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10 Years in the Cloud

March 2017

Six Chat Questions with Rich Gigl with National Azon

P4P-banner_300x150_Rev_16_0926AI've been itching to get the chance to talk with Rich Gigl (Vice President of Sales & Marketing) with National Azon for sometime. 

National Azon is a leading distributor of hardware and software products with a special focus on the reprographic, graphic arts & sign markets.  For me, the attraction is that they are a distributor for Contex (wide format scanners), Colortrac, Canon & Mutoh.  Since I'm a wide format fanatic, I wanted to do an interview with Rich to introduce National Azon to all our Print4Pay Hotel members and everyone else who reads our blogs. 

 Art:     Hi Rich, could you tell our Print4Pay Hotel members about the history of National Azon?

Rich:    National / AZON was founded decades ago as a media coater and converter. The ownership is deeply rooted in the reprographics industry.  A little over six years ago we purchased a equipment company and started our newest sales division as National / AZON Equipment a distributor of high tech wide format equipment for the reprographics, business equipment and sign markets. 

 Art:  So, What's Hot National Azon? 

Rich:     A) Canon products are always hot, and there are rumors about some new major introductions from Canon wide format later in this year. Stay tuned for more. 

B) Colortrac Smart LF portable scanner is killing it and we’re moving trucks loads

C) Fiber Lock paper and the Contex scanners that attach to HP PageWide devices.

 Art:  That's awesome with the Colortrac LF, I love that scanner. I recently installed one and it took about 30 minutes from start to finish. 

Do you find that HP clients are opting out of the HP scanners and moving more towards the Contex devices? 

Rich:  If you are looking at a standalone configuration for the HP PageWide, it makes both fiscal and technical sense to go with the Contex version for PageWide.  To begin with, the native scanners sold with PageWide are Contex licensed technology.  So, HP recognizes the advantage of the Contex image capture technology.  The Contex standalone versions are not only much less expensive, they also have a superior software interface that gives the user much more control over the imaging process and color control.  We feel that the Contex version is also much better supported as well.

 Art:  I wasn't aware that you could do something like that. 

Is there anything new products on the horizon for National Azon?

Rich:    Well we mentioned the rumors about new Canon product and we are also adding some major digital XY cutting devices for the sign and graphics industry.  Look for some new product introductions within the next month or so.  In addition, we're going to add our Zero Turn Productivity Center very soon.  Its easy to follow us on Twitter and Facebook for updates.

Art:  What is the heck is a  zero turn productivity center?

Rick:   This is another new product we plan to introduce within the next month, it’s a finishing device for Contex production scanning.  The Zero turn comes with an articulating monitor arm and keyboard tray as well as two shelves for holding original images and scanned images.  Our test marketing has gone very well and customers love the convenience and increase in scanning productivity.

Art:  Wow, that sounds like and awesome product!  How does a dealer go about getting authorized?

Rich:  All they need to do is get in touch via phone, email or social networking.  It’s a very simple process. Click here for their web site

Note from Art:

That Colortrac LF scanner is HOT!  I just sold one, and I see this as a killer add on for wide format clients.  What construction company wouldn't like a color portable scanner that can scan to the network, cloud or USB stick for about $50 per month. In addition, you might be able to use the Colortrac as a closing tool.

In addition, I'm hot to see what the Zero Turn Productivity Center looks like. I already know the MSRP and it sounds like a winners

National Azon is a valued supporter of the Print4Pay Hotel.  Please give Rich a call for you wide format needs.  He can be reached at 800.260.3859 and make sure you reference the Print4Pay Hotel.

-=Good Selling=-

PJX3241n projector help

Here is a unusual request for help.

Does anyone have any idea how to make a Ricoh PJX3241n work with W10?

The drivers only go up to W8.1 and I have a customer that has 5 of these and are not very happy they cannot get them to connect. 

