Blogs

LarryTrevarthenby Larry Trevarthen  

Document imaging has many commonalities across businesses in different vertical segments. All require speed, high image quality, exceptional paper handling and affordable solutions. Today’s businesses are looking beyond the hardware for complete solutions that integrate into their document management systems, provide document security, and are fully network compatible. In many ways, these multifunction solutions can be placed horizontally across many vertical segments. 

GregWalterscolorsqby Greg Walters  

When viewed historically, advancements appear like a bolt of lightning — sudden and clear, impacting everything with overwhelming popularity and acceptance. But it is never that simple, never a flash in the pan. Here is a quick timeline of some of the greatest business advancements in history:

GregBuschmanwebby Greg Buschman  

In a recent blog for Workflow magazine, we began learning the importance of being relevant to business leaders. Not only must we use language they understand, but we must also engage in topical conversations in which they are interested. The highest level of selling is not focused on the salesperson, their product, services, price or their company. Take a look at the graphic below. On the left side of the center line, on the lower level, product- and price-oriented sales skills are required. However, if your desire is to advance into large and strategic accounts, where the real money and sales stability can be found, you must learn the skills on the right-hand side of the graph: strategic selling skills. 

Patricia Amesby Patricia Ames   

Phil Boatman is an accomplished executive with extensive experience in the industry. Most people in the channel have had the pleasure of his company at one industry occasion or another. Boatman is currently the business alliance manager for Lexmark where he works to drive growth for the company’s largest dealer channel partners. After a recent analyst briefing by Lexmark, I had the opportunity to speak with him about channel programs at Lexmark, where he sees growth in the coming year, and what sets Lexmark apart from the competition.

GregWalterscolorsqby Greg Walters   

“When I grow up, I want to sell copiers and printers,” said nobody, ever.

"If two years ago you told me I would be selling copiers, I would have slugged you in the head,” said new reps everywhere.

PA 2018 120by Patricia Ames   

In 2009, at age 16, Jillian Gorman was diagnosed with an aggressive form of blood cancer with a five-year survival rate of less than 50 percent for children. Jillian and her family endured three and half years of grueling treatments. Despite three hopeful periods of remission, Jillian eventually lost her valiant battle with the disease March 3, 2013.

BPO Media had the pleasure of attending EFI's Connect show again this year, and it did not leave us wanting. Now going into its 19th year, EFI Connect attracts print professionals worldwide for a collection of in-depth, informative training and education on key management and tech challenges for printing and packaging companies. 

GregWalterscolorsqby Greg Walters    

A recent article on America’s dying industries on the website 24/7 Wall St. included industries such as “curtain and linen mills,” “formal wear and costume rental” and “professional employer organizations.” To perhaps no one’s surprise it also included industries including “bookstores and news dealers,” “newspaper publishers,” “other publishers” and, coming in last on the list, “office supplies, except paper, manufacturing.”

Lauren Fordsqby Lauren Ford   

Did you know the average consumer makes their way through 60 percent of the sales cycle before your sales team gets involved? Let me take a minute to explain. In the past, sales would have complete control over the information shared with their prospective customers. From product functionality to testimonials, if a potential customer had a question, they’d call sales. The problem is that’s not how it works anymore.

PA 2018 120by Patricia Ames  

Jim Dotter is President of Virginia Business Systems and an expert in document management solutions including printers, MFPs, scanners, software, solutions and managed services. He recently became president of the Select Dealer Group, an independent dealer peer-to-peer group whose CEOs meet three times per year to share best practices. The group, also known as SDG, is comprised of office equipment and systems dealer members who are serious about implementing the ProFinance Model for Success in their dealerships. I spoke with Jim recently to ask about SDG and how dealers are benefiting from the group’s models and approaches.