Art Post

Difference Maker Art Post Uses Gift of Gab, Knowledge to Fashion Successful Sales Career

Sometimes, it is the back story of an individual’s career that can truly portend his or her future. That is certainly the case with Art Post, a 35-plus year sales veteran of the office technology space and the CEO of the Print4Pay (P4P) Hotel, a knowledge-sharing repository for
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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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The Transition of the Copier Industry, According to Art

Part One: I can only start from the early eighties. Six months after graduating from a copier tech training school, I had sold my first copier. I’m pretty sure I remember the building, but not the name of the company. On a recent drive by that company was no longer in that
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How Much Do I Insure My Leased Copier For?

“How much do I insure my leased copier for?” was a discussion I had with one of the sales rep in our office yesterday. From time to time, we field calls from clients asking how much to insure the leased copier for.  The client then needs to submit that information to their
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Can I Print from My Digital Camera to My Color Copier with PictBridge?

Two recent appointments with clients actually tested my knowledge of one of the obscure features of our multi-functional copiers. On one appointment with a tech saving client, he wanted me to tell him about every option that was listed for the Ricoh MP 3003SP. It was the old
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What is Unstructured Document Scanning?

A recent press release from Konica Minolta SA (South Africa) prompted me to further explain why structured scanning is a must when scanning paper based documents. I would have to say that 90 percent of all SMB’s are scanning the “old fashioned” way with MFPs.
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Selling Copiers: Reading Between the Lines

Much of the content that I use for my blogs comes from the daily grind of selling hardware and software. There will be days when I hear something unique, have a conversation with a client, or a spark of imagination that will compel me to write. Yesterday was one of those days.
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My Top 5 Likes & Dislikes with Linkedin Users

A few weeks ago, I was digging deep into Linkedin just to see what’s new. I didn’t find much, however, I did notice that I’ve been a Linkedin user since 2005. Over the years I’ve seen the good, the bad, and the ugly on Linkedin.  There’s a lot more
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Selling Copiers: “The Good Old Days”

Pac Man, Space Invaders, and Donkey Kong were cool. Everyone was wearing RayBans, Nike sneakers and Members Only jackets. In 1982 I sold my first copier. I started in the industry as a technician in late 1981. I was fantastic at taking developer units apart to perform PM’s. My
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What is a Searchable PDF & Why it is Still Important with Copiers?

Sometimes we need to educate right? At all of my appointments I mention that our devices will scan documents to searchable PDFs. I then follow up with, “Do you know the benefits of being able to create searchable PDFs?” The reason for the question is that I’ve
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Bad Copier Sales People Still Exist, Don’t They? Part 1

It’s been a week of dealing with some bad apples (salespeople). Two weeks ago I had an appointment with an existing client in my territory to replace an older Ricoh MP1600.  We have something like six Ricoh’s in five of the company’s six locations in the state. All
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