Managed IT Services: The Imaging Channel vs. A Lack of Confidence

The Imaging Channel, the home of printer sales and services, is waking up to the reality of transition. Over the last five-plus years, the talk of transition has outweighed the action in transitioning. It seems there are more statistics on what could be than any actual real statistics about what is. The talkers and their good intentions have hijacked the Imaging Channel. It seems that the longer the channel struggles, the more desperate they are to learn. It is in this desperation that these great organizations, built upon foundations of the entrepreneurial leadership of great men and women, are allowing the confusion spread by Master Service Providers to influence or confuse their entrepreneurial instincts. Over the last few years, as I participated in actually delivering Managed IT Services, I quickly learned that with leadership and a team void of the “need of buy-in,” you can transform successfully. Providing IT Services is a business, not a mystery understood only by Master Service Providers or their paid consultants. 

Managed IT Services is like any business, and it must start with a business plan, not a marketing plan. The Imaging Channel has weathered many storms. Moreover, so many of the leaders within the channel have prospered. So why is it that when they hear Managed Services, they lose their confidence and believe without a Master Service Provider babysitting them they will fail? Why do they believe outsourcing their SLA makes any sense at all? None of the founders of these companies, or those at the helm today, would have ever considered outsourcing their print services, would they? 

The reason many consider partnering with Master Service Providers is likely because they have no confidence or because they have bought into the statistics based on those who failed versus those who prospered delivering Managed Services. I recently saw a statistic published by a Master Service Provider that voiced if you did not outsource your Helpdesk and NOC you would lose 1.5 million dollars building a 7.7 million dollar Managed Service business in 6 years. That is insane! There are over fifty thousand IT services providers in the United States. Do you think even a fraction of those companies could afford to lose 1.5 million dollars building their companies? Averages are only relevant if you are average. My friends, the owners of and the companies within the imaging Channel are far from average. Most of these organizations are many times larger than the average IT company.

Perhaps the most ironic part of this discussion is the fact that the Master Service Providers, whom themselves are not cash-flowing profitably, are doing everything they can to convince the Imaging Channel business owners that without them they will be doomed to failure or massive financial losses. I am betting the V.C. investors will be forced to face reality sooner or later.  

I suggest that those within the Imaging Channel reach out to the organizations who are successful, both inside the Imaging Channel and within the traditional IT services channel. If you do, you will recognize a commonality among them. Most are not using Master Service Providers; rather they figured out how to deliver Managed Services themselves – successfully and profitably. All good business leaders should seek to learn what they do not know. It takes leadership to transition. Don’t let the need for education become a crutch to surrender control to others. Successful organizations are those who understand the facts and put more confidence in themselves versus allowing others to hijack it.

Obviously, as you build a new business deliverable, there is investment cost, and losses are expected, but should not be long-term. The benefit the Imaging Channel has is their leadership and their bandwidth to bring on new product and service lines. I participated in and witnessed first-hand the successful delivery of Managed IT Services. Don’t believe the industry noise about failure, but instead listen to your business instincts. Put together a business plan and learn the best approach to delivering from those who deliver.

I guess those who do not agree should consider this. It has been at least five years of the Master Service Providers trying to develop momentum within the Imaging Channel. To what end? Signing up dealers and putting them on their helpdesk is not helping them build successful Managed Service platforms and is not leading to lasting partnerships. My friends in the Imaging Channel, believe in yourself, build a plan, and execute as you do better than any other business segment. If you want advice, seek it out. However, if you need another company to do all the work you are probably not ready. Confidence is the key that opens the door to possibilities, and your determination is the catalyst to realizing success. The Imaging Channel has never been an institution which outsourced what it could deliver itself.

Managed IT Services is a complex deliverable, but you can deliver it successfully and profitably with leadership and discipline. There are no short-cuts, and there is no success without leadership. It is time those in the Imaging Channel wake up and surround themselves with the doers instead of the talkers.

