December 2016

Copier Industry Predictions Imaging Industry Predictions

Top Ten Copier & Imaging Industry Predictions for 2017

Art Post · 12/28/1612:14 AM

Looking back, 2016 was one heck of a year with our industry. Lexmark was purchased by Apex Technology Co., Ltd (People Republic of China). Who would have guessed that?

Sharp Corporation lived to fight another day when Foxconn (Taiwan aka Republic of China) acquired them earlier this year. Then just a few weeks ago Print Audit purchases NeoStream (document management software company). Of course we then have the purchase of Samsung Imaging Division by HP. We can only wonder what's next for our industry and it continues to evolve and condense.

Last years Top Ten MFP Copier Industry Predictions for 2016, had some prognostications come to fruition with Niche Printing Devices, acquisitions of smaller office equipment dealers along with Seat Based Billing for Managed Print Services. However, most of the predictions did not pan out, because many of them are intended to be entertaining or a "what might happen scenario". I enjoy writing these and please keep in mind that these predictions are intended to be more entertaining than factual. But, you never know what tomorrow will bring.

1. With Print Audit leading the charge with the purchase of NeoStream, the market is ripe for the likes of Ricoh, KonicaMinolta, Canon and Kyocera to acquire document management software companies. Own the digital documents.

2. Color Wide Format is here with a vengeance, and I'm not referring to the CAD ink wide format systems. We're talking industrial color ink wide format systems from the likes of EFI, Mimaki, and Roland to name a few. Dealers are still in need of additional revenue streams and Industrial Color Wide Format consumables are huge!

3. 2017 will be a big year from Color Label Presses. Office paper clicks maybe on the decline, however Full Color Labels Presses from the likes of KonicaMinolta and Muratec will be a hot commodity and offer excellent profits for office equipment dealers.

4. Acquisitions of smaller office equipment dealers will continue to expand. Look for some of the larger Mega office equipment dealers to make some strategic purchases.

5. Last year I called for Ricoh, KonicaMinolta or Kyocera to purchase KIP. It didn't happen. But, it's still a good move for any these manufacturers to make the deal happen, since the AEC Market is still paper intensive.

6. Either HP, KIP, Ricoh or OCE will market the first wide format MFP with an automatic document feeder. AEC users still need to scan legacy prints, and the added feature of a document feeder would generate many upgrades of existing devices.

7. MFP manufacturers will continue to add apps to their devices. The apps will be designed to automate scanned paper document workflows. These apps will compete directly with the likes of Nuance, AutoStore and Ecopy.

8. One of the Big Four Copier Manufacturers (Canon, KonicaMinolta, Xerox or Ricoh) will cease to offer black/monochrome MFP's for the office. Color is the name of the game!

9. HP and Samsung Copier Dealers will not be a marriage that was made in heaven. Look for many changes to that channel.

10. Keywords for 2017; Seat Based Billing, Industrial Wide Format, Risk Mitigation, and Automate Processes

There it is, my predictions for 2017! Remember to have fun with this, maybe even think up a few of your own and post them in the reply section.

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 57" The Last Day

Art Post · 12/26/1610:45 PM

Traffic, what traffic? That was the first thought that came to me once I entered the on ramp for the Garden State Parkway. There was no traffic, which told me that Friday was going to be a get away day for most.

After arriving at the office, I downed my first cup of coffee and got to work. Since it was the last day of the quarter, the year and the month, I knew my chances were slim to none today. My only course of action was the follow up for the $25K net new op and the existing client that called yesterday and needed three devices.

First up was the existing client, got a hold of my prospect (gatekeeper) and I was informed that the DM did not come in the office yesterday and had not arrived at the office at this time. I asked what time the DM was expected and my prospect told me that he wasn't sure. "Ok, I'll give you a call before the end of the day", is where I left that one.

Now for the net new $25K deal, remember this is the deal where the DM stated that he will have an decision for me on the 21st about midday. After three phone calls and two emails on Wednesday & Thursday there was no response. But, I still had today, maybe he was busy, maybe he needed more info, maybe they delayed the decision, all of these were possible. However, my gut told me that something was wrong because there was were no calls or emails. On previous attempts before presenting our proposal, there were no issues with the client responding with either a call or an email. Thus, the call was made, and like the other calls from the last two days, I was directed to email. The client is screening his calls, saw my number and directed it right to voice mail.

At this point, I'm pretty sure that my aggressive proposal was probably used to whittle down the incumbents numbers. The client just doesn't have the decency to call me or email me. I'm a big boy, I can take it.

So, the quest to hit the $200K number fell short. It happens, sometimes you eat the bear and sometimes the bear eats you.

Is there anything I would have done different? No, I prospected as best as I could, I really didn't lose much in my pipeline, just that a few of those opportunities did not pan out to be in the time frame that I needed them to. The bases were full, I had the chance to get to the plate, but just couldn't get the run home. I could see if it was the last day of the quarter and year and I didn't have the opportunities. That would have meant that I did a piss poor job. But, the ops were there.

On the drive home, I felt really good about the year that I had. I had a crappy year last year and I set a goal for not having a another year like that one. I don't have the final numbers but believe I increased last years revenue by more than 40%. In addition, I believe this year was my highest revenue to date with my six years at Stratix. Thus, I have much to be thankful for.

As of today, I'm on vacation for quite a few days over the Holidays. The much needed break will give me time to recharge and plan for 2017.

I'd like to thank everyone for following this blog, at times it was a bear to sit down and give a recap of the day. I had fun sharing my content, my drive and my passion for the industry. I can only hope that I've been able to help or inspire some readers that selling office technology aka copiers can be an awesome career.

