Art Post

7 Tips to Help Win Net New Competitive Copier and MPS Deals

  (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

Sharp: The Good, the Bad, and the Ugly

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

Canon Business Systems Pulling a Ricoh

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

Five Items Spock Would Consider Illogical About Purchasing or Leasing a Copier

  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

Tell ‘em Columbo Sent You

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

Telemarketing and the Person with a Bad Attitude

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

Why Referrals Still Matter

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

12 Tips 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
Read More

My Top Ten MFP/Copier Industry Predictions for 2015

  Looking back 2014 was one of my best years in the business. The fourth quarter of 2014 was the best quarter I’ve ever had!  I can only hope that 2015 will be as good as 2014 if not better. Last year’s Top Ten MFP Copier Industry Predictions for 2014 had me wondering
Read More

Tip Offs That Your Customer is Gathering Additional Proposals

Even though we ask, “Are you entertaining any additional proposals?” there are times when buyers are liars. Over the years, I would say 90 percent of those that have told me, no we’re not entertaining any additional pricing, were true to their word. Recently, I
Read More

My Top New Year’s Work Resolutions for 2015

Many people every year enable some New Year’s resolutions that might include exercising more, eating healthier, quitting smoking, and saving more money.  But, how many of us really make the time to set some New Year’s Work Resolutions? The Resolutions that you set today can
Read More

Twelve Days of Selling: Day One

I started this series of blogs off with the title, “I Want it All”.  For those of you that are old enough that was the title of a splendid Queen song in 1988. You see, I grew up with the attitude that I Want it All and throughout the years I pretty much always got
Read More

Between the Lines: Happy Holidays from the ENX/The Week in Imaging Family

As we wind down 2014, we’re going wrap up the final issue of our newsletter for the year with a nice quick read. This week we have a few more 2014 highlights to share as well as the final 15 big wins from our 2014 Elite Dealers. And we have one more column from Art Post. All in
Read More

I Want It All, I Want It Now!

With just thirteen days left in the month and the year, I find myself $70K short of securing a spot to our Presidents Club trip in 2015. However, I still have eleven selling days left to the month. Thus, the way I think of it, is that I still have half of the month left to hit
Read More

To Ricoh: What I Want for Christmas

For each of the past three years, I’ve included a small ditty about Christmas traditions.  I’ve also included an awesome picture of man’s best friend with a Santa’s hat.  Enjoy! In Quebec Province, celebrations finish on January 6th, with the “Party of t
Read More