In the last month I’ve had to visit the same doctor’s office about six times. Seems I developed cataracts in both eyes. I opted for the surgery and everything went very well. Not being a frequent visitor to doctor’s offices, these trips to the same Eye Center piqued Read More

I was born in the late fifties, by the time I was three years old, Xerox had introduced the first plain paper copier. The Xerox 914 was capable of producing 400 copies per hour. The speed per minute was under 7 pages per minute. Fifty some years later our current plain paper Read More

I’ve pretty much reached a wall when prospecting for new accounts. Sometimes, I wonder if companies conduct an internal contest to see who is the rudest person in the company. The winner is then placed in charge of taking calls from sales people.  Personally, when I rude Read More

I received another e-mail asking me if I had written a blog about educating end users of copiers why they should get a new copier from a dealer and not get one from a retail establishment. I’m hoping and guessing that they were referring to Staples, Max, Best Buy and the hordes Read More

Demo, what the heck is that?  In other posts I’ve mentioned that demo’s were the way we used to sell copy machines many years ago. One of the requirements of a copier sales person is that you needed to have some type of station wagon, hatchback or enclosed pickup Read More

Here’s another interesting thread that I found on a forum:  This company had purchased a small brother MFP to only find out that the system died in about six months because of the environment that the system was placed in.   The industrial environment is a rock quarry!  Read More

So this has been annoying me quite awhile. It’s about selling professional services for workflow. Recently, I put up a poll on the P4P forums in reference to what we (salespeople) are charged when we sell billable hours.  Out of the responses we’ve received, 57% of Read More

It’s been a few days since I’ve had the desire to write.  I’d bet the ranch that if I was paid to write, well, let’s say it would be like a actor having stage fright. Ah ha!  That’s it, I’ve had writers block. The last few days, I’ve had Read More

I received this e-mail from a Print4Pay Hotel member a few weeks ago. “High turnover is common in the industry. Is it frowned upon if you join a competitor because they are offering more money”? Well, not really, who is going to do the frowning?  If it’s the company Read More

Just about a month ago I posted New Ricoh MP C2003 & C2503 Sneak Peak, and most of the information I acquired was from a Ricoh Euro brochure for the new MP C2003 and the MP C2503. We were just notified a few days ago that all of the older MP C2051’s and MP C2551’s Read More

We’ve all had them right? At lunch today we spoke about the meeting that was too good to be true. The person you met with (who was to relay the information to the decision maker [DM]), was engaging, energetic, giving buying signs, basically all of the right stuff that says Read More

A better year in 2014 for everyone right?  I still feel the economy here in the Northeast is not what is was and am wondering if we’ll ever get back to where we were in the mid 2000’s.  I’ve been in this crazy business for 33 years and not once was I ever faced Read More

(This is a re-post from a few years ago, with a few changes and additional tips. Enjoy.) Last week we had a special training day for telemarketing; my how the day brought back memories about how I used to get additional business, find additional prospects, and/or make a new Read More

During the last three years I’ve been delighted to help rookies, newbie’s or whatever you’d like to call new people that are breaking into the Managed IT, Copiers and Managed Print Service  industry. I’m not a manager or owner (I was an owner once), I work down Read More

I wanted to blog a little about what’s creating some excitement in the field for me in recent months for MFP’s and printers.  Creating excitement for MFP’s and printers can be a daunting task at times. However, we listen to our prospects and customers first, ask Read More