R.J. Stasieczko     

5 Key Ingredients Of A Nex-Gen Major Account Sales Program

Major Account Sales Teams face numerous and daunting trends in today's highly connected, networked business world. They’re wrestling with major changes in their markets brought on by information-empowered buyers and the digitization within the sales channel. Growing competition, from established companies to tech savvy start-ups has placed even more pressure on sales margins and the effectiveness of sales teams to maintain clients or drive profitable net-new business growth.

With all of these combined forces at work, I encourage major account sales team to rethink parts of their sales process and operations around a new model, one which calls for new approaches to how they sell their solutions, positon or market themselves, take care of their current clients, grow new business as well as how their sales teams get organized.

This new sales team; let's call it the nex gen sales force is better equipped than ever before to adapt to the rapidly changing market conditions, digital business models and their disruptive competitors. It is a sales force built, as always, around client insights and perspectives. However, what distinguishes this sales force is their ability to build their personal brands, socially surround their client's by building a social fortress around them while integrating digital prospecting methods as they tap their client's networks asking for help in growing their business.

IT IS ABOUT INFORMATION

Sales teams have an unparalleled amount of information available to them, to the point where information in itself is no longer a competitive advantage. The competitive advantage lies right in front of them and this is themselves. What gives a sales team an edge over the competition is the insight into how to use all of this information to help solve business problems and challenges.

Trust, value and relationships is the new sales currency inside major account sales team. It is how you sell it and how you offer it as this will become your teams' competitive advantage.

Question becomes... What does a nex-gen major account sales program look like?

5 KEY INGREDIENTS OF A NEX-GEN MAJOR ACCOUNT PROGRAM

A nex-gen major account program consistently executes a strategic written business plan to:

BRING IN NET NEW BUSINESS

Can sales reps actually increase sales by focusing less on acquiring net new clients and more on their current clients? Call me crazy as this actually can work. Most sales teams fail to recognize the huge crowd of people which have already decided to become clients. They forget about their current clients.

To increase net new sales, nex-gen major account sales reps concern themselves with reducing the number of their current clients lost by providing them with an outstanding client experience. In turn and with mutual agreement, they get their clients to edify their work and introduce them into their networks which open them up to new relationships and potential sales opportunities.

New business growth fuels company profits!

GO WIDER AND DEEPER IN CURRENT ACCOUNTS

Often overlook, one of the best sources of sales growth - retaining and growing the existing client base. It’s less expensive and more effective to retain current clients than it is to acquire new ones. Nex-gen major account reps build relationships with more than just the decision maker. They include key executives, operations, technology, human resources, facilities or safety/sustainable office; if applicable.

When sales reps have built genuine relationships with numerous individuals within an account, they are more loyal. The only way to guarantee a loyal client base is to create unbreakable bonds wider and deeper in these accounts.

Here are a few ideas:

  • Set client expectations
  • Become their expert
  • Build trust through each one of the relationships
  • Build the relationships online as well
  • Listen - go above and beyond

PROTECT THE CURRENT ACCOUNT BASE

Protecting the base means strengthening the personal relationship as well as the social relationships with current clients. Major account reps must build a social fortress around their current clients.

Each individual contact inside the client base has different agendas, motivations, and preconceptions. Major account reps who fail to build strong ties to any one of these people could see important deals collapse, relationships lost and more important revenue loss.

Nex-gen major account reps make client obsession part of their personal culture. It is about building rock-solid relationships. Always look for blind spots within your current major accounts.

TARGET THE HIGHEST VALUE ACCOUNTS TO MAXIMIZE PROFIT

High-value prospects offer the potential to generate growing and consistent revenue within in your organization.

If you want to grow sales revenues and maximize profits, to get where you are going with GPS-like precision; you need to take the time to plan and update sales tactics. Nex-gen major account teams know this and work strategically to implement well targeted, buyer-centric account growth plans.

With proactive methodologies in place they target high-valued prospects. Not only are these accounts "big fish" they are attainable "big fish". With these targets in mind they start to execute on their strategic sales business plan.

