MFP Copier Blog

Dang, there's a ton of content here!  Check out the blog series for 31 Ways to Close More Copier Sales #25 of 31, there are 31 in total and I'm trying to get them all in a collection for us. 

Enjoy these threads from 5 years ago this week!

This Week in the Copier/Office Equipment Industry 10 Years Ago 4thWeek of January 2004

In the next day or so I'll be blogging about the new Ricoh IMC MFP series. There's a lot of new stuff and I'm chomping at the bit to get my hands on one.

Enjoy these threads from 15 years ago this week!

Peerless Systems Announces Everest Family of MFP Controllers; New Controllers Based on Sierra Techno

It's been a hectic week for me.  Had to spend a couple days in PA for meetings, coupled with the end of the month.  January was nothing but a bummer. That's what happens when you cram everything in for the end of the year.  One item I was happy with was my commission check.  Back to rebuilding the pipeline.

Enjoy these threads from ten years ago this week.

Weekend Copier Notes from 1/25/09

Those in the technology industry face many challenges caused by innovation, new competitors, and changing buyer habits. Regardless of your core function in the technology deliverable whether you are a manufacturer, software provider, lessor or a reseller who delivers equipment and its services to the end-users, no one can assume yesterday’s circumstances will remain relevant tomorrow. 

Today all leasing companies in the channel are delivery models based on a monthly payment where hardware is financed, and monthly service cost is added to the payment. Service pass through in leasing is not new, it’s not innovative all leasing companies in all channels provide this service by many different names. Leasing or finance arrangements are critical to the deliverable of hardware, software, and their services and I believe it’s time someone challenged the status quo of Leasing. Leasing companies delivering like it’s still 1980 is fast becoming obsolete and frankly too costly for resellers.

Soon leasing will include consumption models or pure usage models. The Data available today is changing the finance world, and some progressive financial institutions and those technology companies with deep cash reserves are poised to shake up the status quo in leasing, and many of us would agree it’s about time.   

The smaller leasing companies who have survived in the channel by providing ancillary services allowing them to charge more interest will soon face challenges as resellers concentrate more on reducing their total delivery cost. The current lessors will also meet threats from technology companies with enormous cash reserves who could easily position themselves to challenge the status quo of end-user financing. As an example, Amazon could position themselves to sell the millions of SMB customers an entire technology suite and provide that service on an as a service model. A model which includes the financing to the end-users. Oh, and it might not even be a financing program. It could be the end user is delivered products and services and simply pays monthly.

All resellers currently delivering equipment and services to small companies must figure out a strategy to increase services by diversifying or, be prepared to lose the customer. There are millions of small companies who continue benefiting from the consolidations in technologies, advances in the reliability of those technologies, and the significant benefit of cloud services reducing the needs for onsite hardware. The B2B technology resellers will suffer if that large, portion of the small companies they service leave to the innovator who delivers a better experience. Keep in mind, that better experience could be lower cost, and those who believe you're worth more remember, the customer writes the check. That statement applies to all those in the custody chain of the final deliverable to the end user.

“Many of today’s disruptions are a result of innovators who understand your customer's realities of expectations better than you, and this knowledge allows the innovator to deliver to your ex-customer differently and many times at a lower cost.”   

Amazon will do more business B2B than B2C this year. This fact must serve as the alarm awakening complacency. So, WAKE UP, at the sounding alarm or continue hitting the snooze button and turn your dreams into nightmares.

Resellers must use their imaginations and respond to the threats they imagine. All those in technology who continue saying that will never happen should retire. 

Many manufacturers will partner with delivery systems which will include the as a Service model. Could we one day see an end-user pull to them the technology they need which used to be pushed. Equipment such as MFP’s directly from Amazon then pay a monthly subscription fee which includes everything? That scenario would eliminate the legacy leasing company, would challenge the local service provider, and displace the legacy distribution mechanism. These probabilities will challenge many of the tier one and two leasing companies. Consolidation will not be limited to manufactures, software platforms, or dealers. The pressures of consolidation could cause larger leasing organizations who are providing the money to the smaller tier one and two leasing companies to reevaluate that strategy.