I have one goal for 2017, and that goal is to out perform 2016!

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 56" Only Hours Left Till the End

Art Post · 12/22/1610:39 PM

Desire, Dedication and Determination is what drives sales people to succeed.

Those "3 D's of Selling" is a feeling that comes from within, it's the special drive that propels us to succeed day in and day out. You can't teach it, you can't sell it and you can't learn it.

I developed that special feeling early in my life. I was adopted at the age of four. Thus, I knew at an early age that someone had given up on me. The question that kept rolling over and over was, "why, did someone give up on me?" Hey, I was young and dumb, and did not realize that there are other reasons for giving up children. In most cases giving up a child can result in that child having a better chance to succeed in life. I was given that chance by a wonderful loving couple.

But, at thirteen years old, you're not thinking about the better life, you're concentrated on your life now. Thus, somewhere, sometime, I promised myself that I would succeed in something. I had not clue as to what that would be, but I was determined to succeed at all costs.

Over the years, that special something was always there that urged me to be a winner. Try to come in first, if not, try harder the second time, and if it still wasn't working to figure it out on your own. Sooner or later you're going to win!

The Last Day

So, we're down the last day after I write this. Today was filled with processing two of the orders that I received yesterday. Following up with a handful of ops and weeding them out for January business.

I'm still short by $25K or so, the one op I have hanging out for $25K has opted not to return any emails or voice mails in the last two days. I was told by the DM a decision was being Wednesday. It only takes 10 seconds to make a call or send an email, thus I'm thinking the DM either doesn't want to tell me I lost, or they delayed the decision. I did put in a drop dead date on the pricing and I'm sticking to it, if the op comes to fruition after Christmas.

I did get a call from an existing client that wants equipment before the end of this month. I stated, "how about tomorrow?", it's the last day of my year. Not a big order, two small A4 color printers and a 30ppm A4 color MFP. I'll be calling the AM to see if I can close the order over the phone.

So, there is a chance to add $28k tomorrow. I will not be sitting around and waiting for either one of those calls to happen. My plan for tomorrow is to roll through my CRMK one more time and look for customers who could and might BUY NOW.

Amount Sold Today = $0K

Total Revenue to Date = $171.5K

New Opportunities Created Today= $5K

Total New Opportunities Created = $391K

Revenue Required to hit 200K Goal = $27.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 55" The Last Two Days

Art Post · 12/21/1610:15 PM

As we draw closer and closer to Christmas here in the States, each passing day has seen a downward trend in my received emails and calls. Today, I heard of a few accounts that are going to be closed on Friday.

One of those accounts is the account where I sold the pre-owned 80PPM Color MFP. Thus tomorrow, I'll be taking a trek there to get the paper work signed.

You do know what this means right?

If I sold the pre-owned 80PPM color mfp, then that means I got the deal for 80ppm devices! I finally made the call about 4PM today, and was greeted with good news, as I received the verbal and the contracts were in legal and should be ready for tomorrow.

It's funny with these calls, quite a few times during the day, I thought about calling the three ops I have on tap. Each time I thought, geesh if I don't call them yet, then deal still has a chance of going through! I tell ya, I can get to be a nut case with do I call, don't I call, when should I call, what's the best time to call. It could and sometime does go on an on.

Just about three PM, I followed up twice with my $25k op for a net new. Both times, the prospects voice mail came on. Both times, I did not leave a message, after the last call I did send an email. As of a few minutes ago, there was no email from the prospect. Thus, another day on this op. BTW, I'm not expecting to get this op, and it's because I've lost twice in a row to the incumbent. The expectations are set low, and just maybe I'll have a Christmas surprise.

A few minutes after call the 25K op, I received an email with order docs for the net new client for the small A4 copier with the DOSS, that I pitched the other day. Not a big deal, but it's net new and worth about $2,200 for revenue.

In additional to all of this, I had an appointment with an existing client that has an (2) 55ppm A3 color devices. That lease is due to expire soon.

I went through their needs for a new device along with their existing costs for the lease and maintenance. We were going to save them oodles of dollars. Every thing was smooth until my prospect gets up and hands me a set of brochures from a competitor. The prospect then whispers, "I don't like this person". I know the competition, I know the sales person, and I'm not saying anything else about this one, until it's closed. BTW, I got a ton of dirt on this one!

Not a bad day, I got two of three, with three still hanging out there. Plus, I've got two days to see if I can find a home for the other pre-owned 80ppm color device. There is a chance!

Tomorrow? I'll be running around picking up docs. No emailing since time is too short.

Amount Sold Today = $48K

Total Revenue to Date = $171.5K

New Opportunities Created Today= $0K

Total New Opportunities Created = $386K

Revenue Required to hit 200K Goal = $27.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 54" The Last Three Days

Art Post · 12/20/169:44 PM

Hard to believe that in three short days this endeavor of mine to share my sales journal with everyone will expire.

Don't have much time tonight to write, so this is going to be short and sweet. After I'm finished writing this blog, I have to ready a lease, order doc and maintenance agreement for a net new account and email it out tonight. Matter of fact, I need to do two of these since the DM isn't sure which one he will go with. The gatekeepers last day of the year is tomorrow and she wants the DM to order before she leaves. I'm keeping my fingers crossed, not a big deal, one of those smaller A4's.

With the above opportunity, I focused on the Disk OverWrite for the Hard Drive. With all of the hacking, and ransomeware scares, I thought I would focus on including this option with the two A4 devices. I stated the advantages, the benefits and then told a story about an article I read about hard drive security in copiers. At the end of the presentation, I asked if my competitor had included and or mentioned the benefits of having a Disk OverWrite system, they had not. I then asked, "is this a feature you need?". There was another yes and thus I felt like I was on the way to securing the order.