LEVERAGE SOCIAL SALES TOOLS

Nex-gen major account reps integrate social into their selling process. They realize their clients use it, their competitors use it and more importantly, Forbes recently shared a post with some data to back it up stating that 78% of sales people using social media outsell their peers.

The core elements of integrating social into the sales process can be accomplished by:

  • Building a personal brand - establish credibility and help create visibility
  • Listen an research - understand what clients and prospects are talking about and what is top of mind to them
  • Engage in conversations - join and start conversations moving from online to offline with prospects as well as a way to stay top of mind with current clients.

Crushing it as nex-gen major account rep means integrating social sales tools into prospecting while building better relationships to enhance client relationships

What does this look like? Research, Follow, Connect, Nurture and Meet.

BRINGING IT ALL TOGETHER

In the book, To Sell is Human by Daniel Pink, he writes about how we’ve gone from a "buyer beware" culture to a "seller beware" culture. There’s so much information available to customers today via the internet that customers are often well versed in their options and interests before the salesperson even enters the scene.

Therefore, it is incumbent upon us as major account sales reps to really understand the client's world to add value, not to just show up, throw up and educate them on a product or solution.

The implementation of a nex-gen major account program is far more than just a few tweaks to the same old processes. It is a systematic, strategic transformation which hinges on embracing change throughout the entire sales team. In today’s crazy busy networked business world, a nex gen sales approach within your sales team is crucial for competing and winning in the marketplace.

I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling aspects into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

"Larry is taking on a very difficult task of being transformative agent in support of a commoditized industry. This industry has tremendous upside for those who accept this transition and embrace it and truly execute new ideas and solutions. Larry see's this opportunity and leads the way today and has an enormous effect on our team. We have ways to go but with Larry's assistance we will certainly transform."

James Wrbanek, SumnerOne

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 communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

 

Five Reasons Why I'll Be Attending Muratec Label University While @ ITEX 2017

Just last night I was developing a power point for some rookies to help them sell more wide format MFP's. 

My opening slide and comment revolves around the how many competitors could be in involved for a copier/MFP opportunity.  I counted twelve different manufacturers that could be involved in the opportunity.  Thus, that slide showed all twelve potential suppliers. My next slide was to show how many toner based wide format suppliers you could run up against on a wide format opportunity.  That slide showed only TWO suppliers.  That my friends is a no brainer.

1) Thus, my first reason is that I recognize that the competition in the color label press market place is similar to that of toner based wide format devices.  There really aren't many players. I also see this as the same type of opportunities that we had with selling digital copiers in the late nineties.  The market was explosive to those that had the right products.  Muratec has the right products.

2) Geesh, we MFP geeks are all about making dough right?  The PLS-2112 has an MSRP of $65K and the PLS-5150 comes in at $125K.  That means is there is some serious margins available on these devices.  I want to get educated on the market and learn more about finding the right verticals to seek opportunities.

3) I'm looking to learn more about the four new color label devices that Muratec is launching at the event.  Even at my advanced age, you just can't stop learning!

4)  The PLS Sales Agent Program seems to be something that might be right up my alley since I'm getting to that age where I might be thinking about retirement.  It's always good to have options and this seems like an excellent one.

5)  Who the heck can't unwind with a few days in Vegas? 

Last week I posted Six Questions with Andrew Jones of Muratec about Muratec Label University.  Andrew gave us some additional insight about the Muratec Label University along with a few points about the new color label devices.

If you're interested in attending follow this link, and remember when you're there to come over and say hello, cause I'll be there!



-=Good Selling=-

The Death of the Cost Per Page Billing Model

Guess what's coming to your business neighborhood?  Did ya give up yet?

Yes, the cost per click aka the cost page could become the billing model of the past. 

Seat Based Billing with Print Audit

About a year ago Print Audit released a Seat Based Billing model for MPS  engagements,  The gist of the billing model is to bill a monthly flat fee per employee in order for the user to have printing rights.  The amount billed per employee covers support, parts, software and consumable items for those printers.  Print as much or as little as you like, the client now has a predictable budget.  Death to the old cost per page billing model for MPS!

