MFP Copier Blog

Would you agree or disagree with this statement? "You can have the best sales skills in the world, however, if you don't know your product you won't sell a damn thing".

I'm a firm believer in the above, excellent product knowledge has allowed me to be extremely successful selling print devices.  I feel bad for those sales peeps have the cheapest or lowest price along with zero product knowledge. The end result is guy and gals like me will eat them for lunch.

LinkedIn is full of sales guru's touting relationship building, sales gimmicks, being genuine, but none of this works if you don't know your products. I'm not saying they are wrong, but there's no one preaching product knowledge anymore.  Product knowledge about what your device can and can't do, along with interpreting how that will help your client will go a long way in winning an order.

Product Guides

I'll admit, I'm not a big book reader, but every chance I get I'll read the product guides about the devices that I sell.  Back in the eighties there were no product guides. In order to learn more about your copiers or your competitors copiers it was key to read the operators manual .  Reading the operators manual is still a good idea when you're not sure what the brochure means.  Meaning sometimes we read about a feature and interpret it the wrong way.  It happens more often than not because of those crafty marketers.  The operator manual does not lie and walks you through the feature and how it works.

The Appointment

Picture this, a sales person enters the appointment and has excellent rapport with the buyer.  That sales person is genuine, and extremely likable.  The buyer has already gathered much of the information that they required on the web.  The buyer now wants to ask a few questions about the device that they couldn't find answers to.  Those questions at the appointment go unanswered with the reply that I'll have to get back to you. Sales person exits.

Our next salesperson has all of the same characteristics of the first sales person.  When it comes to answering the questions of the buyer, this sales person is able to answer all of the questions along with giving advise about those configurations.  Who do you think is going to win the order?

Tips for Increasing Product Knowledge

• First things first, read the darn brochure of the product you are selling.  If you don't understand something then ask one of your peers or even put a thread here on the Print4Pay Hotel. Some one will help you.
• If you know who your competitor and the brands they are selling, read their brochures and see where there are differences. If you have a question then this site is a great place to post that question.
• Every MFP from every manufacturer sports a product guide.  These guides go in depth about the features of the device and how they can help the end user. Read your product guides.
• Read your competitors product guides, these may be a little tougher to get but they're out there and all you need to do is ask.
• Maybe you have senior rep at your office, maybe someone like me that has too much knowledge and is willing to part with it.  Ask and ye shall receive.
• YouTube Videos, it's all there almost everything you need about your devices and the competition. Excellent resource!

Finding the Time

• Smart phones is probably the best tool I ever had.  Use them to your advantage.
• Do your research at lunch.  Instead of eating with a buddy, go private and take the time to learn.
• You arrived at the appointment early, instead of checking Instagram, Facebook or SnapChat, dial (lol dial) up the web and prepare your self.
• You arrived early at work today, take a few minutes here too.
• There's another place where you can steal a few minutes here and there, but we'll leave that up to your imagination.

Knowing Your Technology

I'll probably get some push back on this, but I would bet dollars to doughnuts that if I asked 10 sales people how a printer makes an image.  Seven out of ten would be lost.  That question might not ever be posed to you, but wouldn't be awesome if it was and you could transfer that knowledge to your client?

Sometimes you don't have to like someone to buy from them.  Yes, you do need to trust them.  Would you trust the more knowledgeable sales person than the less knowledgeable sales person.  Yup, I'm thinking more knowledgeable is going to win.

-=Good Selling=-

One of the last threads in this blog is Sales Tips, that was an ongoing thread ten years ago, I just read a lot of those threads and it's worth the time to pat those threads a visit.

Enjoy the threads from ten years ago this week!

Weekend Copier Notes from 08/17/08

Seems like I may have misplaced a week. Last weeks thread was the first week of August, however I had notes in from the second week. Well, it's time for the third week in August notes from 15 years ago.

Check out the awesome story from Old Glory below or click here Remember the 1035 Scanner/copier story?

