\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

RJ Young<\/em><\/strong>
Nashville, Tennessee<\/em>
Challenge:<\/strong> Sales embracing expanded portfolio<\/p>\n\n\n\n

Solution:<\/strong> \u201cMany sales reps were more comfortable focusing on imaging solutions, despite customer demand for IT and automation. To address this, we launched an internal education campaign, added subject matter experts to support reps in the field, and created cross-selling incentives. This effort not only improved adoption but also positioned our team to sell technology solutions with confidence\u2014turning a challenge into a growth opportunity.\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Quality Business Solutions<\/em><\/strong>
Towson, Maryland<\/em>
Challenge:<\/strong> Elevating children into leadership roles<\/p>\n\n\n\n

Solution:<\/strong> \u201cAdopting to the changes in management, responsibilities, processes and more automation to increase our productivity was important. We continue to provide additional educational resources to expand their skills and customer service abilities. Setting a good example of how our customers come first and do whatever is necessary to be \u2018Above the Curve.\u2019\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Advanced Imaging Solutions (AIS)
<\/em><\/strong>Las Vegas<\/em>
Challenge:<\/strong> Transitioning sales<\/p>\n\n\n\n

Solution:<\/strong> \u201cLike many organizations, we face the dual challenge of senior representatives nearing retirement and account portfolios that have grown too large to be fully cultivated. To address this, we\u2019ve taken a proactive approach by building a new inside sales team focused exclusively on driving net-new logo growth. In addition, we\u2019ve introduced an inside client success manager role, dedicated to guiding clients throughout their journey with AIS\u2014ensuring satisfaction, fostering strong relationships and unlocking long-term growth.\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Alpha Laser & Imaging<\/em><\/strong>
Evansville, Indiana<\/em>
Challenge:<\/strong> Maintaining employees<\/p>\n\n\n\n

Solution:<\/strong> \u201cEmployee retention has been a challenge in certain areas of our business, particularly within administrative roles. Despite the significant time and effort our managers invest in training new hires, some positions tend to attract candidates who frequently change jobs and don\u2019t stay long-term. While this has been frustrating, we are actively working through it and making steady progress.\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

KOMAX Business Systems<\/em><\/strong>
South Charleston, West Virginia<\/em>
Challenge:<\/strong> Office print decline<\/p>\n\n\n\n

Solution:<\/strong> \u201cOur biggest challenge continues to be the decline of prints made on copiers. This decrease in service revenue has led us to focus our efforts on diversification of our product line. We are now offering other products and services which help us to get deeper with existing customers. We are able to pursue other streams of revenue that can help us to replace the lost service revenue on copiers.\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

WiZiX Technology Group<\/em><\/strong>
Roseville, California<\/em>
Challenge:<\/strong> Growing pains<\/p>\n\n\n\n

Solution:<\/strong> \u201cOur biggest challenge was also one of our most exciting opportunities: acquiring two companies that grew WiZiX by more than 25 percent. While we view the acquisitions as a success, we recognize the responsibility that comes with this kind of growth. It\u2019s important to us that we not only preserve the strong culture we had built prior to the acquisitions, but also honor and maintain the \u2018secret sauce\u2019 that made those companies so successful. By blending the best of both, we\u2019re creating a stronger, more unified organization without losing the qualities that our employees and customers value most.\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

TGI Office Automation<\/em><\/strong>
Brooklyn, New York<\/em>
Challenge:<\/strong> Clicks\/profitability<\/p>\n\n\n\n

Solution:<\/strong> \u201cDeclining clicks and profitability have been the core concerns. To maintain healthy margins considering inflation and rising material costs, we continue to diversify revenue streams beyond hardware and clicks. Focusing more on services, software, workflow automation, managed print services (MPS), consulting, digital document management and security solutions has enabled us to pivot.\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

American Business Machines<\/em><\/strong>
Bakersfield, CA
<\/em>Challenge:<\/strong> Delayed client purchasing<\/p>\n\n\n\n

Solution:<\/strong> The biggest challenge was the market uncertainty that slowed decision cycles and tightened budgets. We addressed it by leaning harder into our solutions-based approach: deeper discovery, clear ROI\/TCO models, and phased, right-sized deployments that protected cash flow. Our diversified portfolio allowed customers to prioritize the outcomes that mattered most without compromising reliability. The result: our solid reputation and diversification helped us maintain year-over-year growth, even in an uneasy market.\u201d<\/p>\n\n\n\n

\"\"<\/figure><\/div>\n\n\n\n

Woodhull LLC<\/em><\/strong>
Springboro, OH<\/em>
Challenge:<\/strong> Office space<\/p>\n\n\n\n

Solution:<\/strong> \u201cWe started the year short on space and had to relocate the sales team while we built a dedicated sales area. That transition wasn\u2019t easy. Completing the new space has already paid off: the team is back together in a purpose-built environment that enhances focus and collaboration, fosters a consistent customer experience, and provides room for growth.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

