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David Sweetnam

Entering Solution Sales: A Practical Approach   22 Mar, 2006
By: David Sweetnam

While we may all hear wonderful stories about how IKON, Danka and other dealer conglomerates have migrated into total solution providers, those companies live in a different world from the majority of office equipment dealers in terms of human, technical and financial resources. A local...more >>

2006: The Year of the Solution   10 Jan, 2006
By: David Sweetnam

It’s nearly as certain as death and taxes—the 2006 MFP marketplace will see the continued shift away from box selling to solutions selling. Just look at the print advertising campaigns that are being introduced by the likes of Ricoh and Canon. There is little to no muscle-flexing of...more >>

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