High-Speed Copiers:

“Your buyers want to work with salespeople who have empathy for them, who understand their roles and challenges, and who can be prescriptive in helping them."

  Mark Lindwall , Senior Analyst, Forrester Research

Sales enablement, a catch-all phrase with many meanings. What is sales enablement and what purpose does it serve to those in sales?

Sirius Decisions says, “The purpose of sales enablement is to ensure sales teams have the skills, knowledge, behavior, and tools needed to engage buyers in rich conversations.”

Question to all sales leaders...

"Whose responsibility is it to ensure your sales team has the skills, knowledge, behavior and tools need to engage in meaningful conversations?"

One of the biggest buzzwords in sales these days is "sales enablement." While we all appreciate the new platforms and content that our companies provide, the problem becomes if we focus on getting visible without working on increasing our value, we'll get vetted out of the deal.

Visibility before Value = Vetted

Sales enablement is a function within a business carried out by a number of departments to help sales teams become more successful in their selling effort. Sales enablement allows sales reps to have the proper knowledge, tools, processes, and behaviors to maximize their sales opportunity. The biggest goal is to support and assist sales teams to improve sales productivity thus driving an increase in sales revenue.

THE EMPEROR HAS NO CLOTHES

We've heard the phrase, "sales is an activity game" but social has shed a massive spotlight on the sales community. The masses out there are shouting right back at your sales reps,

"Where's the beef?"

Sales enablement helps sales teams to get visible but the real question to ask yourself is when your sales reps get in front of the right person what do they have to say?

It's reminds me of throwing someone out in front of crowd who has stage fright, shining a bright spotlight on them and then watching them freeze.

If your sales reps can't back up personally all of the investment in sales enablement then a few things I guarantee will happen...

• They get vetted
• They lose the deal
• They get beat over the head with the price hammer

WHAT'S THE MISSING PIECE?

The sales profession must come to the business table with value! There's no magic behind this as the missing layer to effective sales enablement is self-enablement.

What can your sales reps do to bring value to your clients and prospects?

Content plays a critical role in sales enablement, however; if your sales team can't effectively drive a business conversation around the content then they're dead in the water.

It boils down to this... Your sales team can do so much better. Your clients deserve the best version of your sales reps not a bunch of sales facades running around in empty suits!

WHERE DO YOU START?

You might be asking yourself, "Where do I start?"

It starts with your sales team knowing more than your clients and prospects know about your company's products, solutions or services.

KNOW MORE THAN YOUR CLIENTS

In order for sales reps to bring value, they MUST know more than the people they are meeting with, their clients and prospects. They must consume the content being provided to them. They must do their due diligence to educate themselves.

Nothing worse than an uneducated sales rep who recites information off the back of a brochure!

Hold your sales team accountable to a weekly cadence dedicated to learning. This means knowing inside and out the company offerings. They must learn their client's environment. They must learn about the trends going on inside their clients industry.

Your sales reps best friend on this learning expedition is Google. Your sales team must become a bullpen full of teachers. Imagine a teacher knowing less than their students. I need not say anymore!

LEARN FROM YOUR CLIENTS

One of your most precious assets is your clients. I encourage you and your sales team to spend quality time with your clients. No, this doesn't mean the dreaded stop by to say hello. I mean dig in deep. Learn something new about their business. Uncover a few key issues going on inside your client base.

Have each and every sales rep do this with their top 5 clients. As this becomes more routine, think of all the learning opportunities they uncover along the way. I guarantee what they uncover will closely mirror that of other potential clients.

One last note, bring your top clients into your office and facilitate a roundtable business discussion. Let me emphasize this is not a sales pitch. This is creating one of the best learning moments with your top clients. Listen and take in all that is said as I bet you and your team digest pearls of educational wisdom.

PUTTING ON THE BUSINESS BOW

The road to self-enablement will set your sales team apart from the sea of unfortunate sameness. It's the value your sales team creates through self-enablement that will become amplified with sales enablement.