I presented three different A4's, we got it down to two, and now I need to do the paperwork and get it to them tonight, since I have a full day tomorrow.

AM Appointment

Existing account that had purchased a A3 55ppm color laser printer from me earlier this year or might have been late last year. I was there for a walkthrough to see all of their print devices. The IT person was fed up with managing 20 plus printers, one A3 black MFP and two A4 black devices. With my camera app enabled on my smart phone, I documented every device.

Funny story for everyone, which goes back ten years or more. My Ricoh DM contacted me and asked If I could take some Japanese Engineers to some of my duplicator accounts in NJ. They were there to ask questions about the existing product and to ask the account what they would like to see in new products. While at one of the print shops the Engineers asked if they could take pictures, the owner of the shop obliged. Three Engineers then whipped out their digital cameras and started taking pictures of everything in his shop. I looked at the owner and he looked at me, and he stated "well, they wouldn't be Japanese, if they weren't taking pictures". I just had to laugh.

Back to the appointment. At first I thought this might have been an op that I could close this month. But, with all of the devices, three different floors, and four or five different workgroups made me back off.

I suggested we install Print Audit Insight and let it run for a few weeks so that we could see their print habits, and volumes. The IT person approved and we're scheduled for next week.

Two BIG Ops

Today, was follow up day for both of the. One for $40K and the other for $25K. I was able to contact both IT persons and both told me that decisions are coming down tomorrow. Combine that with the small A4 device and tomorrow could be a very good day or a very bad day! I want all three! There's nothing else I can do, we are the incumbent on one account (feel good about that) and the other two are net new. Well, what's one more day.

Amount Sold Today = $0K

Total Revenue to Date = $123.5K

New Opportunities Created Today= $12K

Total New Opportunities Created = $386K

Revenue Required to hit 200K Goal = $75.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 53" The Remaining 40 Hours

Art Post · 12/19/1610:21 PM

This is it, the week before Christmas! As of this morning I still had twenty-five percent of the month left.

After letting the "ball come to me" on Friday. Today was similar to most the other fifty three days, with one exception. We'll get to that exception later.

Linkedin

Over the weekend I had a LinkedIn chat exchange with Bobbie Foedisch, the crux of the thread centered on LinkedIn removing some of the basic features that were free with LinkedIn. I'm a ten year veteran of LinkedIn sharing, collaborating, commenting and posting information. I have more than two thousand connections and have jumped on and off with the basic and the premium membership over the years.

In order to get those features back, you now have to pay. Now, I don't mind paying when there is value. However, over the years I can count the appointments on two hands that I've developed from LinkedIn with some of those basic features. LinkedIn now wants $1,000 to get back the takeaways, plus a few additional features (with monthly billing). I mentioned that Linkedin could convert tens of thousands of free members to premium if they made the price more palatable, like $20 bucks a month.

In the chat I was told "what you put into LinkedIn, you will get out." That's BS! (this will be the topic of a future blog about social selling)

The AM

I had to prepare a quote for a smaller A4 device for tomorrow. The net new prospect stated there was money still in the budget, thus I'm thinking that if I deliver the quote tomorrow, I may be able to win the deal and get a PO completed this week.

One of my existing accounts contacted via LinkedIn (lol) and gave me a lead for yet another small A4 device. Geesh, can we stop with the small A4 systems? Just kidding, I'll take what ever comes my way. We spoke for about 30 minutes on the phone. The net new wanted me to email the quote, I stated, "no can do we need to meet". His response was I'll get back to you tomorrow. This was actually a pretty cool chat, because I told him about a recent sale (last week), and it turns out that he knows the owner and went to High School with him. Following up on this tomorrow.

Later in the Day

I had an email from an existing client that I sold a 55PPM A3 color printer to about a year ago. Their ten year old Canon imageclass just broke again, and they are tired of fixing the system. In addition, he stated he is also tired of supporting 12-15 laser printers. His own words, "they are killing us with consumables". The pain was intense, and I was able to schedule an appointment for tomorrow for a walk through. Only four days left, but you never know what tomorrow brings! Definitely and opp, just not sure how much, gonna put this in for $10k to be conservative.

All right, the other two biggies I got hanging out. I reached out to the DM for the $25k net new opp, but could not make a connection. The $48K opp (existing account), I let sit for another day. Both of these will be on my agenda for tomorrow.

The rest of the week

I've got two appointments for tomorrow, two for Wednesday and one for Thursday. One of those appointments is 2017 business, but four of them can still happen this month. It's a stretch, but I'm not counting these opps out yet.

Those four accounts come in around $45K. It's getting exciting!

Amount Sold Today = $0K

Total Revenue to Date = $123.5K

New Opportunities Created Today= $12K

Total New Opportunities Created = $386K

Revenue Required to hit 200K Goal = $75.5 K

Lost Opportunity Today = $0k

PS: I had my commission report from November, all I can say is HOLY CRAP. I'm thinking that was one of my best months ever in the industry. Pretty much made $700 per day. I need to duplicate that every month! Thank you Stratix for an awesome place to work!

Top Ten Copier Quotes & Proposals for December 2016

Art Post · 12/18/168:55 PM

This month we have a few wide format quotes/proposals in the mix for KonicaMinolta and Ricoh. The KonicaMinolta wide format systems are KIP and one of them is for the KIP Color 860.

