Founder Frank G. Cannata continues his discussion with Mike Marusic, president and CEO of Sharp Imaging and Information Company of America. The OEM’s revenue numbers have grown threefold over the past five years, according to The Cannata Report’s 40th Annual Dealer Survey, and Marusic attributes that performance largely to listening and supporting its dealer partners. Sharp doesn’t use market share as a measuring stick. Business reinvestment and growth are what incentivize “dealers to sell more Sharp,” he says.
Eighteen products were introduced at the recent SharpisNEXT national dealer conference. Cannata points out that lack of profitability is what keeps dealers up at night, and Marusic is particularly proud that Sharp presented 23 separate breakout sessions covering its diverse line of services and products—including production printing, electronic displays, and laptop computers. Meanwhile, on stage in Florida, dealer owners shared management strategies, including:
- Melissa Confalone. president of Fraser Advanced Information Systems, talked about the Pennsylvania dealership now is operating “lean.”
- Jocelyn Gorman, president of Document Solutions, Inc. (DSI), discussed human resources and how the New Mexico dealer is leveraging talent and “putting people in the right seats.”
