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Sales & Marketing
No Substitute for Good Management   4 Apr, 2011

Throughout history, managers have spent the ages seeking out the “Holy Grail” of programs or quick fix technologies to magically make service personnel perform as they command. Notably, the key to unlock this mystery lies within the seeker. During my more than 25 years in the office...More>>

What's Happening in the Color Market?   4 Apr, 2011

Over the past three decades, the color laser copier and desktop printer markets have gone through many changes. From the advent of the CLC100 to today’s trendy solid-ink “green” desktop color printers, the color-printing technologies have changed and so must color equipment sales...More>>

Moving Forward with RJ Young   4 Apr, 2011

RJ Young is one of the fastest growing independent dealers in the United States, headquartered in Nashville, Tennessee. Notably, they offer a full line of equipment from Canon, Ricoh, Lexmark, HP and Oce, and have a very successful program for professional services. They are visited by...More>>

The World of DocuWare   4 Apr, 2011

With parts of the country starting to see signs of an economic recovery, which is encouraging, there are still many more areas still “cautiously optimistic.” Moving forward in these still uncertain times has more and more companies, regardless of size or industry, utilizing an...More>>

Qualifying Prospects & Decision Makers   4 Apr, 2011

There’s nothing more frustrating for sales professionals than investing time, energy and emotion on a prospect only to have it slip through their fingers for reasons “unforeseen.” A recent statistic showed a 15% pipeline close rate efficiency – that means that sales, pre-sales,...More>>

Annual Review vs. Annual Raise   4 Apr, 2011

It’s that time again…the dreaded annual review with one of your key staff members. For some companies this is such an arduous process that they simply stop doing it. I’ve had many a dealer tell me that they believe it’s a waste of time saying, “All the employee wants to know is...More>>

The Top 10 Technology Acronyms Simplified   28 Mar, 2011

Unlike the generation before us, vast technology choices are available to solve business challenges today. Deciphering the acronyms, however, almost demands a pocket lexicon, and conflicting definitions can make it difficult to translate them into anything meaningful.   Selecting...More>>

Enhancing Service Operations: From Benchmarks to Proactive Dispatch   3 Mar, 2011

To remain competitive in service you need to learn how to improve productivity and lessen costs. It takes the willingness of owners, managers, technicians, etc., while learning the latest benchmarks, newer methods, the uses of today’s technology, while retaining some key basics that...More>>

Building High Performance Teams in a Transitioning Industry   3 Mar, 2011

First, let’s examine the historical team building formula and consider the transition influences that have direct impact on its components:     You must start with the right peopleYou must have a strong belief that each team member can succeedThe team must share a...More>>

The Future of Managed Print Services   3 Mar, 2011

The Print Industry has been with us for over 50 years, and during that time, we have seen several major changes from both a technology and financial aspect. First, was our switch from Analog to Digital devices, then our adoption of Color, and Cost per Page (CPP) billing, and finally the...More>>

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