imageSource Digital Edition - May 2012

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MSE-Micro Solutions Enterprises
MSE-Micro Solutions Enterprises
Nuworld Business Systems
Nuworld Business Systems
Printer Essentials
Printer Essentials
US Fleet Tracking Corp
US Fleet Tracking Corp
Hytec Dealer Services
Hytec Dealer Services
MWA Intelligence, Inc.
MWA Intelligence, Inc.
Parrot Distributing, Inc.
Parrot Distributing, Inc.
NWRS Nation Wide Repair Service, Inc.
NWRS Nation Wide Repair Service, Inc.
Greater Philadelphia Equipment
Greater Philadelphia Equipment
KATUN Corporation
KATUN Corporation
GreatAmerica Leasing
GreatAmerica Leasing

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Digital Gateway/e-automate
Digital Gateway
ECi OMD & La Crosse
ECi
OKI Printing Solutions - MFP Division
OKI
PrintFleet Inc.
PrintFleet Inc.
BEI Services, Inc
BEI Services, Inc
Toshiba
Toshiba
DocuWare
DocuWare
West Point Products
West Point Products
GreatAmerica Leasing
GreatAmerica Leasing
MaxxVault
MaxxVault
Miracle Service by Nexent Innovations
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ImageSource Digital Edition

ITEX Hits It Outta the Park 
Las Vegas in mid-April housed the esteemed ITEX Expo 2012, held at the beautiful Mirage resort, quickly becoming the hot show for attendees to find some cool products, quality education, and the leading industry players who network and support the dealer channel (and beyond) from across North America.

Solution providers and office dealers as well as MSPs sought new and better strategies, good products and partners, to gain an edge on their competition. There was much to cheer about at ITEX, now in its 12th year, and it’s all here in our annual “wrap up” cover story. Hint: The trade show hit a home run with a newly revised show format!

While several market factors have come together to make the timing and need for better technology, products and initiatives a natural next-step for the industry, dealers look for the latest solutions delivered at ITEX each year, along with reading
good industry publications such as imageSource. In our May issue, we hope to grab your attention on factors like mobility ushering in “Hybrid Document Management” or how Predictive Analysis of Fleet Management is producing good results, and yes, how sales training meetings can become engaging! It’s all here and more inside this issue.

imageSource May 2012 issue
Click on the Image Above to Read the Digital Flip Book or
Click on the Articles Below:


ITEX 2012
Cover Story
ITEX Hits It Outta the Park
 

by Sand Sinclair, Editor, imageSource
The positive buzz reverberating from the recent ITEX show was felt early on. The hub of dealers, vendors, OEMs, along with multiple professionals doing business in the imaging channel, experienced a well-synchronized trade expo utilizing a new format that flowed smoothly to create a hot show to find cool products, services, and education from the industry’s best “players” throughout North America. Lining up for action, team ITEX readily knocked it “outta the park” with a trade show agenda that had ‘em cheering.
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The Frontline
The Frontline: Getting Out of the Gate with MPS

by
Rob Gilbert, SR, Industry Consultant
For those that deliberated longer before adopting a strategic MPS strategy, or are in the first stages, many questions still arise. This print initiative takes diligence, commitment, expertise, money and yes, patience, so let’s review some boot camp basics.
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IT Talk
IT Talk: Technology Doesn't Matter
 

by Corey Smith, Dealer Marketing Systems
Running your business in 2012 requires a bit of understanding of technology. Even the least technical jobs, such as lawn care professionals, are sporting smart phones to check email, talk to his staff and connect to his clients. The challenge is for some, however, that fast-paced technology can be a bit unnerving for some traditional business owners. In fact, just because you are in a technical field such as an office equipment dealer or supplies vendor advancing into new vertical markets, it can be a challenge mostly because it’s something new to learn...once again.
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The Bottom Line
The Bottom Line: Evaluate Whether to Hire or Not

by
Rich Sissen, Industry Consultant,
We know that hiring the right person for the right job is not an easy task. We know that some people “interview well” and like it or not, may enhance their resumes to reflect information that will match each prospective employer’s job experience demands. Therefore, we know from the start that it takes more “HR” effort than one would imagine if you’re looking to hire someone with the best credentials to meet your objectives.
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Business Solutions
Scan, Cloud, Mobile Usher in New Era of Hybrid Document Management
 

by Bill DeStefanis, Nuance
Businesses worldwide are more focused on productivity than ever before, and the immediacy of this business need represents an opening in the channel partner community to introduce better, more integrated solutions to customers.
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Business Planning
Selling Your Company in the Future? Move Quickly.
 

by George Spilka, Financial Advisor
Though this article is delivered in 2012, there are many reasons why middle market owners thinking of selling their companies over the next decade, should consider consummating a sale not later than 2014. Although most points discussed in this article pertain with equal relevance to all companies regardless of size, this information is primarily directed at middle market companies - firms with transaction values between $5 and $250 million.
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Sales & Marketing
Sales Training Meetings Can Be Engaging
 

by David Ramos, Industry Consultant
Making sales meetings fun and engaging is difficult for even the most tenured and experienced sales leaders. Usually the task of coming up with weekly topics is too daunting and the sales meeting spirals into a “tell me what you are selling this week” grill session. Not fun. Also, in an ever connected world another challenge is how do you keep your sales team’s attention to communicate important information without them checking their iPhone’s? Most sales people I know don’t like to sit in sales meetings (or any meeting for that matter). So, how do you leverage tenured sales people’s experience and teach newer sales people the important information and skills they will need to be successful?
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Business Strategies
Excuses, Excuses... Not!
 

by David M. Fellman,Sales Consultant
I had a really weird dream the other night. I was sitting with a group of salespeople who went around the room introducing themselves. The first one said: “Hi, my name is Ted, and I’m an underachiever. It’s mostly because I don’t work smart or very hard.” The second sales rep said, “My name is Ellen, and I’m an underachiever as well. In my case, it’s nothing more than a complete lack of product knowledge. Heck, I really have no clue about what I’m supposed to be selling.” The third seller remarked, “Hello, my name is Tony. Alright, I guess I might be an underachiever, too. I could actually work harder, and probably be more knowledgeable, but my big problem is that I’m totally disorganized and I haven’t made any real effort to change that.”
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Technology Solutions
Real Time & Predictive Analysis for Fleet Management
 

by Dr. Satwant Kaur, Hewlett-Packard
Does your (or your customers) Fleet Management (FM) operation know which vehicles are going to soon need a costly repair and long down time? Does your Fleet Management operation allow you to use your hand held mobile device to review a detailed analysis of mechanical fitness and fuel efficiency of each of your vehicles? Does your Fleet Management operation allow you to tell which fleet supply assignments to fleet demand will result in better cost savings? Does your Fleet Management operation alert you that at a certain time today your demand will suddenly peak or double? Does your Fleet Management operation guide you to prepare for that increased demand in the future?
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Vendor Profile
HP America's Replacement Parts Business Teams Up to Fight Fakes
 

HP’s Replacement Parts Business is teaming up with its Authorized Replacement Parts Partners (ARPP’s) in an effort to promote awareness around the use of HP Certified Genuine Replacement Parts and Services Vs. non-genuine, counterfeit products. Hewlett-Packard and some of its ARPP’s, participated at the recent annual ITEX 2012 Expo & Conference, April 18-19, in Las Vegas, to help businesses understand the pitfalls associated with purchasing nongenuine parts or services for their machines.
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