Way back on March 2, 2020, my wife and I arrived in Newark Airport from my President’s Club trip to Aruba. It truly was a great week, though every day we were peppered with news headlines about COVID-19. I asked my wife, “is this something we should worry about?” The first couple Read More

Three salespeople garner an appointment with the same client. One of the salespeople is with the incumbent dealer of the account. The other two are on the outside looking in to gain net new business. The client is at the end of a five-year lease for a color A3 MFP (30 ppm). Other Read More

I remember when plain paper copiers used rolls of paper and not sheets. I remember when the glass on the copiers had to move back and forth. I remember when copiers used liquid ink (toner) to produce an image. I remember when you used a dial to set how many copies you wanted to Read More

The smell of spring is in the air, along with the completion of the first few weeks of the 2018 Major League baseball season here in the U.S. Last year, Chris Polek (owner of Polek & Polek) and I collaborated with our first baseball-themed blog for the office equipment Read More

What a year! Ricoh sells most of their SMB accounts to dealers (not including education, legal and production) and proves that they are dedicated to their dealers. Toshiba has probably staved off selling the kitchen sink with the sale of its chip unit to a consortium that is led Read More

With many athletes, practice makes perfect. It’s that repetition of completing certain tasks over and over again the create muscle memory. That muscle memory then becomes an instinctive reaction when that athlete puts those skills in motion. Since I’m pretty familiar Read More

You’ve demoed that shiny new copier for your print shop decision maker. Pricing is no longer the issue, maintenance pricing is fine, the copier operation was flawless and you don’t feel comfortable with using a drop close to secure the order. Yet, you can move the Read More

Here’s a short story about two appointments I had later in the day.  Well, not really appointments but rather stop-ins with two existing accounts. One of those accounts was a net new from three months ago, where we were able to place a new wide format unit. The other was a Read More

When your customer signed his/her last copier lease, did he/she happen to take the time to read that lease? How about the maintenance agreement? If they’re like most lessees, they probably skimmed over the verbiage on the lease and then signed the maintenance agreement Read More

Begrudgingly, I was off to the Monmouth Park thoroughbred horse race track during a Saturday afternoon in May.  My wife was adamant about my attendance since it was an in-law family event. Argh! Now, I don’t mind going to Monmouth Park. While in my very early teens, my Read More

Tonight, I find myself doing an overnight in Philadelphia. My day tomorrow will consist of consuming additional knowledge about ink technology which will one day replace toner technology.  However, that’s not want I want to blog about tonight. Last night I found myself Read More

One of the main reasons for this compilation of Blogs for Selling in the Seventies was to lend some insight as to what it was like to sell copiers in the seventies. As far as I know there is little to nothing on the web about our industry in the seventies. I wanted to make sure Read More

Guess what’s coming to your business neighborhood? Did ya give up yet? Yes, the cost per click aka the cost page could become the billing model of the past. Seat-Based Billing (SBB) with Print Audit About a year ago Print Audit released a SBB model for MPS engagements, The Read More

With a recent appointment, my sales process took a few steps back when my prospect (net new client) challenged my pricing for a new A3 black Ricoh device. They stated that the price of the same device on the web was $2,500 less than my price and wanted to know why we were so much Read More

  I wrote this back in 2012 and thought this would be a good blog to repost. I’ve also freshened it up in I wrote this back in 2012 and thought this would be a good blog to repost. I’ve also freshened it up in order to keep up with the changing conditions of our Read More