Memoirs of a Copier Sales Person

Pros and Cons for Unlimited Cost Per Page Agreements

Art Post · 8/29/249:13 PM

An unlimited cost-per-page (CPP) contract for copiers can be attractive for businesses looking to manage their printing costs. Here are the pros and cons:

Pros

Predictable Costs:
- Fixed Monthly Payment: With an unlimited CPP contract, you pay a fixed amount regardless of the number of pages printed. This predictability can simplify budgeting.
No Overages:
- Freedom to Print: Businesses don't have to worry about additional charges for printing more than a pre-set number of pages. This is particularly beneficial for businesses with fluctuating or high-volume printing needs.
Maintenance and Supplies Included:
- All-Inclusive: These contracts will include toner, maintenance, and repairs, reducing the need for separate service contracts or surprise repair costs.
Simplified Management:
- Ease of Use: Without the need to monitor and report usage for billing, administrative tasks related to print management are reduced.

Cons

Higher Base Cost:
- Potential Overpayment: If your actual print volume is low, you might end up paying more than you would with a standard CPP contract where you only pay for what you use.
- All unlimited agreements under go a rigorous audit of your past and current print volume. Once that base line has been established the vendor will quote a monthly cost base on the audit. It's not uncommon for vendor to increase the price by up to 25% to cover unforeseen increases in prints.
Encourages Waste:
- Lack of Accountability: Since there’s no direct cost associated with printing more, employees might not be as careful with their print habits, leading to wasted paper and toner.
- Paper is at an all time high cost of .01 - .014 per sheet for low quality paper and .02 - .03 for high end paper typically used in color print devices.
Locked into Contract:
- Limited Flexibility: You may be locked into a long-term contract with set terms that may not be flexible if your business needs change.
- Remember the shut downs of COVID 19 when almost everyone was not printing and clients were locked into high cost contracts with no relief.
Potential for Lower Quality Service:
- Standardized Service Levels: Since everything is bundled, you might receive a standard level of service that isn’t tailored to your specific needs, potentially leading to slower response times or generic support.
Less Incentive to Monitor Usage:
- Reduced Oversight: With no direct cost per page, there may be less incentive to monitor and manage print usage, leading to inefficiencies.

My Thoughts

An unlimited CPP contract can be beneficial for businesses with high or unpredictable printing volumes, providing cost certainty and simplifying management.

However, for businesses with lower or more consistent printing needs, or those who prioritize efficiency and waste reduction, this model may result in higher overall costs and less control.

-=Good Selling=-

Memoirs of a Copier Sales Person

5 Habits of Highly Ineffective Copier Salespeople

Art Post · 8/28/249:30 AM

5 Habits of Highly Ineffective Copier Salespeople

Many of us in the business community grew up influenced by Stephen Covey’s classic book, The 7 Habits of Highly Effective People. It’s both insightful and inspiring.

With that in mind, I’d like to introduce you to "5 Habits of Highly Ineffective Copier Salespeople":

1. Be the Most Talkative Person in the Room
You know everything there is to know about copiers, so why bother asking the customer any questions that might help you understand their needs? Just keep spewing information and avoid listening to what the customer actually wants or needs.

2. Sell What Makes You the Largest Commission
You can earn extra money by selling a color unit and even more by signing the customer up for "x" number of pages each month. Who cares if they only need a monochrome system and a contract for 1,000 pages a month? Convince them to lease a system that far exceeds their needs and lock them into a contract for 10,000 pages per month—after all, you’ll make more money!

3. Focus on End-of-the-Month Deals
“My price is my price—until the end of the month when all bets are off.” Who cares if the customer is price-conscious or asking for an ROI spreadsheet? Your price is the best, and they should just accept it. After all, you’re always right, and the customer is just trying to haggle for a discount.

4. Interrupt and Dominate the Conversation
Don’t be the salesperson who listens. Cut the office manager off as soon as you can to show off your industry expertise in front of the CEO. Finish their sentences with your “infinite wisdom” and make sure to bad-mouth the competition every chance you get.

5. Complain About Sales Leads
“It’s not my fault! I’m not getting good leads; these people only care about price, or they’re only interested in small systems. They don’t hand me the order when I walk in the door.” Why should you have to find new customers or tailor solutions to meet their business needs? It’s easier to just complain and blame the leads.

Memoirs of a Copier Sales Person

Ten Things You Get Do To for Free When Cold Calling

Art Post · 8/16/249:30 AM

Two full days a week for the last three weeks of knocking on doors made think about a of the extra perks I get for FREE!

Exercise and getting those 7-8K of steps in
Sun Tan and yes I make sure the sun is shining so I can put the top down on my car
Travel roads that I've never been on before, and yes these are the roads that usually have more opportunities
Meet some really interesting people
Meet some really rude people
See some really ruthless and careless drivers
Get frustrated because people won't let you in and hind behind the intercom
See amazing wildlife traveling down the roads less driven
Finding new places that I'd like to go take my wife for dinner
Finding opportunities every day and sometimes more than one

Feel free to tell me what you've encountered or found while cold calling!

