Harry Brelsford, at Channel con in Nashville, interviews Carrie Erwin, National Sales Manager of ImageStar, a wholesale distributor of IT business hardware, including print consumables, scanning software, AV equipment, and computers. ImageStar, based in Middletown, Connecticut, with a warehouse in Memphis, Tennessee, has been in business for 35 years. Carrie discusses the impact of tariffs on pricing and the shift in the market towards diversification, particularly in the print industry, as businesses adapt to the end of Windows 10 and the rise of Windows 11. She also mentions Dynabook's new channel partner program for MSPs.
Introduction and Meeting Context
- Harry Brelsford mentions he is at Channel con in Nashville, on the second day, and has an early flight on Thursday.
- Harry Brelsford introduces Carrie Erwin, the National Sales Manager of ImageStar, and they exchange greetings.
- Harry Brelsford recalls meeting Carrie at the Think and Drink lounge, where they had coffee.
- Carrie Erwin explains that ImageStar is a wholesale distributor for IT business hardware, operating nationwide.
Overview of ImageStar's Business
- Carrie Erwin outlines the four main categories of ImageStar's business: print specialty, print consumables, scanning and workflow software, and AV (Audio-Visual).
- Harry Brelsford expresses surprise at the growth of the AV sector, noting its importance in online meetings and conference rooms.
- Carrie Erwin elaborates on the AV sector, mentioning the need for easy-to-operate devices for inclusive meetings and the inclusion of computers and Link headsets in their offerings.
- Harry Brelsford inquires about the age and location of ImageStar, and Carrie Erwin provides details about the company's 35-year history and its locations in Middletown, Connecticut, and Memphis, Tennessee.
Discussion on Hardware Refreshes and Tariffs
- Harry Brelsford asks about the impact of tariffs on hardware purchases and the trend with laptops and other devices.
- Carrie Erwin explains that tariffs are constantly changing and affect manufacturers differently, with some implementing price increases and others not.
- The conversation shifts to the macroeconomic level, with Harry Brelsford mentioning a healthy economic growth report from CNBC.
- Carrie Erwin notes that businesses are diversifying more, moving from ink and toner to other channels like laptops and the transition from Windows 10 to Windows 11.
Economic Trends and Diversification
- Carrie Erwin highlights the importance of diversification in the print industry, with many companies looking into different channels.
- Harry Brelsford and Carrie Erwin discuss the launch of Dynabook's channel partner Alliance program, which is beneficial for MSPs at Channel con.
- Carrie Erwin emphasizes that this year has seen a significant shift in understanding the importance of diversification compared to the previous year.
- Harry Brelsford thanks Carrie Erwin for her time and wishes her continued success, noting his own role at Channel con as an analyst.
Closing Remarks
- Harry Brelsford expresses his appreciation for Carrie Erwin's insights and wishes her a good time at Channel con.
- Carrie Erwin reciprocates the thanks and mentions that she should get something.
- The conversation ends with mutual appreciation and well-wishes for future meetings.