The Imaging Channel


Office Automation Dealers Encounter Bigger Customer Expectations

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.


Q&A With Phil Boatman, Lexmark
Patricia Ames

by 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...

New to Copier Sales? What Are You, Nuts?
Greg Walters

by 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.

Q&A With Bill McLaughlin, Chairman, The Jillian Fund
Patricia Ames

by 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...