Art Post

While on a long drive to one of my accounts on the fringe of my territory, I had time to think about some of the technologies that I’ve used to help me sell copiers.  The Phone in a Bag:  Pretty cool right!  For you newbies, you probably didn’t even know that the Read More

I’ve been chomping at the bit to write this blog. Picture this, there are three sales people from three different dealers, and all have secured an appointment with the decision maker to replace the aging copier.  All three have the same level of tenure and experience, all Read More

Well, it’s new for those of us that sell the Ricoh product line. We had heard Well, it’s new for those of us that sell the Ricoh product line. We had heard rumors on the Print4Pay Hotel forums for a few months that Ricoh was going to launch an envelope printer.  Rumor Read More

Do you remember when leads were a weekly occurrence? Many years ago, it was not uncommon to get a few leads a week. Back in the ‘80s they would come via fax from the manufacturer. Advertising was done through various media sources like radio, TV, direct mail and print Read More

Monday? Everyone knows that a great copier sales person week starts late Sunday because we called it quits early on Fridays, especially in the summer. With that in mind, Sunday night is geared to getting these type of jobs accomplished. Answering e-mails that came in late Friday Read More

Just about 18 months ago,  Toshiba American Business Solutions offered up National No Print Day.  Within a few days or weeks Toshiba cancelled the campaign. I heard they cancelled due to a not so good response from the printing industry. Okay, a flub, everyone is allowed one Read More

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 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

I’m pleased with the nominations that are coming in for The Week in Imaging’s and Print4Pay Hotels Top Sales Rep Awards. In case you missed it when we originally announced this back on January 10, The Week in Imaging and The Print4Pay Hotel have joined together to present the 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

Over the years I’ve seen a lot of really bad Copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones. You’ve seen them, we call them, “hack proposals,” very vague, a price per month, nothing about delivery, Read More