What a day on the phones today; I needed to kick it up a notch. I’ve got 16 or so opportunities that I need to move forward and most seem to be stalling out. So, what do you do?  Simple, you make more phones and or stop ins.  Since, I’m backlogged with my calls, the Read More

I thought it was time to report on some of our Color Cost per Page Surveys that we’ve been running on the Print4Pay Hotel Survey Page. Thus, this is the second band that we surveyed our members for.  There will be four additional survey bands that we’ll post in the Read More

Print and Imaging as-a-Service (PlaaS) is an all-inclusive service including the provision of hardware and print management services without Customers having to own or lease any of the equipment or associated software. PlaaS moves operational accountability and responsibility for Read More

I thought it was time to report on some of our Color Cost Per Page Surveys that we’ve been running on the Print4Pay Hotel Survey Page. Not a scientific poll, but I’d bet dollars to doughnuts that our P4P’ers (Print4Pay Hotel members) are right on track since Read More

That was the deal when I was in grammar school in the sixties. If you needed a copy of something, you went to the local library. I guess what I remember most about those machines is that a copy cost a nickel. The top of the copier had a rubber mat to put the original under and Read More

Make the calls and the prospects will be there; Whether you’re communicating via LinkedIn, sending e-mails, calling on the phone, or just knocking on doors, if you do the work, the prospects pool will only grow larger. A recent e-mail I received about the base metrics that sales Read More

Today was awesome day, as long as you’re a Met fan!  First win of the season and just maybe, just maybe we won’t stink this year. Winning is an awesome thing, whether it’s winning at sport’s, winning with games or winning the sale. Winning breeds Read More

Seems like I always have a good story to tell from my Presidents Club trip. This year our trip was to Montego Bay, Jamaica, we stayed at the Iberostar Grand Rose Hall Hotel.  I loved everything about this trip.  I’m even thinking about booking a week there next year. Read More

  (Editor’s note: While Art is away this week enjoying his President’s Club trip, and not blogging, here’s an oldie but goodie from a couple of years ago that’s still relevant today.)   “My pipeline is always 100,000K+ and I’m required to do 12-15 appointments Read More

Back in the mid to late ‘80’s I can remember always getting my butt kicked by Sharp.  Even better, if you owned a Sharp dealership you were in play to be bought by Alco Standard (January 1997 Alco Standard split into two companies with one becoming IKON Office Solutions).  It was Read More

Heard from a friend who is a Canon dealer. That dealer states Canon Business Systems (CBS) is dumping machines to his existing base and selling in most cases for 20 percent less than his cost! He also went on to state that CBS and Canon Dealers have no “Rule of Read More

  Last friday at lunch, I saw the scrolling marquee that Leonard Nimoy had passed away. Leonard was best known for his role as Spock in the original Star Trek series. Like my mother, I’m a fan of science fiction and believing that one day everything that we’ve Read More

Last week I received a lead in my territory from our manufacturer.  OMG, these are rare nowadays! Before I called the decision maker, I did my due diligence and checked the company out on their website.  I got a feel for what they do and what they would use one of my color Read More

There was a recent thread on LinkedIn from an executive with a major manufacturer that I took exception to. In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a website.  The user was whining because a rep from that companies Read More

I wrote this many years ago when I first started writing; I cleaned up a few things and added a few things to keep the blog current.  Clients are more skeptical than ever. How do you win the sale when your prospect knows nothing about you, your company or the excellent benefits Read More