2025 DM Nomination-top
Nominate 2025 Elite Dealers - top banner
  • Home
  • The Week In Imaging
    • Features
    • Managed Services
    • Sales & Service
  • News
  • Elite Dealers
    • Elite Dealer 2024
      • Elite Dealers: $400+ million
      • Elite Dealers: $100 million to $400 million
      • Elite Dealers: $50 million to $100 million
      • Elite Dealers: $20 million to $50 million
      • Elite Dealers: $10 million to $20 million
      • Elite Dealers: $5 million to $10 million
      • Elite Dealers: Under $5 million
    • Elite Dealer 2023
      • Elite Dealers: $400+ million
      • Elite Dealers: $100 million to $400 million
      • Elite Dealers: $50 million to $100 million
      • Elite Dealers: $20 million to $50 million
      • Elite Dealers: $10 million to $20 million
      • Elite Dealers: $5 million to $10 million
      • Elite Dealers: Under $5 million
    • Elite Dealer 2022
      • Elite Dealers: $300+ million
      • Elite Dealers: $100 million to $300 million
      • Elite Dealers: $50 million to $100 million
      • Elite Dealers: $20 million to $50 million
      • Elite Dealers: $10 million to $20 million
      • Elite Dealers: $5 million to $10 million
      • Elite Dealers: Under $5 million
    • Elite Dealer 2021
      • Elite Dealers: $300+ million
      • Elite Dealers: $200 million to $300 million
      • Elite Dealers: $100 million to $200 million
      • Elite Dealers: $50 million to $100 million
      • Elite Dealers: $20 million to $50 million
      • Elite Dealers: $10 million to $20 million
      • Elite Dealers: $5 million to $10 million
      • Elite Dealers: Under $5 million
    • Elite Dealer 2020
      • Elite Dealers: $400+ million
      • Elite Dealers: $200 million to $400 million
      • Elite Dealers: $100 million to $200 million
      • Elite Dealers: $50 million to $100 million
      • Elite Dealers: $20 million to $50 million
      • Elite Dealers: $10 million to $20 million
      • Elite Dealers: $5 million to $10 million
      • Elite Dealers: Under $5 Million
    • Elite Dealer 2019
      • Elite Dealers: $300+ million
      • Elite Dealers: $100 million to 300 milion
      • Elite Dealers: $50 million to $100 million
      • Elite Dealers: $20 million to $50 million
      • Elite Dealers: $10 million to $20 million
      • Elite Dealers: Under $5 million
    • Elite Dealer 2018
      • Elite Dealers: $300+ Million
      • Elite Dealers: $100 Million to $300 Million
      • Elite Dealers: $50 Million to $100 Million
      • Elite Dealers: $20 Million to $50 Million
      • Elite Dealers: $10 Million to $20 Million
      • Elite Dealers: $5 Million to $10 Million
      • Elite Dealers: Under $5 million
    • Elite Dealer 2017
      • Elite Dealers: $300+ Million
      • Elite Dealers: $200+ Million
      • Elite Dealers: $100 Million to $200 Million
      • Elite Dealers: $50 Million to $100 Million
      • Elite Dealers: $20 Million to $50 Million
      • Elite Dealers: $10 Million to $20 Million
      • Elite Dealers: $5 Million to $10 Million
      • Elite Dealers: Less Than $5 million
    • Elite Dealer 2016
    • Elite Dealer 2015
    • Elite Dealer 2014
  • Difference Makers
    • 2025 Difference Makers
    • 2024 Difference Makers
    • 2023 Difference Makers
    • 2022 Difference Makers
    • 2021 Difference Makers
    • 2020 Difference Makers
    • 2019 Difference Makers
    • 2018 Difference Makers
    • 2017 Difference Makers
    • 2016 Difference Makers
    • 2015 Difference Makers
  • ENX Archives
  • ENX MarketPlace
    • Welcome to ENX MarketPlace
    • Submission form
    • Listings page
Arlington July 2024 banner
KATUN MARCH 2025
Uverce

One Awesome Way to Separate Yourself From Other Copier Reps

Wednesday, July 30, 2014
Art Post
0
Art Post, copier sales, Print4Pay Hotel

liston0302f-1I’ve been chomping at the bit to write this blog.

Picture this, there are three sales people from three different dealers, and all have secured an appointment with the decision maker to replace the aging copier.  All three have the same level of tenure and experience, all three are offering a different brand of copier, and all three bring a full color brochure.  They all tout how good the service is, how amazing the support is, and that their systems are so much more reliable than the existing system that the customer has and any other system that they may be looking at.

So, what is a customer to do, when everything seems even?  What will they focus on to make their choice of which vendor or brand to go with?

PRICE, they will go with the least expensive system!

For years, I’ve preached that we need to separate ourselves from the other reps.  Over the years, I believe that the members of the Print4Pay Hotel are the best of breed. I’ve read the threads and comments of guys and gals who are not afraid to changes things up and separate themselves from the pack.

At times, I’ve wondered why the manufacturers won’t change things up.

Years ago, I read a sales article somewhere that took an “XYZ” box (let’s call it a copier, but it wasn’t), changed the name and then added special accessories to create a turnkey vertical market copier.  They threw away the manufacturers brochure and created their own. The article went on to state that “sales soared” with the new marketing effort of the “XYZ” box.

What I’m getting at, is that I believe it’s time that we change things up; we the dealers need to become more creative in our marketing and sales efforts. For example (I’ve added the brochure link below).  I  created my own brochure for an imaging system (copier).  I changed the name on my brochure and did not mention one word about speeds, feeds, paper trays, service, support, nothing.

What I did do was add three core third party solutions and then address a certain vertical market (legal) with key phrases that were important to the legal industry.  In essence I created a vertical market brochure for a copier in the legal industry.

Change is good. We need to be different, we need to always be one step on up on the other guy.  Thus my reason for locking down the brochure I created, it’s only available to Premium Members.  Enjoy.  It’s a simple brochure but delivers the right content for the right vertical market. Click here for the brochure! 

Would love to hear your thoughts.

Good selling.

 

Arlington July 2024 banner
KATUN MARCH 2025
Uverce
Art Post
About the Author
One of the most recognizable salespeople in the office equipment space and a veteran of 40-plus years in the sales game, ART POST is also the creator of P4P Hotel, a rest stop for salespeople to catch up on the highs, lows and developments in office technology. The site also allows industry pros to touch base with peers and have an open dialog about the state of the industry. Post’s blogs number in the thousands, and his writing has appeared in numerous industry publications. He can be reached at arthurkpost@gmail.com.

ENX

  • About Us
  • 2025 Editorial Calendar
  • Contact Us

Categories

Industry Info

  • ENX 2025 Media Kit

Search Our Articles

Login    Privacy Policy   Site Map
Website by Elle*Eye Design, LLC