Tagged With "Arizona State"
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Re: Those Magnificent Men and Their Copy Machines
Hey Art, Really admire your efforts in our industry and with your blog. Its been a long time resource to keep me updated in our industry. I will be celebrating 14 years at Martin Group, and was happy to see us represented in the list above. We are as enthusiastic as ever in supporting our communities, and below is a quick write up we refreshed to be current. Martin Group in Lake Geneva, Wisconsin: Is a regional power house in the office equipment community. With 35 years in the industry, and...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Here is a report from leasingnews.org. One of their legal editors is doing a three part review of this legislation. Leasing News Exclusive: State Senator Steven Glazer and the genesis of CA SB 1235 (Part 1 of 3) By Tom McCurnin Leasing News Legal Editor This is important not only if you are doing commercial business in California, but this may affect other states. If you are new to this, here is legislation passed both the assembly and senate, awaiting California Governor Jerry Brown’s...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Part Two: Leasing News Exclusive: The Opposition and How Senator Steven Glazer Got SB 1235 Passed (Part 2 of 3) By Tom McCurnin Leasing News Legal Editor The bill was "Engrossed and Enrolled" and presented to the Governor at 5 p.m., September 12th, awaiting his decision to sign or veto. How He Pushed It Through the Legislature What are the takeaways from this interview and SB 1235? ▪ First , I Was Surprised at the Overwhelming Support of Trade Groups for the Bill. When he rattled off the...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Part Three Leasing News Exclusive: Is the Disclosure Too Complicated? State Senator Steven Glazer Position on CA SB 1235 (Part 3 of 3) By Tom McCurnin Leasing News Legal Editor The bill to require full disclosure of interest rates is awaiting Governor Jerry Brown's signature. It was reviewed to be recorded and sent to his office late last week. It seems unlikely he will not sign it as it passed the State Assembly 72-3 and in the Senate 28-6 .It then will be up to the California Department of...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
from today's Leasing News. Ralph Petta Reaction to Tom McCurnin's "Is the Disclosure Too Complicated? of SB 1235" [ http://leasingnews.org/hires/petta_ralph2018.jpg ] From: Ralph Petta President and CEO Equipment Leasing and Finance Association 1625 Eye Street, NW * Suite 850 Washington, DC 20006 "Allow me to take exception and set the record straight with respect to Mr. McCurnin's statement in his September 21 article(1) about passage of disclosure legislation in California, SB 1235 that...
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Re: "You've just WON Presidents Club, What Are You Going to D0 Now?"
"I Love Cold Calling!" Don't worry - I haven't lost my mind. (Yet.) Cold calling isn't fun. You know it and I know it. So why did I say that? Because I can remember countless times when I heard someone say, "Cold calling is fun!" In fact, I even did it once. It's true. Early on in my sales career, when I was going from job to job, failing by cold calling, and not understanding why it wasn't working - after all, my managers all said it would work - I began deluding myself into believing that...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
Art, it's a part of the industry that I doubt you will get rid of. I would like to add my own "observation". I don't think that 99.9% of dealers do a good deal. If 99.9% was the case these instances would not even be noticed because they would be unheard of. I think the reality is that around 60-70% of dealers are OK. Another point is that the leasing companies do not give a damn about the state of the copier at the end of a lease. As long as the customer has made all the payments they're...
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Re: Lease Maestro Checks into Print4Pay Hotel
Hello Garrett - The dreaded "Evergreen" clause. This clause has caused many problems customer and dealers over the years. Depending on your situation, it may be tough for you to get the customer out of the contract early without some significant work on yours and the customers part. Based on your comment of "win the business", I am assuming that you are not the original dealer that put the customer into the lease with the an "Evergreen" renewal clause. If this is the case, there is a good...
