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Memoirs of a Copier Sales Person
First Half of 2024 Draws to a Close
I have a love-hate relationship with summer. I yearn for the longest day of sunlight each year, and when the summer solstice finally arrives, I realize that from here on, the days of sunlight will get shorter and shorter.
Thus, it's kind of like getting to the end of the sales quarter; all of the hard work, hope, and winning will come to an end.
I'll end my first half of the year on Monday the 24th. The first quarter of this year went well, with a decent finish at 133% of quota. The start of the second quarter was not so good, with a mere $4.7K in revenue for April. All it takes is one bad month to turn into one bad quarter. I had a bounce back in May with $60K in revenue, but still needed a BIG number for June.
June started well with a large order early in the month. By the second week of the month, $65K of my Q2 pipeline moved to the last quarter of this year. That, my friends, was a hard pill to swallow, especially when I needed to put up strong numbers in June. It would have been easy to give in to "oh well, looks like a bad month." However, I don't give up easily and keep pushing forward.
June is not finished yet, and I'm sitting somewhere in the $89K range. With two days left, which means there's still 10% of the month and quarter left, I have the opportunity to add another $40K or so if all goes well.
I've been around long enough to know that the $40K that's still out there is a 50/50 shot to close all four of the opportunities. I'm also aware that there's a good chance that none of them will close in the two remaining days.
I've learned throughout the years that as long as you work hard, a.k.a. put the effort in, you never know what tomorrow will bring you.
Tomorrow is still in question, however I'll be making the effort to make things happen!
-=Good Selling=-
Hackers Targeting Edge Devices: A Growing Cybersecurity Concern
Hackers Targeting Edge Devices: A Growing Cybersecurity Concern
In a recent study published by Security Week magazine, researchers have uncovered a troubling trend: hackers are increasingly setting their sights on network endpoints and edge devices, such as printers and multifunction peripherals (MFPs). These devices, once considered low-risk, are now prime targets for cybercriminals. Here’s why.
Why Hackers Are Interested in Edge Devices
1. Ubiquitous Internet Connectivity Edge devices are almost always connected to the internet. This constant connection makes them easily accessible to hackers looking for entry points into a network.
2. Stealth and Persistence Once compromised, these devices provide hackers with a stealthy foothold. They are rarely shut off, ensuring continuous access and reducing the risk of detection.
3. Lack of Activity Logging Many edge devices do not have robust activity logging capabilities. This means suspicious activities often go unnoticed by IT departments, allowing hackers to operate undetected for extended periods.
4. Evasion of Security Solutions Traditional Security Information and Event Management (SIEM) solutions frequently overlook these devices. This oversight provides a significant blind spot in network security, which hackers are eager to exploit.
5. Absence of Remote Security Monitoring Unlike servers and critical infrastructure, edge devices typically lack remote security monitoring. This absence means potential breaches can go unnoticed, giving hackers free rein.
6. Inadequate Security Features Edge devices often come with minimal security features. This lack of protection makes them easy targets for attackers who are skilled at exploiting vulnerabilities.
7. Older MFPs and Printers should not be on the network due to significant security vulnerabilities and performance issues. These outdated devices often lack the latest firmware updates and security patches, making them susceptible to cyber attacks and data breaches. Additionally, older MFPs may not support modern encryption standards, leaving sensitive information exposed.
The Implications for Businesses
The increased targeting of edge devices by hackers poses a serious threat to business security. Companies must reassess their cybersecurity strategies to include these often-overlooked devices. Implementing better security practices, ensuring regular updates, and incorporating these endpoints into existing monitoring frameworks are essential steps in mitigating this risk.
Hackers continue to adapt and find new vulnerabilities, businesses must stay vigilant. Protecting edge devices is no longer optional; it’s a critical component of a comprehensive cybersecurity strategy.
What Can You do?
Replacing old MFPs with updated models ensures better security, reliability, and compatibility with current technologies.
-=Good Selling=-
Must-Watch Sales Movies for Inspiration and Entertainment
Must-Watch Sales Movies for Inspiration and Entertainment
If you're in sales, you know how important motivation and strategy are. Movies can be a great source of both. Whether it's the cutthroat world of high-stakes deals or the humorous mishaps of a bumbling salesman, there's something to learn and enjoy. Here's a list of some top sales movies to check out:
1. TIN MEN This classic film dives into the competitive and often unscrupulous world of aluminum siding salesmen in the 1960s. Filled with humor and drama, it's a great pick for a weekend movie night.