Soon larger financial institutions will go directly to the large conglomerates and offer them the financial resources which will enable these conglomerates to cut out intermediaries as they build their internal leasing divisions. These large dealer conglomerates would be well positioned to borrow at prime rate and then lease out hardware themselves generating tremendous cash, cash which is currently going to leasing companies. With declining hardware revenue along with its margins, these large V.C. backed dealers or the large self -funded dealers would prosper well taking the finance interest instead of giving it to leasing companies.

In most every financed agreement the borrower pays interest based on risk or credit. In the office products leasing industry nearly every end user pays the same rate, and the buyer is either approved or denied. Next time you have an A credit customer tell your leasing partner you want a better rate. Currently, we all know the answer to that question. This fact is what will attract these large conglomerates and large dealers to borrow at prime and keep the difference which is in-fact substantial.

It does not seem logical to believe that with the consolidation of resellers, manufactures, and service providers that leasing companies will not be affected. Two thousand nineteen will see more and more mergers in the Imaging Channel and the IT Services channel. It will be interesting to see how the mega technology organizations implement their, as a service model. These larger organizations will not see any value in paying higher rates to legacy leasing companies who were built thirty years ago to provide additional services to their mostly small in size reseller partners. In all reality, today’s mega dealers do not need leasing partners teaching them how to sell and today’s smaller dealer will increasingly have to look for the cheapest money available to remain competitive. 

Today’s leasing organizations, will not be able to operate in the same manner as they did three decades ago. The question the leasing companies should answer is this. Today what is the reason their reseller customers engage them? Did we all answer the same? To facilitate monies to their end-users which affords those end-users the ability to acquire hardware through a finance program. That provides end users the ability to benefit from equipment without significant cash outlays. That is the deliverable of leasing companies; anything else they may do drives the cost up of that core deliverable, unless they charge separately for those added services and profit enough from those charges.  

Who in fact will survive in the leasing sector, and more importantly who will enter the space as an alternative competitor? I imagine new ways to finance and innovative platforms will challenge the current circumstances of leasing. In most disruptions, the old way can’t get out of their way. This fact is what fuels innovators.

Thirty years ago, the value of leasing was based on customer service, and frankly so were banks. But over those thirty years the value props changed, and today the value and expectations by those needing financing services are - speed, convenience, and low interest. There is no one reading this that would pay additional interest on an auto loan based on some added value from the financial institution to the car dealer, the same for a mortgage.

Let’s all be honest, all leasing companies regarding their core product of financing the resellers end user's equipment is all the same. So, as margins on hardware and service continue contracting resellers will not pay more for money regardless of today’s relationship. Everyone reading this have traded their banking relationships for lower rates. Otherwise, Quicken Loans would not be the largest mortgage company in the world, and the banking brink and mortar teller model would not be collapsing.

Now we must all admit that financing a house is a hell of a lot more complicated than financing a copier, or some technology. Quicken Loans decided their better experience had a lot to do with having great rates along with their speed and convince. Quicken Loans will more than likely not distract themselves by building real estate training schools as an example. Quicken Loans does not fool themselves into believing customers wanted to continue having a great person to person relationships with bankers, and their borrowers could care less about getting a free toaster. Quicken Loans decided to cut overhead cost and give customers an experience and rates they appreciated, and many, many, many, customers - appreciated it. So, many bankers lost some great relationships to a better experience. As I write this, I think, maybe I should reach out to Quicken Loans and discuss the B2B leasing space.  

Leasing companies must change their deliverable just like the resellers and manufactures they service - have had to do consistently. New finance options coming from new providers, or re-invented legacy players will challenge the stubbornness of those who believe today’s competitors are the same as yesterday and play by the same rules as yesterday. New competitors couldn't care less about yesterday.

