by Patricia Ames
Success in the public sector is no easy task, and if you are not a sizable organization, selling in to those environments becomes even more challenging. Recently Joe Reeves of Smile Business Products in Sacramento opened the doors to BPO Media, and I got the full tour — including a bus with a bar — while Reeves outlined the innovative products they sell.
by Ken Edmonds
In my previous posts, we talked about what Seat Based Billing (SBB) is, and why it could be good for your company, but what about your customers? We need always to remember that our business exists to serve our customers. For long-term success, our offerings need to be good for and desired by our customers.
by Greg Buschman
The production print market continues to shift and has become more and more competitive. The rate of change in the production color market is blinding. The advent of high-speed inkjet technology, innovations in color consistency, paper handling, registration, and the functionality that is built into light production machines are creating a shift in how and where production print is sold and serviced. Ever-shrinking hardware margins are placing a spotlight on page volume, software, professional services, and service margins. A clear strategy is needed so that imaging dealers can take advantage of these changes. The dilemma is finding resources to answer many of the questions facing office technology leaders today — questions such as, “How can I maximize profits in production print? How can I mitigate market entry risks? Should I go for the big iron, a full product line, and high-speed inkjet and take on offset rivals? What about wide format and mid-production?
The Imaging Channel had the chance to sit down recently with John Eckstrom, president of Carolina Business Equipment (CBE). As of July 1, Eckstrom officially took the helm of the Business Technology Association (BTA) as the new president and led the opening day at the 2018 BTA National Conference in New York.
by Brandon Gross
It’s 6 on a Tuesday morning and I’m among 200 other groggy travelers descending a jetway that’s plastered with cloud-based-solution advertisements. Rewind 14 hours and I was participating in a roundtable meeting with a local dealer and longtime customer of theirs discussing a cloud-based retention and workflow solution. You must appreciate the irony. Unless you’ve been living off the grid, you’re probably nodding your head in agreement and seeing the same advertisements everywhere you look. More importantly, so are your customers. While it’s still perplexing to some, the cloud is empowering individuals and businesses alike by transforming the way we function day to day. For example, when was the last time you synchronized your phone to a desktop computer versus iCloud, Dropbox, etc.? I think it’s safe to say the cloud is here to stay. So how does this affect our industry? Let’s start with the basics.
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 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.