Art Post

To Ricoh: What I Want for Christmas in 2013

In Nova Scotia, during the twelve days of Christmas small groups of belsnicklers, or masked mummers, appear in neighborhoods, ringing bells, making noise, seeking candy or other treats. The hosts may try to guess who the mummers are and if they guess right the mummer removes his
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Selling Copiers & MFP’s: Running With the Big Dogs

What’s the Golden Rule when selling office equipment? Know your competition or least what they are quoting. Ever notice every time you walk the dog that he or she stops at every tree or fire hydrant? Ever wonder what they’re doing? They are checking out the
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An Awesome Sales Experience from the Seventies

Is it just me or does every Thanksgiving always bring back memories from times gone by? Today while running errands I remembered a few of my first introductions into sales, at the time I didn’t think it was anything more than doing my job. While working at Green Farms
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Looking for MFP Leads in All the Right Places

I’ve borrowed a few lines from a blog I wrote about three years ago in reference to finding leads and then updated it with a few new ones for everyone. Have you ever heard of the “three foot rule”? It means that whenever you get within three feet of someone you
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10 Awesome Tips to Keep Your Best Sales Producers

Seems to me like this would be just the opposite of “10 Tips on How to Lose Your Top Sales Producers” blog I wrote….., well, not entirely. 1. Don’t lie to them. If you do and you’re found out to be a liar, the rep will have no respect for you or your
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Between the Lines: MPS Certification and Secrets of the Color Aftermarket

I started writing this on Monday morning while recovering from a four-day music conference in the Catskills that found me up until the wee hours of the morning listening to music. (Some of you may remember that one of my hobbies is presenting concerts 9 times a year.)  It takes a
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Between the Lines: Another Take on MNS & IT Services

What’s the hottest thing in the imaging and office technology industries right now? Could it be IT services, managed network services? It could be depending on whom you’re speaking with. Not everybody is buying it though. This week I spoke with Tom Callinan of Strategy
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Between the Lines: The Final 12 Elite Dealers of 2012

And now the end is near. Actually it’s more than near, it’s here as I present the final 12 2012 Elite Dealers, including the Elite Dealer of the Year. First a word about that and how that’s determined; I decided to do that for the first time last year after reading a number of
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