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Coolly Competitive: Faced with competitive challenges both old and new, dealers prove once again that independence comes with many ways to attack your market and win.

There might not be anything new when it comes to competition for independent dealers. “It is more like continuing to be the ever-changing competitive landscape,” says Steve Nahmias, principal at Office360, Indianapolis. In his view no major competitive changes have come to light in recent times but change is constant. “Big events continue to happen,”…

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Maximize MPS

Maximize MPS

Any dealer can successfully sell managed print services and open the door to increased tech sales. The category might be more involved than other products lines, but if done right it is likely to deliver solid new sales and profit dollars. The choice is yours. MPS pioneer finds continued success Laser Resource, Grand Rapids, Michigan,…

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HAPPY & HEALTHY

HAPPY & HEALTHY

The health and wellness category is gaining traction. Products are in demand and employers appreciate the positive impact they can have on employee attitudes and productivity. What defines products in the health and wellness category isn’t as straightforward as it first appears. Sit-stand desks and their permutations are solidly established, as is ergonomic seating. Then…

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Furniture focus

Furniture focus

Furniture sales are likely to continue strongly for the near future. With that in mind, make sure your furniture efforts are primed and ready to go Office furniture provides independent dealers with strong sales possibilities. It’s a category with some familiarity for almost every salesperson and a capital purchase that every business needs to make….

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Product Proliferation

Product Proliferation

As sales of office products slow, independents look for different categories to grow sales. Coffee, snacks and cleaning supplies are just a few of the non-office products items that dealers sell today to enable them to grow sales and market share. By Michael Chazin Dealers have almost always sold other product categories in addition to…

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Sanitation Superiority

Sanitation Superiority

Dealers active in janitorial sales have increased their knowledge, added experienced staff and started to compete at a much higher level. Success has opened up sales for new product lines and expanded sales of existing products. By Michael Chazin In the last decade distribution of janitorial supplies has changed dramatically as increasing numbers of independent…

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Miller Huggins – Anderson, Indiana

Named after baseball legend Miller Huggins, who led the New York Yankees to their first six American League pennants and three World Series championships during the 1920s, this Anderson, Indiana-based dealership started out selling cash registers. Not long after the doors opened though, the business added other office equipment along with office supplies and furniture….

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Do the hiring hustle

Do the hiring hustle

While technology has made many business tasks less onerous in the 21st century, one task that hasn’t become any easier is finding and recruiting new employees, especially new salespeople. Derek Hartsfield, managing partner at Gazillion Office Products, Frisco, Texas, says he goes after hiring new salespeople as aggressively as he goes after acquiring new business…

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Tech Triumphs

Tech Triumphs

Technology can be the great equalizer, setting dealers up to be competitive against all comers. Our annual dealer technology survey looks at how independents are using business automation, digital marketing and social media and other technology resources to help level the playing field. By Michael Chazin   BMI: Webstore development leads to full system conversion…

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Safety sales success 

Safety sales success 

The safety product category promises more sales with existing customers, while at the same time it opens the door to whole new customer groups Dealers looking for a way to make up for declining sales of office products need to take a hard look at the safety category, which offers some real growth opportunities according…

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