Leasing laws are changing and as the changes take hold so, will new approaches to financing. Resellers will look for the cheapest fees, the lowest rates, and will not substitute their profit margins for the benefits of financing partners. Leasing companies the dealers and manufacturers they serve will all have to drive down their cost to deliver. Remember, the cost of borrowing money is rising while the end user's cost of hardware and service continues declining.

Resellers must ensure their end-users pay them more for their added value, and there simply is not enough revenue and profits to allow all the components of the technology deliverable to maximize their revenues from the resellers based on some unrealistic or unneeded added value. All the ingredients are commodities it’s the service form the reseller to the end-user where the higher margins live, and consolidation will force resellers to control their delivery cost. The reseller’s end-users will pressure their providers to compete with alternative choices, choices born of innovation and technology advancements.

The leasing component of technology sales is not exempt from being challenged and disrupted like all other components. Who will be the disrupted and who will be the disruptor time will tell, and the clock is ticking. There are many financing organizations some progressive inside the industry and some currently unfamiliar who live on its borders. Financing and leasing services are critical to my vision for the TEASRA’s Reseller community.

In Closing

My friends, there’s excitement in discovering what could be possible, as what should be possible, puts the pressure on what was once considered the only way possible. 

Status Quo is the Killer of all that will be invented.

Wide Format Technology Update -The New Canon TM Series Wide Format Technical Series

Having just completed one of our most successful quarters ever, I can confidently say that one of the main reasons for our sales success in Q4 was the new Canon TM Series printers and MFP systems.  This series was introduced by Canon to replace the very successful 78x series which had anchored the Canon iPF wide format line for the last number of years.  The 78x series was overdue to be replaced and the resellers were anxiously waiting for the TM units to be introduced.  Our sales success in Q4 was not surprising, as the resellers had finally reduced their inventory of 78x series, the TM units were available in good supply and Canon provided an excellent series of product promotions aimed at the reseller channel. 

With the sales foundation fully in place, lets take a closer look under the hood of the TM Series model offerings and feature set.  There are three models available ranging from a single 24” model and two 36” models; all single roll units.  The two 36” units (TM 300 and TM 305) are differentiated by upgraded stacking capability and direct USB support on the TM 305. Canon engineers took the time to focus on blending the finest of features from the newly developed PRO and TX Series printers and MFP units in their design of the TM Series.  For instance, the TM series shares these important features between the PRO and TX:

1. Upgraded frame design – a sturdy frame allows dots to be placed more accurately.
2. The amazing Canon PF-06 print head with over 15,000 nozzles that generates a 5 picolitre dot.
3. Pigment based Canon Lucia ink.
4. Direct USB support (on TM 305).
5. Enhanced security features.
6. Tremendously simple media loading.
7. Canon Software Suite: Canon has invested in the simplification of printing.

A new feature in the TM Series that I believe will make a major difference in a competitive sense is the inclusion of noise cancelling technology which makes the TM Series 60% quieter than previous models.  During our first product demonstration, I didn’t realize the TM was printing it was so incredibly quiet.  This will offer the opportunity to place the TM Series directly into workgroups, small offices and trailers without offending the staff. 

The TM has been worth the wait and completes the major upgrade of the entire Canon wide format product line within a 2-year period.  It is very clear to see the vision that Canon has provided to the market with these three strong product lines. 

The increased image quality, high reliability, small footprint, ease of use, low cost of operation and the most amazing software utilities (included free of charge) redefine what is possible for a large format printer.  Whether the application is mapping GIS, poster printing, graphic arts, fine art reproduction, technical and AEC printing or standard office environments the Canon Wide Format solutions group has a model to fit. 

For more information, contact us directly info@azon.com  

Nothing Brings About Success Like Walking Through The Right Doors

Those close to me, who know the real me, know I have no problem asking for help. Asking for help is not a sign of weakness. It's an opportunity to expand your horizons. I'm simply amazed by the amount of people who simply fail to ask for help.

