Features

Independent editorial coverage on the latest hot topics in the imaging channel.

Channel Chat: Sales and Marketing

by | 02/01/2018

channelchatgeneric120Sales and marketing: It’s not what it used to be. While some things remain the same, new technologies are constantly changing the way we do things. We talked to some experts in both fields to find out what you need to know when it comes to sales and marketing in 2018.

.

Simplify Your Selling Language

by | 02/01/2018

LoganLylesby Logan Lyles, Frontier Business Products

“I don’t think we need that,” my customer replied. We had just finished describing the automation our scanning software could provide to her company, but the customer wasn’t connecting the dots. Or — let me rephrase that: We weren’t connecting the dots well enough for her. It is, after all, our job to communicate the value of our solutions to our customers.

.

Seven Deadly Sales Myths

by | 02/01/2018

Brad Roderickby Brad Roderick, TonerCycle/InkCycle

In that odd span of time between Christmas and New Year’s, — a time that one friend suggests doesn’t exist, as no one is quite certain what day it is — my innate weirdness again turns to an almost compulsive need for lists.

.

Office Automation Dealers Encounter Bigger Customer Expectations

by | 02/01/2018

Konica Minoltaby Laura Blackmer, Konica Minolta Business Solutions USA

For many years, the office automation dealer sales channel successfully sold its goods via product specifications and price. Today, however, that same channel faces radically different customer expectations that are significantly bigger and must be met — or no deal.

.

Small Business: Using In-House Color Printing to Grow Your Business

by | 02/01/2018

Epsonby Larry Trevarthen, Epson America

The average SMB faces a number of challenges when it comes to marketing their business, including the requirement to develop a strong brand presence to attract customers, and be mindful of how they’re presenting themselves to and interacting with existing customers. While marketers today are focusing a lot of attention on online marketing, clearly printed marketing materials play a significant role in helping a business stand out from the competition. 

.

Executive Corner: Q&A With Scott Maccabe, Toshiba

by | 02/01/2018

Scott Maccabeby Patricia Ames

In this Q&A with Scott Maccabe, president and CEO, Toshiba America Business Solutions and Toshiba Global Commerce Solutions, Maccabe talks acquisitions, big data and what’s in store for 2018.

.

Marketing Trends for Partners to Leverage for Growth in 2018

by | 02/01/2018

Xeroxby Leah Quesada, Xerox

Leveraging marketing trends for growth is arguably more complicated than ever before, thanks to the explosion of technologies and tools for publishing, measuring, and pushing brand messaging online. And the impact of this technology is clear – a recent Gartner report indicates that by 2019, 20 percent of brands will have abandoned their mobile apps. By 2020, ad blocking will increase advertising effectiveness by 50 percent as consumers use these tools to communicate preferences and 100 million consumers will shop in augmented reality.

.

Cultivating Culture

by | 02/01/2018

GAFS PathShare HRby Arial Harland, PathShare HR Services

You’ve heard of the benefits of a strong, positive organizational culture well aligned with your business plan. Plow in hand, you’re now ready to begin the good work of cultivating your own culture, to begin reaping the benefits of happier, more productive employees. But, looking around your organizational landscape, you wonder, “Where do I even start?” The key to using this powerful aspect of your business to garner motivation and retention of internal talent, while also driving business performance, is an understanding of how to take a focused, systematic approach. After all, no fruitful garden happens overnight or without a little perspiration! 

.

Business Inkjet – An Office Solution Ready for Growth

The Imaging Channel

by The Imaging Channel | 12/03/2017

epsonby Larry Trevarthen, Epson America

The office printer market is just over 30 years old, so it is ready for a fundamental evolution. As with every industry, there is a moment when the forces that fueled its initial growth give way to technologies and business models that drive future developments. Automobiles, televisions and personal computers have all seen growth as they evolved to hybrids, high-definition displays and tablets, respectively. In each of these cases, the new technologies better met the changing needs of users while also providing new revenue growth for resellers and dealers.

.

Recruiting is the New Marketing: Using Inbound for Hiring

The Imaging Channel

by The Imaging Channel | 12/03/2017

AttractEmployeesby Aaron Dyck, Clover Imaging Group

Remember looking for a job by scouring the classified ads in the local newspaper, calling the number listed in the ad, then following instructions regarding mailing in a resume or coming into the office in person to fill out an application? If that is how you landed your last job, then congratulations — you’ve been employed a very long time.

.

You’re Already a BPI Consultant, You Just Didn’t Know It

The Imaging Channel

by The Imaging Channel | 12/03/2017

KyoceraFive Reasons Office Technology Dealers Can Profit From BPI Mania
by Danielle Wolowitz, Kyocera Document Solutions America

Business process improvement or BPI, is hot – in the press, in boardrooms, on the websites of your competitors. BPI is powerful – it drives productivity and transforms businesses. BPI is an opportunity – for you and every dealer or reseller of office technology.