2. Glenngarry Glen Ross A quintessential sales movie, it portrays the harsh realities of a real estate office where only the top salesmen get the best leads. The iconic "Coffee is for Closers" scene alone makes it a must-watch.
3. Tommy Boy A lighter, more comedic take on sales, this film follows the antics of Tommy as he tries to save his family business. His unorthodox methods and heartwarming determination make for an entertaining watch.
4. Wall Street While not strictly about sales, the movie offers insights into the high-stakes world of stock trading and the moral dilemmas faced by those seeking success at any cost.
5. Boiler Room A modern take on the sales movie genre, it highlights the ethical lines blurred in a high-pressure brokerage firm. It's a riveting look at ambition and deceit.
6. The Pursuit of Happyness This inspirational true story of Chris Gardner's rise from homelessness to successful stockbroker exemplifies determination and grit. It's a heartfelt reminder of what perseverance can achieve.
7. The Big Kahuna This film focuses on three salesmen waiting to pitch their product to a big client at a convention. It delves into the personal and professional dynamics at play in the world of sales.
8. Planes, Trains and Automobiles Though primarily a comedy, the film's protagonist is a marketing executive trying to get home for Thanksgiving. His journey is filled with sales-related humor and challenges.
9. Door to Door Starring William H. Macy, this movie is based on the true story of a door-to-door salesman with cerebral palsy. It's a touching narrative about patience, perseverance, and the human spirit.
For a quick boost of motivation, you can also search "Coffee is for Closers" on YouTube to watch the classic scene from Glenngarry Glen Ross. It’s a powerful reminder of the competitive nature of sales.
No matter your taste in movies, these films offer valuable lessons in determination, strategy, and the human aspects of selling. Rent one this weekend and get inspired!
-=Good Selling=-
Tell us some of your favorites!
Why Companies Need Rules-Based Printing: Enhancing Efficiency and Cost Savings
Why Companies Need Rules-Based Printing: Enhancing Efficiency and Cost Savings
One often overlooked area is the printing process. Printing can be a significant expense, particularly for large organizations with high-volume printing needs. This is where rules-based printing comes in—a strategic approach that can help companies manage their printing resources more effectively.
What is Rules-Based Printing?
Rules-based printing involves setting specific policies and parameters for print jobs based on various criteria such as user roles, document types, and printing needs. By implementing these rules, companies can control and monitor printing activities, ensuring that resources are used efficiently and waste is minimized.
Key Benefits of Rules-Based Printing
Cost Reduction
- Controlled Usage: By setting limits on color printing, duplex printing, and large print jobs, companies can significantly reduce the consumption of expensive resources like ink and paper.
- Elimination of Waste: Rules-based printing can prevent unnecessary print jobs and reduce the number of uncollected documents at the printer, which often end up being discarded.
Enhanced Security
- Sensitive Document Handling: Rules can be established to ensure that confidential documents are only printed on secure printers or require user authentication to release the print job, thereby enhancing document security.
- User Accountability: Detailed logging of print jobs by user helps in tracking and auditing print activities, making users more accountable for their printing actions.
Improved Efficiency
- Optimized Printer Use: By directing print jobs to the most appropriate printers based on job size, type, and urgency, companies can optimize printer usage and reduce wait times.
- Automated Workflows: Rules-based printing can automate routine tasks such as duplex printing for all documents over a certain length or routing large print jobs to high-capacity printers, streamlining the printing process.
Environmental Benefits
- Reduced Paper Waste: Implementing duplex (double-sided) printing as a default can cut paper usage by up to 50%, supporting corporate sustainability goals.
- Lower Carbon Footprint: By minimizing unnecessary printing and reducing resource consumption, companies can lower their carbon footprint, contributing to broader environmental conservation efforts.
Implementation of Rules-Based Printing
To effectively implement rules-based printing, companies should follow these steps:
- Assess Printing Needs: Conduct a thorough assessment of current printing practices and identify areas where rules-based printing can bring the most benefits.
- Set Clear Policies: Develop clear and concise printing policies that align with the company's goals. This includes setting rules for who can print, what can be printed, and how it should be printed.
- Choose the Right Software: Invest in robust print management software that supports rules-based printing. The software should be flexible, scalable, and easy to integrate with existing systems.
- Educate Employees: Ensure that all employees are aware of the new printing policies and understand how to use the print management system. Regular training and clear communication are key to successful implementation.
- Monitor and Adjust: Continuously monitor printing activities and adjust the rules as necessary to address changing needs and improve efficiency.