The thought of my client not knowing their print volumes is awesome! Think of it this way, a competitor knocks on the door and gets an appointment with the DM.  One of the first questions that rep will ask is, "how many pages are you producing per month?" Our DM states, I have no clue, we just print and print and our vendor is just AWESOME!  Kinda takes the competition out of the equation, right?  Special thanx to West McDonald for helping me understand SBB.

HP & Samsung

Back in September of 2016, we saw the first salvo from HP with the acquisition of Samsung.  Keywords in the HP press releases and interviews were compete, A3, disrupting, reinvent, outdated, and seven replaceable parts.

Ok, so HP is Chicken Little and the sky is falling, right? 

Reading through the many interviews and press releases from HP, you realize that there are quite a few bread crumbs to be analyzed.  Many of those bread crumbs, along with SBB from Print Audit and a recent event has me thinking about the future of our cost per page billing model.

The second salvo is suppose to be coming this spring with HP releasing their new A3 line of PageWide disrupting copiers aka MFP's.

Last week, I had visited one of my friends businesses and she stated that she was dumping a few OCE 900's (gonna mothball them) in lieu of two new HP PageWide XL5000's.  I was floored because I knew she had just entered into a few long term leases for the Oce 900's last year. I asked why?

My friend then showed me the maintenance and supply pricing for the new HP Page Wide XL5000.  There was no cost per page,  with wide format we call it price per square foot.  There was a monthly device charge for maintenance, however the square footage overage charges were non existent. Print as much as you want for the flat monthly device charge.

Yup, I saw it and the first thing I thought is that there has to be a catch.  So, what's the catch?  Was it the fact that the customer has to pay for ink, print heads or maintenance cartridge?  I looked up those costs for the HP PageWide and the most expensive item was the print head.  When compared to other print heads from other manufacturers the cost really isn't that much.  Thus, there seems not to be a catch, just plain old disrupting technology.

Will the new HP A3 devices follow the same device billing model?

Well, if I read the bread crumbs right, I would say that that's a yes.  Samsung MFP's have been around for years and I haven't seen a disruption from those toner based A3 devices.    Price has been a little bit of a concern, but I've been dealing with price issue for copiers since 1981 and the price objection is always going to be out there.  Not a big deal for me, been fighting that battle for years.

What Does Concern Me

Is that these new HP PageWide A3 devices will incorporate the new PageWide print technology.  I'm thinking that there's a chance that those bread crumbs are for telling the future of device based billing with unlimited clicks.

What happens with the device billing model with no overages comes to our beloved A3 toner based devices?  Do we dare to compare .012 per page for A3 toner based to A3 PageWide which may cost $45 per month with unlimited clicks.   What will our accounts say when they get a call from a competitor stating they can eliminate overage charges? Or better yet, what do we say when our account states they are going to leave us if we don't give them unlimited clicks?  Scary stuff indeed.

Clients are fed up with overages

Since, I've been around for such a long time in the industry, this seems to be more like a trip down memory lane.  Back in the early eighties there was some device billing going on.  Clients had to pay for consumables, some contracts included drums and some didn't.  The art of collecting meter reads in the seventies and eighties consisted of service calls, courtesy calls, and phone calls.

Overage billing in the clients mind is just another rip off by the copier companies. However those clients also understand our billing model, and puts up with those overage charges because there is no alternative.  Clients want predictable expenses from their vendors. 

The Future of Cost Per Page

The future is here, the cost per page  billing model should be put to sleep. 

SBB (Seat Based Billing) has started with MPS and I believe will transfer to the copier channel with those dealers that are innovative (any why shouldn't it, MFPs are printers too).  Too me, it's the only way to combat the Device Billing model that may be the disruption that HP mentions.

I'm sure that if the Device Billing comes to fruition there will be Dealers that will develop their own unlimited click plans with their own devices. However, will they still be able to produce margins of 55%?

