tag:blogger.com,1999:blog-4734830559796197063.post3599100595640848477..comments2024-02-22T23:31:27.818-06:00Comments on The Death of The Copier: Copier Sales People Destroy Managed Print Services Opportunities: DailyUnknownnoreply@blogger.comBlogger18125tag:blogger.com,1999:blog-4734830559796197063.post-16650960943689542402020-11-25T05:45:31.910-06:002020-11-25T05:45:31.910-06:00Figure out how to adjust to your current circumsta...Figure out how to adjust to your current circumstance, regardless of whether it be innovation or attitude. Use what you can to improve your promoting and sales age regardless of how new or old the techniques are. <a href="https://callcenterdeluxecalls.nl" rel="nofollow">https://callcenterdeluxecalls.nl/</a><br />Elizibethhttps://www.blogger.com/profile/11984657243360357617noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-55121273595340923932016-03-15T12:39:13.416-05:002016-03-15T12:39:13.416-05:00The challenge is starts with what is MPS, many peo...The challenge is starts with what is MPS, many people have rebranded the same thing they have been selling for 20 years as MPS and not changed much in terms of their approaches especially as changing a box shifters culture is too difficult to change in many cases, this services stuff does not compute.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-74118459111237277322010-04-29T06:43:01.797-05:002010-04-29T06:43:01.797-05:00Well I am working another angle on them in a coupl...Well I am working another angle on them in a couple weeks but honestly I have at least three other prospects who do "get it" so if nothing comes of it. <br /><br />Whatever, his loss. <br /><br />You can lead a horse to water...Anonymoushttps://www.blogger.com/profile/03452318020405353021noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-48722875964437663942010-04-28T14:49:58.871-05:002010-04-28T14:49:58.871-05:00Does not sound like he has a choice.Does not sound like he has a choice.Max Rosenthalhttps://www.blogger.com/profile/08134205773384182511noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-8168273128002584532010-04-28T14:46:46.747-05:002010-04-28T14:46:46.747-05:00Nathan -
Bummer, and yet...
That IT guy, he ain&...Nathan -<br /><br />Bummer, and yet...<br /><br />That IT guy, he ain't all that smart, is he? I mean, to be convinced by a copier schlep?<br /><br />Wow.<br /><br />In my opinion, let him go.Greg_Waltershttps://www.blogger.com/profile/10110815199532873459noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-57970800975353645672010-04-28T14:13:41.187-05:002010-04-28T14:13:41.187-05:00This article is almost to relevant. Just today I p...This article is almost to relevant. Just today I pitched our program to an FCU IT manager who said that a company (one of our competitors) sent over a copier salesman to pitch their "MPS" program and to do an analysis of their machines last week.<br /><br />He said their numbers were almost equal to what they are currently spending by "doing things how they have been" <br /><br />IE: buy carts from staples, call a different tech when machines break down, multiple PO's, blah blah blah...<br /><br />Due to this fact he said that he did not want to waste time with any other companies who are doing the same thing and will stick to "what works"Anonymoushttps://www.blogger.com/profile/03452318020405353021noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-6639783234985192302009-07-24T17:31:49.797-05:002009-07-24T17:31:49.797-05:00Anon -
Yeah, what you say and what you saw were a...Anon -<br /><br />Yeah, what you say and what you saw were and probably are not uncommon.<br /><br />Too bad.<br /><br />But that is the bad side of the small, independent dealer - either in the copier industry, Print for Pay, or computer integrator.<br /><br />Small business is full of all this kinda crap.<br /><br />Wow a garage full of fax machines, paid for by clients - that is illegal.<br /><br />Sorry to hear.<br /><br />Thanks for reading and keep coming back.Greg_Waltershttps://www.blogger.com/profile/10110815199532873459noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-19746640807823428762009-07-24T17:17:13.061-05:002009-07-24T17:17:13.061-05:00The best job I had was in a remote office away fro...The best job I had was in a remote office away from the main sales branch.I leased virtually every copier on 36 month FMV leases. I stuck to my guns when competitors tried to coerce my customers to long term leases. I studied the lease tricks and GAAP to help keep my customers from the common pitfalls. ie: personal property tax charges and end of lease charges. I was numbero uno in sales for years. Alas when senior management required us to use only authorized lease "partners" my control went away. The kickback from the lease company to Manu along with cruise parties,and extremely inflexible end of lease returns were too much. I began to see "upgrades years before the lease end for no reason other than the need to sell something for month end. Add-ons of additional equipment which the sales manager was getting a bonus on and the customer did not know about. My boss made us put a fax in on every deal even if customer did not need one. He then put them in his garage for spiffs later! My largest account was a pure rental which our Sr. VP sold the rental paper to a lease company so we could treat this a sold deal, thus paying huge bonuses to Sales Mgr and up the chain. This sliminess is not exclusive to dealers but well coiffed branch and VP levels of Manufacturers as well.It was too much. The only way out is MPS with a non hardware focused vendor. There are certainly some dealers and branches who conduct themselves with honesty and integrity but after being a part of this for 25 yrs I would say not most.Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-80285926120296087012009-07-21T02:24:52.973-05:002009-07-21T02:24:52.973-05:00Very interesting post, stay in training, I don'...Very interesting post, stay in training, I don't think that I would like to be a sales person for copiers, this has to be one of the hardest reps jobs out there as the competition is so high, with all the different brands out there competing for the business.Cathy @ 3 at 1 Copyinghttp://www.3at1fourways.co.zanoreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-83068031041077970332009-06-06T20:21:05.843-05:002009-06-06T20:21:05.843-05:00Now that is just unprofessional. Not much to say a...Now that is just unprofessional. Not much to say about that. What's sad is the customer ends up choosing the schleps anyway...Ken Stewarthttps://www.blogger.com/profile/07253119051236940476noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-77645743814712584142009-06-06T16:07:26.283-05:002009-06-06T16:07:26.283-05:00Max-
In the post I said, "...The really unfo...Max-<br /><br />In the post I said, "...The really unfortunate issue, these yahoo's will get the deal..."<br /><br />No commitment has been given yet, but it looks like the local, Brand "C" folks will get the nod.Greg_Waltershttps://www.blogger.com/profile/10110815199532873459noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-41246271478975899852009-06-06T15:37:43.935-05:002009-06-06T15:37:43.935-05:00You didn't mention who ended up getting the de...You didn't mention who ended up getting the deal.Max Rosenthalhttps://www.blogger.com/profile/08134205773384182511noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-38456818913571775442009-06-04T12:17:01.258-05:002009-06-04T12:17:01.258-05:00Anon...
