That leaves the business primarily to the superstores, which is causing some independents to take a second look. Harry Otto, director and general manager of Samsung's Office Automation Division, makes a strong case for dealers offering a line of low-end machines. Few require any service, and if they do, the customer ships the unit to a service center. And there's always help available by accessing the manufacturer's toll-free number. Otto also points out that many companies are now purchasing equipment specifically for their telecommuting employees.
Most manufacturers offer advertising support and demonstration units.
SOHO customers are buying better-quality furniture than they were several years ago. For example, a customer needs an office chair. Customers thank us for suggesting better-quality items. Many individuals planning a home office are avoiding furniture that looks like office furniture. They want something that fits with their home decor.