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

  Looking back 2014 was one of my best years in the business. The fourth quarter of 2014 was the best quarter I’ve ever had!  I can only hope that 2015 will be as good as 2014 if not better. Last year’s Top Ten MFP Copier Industry Predictions for 2014 had me wondering Read More

Even though we ask, “Are you entertaining any additional proposals?” there are times when buyers are liars. Over the years, I would say 90 percent of those that have told me, no we’re not entertaining any additional pricing, were true to their word. Recently, I Read More

Many people every year enable some New Year’s resolutions that might include exercising more, eating healthier, quitting smoking, and saving more money.  But, how many of us really make the time to set some New Year’s Work Resolutions? The Resolutions that you set today can Read More

I started this series of blogs off with the title, “I Want it All”.  For those of you that are old enough that was the title of a splendid Queen song in 1988. You see, I grew up with the attitude that I Want it All and throughout the years I pretty much always got Read More

Mele Kalikimaka is the thing to say on a bright Hawaiian Christmas day!  I heard this today while traveling to the office. I love this song and every time I hear it, I’m reminded of National Lampoon’s Christmas Vacation and Clark & Ellen Griswold, and Cousin Eddie. Read More

With just thirteen days left in the month and the year, I find myself $70K short of securing a spot to our Presidents Club trip in 2015. However, I still have eleven selling days left to the month. Thus, the way I think of it, is that I still have half of the month left to hit Read More

For each of the past three years, I’ve included a small ditty about Christmas traditions.  I’ve also included an awesome picture of man’s best friend with a Santa’s hat.  Enjoy! In Quebec Province, celebrations finish on January 6th, with the “Party of t Read More

Many years ago while I was on my way to sales call, I would travel south on Broad Street in Red Bank, New Jersey.  Located on the northbound side was a copy center, and every day when I passed that shop, I eyed a purple neon sign that touted “Copies for 3 cents per Read More

It’s all about the prospecting not the leads! There’s been much talk in the industry about the research that is performed by the customer via the web before they make their first phone to a potential supplier.  In fact, if you’re not one of those dealers, direct Read More

It’s late, I’m going to go through this rather quickly so please stay with me. I had an existing account that was shared with a direct branch. The direct branch had the majority of the placements, while we had three units in a satellite office.  One of those Read More

So, I’m pretty much writing this for all of the newbies that get in the industry. Why is there so much turnover in our industry?  Is it that we’re not hiring the right people? Maybe we don’t have the right training programs in place, getting them in the field Read More

I should have written this the last week of September and not the first week of November.  Well, it’s still good and if you put these tips into practice you’ll not wind up with the end of the year blues. Ah, the last quarter of the year leads us to Halloween, Read More

We’ll go over what’s worked for me with Linkedin in the past 18 months. I’ve been using Linkedin longer than that, but it’s only during the last 12 months that I experimented with a few ideas that I had for Linkedin. As of right now I’m using the Read More

Digging up leads for multifunctional devices can be trying at times, especially if you’re new to the business. I’m sure if you’ve just landed a position with a company that sells multifunctional copiers you’ve been given a list of accounts to call on. Read More