The Death of the Cost-Per-Page Billing Model

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
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Why You Don’t Buy a Copier from the Web

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
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9 Tips to Keep Your Best Copier and IT Sales Producers

  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
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Days in the Life of a Copier Salesperson

Editor’s note: Art Post has been running a series called “57 Days of Selling” on his  Print4Pay Hotel blog. The following is a collection of excerpts from that series that we thought ENX readers might enjoy and connect with. Day 2: After lunch it was call time, which was directed
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Ten Things You Need to Know About the Ricoh MP 501SP and MP 601SP

Geesh, where do I start?  When I first heard of the MP 501/601SPs, I thought they were just another mediocre multifunctional (copy, print, scan, fax) A4 device. I assumed the device was designed for low, low volume and would have a high cost per page. I was dead wrong in my
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Five Reasons Why I’m Attending the Top 100 Summit in San Diego

Who can’t resist an opportunity to spend some time in San Diego? MPS is changing, and if you’re not changing, your competition is. Below is a paragraph from the Top 100 Summit web page: The summit is an exclusive, invitation only, all-expenses-paid (minus flight and
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How Copier Reps Can Rise Above the “Bad” Times

Over the weekend I was able to achieve the status of Titan 1 for Clash of Clans. Yup, I’m kind of old to be playing on-line games — in fact I’m the oldest in my clan. For those of you that are not familiar with Clash of Clans, it is one of those on-line games
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‘Make a Difference’ or ‘Make a Profit’ with Copier Accessories

A little more than three months ago, I posted up a survey titled “Copier Options & Accessories Survey.” I’ve been selling copiers for 36 years, and in those 36 years I’ve always looked for something that would give me a leg up on the competition
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The Day After The Last Selling Day of the Quarter for Copier Reps

Twelve weeks of prospecting, traveling, and thinking out of the box has finally paid off. Woohoo! It’s finally here. It’s half past five in the evening. Everyone else has left the building, and I’m about to finish up processing the last order of the month, the
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Little Ditty about our vCIO

There’s an old saying that excellent CEOs and business owners surround themselves with excellent people. Popamora Point Last Saturday morning the wife and I decided to take a short five-minute ride to our poor person’s beach club on Sandy Hook Bay. Popamora Point offers a
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Selling Copiers: Do You Have That Special Lockout Feature to Win the Order?

You’ve heard it. I’ve heard it. Our clients tell us: “You’re selling a commodity. All copiers do the same thing and service is not a major concern. Just give me your best price!” Yup, you’re thinking the same thing I’m thinking after hearing
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12 Tips on How to Return Leased Copiers

Over the years I would say that 90 percent of my clients leased their copiers with an option to buy the copier at the end of the term. Most of these leases had a buyout option for FMV (Fair Market Value). The general idea of an FMV lease is that the customer has no intention of
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The Digital Copier Industry of Today: Part Three

I wrote this back in 2012 for a series of blogs titled, The Transition of the Copier Industry. Back in 2012 I focused this blog around the Ricoh eWriter. Today the Ricoh eWriter is nowhere to be found. Why? I have no clue. I thought this product would kick start paperless forms,
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When Did Selling Three Copiers a Month Become Acceptable?

Just because you’re at work, does that mean you’re working? Over my many years in the copier business I’ve seen many copier sales people come to work. And I guess that’s sort of an accomplishment because they at least showed up. I’ve also encountered
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The Transition of the Copier Industry: Part 2

When digital copiers first arrived on the scene, we were ecstatic that copiers were now capable of network printing, network scanning, and faxing. In the early days of digital copiers, the largest benefit to end users was if the copier jammed (and they all did) during a copy or
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