Rules-based printing is a powerful tool that can help companies control costs, enhance security, improve efficiency, and support environmental sustainability. By setting specific rules and parameters for printing, organizations can ensure that their printing resources are used wisely and effectively. As companies strive to optimize their operations and reduce expenses, rules-based printing offers a practical and impactful solution.
-=Good Selling=-
I Had an Amazing Day Without Selling a Copier
I'm thinking it was 2006 when I first met Dave.
Dave had this really cool setup for printing color envelopes on one of the first Oki color A3 laser print engines. At that time, Dave definitely had one printer running and, if I remember correctly, had a few more ready as backups.
Back in 2006, it was quite uncommon to see a color laser printer that could feed envelopes without wrinkling them. This could also have been because I only carried the Ricoh brand, and they were not so good at feeding envelopes back then.
I'm a hardware junkie—show me a print device that prints something new, and my mind starts to spin out of control. I knew I needed to learn more about the process and thought that, at some point in the future, I might have a print device I could sell to Dave.
Each year thereafter, for the next thirteen years, I would visit Dave at least once or twice a year. I was really thankful when he moved his business closer to where I lived.
Over that time frame, I gleaned a lot of information from Dave about ink-based printers that could run envelopes. In recent years, the print engines Dave used leaned more towards ink printers with the Memjet Waterfall print head. Occasionally, he would also have a few HP ink-based printers with PageWide Technology. To me, Dave was the guru of envelope printing; he had so much knowledge that manufacturers actually sent him print devices to evaluate.
From time to time, Dave allowed me to demonstrate a couple of ink print devices. Alas, I never had a product that could meet all his needs with low ink cost, quality, and speed. I usually had one or the other but never the complete package. Since I knew many print shops in my territory, I was more than happy to tell him about those DMs. From time to time, I was able to throw some leads his way.
Over those thirteen years, Dave and I never did any business. To tell you the truth, that was probably a good thing since you never know how some print devices will perform. Usually, when they don't perform, the relationship can sour. But I enjoyed stopping and talking shop with Dave. I would comment on new technology, and he would give me the lowdown on some of the really neat print devices he had. His knowledge helped me with other clients who were in the market for color envelope presses.
I think it was about 18 months ago that Dave told me he was going to sell the business and move out of state. He had his reasons, and they were legit, but I'm not going to mention them here. Still, I stopped in from time to time to see how he was and where he was at with his plans.
Dave emailed me over the weekend and said he would like to take me to lunch sometime this week. I agreed, and we had lunch today. We had a great chat about my newly found brother, and Dave told me that he has two adopted children (that's awesome). I then asked how he was doing with the sale of the business. Dave stated that these were the last few days, he had sold all of his equipment, and would be moving in the next few weeks.
We had a great time at lunch, and it was probably one of the first times we didn’t talk shop. We developed a great relationship and respect for each other over the years. On the way out, Dave handed me an envelope. Inside was an awesome thank you card for all the time we spent together.
I know that Dave reads my blogs, and I’m hoping he reads this one. I will miss our technology chats, our talks about our families, and the time we spent together.
Ten Commandments of the Xerox ColorQube
Not sure if I moved this from the old blog site, however it's a good memory from the days of the ColorCube!
Ten Commandments of the Xerox ColorQube
- Thou shalt not leave prints or copies on the dashboard of your car. (Water boils at 212 degrees.)
- Thou shalt think twice about folding or creasing prints or copies.
- Thou shalt wait [insert appropriate time] minutes for the system to warm up from a cold start.
- Thou shalt not tip the system when wax is molten.
- Thou shalt trust the machine to decide what price tier to charge you when making copies.
- Thou shalt trust the software to decide what price tier to charge you when making prints.
- Thou shalt trust that research shows 75% of all users color print or copy in "everyday color."
- Thou shalt replace the cleaning unit when needed. WARNING: SILICON FLUIDS ARE AN EXTREME SLIP HAZARD! Do not spill!
- Thou shalt replace the waste ink tray, since these are not recycled.
- Thou shalt not turn off the system, for it is recommended that the device only be turned off if there is an error or the system needs to be moved.
And for the additional commandment:
- Thou shalt dispose of all waste material in accordance with National, Local, State, or Federal regulations that are applicable.
