{"id":70565,"date":"2026-08-20T15:45:58","date_gmt":"2026-08-20T22:45:58","guid":{"rendered":"http:\/\/www.enxmag.com\/twii\/?p=70565"},"modified":"2026-08-20T15:46:00","modified_gmt":"2026-08-20T22:46:00","slug":"all-in-positive-early-experiences-help-dealers-position-for-future-success","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/the-week-in-imaging-twii\/editors-blog\/2026\/08\/all-in-positive-early-experiences-help-dealers-position-for-future-success\/","title":{"rendered":"All In: Positive Early Experiences Help Dealers Position for Future Success"},"content":{"rendered":"\n
\"\"<\/figure><\/div>\n\n\n\n

In the 1998 poker-driven film \u201cRounders,\u201d Matt Damon\u2019s character opines \u201cFew players recall big pots they have won, strange as it seems, but every player can remember with remarkable accuracy the outstanding tough beats of his career.\u201d Bad losses can definitely leave a mark, but we have to disagree somewhat with Mike McDermott\u2019s philosophy. Our business takedowns all have DNA that is possible to replicate, if we pay close enough attention, and who doesn\u2019t want muscle memory when it comes to profitable wins?<\/p>\n\n\n\n

As we move forward with this month\u2019s State of the Industry report on product diversification, we asked our dealer panel whether early customer wins provided any added insights into how they can best position the offering moving forward. We also wanted to know about the biggest surprises unearthed and the biggest misconceptions dealers have about a given product category. Life (and business) often doles out tough-to-swallow lessons, but every now and then, we can latch on to our successes and take them to greater heights.<\/p>\n\n\n\n

\"\"
Mike Piche, Automated
Business Technologies<\/figcaption><\/figure><\/div>\n\n\n\n

On the security cameras and access control systems front, one of the more enlightening revelations for Automated Business Technologies of Centennial, Colorado, has been the recognition that a pricing war with competitors isn\u2019t necessary. Mike Piche, company CEO, points out that when you offer industry-leading products, discounting is hardly necessary.<\/p>\n\n\n\n

\u201cWe won those early deals with respectable margins, and most importantly, succes in this category provides a lot of credibility with the customer that leads to quality follow-on business,\u201d Piche remarked.<\/p>\n\n\n\n

\"\"
Gerard Iannuzzelli,
Green Office Partner<\/figcaption><\/figure><\/div>\n\n\n\n

There\u2019s also money to be made off clients post-sale. \u201cI think dealers worry that the lack of an aftermarket component in this category will result in low-margin one-time hardware sales in which the investment in the category doesn’t justify the ROI,\u201d he added.<\/p>\n\n\n\n

Scaling with conference room technology has provided something of a revelation for Green Office Partner. The Chicago dealer learned that clients weren\u2019t simply looking for another piece of hardware, states Gerard Iannuzzelli, director of strategic services and solutions. That made product positioning much more impactful.<\/p>\n\n\n\n

\u201cThey were looking for a better way to meet, collaborate, and communicate,\u201d he said. \u201cOnce we stopped leading with the equipment and started leading with the user experience, the conversations became much more meaningful.\u201d<\/p>\n\n\n\n

The fascinating aspect for Iannuzzelli was seeing that while many clients already had some flavor of conference room technology in place, they weren\u2019t fully leveraging it. In some instances, employees were hesitant to utilize the room because it felt too complicated or inconsistent.<\/p>\n\n\n\n

\u201cThat helped us understand that the real opportunity was not just selling technology,\u201d he said. \u201cIt was helping clients simplify the experience, customize the room around how their teams work, and make the tools feel natural to use.\u201d<\/p>\n\n\n\n

Most importantly, while the hardware matters, it is only part of the solution, which Iannuzzelli feels some dealers don\u2019t fully appreciate. \u201cThe real value comes from discovery, design, integration, training and support,\u201d he said. \u201cDealers who treat it like a product sale may miss the bigger opportunity, which is to become a strategic partner in how clients build better meeting and collaboration experiences.\u201d<\/p>\n\n\n\n

\"\"
Rogers Coxe,
Dove Technologies<\/figcaption><\/figure><\/div>\n\n\n\n

Rogers Coxe, the top executive at Dove Technologies, believes barcode printers and related technology can actually serve dealers well as a core differentiating product. Whether its role is as a table-setter for sales reps or is simply viewed as a bolt-on offering when opportunities are identified, they certainly fill a desired purpose.<\/p>\n\n\n\n

\u201cHow deep you want to go and are willing to go with it will determine whether it’s a primary or secondary offering, and you can be successful either way,\u201d Coxe remarked. \u201cOne key point: I like it as a diversification to enter, simply because so many of the other popular options are essentially fishing holes with a lot of boots already in them. Barcoding definitely has not hit a saturation point.\u201d<\/p>\n\n\n\n

\"\"
Vince Miceli,
Pulse Technology<\/figcaption><\/figure><\/div>\n\n\n\n

When it comes to robotics, demonstrations are an absolute must for success in this space, notes Vince Miceli, vice president of Pulse Technology in Schaumburg, Illinois. When clients see the robot operating in their own environment, \u201cThe technology moves from a concept to a practical business solution,\u201d he noted.<\/p>\n\n\n\n