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Re: Canon Business Systems Pulling a Ricoh
Price , as an objection has always been challenging. I use to spread difference over 5 yrs then load up on advantages which I could offer. Sometimes it worked sometimes it didn't. You seem to be seasoned at this. If significant enough I brought DSM from Mfgr. That helped me get customers attn.. Usually mentioned to prospect longevity of rep from dealer vs. transition of direct contact if that helps. Let me know how you make out.. Again best wishes. What state are you in?
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Re: Canon Business Systems Pulling a Ricoh
We're in Illinois. I have brought in my DSM/DBM and a Ricoh Solutions specialist when necessary didn't help in the last instance. When we see Xerox selling off the state contract they usually sell at below our US Communities cost. This is a broke ass state and price is often the only "value" they care about.Originally Posted by Larry Kirsch: Price , as an objection has always been challenging. I use to spread difference over 5 yrs then load up on advantages which I could offer. Sometimes it...
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Re: HP should Buy Xerox
China announced that they intend to place gov't employee/ observers into the Top 100 private tech companies in Hangzhou province of China with the stated goal of fostering a better business environment. China to place government officials in 100 companies including Alibaba The list of companies has not been published. NineStar Corporation of China which owns Lexmark is headquartered in a different province. NineStar has been described as the 4th largest tech company in China. Despite...
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Re: How To Sell Copiers In The Age of Coronavirus
That was a great 45 minutes! Gave me a few ideas. I plan to watch again as there was a lot of content to take in plus forward to my sales teams. Really appreciate the recording. Two very informative videos from the CEOs of Konica Minolta and Xerox on what they are doing and what is happening with their companies during the Corona Virus pandemic https://www.youtube.com/watch?v=6GbwTyfpX8s Konica Minolta has health care robots to measure patients temperatures walking into hospitals and to help...
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Re: How To Sell Copiers In The Age of Coronavirus
WOW! That's crazy with the helicopter and the copier
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Re: ITEX 2017 "Day One"
I'm thinking of doing the premium membership I'm in The dfw area of Texas. Do you get a lot of copier leads for the state of Texas?
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Re: ITEX 2017 "Day One"
Hi Karl, I've seen at least a couple over my time here. The real benefit (IMHO) of the premium membership is the pricing and proposals you are privy to. It really helps to get an understanding of what street pricing is for certain brands and models.
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Re: ITEX 2017 "Day One"
Hey karl there are leads for Texas, and Texas is so massive there are spread out. Czech hit the nail on the head if you're just in it for the leads you maybe disappointed, it's the other stuff that has more value. Don't get me wrong their will be leads I just can guarantee how many and where they will come from
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Re: WHOA!! You Need to Check Out National AZON!
Art, you're right. National Azon is a great asset to us as reps to hit the AEC vertical. In addition they also sell just stand alone large format scanners. I worked with them (but didn't win) on an opportunity at a state archive for scanning super old documents. The rep was super helpful and if it weren't for a prior relationship we would have won. Also, they offer a pretty robust media selection for wide format. We've got several customers we order media for from these guys. They have a...
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This Week in the Copier Industry 5 Years Ago, The First Week in January 2014
Some great threads here, especially the blog series I wrote for "31 Ways to close more copiers sales". Enjoy these threads from 5 years ago this week! Pacific Office Automation Helps Local Children by Matching Donations in the Fox 12 Holiday Toy Drive Art Post · 1/2/1410:14 PM Pacific Office Automation Pacific Office Automation ( http://www.pacificoffice.com ) is a leader in managed printing solutions and document management software. Since 1976, Pacific has grown to become the industry’s...
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This Week in the Copier Industry 10 Years Ago, The Third Week in January 2009
There's a pretty decent thread below about relationship selling. It's ten years old and yes I found it some place on the web. Speaks about common ground with the client along with trust. Take the three minutes to read this thread. Relationship Selling – The Buy and Buy Enjoy the threads from ten years ago this week! Weekend Copier Notes from 1/18/09 Neal · 1/19/098:46 AM bundled with Kodak MarketMover, which is a package to assist printshop owners in marketing and selling digital output. The...
