Most every company owns and/or leases a copy machine.  In most cases these copiers are covered under a maintenance/supply agreement.  The billing model that is most prevalent is where a company charges a fee for “x” amount of pages for black and color prints/copies.  Read More

The other day I received an email from Monte Jensen from KBA Docusys and a Print4Pay Hotel member on the west coast here in the U.S.  He was pretty excited because they were releasing a new Color Page model being billed for as low as 2 cents per page!  This is for their Kyocera Read More

Two recent appointments with clients actually tested my knowledge of one of the obscure features of our multi-functional copiers. On one appointment with a tech saving client, he wanted me to tell him about every option that was listed for the Ricoh MP 3003SP. It was the old Read More

A recent press release from Konica Minolta SA (South Africa) prompted me to further explain why structured scanning is a must when scanning paper based documents. I would have to say that 90 percent of all SMB’s are scanning the “old fashioned” way with MFPs. Read More

Much of the content that I use for my blogs comes from the daily grind of selling hardware and software. There will be days when I hear something unique, have a conversation with a client, or a spark of imagination that will compel me to write. Yesterday was one of those days. Read More

A few weeks ago, I was digging deep into Linkedin just to see what’s new. I didn’t find much, however, I did notice that I’ve been a Linkedin user since 2005. Over the years I’ve seen the good, the bad, and the ugly on Linkedin.  There’s a lot more Read More

Pac Man, Space Invaders, and Donkey Kong were cool. Everyone was wearing RayBans, Nike sneakers and Members Only jackets. In 1982 I sold my first copier. I started in the industry as a technician in late 1981. I was fantastic at taking developer units apart to perform PM’s. My Read More

Sometimes we need to educate right? At all of my appointments I mention that our devices will scan documents to searchable PDFs. I then follow up with, “Do you know the benefits of being able to create searchable PDFs?” The reason for the question is that I’ve Read More

It’s been a week of dealing with some bad apples (salespeople). Two weeks ago I had an appointment with an existing client in my territory to replace an older Ricoh MP1600.  We have something like six Ricoh’s in five of the company’s six locations in the state. All Read More

Here’s a question I received via e-mail the other day. “Hi Art, I’ve had a couple of folks here asking about the origins of your name p4p hotel. I thought I had read it somewhere a couple of years back, but cannot remember where it was. Can you please cut and paste a couple Read More

There’s an old saying that you can’t teach an old dog new tricks. I don’t believe it, I’m still learning new stuff every day. Here’s a few tips that you must have before going to any appointment. Lease Documents: Yup, have a few handy, you never know Read More

That was a statement I made to our newbie rep today. We were discussing a potential order that he was looking for guidance to close. I forget what he said, but I chimed in with, don’t be afraid to ask why? Why: Adverb 1. for what? for what reason, cause, or purpose? Years Read More

Today was one of those days that was just non stop. The existing plan was to follow up with existing accounts to move the sales process towards the close.  I was able to move a few closer, however, at the end of the day I made a call to a net new customer that I received as a Read More

It all started yesterday afternoon, I had a call from the DM (decision maker) at one of my largest production accounts (three devices) that he received the wrong toner. It happens, none of us are perfect, however, getting the wrong toner when you print all of your volume only Read More

Appointments, we love to have them, and we hate to have to prospect for them. Wouldn’t it be grand to wake up every day and have four appointments scheduled for each day of the week that you didn’t have to spend the time prospecting for? As a dealer principal, or VP Read More