The Death of the Cost Per Page is looming and you need to make choice to either go down with your ship or board a different ship that is exploring uncharted waters.

Me, I'd love the chance to explore new waters!

-=Good Selling=-

3 Areas Major Account Copier Reps Must Master In Order To Crush Their Quota

What can you do as a major account copier rep to become the true master, the expert sales rep in the eyes of your clients and prospects? How can you fast-track your process to becoming a true master of your craft?

First, realize there’s no graduation process in sales. You’re not studying a certain number of years until your get your degree. There’s no such thing as a PhD in Sales because you can never stop learning.

Becoming the best major account sales rep requires perpetual practice. You need to study the sales game mentally, physically and emotionally pretty much every single day of your life.

Successful major account copier reps are innately curious. They have a deep-seated, burning desire to learn and grow not just financially but deep within them; intellectually, emotionally and spiritually.

Major account copier reps must become lifelong learners. It all starts with studying yourself. Make self-analysis a regular habit. Study yourself first before you study others. The biggest opportunities to improve your sales game are hidden inside yourself.

THE MAJOR ACCOUNT CHALLENGE

One enormous challenge major account copier sales reps face centers around securing net new meetings with C-level executives. Gaining a first meeting with senior level executives is relatively straightforward, as you must have a strategic plan along with some personal chutzpah

Executives don’t waste time with people who add or bring zero value. Even more challenging is building the type of trusted relationship where the executive will call you to discuss issues unrelated to anything you might be selling, but these issues are on their mind as they hope you will have the insight because they respect you as someone who has the pulse on what's going on. 

How do you overcome the major account challenge? Where do you start? It starts with your brand and how you as a Major Account Copier Rep look in the eyes of your clients and prospects.

3 AREAS MAJOR ACCOUNT COPIER REPS MUST MASTER IN ORDER TO CRUSH THEIR QUOTA

As a major account sales rep when your LinkedIn profile offers no clear path for visitors (your prospects or clients), that's the exact impression you give about you and your ability to help their business. You start affecting their thought process.

YOU MUST LOOK LIKE A MAJOR ACCOUNT COPIER REP ONLINE

With nearly every business transaction in the United States today starting out as an online search or visit to a website, how much major account business are you potentially missing out on because your LinkedIn profile has a broken window? When referring to “nearly every transaction,” that’s because "89% of B2B transactions begin online", according to Google research.

As a major account copier rep, you come to work wearing business attire then why on earth do you look like this online?

Now, go ahead and take a look at your LinkedIn profile and ask yourself...

Would I buy from me based on what I currently see on my LinkedIn profile?
Do I clearly articulate my value to my clients and prospects?

If the answer is NO, then I urge you to ask yourself, “What am I doing to repair the major cracks within my LinkedIn profile?" 

YOU MUST SOCIALLY SURROUND YOUR CURRENT CLIENTS

A frequently-cited stat from the CEB is on an average there are 6.8 people involved in today’s B2B purchase decisions. Driven by a decentralization of organizational structures, these people may be distributed across different divisions within their company or even locations.

Major account copier reps make a promise to develop relationships with at least 6.8 people inside their current accounts. They must strengthen the personal relationship as well as their social relationships with their current clients. Major account copier reps must build a social fortress around their current clients.

Say with me... I as a major account copier rep will connect to at least 6 people inside each one of my current major account clients

Each contact inside your current major accounts has different agendas, motivations, and preconceptions. Major account reps who fail to build strong ties to any one of these people could see important deals collapse, relationships lost and more important revenue loss.

Major account copier reps must promise to make client obsession part of their personal culture. It is about building relationships within your current major accounts. Always be looking for blind spots within your current accounts.

If you lost any one of your top 5 accounts, how would you get to your budget number?  

