If you asked my sales manager, he would probably say NEVER! Many of us know that only the strong (tough minded) will survive more than three years when it comes to selling copiers, printers, and managed print services. Those who survive more than 20 years of selling (not Read More

What started as a great head start for August sales turned into a crap show leading up to the last day of the month for me. I had $36K booked at the end of the first week, thus needing a minimum of $25K seemed like a no brainer, right? Things happen, and I call these conditions Read More

Way back when in 1986 I went into business for myself at the ripe age of 29. I had been selling copiers for a Minolta dealer in central New Jersey since 1982, and by 1986 the owner was in a divorce, hooked on other stuff and the business just didn’t open one day and the Read More

I ran across yet another scam from a copier dealer. First let me point out that 99.9 percent of the dealers out there are great at what they do and great to do business with. However in any industry there are always a few bottom feeders that go to any length to fatten their Read More

What does Priport mean or what possessed Ricoh to choose the name Priport?  If I had to choose a name for a high-speed duplicator I would have chosen something like DocuPress, Image Print or DupliPress many years ago. In the last few months I’ve been able to learn more Read More

Last week I scheduled an appointment with one of my prospects to go see a Plockmatic Booklet Maker in action at an existing account. The existing account is one of those accounts that, how can I say, was a little tardy on keeping up with agreements and had to go and find supplies Read More

About a month ago another sales person and I were asked to give a presentation to our sales team about sales objections and closing. I have this as an audio file however I haven’t had the time to upload it to the clips section of this site yet. We have a young team of sales Read More

About a month ago when I found out that I could add clips to the new site, I went in search of old copier ads. I found quite a few of them, however I’m thinking that most of the old ads maybe lost forever since they were never scanned. (If anyone has any old dealer Read More

Sometimes in this industry you can get so fed up with the day to day bull that you just need to put the pedal to the metal and get it done. Today was like that, sales for the better part of the month have been lackluster and it’s not from the work effort. On a day when many Read More

Believe it or not, I had someone mention to me that a CEO of a major copier company here in the U.S. looks like an “unmade bed”.  It was not until I went to a recent outing that I had a chance to meet and greet that person and truth be told, that CEO did resemble an Read More

The Doctor is in the HOUSE!!  One of the great features of the Print4Pay Hotel forums is the MEMBERS, we have a resident guru (Dr. PCL5) that monitors the forums on a daily basis. Dr. PCL5 is lurking on the forums to see if there is a ‘pain’ that he can cure. Dr. PCL5 is an Read More

We’re fortunate to have Rick Backus of Cybercon Services as a Print4Pay Hotel sponsor/member. Rick is the guru of business process optimization and we as dealers should look no further than our own business process for sales orders. It’s the old “Eat what you Read More

“My pipeline is always 100,000k+ and I’m required to do 12-15 appointments per week. I’m finding the opportunities, but not winning competitive deals. (I have a small base list of 10 accounts).”   That was one of the statements e-mailed to me by a Read More

When you’ve been in the business as long as I’ve been there always seems to be that little something that you can write about. I was taught that after every order/sale I would then ask Mr. or Mrs. Right for three referrals that I could call on. Seems back in the Read More

3D printers are hot and they got even hotter after President Obama made mention of them in his State of the Union address this year. My Google alerts now carry at least 10-15 mentions of 3D printers each week, before the State of the Union address, maybe five or six per week. Read More