imageSource Newsletter - 120313

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December 3, 2013
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IN THIS ISSUE


EDITOR'S DESK
Year End Peer Wrap Up Review  

As we close the door on December and open a window to new possibilities in January, imageSource's "Year End Peer Wrap Up Review" is featured with insightful comments from industry leaders who clarify what worked well, what didn't in 2013, and what is forecasted for 2014. Naturally, it's all meant to ramp up your planning for the year ahead. Odds are the office channel will rise above market challenges from examining what we did right and what we could have done better so all can plan optimally for the coming year.  Whatever it is, make it happen in the New Year!
 
 

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TOP STORY
Industry Forecast 2014: Toshiba's Scott Maccabe Lends Insight  
As part of the annual imageSource Magazine peer review on "what worked" in 2013 and what to plan for 2014, TABS President/CEO Scott Maccabe enlightens us on his perspective:
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KEY HEADLINES
Industry Leaders' Flo-Tech, DocuWare & Walters & Shutwell Share End of Year Thoughts  
As imageSource's December issue is chock full of "electryfying" industry leaders citing what worked; what not for 2013, and what they see on the horizon for 2014, here is more from a few "movers n' shakers" in our industry:
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Strategy Development Wraps Up What Worked This Year, What's Ahead  
According to Tom Callinan, Principal, Strategy Development, Inc., 2013 was another good year for the larger dealers in the imaging industry.
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DPOE's Miceli Looks Back On 2013 to Go Forward Into 2014  
At the end of the year, imageSource continues to ask providers: "At a glance, what appeared to work well for office channel dealers in 2013? What were some challenges?" Chip Miceli, President of Des Plaines Office Equipment (DPOE), a leading dealership with offices in the Midwest, offers his insight:
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Bay Copy's Belanger Sums Up 2013, What's Trending in 2014  
As imageSource seeks a variety of sources for end of year review on what aspects worked well (or not) in our industry in 2013; what's trending and evolving into 2014, Ray Belanger, President of Bay Copy offers his take on what he sees:
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Managed IT SALES Success: GreatAmerica Chats with MSP Industry Guru, Paul Dippell (part II)  
Last month I had the pleasure of interviewing Managed IT Services guru, Paul Dippell, CEO of Service Leadership, on the general opportunities and challenges of getting into Managed IT Services for the office equipment provider.
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Is Your Company Posting Without a Plan? Eleven Essential Components of a Successful Social Media Strategy  
Many company leaders understand that in order to survive in today's business world, their companies must have a social media presence. But to the detriment of many organizations, strategy is lagging (way) behind. In fact, a 2013 survey showed that creating a social media strategy is still a major concern of 83 percent of marketers.
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It's December; Great Time to Move Boxes!  
I know what you are thinking; I follow up articles on emerging technologies (3D Printing) and new market opportunities' (Toshiba Digital Signage) with a title referencing MFD's. This was prompted by a conversation I had recently with a company owner and he shared his anticipating a slow December and how he was planning for a "seasonal slowdown."
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Just a Minute: What the Dickens…?  
The English novelist Charles Dickens was treated like "a modern rock star" on his first visit to the USA in 1842. He was just 30, but as BBC reporter Simon Watts discloses "the trip soon turned sour."
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So, Who Are You Trying to Make Comfortable, Anyway?  
One of my mantras is that "comfortable customers buy." That's because it's true. What salespeople don't understand is that many of the things that they do by reflex end up working against them. Salespeople have a lot of tactics and techniques that turn out to be both time-wasters and contact-breakers.
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Preparing Sales Managers for the Toughest Job in Your Company  
If we look at the legacy path to sales management in our industry, and pretty much all industries for that matter, I think we can all agree the majority of our new sales managers come from our pool of top producing sales professionals. This is the group that is in the elite 20% of our sales force and account for 80% of our sales revenue.
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Focus On: Square 9 Case Study  
The largest retailer owned supermarket cooperative in the United States, Wakefern Corporation continues to deliver over 60 years of uncompromising wholesale services to independent retailers of the Northeastern U.S.
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Trade Events Put You on the Winning Side: ITEX 2014  
The New Year is just around the corner, and with that expect a brand new round of annual and regional trade shows to particiapte in. If you're a dealer or solutions provider juggling your business offerings with an eye toward what will happen next, early 2014 is the time to seek the latest education to develop and enforce your business plan.
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