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July 1, 2015
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Superior Sales Performance  

Managing a successful dealership or business organization means overseeing all facets: Finances, Operations, Administration, HR, Service, and S-A-L-E-S. Though service revenue is key to a company's success, it is the ongoing sales (and profits) that keep a company in business. Our July cover story provides a guide on how to better your sales team’s performance with superior selling tactics. If you’re looking to increase your sales, mid-year is a good time to re-evaluate what is working and what isn’t. By re-examining your overall sales process and then improving it with new methodologies, you can realize the fastest way to profits.

In addition, get informed on why you need a good vCIO, advice on managed services and the cloud, the use of RFID over Wi-Fi, along with interesting profiles and case studies on leading dealers and vendors. This and more in our summer issue.  Enjoy the read!

Sand Sinclair, Editor-in-Chief


Sales Superiority: How Good Is Your Sales Force?  
As a coach for sales managers and executives in a variety of industries, I’ve fielded a diverse selection of questions. During a recent conversation with a Sales Vice President, he said, “I think that it is safe to say that sales superiority is a concern for every company.”
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It’s an Inkjet and Toner World  
One thing that was clear from the recent RT Media Imaging Summit & Expo: “It's an inkjet and toner world.”
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Key Benefits of Cloud-based Managed Services  
Cloud computing continues to soar. It is estimated that the current $100 billion dollar cloud computing market will nearly triple by the year 2020.
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Creating a Sense of Urgency for the Customer – or Not  
“Troy, how do I create a sense of urgency in the customer’s mind so that my proposal doesn’t just sit on his desk?” It’s one of the most common questions that I get, and it’s one of the most frustrating situations for any salesperson (including me).
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Sixty Years Serving the Document Imaging World: Des Plaines Office Equipment  
It isn’t every technology solutions company that gets its own official “day” in the community where it is located, but that honor went to Des Plaines Office Equipment (DPOE), as the second-generation family business officially celebrated its 60th anniversary in style on June 11 with a gala celebration at their company headquarters in Elk Grove Village, Illinois.
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Evergreen Valley College Improves Document Management with Nuance and Konica Minolta  
CHALLENGE: If you have 15,000 students all printing to a handful of printers in the same building, it’s going to be chaos.
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For Managed Services… the best vCIO wins  
Focus: Answers for finding and maximizing the impact of this critical resource – the vCIO. We have learned and shared many things since we began leading dealerships into the Managed IT Services space in 2010, and there have been a number of constants.
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RFID over Wi-Fi  
Radio Frequency Identification or RFID is a system used for tagging and identifying mobile objects and works through a small piece of hardware called an RFID chip. The chips actually include an antenna to transmit and receive radio signals.
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ECi Success Story: The Sumner Group  
E-automate brings internal productivity gains with incredible external customer service benefits. When Mary Sumner joined Sumner Group as its chief information officer in 2010, it didn't take her long to realize some major changes were needed.
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Clients Look at Your Commitment to Sustainability  
Almost anywhere in the world, thanks to the Internet and 24/7 media available, we get a view of the globe, and along with it, the ability to help preserve it. Globalization has led to manufacturers focusing on the opportunities to increase their profits and customer base, and many are implementing some form of a sustainability practice to extend their level of corporate responsibility.
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