Fridays with Frank

The aftermarket could be the key to making more money and more margin for dealers in the office technology channel, says Katun’s Ron Petrucci.

Hiro Ueda, founder of Domo Services, recently returned from a six-week trip to Japan, where he met with new companies and old friends. He’s excited about three AI-driven opportunities related to both hardware and software.

News headlines from Japan extend far beyond OEMs, according to Domo Services Founder Hiro Ueda of Stramaglio Consulting.

Ouch! At Applied Innovation, total clicks per device have dropped from 5,500 in 2019 to 3,750 post-COVID, reports CEO John Lowery. What’s a dealer to do?

The label printing opportunities are out there, stresses Frank Cannata. Dealers need to “wake up,” he says.

Graduating to label printing could lead to improved profitability for office technology dealers already selling production printing, says Frank Cannata.

Meeting the challenges of a changing market is nothing new for resilient office technology dealers, says Frank Cannata.

Frank Cannata and José Estébanez discuss Kyocera’s enhancements to its cutsheet inkjet production printing platform.

Frank Cannata and José Estébanez talk about what Kyocera’s new Nova A3 series of MFPs could mean for office tech dealerships.

Frank Cannata and Lou Usherwood talk about production printing, dealer peer groups, and how to make money in office tech.

After five decades in the channel, print still reigns supreme, but IT services are gaining major ground at Usherwood.

Before he retires, Datamax leader Barry Simon stresses the importance of dealer peer groups, diversifying, and not cutting too much.

How does Arkansas dealer Datamax measure employee satisfaction? It’s about more than money, says Barry Simon.

More than 250 office technology dealers are now reselling Intermedia Cloud Communications’ services.

IDP and production printing may represent the paths to the near future for office technology equipment dealers.

HP Designjet wide-format print and more are coming from Distribution Management in 2026.

Three more workplace technology people to watch in 2026: Chenyi Chiu of Katun; Dan Doyle, Jr. of DEX Imaging; and Larry White of Toshiba.

What happens to office print devices when the Boomers retire? WIll there be any “print love” left in the imaging equipment reseller channel?

TD SYNNEX’s Desiree Cruz discusses opportunities for office technology dealerships both inside and outside of the traditional print/imaging business.

Distribution Management’s Greg Welchans encourages the dealer community to get involved with the City of Hope. DM is sponsoring a golf tournament on the charity’s behalf at ECS on February 11th in Scottsdale, AZ.

Doug Albregts of Marco and Laura Blackmer of Konica Minolta lead our list of office technology personalities to watch this year.

In addition to AI, why cloud communication, distribution, and inkjet printing technology are three additional trends to watch in 2026.

Artificial intelligence is the proverbial “elephant in the room,” but Frank Cannata wonders why more office technology dealers aren’t talking out loud about AI as Q1 ’26 marches forward.

What else can independent dealer owners learn from private-equity firms investing in the office technology dealer channel?

What can independent dealer owners learn from private-equity firms invested in the office technology dealer channel?