The Good, the bad and the ugly
The life of sales....., one day, month or quarter you're up and the next day, month or quarter you're sucking wind
The life of sales is a rollercoaster ride; one moment you're riding high, and the next, you're struggling to keep up. Currently, I have around thirty opportunities in my pipeline over a span of sixty days, totaling more than $300K. Unfortunately, they're all stalled for various reasons. In my recent podcast/video-cast (Ask Us Anything), I discussed the dilemma of a salesperson when all opportunities hit a roadblock. The answer is straightforward: GO OUT AND FIND MORE!
The Bad
Over the last six weeks, I've lost more opportunities than I've gained. It seems like I'm on a streak, but in the wrong direction! The first quarter of 2024 was fantastic, with me hitting close to 175% of my plan. However, the second quarter is proving to be quite challenging. I only managed to secure one small A3 net new opportunity in April, and with half of May already gone, it appears I'll be falling short of my quota percentage. Funny how giving back is supposed to be positive, yet it feels disheartening in this context.
The Ugly
Despite dedicating a significant amount of time to prospecting in the last six weeks, the results have been disappointing. I've faced numerous instances of no returned calls, emails, and unanswered LinkedIn inmails. Amidst this struggle, I've managed to secure only four small opportunities in May so far. It's tough, especially when you're putting in 30-35 prospecting tasks every day and not seeing the desired outcomes.
The Good
The key is to keep pushing forward because hard work yields results. Consistent prospecting may not pay off immediately, but it sets the stage for future success. I firmly believe that as long as you continue to work diligently, you'll eventually reap the rewards. So, even though the current situation is not ideal, I remain optimistic that perseverance will eventually lead to a breakthrough. After all, every extra effort today contributes to the promise of a brighter tomorrow.
Keep this in mind, as long as you work hard you never know what tomorrow will bring you!
-=Good Selling=-
A Few Copier Vingettes from the Eighties and Nineties
The picture in the header depicted our demo room, likely taken in either 1989, 1990, or possibly 1991. As evident from the photo, Atlantic Office Systems (the first one in NJ) was authorized for Adler Royal, Brother, and Tele VaxaFax (facsimile). Later, Adler Royal was acquired by Mita, and the brand changed to Copystar. I strongly disliked the name Copystar because it lacked brand recognition; at least with Adler Royal, our clients were familiar with Royal typewriters.
Small Dealer
We were never a large dealer; I handled most of the sales while my partner managed the technical work. Occasionally, when we were busy, I had to assist with service calls. Our small size allowed us to make prompt decisions and offer products in high demand. In the early nineties, we primarily sold analog copiers, and technological advancements occurred at a slower pace compared to today's digital copiers.
Advanced Solution Software
We had two PCs in the office; one was used for accounting (Peachtree), and the other for sales. The accounting computer was connected to a dot matrix printer, and we used carbon-less forms for our invoices. lol!
The FAX
At that time, selling our first fax machine (Tele Vaxafax) made me feel technologically advanced. The MSRP was $2,495, with the auto-feeder as an option. After adding the auto-feeder and factoring in delivery/installation, the total reached $3,000, which became the magic number for leasing to our clients. We advertised the fax machines in our local county newspaper at $1.99 a day for leasing, a strategy that proved successful as we started selling more faxes than copiers.
As the fax market matured and prices declined, we began selling more Brother fax machines than Tele Vaxafax.
First Color Copier
Around 1993, we acquired our first color copier, manufactured by Brother. It was slow and utilized ribbon transfer technology instead of toner or ink. We charged $5.00 for single color copies initially, but for a high-volume client like a sales rep for Gillette, we offered a discount at $3.00 each. Hulk Hogan was part of Gillette's advertising campaign at the time, and my son was thrilled when the client brought in a signed photo of him.
Afhganistan
One memorable client was an arms dealer who regularly sent faxes to various countries. Initially, we found his behavior peculiar as he insisted on sending his own faxes and kept their contents private. Eventually, he revealed his profession, explaining that those faxes were purchase orders and invoices for his business.
He once invited me to accompany him on a trip to Afghanistan, promising riches in rugs, gold, and antiquities. However, I declined the offer, fearing the dangers of a war-torn country and his uncertain intentions.
SuperSite
Another interesting experience involved the President of a chemical plant in NJ who sought assistance in selling off the plant's assets after its closure. The site resembled a time capsule, filled with copiers, furniture, and hardware. It wasn't until later that I discovered the site was a NJ Superfund site due to years of toxic dumping. Despite the revelation, I successfully sold the assets and later learned about the owner's legal troubles related to pollution.
These anecdotes offer a glimpse into my early days in the copier industry.
