Mike Marusic and John Sheehan probably are not compensated for hazards associated with juggling, but the two Sharp executives proved to be good sports during the opening (and closing) performances by Jon Wee and Owen Morse, a.k.a The Passing Zone, on day two of the Sharp dealer meetings, which took place Oct. 2-3 at the Wynn Hotel in Las Vegas.
The nation got its first taste of the juggling duo in 2006 when they competed in the first season of America’s Got Talent. Both Marusic and Sheehan emerged from the juggle-athon with all of their appendages intact, so that had to be considered a victory. But Wee and Morse gave them reason to sweat.
Flat-Rate Billing
When the abbreviated Day Two general session got underway, it was a bit less stressful. Marusic, president and CEO of SIICA, spoke about the millennial buying style and the tendency of the generation to gravitate toward subscription buying. That dovetailed nicely into a discussion about bundling Sharp products—be they MFPs, display technology, Synappx, etc.—via a flat rate program into one contract for clients. The “S Rate” (simple, smart and secure) allows for predictability in billing and allows the dealer to have a leg up on competitors who are trying to sell on price.
During a press luncheon briefing, Marusic told analysts he would like to have around 100 of the company’s 400 dealers selling the new products (Windows collaboration display, Synappx) with a year, with roughly a third of them under subscription deals.
Henry Woods, director of sales for ProAV, who has more than 20 years of experience on the dealer side, is bullish on the display side of the business. While the AQUOS BOARD is still a big hit with the educational space, he’s been hearing a lot of buzz surrounding the Smart Office.
One of the challenges in selling displays is the “fear that (dealers) lack the expertise or experience,” he said. “But it’s not something that your salespeople can’t handle.”
Woods added that the AV space is projecting to generate $20 billion in market revenue, making it an enticing proposition. He also encouraged dealers to hang displays in their own meeting rooms.
Dealer Panel
Marusic and Sheehan also rolled out some of the heavy hitters among their client base in a wide-ranging dealer panel. First up was Shane Sloan, president of Access Systems and a Sharp dealer since 2008. Sloan bought the company in 2005, when it had just five employees, and grew it to 230. He gave a brief overview of the dealer’s ascension in the managed IT space, and elaborated on how it wasn’t for the faint of heart.
“You have to be analytical and have the ability to say no,” Sloan said. “I’ve talked to some dealers who have been in it for a while. You can’t dip your toe in; you have to be 100% devoted to it.”
Next up was Brad Knepper, the president of All Copy Products in Denver, who recounted an ambitious 2019 that saw the company move into its new headquarters in Denver’s Lincoln Park. The new accommodations feature video walls, which make it easier to sell the AV products.
“We’ve used the AQUOS BOARD for getting our foot in the door with a lot of clients,” Knepper said. “We’re finding new ways to sell more.”
Rounding out the dealer panel was Adam Crappel, president of A&E Office Machines of Morgan City, Louisiana. Like many others, Crappel started out selling the AQUOS BOARD to school systems. While A&E has swung heavily toward AV product, Crappel notes the dealer is able to double back and sell many of those clients copiers. The dealer has enjoyed much success in the government space as well.
Whither the Box? No, Sharp didn’t neglect to focus on its hardware. To the right of the product showcase entrance was a fleet of MFPs/copiers; in fact, Sharp has rolled out nearly 20 models since March alone, including a slew of them this summer. Most observers were too busy gawking at the 8K display and the pricey cameras in the back, not to mention the swarm of partners in-between. But the fact that Sharp dedicated prime real estate to WCD, Synappx and other AV-based product underscores their commitment to the smart office movement.
Speaking of Partners… Sharp had more than 130 exhibitors from nearly 50 companies exhibiting. There were 160 dealers from the U.S., Canada, Central and South America, not to mention a jovial contingent from Australia.
