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Friday, January 28, 2022

Managed Print Services is an Opportunity. Always has been...

Ray is okay.  

But he beats up on anyone who is not one of his sponsors.  He criticizes everyone from HP to the MPSA.  HP is an easy target but the MPSA is a non-profit all-volunteer organization.  He specializes in targeting people who do not pay to be part of his cabal. Indeed, one of his current companions fell victim to his vitriol until they paid and joined his clan.

He is opinionated and not afraid to say what is on his mind a quality I typically admire.

This time Ray is pouncing on a person promoting managed print services as an opportunity.  I don't know why Ray hates managed print services, but he does.  Defining managed print services as only toner and services is short-sighted - that's how Ray sees MpS.

I won't link to the original, you can find it on your own.

Below is my response, for whatever it's worth.


Okay, Ray 

- people think of you as a troll, because you act like one. 

Take it from a guy who owns "The Death of The Copier" inside the copier industry. In the early days of DOTC, I was vilified for even mentioning MpS because it "took away" volumes by reducing the number of images generated. This is true, but I was not referred to as a troll - "pain in the ass", yes.  Bully, no.

Unfortunately for you, your tone and word choice come across, at times, as boorish. Like a bully, or curmudgeon. This garbles your overall message which at times is relevant - but this is not one of those times.

Your argument against MpS representing opportunity is incorrect - but so too is the viewpoint you demean.

There is an opportunity with MpS when defined as more than toner and supplies. MpS is BPO, it is IT, it is ITAM, it is IoT and it is and always was a bridge into the MS realm.
“Managed print services is the active management and
optimization of business processes related to documents and
information including input and output devices.” - MPSA
Unattainable panacea? It would appear so, but MpS is not dead(to my surprise), just ask our friends at Lexmark and Sharp.

Thursday, January 27, 2022

New to Copier Sales – Use Local Events to Share Your Expertise

The COVID impact is creating turbulence and waves of change moving through all facets of life. One of these waves is flowing through the ocean of business meetings and face to face appointments. You, as a new copier rep, can catch a wave to more success. We used to call them “networking groups.” 

Local Chambers of Commerce and small business groups would put together an after-hours event, inviting local businesses to connect with each other and prospects. They met once a month and ended up being full of real estate agents and insurance salespeople handing out business cards and trading stories over drinks. 

It seems almost old school, but I think these types of get-togethers are more important now than pre-COVID. But there is a difference and I’m suggesting you take...

Read the rest, here.

Thursday, January 6, 2022

Sunday, January 2, 2022

New to Copier Sales: How to Write a Blog or Article

You’ve heard it before: “You’ve got to create content.”  Your LinkedIn feed is probably littered with all sorts of influencers pitching their personal branding and content generation classes.

Distinguishing yourself through content is undeniably effective, but how? Adding one more task to your selling process is daunting.  But writing about how you’ve helped others is a great way to project expertise and build credibility. Above all, writing can be a catharsis.

That’s the trick to good content — write for yourself, to yourself.  There are two basic audiences: those in the industry — coworkers, vendors, and the like, and those on the other side of the table — prospects, and customers.  Talking with either audience requires relevant ideas, subject matter, and empathy. Put yourself in their shoes. For example, if you recently had a great prospecting or cold-calling experience, tell the story. The odds are good that not only will your peers find it interesting, your prospects will as well.  

Remember, they sell things too.

Read the rest here.

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Greg Walters, Incorporated