copier sales

You’ve demoed that shiny new copier for your print shop decision maker. Pricing is no longer the issue, maintenance pricing is fine, the copier operation was flawless and you don’t feel comfortable with using a drop close to secure the order. Yet, you can move the 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

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

Fifteen stinking dollars!  That was all it took for me to get in on a $24K opportunity! If you’re a P4P’er (Print4Pay Hotel) member, you’re aware that once a week (Sunday nights, except in the summer), I send an update of the past weeks threads on the Print4Pay Read More

After viewing the first Print Audit Insight Webinar a few months ago, I thought I would pick five existing accounts that I would approach and offer them a print analysis of their fleet. Over the last month, I identified those five accounts and scheduled two meetings. Our first Read More

“If we had more opportunities at bat we’d sell more” is a comment I commonly hear from dealer principals. It is true that all else being equal if you had more appointments you would generate more revenue, so the question to be asked is “Why don’t we have more appointments?”  Some Read More

Today, I had to do some research on the new HP PageWide XL 8000 system. For those of you that are not familiar with the HP PageWide XL 8000, plain and simply put, it’s a beast. It can print 30 “D” size full color pages in a minute. Information on the web is Read More

I’ve written a lot about the ups and downs of sales and marketing execution. I don’t know that I’ve ever encountered a perfect organization but there are certainly companies that execute very well. Naturally, there are those that don’t. When a dealer engages a consultant, it Read More

I need to make a long story short. A few years ago there was a slug of a copier salesperson/owner running around New Jersey selling equipment, doctoring leases, not returning equipment, not paying buy-outs on the equipment, and who knows what else may have transpired.  Eventually Read More

“Good afternoon Art. Had a quick question for you, one of my new reps asked what information I could give him some cold calling tips for his review. He is looking for help in running a better cold call in the field. Any tips?” Thanks for the reply.  I thought I would turn this Read More