Selling Your Value Through Story & Alignment w/Stephen Bergeron

The trucking & logistics industry is vital to many other industries and the global economy. So why are so many fleets, BCOs, and shippers still using outdated, fragmented, and inefficient technology and processes? To answer that question and explore opportunities for resellers to address these issues with hardware & software solutions, we're joined this week by Baysys Founder & CEO Tom Hurwitch and Strategic Business Advisor Gerry Corriveau. What is waste costing fleet owners and cargo movers every day? How does automating & digitizing now prepare them for the next iteration of T&L? What is Baysys offering now and in the future, and how will they help VARs grow their business? It's the episode that's just idling here, wasting fuel until you listen! Visit baysys.io to learn more and contact them directly at: Tom Hurwitch: [email protected] Gerry Corriveau: [email protected] | 774.847.4957   Around the Nation: Attending VARTECH 2026? Download the BlueStar Events App. Not attending? Follow us on LinkedIn & YouTube for updates from the show! #VARValue - Why should VARs work with Baysys? What are they looking for in partners, and how can they help solution providers sell more and grow their T&L business?   On Our Radar Gerry - Having fun with AI Tom - AI for data analytics Dean - Why you should sit on the floor John - The Tokyo business shorts scandal   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo I-Series 5

Putting the "value" in value-added reseller is about more than product mix, low prices, and taking customers out to dinner. To survive in a hyper-competitive market where every customer has just as much access to "speeds & feeds" spec sheets as you do, the difference is aligning your business with customers and defining what truly sets you apart. This week, Mountain Ties founder Stephen Bergeron brings 30+ years of channel sales experience to the show. What's changed in that time, for the better or worse? How does Mind Mapping & Story Selling help you win more deals? How should you change your approach to quotes and business reviews to wow your customers? It's the episode that's here for you womb to tomb!   Around the Nation: Join one (or both) of the final 2U Tour stops! #VARValue - What are one or two simple things a VAR or ISV could do immediately to add value to their business?   On Our Radar Stephen - Maine Adaptive Sports & Recreation Dean - Extending EV battery life with physical pressure John - T rex fossil auction   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo v. Legacy

Print is far from dead, and while we live in a very digital world, there is still a need for tangible, physical printing. Epson wants VARs to tap those opportunities by bringing its line of business inkjet printers into the channel. This week, Sandeep "Sam" Patel and Koji Nawata join the pod to pitch business printing for your portfolio. Why enterprise printers over consumer-grade? What verticals need these solutions? How should you approach existing and new customers? It's the episode that's ready to battle Mewtwo!   Around the Nation: Check out the BlueStar Nation Blog! #VARValue - How is Epson supporting resellers and ISVs who want to sell these printers?   On Our Radar Koji - Finding your ikigai Sam - World Cup technology Dean - China's reusable rocket catch John - Pokemon Go Times Square event   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Epson Business Solutions Elo Non-Touch Displays

The modern reseller typically doesn't focus only on transactional sales. Solution selling has become the norm for any business that wants to grow and survive, but how should VARs structure their teams to be true consultants? This week, Honeywell's Theo Newman joins the podcast to explain the importance of building a team of "right people for the right role." How has the hardware sale changed from the customer perspective? How does AI impact the conversation? Why is barcode scanning the perfect example of how selling has changed? It's the episode that's willing to pay more to stay comfortable.   Around the Nation: Meet BlueStar at RetailNow 2026 in Las Vegas! #VARValue - Where do resellers have the opportunity to grow and change their approach to be truly consultative? How does Honeywell enable them?   On Our Radar Theo - JDM Hot Hatches Dean - Do you really have to wait to swim after eating? John - Summer cooling costs   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo Self-Service Array

War, defense spending, tariffs, regulatory loosening, and the evolution of AI have changed the landscape of government contracting and public-sector technology needs. What does that mean for resellers hoping to win in 2026? Zebra's Senior Government Contracts Manager, Chris Phann, joins the show to share his insights and recommendations. How can VARs ensure they are FAR compliant? What helps them look good when responding to RFPs? How is Zebra helping resellers navigate this landscape?   Around the Nation: Join us on our final US 2U Tour stops! #VARValue - Where are there short-term and long-term opportunities in the public sector? Are there any easy-button revenue generators to explore NOW, rather than future needs we should be planning for?    On Our Radar Chris - World Cup technology Dean - World Cup tourism John - Gen Z is getting into film photography   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Zebra TC701 Mobile Computer Unitech Rugged Mobility Solutions Elo I-Series 5

