Three Copier Salespeople Walk into a …

Three salespeople garner an appointment with the same client. One of the salespeople is with the incumbent dealer of the account. The other two are on the outside looking in to gain net new business. The client is at the end of a five-year lease for a color A3 MFP (30 ppm). Other
Read More

Six Reasons Why Flat Rate/One Rate Will Change the Copier Industry

I remember when plain paper copiers used rolls of paper and not sheets. I remember when the glass on the copiers had to move back and forth. I remember when copiers used liquid ink (toner) to produce an image. I remember when you used a dial to set how many copies you wanted to
Read More

Eight Baseball Idioms for the Office Equipment Industry

The smell of spring is in the air, along with the completion of the first few weeks of the 2018 Major League baseball season here in the U.S. Last year, Chris Polek (owner of Polek & Polek) and I collaborated with our first baseball-themed blog for the office equipment
Read More

Top 10 Copier and Imaging Industry Predictions for 2018

What a year! Ricoh sells most of their SMB accounts to dealers (not including education, legal and production) and proves that they are dedicated to their dealers. Toshiba has probably staved off selling the kitchen sink with the sale of its chip unit to a consortium that is led
Read More

A Hack to Help You Sell More Copiers

With many athletes, practice makes perfect. It’s that repetition of completing certain tasks over and over again the create muscle memory. That muscle memory then becomes an instinctive reaction when that athlete puts those skills in motion. Since I’m pretty familiar
Read More

A Short Sales Tip that Can Help You Close More Business

You’ve demoed that shiny new copier for your print shop decision maker. Pricing is no longer the issue, maintenance pricing is fine, the copier operation was flawless and you don’t feel comfortable with using a drop close to secure the order. Yet, you can move the
Read More

Copier Sales, Relationship Building and Commonality Garner Orders

Here’s a short story about two appointments I had later in the day.  Well, not really appointments but rather stop-ins with two existing accounts. One of those accounts was a net new from three months ago, where we were able to place a new wide format unit. The other was a
Read More

Six Reasons Why Copier Leases Can Cost Your Clients More Than Anticipated

When your customer signed his/her last copier lease, did he/she happen to take the time to read that lease? How about the maintenance agreement? If they’re like most lessees, they probably skimmed over the verbiage on the lease and then signed the maintenance agreement
Read More

A Few Reasons Why Horse Racing and Selling Go Hand in Hand

Begrudgingly, I was off to the Monmouth Park thoroughbred horse race track during a Saturday afternoon in May.  My wife was adamant about my attendance since it was an in-law family event. Argh! Now, I don’t mind going to Monmouth Park. While in my very early teens, my
Read More

Sometimes We Forget to Mention All of the Value We Provide When Selling Copiers

Tonight, I find myself doing an overnight in Philadelphia. My day tomorrow will consist of consuming additional knowledge about ink technology which will one day replace toner technology.  However, that’s not want I want to blog about tonight. Last night I found myself
Read More

Selling (Copiers) in the Seventies with Fred Habbal

One of the main reasons for this compilation of Blogs for Selling in the Seventies was to lend some insight as to what it was like to sell copiers in the seventies. As far as I know there is little to nothing on the web about our industry in the seventies. I wanted to make sure
Read More

The Death of the Cost-Per-Page Billing Model

Guess what’s coming to your business neighborhood? Did ya give up yet? Yes, the cost per click aka the cost page could become the billing model of the past. Seat-Based Billing (SBB) with Print Audit About a year ago Print Audit released a SBB model for MPS engagements, The
Read More

Why You Don’t Buy a Copier from the Web

With a recent appointment, my sales process took a few steps back when my prospect (net new client) challenged my pricing for a new A3 black Ricoh device. They stated that the price of the same device on the web was $2,500 less than my price and wanted to know why we were so much
Read More

9 Tips to Keep Your Best Copier and IT Sales Producers

  I wrote this back in 2012 and thought this would be a good blog to repost. I’ve also freshened it up in I wrote this back in 2012 and thought this would be a good blog to repost. I’ve also freshened it up in order to keep up with the changing conditions of our
Read More

Days in the Life of a Copier Salesperson

Editor’s note: Art Post has been running a series called “57 Days of Selling” on his  Print4Pay Hotel blog. The following is a collection of excerpts from that series that we thought ENX readers might enjoy and connect with. Day 2: After lunch it was call time, which was directed
Read More