Features

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

The Magic of Digitalization – It’s the Scanner

The Imaging Channel

by The Imaging Channel | 04/02/2018

Panasonicby Joseph Odore, Panasonic System Communications Company of North America

Over the last several years the refrain that print is dead, paper is going away, and digital is where it’s at has become like a buzzing in the ear — prevalent, pervasive and often dismissed as background noise. But there is still some truth to that story — the important thing to understand is that it’s not just happening organically. There is a key to all of it, and that key is digitalization, i.e., the process of getting something into digital form. Yes, a lot of information in 2018 is born digital, but all of the information that came prior to the digital age started somewhere else. The need to turn information on paper into digital, useful data means that the scanner will continue to be an important hardware trend for a long time to come.

.

Business Inkjet in the Office: The Sweet Spot

The Imaging Channel

by The Imaging Channel | 04/02/2018

Epsonby Larry Trevarthen Epson America

In a recent study, office equipment dealers and resellers named declining margins (45.8 percent), the less-paper office (38.5 percent) and price competition (34.6 percent) as their three biggest business challenges. 

.

Production Print Trends – Good Times Ahead

The Imaging Channel

by The Imaging Channel | 04/02/2018

EFIby Frank Mallozzi, EFI

Production print has been hot in the last few years. Print in the office has been declining and many BTA dealers have turned to production print for business growth. Manufacturers have focused efforts and delivered digital presses that have helped dealers address this market competitively and profitably. Production print will keep giving growth opportunities for quite some time, and for good reasons. 

.

Why the Office of the Future Is Evolving Beyond Hardware

The Imaging Channel

by The Imaging Channel | 04/02/2018

Canonby Hiro Imamura, Canon U.S.A. Inc.

Focus on implementing integrated solutions and services as a platform, not simply procuring a piece of hardware. That is the mentality that future enterprises will rally behind when it comes to purchasing MFPs and other industrial equipment that will serve as the backbone of the offices of the future. The next generation of enterprises is driven by fostering employee productivity and adaptability. Employers, therefore, wish to promote productivity through flexibility in hardware solutions that act as a comprehensive software platform through the incorporation of next-generation technologies — including AI, cybersecurity and the cloud — that sit poised to offer the most to future employees. 

.

Speakeasy: Value In the Space Between Analog and Digital Q&A With Tuan Tran, HP

The Imaging Channel

by The Imaging Channel | 04/02/2018

Tuan Tran HPby Patricia Ames   

The Imaging Channel has been closely following HP and carefully analyzing the impact of its re-entry into the copier channel supported by the recent acquisition of the Samsung Print Group. This has been one of the biggest news stories in the channel in the past few years. When we were offered the opportunity to sit down with general manager and global lead of office printing solutions at HP, Tuan Tran, we of course jumped on it. Please join me in the SpeakEasy. 

.

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. 

.