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. 

Amy 2018 120by Amy Weiss    

It’s now been about a year and a half since Canon announced its One Canon initiative, designed to strengthen its B2B divisions and reinforce partnerships with its dealers. The February 2018 two-day press and analyst event in Hollywood, Florida, was the second such event held since that announcement, and we were able to see how the One Canon vision is progressing.

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.

John McIntyreby John McIntyre   

Well, the headline is a teaser for something you surely already know - Fujifilm acquired print and copy icon Xerox, and then will merge it with longtime Xerox engine and manufacturing partner Fuji Xerox, creating the largest player in the print/imaging industry with annual combined revenues of $18 billion. In a prepared statement, the firm explained that Fujifilm will own 50.1 percent of the combined company, and made the case for the integration of the two operations:

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. 

Amy 2018 120by Amy Weiss   

Sounds impressive, but is it really?

The January 31 announcement from Xerox and Fujifilm that they were entering an agreement to combine Xerox with Fuji Xerox was not entirely surprising, considering that rumors had been circulating for most of the month of January, since the Wall Street Journal reported earlier in the month that the two companies were in talks.

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.”