-=Good Selling=-

Memoirs of a Copier Sales Person

Understanding "No Parts Assured" in the Copier Industry

Art Post · 8/13/249:41 PM

I recently posted this on Linkedin and the thought to my madness is to use articles like these to send to my clients. Especially the ones that have devices more than six years old and on the manufacturers "no assured" parts list. I found 25 accounts with multiple devices that qualify for the list. I'll be contacting them via email with a short note stating "thought you might be interested in the recent article I wrote of posted". If you have the premium version of Linkedin you can see everyone who checked the article. Checking the article tells me that they are ripe for a follow up.

We've all learned the the power of the written word is more powerful than someone (sales) speaking it. Feel free to use this with your prospecting efforts.

Understanding "No Parts Assured" in the Copier Industry

In the copier world, "no parts assured" means the manufacturer or service provider isn't guaranteeing the availability of replacement parts for a particular copier model anymore. This typically happens with older models that have been discontinued or are no longer supported. If your copier is tagged as "no parts assured," finding necessary parts for repairs or maintenance could become a major hassle.

Why Should You Care?

Having a copier that is "no parts assured" can have several critical implications:

Longer Downtime: Without assured access to necessary parts, a simple malfunction could lead to prolonged downtime. If a key component breaks, you may find yourself waiting weeks or even months for a compatible part to become available—if it becomes available at all. In a busy office environment, where copiers are central to daily operations, this downtime can result in lost productivity and frustration.
Increased Repair Costs: As parts become scarcer, their costs often increase. If you do manage to find the parts you need, they might come with a hefty price tag. Additionally, some service providers might charge more for labor when dealing with older, harder-to-repair machines. These costs can quickly add up, making it more expensive to maintain an aging copier than to invest in a new one.
Risk of Total Obsolescence: When a copier reaches the "no parts assured" stage, it’s often a sign that the machine is nearing the end of its useful life. Continuing to rely on such a device can be risky. If a critical component fails and a replacement cannot be found, your copier may become unusable, forcing you to scramble for a last-minute replacement.

How to Dodge the "No Parts Assured" Bullet

To avoid the headaches associated with "no parts assured" copiers, consider the following strategies:

Regularly Assess Your Copier Fleet: Keep track of the age and condition of your copiers. As they approach the end of their manufacturer-supported lifecycle, it might be time to start planning for an upgrade. Regular assessments can help you identify when a machine is at risk of becoming "no parts assured."
Invest in Newer Models: While it might seem cost-effective to hold onto your current copier for as long as possible, investing in a newer model can save you money and hassle in the long run. Newer machines come with the latest technology, software/firmware, improved efficiency, and—most importantly—a full guarantee of parts availability.
Plan for End-of-Life Equipment: When a copier is nearing the end of its supported life, start planning for its replacement. By being proactive, you can avoid the stress and expense of dealing with an unexpected breakdown.

My Thoughts

Understanding the implications of "no parts assured" in the copier industry is crucial for maintaining smooth and efficient operations. By staying informed about the status of your copiers and planning for their eventual replacement, you can avoid the costly and frustrating pitfalls associated with aging equipment. Whether through regular assessments, QCR (quarterly copier review), strategic upgrades, or comprehensive service agreements, taking proactive steps will ensure that your office remains productive and your copier fleet operates without interruption.

Feel free to reach out to me if you need assistance or information. Please contact me via inmail

Fax Memoirs of a Copier Sales Person

A Funny Thing Happened on the Way to the Memorial Service for Mr. Fax (v1)

Art Post · 8/7/249:30 AM

This is a re-post from 5 years ago. I thought it was quite humorous. ENJOY!

A Funny Thing Happened on the Way to the Memorial Service for Mr. Fax

The alleged deceased didn’t show up. Cousin family members, Freddy FaxMachine, Sally Server and Mabel MFP-Board were present but obviously in ill health. What was truly amazing was the number of business associates that were in attendance, all commiserating on how they hoped a younger, more robust family member would assume the business with more current technology since these businesses still had a need for a fax capability due to security and compliance regulations but expressed frustration that the cost and archaic technology were a nuisance. It was really amazing, this gathering of all of the businesses Mr. Fax had touched in his long career: Government, Finance, Medical, Dental, Insurance, Hospitality, and others varied and numerous.

