In this episode, Founder Frank G. Cannata continues his conversation with Lou Usherwood, CEO of Usherwood Office Technology, which is celebrating 50 years in business in 2026. For production printing, the Syracuse, New York-based dealership works primarily with Canon and Xerox, Usherwood explains, adding that he had to “fail forward” at first. He notes that choosing the right types of clients is key in the higher volume space. If there’s not a good fit, dealers need to be willing to walk away from a potential deal. While Usherwood has offered digital production presses for some 18 years, it is only now learning about wide-format printing and Canon’s Colorado products. The topic shifts to the importance of dealer peers, and Cannata makes the point that “dealers respect other dealers.” Usherwood concurs, giving a special “shout out” to RJ Young and Datamax, especially Barry Simon, who has “helped me grow my business over the years.” Groups like CDA are where people find mentors, Lou says, and when it comes to the sharing of information, he believes that dealer owners “owe it to the next generation.”
Usherwood’s vision for the future
Usherwood remembers his father as a curious man who took on new products, and Cannata wonders aloud if textile printing could be the next answer for the channel. Lou stresses that dealer leadership must keep their eyes on emerging markets. For example, about seven years ago, Usherwood took on security and surveillance products as well as video conferencing. We may not be able to predict the future, he knows, but we can project what the future may look like.
