The Office of the Future -

...As seen from the year 1975 EXECUTIVE BRIEFING June 30, 1975, 6:43PM EST 

 "...Will the office change all that much? "

Listen to George E. Pake, who heads Xerox Corp.'s Palo Alto (Calif.) Research Center, a new think tank already having a significant impact on the copier giant's strategies for going after the office systems market: 

"There is absolutely no question that there will be a revolution in the office over the next 20 years. What we are doing will change the office like the jet plane revolutionized travel and the way that TV has altered family life." 

The Economic "Crisis" Hits Home - American Express

Oh, how the mighty have FALLEN.

Up until today, I had only "heard" of companies having challenges getting credit. 

For instance, I have seen reports of a company unable to secure a 20k lease for one copier; although they were very creditworthy. 

But today, I spoke with small businesses with a superior credit ratings, and long relationships with their banks and American Express. I mention AE because of their ad campaigns pitching directly at small businesses. 

The Gold, Platinum, Blue, and the newest, Plum. First. An owner of a small business has an 800+ FICO and enough cash in the bank to choke a horse was refused a mortgage on a $60,000.00 cabin in the woods. He could have purchased 5 cabins that day with cash. 

But like any savvy business person, he wanted to use the bank's money - denied. 

 Additionally, he uses American Express to purchase inventory. And with his inventory turns at 30 days, "floating" the cost on an AE card makes sense, and earns him points. His limit was reduced from $65,000 to $16,000.00 in a day; then reduces again to 10k.

OK, now this customer is not complaining - I will do that for him - and I am kinda torn. I actually DO understand American Express's position - credit EVERYWHERE is tightening up, so they need to as well. But - small businesses all over the country have been using AE exactly like this customer and American Express has been urging companies to utilize credit in this manner. Throw in the fact that they are reducing limits without prior notification and get an even bigger mess; a customer service mess. 

My Point - as agents of change, you need to help your clients more than ever before. Help them through difficult times. And it is not easy. Times are tough. This "recession" is not going to last forever and when the turnaround comes, we should all remember who was there with us.

Are Customers Smarter Now?

Everyone says, "...because of the internet, your clients are smarter now more than ever..."

I wonder. Really?

I my opinion, there was a time when the internet held all sorts of "information" - but today, there is so much, that it is all just "data". Perhaps a subtle difference, perhaps not.

Think about it in the world of copiers. Just because a prospect can search the 'net and retrieve hundreds of brochures, user reviews and even pricing does this make him/her smarter?

Informed, agreed.

Can access to all the facts in the known world make your prospect "smarter" than you? The down and dirty answer is "yes" if you are a copier person. (If you are reading this, you are in the 2%)

But if you client has access to all the data in the known world, SO DO YOU.

Just because I can search out and find information on how to build a Space Shuttle, does not mean I know how to fly it...and just because your prospect can find out exactly how xerography, or Edgeline or copier leases work sure as heck does not mean they now know how to navigate the sea of confusion.

They need someone to help, to advise, to partner with.

That someone could be you.

Not all that easy if you think about it, eh?

Lots of pressure, eh? Pressure? Yes.

If you go into a relationship knowing you can help and intending to help, you put it all on the line. So you better do your homework, and you better know more then your client.


Sales - who woulda thunk it could be this difficult.




Click to email me.