The biggest challenge I see is that you have to sell so much more to make the same money you have in years past. It used to be that if someone needed duplexing, or stapling, or speed, etc. they had to pay for higher scale equipment. Now they can get for $3,000 what they used to have to pay $10,000 for. It used to be that everyone was a profitable prospect. Now only the upper 20-30% represent a potential revenue capable of earning over $1,000. Even solution sales are hard to build profit in and tend to be more time consuming.