Bullish on MFP's? Good News in a World of Bears?

"By leveraging the multi-functional devices (MFDs) they already own with software that expands its capabilities, you can add measurable value to your clients’ existing investments. More importantly, you can build loyalty by helping them to be successful in times that are as challenging for them as they are for you." - Laurel B Sanders

Great report over at imageSource Magazine, here.

The Death of the Copier Sales Person - The Return

I wrote about the struggles of a copier salesperson back in August. As the year comes to a close, I am vividly reminded how difficult Selling is by a string of posts over on Copytechnet.com- one simple transaction through the eyes of a customer. I think anyone can view the string at "First-time copier buyer, need advice.." - I will summarize. It seems that a small software developer finds itself with some extra money at year's end. In an effort to shelter some of this excess, capital investment(s) back into the company abound - From the forum: "...originally they wanted to buy a color laser printer (HP) and a document scanner (Fujitsu). then they said that it would be nice to have a copier in the office. so I did some research and came to the conclusion (right or wrong I am not sure) that a color multifunction will be best. the speed requirement also came from them. it is probably an overkill, but the owner needs to spend money by the end of the year (also getting three 52" LCD TVs, server, laptops, phone system expansion, etc)..." The poster has been charged with "making the decision" on a new copier 0r printer or scanner based on a $7,000 budget and some rudimentary specifications dictated by the "owner"(oblivious to print, copy, scan, and the overall impact to the bottom line of each). After at least three separate "flip-flops" the company's final decision was to go with a Kyocera TASKalfa 400ci color system. The Kyocera was ordered without a service agreement. The decision evolved through a single-function color laser with a separate scanning unit, Canon and Ricoh color, finally to the Kyocera. In the final act of this odyssey, I posted the following comment: "AVI, I must commend you for posting the history of your transaction - waving your dirty laundry out like that is exceptional, even in the age of "internet anonymity" Congratulations should also be extended to your "boss" and CFO - for sheltering a few thousand dollars at year-end. Unfortunately, this is as far as the congrats will go...I personally have not been involved with a "simple" transaction like this for over a year now, and I find myself even more relieved after witnessing your company's decision process - indeed, I even feel a little sorry for you. Put aside manufacturer representations, "dual scan" capabilities, service, output quality, or even first copy out times(gag) - the internal PROCESS you let us view is invaluable. Your company just helped commoditize an industry. You say: "I highly recommended that we get a maint contract, and if we do not want to, we should just get a plain color printer, but both the owner and the CFO overruled me... They want to "control their costs". it is their money after all. -avi" Again, thank you for your transparency. I know I am not the only one shaking my head as I read your post - technician, sales, or end-user, I am sure that most of us have seen this too many times - usually, AFTER the purchase, coming in to clean up the mess, debate why the service call is so expensive, and then decide to never deal with a small-time, yahoo again. But, no service agreement in order to "control their costs"? It's so laughable, I won't even bother going into it. By the way, what kind of Kyocera dealer sells his product without a service agreement? Is this the ilk that becomes Kyocera dealers? Does Kyocera certify anyone with "a pulse"? Customers like this cheapen the industry and the talent within, but primarily because we inside the industry allow it. Whoever sold this machine saw a quick 6k out the door before year-end - no concern about customer service, no discussion of "true" costs, no value-add. However, one of the smartest sales managers I have had the privilege to work with once said, "...we tend to over-complicate this. Sometimes, a sale is just a sale..." Yeah, sometimes you need to dumb it down, hold your nose, and take the order... See also,

Damn The Torpedoes, Fire Your Customers!

Click to email me.

Amazon Declares - Best Ever Season???

The Death of Print, may be a little premature...

Until you see that Amazon's best season, has little to do with books.

AMAZON called its 2008 holiday shopping season "the best ever," despite a series of predictions that even online sales would weaken as US consumers cut back amid the recession.

Amazon said that on its peak day, December 15, it received more than 6.3 million orders, at a record pace of 72.9 items per second.

This is a surprise of sorts, when viewed through the prism of "recession".

Amazon said top-sellers from November 15 through December 19 included Nintendo's Wii, which dominated the videogame category.

According to reports from the Wall Street Journal, Australia:

"...Among toys, the best-sellers included Jakks Pacific's Eyeclops night-vision goggles. In the electronics category, Samsung Electronics’ 52-inch LCD High-Definition television and Apple's 8-gigabyte iPod Touch led the gains.

Also a strong seller was Acer's Aspire One 8.9-inch netbook. The devices, which have little processing power, screens between nine and 12 inches wide diagonally and typically cost less than $US500 ($729), have been rising in popularity, according to technology-research firm iSupply.

Among DVDs, Amazon said Wall-E, The Dark Knight for Blu-ray and The Dark Knight sold well. Top sellers in books included The Tales of Beedle the Bard by JK Rowling, and two works by Stephenie Meyer, Eclipse and Breaking Dawn.

Amazon didn't comment on its selling prices or margins for the 2008 holiday season..."

Not a mention of books or the Kindle.

Damn The Torpedoes, Fire Your Customers!

2008

Well, just the customers who are wrong, and will not take your advice..

I hope good Admiral Farragut is not spinning in his grave over my adulteration of his famous quote - it just seems fitting, especially when sailing through today's torpedo filled, economic seas.

Ken Stewart has a great post, The Customer Is NOT Always Right! where he expresses the need to steer clear of certain customers and sometimes make a few walk the plank.

But that is just the surface subject of his post.

I read the underlying message as "Know thyself, to thy own self, be true..." - yes, I know, I just mixed The Oracle at Delphi and Shakespeare, but you get the point, hopefully.

In order to steer clear bad customers and to fire clients, we must posses a level of confidence gained after knowing what it is that we do best and who we like to "hang around".

Life is short. Why not surround yourself with clients(or friends, or family members)that have the same ideas and ideals as you?

Makes sense, don't it?

Now, Damn The Torpedoes, march into your Sales Manager's office and tell him you are firing the three most irritating customers you have...er...well...ok, wait...before doing that, update your resume...

Check These Out:

The Death of The Copier Sales Person

The New SalesPerson - Death of the "Close"

A Return to Selling

The Single Most Important Tool In Managed Print Services

Bill's Pay Millions for Xerox Multifunction Printers

Buffalo Bills like Xerox


Although the team is off until the beginning of next season, at least the print production segment is being handled.

The Buffalo Bills have renewed a multimillion-dollar, 60 month long contract naming Xerox Corp. the team's preferred print services provider.

The big "X" has been with the Bills for 20 years.

According to Xerox, the Bills use the company's color multifunction printers, including the WorkCenter 7665.

In addition, the renewal includes short term rentals of Xerox's WorkCentre MFPs and Xerox's Phaser colour printers used during summer training camps at St John Fisher College in Rochester, USA.

The team's print production area will output playbooks and half-time reports in short time with digital production presses such as the DocuColor 7000AP Digital Press.

According to reports, an on-site Xerox document adviser insures the print unit is operational at all times.