The 2009 Copier Careers Sales Manager Salary Survey, published in the July issue of ENX Magazine, is now available online. It reflects the responses of 658 sales managers working in the copier industry, most of whom work for small, locally-operated dealerships. This year's survey found that many sales managers view our current economic crisis not as a setback, but rather as an opportunity to build their organizations' managed print capabilities.

According to Dave Grandelis, director of recruiting for Copier Careers, recent advantages in technology have played a major role in helping the copier industry survive the recession. "Document management is opening a lot of doors for young, tech-savvy salespeople," he says. "There's a real opportunity there for people who understand the technology and who are able to talk about it with their customers."

An upswing in employer-sponsored education for these sales managers and their employees has also contributed to their ability to continue selling in this challenging economy. To read the full 2009 Sales Manager Salary Survey, visit www.copiercareers.com/salary_surveys.shtml. And while you're there, don't forget to participate in the 2010 Salary Survey: http://www.copiercareers.com/salary_survey/salarysurveys_form.shtml.
 

As the copier business grows in complexity, an increasing number of small dealerships are hiring accountants to help ensure that profit margins are healthy and expenses are under control. The benefits of having a professional on hand to plan your taxes, analyze your financial data, and crunch all those pesky numbers are myriad — but how do you find an accountant that's a good fit for your business? We've got a few suggestions.

1. Determine how much financial information you need, and how often. Whether you hire someone full-time or outsource to an accounting firm depends largely on how involved you'd like the accountant to be in the daily life of your business. If you're looking for basic tax planning and business advice, an accounting firm may be the most cost-effective choice. But if you're looking for more frequent analysis or financial leadership, it could be well worth it to bring someone on full-time.

2. Determine the credentials you require. Depending on your needs, you may or may not need a Certified Public Accountant (CPA). While some situations like audits and loan applications require a CPA's involvement, other tasks like bookkeeping and preparing tax returns can be handled by a general accountant.

3. Select a firm that's the right size for your company. Bigger isn't always better. For small and medium-sized businesses, hiring the largest or most prestigious accounting firm around is usually not the best way to go — you may find that you're paying more just to get lost in the shuffle. Usually, you'll get better service and more personalized attention from a smaller firm that is accustomed to working with businesses the same size as yours.

4. Look for someone with the right type of experience. If you can find an accountant who has experience working for copier dealerships, snatch her up. She'll know what you should be charging your customers and what you should be paying your vendors, and can help you keep the business running as profitably as possible.

5. Hire someone you like. Whether you're outsourcing to an accounting firm or bringing an accountant on staff, do yourself a favor and hire someone you'll be able to trust and get along with. This person will have intimate knowledge of your company; you need to make sure you can depend on him.

6. Ask for referrals. If you're having trouble finding an accountant you like, ask other business owners who they're using and whether they'd recommend that person or firm.

7. Conduct interviews. Before you make a decision, make sure to speak with at least three or four different accountants or accounting firms. A good financial expert can make a huge difference in your business, but so can a bad one. Conduct thorough interviews to make sure the people on your shortlist are qualified for the job.

Last month, we asked our readers the following question: "If you didn't depend on your employer for health insurance, would it be easier for you to change jobs?" As of July 20th, 70 people had said "yes" and 47 "no." The comments we received indicated a general mood of dissatisfaction with everything from the price of major medical coverage to the percentage of the premium covered by employers. Highlights included:

"Getting health insurance on your own is much cheaper than what your company offers you. Do the work. Shop around."

"I either have to stay here, or go broke if I get sick."

"Marry a teacher. You won't have to worry about employer benefits."

"What health insurance? You mean the insurance I pay for? It's time to make U.S. businesses more competitive in the world. This country needs universal health insurance!"

"With the government trying to take over healthcare, what does it matter?"

"I'm very lucky that my employer, an indie dealer, pays 80% of my major medical premium. That's almost unheard of these days."

"Who still has health insurance?"

In a recession, which is most important to a dealership?

1. Sales
2. Service department
3. Back office