I've made it my mission to educate, engage and excite all those inside the sales world. Sales leaders and their sales teams must stand up, unite and transform how they go to market in a world full of sales mediocrity (I'm being nice).

I believe every sales rep, every sales manager and every sales leader must be able to articulate a strong value proposition; tailoring to different stakeholders. They must have strong business acumen, strong conversational skills, know how to tell their story and furthermore, know what it means to sell from the heart. They must be able to devote a tremendous amount of effort to understanding the customer, their needs, their wants, their issues and desires; packaging all of this up by focusing on adding value every step of the way.

I spent 27 years inside an extremely 'old school' sales channel, laggard in nature and slow to adopt to modern ways of growing business; the office technology channel. I've directed many pointed blogs and articles right at them, speaking to how they must transform themselves or face the road to irrelevance.

The same message can be directed to every sales channel out there... How well are you innovating? How well are you adapting to what is happening around you? What's standing in your way?

EVOLVE OR FACE THE CONSEQUENCES

In life, **** happens! The spring of 2015, I found myself in a position where life took a massive turn. We all face challenging times in life. We can either let it consume us as we fade into a downward life spiral or we can use it as a launching pad to reinvent, reinvigorate and reignite passion; a passion to challenge ones mindset and skill set to start something new.

I've had the fortunate experience of meeting many amazing people throughout my lifetime. A special thank you to someone near and dear to me, Darrell Amy. Without a doubt, the most genuine, authentic and caring individuals I know. His belief in me and more importantly his ability to push me out of my comfort zone has changed me for the better, and I am forever grateful!

THE LAUNCH OF SOMETHING SPECIAL

Evolve or perish! Two words being thrown at sales reps all over the world. Evolve to me means trying something new, adapting and adopting; constantly being on the look out to improve everything about what you do.

With the heartfelt support of Darrel Amy, we launched to the sales world the Social Sales Academy. We're fully committed to helping B2B sales teams integrate social into their sales process to ignite and fuel sales growth. We want you to get results. We're passionate about doing this the right way, the real way, the authentic way! Straight from the heart!

VALUE AND VISIBILITY

"How do you expect to get noticed in a marketplace when nobody knows you exist?"

In a digitally driven, socially connected and highly networked business world, how do all those in sales get noticed? How do they all rise above all others to stand out?

You have to be willing to put yourself out there. Integrating social is jet fuel to anybody in sales who uses it in conjunction with all forms of outbound prospecting. I threw myself out into the marketplace to get noticed. Combining a strict work ethic, discipline and desire; I leveraged outbound strategies coupled with a commitment to social and shared with the world what I was all about. Everyone soon found out, I do lead with a servant's heart.

I pounded the phone. I drove emails. I spoke at B2B industry events. I wrote articles in industry magazines. I started blogging. I leveraged every single stinking business development tool available to get noticed. I made this a non-negotiable deal to myself.

In the span of three years, I've written well over 180 blogs, published over 50 articles and have spoken at events all over the United States, Canada and Australia.

I've worked with sales leaders and their teams throughout the United States, Australia and Canada. I've infused excitement and proof that social integrated into the sales process does work if done from the heart.

"I like to consider myself the biggest excuse remover out there!"

SELLING FROM THE HEART

September of 2018, Selling From the Heart... How Your Authentic Self Sells You was launched to the world. Within a few short days, I became an International Best Selling Author as my book went number 1 in the United States, Australia and Canada.

Selling From The Heart goes against everything that standard sales training teaches you. So how do you sell in this current environment? From the heart!!! You put the needs of your clients first. You place them up on a silver business platter. You intently listen to their every word, what they need and how you can best fill it. You care about them as people and develop strong relationships with them. You don’t go in for the kill, make the sale and abandon them. You take care of them each step of the way.

I share this as all of you have the capability of making this happen. We've all been giving the same sets of tools to use, it's how we choose to use them. The commitment I made to myself matters the most.

