Current Issue


by Greg Walters 

Newbies, take caution. Some say phone cold calling is dead. But, for the new copier salesperson, the phone is your lifeline. For you, the cold call is alive and well. For you, it’s dial for dollars or hit the bricks. It is a miracle anyone survives. Yet, some do. Some even thrive.

by Patricia Ames 

What’s up with Ray Morgan, you ask? I had the opportunity to visit their Chico headquarters recently to get the scoop. Away we go!

by Tom O'Neill   

My last post took us to the edge of the volcano and looked into the business model that has been used in our industry for decades. I questioned whether the more-than-40-year-old business model for our industry — hardware sales/leases and click billing arrangements — is sustainable. I believe many would agree that it’s not.

by Henning Volkmer   

In the office equipment dealer (OED) community, the term managed print services (MPS) is more commonly known than the term Printing-as-a-Service (PaaS). Some of the most storied names in printing fully embraced the term MPS. The definition is broad, but the end result is simple: gaining visibility and control of your printing to save you money and boost productivity. Managed print also helps you improve environmental sustainability and document security.

Toshiba America Business Solutions and Toshiba Global Commerce Solutions teamed up for LEAD (Learn, Engage, Act and Deliver) 2018. More than 1,600 LEAD 2018 attendees – comprised of customers, resellers and technology partners as well as industry media and analysts — gathered Sept. 5 and 6 at the Bellagio in Las Vegas. 

sarahcuster2016 sqby Sarah Custer 

I often hear businesspeople lament over the difficulty of working with millennials. This usually results in an eye roll and sigh from me. Maybe it’s because I personally have a bit of an identity crisis over what generational group I fit into. I’m on the border of Gen X and Gen Y (gasp! Shall I dare admit I’m a millennial?), but most of my closest friends and colleagues are Gen X and boomers. They’ll say things to me like, “What?! You’re a millennial? Don’t worry! You act far more like Gen X.” I assume it’s intended as a compliment, but honestly, I think I simply act like myself.

Dan Pugaby Dan Puga   

Office print environments have made incredible advancements in technology over the last 10 years. Bluetooth, secure pull printing, and cloud printing, just to name a few, are now prevalent in the office. Yet many of the tools used to discover and design the print fleet are still largely running on old, outdated technology. This creates a print fleet discovery and design experience that can often be cumbersome, costly and slow. As an example, technicians and designers use spreadsheets to list existing printing assets, then plot assets on a physical or digitized map, then go back to another spreadsheet to calculate current costs and future savings, then to another map to design the future print fleet, and finally create a client-facing document to show the plan. In between each step, a file-sharing program is often used for collaboration with the team and the client.

PA 2018 120by Patricia Ames 

What do EO Johnson and Modern Office Methods have in common? A trove of subject matter expertise on the topic of solution selling. Luckily I was able to tap into this treasure chest of knowledge while attending the semi-annual Business Products Council Association (BPCA) meeting in Cincinnati by hosting a panel on this topic. And since the BPCA is all about sharing best practices, I’ve gathered some of the highlights here for our readers, with a big thanks going out to BPCA for the invitation.

GregWalterscolorsqby Greg Walters 

The following content is intended for new copier representatives. But if you’ve been around the copier block a couple of times, participated in demo-ramas and are considered a seasoned selling professional, I implore you to read and comment. Not for my edification - you owe it to the industry to help fix the future and advise the next generation.  So let them know what’s up, the good, the bad and the ugly.

by Amy Weiss 

In the latest of a string of mergers, acquisitions and capital investments, today private equity firm Turnspire Capital Partners announced it has made a strategic investment in LMI Solutions. The terms of the deal were not disclosed, but Turnspire, an investment firm that focuses on transforming industrial manufacturing and consumer companies, has made a “significant investment,” according to LMI CEO Gary Willert.