I have yet to see one of the KIP Color 860s in the field. I'm sure there're out there, and one of these days I'm sure I'll run in to one.

These quotes will have the purchase or lease price for each device, along with quoted maintenance and service. In some cases they will be itemized and in other cases those costs may be bundled.

These quotes and proposals provide a valuable resource to see where and when you an compete. Gives you a reference point for pricing when competing against these devices. Also gives you the ability to show management prices of competitive devices in the field.

Ricoh MP 501SPF_Ricoh MP C2503SP.pdf

Ricoh MP 501SPF.pdf

Ricoh MP 4054SP Quote.pdf

Konica Minolta C454 Proposal.pdf

Konica Minolta C545e Proposal.pdf

KIP 7170 Wide Format Proposal.pdf

KIP 860 Color Wide Format Proposal.pdf

Ricoh MP CW2201SP Quote

Ricoh MP C4504SP Health Care Quote

Ricoh MP 3601SP Quote.pdf

In order to view these you will need to access the Premium/VIP license for the site. However, for every two competitive quotes that you email us, we will comp you a one month Premium/VIP license. Please send to apost@p4photel.com.

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 52"

Art Post · 12/18/168:01 PM

It's Sunday night, and again I find my self trying to remember all of the activity I accomplished for Friday.

I had one webinar/telechat scheduled with an existing account that kicked off about 1PM. This account is interested in buying Print Audit Rules software to track and bill prints from within their company.

They do not have a server, even though they have 25 employees. Funny, their entire company is run on Google Docs and Quick Books. Thus our telechat was too learn more about their environment and what features of Print Audit they wanted to use along with Print Rules.

We ended out chat after forty five minutes and pretty much put an opp on the board for pricing out a server for them. We've already scheduled the next telechat for after the Holiday where we will present our recommendations.

The rest of Friday for me was to "let the ball travel". I did not follow up with any of the open opportunities except for one. I did send an update offering to replace the 75ppm device, I quoted with a 90ppm device. I figured I got nothing to lose and might as well sweeten the pot and see what happens.

I gave all of my opportunities the day off and went to work on getting ready for next week. Yes, the last week of the month, the quarter and the year.

Short and sweet, looking forward to next week, so stay tuned!

Amount Sold Today = $0K

Total Revenue to Date = $123.5K

New Opportunities Created Today= $10

Total New Opportunities Created = $372K

Revenue Required to hit 200K Goal = $75.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

Larry Levine

7 Social Steps I Used To Crush Quota As A Major Account Copier Rep

Larry Levine · 12/18/1611:08 AM

To hit quota or not hit quota... Yes, the harsh reality as a major account copier rep boils down to this question... Did you hit quota?

As dealerships approach the end of their fiscal year, dealer principals along with executive management start thinking about the next year. One of the key parameters discussed are the sales quotas assigned to sales their sales reps.

"Nobody is going to buy from you because you have a quota to meet. They are going to buy from you because they see value in doing so"

Bob Burg

The percentage of major account copier reps who reach or overachieve their set quota can be considered established measures of sales effectiveness. Conversely, it is common knowledge the percentage of major account copier reps who do not reach their set quota indicates room for improvement, which brings me to this...

How many major account copier reps would crush quota if they focused on increasing their business development activities and stopped spending so much time managing their lease end activities?

The 800 pound sales gorilla has awoken! It is time for major account copier reps to lead the way, set the example and become business leaders inside your dealership.

THE EXTERNAL OBSERVER VIEW

Having walked a day in the life of a major account copier rep, I get it. I know how hard you all work. Heck, managing lease ends is exhausting work. Failure to meet and exceed quota boils down to one thing and one thing only - inadequate efforts from you.

According to the CSO Insights 2015 Sales Compensation and Performance Management Study, only 54.6 percent of sales professionals produce enough revenue to meet quota.

Inadequate efforts equate to a lack of focus and consistency around one word...Prospecting. I ask you all to think about the following...

How would you crush quota in 2017 if 50% of your base decides to keep their current equipment as opposed to upgrading?

I encourage all major account copier reps to read "Fanatical Prospecting" by Jeb Blount. Placing all of your sales eggs in the lease end basket is a recipe for quota attainment disaster.

"The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect"

Jeb Blount

ALWAYS BE DEVELOPING YOUR SALES PIPELINE

Major account copier reps must integrate the use of social to nurture, grow and facilitate crushing their sales quotas. The following 7 steps I integrated to go from ZERO to $1.3 Million in sales as a major account copier rep in a net new major account position.

Learn how to develop your business plan here at the Major Account Sales Workshop.

7 SOCIAL STEPS I USED TO CRUSH QUOTA AS A MAJOR ACCOUNT COPIER REP

I came to work every day in a business suit and tie. I made a commitment to myself my LinkedIn profile would look just the same as this would help facilitate my social business development.

I crafted and curated educational content. This isn't difficult... but for some it is uncomfortable and even a bit advanced.... it took some time but what educational moments.
I shared the content with my social network to help kick start conversations. Sharing content isn't difficult. Part of what we must do as a major account copier reps is to continually educate our clients and prospects.
I became a frequent visitor of who viewed my profile. The free version of LinkedIn gives you only 5 profile views. There is a high probability of missing some extremely important buyer views. This is a very big reason to have Premium (watch out for upcoming LinkedIn desktop changes as well as plans very soon). Furthermore, I'd encourage Sales Navigator as the right sales investment social tool for intelligently prospecting.
I converted these viewers to 1st level connections through personal invitations to connect. However, attempting to convert too early can be risky. I'd recommend following them on LinkedIn or saving them as a lead in Sales Navigator to then build further credibility and trust. A connection from a sales rep can be confronting if it's done too early.
I reviewed the content engagement section for comments to my posts leading to further conversations. Another great tip, I'd say which is equally important is finding your prospects that are sharing their own content which is personal to them and their engagements.
I mined my network by reviewing 2nd level connections and then asking for help from the people who knew me very well, my current clients. Equally important as well are the TEAM benefits of everyone's collective network by being digitally connected especially inside major accounts.
I turned my online conversations to offline meetings. It all starts with making this a daily habit. Nothing happens until you make the commitment to drive change in your life.

