quote:Originally posted by Art Post:
I still believe there are many more pages to capture. I'm not thrilled with the shrinking margins, however I gotten used to picking my battles and knowing when I can make GP and when I can't. I think our industry needs to be more creative with new products also. Would like to hear from others
I think our industry needs a new business model. It needs to be leass about the product and more about solving business solutions and capturing page volume in the account. The industry has talked a lot about this over the years with things such as solution selling and managed document services. However, at the sales level we are still focused on pushing "boxes" and chasing the revenue associated with equipment sales. This is a generalization of course, there are many sales reps selling solutions. My point is that companies focus on driving equipment sales. Look at comp plans, they focus heavily, if not exclusively on equipment revenue. Perhaps, focus on total revenue and profitability from the account/territory. Look at hardware, services and aftermarket.