Where Do You see the Copier Industry in 5 years????

I see 5 players left, I also see inkjet or some form of ink technology being the primary technology to print on paper.

Looking through the other crystal ball, I can see the emergence of color flat panel displays for viewing, editing and routing documents thru a wireless networks and internet access. You will be able to have documents signed and fill out information right from the screen, this product will weighh no more than two ounces, will be about 1/4 inch thick and the size of a letter size piece of paper. The first of these products will retail for about $3,000 each, they will also be capable of printing, emailing and will be able to store almost 300GB of information. It will also be your camera, and your phone.

These devices will be the end of paper as we know it.

I just need it to last another 15 years

all industries evolve and a business must evolve with their industry or be left behind. Studebake made coaches and buggies and moved to the automobile. Those who sold the coaches and buggies either changed or went under.
Many companies in our business started out as typewriter companies and took on copiers or as Fisher's old company, went under.
If you are planning on the "copier" industry to last, then think again. It's evolving at a pace that is fast and furious (sorry Vin Diesel). From MPS to embedded softwares things certainly aren't the way they were just a few short years ago. One of my best friends is an old "copier" guy and doesn't want to change. He wants to sell boxes because that's what he's always done. Solutions are as far from where he wants to be as east is from the west, but it's those solutions to where this industry is today and will evolve from in the future.

As I scramble to stay on top of Electronic Document Management technologies and Managed Print Services, I cringe at Art’s prediction of “the end of paper as we know it”! And even though I think Art’s prophecy may someday come to pass, I feel we’re safe (at least for 10 years or so) if we stay focused on these “relatively new” document strategies (EDM and MPS)…in other words, I’m doubting the paperless office takes hold in the next five years (but what do I know…I’m just a dumb copier salesman!).

As long as we follow Neal’s advice of “evolving with our industry”, I feel we’ll all be fine. Remember, ladies and gentlemen, if you’re on this website reading threads like these, you’re probably one of the elite salespeople in this industry, and no matter what technologies take hold in the future, someone will need to be the “industry expert’ for those technologies. So far, they haven’t invented an idea or product that sells itself!

Good Selling!

Brian

It's easy to be a naysayer... so here I go.

The Paperless office was first predicted in 1976 and was said to be inevitable within the next 10 years.

Even if Art is right and we do develop a Kindle-like replacement for paper, I don't see it taking on any great marketshare in the next 20 years.

I do think our industry is in a decline, I do think the copier will eventually disappear (or at least drop to minimal levels). I just haven't seen our replacement yet.

I don't fear the paperless office at all. What I see is that the products we sell are becoming a complete commodity. A commodity where there is no money to be made. A commodity that will be available to purchase via the internet bypassing the dealer channel.

Our products are a commodity only if you allow it to become one. There will always be those times when you are selling a box, that's partof any business, but if all you do is react to the market then you won't be doing this long. I always thought that I was able to provide value, but in the last year I have learned a lot about what real value is and how to create it. If all one does is find out there is a lease due, finds out what the customer says he or she wants and then provides a proposal, then welcome to commodityland. Then it's personality and price; and if the incumbent hasn't screwed up he'll get another shot to low ball you. Provide a value, something that others didn't or can't find, seperate yourself. You may not get retail, but you'll see gross profit increase dramatically.

...and that takes me full-circle back to my discussion of "document management strategies". It's too early for me to say that I've found the perfect transition into the next phase of our industry, but I'm certainly giving it a shot! I'm practicing adding phrases like "Integrated Electronic Document Management System" and "Managed Print Services including Total Fleet Management" into my daily talk-track. Of course, we've all been discussing this type of stuff amongst ourselves for years, but it wasn't until just recently that I finally had enough of a "loyal" client base writing me reference letters this week saying how thrilled they were with my company's service and our long-term relationships, and then telling me next that week they bought someone else's system because it was $1,000 cheaper! I've even recently caught myself trying to intentionally slow down a client's sales cycle in an effort to make sure they're not just collecting proposals so they can "buy a copier" (and believe me...that goes against everything I was taught in this industry!). Of course, that type of behavior is not helping my short-term quota achievment (and I'll keep you posted on how that works out...we'll see if my bosses have really been on board with this "total solution philosophy" they've been pushing...I may wind up selling wingtips at the mall after all of this unfolds!)

But in the meantime, I'm banking on Neal's "evolution strategy" and adopting Einstein's philosophy regarding the definition of insanity: "Doing the same thing over and over and expecting different results". Our industry may become a commodity market, but I ain't going down without a fight! I'll either be the last man standing...or I'll see you at the mall!



Good Selling!

Brian

I would recommend the book "Getting Insude Your Customers Head" by Kevin Davis. It has made a huge difference in the way I approach sales from my past. Does this slow down the sales process? YES! But when you consider that on average you're fortunate to close 1 in 5 "new business" prospects and this process has changed it to at least 3 in 5, that's huge. Keep it up Brian...it'll work out in the end.

quote:

Originally posted by wyzguynyuk:
As I scramble to stay on top of Electronic Document Management technologies and Managed Print Services, I cringe at Art’s prediction of “the end of paper as we know it”! And even though I think Art’s prophecy may someday come to pass, I feel we’re safe (at least for 10 years or so) if we stay focused on these “relatively new” document strategies (EDM and MPS)…in other words, I’m doubting the paperless office takes hold in the next five years (but what do I know…I’m just a dumb copier salesman!).

As long as we follow Neal’s advice of “evolving with our industry”, I feel we’ll all be fine. Remember, ladies and gentlemen, if you’re on this website reading threads like these, you’re probably one of the elite salespeople in this industry, and no matter what technologies take hold in the future, someone will need to be the “industry expert’ for those technologies. So far, they haven’t invented an idea or product that sells itself!

Good Selling!

Brian

good stuff, hope to hear more from you soon!! Hope things in Maryland are good for you!!

Art

One of the best 'Discussions' on the p4p hotel, ever.