-=Good Selling=- Art Post
Here's another story from @George KRebs (Shore Business Solutions)
Art,
You and I are from similar professional backgrounds and times. We started in 1980 selling Sharp and Juki typewriters. Everything sold near MSRP. Then the fax boom came and we caught that wave perfectly. We sold Ricoh thermal faxes for full list ($2995.00). The only issue was cash flow; we sold them faster than we could order and purchase them. Copier Maintenance agreements went from .022 up to .035 and did not include drums, developer, toner, fuser rollers or lamps!
Also, like your story, we had two Orthodox Jewish guys coming in here several times per week and they were sending faxes overseas and they too huddled around the machine like it was a secret. One day they stopped coming in and soon after we got a visit from the FBI. These guys were involved in some kind of foreign intrigue. They interviewed us for an hour, confiscated the fax machine ( they eventually returned it ) and we were exonerated as the harmless dupes that we were.
October
Another interesting story….. I was in the office on a Saturday catching up on equipment set ups when some guy knocked on the door. He begged me to let him copy a book manuscript he had just finished. We talked as the pages slowly came and he said he had a summer place in Spring Lake but that home was Baltimore. The novel had something to do with Soviets and the Navy. I asked him about it as I was speed reading the pages and he said the working title was “ The Hunt for Red October “. I was making copies for Tom Clancy! Nice guy too.
Enjoy your work.
George Krebs
Shore Business Solutions
Invest in Yourself and Get Outstanding Sales Results
First, I'd like to give kudos to the person on LinkedIn who made mention of "investing" in yourself. Can't remember who it was and it might have been Earl Everson. Earl, if it was you, thanks for giving me the idea to write about "investing in your sales career". If it wasn't you, I'll have to make sure that I thank that person.
Okay, first, I'm not much for doing videos. I like videos but don't enjoy seeing myself in them. Does anyone else feel that way? I guess I just like to write. Do you invest in yourself to further your sales career?
Investing in yourself can come in many flavors. Purchasing sales books, hiring a sales coach (something I never did, nor did I want to, guess I'm hard-headed), purchasing software, a new notebook, setting up a home office, the list goes on and on. One of the biggest investments you can make is in how to spend your time wisely. I recently caught a tip on LinkedIn that everything you do should be calendared. Setting a time for each task, whether it's 5 minutes or 30 minutes, will help you stay on track.
Throughout the years, I've never shied away from investing in something that will help me get better at what I love to do. One of my recent purchases is a Ricoh 65" Interactive Whiteboard and that is $4K investment that I will turn into thousands. The plan to is to develop videos using the board to help educate my clients on the benefits of having one, two or twenty!
Sales people
I'm amazed at how many salespeople in our industry don't make the investments that can lead them to the top of sales success. The opportunities are out there and a small monthly investment of only one hundred bucks per month or less can be the difference of always being at or above quota.
When was the last time you attended an industry event? When was the last time you wrote some type of content? When was the last time you used LinkedIn to increase your connections? When was the last time you posted something on LinkedIn? Why don't you have a client email list and send them educational content each week or each month? When was the last time you sent a client a thank you note for that recent order? When was the last time you gave a shout out for one of your favorite clients on LinkedIn? When was the last time you asked a client for referrals?
Most of the above questions only involve your time, why not take some time before or after work hours to invest in your sales career?
Constant Contact
Did you know that you can get a free 60-day trial for Constant Contact? After the first 60 days, the cost is only twenty bucks a month for 1-500 email addresses. Think, it's only 75 cents or so a day! If you ask, Constant Contact will actually do your first template for FREE. I've been using that same template for five years now. Once a week I send more than 2,000 emails to our Print4Pay Hotel members. Once a month I send to 30 of my top Stratix accounts. These are the accounts that I need to stay in front of. Out of sight equals out of mind!
LinkedIn Pulse
It's free! A place to write and share your blogs on LinkedIn. I know at least six people that write a blog each week on LinkedIn. Not me, because I do it here, but all of these people have kept at it week in and week out. Those people are now very successful and have developed some outstanding numbers of followers and connections. What's the key? Commitment, week in week out, set aside the time and don't stop after three months. It's a long-term commitment, but after 12 months, you'll probably gain thousands of connections and followers.
Video
Getting more and more popular every day. Still not sure if video is for me, but I've been toying with the idea. Check out Earl Everson, Larry Levine, or Dale Dupree; they've all made the time commitment and dedication to "keep on posting" (ah, that should be my line). Each one of them has thousands if not tens of thousands of connections. It's not easy, but what the heck in this life is easy?