SOCIAL IS PART OF MAJOR ACCOUNT SELLING

According to PleinAireStrategies, The number one reason why reps were not meeting their numbers was, “Their inability to provide insight into a buyer, adding value and starting relevant conversations.”

How are you as a major account copier rep opening up new conversations? Integrating the 7 steps I used to help crush quota will facilitate how you capture the attention of new prospects, how you drive conversation, how you collaborate, how you connect and most importantly... how you convert to drive more sales revenue.

I challenge and encourage all major account copier reps to let go of the 800 pound sales gorilla in 2017. Become the sales leaders and chart the course for others to follow.

I get where you are coming from. I walked a day in the life of a major account copier rep.

Please share your comments or share this post. I am here to help and open up a great conversation with you.

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

You can find more blog posts inside the Social Sales Academy website.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and drive conversations on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy

57 Days of Selling

57 Days of Selling "Day 51"

Art Post · 12/15/1610:42 PM

Count em, six fracking days left in the year! As with most of my months and quarters it seems that hitting or not hitting my numbers is going to come down to the wire.

Why is that?

I'm thinking I can answer that. My answer for coming down to the wire, is because I was not able to develop enough opportunities to meet my opp goal of $600K. To date, I believe I'm somewhere around $350K in opportunities. Having the $600K in opps around the first week of December would have given me a cake walk for the end of the year. However, sometimes no matter how hard you work, there are some things that just won't pan out. Been there, done that.

I had a 9:30AM appointment close to home this AM for a net new account. The appointment went very well, in fact there were three of us and during the entire presentation and discovery none of us sat down. We gathered around the existing copier, and that's where we held our meeting. Initially I thought this would be a January opp, however, there is some dough in the budget and this may happen in 2016, not my 2016, but the calendar year of 2016. Nothing big here, probably a very fast A4 device with a few paper trays.

An hour later I was on my way back to the office, where I had to finish up a few things before my 1PM appointment. The 1PM appointment was to present our proposal for the replacement of 4 competitive devices. In addition the DM is going to make a decision on Monday or Tuesday of next week. We went through the entire proposal, at the end I asked the DM if there were any questions. None, nada, thus I needed to ask the questions.

1. Does the equipment we're proposing meet your needs? Yes

2. Are we competitive? Yes

3. How is the color cost per page? That price is good

4. Ok, how about the black cost per page? Seems you might be a little high, but not a big deal.

5. How is the overall price with the hardware and supplies? I'm not sure, I would have to check, but it seems you are in the ball park

6. If I could replace the 75ppm device with a 90ppm device at the same price would that cinch the order for us? If you could do that for the same price it might just do it.

I wasn't ready to give in on six just yet. I know I have awesome pricing, I know this is a price sensitive deal, and I have some wiggle. We agreed that we would touch base on Monday of next week. On the way out the door, the DM asked if I could supply him with local references. I stated there were a few on the proposal, but would be happy to supply a few more. Told him, that I would send them tomorrow.

That one last question about the references told me that our quote is in contention and that I presented a great argument for change. Walking out, I felt much better than walking in, and now it's time to work some magic to see if I can use (6.) as a close on Monday.

Afternoon

Arrived back at the office about 2PM, got some lunch and then finished up the proposal and paper work for the 80ppm color opp with an existing account. The paperwork is going the owner on Friday or Monday. The annual savings to the client is almost $3K, thus, I can't see any reason why this does not move forward.

Four PM came around and there was not a soul in the office. Most of our reps left the office much earlier so they could take the 2 plus hour drive to the Corporate Holiday Party in PA. I opted out because I would have lost 3 hours of work today and most likely would have lost another 3-4 hours tomorrow, because of travel time back to NJ.

So, while most of the other reps were gathering for a great time, I hunkered down and set my sights on what I want. Sometimes, I feel like a greyhound racing and racing around the track trying to get that elusive artificial lure that's pulled around the track. If I ever get a hold of it, I'm gonna tear that thing up!

Tomorrow, one webinar with an existing client for IT services. Otherwise it's time to follow up with all of the outstanding opps and great ready for the last week of the year.

Amount Sold Today = $0K

Total Revenue to Date = $123.5K

New Opportunities Created Today= $5K

Total New Opportunities Created = $362K

Revenue Required to hit 200K Goal = $75.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 50"

Art Post · 12/14/1610:39 PM

Whoa, finally hit day fifty!

It's been a roller coaster of a ride so far, with many ups and many downs.

I arrived at the office late today, the reason? Well, I was exhausted and I guess my body needed the sleep. After waking up, I spent the next thirty minutes reviewing some late emails from yesterday and sending a few emails before I needed to prepare to leave for the office.

I spent the better part of the day developing the final proposal & order docs for an appointment with a net new prospect. This will be the second meeting in a week. This is the prospect that I was not able to obtain an order in the last two lease renewals. I was able to meet with my VEEP of Sales and we hammered out some numbers and incentives to bring this order to fruition. I've got a decent shot at getting this account. But I've got nagging feeling that no matter what the price or value is, this prospect is not going to change vendors. I guess that's what happens when you've lost twice. Never the less I'm there tomorrow to pull out the objections.

