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

Geesh, where do I start?  When I first heard of the MP 501/601SPs, I thought they were just another mediocre multifunctional (copy, print, scan, fax) A4 device. I assumed the device was designed for low, low volume and would have a high cost per page. I was dead wrong in my Read More

Who can’t resist an opportunity to spend some time in San Diego? MPS is changing, and if you’re not changing, your competition is. Below is a paragraph from the Top 100 Summit web page: The summit is an exclusive, invitation only, all-expenses-paid (minus flight and Read More

Over the weekend I was able to achieve the status of Titan 1 for Clash of Clans. Yup, I’m kind of old to be playing on-line games — in fact I’m the oldest in my clan. For those of you that are not familiar with Clash of Clans, it is one of those on-line games Read More

A little more than three months ago, I posted up a survey titled “Copier Options & Accessories Survey.” I’ve been selling copiers for 36 years, and in those 36 years I’ve always looked for something that would give me a leg up on the competition Read More

Twelve weeks of prospecting, traveling, and thinking out of the box has finally paid off. Woohoo! It’s finally here. It’s half past five in the evening. Everyone else has left the building, and I’m about to finish up processing the last order of the month, the Read More

There’s an old saying that excellent CEOs and business owners surround themselves with excellent people. Popamora Point Last Saturday morning the wife and I decided to take a short five-minute ride to our poor person’s beach club on Sandy Hook Bay. Popamora Point offers a Read More

You’ve heard it. I’ve heard it. Our clients tell us: “You’re selling a commodity. All copiers do the same thing and service is not a major concern. Just give me your best price!” Yup, you’re thinking the same thing I’m thinking after hearing Read More

Over the years I would say that 90 percent of my clients leased their copiers with an option to buy the copier at the end of the term. Most of these leases had a buyout option for FMV (Fair Market Value). The general idea of an FMV lease is that the customer has no intention of Read More

I wrote this back in 2012 for a series of blogs titled, The Transition of the Copier Industry. Back in 2012 I focused this blog around the Ricoh eWriter. Today the Ricoh eWriter is nowhere to be found. Why? I have no clue. I thought this product would kick start paperless forms, Read More

Just because you’re at work, does that mean you’re working? Over my many years in the copier business I’ve seen many copier sales people come to work. And I guess that’s sort of an accomplishment because they at least showed up. I’ve also encountered 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 of digital copiers, the largest benefit to end users was if the copier jammed (and they all did) during a copy or Read More

Part One: I can only start from the early eighties. Six months after graduating from a copier tech training school, I had sold my first copier. I’m pretty sure I remember the building, but not the name of the company. On a recent drive by that company was no longer in that Read More

Right before I left for a trip to Texas, I received an order from a net new customer for the replacement of their old digital copier. When I opened the .pdf that contained three pages, I saw that the quality of the scan was poor — So poor, in fact, that it looked like the Read More

“How much do I insure my leased copier for?” was a discussion I had with one of the sales rep in our office yesterday. From time to time, we field calls from clients asking how much to insure the leased copier for.  The client then needs to submit that information to their Read More