Indeed,the room is getting crowded out he...Anon...<br /><br />Indeed,the room is getting crowded out here in Club MPS - and yes, competition is great.<br /><br />I have wondered how the heck the manu's are going to balance MPS vs Equipment sales.<br /><br />MPS, real MPS, does not lead to more hardware placements.<br /><br />Thanks for the comment, keep coming back.<br /><br />GGreg_Waltershttps://www.blogger.com/profile/10110815199532873459noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-35471669197735256492009-06-04T12:15:16.666-05:002009-06-04T12:15:16.666-05:00Piney - er..are you "Piney"? LOL
Bob,
...Piney - er..are you "Piney"? LOL<br /><br />Bob, <br /><br />Thanks for reading and I believe you are correct on both issues.<br /><br />FM, at least from what I know of it through IKON, was the closest MPS approach out there - and still is in some cases. The "Assessment" comes right out of the FM playbook.<br /><br />Stay perched.<br /><br />And yes, we educate our clients and future prospects - that is to say we create our own demons.<br /><br />Unfortunately, it takes months and sometimes YEARS to un-train/re-train a customer into a Partner - not easily done.<br /><br />Keep coming back!Greg_Waltershttps://www.blogger.com/profile/10110815199532873459noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-57115659431474980862009-06-04T11:41:05.237-05:002009-06-04T11:41:05.237-05:00Greg,
I really appreciate all of the competition ...Greg,<br /><br />I really appreciate all of the competition because it does make my job allot easier. The manu's are box pushers and can't offer any solution because they really don't have one!Anonymousnoreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-40878304207457739772009-06-04T11:30:48.143-05:002009-06-04T11:30:48.143-05:00Gotta love that "Box Dropper" mentality....Gotta love that "Box Dropper" mentality. Sometimes I think I'd like to get back into the "game" from my old perch Facilities Management (FM) and MPS would seem like the perfect new hunting ground. Then a article like this comes along and convinces me in about 2.5 seconds to stay in training.<br /><br />I think many of the prospects are so conditioned to the crappy approach from Copier reps and dealers that if anyone comes along and treats them like an actual customer they'd die of shock.Robert L Johnsonhttps://www.blogger.com/profile/05615847444240322587noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-50279277693567787162009-06-03T15:34:01.489-05:002009-06-03T15:34:01.489-05:00Anon - LOL!
Am I sure? Ask me in 5 years...is a...Anon - LOL! <br /><br />Am I sure? Ask me in 5 years...is anyone ever sure?<br /><br />No disrespect taken - at all.<br /><br />I know what you are thinking and I understand completely.<br /><br />There is, of course as with every story, a backdrop. I did not want to weigh down the article with more detail than necessary.<br /><br />Yes, I spent 2 years with Oce, 2 years with a small Panasonic dealer and served three years in the IKON penitentiary (just kidding). Before that, I spent nearly 15 yrs selling computerized accounting systems(hardware/software.<br /><br />I know what it means to force a square peg into a round hole. Nobody wins. And I know what it means to ignore the competition when they "crack into" an account of mine.<br /><br />Currently, I do neither.<br /><br />I am now with an IT/Technology VAR and the MPS division is HP centric(OPS) - but our selling model for MPS is as far away from hardware sales as possible.<br /><br />Hence the very close relationship with the mentioned clients - in that they allow me to guide them in the rare occasion that I can not provide a given chunk of H/W.<br /><br />Believe me, it is a satisfying position to be in, and one that displays a true "Client-Centric" philosophy.<br /><br />Also, I am sure, a scenario that may give a boat load of copier Sales Managers fits...ha!<br /><br />Thanks for the comment, keep reading!Greg_Waltershttps://www.blogger.com/profile/10110815199532873459noreply@blogger.comtag:blogger.com,1999:blog-4734830559796197063.post-59948685221270474842009-06-03T14:51:12.652-05:002009-06-03T14:51:12.652-05:00Greg,
What were the client needs that your dealers...Greg,<br />What were the client needs that your dealership couldn't handle? No disrespect, are you sure you're working in the right place? Have you ever worked for one of the larger manufacturers, ie, X, IR or KM?Anonymousnoreply@blogger.com