Later in the day, another meeting with my VEEP of Sales in reference to the $48K opportunity that I've got hanging. Earlier in the day, I had word from the account (that's the one where I told him not to the lease the pre-owned A3 color device that he leased from me the other day), he is ready to move forward with 80ppm color device that I'm getting back from the $48K opp as long as we can get the deal. That's a great thing. That dollar amount helps to make the numbers more palatable for the $48k opp. Thirty minutes or so later I was able to get that DM on the phone and tell him some good news on the numbers. We agreed that I would get the revised proposal to him ASAP so he could bring to the owner for approval. I'm thinking the $1,500 annual savings should be the incentive to bring this order home this Friday or next Monday. Keeping my fingers and toes crossed on this one!

Between these two accounts there's about $75K hanging and almost exactly what I need to seal the end of the year.

I had a 1PM appointment for a small color scanner to an existing account. Spent about 45 minutes with the account and walked out with a check and the order. Mind you, it's not a big order, it's only $2K. But, as I say, five dollars is better than no dollars. But, you know me by know, I pitched him on the other pre-owned color device that I've got. There is some interest, but I'm thinking it's not something that is going to happen this year.

The rest of my day was spent making a few more calls, scheduled one more appointment for next week and even had an account call me about a system that I had pitched him a few weeks ago. I just need the time to run some print samples.

Tomorrow? Appointment with a net new in the AM for a $6 opp, this opp is something that will happen in 2017. Then my 1PM appointment to present the net new proposal that I wrote about earlier. If that appointment goes well, then I'm off to our Corporate Holiday event in PA. If not, I'm heading back to the office to do more work!

Amount Sold Today = $2K

Total Revenue to Date = $123.5K

New Opportunities Created Today= $6K

Total New Opportunities Created = $357K

Revenue Required to hit 200K Goal = $75.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

57 Days of Selling

57 Days of Selling "Day 49"

Art Post · 12/13/1610:29 PM

I figure by the end of this week, I'll down to counting the hours left until the end of the sales year rather than the days. I need quite a lot of meetings and appointments to go just right, and I'm coming around the notion that I may not be able to get to where I want to be. I've never been a quitter and at this point, I'm not going to lay down and give up.

There was not much going on today, it was my plan to be in the office all day to see if I can gather some additional appointments for later this week and next week. I was able to schedule only one appointment, and think I moved another prospect closer to meeting next week.

I did have a great chat with that wide format opp that I received yesterday. During the chat, the prospect had stated that he and his brother were going to pull the trigger on a wide format a few months ago, but wanted to wait until they were closer to finishing their office. I was in the mood to sell the system now, I created my sense of urgency which should also be their sense of urgency. Pretty much, I gave then a kick ass price for them to lease or buy now, and that price will not be available when this week ends. We'll see, we're suppose to talk on Thursday of this week.

My 501C corp pretty much committed to the pre-owned 80ppm device today. That's the deal where I'm pre-selling the existing leased equipment so I can cut a deal for some a couple of new 80ppm devices.

I emailed that existing client with the 80ppm device one yesterday with a question and then emailed twice more today all with additional data that the DM requested. Keep in mind that using the "following up" subject line is a real no no. Make sure you some additional data or value for them. Funny, how all of I sudden, because none of my emails were returned, the thought has crept into my mind that something happened from Friday to today? Naw, most likely that DM is just as busy as all of us are. Be patient Art, be patient, I keep telling my self that.

I developed another spreadsheet for an existing client that has zero months left on their 36 month lease. I thought I might be able to save them a few bucks on the maintenance/supplies and the hardware. But, the previous sales person did not have a spine and gave the equipment away. Thus, if the client wants to upgrade, I need to charge $30 more per month. That becomes a tough sale when the client is also interested buying the existing unit. I need to tackle that beast tomorrow.

Tomorrow? Two appointments scheduled, many phone calls waiting to be dialed and a meeting with my manager to figure out a plan to bring home two of the larger opps that are hanging out there.

Well, we will see what tomorrow brings me.

Amount Sold Today = $0K

Total Revenue to Date = $121.5K

New Opportunities Created Today= $0K

Total New Opportunities Created = $351K

Revenue Required to hit 200K Goal = $77.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

What I Want from Ricoh for Christmas

To Ricoh "What I Want for Christmas in 2016"

Art Post · 12/13/169:53 PM

The Christmas season in Italy begins on the first Sunday of Advent, which is four Sundays before Christmas. Christmas fairs feature fireworks and bonfires along with holiday music. Families go to the Christmas markets to shop for gifts and new figures for the manger scene. Some families set up a Christmas tree and decorate it. Families set up their presepio, or manger scene, on the first day of the novena. They gather before the presepio each morning or evening of novena to light candles and pray. reposted from Christmas Traditions Around the World.

This blog will mark the ninth blog that I've posted over the years for "What I Want for Christmas" from Ricoh. Over the years I've asked Ricoh to supply me with new products, and services that could help me sell more Ricoh stuff!

Alas, I must have been a bad boy for most of those years, since many of my requests did not come to fruition. I've been selling Ricoh products since 1998, thus I've been that loyal sales person, along with that sales person that is enamored with the Ricoh brand. Just can't figure out my so many of my requests go unanswered.