.

Three Ideas to Help You Sell More in 2018

The Imaging Channel

by The Imaging Channel | 12/03/2017

digitechby Christina Robbins, Digitech

As 2017 comes to a close, what are you planning to grow your revenues in 2018? How can your business stand out in a crowded landscape of hardware dealers and imaging VARs? What do you offer that is unique?

.

5G: The Next Big Change

The Imaging Channel

by The Imaging Channel | 12/03/2017

5Gby Ed McLaughlin, Innovolt

Have you ever made the statement “If I knew then what I know now, I would have … .”?  I know I have, and each time I was regretting not seeing changes that would impact something that would have altered the success of a situation.

.

Speakeasy: ‘Being Totally Committed Makes All the Difference’: Q&A with Rick Taylor, President and CEO, Konica Minolta Business Solutions USA

The Imaging Channel

by The Imaging Channel | 12/03/2017

Rick Taylor 2017by Patricia Ames, The Imaging Channel

Konica Minolta Business Solutions USA has been on quite a tear, acquiring a slew of technology companies as well as dealerships and launching their new Workplace Hub in Berlin last spring. That whirlwind continues and Rick Taylor, CEO and president, takes some time to talk to us about the power of conviction and the challenges of digital transformation. Join me in the SpeakEasy.

.

High-Value Opportunities in the Evolving Channel

The Imaging Channel

by The Imaging Channel | 12/03/2017

efiby Frank Mallozzi, EFI

We’re living in the most disruptive era in the history of the document imaging industry. We frequently hear that digital alternatives have all but replaced the need for paper (but who are we kidding? Paper is not going anywhere anytime soon). However, ECM, business process automation, the cloud, the edge, smartphones and tablets, robotic process automation, AI, big data and analytics platforms, and just about any other trendy technology you can think of have completely transformed the way your customers do business. And whatever affects them also affects you. 

.

Digitization Means Different Things to Different People

The Imaging Channel

by The Imaging Channel | 10/03/2017

equorumby Scott Brandt, eQuorum

The digital transformation is on and it is affecting everyone. For some industries, it has created total disruption (can you say Blockbuster and Kodak?) For others it has been an irritant. But it is gaining momentum. Yet a McKinsey study showed that, on average, industries are currently less than 40 percent digitized. As the digital wave is at least a decade or more old, this is somewhat surprising. Some industries, like automotive, are less than 32 percent digitized. Trying to put percentages on this transition, however, is difficult and made harder in terms of how we define digitization and what areas of a company we are focusing on. 

.

Taming the Paper Tiger

The Imaging Channel

by The Imaging Channel | 10/03/2017

PanasonicPanasonic System Communications Company of North America

Each year the world produces more than 300 million tons of paper. According to the U.S. Environmental Protection Agency, printing and writing papers typically found in a school or office environment, such as copier paper, computer printouts and notepads, comprise the largest category of paper product consumption.1

.

Is the Paperless Office Coming?

The Imaging Channel

by The Imaging Channel | 10/03/2017

Orcuttby Bruce Orcutt, ABBYY

In 1975, Business Week magazine published an article about the “Office of the Future” in which they made an early prediction for the paperless office. When I entered this industry in 2000, all industry analysts focused on the fact that paper was dead. Document imaging would be a declining business and soon all business and personal content would be digitally born and digitally managed. While that was a great vision, the reality is that the transformation happened much slower than predicted and, frankly, is still nowhere near the overall vision of zero paper on an employee’s desk.

.

The Three Phases of ‘Paperlessness’

The Imaging Channel

by The Imaging Channel | 10/03/2017

elickerby Lance Elicker, Van Ausdall & Farrar

Chances are you have heard the term “the paperless office” — if not by reading this magazine,  by working at a company that has attempted to go paperless, or by seeing the term on TV or social media. Before discussing the value of the paperless office, however, it is important to understand what the paperless office is. In my opinion, it is more of a concept or philosophy rather than something that can be bought and procured. I realize some of you reading this are going to disagree with me, but at least hear me out. What does it mean to be paperless? What is the value of being paperless? How can going paperless work against a company? What does it mean to be paperless? 

.

The Paperless Office Has Arrived! (It’s in the lobby with the Tooth Fairy and the Easter Bunny)

The Imaging Channel

by The Imaging Channel | 10/03/2017

Canonby Dennis Amorosano, Canon U.S.A

Oh the paperless office. I can remember hearing about the promise of the paperless office when I joined the office equipment industry about 25 years ago. At the time, having such little experience, I wondered if I had made a wise choice, particularly since I had left an industry which held, at least, some role in lessening the need for paper.

.