You Owe it to Yourself
Why am I in sales? Have you ever asked yourself that question? I certainly have and the answers keep coming back the same.
- I love helping clients
- I enjoy solving problems
- I enjoy making what I want when I want
- I'm in control of my own finances
Make the investments whether it's time, a product, a book, a coach, a trip, software; it will be worth its weight in GOLD.
-=Good Selling=-
So what's your 3rd party dealer horror story?
Thought this would be a good collection of threads to share about 3rd party dealer horror stories on our site. Here's the original thread.
"I don't give a sh** about dealers"
This was something a 3rd party solutions vendor rep said at a dealer event to me once that left me speechless. The actual full quote was:
"I don't give a sh** about dealers I just want to sell and move on."
Needless to say when that same person called about becoming a partner recently I had to shoot it down.
This got me thinking. It's hard enough day-to-day for our sales teams battling to the lowest click rate for pennies which is why we look at alternative solutions to increase profitability. So when those solutions go south it completely erodes sales confidence.
So what's your 3rd party dealer horror story?
Response 1)
Not sure if I can remember any third party horror stories, but I did have one with Ricoh many years ago when they introduced their first 80 ppm production MFP. At 80 pages a minute I thought it was a no brainer to place them in print shops. I was so wrong. Turns out that piece of crap could not print or copy good halftones. I sold one and it came back, I later found out from Ricoh peeps that they knew the device was horrid with halftones, however they did not tell the dealers or the sale peeps.
Response 2)
The most obvious one we had was we were working on a document management deal with our best client. The document management company started calling the client directly every 2 days and the client asked me to get them to knock it off. I called them and they said they didn't care what we wanted because we didn't know how to sell the products anyway, and that's why they needed to take over and call the client themselves.
Response 3)
Channel Sales is a difficult work process your sales cycle is dependent on other people to complete and you have to sell to the salesperson who is doing the selling. that takes time and trust, I get why these guys would not care about working with the dealer but they shouldn't bite the hand that feeds them for a quick deal, this takes a long time to cultivate. Software as Service companies is better at this than transactional companies. I was in channel sales for a long time it can be hard, especially when you are in the dark over the sales cycle
Response 4)
Yeti- I agree with you, and I was in channel sales as well. I think a big part of the program is there's a lot of channel sales people that don't understand that it's a two way street. When I was "feet on the street" you'd have a channel rep come in, make a presentation and then say "okay take me on meetings". To me that literally says the same thing that one of the reps said to me in my original post. Unless you're bringing real value and maybe a hardware lead from time-to-time then you're only as good as any other channel-schlub that comes in the front door.
Response 5)
About 5 years ago Print Audit made the decision to not sell directly to end users it was a policy ours. From the way I was compensated to how I interacted was solely focused on the success of the dealer.
Response 5)
Hey Paul, get out of my thread! (LOL)
Paul's one of the good-guys when it comes to these things
Response 6)
Here's one from last week with a certain company that just got acquired by another company (hint: sounds like LoJack)
Me: Hello we have a customer that we ordered cost-recovery tablets for in the past and we need to order a new one for a new office.
Guy in Budapest: What's the customer name and do you have a serial?
Me: Customer's name is Billy's World-O-Law and the serial is XXX-XXX-XXXXXXX
Guy in Budapest: I'm sorry we can not sell to you. You need to call Cranel.
I call Cranel, they tell me no, I can't buy it from them I need to call the manufacturer whom we ordered the MFPS from
I then call the manufacturer and get told "no those aren't our item codes you need to call Nusiance for that"
I then call back the Budapest guy and he tells me "No we can not sell to you, you need to call the manufacturer"
At this point we're trying to get a copier delivered so I call LoJack directly and finally get hold of someone who can help and lo and behold I get all of the information and a quote. We get the order and send over the PO.
Sales rep asks me what about set up?
I call the local Northern California dealer who says "yeah we don't set up those tablets you need to call the manufacturer "
I then call Lojack again and they're happy to help with the set up! FINALLY!!!
But then he says:
"We can get this scheduled in about six weeks........"
Response 7)
We were at a convention in Vegas talking to one of the App developers and we were visiting with him about a customer wanting his app and we needed to know more about it. 5 minutes into the conversation he looked over our shoulder and said "Oh there is a bigger dealer I need to go talk to them" and left in the middle of the conversation. We are not a huge dealer, 10 employees but that was over the top. We don't support his app....
