Tom Callinan

Let’s think about you building your dream house. You go buy some land and you have the perfect house pictured in your mind. You dig a hole and pour your foundation. You then start to put the first floor on the house. It rains one day and you notice your basement has two feet of water. Maybe you...more >>

Last month we learned to have a firm commitment to change before engaging a consultant and to have the resources in place to work with the consultant once engaged; we also learned to have clear metrics in place that don’t compartmentalize the improvements—they flow through to the Income...more >>

In the past few months, you probably made some type of resolution to “grow your business in 2012.” You may have decided to add some sales professionals, change your sales manager, make an acquisition, or open a branch in a new territory.

Wanting to get another credible perspective on the marketplace today, imageSource magazine invited Tom Callinan, founding principal of Strategy Development, a leading management consulting and advanced sales training firm, to share his viewpoints on the industry at large, his company, and the...more >>

The office equipment industry continues to undergo significant changes that are transforming both customer expectations as well as vendor and channel delivery capabilities.  What was once an industry grounded in the delivery of reliable hardware offerings and effective service is now an...more >>

Two contributors to the health of the copier industry have clearly been steady financing rates and declining aftermarket costs.  I define aftermarket as service, parts, and supplies.  These two occurrences have enabled the copier dealer to upgrade their lease portfolio for basically the...more >>

Many times our consulting firm (Strategy Development) will get a  call from a dealer principal   asking  for help in adding more sales people.  After  some discussion on historical revenue growth, annual equipment revenue, quantity of sales reps,...more >>

How do you find the quality solutions sales professional? It certainly isn’t easy in an economy where less than 2% of college educated employees are categorized as unemployed and, despite a dip in the epoch of economic growth, most industries are not reducing their sales force. In other...more >>

Print management is a very real and highly profitable segment of outsourcing. I feel compelled to make that statement because of the amount of misinformation floating within the copier dealer community. It seems as if most—if not all—of the ugly war stories can be traced back to failed...more >>

This is the second piece of a two-part article about mergers and acquisitions. This article is about being acquired or selling a business as opposed to purchasing a company—the focus of the first piece. The Acquisition Landscape Over the past 25 years, there have been several large...more >>