Miceli was definitely surprised to see how quickly employees embraced the technology, especially given how the whole AI\/robotics landscape has been a cause for concern as a potential job replacement. \u201cMany organizations initially worry about employee resistance, but in reality, staff members often appreciate having repetitive or physically demanding tasks automated so they can focus on higher-value work,\u201d he noted.<\/p>\n\n\n\n

One of the biggest misconceptions from the dealer side is that robotics is merely another product to sell, when in reality, it\u2019s a business outcome solution. \u201cSuccess depends less on discussing features and more on understanding workflow challenges, labor constraints, and operational objectives,\u201d Miceli said.<\/p>\n","protected":false},"excerpt":{"rendered":"

In the 1998 poker-driven film \u201cRounders,\u201d Matt Damon\u2019s character opines \u201cFew players recall big pots they have won, strange as it seems, but every player can remember with remarkable accuracy the outstanding tough beats of his career.\u201d Bad losses can definitely leave a mark, but we have to disagree somewhat with Mike McDermott\u2019s philosophy. Our business takedowns all have DNA that is possible to replicate, if we pay close enough attention, and who doesn\u2019t want muscle memory when it comes to profitable wins? As we move forward with this month\u2019s State of the Industry report on product diversification, we asked our dealer panel whether early customer wins provided any added insights into how they can best position the offering moving forward. We also wanted to know about the biggest surprises unearthed and the biggest misconceptions dealers have about a given product category. Life (and business) often doles out tough-to-swallow lessons, but every now and then, we can latch on to our successes and take them to greater heights. On the security cameras and access control systems front, one of the more enlightening revelations for Automated Business Technologies of Centennial, Colorado, has been the recognition that a pricing war with competitors isn\u2019t necessary. Mike Piche, company CEO, points out that when you offer industry-leading products, discounting is hardly necessary. \u201cWe won those early deals with respectable margins, and most importantly, succes in this category provides a lot of credibility with the customer that leads to quality follow-on business,\u201d Piche remarked. There\u2019s also money to be made off clients post-sale. \u201cI think dealers worry that the lack of an aftermarket component in this category will result in low-margin one-time hardware sales in which the investment in the category doesn’t justify the ROI,\u201d he added. Scaling with conference room technology has provided something of a revelation for Green Office Partner. The Chicago dealer learned that clients weren\u2019t simply looking for another piece of hardware, states Gerard Iannuzzelli, director of strategic services and solutions. That made product positioning much more impactful. \u201cThey were looking for a better way to meet, collaborate, and communicate,\u201d he said. \u201cOnce we stopped leading with the equipment and started leading with the user experience, the conversations became much more meaningful.\u201d The fascinating aspect for Iannuzzelli was seeing that while many clients already had some flavor of conference room technology in place, they weren\u2019t fully leveraging it. In some instances, employees were hesitant to utilize the room because it felt too complicated or inconsistent. \u201cThat helped us understand that the real opportunity was not just selling technology,\u201d he said. \u201cIt was helping clients simplify the experience, customize the room around how their teams work, and make the tools feel natural to use.\u201d Most importantly, while the hardware matters, it is only part of the solution, which Iannuzzelli feels some dealers don\u2019t fully appreciate. \u201cThe real value comes from discovery, design, integration, training and support,\u201d he said. \u201cDealers who treat it like a product sale may miss the bigger opportunity, which is to become a strategic partner in how clients build better meeting and collaboration experiences.\u201d Rogers Coxe, the top executive at Dove Technologies, believes barcode printers and related technology can actually serve dealers well as a core differentiating product. Whether its role is as a table-setter for sales reps or is simply viewed as a bolt-on offering when opportunities are identified, they certainly fill a desired purpose. \u201cHow deep you want to go and are willing to go with it will determine whether it’s a primary or secondary offering, and you can be successful either way,\u201d Coxe remarked. \u201cOne key point: I like it as a diversification to enter, simply because so many of the other popular options are essentially fishing holes with a lot of boots already in them. Barcoding definitely has not hit a saturation point.\u201d When it comes to robotics, demonstrations are an absolute must for success in this space, notes Vince Miceli, vice president of Pulse Technology in Schaumburg, Illinois. When clients see the robot operating in their own environment, \u201cThe technology moves from a concept to a practical business solution,\u201d he noted. Miceli was definitely surprised to see how quickly employees embraced the technology, especially given how the whole AI\/robotics landscape has been a cause for concern as a potential job replacement. \u201cMany organizations initially worry about employee resistance, but in reality, staff members often appreciate having repetitive or physically demanding tasks automated so they can focus on higher-value work,\u201d he noted. One of the biggest misconceptions from the dealer side is that robotics is merely another product to sell, when in reality, it\u2019s a business outcome solution. \u201cSuccess depends less on discussing features and more on understanding workflow challenges, labor constraints, and operational objectives,\u201d Miceli said.<\/p>\n","protected":false},"author":166,"featured_media":70566,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1650,82,1638],"tags":[4283,4645,4403,3521],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/70565"}],"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=70565"}],"version-history":[{"count":3,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/70565\/revisions"}],"predecessor-version":[{"id":70569,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/70565\/revisions\/70569"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/70566"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=70565"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=70565"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=70565"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}