Last thread
My solutions horror story is DocStar. One of my major MFP customers has a DocStar system. Year after year my customer has paid for DocStar's "Softcare" product support which is supposed to entitle the customer to support and the latest software updates. I'm guessing they've paid $18,000 through the years for the software support for which DocStar really didn't have to do much of anything. With the latest update they are now forcing the customer to upgrade to a whole new platform and here's the catch........You have to pay DocStar to do a data conversion to get your data onto the new platform. At minimum this upgrade will cost the customer another $14,000. I can tell my customer is not happy. Me as the sales rep am caught in the middle as the bearer of the bad news.
-=Good Selling=-
MFP Wars "The Final Five"
re-post with corrections from 2009
How many players do we have now? Let's see: Ricoh, Xerox, Canon, KonicaMinolta, OCE, Sharp, Kyocera, Toshiba, Muratec, and Panasonic.
Many moons ago, I made a few predictions regarding what I thought would happen with Ricoh Americas. To sum it up, my thoughts were that Ricoh would take all non-performing dealers and ask them to become Lanier or Savin, while keeping the top Ricoh Dealer performers. It made sense to me that the Direct Channel would then have less competition for the Ricoh name and the emergence of the Print Production Group. Ricoh then buys Ikon, and the Direct Channel is now massive. Who do you feed first? Do I think this will happen? Well, we've all seen stranger things happen, right?
Xerox
Xerox remains a strong force with the purchase of Global and then the Global purchase of Conmdoc. As a matter of fact, there's a neat poll on the RFG Family Group. It asks, "What Dealer Will Global Buy Next?" There are three dealers listed, and all three are giants in their marketplace. RFG P4P Hotel. I'll try to repost here in a few days for everyone.
Canon
Canon, OMG! It seems they are signing any dealer that's still breathing. In my marketplace just a year ago, we had two Canon dealers. We now have SIX dealers all competing in the same marketplace. What a way to erode your prices and saturate the market.
Panasonic
Panasonic seems to have thrown in the towel with their dealer network, and Muratec remains strong as a secondary source. I would have to believe that three of these companies will retire from the MFP marketplace in a few years. Rumors were rampant a few weeks ago that Toshiba was going to sell its MFP division to Canon until Mark Mathews, President, and COO, Toshiba America Business Solutions, announced that this was not true and they have never engaged anyone. However, two weeks ago, Norio Saskai was announced as the new President and CEO of Toshiba Corporate.
Toshiba
Toshiba seems like they are betting the ranch on Micro Nuclear Reactors (don't want one of those in my backyard). I don't think we've seen the last of the Toshiba rumors, and if the economy keeps going the way it is, things will happen!
Kyocera
Rumors have also been rampant that Kyocera has or will sign an OEM agreement with Canon for their segment 6 systems. Let's be real; there are some great Kyocera Dealers out there. However, how many really have the sales force and the bucks to play in that market? I see Kyocera's future as a dominating force for Global Solar Panels. You read more press releases about their solar technology than their MFP technology.
Sharp
Sharp, your guess is as good as mine. They release some fantastic boxes, trying to play in Print Production, and then they pass on the "On Demand Show" in Philly. Go figure.
So, that leaves us with the "Final 5" copier companies: Ricoh, Xerox, KonicaMinolta, Canon, and OCE (rumors here with OCE that KonicaMinolta may make a move). These are my bets for who will make the final five. Maybe we can flip Kyocera and Oce.
The big conglomerates such as Panasonic, Toshiba, Sharp, and Kyocera may have bigger roads to hoe than MFPs.
-=Good Selling=-
I Did Something Different Today for Lead Generation
At 8 AM, I found myself extremely far south in one of our open territories for an appointment. The appointment went well with a net new prospect that is having a terrible time with their existing vendor. Yes, it was a Xerox, and yes, the service and support were terrible.
When the meeting ended, I found myself an hour away from Atlantic City in New Jersey. Just so happens there was an AEC trade show event there at the Hard Rock Casino. Since the AEC (Architects, Engineers, and Construction) is in my wheelhouse for hunting wide format opportunities.
While I was in the parking lot of my net new prospect, I accessed the trade show's website and purchased admission for $50. A few days ago, I visited their site and reviewed the list of 100 plus vendors, also known as exhibitors. I thought this would be a great opportunity to do some booth-to-booth prospecting, especially since it was a cold day in March.