A few years ago, I asked for faster A4 black devices with advanced finishing capabilities. Finally, this year I get the faster A4 black devices, but Ricoh then eliminates the finisher/staplers! Wawawa, I just don't get it, who is better than me to decide on what products should come to market here in the US? LOL

What I Want for Christmas in 2016

I want a level playing field for Direct & Dealers, and enough of the BS that we care about our dealers, just give us the same pricing as Direct.
Can you please get me faster A4 color devices with advanced finishing/stapling and hole punching.
I need this too! The faster new A4 black devices are really awesome (even if there're OEM'd by Kyocera), but I need finisher/staplers with these devices also!
I could really use a Color Label Press, and I can help you with the design too! Just take the MP C8003, remove the copier, scanner features, add a Fiery, add an exit conveyor and then add the StraightShooter envelope feeder. I could kill it with this device. This system could print #10 envelopes up to 100 per minute!
How about a giving me a 24 inch wide format MFP? You're offering a 24 inch version the of the MP CW2201 in Japan, why not bring it too me!
Enough already with the crappy copier apps for the new 04 series! Do you really think anyone copies any more? Instead bring me some scanning apps that I can use for my social media accounts.
I need, a faster wide color wide format MFP. Don't care if it's ink based or toner based. I'm tired of not being able to compete with the likes of HP. KIP & OCE. Color wide format is the next great opportunity for wide format devices.
Since I'm asking for wide format stuff, please, please design a document feeder for the Ricoh wide format devices. Believe it or not, the last few that I sold, I had calls that the device was not feeding multi originals! Don't think about copying, think about scanning, how awesome would it be to stack 20 wide format pages in a document feeder. Set it, scan it and forget it!
I want folding units! Please bring me some folding options that will work with the new A4 series color devices.
Xerox recently announced that they were going to migrate many existing Xerox Direct accounts their dealers. I think this would be an awesome gesture if Ricoh could do the same with their Direct accounts. Can you make this happen?

I'd like to take the time to thank all of our readers for the comments, the likes and the replies that have been posted this last year. In addition, I'd like to wish everyone a Merry Christmas, Happy Holiday and have a tremendous healthy and happy New Year!

PS, if you can think of anything else please post it in the reply section!

-=Good Selling=-

What I Want for Christmas from Ricoh 2006

What I Want for Christmas from Ricoh 2008

What I Want for Christmas from Ricoh 2011

What I Want for Christmas from Ricoh 2012

What I Want for Christmas from Ricoh 2013

What I Want for Christmas from Ricoh 2014

What I Want for Christmas from Ricoh 2015

57 Days of Selling

57 Days of Selling "Day 48"

Art Post · 12/12/1611:00 PM

I've just gotta start writing these blogs earlier. It's past 10PM and I'm struggling with remembering how the day went!

I just finished up the weekly email up date, along with some recent press releases. Seems this week and probably next week will be slow for Press Releases from the manufacturers.

After that tough Friday, I was determined to change things around. In order to get that $48K opp sold, I knew what I needed to do. Funny, some of my peers will poke fun of me for doing what I do best. For me, it's just another way of working a deal so I can get the order closed.

For this particular opp on Friday, once the prospect backed out the third unit, there was not enough revenue in the deal to get the client to commit. It's an easy sale when you can show the client they will have their costs reduced.

What I'm going to share with you is one of the tactics that I used to close an order that I need and or make some additional revenue/GP. I'm sure some of you are doing this just like me.

When I access the buyout/trade up numbers for the leasing company, I pay close attention to the Trade up to Keep. In some cases there can be a heck of buy for the existing leased equipment. In the case of my potential order, the price for the two 80 ppm color devices was extremely low. Thus, the plan is get one or two prospects to commit to buying or leasing these units before I cut the deal with the original order. I had put a few feelers out a couple of weeks ago on these units, but nothing came back.

Thus, today, I had a 4:30PM appointment with an existing account (501C), who had just leased a pre-owned A3 color device a few days ago. The equipment was not delivered yet, and one of these 80ppm color devices would be awesome for this account. The original plan for the meeting was not to sell anything, but to gather contacts and a letters of introduction to additional CEO's that my CEO is connected to.

Thus, first thing this morning I was crunching the numbers with the prospects existing lease, the lease we just signed, and what they price would be to make the 80ppm device the main copier and the current leased copier the back up. By the time I was done crunching the numbers, I felt really good about presenting the 80ppm device along with the customer keeping his current device. The numbers? My account would only pay $46 more dollars per month! This was awesome.

At 4:30PM we met, and after gathering the contact information for the other prospects, I explained to my DM that I'm hear to tell you not to lease the copier that you just signed the paperwork for. I was greeting with, "why do you have a better deal for me?" With that we went over the T's & C's and my DM was able to tell me that we're 95% that this will happen. He just needs to talk with one other person (I'm thinking it's his marketing person). In previous interactions with this DM, 95% is something I feel really good about.

Just selling this one system will give me the revenue I need to cut the other order. I need to work a few things out tomorrow, and hoping I can wrap both of these up this week.

Otherwise, I was able to schedule four appointments today, and two of them were net new. One appointment had to be scheduled in January, but the other one was for this week. The one for this week will be at least a $5k opp.

I'm driving home, and I get an email from another existing account that I spoke to in the AM. That account sent me the order docs for a $6k deal! Slowly but surely!

It's late, I'm done, hope you all have a great selling day tomorrow!

Wait, wait, one more item, there was another email from a referral, they want to meet ASAP for a wide format! WooHoo! Hoping to add this op tomorrow.

