Interoperability vs. Integration: The Difference That Could Save Your Dealership Real Money | Episode 28

On this episode of The Stramaglio Show, Mike welcomes Kevin Neal of TWAIN Working Group for a conversation about interoperability, post-quantum cryptography, and what both mean for dealers, OEMs, and everyone building the next generation of connected technology. Kevin explains how TWAIN grew from a 1990 standard for document scanners into the connecting layer behind millions of devices and billions of images a day, and why the same idea now applies to robots, drones, and AI agents. The two break down the difference between interoperability and integration, why securing every device on the network with quantum-safe encryption is becoming urgent, and how dealers can use scanning, capture, and intelligent document processing to grow business inside their existing customer base. They also look ahead to TWAIN Converge on November 11 and 12 and the 2027 Executive Connection Summit, where the partnership between TWAIN and Stramaglio Consulting will turn into something people can see and use. Learn more at https://twain.org/ Timestamps 00:00 Welcome and Introductions 02:24 What TWAIN Is and Why It Matters 05:23 Interoperability vs. Integration 08:26 Post-Quantum Cryptography and Network Security 13:14 The Dealer Opportunity: Scanning, Capture, and IDP 17:39 TWAIN Converge, WALM, and the Road to ECS ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/TheStramaglioShow Instagram: https://www.instagram.com/thestramaglioshow/ LinkedIn: https://www.linkedin.com/company/the-stramaglio-show/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes James Hwang, CEO of Visual Edge IT, for a candid and wide-ranging conversation about transformation, leadership, and what it takes to rebuild a business from the foundation up. James came to Visual Edge 13 months ago as a third-time private equity-backed CEO, a West Point graduate, and a veteran of blue-chip companies including Samsung, HP, and EMC. He walked into a business that had made acquisitions, absorbed the full weight of COVID, and was operating without a clear five-year vision. His response was to visit 53 of the company's 73 markets, break bread with the team, and start building from the ground up. The conversation covers Visual Edge's three-phase transformation strategy of Simplify, Accelerate, and Lead, a 60-40 split between core print and managed IT services, a data lake architecture that is leapfrogging the competition, and a new, fully formed Executive Leadership Team ready to lead the next chapter. James also shares his thinking on the customer journey, account management, recruiting the next generation of technicians, and the importance of having an investment partner who shares the same long-term vision. His message to the industry is straightforward: respect the past, embrace the new, and stop thinking in binary terms. When this industry does it right, everyone wins. Learn more about Visual Edge IT: https://visualedgeit.com/ Timestamps 00:00 Introduction and Who Is James Hwang 04:27 West Point and a Life of Service 06:22 How James Landed at Visual Edge IT 11:55 First Observations: Sales, Service Teams, and Core Values 14:54 Building the Vision: 53 Markets and Simplify, Accelerate, Lead 21:51 Core vs. IT Mix, the Data Lake, and One Customer Experience 31:25 The New Leadership Team and the 2027 Plan 37:14 Recruiting the Next Generation and Respecting the Past ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/TheStramaglioShow Instagram: https://www.instagram.com/thestramaglioshow/ LinkedIn: https://www.linkedin.com/company/the-stramaglio-show/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes back Laura Blackmer, President of Dealer Sales at Konica Minolta. The conversation opens with one of the most talked-about topics in the dealer community right now: the Konica Minolta and Marco service arrangement and the noise it generated across the channel. Laura gives an honest account of what drove the decision, what she wishes had been handled differently, and why she believes the worst of it is behind them. From there, they cover AI’s growing role in service delivery, the KM-Fuji procurement partnership and what it means for tariff navigation, and the state of the dealer community heading into the second half of the year. Laura also shares her genuine appreciation for single-line dealers like Blue Technologies, and what that level of commitment means to Konica Minolta on both sides of the relationship. Timestamps 00:00 Welcome Back Laura Blackmer 05:46 Addressing the Marco Relationship 13:21 Challenging Convention and Embracing Growth 22:58 The Role of AI in Service 33:04 Single-Line Partnerships and Closing Thoughts ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/TheStramaglioShow Instagram: https://www.instagram.com/thestramaglioshow/ LinkedIn: https://www.linkedin.com/company/the-stramaglio-show/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes Matthew Keown, Director of New Business Development, Americas at DLL, for a conversation about equipment finance, the evolving technology landscape, and what it means to build lasting partnerships in a market that keeps changing the rules. Matthew brings a rich background to the table: Navy veteran, Notre Dame MBA, 12 years at Ricoh Global Services, and now seven years at DLL, where he has repeatedly been called in to stabilize struggling teams, develop his own replacement, and move on to the next challenge. The conversation covers DLL's unique position as one of the few finance companies that can handle both enterprise-scale deals and small business flow business with equal strength, how