The Plan
I had some interest in knowing more about this event and if it might be a good fit for Stratix next year to exhibit our wide format MFPs. I really didn't want to hand out brochures or business cards because I thought that would be unprofessional since they were looking for leads.
I walked the show floor three or four times until I decided on the pitch I would use. The pitch was rather simple as I asked those in the booth how the show was going for them. My next question asked if they've attended this event before and if so, how many times. I then followed with telling them that I'm interested in attending next year with a booth. In most cases, I was then asked what I sell? Thus, the talk track went to a conversation about the services that we offered that then opened me up to ask them about types of devices that they have and who the contact person would be.
Walk Away
Out of the 100 or so vendors, I walked away with 15 decent contacts with DMs, devices they have, contact people, and where they are located. A few of these prospects I was never able to get the right time of day with cold calls or emails.
The end result was the four hours I spent at the show and the three hours of driving were well worth the time and the effort. Keep in mind that all of this work will be worthless if I don't follow up in a timely manner.
-=Good Selling=-
Prospecting and the End of the Day
After sending out at least 20 emails and around 20 calls the bell rang for me to quit my day....
It was also a day that I spent in the my home office with some type of viral bug. However with the quarter ending in less than two weeks, the touches had to be made. In the past we used to state it was at least 7 touches to get the appointment. Since COVID it's more than 15 touches, yes more work and more touches.
When the bell rang and I found my-self were I started in the AM, nothing new, no appointments and could not move anything forward. I guess the saving is grace is that was was able to whittle my call and email list down by 40 clients.
It was abut 5:30PM when I received an email from a client that he was interested in meeting and wanted me to present some options. I've always stated "as long as your work, you will never know what tomorrow will bring you". #sales #selling #coldcall #technology #officetechnology #notgivingup
Ten Tips to get the DM to Take Your Call "Selling Multifunctional Copiers"
I noticed this blog was stuck on the on out old site, however there is still some great information.
Ten Tips to get the DM to Take Your Call "Selling Multifunctional Copiers"
Digging up leads for multi-functional devices can be trying at times, especially if you're new to the business.
I'm sure if you've just landed a position with a company that sells multi-functional copiers, you've been given a list of accounts to call on. These accounts will consist of existing accounts and named accounts (accounts that you'll need to crack). With the existing accounts, it will be pretty easy to book an appointment, but how about those "named accounts"? How the heck can you get past the gatekeeper to speak to Mr. or Mrs. Right? You could make phone call after phone call... and this isn't a bad idea. My personal approach is if you can't get them on the phone for reasons such as "just stepped out", "in a meeting", or "out to lunch at 4 PM", it's obvious they don't want to speak to you. Here are some of my favorite tips for constant contact:
Put them on a bi-monthly call; sooner or later, you'll catch up with them.
Vary the times that you call: early (before 9 AM), midday, and then between the hours of 4:30 and 5:30 PM.
After you've made your first call to the DM and left a message, send them a letter referencing why you are calling and a letter of introduction. Make sure to mention mutual accounts that they know or do business with.
See if you can get the email address of the DM. If so, send one email and don't become a pain in the ass with multiple emails. Here's a little trick I learned: it won't work for every account. After a few phone calls (not a large account), I couldn't get the name of the DM. I checked the website and all there was a fill-in box for the contact us page. In Windows Explorer, I right-clicked on the webpage and then selected the "view source" code. I checked the code, and wouldn't you know it, there on the contact page was an email address that I could use. Later that day, I found out this was the email address for the DM.
Send something different; be creative. Instead of sending a letter via regular mail, send it via 2nd-day delivery. It will get opened, and plan a phone call for the day after the letter arrives.
If you have some promotional items, pack them up in a box and UPS them along with a letter. Make sure you call them the day they get the package or a day later. I once sent a box of drinking glasses to an account, and a few days later, I was able to secure an appointment.
Go to LinkedIn and see if they have a page. If so, look through their contacts to see who might be able to introduce you to them.
Schedule a drop-off of some kind; here, I'd just stick with dropping off a business card. Do this early or late in the day!
Ask the gatekeeper what is the best time to call Mr. or Mrs. so-and-so.
If this is truly an account you need to crack, get there early and drop off a box of Joe and doughnuts. Sooner or later, the DM will see the treats and ask where they came from. Is $15 too much to spend to have the DM pick up the phone? I think not!
The key is to be persistent; try to be the turtle. Slow and steady will get you your appointment. Fast and furious will only turn the potential client off.
-=Good Selling=-