Your sales team must get valuable before they get visible so they can become victorious. Unfortunately, many look to get visible before they understand how to get valuable and thus they get VETTED!

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!

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

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.

Earlier today I was posting some news articles on the site and thought I'd play some eighties tune to pass the time.  One of the songs that I haven't heard in some time was "Your Love" which was performed by Outfield.  The lyrics were simple and short, thus I thought I would write a parody based on "Your Love".

Yeah, I know it's screwy, but I actually had some fun with it.  You can click the here to hear that song.  You can ready my lyrics below.  Wish I could sing it for everyone, on second thought naw you really don't want to hear me sing.

"Your Copier"

Just got a new copier today
Let's give it the once over
Put the paper in the feeder and pray
Cause I bought my copier real cheap

I just want to use the copier today
I don't want the copier down today

Looking around I found a screw
Could this mean the copiers in trouble
No screwdriver but have some glue
Staying the night to try and fix it

I just want to use the copier today
I don't want the copier down today

Try to stop my hands from shaking
The screw in my hand is not making sense
Spent four hours with the copier alone
But I can't figure where it goes

I just want to use the copier today
I don't want the copier down today

Remembered the old copier going out the door
Can't recall what the salesperson said
Maybe this screw is not for me
I shouldn't have been so cheap

I just want to use the copier today
I don't want the copier down today

I just want to use the copier today
I don't want the copier down today

I just want to use the copier today
I don't want the copier down today

I just wanna, I just wanna, I just wanna

Use the copier today

-=Good Selling=-

Every year I try to attend at least one BTA event. This year I'll be attending my first ever BTA National Conference in New York City on September 19th through the 20th.  I haven't decided if I'm going to take the SeaStreak ferry from Highlands or have a Uber buddy of mine drive me in on the 19th and pick me up on the 21st. I'm pretty lucky that I think I have the best view of the NYC skyline in all of New Jersey, others might disagree, but I've got one heck of a view.

One of the events that I'm looking forward to is Production & Industrial Print: The Future of Imaging.  The panel will be moderated by Frank Cannata.  I'm looking forward to a robust discussion about the growth of print in Industrial applications.  I'm a huge fan of digital label presses and niche printing devices. I also agree with Frank Cannata that the only true growth in print is with industrial print. It's my belief that print is not declining, however, print is migrating and we need to follow that migration in order to find growth.

Another really cool education session will be Access Japan 2018.  In May of 2018, The Cannata Reports's Frank Cannata, CJ Cannata and Scott Cullen spent ten days visiting with each of Japan's "BIG SIX".  Talk tracks will be centered on what dealers can expect in the coming years and the panel will share and provide insight into each of the manufacturers strategies over the next few years.  

I've written about this before, but if you're a junky for knowledge in the Imaging Industry then this is the event you don't want to miss.  The BTA National Conference gives us the opportunity increase our knowledge, converse with our peers, make new connections, and visit the vendors that support BTA. You never know what opportunity may come your way tomorrow.  Increasing your knowledge of products and services can go along way in increasing your bottom line.

Yankees vs Red Sox

Have you ever gone to a  Yankees vs Red Sox game?  If not, now's your chance because Thursday night will see the Yankees and the Red Sox in action in the Bronx.  With the way the pennant race is going it should be a wild game. I'm not a fan of either team, but I am a fan of baseball.  Thus as soon as I'm done writing this blog I'm going to do some ticket searching. I just realized that the BTA dinner cruise is Thursday night.  Thus, I won't be going to the Yankee game and nor should anyone else. The dinner cruise will be spectacular!

Here's a list of the educational sessions:

• Be Afraid ... Be Very Afraid: Hot Topics Within Labor & Employment Law
• From Technology Startup to the Path of Acquisition: Lessons Learned
• Add Six to Seven Figures to Your Top Line
• Being a Data-Driven Dealership: Data Marketing to Drive Strategic Revenue Growth
• Operationalizing Benchmarking to Drive Profit Growth
• The Growing Importance of Cybersecurity
• The New Tax Law & Practical Implications for You & Your Business

If you're in the Northeast or any place that's maybe a two hour jet, I highly recommend registered for the event. How often do you get the visit the most dynamic city in the world and take in what New York City has to offer at night. It's summer time, and the Big Apple is an awesome summer city.