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This Week in the Copier Industry 5 Years Ago, The Third Week in January 2014
Enjoy the threads from 5 years a go this week! Topic Five Vendors Earn Winter 2014 BLI “Picks” in the A3 Color Category Art Post · 1/23/145:35 PM buyers. Konica Minolta Business Solutions, U .S.A., Inc. Konica Minolta bizhub C 364e Outstanding 31- to 40-ppm A3 Color MFP Konica Minolta bizhub C 454e Outstanding 41- to 50-ppm A3 Color MFP KYOCERA Document Solutions America, Inc. KYOCERA TASKalfa 5551ci (Also sold under the Copystar brand) Outstanding 51- to 60-ppm A3 Color MFP Ricoh Americas...
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This Week in the Copier Industry 5 Years Ago, The Last Week in January 2014
Dang, there's a ton of content here! Check out the blog series for 31 Ways to Close More Copier Sales #25 of 31 , there are 31 in total and I'm trying to get them all in a collection for us. Enjoy these threads from 5 years ago this week! This Week in the Copier/Office Equipment Industry 10 Years Ago 4thWeek of January 2004 Art Post · 1/26/142:19 PM the new product.http://support. ricoh .com/bb/html/dr_ut_e/rc2/model/ c 32_38/ c 32_38en.htmJG Toshiba America Business Solutions Introduces The...
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This Week in the Copier Industry 5 Years Ago, The First Week in December 2013
Okay, we're back to doing three of these a wee. Where we look back on the threads from, 5, 10 & 15 years ago Enjoy these threads from 5 years ago this week! Canon U.S.A. Unveils Océ VarioPrint 6000+ Series of High-Speed, High-Volume Digital Production Printers Art Post · 12/5/139:45 PM deliver critical savings to print providers. This black-and-white printer is ideal for burgeoning industries -- such as on-demand, digital book printing -- due to its registration accuracy, outstanding...
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This Week in the Copier Industry 5 Years Ago, The Second Week in January 2014
One of my goals for this year is to garner more leads. You can do that with generating educational documents. I wrote this blog a few years ago, hope this helps. 31 Ways to Garner Net New Copier & Managed IT Business (2 of 31) Enjoy the threads from 5 years ago this week! This Week in the Copier/Office Equipment Industry 10 Years Ago (2nd Week of January 2004) Art Post · 1/12/143:32 PM it... Ricoh Dealer Meeting 1/8/04 9:48 AM Topic by Boston Mike Ricoh Dealer Meeting - Las Vegas, NV...
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The 411 on DocuWare Kinetic Solutions: Sell Preconfigured AP and HR Office Solutions with Ease
In June 2018, DocuWare launched its new cloud-based preconfigured workflow solutions called DocuWare Kinetic Solutions. I had the opportunity to chat with Jo Ann Kreidel, Solution Manager for DocuWare Kinetic Solutions at DocuWare to get a deeper understanding of what the solutions are, why they were developed, and how you can position yourself as AP and HR solution experts to sell these solutions to your current customer base. Learn how to become an Authorized DocuWare Partner to generate...
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A Selling From The Heart Professional Is Not A Sales Settler!
I applaud DirecTV with their bold and 'direct' ads on TV. They continue to make an impact within the cable TV wars; but they've also made a substantial impact within the sales world (more in a bit). In a sales campaign from a few years ago, they play on one single phrase which showcased a frontier-era family in a suburban neighborhood stuck in antiquated ways such as a horse-and-buggy and, by the way, cable. “We’re settler's son, we settle for things,” explained the father in “Neighbors”...
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Is This the Beginning of the End for the Padding of Lease Rates?
First off, I'm no expert in the equipment leasing business; however, but I have some peeps that are. A few days ago I caught a thread on Linkedin reposted from @KeithHachey (Americorp Financial LLC). See the pic below. The first item that caught my eye was the hashtag #leases and then the text at the bottom for "Impact of Senate Bill 1235 on Equipment Leases. Of course I followed the link and it lead me to the web site for the State of California Legislative for Senate Bill 1235. Bill 1235...