It\u2019s the dawn of a new year; yes, we still have a few weeks left in 2025, so it\u2019s still dark outside, so to speak. As December continues to fade, we take stock of the year\u2014both our victories and takedowns, and our losses and setbacks. We\u2019ve had our share of all four yet emerged determined to build upon what we were able to accomplish in 2025. That\u2019s not to say that we escaped the year unscathed, and our problems have a way of ignoring the Gregorian calendar and sticking around until we devise a permanent solution. Here\u2019s hoping unwanted baggage doesn\u2019t follow you into 2026. That said, there are challenges universal to the office technology industry and the business landscape in general that are largely out of our control. As we celebrate the 2025 Elite Dealers recognized in our December issue, we take a look at the trials and tribulations they faced in the past year and (in some cases) the solutions they devised to mitigate the negative impact on their business. Hopefully, you\u2019ll find an idea or two that can enable your company to operate more effectively and profitably. Pearson-Kelly TechnologySpringfield, MissouriChallenge: Lethargic start to 2025 Solution:  \u201cWe started really slow in 2025, and at the end of the day we just had to own what we could.   Our team came up with a strategy, banded together and have caught back up from where we fell short.  We\u2019re looking forward to finishing well ahead of our goal!\u201d RJ YoungNashville, TennesseeChallenge: Sales embracing expanded portfolio Solution: \u201cMany sales reps were more comfortable focusing on imaging solutions, despite customer demand for IT and automation. To address this, we launched an internal education campaign, added subject matter experts to support reps in the field, and created cross-selling incentives. This effort not only improved adoption but also positioned our team to sell technology solutions with confidence\u2014turning a challenge into a growth opportunity.\u201d Quality Business SolutionsTowson, MarylandChallenge: Elevating children into leadership roles Solution: \u201cAdopting to the changes in management, responsibilities, processes and more automation to increase our productivity was important. We continue to provide additional educational resources to expand their skills and customer service abilities. Setting a good example of how our customers come first and do whatever is necessary to be \u2018Above the Curve.\u2019\u201d Advanced Imaging Solutions (AIS)Las VegasChallenge: Transitioning sales Solution: \u201cLike many organizations, we face the dual challenge of senior representatives nearing retirement and account portfolios that have grown too large to be fully cultivated. To address this, we\u2019ve taken a proactive approach by building a new inside sales team focused exclusively on driving net-new logo growth. In addition, we\u2019ve introduced an inside client success manager role, dedicated to guiding clients throughout their journey with AIS\u2014ensuring satisfaction, fostering strong relationships and unlocking long-term growth.\u201d Alpha Laser & ImagingEvansville, IndianaChallenge: Maintaining employees Solution: \u201cEmployee retention has been a challenge in certain areas of our business, particularly within administrative roles. Despite the significant time and effort our managers invest in training new hires, some positions tend to attract candidates who frequently change jobs and don\u2019t stay long-term. While this has been frustrating, we are actively working through it and making steady progress.\u201d KOMAX Business SystemsSouth Charleston, West VirginiaChallenge: Office print decline Solution: \u201cOur biggest challenge continues to be the decline of prints made on copiers. This decrease in service revenue has led us to focus our efforts on diversification of our product line. We are now offering other products and services which help us to get deeper with existing customers. We are able to pursue other streams of revenue that can help us to replace the lost service revenue on copiers.\u201d WiZiX Technology GroupRoseville, CaliforniaChallenge: Growing pains Solution: \u201cOur biggest challenge was also one of our most exciting opportunities: acquiring two companies that grew WiZiX by more than 25 percent. While we view the acquisitions as a success, we recognize the responsibility that comes with this kind of growth. It\u2019s important to us that we not only preserve the strong culture we had built prior to the acquisitions, but also honor and maintain the \u2018secret sauce\u2019 that made those companies so successful. By blending the best of both, we\u2019re creating a stronger, more unified organization without losing the qualities that our employees and customers value most.\u201d TGI Office AutomationBrooklyn, New YorkChallenge: Clicks\/profitability Solution: \u201cDeclining clicks and profitability have been the core concerns. To maintain healthy margins considering inflation and rising material costs, we continue to diversify revenue streams beyond hardware and clicks. Focusing more on services, software, workflow automation, managed print services (MPS), consulting, digital document management and security solutions has enabled us to pivot.\u201d American Business MachinesBakersfield, CAChallenge: Delayed client purchasing Solution: The biggest challenge was the market uncertainty that slowed decision cycles and tightened budgets. We addressed it by leaning harder into our solutions-based approach: deeper discovery, clear ROI\/TCO models, and phased, right-sized deployments that protected cash flow. Our diversified portfolio allowed customers to prioritize the outcomes that mattered most without compromising reliability. The result: our solid reputation and diversification helped us maintain year-over-year growth, even in an uneasy market.\u201d Woodhull LLCSpringboro, OHChallenge: Office space Solution: \u201cWe started the year short on space and had to relocate the sales team while we built a dedicated sales area. That transition wasn\u2019t easy. Completing the new space has already paid off: the team is back together in a purpose-built environment that enhances focus and collaboration, fosters a consistent customer experience, and provides room for growth.\u201d<\/p>\n","protected":false},"author":166,"featured_media":67604,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,81,1650,82,1638],"tags":[3572,3320,4067,2016,3654,848,501,662,3290,359],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67603"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=67603"}],"version-history":[{"count":1,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67603\/revisions"}],"predecessor-version":[{"id":67615,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/67603\/revisions\/67615"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/67604"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=67603"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=67603"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=67603"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}