Desktop scanners are a commodity that IT will buy from CDW. That's a fact. No way around it. I've got a major medical account where I have all the copiers and printers. The customer has at least 400 desktop scanners. Their IT Department buys them on line. The same goes for the half dozen White Boards they have. I did quote them on Ricoh Whiteboards and they thought I was out of my mind because my price was so far out of line with what they'd found on-line. I can't propose these products, deliver, install, train the customer and stand behind it after the sale and be competitive with the internet......especially if the customer has an IT department that is capable of setting up these commodity items on their own.