Thursday night will feature a dinner cruise around Manhattan in a glass-top boat, the Bateaux. Take it from one who knows, the Big Apple is spectacular when cruising the waterways. Whether you're on the East or West side you'll be amazed by how wonderful the City looks at night.

To find out more or to register go here. I'll be looking forward to see all my friends and looking for new friends!

-=Good Selling=-

I'm not sure what the title of this blog will be at this time, and as I get deeper into the story I may come up with it as I write.

About eight months ago I received a lead from my service department about and old Ricoh 1035 that was still in the field. We didn't sell the device new, but somehow ended up as the service provider for a small law firm. No maintenance/supply agreement, just service and bill as needed.

For six months I got not where with phone calls, was never able to get to speak to the DM and was told we'll call you when we're ready. 

Two months ago I decided to pay them a visit while out knocking on doors.  The woman in the office was very friendly, showed me the existing Aficio 1035 and stated that they were just about ready to get rid of that old copier. She asked me to prepare some numbers and she would talk with the DM and schedule a sit down for all of us to review the proposal. 

After asking many questions, and noticing that the Aficio 1035 was not connected to the network, nor did they have a need for 11x17 or stapling,  I thought the best product for them would be the Ricoh MP 501SP with two paper trays, OCR, and Ricoh legal ICE.  I figured competition would come in with A3 devices and try to match the speed. It was a good plan, which also included pricing the system at MSRP.

After many follow up calls, the meeting never happened and I shelved the opportunity for another month out.  About 3 weeks ago I call had a call from that office from an intern.  That intern was tasked with gathering information for the acquisition of the new copier.  We had a few calls by cell and then many text messages in reference to the options. all the while I held my price on the MP 501SP.  We then went silent for about two weeks.

Our intern called and wanted to know why my price was so high? I asked "compared to what", that's when I was informed that he was also pricing the same unit from Amazon. I gave the intern all of the value points and still didn't drop in price, except that I eliminated the OCR and the Ricoh ICE because he believed it was not needed. Okay, so I thought I'm not playing this game any more, I called him back the next day and reduced the price by a few bucks just so I could get this off my plate.

A FEW DAYS LATER, the intern called and left me a message thanking me for the quote and they were going in another direction. I was happy!  I could move on to bigger and better things.

A few days ago I received an email from the same intern.  Seems like they can't get the MP 501SP from Amazon for 30 days or so, and was asked if my price was still the same.  Okay, it's back in my lap,  it's an A4 and it was deleted from my opportunities for the month. This should be quick and easy. I responded with a yes as long as we can wrap it up this week. A few days of silence and I had a call from the women (intern went back to college) I meet many months ago.  They would like to move forward, however they already received the MP 501SP paper tray via Amazon. Could I take that off the price (she also provided with me a part number, how nice). I looked up the part number on google and and saw what they paid. I responded and told her I could take the paper tray, but would only lower the price by $200, they paid $276. She was fine with that. I delivered the paperwork for the purchase, they signed and sent it back. Done!

I'm in the office early Friday and along comes an email from the DM asked me to remove the stand from the quote because they had ordered the cabinet from another supplier.  He stated that they paid $187 for the cabinet and wanted me to reduce that price.  I was like no way am I taking off that much. After a little research I realized they bought the wrong stand, they needed the smaller stand for two paper trays. I told that to the DM and also stated that if he wants me to remove the stand I can take out eighty more dollars.

That worked I got the revised paperwork, copy of the check.  Done again!

What's the moral of the story here? Maybe don't buy from Amazon, or don't let a millennial take charge of buying stuff?  After all of this,  the intern used the internet for all of the pricing. Bought the MP 501SP from one supplier, the paper tray from another and the cabinet from yet another supplier.  My God is this what the future holds for this generation? I thought out loud in the office and exclaimed the intern was more like a silent horse trader. Just searching for the best possible price an oblivious to the value that is provided by a dealer.