quantum computing and PQC are moving faster than most people realize, and why robotics may be the next wave that reshapes expectations across every industry. Matthew also shares an honest read on 2026: a good year in a strange environment, with pent-up demand sitting just beneath the surface. His message to the industry is simple and worth repeating: stay close to your customer. They will tell you everything you need to know. Timestamps 00:00:00 Welcome Matthew Keown and Personal Background 00:03:07 Joining DLL and Career Journey 00:08:39 DLL’s Role and Technology Trends 00:14:32 Market Conditions and Emerging Robotics 00:21:26 DLL Culture and Professional Pride 00:28:49 Industry Advice and Frank Sinatra Guest Links: DLL: https://www.dllgroup.com/en ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/TheStramaglioShow Instagram: https://www.instagram.com/thestramaglioshow/ LinkedIn: https://www.linkedin.com/company/the-stramaglio-show/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes Gary Shergill, CEO of Avanue and founder of Avanico, for a conversation about ERP technology, AI, and what it means to build something from the ground up with no sales team and a whole lot of trust. Gary traces his journey from a cubicle in Chicago checking other people's code to becoming one of only two remaining SAP Business One consultants who have been with the product since its US inception in 2004. From that foundation, the company grew organically to 150 consultants operating in 27 countries, entirely through word of mouth and a delivery-first culture. The conversation covers Gary's acquisition of the Forza platform, which Mike founded through MWA Intelligence, and its rebirth as Avanue. Gary shares his take on ERP transition fears, why AI needs actual intelligence behind it and not just hype, and why the next generation of employees will simply not tolerate outdated technology. His message to the industry is direct: stop complaining about your current platform and start asking who can take you forward. Timestamps 00:00 Introducing Gary Shergill and Forza 04:12 The Evolution of Avanico and Avanue 10:10 Navigating ERP Implementation Challenges 14:13 Pride, Frustration, and Industry Noise 20:55 Leveraging Technology and AI for Growth 30:26 The Future of Dealer Networks 37:21 Final Thoughts and Lasting Advice ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/TheStramaglioShow Instagram: https://www.instagram.com/thestramaglioshow/ LinkedIn: https://www.linkedin.com/company/the-stramaglio-show/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes back Mike Marusic, President & CEO of Sharp Business USA, for his first return visit since their conversation three years ago. A lot has changed! The conversation covers the Konica Minolta and Marco partnership and what it means for the dealer community, Sharp's unique advantage through its Foxconn relationship, and why Sharp's pipeline heading into the second half of the year is bigger than all of 2025 combined. Marusic also shares two pieces of career advice every young person in the industry should hear: learn more from your mistakes than your wins, and always keep a financial safety net so you can make the right call without fear. The episode also touches on Sharp's growing display and laptop business, the next generation of industry leaders, and the difference between responsibility and accountability, which Mike Marusic sees as one of the most important distinctions in business today. Timestamps 00:00:00 Addressing Industry Challenges and Dealer Relationships 00:04:03 Industry Consolidation and Supporting Dealers 00:08:44 Leveraging AI and Foxconn Advantages 00:13:12 Strategy for Growth and Product Diversification 00:19:15 Empowering Future Generations in Business 00:24:31 International Collaboration and Cultural Integration 00:29:22 Career Lessons and Advice for Success 00:36:07 Commitment to Stability and Future Outlook Guest Links: Sharp Business USA: https://business.sharpusa.com/ ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/TheStramaglioShow Instagram: https://www.instagram.com/thestramaglioshow/ LinkedIn: https://www.linkedin.com/company/the-stramaglio-show/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this special edition of The Stramaglio Show, Mike welcomes a first for the show: a conversation conducted entirely in Japanese. Hosted by Hiro Ueda, Partner and COO of Stramaglio Consulting and Mike's longtime business partner, this Domo Edition features Tony Yoshimura, Associate Vice President of Business Planning at Sharp Business USA, in a conversation that is as personal as it is insightful. English subtitles are included. Tony traces a career path that began with an accidental assignment to Sharp's copier division in Japan, a division he had actively tried to avoid, and eventually led to a 20-year life in the United States. He shares the story of how a series of unlikely circumstances kept extending his stay until the decision to remain permanently came naturally. The conversation covers the cultural differences between Japan and the United States, the evolving role of AI in business planning, and Sharp's broader strategic direction, including AI servers, autonomous mobile robots, and the company's deep commitment to quality. Tony also shares a tennis lesson from junior high school that stuck with him for life: keep the ball in play, avoid mistakes, and let the other side beat themselves. A genuinely warm and wide-ranging conversation with one of the industry's most thoughtful behind-the-scenes leaders.   ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/Nextweekslifepodcast Instagram: https://www.instagram.com/nextweekslifepodcast/ LinkedIn: https://www.linkedin.com/company/next-week’s-life-podcast/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes Paul Hanna, founder and CEO of Blue Technologies, and Lauren Hanna, his daughter and a 15-year veteran of the company, for a candid conversation about building a business, bridging generations, and what it really takes to work with family. Paul traces Blue Technologies back to its first day in 1995. Thirty years later, the business is still growing, still single-line with Konica Minolta, and now navigating one of the most exciting and challenging chapters in its history. Lauren brings a perspective that is equal parts analytical and human. She talks about learning to communicate new ideas without putting her dad on defense, leaning on the team around her, and why she still loves an industry that never gives her the same day twice. Together, they cover AI adoption, vendor relationships, the value of peer groups like CDA, and why the next generation is here to help solve what comes next. Timestamps 00:00:00 Blue Technologies History and Origins 00:03:45 Lauren’s Path into the Business 00:07:15 Navigating Working Relationships 00:13:48 Industry Outlook and Mentorship 00:21:12 The Impact of Peer Groups 00:26:03 Leveraging AI in Business 00:31:25 Vendor Partnerships and Final Reflections Guest Links Blue Technologies: https://btohio.com/ ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/Nextweekslifepodcast Instagram: https://www.instagram.com/nextweekslifepodcast/ LinkedIn: https://www.linkedin.com/company/next-week’s-life-podcast/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes Brian Wyatt, CEO of Marco Technologies, and Trevor Akervik, President of the Print Division at Marco, for a conversation about bold strategy, industry disruption, and what it looks like when a company decides to think bigger. Brian brings 25 years of technology services experience and a fresh set of eyes to an industry he joined just seven months ago. Trevor brings 26 years inside Marco, having helped build its MSP practice from scratch before turning his attention to reimagining the print division post-COVID. Together, they make for a compelling leadership combination. The conversation covers Marco's new national logistics and service platform, built on the back of winning Fortune 5 customers and now being extended to dealers across the country. Trevor addresses the skepticism head-on: Marco has been serving dealers through interterritorial agreements for 30 years, and this is an evolution of that, not a threat to it. Brian and Trevor also share their recent trip to Japan, their thoughts on private equity as a long-term partner, and why they believe the dealer community has more road ahead than the noise of the day might suggest. Timestamps: 00:00 Introducing Brian Wyatt & Trevor Akervik 02:42 Brian Wyatt’s Journey to Marco 06:19 Trevor Akervik's History with Marco 10:04 Surprise and Culture at Marco 12:32 Marco’s National Expansion Strategy 17:49 Addressing Industry Skepticism 23:18 Visiting OEMs in Japan 26:56 Private Equity and Marco’s Future 30:29 Message to Dealers and Young People 34:52 Favorite Sinatra Song & Final Thoughts Guest Links: Website: https://www.marconet.com/ ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/Nextweekslifepodcast Instagram: https://www.instagram.com/nextweekslifepodcast/ LinkedIn: https://www.linkedin.com/company/next-week’s-life-podcast/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow

On this episode of The Stramaglio Show, Mike welcomes Chris Johnson, Senior Director of Sales for the Central Region at Sharp Electronics Corporation, for a conversation about military service, veteran hiring, and what the imaging industry gains when it opens its doors to those who have served. Chris spent 22 years in the Army Reserve, including a year in Afghanistan with the 173rd Airborne Division and a year in Iraq during the drawdown, working in psychological operations. He brought that same instinct for listening, building trust, and influencing outcomes into a 25-year career in the imaging channel. At Sharp, Chris helped build the company's military employee resource group from the ground up, rewriting job descriptions, translating military resumes, and creating pathways that make Sharp a genuine destination for veteran talent. His message to the industry is straightforward: veterans bring discipline, leadership, and adaptability that no classroom can replicate, and the channel needs them. The episode also touches on Sharp's dealer culture, the company's focus on being the hardware platform information moves on, and why lean and mean can be a competitive advantage when you actually live it. Timestamps: 00:00 Welcome Chris Johnson & Career Start 03:02 Sharp’s Culture and Veteran Initiative 05:23 Bridging the Veteran Employment Gap 09:43 Veteran Recruitment & Support Strategies 15:06 Military Experience & Civilian Application 22:45 Family Impact & Leadership Lessons 29:41 Veterans: Future of the Industry 32:22 Sharp’s Culture and Vision 36:50 Sinatra, Gratitude, & Veteran Support   Guest Links: Chris's Email - [email protected] Sharp Military Employee Resource Group Enterprise (MERGE) - [email protected] ----------------------------------------------------------------------------------------------------------------------------------- Show Links Learn more about Stramaglio Consulting: https://stramaglioconsulting.com/ Facebook: https://www.facebook.com/Nextweekslifepodcast Instagram: https://www.instagram.com/nextweekslifepodcast/ LinkedIn: https://www.linkedin.com/company/next-week’s-life-podcast/ Youtube: https://www.youtube.com/channel/UCEMWp0DB0L9yrKSQhhNniow