Digital signage keeps improving, and the opportunities keep growing! This week, LG's Mike Stachura is back with dvLED expert Frank Mantz to discuss the current market and what next-gen displays mean for VARs and their customers. What did they geek out about at InfoComm? Why is dvLED outpacing LCD growth? How can VARs ensure they choose the right displays for their customers? What tips do they have for combatting consumer displays? What are drop-servicing and resi-mercial?   Around the Nation: Improve your Solutions Selling mentality at BlueStar Academy! #VARValue - What’s next for LG and the DS market? Any final pro tips for VARs trying to grow their business?   On Our Radar Mike - Air fryers and the World Cup technologies Frank - Augmented reality Dean - Is all water pee? John - Playing the original Final Fantasy   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: LG Direct View LED Signage Elo Backpack with Intel

Last week, we learned why healthcare leaders are struggling to move tech adoption beyond the pilot stage. This week, we find out how they are tackling, like most industries, the "AI conversation." Ambient Clinical Analytics CEO Brian Tufts joins the pod to discuss how the demands of patient care and the need to do more with data analysis are creating opportunities not only for VARs but also for reshaping the industry landscape. Where do advanced tools fit into workflows? How do we demonstrate ROI? What questions and conversations open the door to strong partnerships?   Learn about Ambient's sepsis prevention tools and the crisis facing clinicians: https://info.appwaresolutions.com/exec_gd_sepsis_compliance_beyond_detection   Around the Nation: Meet BlueStar at InfoComm 2026! Booth C5019 - use code BLU336 for a free exhibit hall pass! #VARValue - How is Ambient helping VARs find new business opportunities in healthcare? How does the healthcare technology conversation differ from other industries?   On Our Radar Brian - Oura ring, WHOOP, and other wearables Dean - Harvard is making A's harder to achieve John - Hidden moons around Uranus   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo Pay M100

A recent survey of 100 hospital execs reveals that tech adoption often stalls after successful pilots and even when there is staff/IT buy-in. Why? Honeywell's Will Mobley joins to answer that question. How can VARs provide the right support to scale solutions? What are the top concerns healthcare leaders need solutions and partners to address? Where are workflow bottlenecks slowing down care or forcing clinicians to revert to manual practices? It's the episode that's watched too many Noah Wyle medical dramas.   Thanks to Honeywell for sponsoring this important Healthcare Survey!   Around the Nation: Vote for the RSPA Vendor Awards of Excellence by June 5th! #VARValue - How is Honeywell tackling some of the findings, challenges, and opportunities we’ve discussed? How can VARs use this data to grow their healthcare business?   On Our Radar Will - College football playoffs and conference realignments Dean - Ranking the NFL logos John - Your name in Landsat   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Honeywell Xenon Ultra 1962h Cordless Handheld Scanner Elo Non-Touch Monitors

We're back with some interesting topics, surveys, data, lists, and discussions for your next watercooler chat, video call, or lunch meeting.   This week's topics: NASA's lunar base plans The world's most visited websites The hardest-working US cities Highest-grossing films of all time Gen Z is going to the mall... ...and wants to live in the past How much does it cost to raise a kid? UK banning cigarette sales   Around the Nation: Check out Dean on the RSPA Trusted Advisor Podcast, discussing the latest KPI Study On Our Radar Dean - Pirates sign 19-year-old Konnor Griffin John - Improving local weather forecasts   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star/ Subscribe to the BlueStar Nation Newsletter: https://nation.bluestarinc.com/#subscribe    Sponsored by: Elo vs. Legacy Hardware

No VAR can do it all, but that's kind of the point of the reseller channel: connecting manufacturers, distributors, resellers, software companies, and service providers to one another to help everyone provide solutions that meet customer needs. This week, Esper Founder & COO Shiv Sundar joins to explain how he saw a need to help resellers not just sell hardware, but ensure it was actually used and delivered ROI to the end users. How does an outcome-focused philosophy accomplish this? What makes strong channel partners, and how can Esper help you win more business?   Around the Nation: Join the 2U Tour in Austin or a city near you! #VARValue - Why is Esper the perfect partner for VARs that sell mobility and digital signage?    On Our Radar Shiv - Edge AI & physical AI Dean - Friction-maxxing John - VR scents   Keep in Touch! Email – [email protected] LinkedIn - https://www.linkedin.com/company/blue-star Subscribe to the BlueStar Nation Newsletter - https://nation.bluestarinc.com/#subscribe    Sponsored by: Esper Device Management Elo Backpack