Suddenly in the back of the room a mystery couple appeared and introduced themselves as immediate family ready to assume the burden of responsibility to satisfy the long-term business partners with a new and more efficient capability. Now Mr. Fax’s old drinking buddy, Albert Analog, said “so what, the old stuff still works and is not that important, so just put up with it as long as there is a need”. Well, said Harry HIPAA, the person who always shows up at the wrong place and wrong time, “you will be sorry when big brother shows up”. And then chimes in Billy B. “That’s a fact and when someone asks about PCI and BAA compliance, you’ll be scrambling”. Naturally everyone cringed when hearing dreaded Three Letter Acronyms (TLA’s) so an explanation was in order: “It’s similar to having a contractor’s license to build a house, PCI is the government mandated certification for handling privacy with personal information and BAA is the necessary Business Associates Agreement between a contractor and a healthcare provider in the medical industry.

So, the mystery couple announced: “Mr. Fax is really not deceased, he has retired to the warm climes and is relaxing and watching the clouds.”

Now the event turned from a dour gathering to a celebration of new life and opportunity. The mystery couple introduced themselves as the representatives of a company named Upland InterFAX, one of a number of companies that provide cloud based fax and this one with a significant presence in dozens of countries around the world but surprisingly not that well known. So the question from the cousins, (attempting to diminish the attention of the crowd) was “so it’s not a big deal, who uses this anyway?” After a pause the InterFAX couple simply stated “We are not the only people in this business but certainly one of the most advanced and reliable and our business alone is processing more than 350 Million pages of incoming/outgoing FAX each year for more than 135,000 registered accounts and, oh by the way, the business has been growing in double digits year after year and projected by industry experts to continue this path”. The total for the entire industry?

Now the party took its final turn with a toast to the newly discovered family friends. And the general question throughout the event was where can I license this today? The ones really clamoring were the local copier/printer solutions company, the IT services company and a telecom business consultant asking: “how do I get into this business”?.

Not a bad ending to an expected dismal gathering.

Just a note for everyone. This blog is from my good friend John Hewitt. John is now the Business Development Director at Upland Internet FAX.

Memoirs of a Copier Sales Person

What I'm Up Against for the 2nd Half of 2024

Art Post · 7/26/249:30 AM

Short blog tonight or maybe a log blog..., we'll see.

The first half of 2024 was awesome since I was above quota for revenue and on par for net new business. However, June took a severe toll on my opportunities. Where I typically handle about 25 opportunities per month, this dwindled to maybe 10 legit opportunities for July, with many others stalling. You could say the writing was on the wall for the second half of the year.

Usually, I would look for possible lease upgrades over the next six months, relying on at least half a dozen or so coming to term shortly. I was surprised to see only six potential upgrades for the rest of the year! Frak, frak, and more frak, I thought. These are not going to cut it for me to finish where I need to be. I use the word "need" instead of "want" because wanting something is just that—it's okay if you don't get it. On the other hand, a need is something that must be done or addressed.

Often, we talk about changing things up, and in my case, I needed to change my approach. It’s not that my previous methods were unproductive or not gaining orders; rather, I had taken my eye off the ball regarding opportunities for the second half of the year.

Therefore, I’ve revised my daily activities to include two solid days in the field for prospecting only. This is in addition to appointments, phone calls, emails, and research. I cannot rest on my laurels and wait for things to happen—now it’s time to make things happen.

My last two days have been somewhat productive with garnering three opportunities. Two for imaging and one for a content demo. Just goes to show me that the business is out there, it's just that we have to find it.

The end result is that need to rely on net new business to get what I need. Yes, net new is the hardest task to tackle in our industry. In most cases you will lose more than you win with net new. I need to focus on at least 30-40 stops for those to days, in addition I need to focus on cold calls that could result in higher revenue sales. It's not going to be easier, but I relish the opportunity to make things happen!

-=Good Selling=-

Memoirs of a Copier Sales Person

Sales Gypsy - Episode #1 - Art Post - P4P Hotel Founder on Copiers and Sales

Art Post · 7/11/249:30 AM

click the image for the podcast link

Memoirs of a Copier Sales Person

First Half of 2024 Draws to a Close

Art Post · 6/21/249:30 AM

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=-

Memoirs of a Copier Sales Person

Hackers Targeting Edge Devices: A Growing Cybersecurity Concern

Art Post · 6/17/249:03 PM

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=-

Memoirs of a Copier Sales Person

Must-Watch Sales Movies for Inspiration and Entertainment

Art Post · 6/5/249:30 AM

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!

Memoirs of a Copier Sales Person

Why Companies Need Rules-Based Printing: Enhancing Efficiency and Cost Savings

Art Post · 6/2/241:00 PM

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=-

Memoirs of a Copier Sales Person

I Had an Amazing Day Without Selling a Copier

Art Post · 5/23/249:30 AM

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.

Memoirs of a Copier Sales Person

Ten Commandments of the Xerox ColorQube

Art Post · 5/15/249:30 AM

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.

Memoirs of a Copier Sales Person

The Good, the bad and the ugly

Art Post · 5/9/249:30 AM

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=-

Memoirs of a Copier Sales Person

A Few Copier Vingettes from the Eighties and Nineties

Art Post · 5/6/249:59 PM

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