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This Week in the Copier Industry 5 Years Ago, The Last Week in September 2013
Wow, has it really been 5 years since the launch of Ricoh ICE. Well the threads from 5 years ago state it is. In addition I posted up a thread about copier demonstrations. Check em when you have the time. Enjoy the threads from 5 Years ago this week! 10 Awesome Tips for a Great MFP/Copier Demo Re: Adobe PostScript vs. Emulation IPS · 9/23/135:27 PM Czech is correct: there are Ricoh printer models with non-Adobe PostScript as well as 3rd-party Adobe controllers for Kyocera, Konica Minolta and...
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This Week in the Copier Industry 10 Years Ago, The 1st Week in November 2008
If last week was an indication of how sales will be for the end of the ear, then it's going to be a end of the year. But, resting on your laurels or pipeline is not a good idea, deals can drop off for a number of reasons. Before you know it, you have no pipeline for the end of the year Always keep prospecting! #alwaysbeprospecting Enjoy the threads from ten years ago this week! Weekend Copier Notes from 11/02/08 Neal · 11/4/086:52 AM 4260, running at 55ppm, but is A4. Canon announced it will...
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Transportation Company Expedites Accounting Processes with Flexible, Digital Workflows
The Salmon Companies, a transportation partner of the United States Postal Service, started using DocuWare to merge its business processes with those of a company it acquired resulting in an efficient, flexible, digital accounting workflow. The accounting process automation improved employee productivity, reduced costs and secured information. Founded in 1946 for hauling a load of mail for the United States Postal Service (USPS), the Salmon Companies have expanded from a regional...
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3 Ways Sales Professionals Nail New Sales Opportunities Using LinkedIn
Inside Hubspot's State of Inbound 201 8, Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process. Sales people, it's no secret, you must make prospecting for NET NEW business a priority. This is the fuel that keeps your funnel consistently full of opportunities. Think about this quote for a moment and let it sink in... A consistent, systematic approach around prospecting for new business is a priority in order to maintain a healthy sales...
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This Week in the Copier Industry 15 Years Ago, The Last Week in August 2003
Below is probably one of the most mis-understood printers (well not actually a printer) of our time. The Seri Print 25 was a really cool in-line attachment to the Ricoh duplicators. You would replace the Ricoh ink with Seri Ink, and then you'd be able to print on any gloss coatings. The Seri printer used a UV light to cure the ink on the gloss coat. Alas the Seri is no more and Ricoh is just about out of the duplicator industry now. Enjoy the threads from ten years ago this week! Konica...
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This Week in the Copier Industry 5 Years Ago, The Last Week in August 2013
I thought it would be time for something new. Each week we post threads from the last 10 year and 15 years on the Print4Pay Hotel. So we're going to give you another one. This Week in the Copier Industry 5 Years Ago. Enjoy these most excellent threads from just 5 years ago! Who Makes the Best Multifunctional Copy Machine? Art Post · 8/28/1310:23 PM manufacturers for multifunctional copiers. Here they are in the tiers. Tier I: Canon (includes Oce), Ricoh (includes Savin and Lanier), Xerox and...
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This Week in the Copier Industry 10 Years Ago, The First Week in September 2008
Labor Day weekend is just about over. The end of the fiscal year 2018 is only 120 some days from gasping it's last breath. I'm looking forward to the these last four months of the year because yet again I still have that desire for success. Time to crack the whip one more time! Enjoy the threads from ten years ago this week! Weekend Copier Notes from 08/31/08 Neal · 9/3/088:27 AM $588 million o 10/98, Dan Doyle resigns as CEO o 2004, DANKA sells its Canadian subsidiary to Pitney Bowes o...
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Hey Sales Leaders: Is Your Sales Team Still Partying Like It Is 1999?
