Flexible Financing: How Leasing Companies Help Dealers Diversify

The leasing companies have their finger on the pulse of the evolutionary changes sweeping the office technology industry, leading to new financing options. 

Have you heard the one about the water purifier? 

Is There Another Kodak Moment in the Industry's Future?

"Scanning" Is Back?

As the Managed Print Services renaissance continues, the mundane and taken for granted "scan-once-print many" feature is also finding revived popularity AND relevance.

Who knew?

This @Kodak Alaris recent strategic pivot to focus heavily on Intelligent Document Processing (IDP) underscores their commitment to a smaller yet growing copier industry niche, document capture and workflow optimization.

Is "Intelligent Document Processing" a logo or an ideal? 

New to Copier Sales: The Demo Lives On. Sort Of.

Gone are the days of long, drawn-out, two-hour copier demonstrations. The mysteries of the green button are no more. Yet, there are still times when you will be called upon to show your wares, push some buttons, click a mouse or two, and close a deal.

The tidbits and advice contained in this article apply to any demonstration – from copiers to document management to toner fulfillment to IT services to luxury submersibles. It’s called “transferable skills.” You can take this anywhere.

More, here.

Americans

Remember when Americans were...well...American?

No purple hair

No DEI

No Men destroying Women Sports; for that matter, no Women destroying Women's Sports

When American flags were displayed without petty criticism...

New to Copier Sales: Advice for Overcoming Sales Stalls

It was a typical Friday afternoon when a buddy and I had the unexpected pleasure of chatting with a newly minted copier sales professional. The setting was informal, cigars and bourbon and remote via Zoom, yet charged with the enthusiasm of someone eager to make their mark in the industry. As we shared stories and strategies, our conversation drifted to a fundamental challenge that every salesperson faces at some point: a stalled sale. 

New to Copier Sales: Total Immersion

There is a belief in marketing that we generate demand by reaching out to as many cold leads as possible. Dialing for dollars is the best way to guarantee increased sales. It’s the age-old mantra, “It’s a numbers game, kid.”

Success depends on sheer numbers. Contemporary approaches to selling are varied and proven, but it is still challenging to speak with strangers — especially when you’re convincing them to do something. In the New World of Selling, great salespeople uncover demand. 

The best attract demand.

New Copier Salespeople: Verticalize Yourself

Ever felt like you’re speaking a different language than your prospects? Welcome to the power of verticalization. To some, this will seem obvious — picking a vertical market and becoming the best at recognizing and applying services to solve industry-specific challenges, using and understanding the common language or jargon, and knowing when to proceed down the selling journey.