Amount Sold Today = $6K

Total Revenue to Date = $121.5K

New Opportunities Created Today= $5K

Total New Opportunities Created = $351K

Revenue Required to hit 200K Goal = $78.5 K

Lost Opportunity Today = $0k

-=Good Selling=-

3 P's Major Account Copier Reps Must Embrace To Crush Quota In 2017

Larry Levine · 12/12/167:13 PM

Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year has been challenging for you as a major account rep, now is the perfect time to make a few adjustments, tweaks and commit to a successful 2017. Set aside quality time to do some serious sales planning so next year you get extraordinary results.

As you reflect and start working on your business plan, think about one word...

"TRANSFORMATION"

As a major account copier rep, how can you transform yourself to smash through the glass ceiling called quota?

A MAJOR ACCOUNT COPIER REP

As a major account copier rep, you are a vital component to your dealership's sales force. On behalf of the dealership, you represent their largest accounts and are responsible for supporting as well as managing the strategic relationships with their customers.

THE BRADY BRUNCH AND MAJOR ACCOUNTS

In my last blog post, I referenced 3 Things Major Account Copier Reps Consistently Do To Shoot Themselves With Complacency Bullets. I encourage and challenge all major account copier reps to walk, talk and act like major account copier reps. Be the example and set the example for all other sales reps on your team.

Unfortunately and all too often, I see major account copier reps act like spoiled rotten children exposing their childlike behaviors to all those inside their sales team. All this does is create animosity as other sales reps begin to talk... "Marcia, Marcia, Marcia"

GLORIFIED BABYSITTER

I don't mind opening Pandora's box. We are all feeling the pressure. The pressure from our manufacturers, pressure from our clients and pressure from our competition. Major account copier reps, I guarantee you will all start to feel the pressure as net new business growth is added to your compensation plans.

Are all of you truly and mean truly major account copier reps or glorified lease-end babysitters? This is the stigma you all have created inside your sales team. It is time for all major account copier reps to rise up and accept the sales challenge.

To borrow a line from Days of Our Lives,

"Like sand through the hourglass, so are the days of our sales lives"

THE 3 P CHALLENGE FOR ALL MAJOR ACCOUNT COPIER REPS TO CRUSH QUOTA AND SET THE EXAMPLE

The time is now for major account copier reps to rise up, set THE example and become true leaders inside your sales department. You all carry the highest quota numbers, you earn fantastic money and take care of your dealerships "cream of the crop" clients. We must walk, talk and act like business owners.

We must set the example to all other sales reps as you once were a "geo rep".

TO CRUSH QUOTA - YOU MUST HAVE A BUSINESS PLAN

In a previous blog post, Why Having A Business Plan Is A Must For A Major Account Copier Rep I encourage sales reps to set aside some time and think about What's Your Purpose, Plan And Goal For 2017?

What is your plan to grow your business by xx% in 2017?
What are you going to do to enhance your attitude, skills and knowledge?
What are you going to do to enhance your mindset and skillset?
What support do I need from management?

Your business plan becomes serious when I ask you this question...

How would you crush quota in 2017 if 50% of your base decides to keep their current equipment as opposed to upgrading?

Learn how to develop your business plan here at the Major Account Sales Workshop.

TO CRUSH QUOTA - YOU MUST BE ABLE TO PROMOTE YOURSELF

How are you perceived by your clients? How are you perceived in the marketplace by your future clients? Major account copier reps, it is imperative you promote yourself out in the marketplace not just to your current lease base.

If you want to crush your numbers and exceed quota you must be willing to promote yourself. No this isn't bragging about your tenure in the industry or how many times you made the president's club trip; this is about positioning yourself as the subject matter expert in your marketplace.

It starts with building your brand presence and no other has built a brand presence through self-promotion than the one and only Grant Cardone, Mr.10Xer himself.

"Promote yourself until people know your name and your face. Promote until they know you as a threat. Keep promoting until they know you as the leader in your space. Promote yourself until your competition is no longer threatened by you but finally admires you and wants to collaborate with you."

Grant Cardone

Your self-promotion begins with building your brand on LinkedIn. My challenge to major account copier reps, YOU must become better marketers as well as better sales reps as your sales funnel and bank account will love you for it.

TO CRUSH QUOTA - YOU MUST PROSPECT

Sorry peeps, ask any major account copier rep their strategic plan for prospecting in order to develop new business and listen for stone cold silence. Strategic and well planned out business development has become a lost art within the copier channel.

Again I ask you...

How would you crush quota in 2017 if 50% of your base decides to keep their current equipment as opposed to upgrading?

As a major account copier rep, why has prospecting been put on the back-burner? One huge reason... you have grown accustomed to flipping your customer base. So, as the lease cycle goes we all must face reality, a true major account sales professional creates a balancing act of nurturing their current clients while adding new clients to their sales family.

To crush quota in 2017, major account copier reps must integrate new school business development methodology into your sales process. Intelligent prospecting starts by improving how you manage your target list of major accounts.

It is hard to keep a consistent sales pipeline as a major account copier rep without a proactive, modern method of prospecting. Furthermore, without a healthy relationship funnel how can you maintain a consistent sales funnel?

TIME IS NOW FOR ALL MAJOR ACCOUNT COPIER REPS

To crush quota and maintain the sales leader status inside your dealership you must develop a change maker mindset. You are the sales leaders BUT in order to set the example for others to follow YOU must build something bigger than the walls of your own ego can hold, YOU must become vulnerable. You must put your ego aside and reach outside of your silo and integrate your plan, how you promote yourself and how you prospect.

I get where you are coming from. I walked a day in the life of a major account copier rep.

Please share your comments or share this post. I am here to help and open up a great conversation with you.

You can find more blog posts inside the Social Sales Academy website.