What does it take to be successful in the imaging industry for a long period of time? Some might say product knowledge, some may say closing skills, and some may tell you it’s about hard work. All of these are true, but the most successful people in the copier industry have a Read More

In 1965 I was eight years old, entertainment for me came in the form of movies (my how times have changed) and one of my favorite movies as a child (and still now) is a comedy classic titled Those Magnificent Men in Their Flying Machines. Four years later we would be landing men Read More

2012 a not so good year for the MFP copier industry or a good year for the MFP copier industry.  I’m thinking that most will answer a not so good year at least for the industry as a whole. I guess the biggest question that will need to be answered in 2013 is related to Read More

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 Read More

Some companies use em and some don’t. For those of you who are new to the business, I’ll try to make some sense of the padded lease rates. Padding means to increase the lease-rate factor from the leasing company’s published rate. Meaning, the leasing company will Read More

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 Read More

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 Read More

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 Read More

So you think just because you’re using the likes of Facebook, Twitter, MySpace that this is your social media campaign? Most copier manufacturers seem to tout the latest press releases, product releases, green issues, contests or some off the wall little known facts on Read More

You could do nothing and keep stealing pages from other vendors and have other vendors steal your pages. There’s no growth in pages! Many traditional copier companies are now embracing and moving forward with Managed Network Services. At one time I asked why the heck would Read More

During the 1928 presidential campaign the Republican National Committee ran an ad that stated based on the Harding & Coolidge administration that they had “put the chicken in every pot and car in every back yard”. With the introduction of many cloud-based document Read More

The digital copier industry of today is changing again and companies like Xerox, Ricoh, Konica Minolta, and Canon are making the transition to service-led companies. These companies and their dealers will be the sole provider for documents whether they are created electronically Read More

When digital copiers first arrived on the scene, we were ecstatic that copiers were now capable of network printing, network scanning, and faxing. In the early days the biggest benefit to end users was that if the copier jammed (and they all did) during a copy or print job you Read More

Once upon a time we sold just a copier, that machine only made copies and nothing else. There was no stapling, no two-sided copying, no document feeders, one paper tray and a single-sheet bypass tray was the norm. You also had to make sure you didn’t place a cup of coffee Read More

It wasn’t until I visited my son at basic training that I picked up on the word “tracking.” In the Army “tracking” refers to “do you understand what I’m talking about”? My son made a statement and at the end tagged it with Read More