My personal goal and commitment... I want to positively make a difference by helping sales reps become sales professionals.

SELLING FROM THE HEART PODCAST, JEB BLOUNT AND OUTBOUND 2018

During the spring of 2017, the Selling From The Heart Podcast was born. This was another avenue for Darrell Amy and I to get our message out to the sales world. The podcast is all about being real, being authentic and speaking from the heart as we help the sales community all over the world.

The guests that come onto our podcast share our same mission and are advocates of selling from the heart.

It was this podcast that change my world...

Jeb Blount, CEO of Sales Gravy. As the author of Sales EQ, Jeb shared his research about curiosity as a core sales skill on our podcast. Here's where it took a turn... later that same evening I hear my cell phone ringing, looking at it and not recognizing the number I almost didn't answer but I did.

"Hey Larry, it's Jeb... Just wanted to call to say thank you again for having me on the podcast". I'm saying to myself, "Wholly crap!" For the next hour and a half we had a phenomenal conversation. The turning point in the conversation came when Jeb mentions to me that in April of 2018 he along with Mark Hunter, Mike Weinberg and Anthony Iannarinoare putting on the Outbound Conference. Jeb mentions, I've been following what you've been doing, what you've been writing about and I like what you stand for; would you like to share your story, your journey and how you have tied outbound with social strategies to get to where you are and speak at Outbound? Oh my freaking bleep, bleep, bleep, "Hell yeah Jeb I would be honored!" (I'm in the middle under the B)

Let me tell you this ... If you never put yourself out there, how do you plan on getting noticed? How do you plan on attracting new sales opportunities? How do you plan on rising above all others, your competitors? Share the real you and not some facade in hopes this impresses others to help you get noticed. I call these EMPTY SUITS!

The path I chose and carved out for myself has be done my way! The authentic way! The no B.S. way! The human way by staying real and being real by saying things that need to be said.

"People will see, smell and sense B.S. a mile away and social exposes this in two seconds. If you can't be the real you then who are you?

MY STORY, MY WAY, THE WAY I KNOW HOW

I share this with all of you for one reason and one reason only - everyone has the ability to change the course of their own lives. It's believing in yourself, staying true to yourself and not allowing the voices of others take you down.

We all have stories to tell. It's how well we tell those stories. We all have a voice and the message needs to be told our way, your way; your unique way as you help to change the lives of those around you.

I encourage all sales leaders and every sales professional to create a plan. This plan revolves around and encompasses leveraging every single business development tool available to help you get noticed in crowded marketplace. Think of your clients, your future clients, your network, your inner circle and your fellow teammates... How can you help them become better versions of themselves? How can you help them all in doing better business?

I know you have it in you. If a 54 year old guy can continue to reinvent and repackage himself then I trust you can do it. I promise you it will change your life! I'm having the time of my life. I wish the same for you.

OUTBOUND 2019

Outbound is the biggest, baddest conference in the Sales Profession and the only conference focused exclusively on sales prospecting, pipeline, and productivity.

In a few short years, my authentic journey has taken me all over the world. However, being able to speak once again at Outbound 2019 is something I will cherish. My message is being heard loud and clear... when you sell from the heart good things happen.

A special thank you to Jeb, Mark, Anthony and Mike. I have nothing but mad respect and love for you guys.

I hope this inspires you to take action. You owe it yourself, your career and your family!

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market. 

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

Enjoy the threads from 5 years a go this week!

Wow, a Super Bowl thread from back in 2004, talking about the 14 game win streak from the Pats. It was the Pats vs the Eagles. Fly Eagles Fly, no Super Bowl for you this year!

Enjoy the threads from 15 years ago this week!

There's a pretty decent thread below about relationship selling. It's ten years old and yes I found it some place on the web.  Speaks about common ground with the client along with trust. Take the three minutes to read this thread.

Relationship Selling – The Buy and Buy

Enjoy the threads from ten years ago this week!