New to Copier Sales: Prompt, Respond, Close

Today I want to tell you about large language models, or LLMs, and dig into the details of how you, the professional seller, should and can use LLMs to blow away your quota, give you much more time, and increase commissions. For real.

You’ve heard the chatter, who hasn’t?

AI. LLMs. Prompts.

Some of you are using them while some are self-appointed experts. Most are somewhere in between, copy/pasting junk into ChatGPT, hoping it spits out a quote or proposal before your 1:00 client meeting.

No worries, we’ve got you covered.

Robotics Take the Copier Channel Floor, Shaping a New Path Forward

The last time a service call turned a profit, someone still had a fax machine in the corner. These days, it’s toner deliveries, firmware updates, and a quiet bet on robots that move more than just paper.

By Robert G. Jordan

Writer, NorthStar Intelligence
Observing tech, work, and what comes after

Greg Walters, Art Post, and Kevin Neal aren't shy about predicting change. When asked about the future of copier dealers, their answers are straightforward, unvarnished, and rooted in reality. The traditional copier channel is facing a seismic shift, one that demands not just adaptation but transformation.

The Paper's Almost Gone. Now What?

 Executive Brief for Leaders in the Copier and Office Tech Channel

By the time you read this, the ship has already turned. Shipments are down. Devices sit idle. Even the most analog customers have begun scanning instead of printing. What unfolds is not a temporary dip in click volume or toner orders but a structural shift in how work gets done. Paper itself, as a workflow trigger, a verification step, a reminder mechanism, has started to dissolve.

Get our detailed report, here.

Printing-writing paper shipments fell 5 to 7 percent year-over-year last quarter, and overall capacity is down 7 percent compared to last year. Uncoated Free Sheet grades have seen the steepest drops. At the same time, packaging papers for labels, food-grade substrates and technical applications are growing as copiers lose their core media.

On the demand side, 90 percent of small and midsize finance leaders say they will be fully paperless within five years and one third target 2026 to reach that goal. Yet most admit they lack real-time visibility into cash flow. Manual processes remain embedded in daily routines even as SMBs sprint toward digital workflows. That disconnect is your opening.

Most office technology dealers still sell like it is 2013. Subscription this. Bundle that. Cloud connectors and app libraries. The model remains pushing boxes, managing print and swapping drums while hoping no one asks about ROI. That era is over.