This blog isn't meant to cause you any sorrow. This blog isn't meant not to cause you any pain. Allow me to take you back a few decades, the Thomas Guide was a sales reps best friend. It was the spiral-bound version of what our present day smartphone GPS accomplishes. Remember carrying around both a pager and a cell phone? How about taking photos and having no clue how they'd turn out? All of this got me thinking... STOP LIVING IN THE PAST Many sales leaders are still guiding their sales...
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3 Things Sales Reps Need To Ditch To Smash Their Sales In 2019
New Year... New exercise plan, new diet, and new sales plans. The New Year is also a time to break bad habits. Habits, they're behaviors that impact the decisions we make about how to spend our time, our sales activities and resources. Think of sales habits in the same way. You accumulate experiences and knowledge over time which influences your outlook as well as your ability to effectively manage what you do on a daily basis. From the most tenured sales reps to the sales newbies,...
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This Week in the Copier Industry 15 Years Ago (Third Week of March 2004)
Can't wait for another four years! In 2023 I'll be able post twenty years of activity on this site. Can only wonder what the next four years will be like in this industry! Enjoy these awesome threads from 15 years ago this week! UPDATE - Konica Minolta 3/22/049:13 PM equipment maker said it aimed for a group operating profit of 160 billion yen ($1.5 billion) in the year ending in March 2007. Konica Minolta , created last August through the merger of precision equipment companies Konica Corp...
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Putting a Strategic Vision into Action with Hoshin Kanri
8:30 a.m. in Germany is 2:30 a.m. in my native east coast U.S. time zone. I was jet lagged from the previous day’s flight. It was already hot, and there was no air conditioning in the conference room of the hotel in Bad Wörishofen. Coffee. Europe has the best coffee. My discomfort alleviated, I still did not expect that this day in July of 2016 would have such a profound impact on DocuWare and the way we operate. This was the first day of a workshop that introduced our senior management team...
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This Week in the Copier/Office Equipment Industry 15 Years Ago (Last Week of February 2004)
Just a short story from an order I had last week. The client was an existing account, almost five years ago it was net new. Thus I had some promo's I could throw at the client in order to secure the order. Now it comes time for the renewal almost 5 years later, there are some payments left in the lease. There is no way I can sell them at the same lease price per month. I also made an early mistake on the pricing when I met with the client. I never presented the lease price for the new...
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This Week in the Copier in Industry, Third Week of November 2003
My sales month ended today, thus allowing time for our beloved bean counters the chance to close the month on the calendar end of month. don't mind and I'm kind of use to it. I figure that closing the month early gives me two end of the month chances to close some orders. Of course one is our actual close and the other is calendar end of month. December this year is a little frightening since Christmas falls on a Tuesday. Which means most will not be working on the 24th. Thus December only...
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Color Label Press University "Glossary of Terms" Part Ten, Course One
In the past I've called my self a hunter of wide format devices. I'm know moving on to call myself a hunter for color labels, which will lead me to placing net new label presses. Over the last month or so, I've noticed multiple rolls of color labels in Wawa's, Quick Chek (both of these are gas station/food markets here in New Jersey). In addition I also scoped multiple rolls of labels in McDonalds and Dunkin Doughnuts (or Dunkin as they have re-branded). See and ye shall find color labels...
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This Week in the Copier Industry 10 Years Ago (First Week of February 2010)
I mentioned in the previous blog that we had our Kickoff Sales meeting for 2020 yesterday. Rather than drive the three hours home I opted to stay over night and leave first thing in the AM. 2019 was a very good year, I was back in President's Club for the 7th time, got me a $50 gift card for winning a contest at our branch. Maybe an old timer like me can win the Grand Prize next week, we'll see we have some talented peeps and all will be out for the glory. It's time to bring out the old dog...