Thus, there you have it, if a client tells you they are buying from Amazon, you should make them aware of the wait or just let them buy from Amazon.  Oh, one more thing, at one point the intern had asked me if he bought from Amazon would we provide service for the MP 501SP.  I flat out told him NO.

-=Good Selling=-

Where on the web can you take a walk back down Memory Lane for the Copier Industry? 

We're proud that we have data going back 15 years for press releases, documents, pricing, leads, and our most valued data is the threads from our members over the years.  It's those conversations about pricing, solutions, issues or just needed some help to close a deal that makes the Print4Pay a special place for our members!

Enjoy these threads from 15 years ago this week!

Buyers Laboratory Presents Ricoh

There's an interesting thread below titled A4 Device Poll.  It's a short thread and I disable the poll site years ago. However, from reading the thread it was about ten years ago that A4 devices were starting to talk hold. What I can't believe is that the major A3 manufacturers have continued to lower prices on the A3 boxes and move very slowly with offering full functionality for A4 devices. It's been ten years!

Enjoy the threads from ten years ago this week.

Topic

Weekend Copier Notes from 08/10/08

In the last few weeks, I've had many inquires about the KM 1Rate program.  That's the program that give clients unlimited clicks for a monthly fee. Yes, I stated unlimited clicks.

With the help of P4P Hotel members I've been able to understand the terms and conditions of the program.  Once you understand those you can put together a strategy to point out the good, the bad and the ugly.

In the webinar we'll focus on those terms and conditions and the offer up a strategy to sell against it.

Tentative date for this webinar is scheduled on or around the 7th of September.  Cost is zero for P4P Hotel Premium/VIP members and $19.95 per person for non Premium/VIP or non members of the Print4Pay Hotel.

If you're interested please send me an email and I'll get you on the list. We're looking for fifty or so for the first one. apost@P4photel.com

-=Good Selling=-

Yes, Since Summer is winding down, I thought I'd get back in the groove with the glossary of terms for Color Label Presses.

It was a few months ago when I went cold calling in South Jersey.  I was on the lookout for copiers but also wanted to keep my eyes open for companies that could benefit from a label press or a corrugated press. If you're not familiar with a corrugated press that device will allow a user print graphics for use on card board boxes.

I was able to find three companies that could be deemed as a suspects. Although not a suspect for me at this point in time.

The largest potential came from a franchise operation. One of the items I noticed was cardboard boxes that were covered with ink with the companies branding.  Yes, it was time to ask some questions about those boxes. I found out that this particular location went through and average of 5 boxes per week.  Next question was "how many locations are there?" I was floored with when I heard almost 1,500 locations.  Taking the average of 5 boxes per week and then multiplying by the locations meant that they could be using 30,000 boxes a month.  Annual would be around 360,000 boxes.  That my friends is one hell of a suspect and a follow up is in order.

Ink is all around us, while pages are reducing in the office, ink usage for branding is on fire.  Next time you're at you're favorite gas convenience store, stop and take a look at the opportunities, you'll be floored!

Label Press University

At the top of each blog you'll see .  Clicking that link which is at the top of each blog will then bring you the collection of blogs for Color Label Press University.  It's pretty neat, you'll see all of the blogs that we've posted for an easier read and simple way to toggle from blog to blog.

Color Label Presses can be used as seeding devices in larger Print4Pay opportunities, or help that dealer or rep get a conversation going with an account where they have never had any traction with MFP's or IT services.  In addition, the competition is ripe for takeover.   Let us not forget about the GP!

The market for full color digital labels in huge and the potential to make some serious commissions is enormous.  BTW, isn't that why we're in this crazy business? 

Face-Cut Label:   Any pressure sensitive label where the face material is cut to the liner.
Face Material:  Any paper, film, fabric, laminate or foil material suitable for converting into pressure sensitive label stock. In the finished
construction this web is bonded to the adhesive layer and becomes the functional part of the construction.
Face Slit:   A slit in the face material of a pressure sensitive produce to facilitate removal from the backing.
Face Stock:  See face material.
Fadeometer:   Instrument used to measure the fade resistant properties of inks and other pigmented coatings.
Fading:   A gradual decrease in brilliance of color. The term is often applied to the change in color produced by exposure to light.
Fan Fold:   See continuous labels.
Fatigue:   A condition of stress created by repeated flexing or impact force upon the adhesive-adhered interface.
Feathering:   A defect which is characterized by ragged, coarse edges, or undersirable irregular edges around a print.
Feed Slots:  Round or rectangular holes or slits put in pressure sensitive label stock to maintain the register of pressure sensitive labels
while they are being printed or imprinted.
Festoon:  Material take-up system usually used with a butt splicer in order to continue feeding a press while the splice is being made
on stationary material.
Fill-In:   Generally used to refer to the open portions of small type and half-tones filled by ink.
Filling-In:   Refers to the filling-in of small reverse areas or copy of a printed design.
Film:   A transparent material used for face stock for pressure sensitive labels. Often used in applications requiring maximum
durability.
Film Master:   A photographic film representation of a specific symbol from which a printing plate is produced.
Film Positive:   A positive contact print on a film base material.
Films:   Face and liner material manufactured from synthetic high molecular weight polymers.
FINAT:   European organization of label printers similar to TLMI.
Fineness of Grind:  The degree of grinding or dispersion of a pigment in a printing ink or vehicle. Extent to which particle size has been reduced
to its ultimate by grinding technique.
Fineness of Grind Gauge:  Instrument consisting of a flat block with two calibrated gradient slots from 0 to 0.001 inch on which ink is drawn down with a steel blade. Undispersed pigment or other particles in ink show streaks starting at their particle size.
Finish:  The surface property of a material determined by its texture and gloss. Also an important physical property of paper. It describes surface contour and characteristics measurable by smoothness, gloss, absorbability and print quality. Finish of paper can be aesthetic or functional.
Finishing:   Usually refers to the last thing done prior to shipping, I.e. rewinding, packing, etc.
Fish Eyes:   Round or eye-shaped deformations in a coating (adhesive, release, protective, etc.); craters.
Flag:  A marker, usually strips of colored paper or board, inserted in rolls of pressure sensitive materials and extending from an edge to designate a deviation from standard, such as a splice, defect or specification change. A warning to the operator handling the material during the next operation in the converting process, usually indicating an area that is to be inspected closely.
Flagging:  Usually refer to the 'lifting' of a pressure sensitive label from the surface to which it has been applied. This condition most often occurs when the label has been applied around a curved surface.
Flame-Resistant Paper:  A paper which has been treated with chemicals which enables it to resist flame. While not actually fireproof, it will not support combustion, will char but not carry a flame.
Flammable:   Capable of being ignited.
Flash Point:   The temperature at which a flammable liquid will flash when ignited by small flame passed over the surface.
Flat Pack:   A continuous web folded at a cross perforation at regular intervals. 
Flex:  Another term for deflection of rolls or cylinders in press. Also, bending qualities or characteristics, of any material, including printing substrates.
Flexibility: A property of face materials, measured under specified conditions, that indicates how readily they will conform to curved surfaces.
Flexible Printed Circuit:  A printed circuit or conductive pattern, on or between insulating layers, which remains flexible after processing.
Flexible Die:  See magnetic die.
Flexing:  Condition that can occur on a die when the die circumference is less than the width of the cross-blades. Causes the center of the cross-blades to fail to cut properly and consistently.
Flexlight:   Union Carbide's trademark for photopolymer plate material.
Flexographic Printing:  Formerly called aniline printing. A method of rotary printing that employs flexible, raised relief image plates and rapid-drying
inks.
Flexography:   Relief printing process using a simple inking system and fluid inks.

-=Good Selling=-