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This Week in the Copier Industry 5 Years Ago (First Week of February 2015)
Do you want to relive the madness from 5 years ago when Sharp was sinking fast? If so we've got many of those threads in this weeks edition of what went on in the copier industry 5 years ago. Foxconn and the people have done an excellent job in rebuilding the brand, the programs and adding quality dealers! Enjoy These Threads from 5 Years Ago This Week! Bid Tabulation for Canon, Lanier & Toshiba for 180 plus Copiers Art Post · 2/7/1511:41 PM...
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This Week in the Copier Industry 5 Years Ago (Second Week of February 2015)
It's Friday night and late. Tuesday evening I traveled to Atlantic City for our annual showing of wide format copiers and white boards. Our event started Wednesday in the AM and lasted until 1PM today. I'm getting too old to put in 10 hour days on the show floor (lol). I love doing them because of the interaction with potential clients and you never know who you're going to meet. We brought the BIG 65 inch white board and it was the sizzle that we needed to catch all of those prospects. All...
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This Week in the Copier Industry 10 Years Ago (Second Week of February 2010)
Some additional tidbits from the show I was at for the last three days. I learned along time ago that in order to be successful at these types of events that you need to engage with people when they walk by your booth. You need to greet everyone that walks by and then ask them a question. The question I asked the most is where they were from, after getting a response I would then ask if they have a plotter or ask if they've ever seen a white board before. The questions sparked conversations...
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This Week in the Copier Industry 15 Years Ago (Second Week of February 2005)
Just a little more on the show that I'd like to share from this week. While standing at the end of our booth I was watching the reps from other companies in our section. So many peeps passed their booth and they did not say a word! No greeting, no communication, they waited for someone to speak to them first. Needless to say I'd bet dollars to doughnuts that many warm leads were lost because these reps were never taught the fine art of "hawking" while at a trade show. I was taught many years...
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COVID19 "Remote Working" Day Sixteen of Sales
This blog will be one of the longer running blog series. NJ just locked down for another 30 days, that statement from the Governors Office came today. In addition an additional lock down was placed on all county and state parks. While it seems that the infection rate is slowing down, the media is mostly giving us the bad along with a few specs of hope here and there. I follow the numbers on a daily basis but I'm somewhat concerned that more peeps will be out and about as the better weather...
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COVID19 "Remote Working" Day Twenty-One of Sales
Another day, another dollar. Actually a great reminder that we can make what ever we want when we want. I may need to bag that for the better days that lie ahead. Our brilliant Governor just extended the "stay at home" order until May 20th! That's what I heard on the news today. I need to double check that, and if it's true I'm thinking that he'll be bumping heads with our President in the near future. Says he'll re-evaluate the states progress at that time. We need to open the state back up...
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COVID19 "Remote Working" Day Twenty of Sales
Okay, okay I did put a few hours in on Good Friday, however I made sure I finished up before noon. Good Friday was a listed company holiday but I wanted to put in the extra time since the company I work for has always been there for me. Those are those months and or quarters when you kind of suck and aren't getting the job done. We'll all had them and most of us are experiencing it right now. Looking back on last week I was about to book $20K in revenue. Looking forward I've got a shot at...
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COVID19 "Remote Working" Day Twenty-Three of Sales
There was some good news today in that the Feds released their plans for States to get back to work in a three phase operation. Seems each State will have different time lines depending if they meet the conditions that were set forth today. New Jersey is on lock down until the 15th of May. Could we see some of the restrictions lifted soon? I'm thinking no since we're one of those nanny states. This may be one of my shorter blogs and the reason for that is because I spent 5 of my eight hours...
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This Week in the Copier Industry 5 Years Ago for the Last Week in April of 2015
Below are some of the threads that were popular 5 years ago this week. One thread that's great for newbies is State of the "Art" Sales Technology. Enjoy these awesome threads from 5 years ago today! Multiple Copier Pricing Spreadsheet Art Post · 4/30/1511:12 PM Topic Fuji Xerox and Ricoh for the the Provision of Print and Imaging as-a-Service PlaaS Art Post · 4/30/1510:13 PM an option of two (2) one year extensions. The combined purchasing power of the Queensland Government has enabled the...