YOU MUST LEVERAGE YOUR CURRENT CLIENTS TO GROW YOUR BUSINESS

Major account copier reps must leverage their clients and ask for help! Wouldn't you agree a warm introduction from someone who knows, likes and trusts you validates the relationship you have built? Referrals from happy clients are about as good as it gets, correct? In fact, a Dale Carnegie study found that 91 percent of customers would be willing to give referrals if they were asked. Unfortunately, only 11 percent of sales reps actually do ask.

The right activity + enhancing the skill set + daily habits = Sales Success

Major account copier reps must get comfortable in their own skin and ask for help. Your long term sales funnel (not your long term lease end funnel) will determine your success. Here is how the right activity can catapult your success.

Before I share the secret, please answer the following question...

How many net new business meetings versus current client visits are you going on per week?

A major account copier rep handles 75 current accounts and connects to 6 people inside of their accounts has now created 450 prospecting opportunities all around people who know, like and trust them.

Every week you will take one relationship within three current accounts and mine their LinkedIn connections looking for five people to be introduced to; edification.

1 single current account contact x 3 = 3 current client connections to mine

3 connections x 5 new people per connection = 15 new introductions per week

15 new introductions per week x 4 weeks in a month = 60 new prospects

60 new prospects per month x 12 months = 720 new prospects to build a relationship with based on a common connection.

At a 5% conversion ratio this equates to 36 new sales opportunities added to your major account sales funnel.

By asking for introductions from people who know, like and trust you; what could you do with 36 new sales opportunities?

Successful sales reps focus on their unique value and target prospects which will have the greatest impact on their business and their quota! The answer lies right in front of you, it's your current clients.

I’m excited to be a co-leader of the Major Account Sales Workshop April 10-11, 2017 with Darrell Amy. If you are a copier dealer that wants to grow major account sales, you don’t want to miss this. Info at www.majoraccountworkshop.com.

I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling aspects into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

"I highly recommend Larry Levine & his training to use LinkedIn to grow your pipeline. The strategies he shares & information will work as long as you apply what you have learned. Case in point, Larry was at our office training our sales staff on LinkedIn on December 16th, 2016. Since then I have increased my net new connections by almost 100 people. Using his mining strategy, I have new connections which have yielded net new appointments with C-Level contacts. My pipeline adds have increased to a potential revenue of $420,000 in net new business opportunities with a mixture of MFP's, MPS, capture scanning solutions & backfile professional services."

 John Puentes, Document Systems

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 communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

Five Ways for Copier Reps to Stay Productive on a SNOW DAY!

Weather for tomorrow here in the North East is SNOW, snow and more snow. In some areas there might be as much as two feet.  Alas, spring is only a week away. I'm mentioned to my wife that the craziest part of this weather is that we're on daylight savings time and the temp is still hovering at or below freezing here.

Alright, I've been through many of these snow days and it's kind of exciting for the first couple of hours and then reality settles in and you realize that you've lost a selling day. Bummer

One of my first jobs was in the produce industry when I was a teenager. I admit that I did not know how to work back then.  When I thought I was done with a job and put my hands in my pockets, I was reminded by the owner of the company that work is never done. There is always something to do, whether it's stocking more on the shelves, taking out the trash or picking up the broom to sweep the parking lot. There is always something to do!

Thus, I wanted to share what I'll be doing on my SNOW DAY tomorrow, which should be here in about 37 minutes!

1)  CRM work: You can never ever be finished with your CRM, whether it's updating email addresses, researching upcoming renewals or just going through account by account to see who fell through the cracks. There are always cracks in any CRM.  I'll be putting in a couple or more hours here.

2) Email Campaign:  What a better day to collect my data about office technology, and interesting articles or blogs for my clients.  This is my way of sharing knowledge and staying in front of my clients on a monthly basis.  Kinda sets me apart from everyone else in the industry.  Constant Contact is inexpensive and really easy to use.

3) Email Clients in a Vertical Market: K, so I'll gather up 20-40 contacts that are in one vertical.  For me that will probably be the AEC industry.  I will then send a blast email to all of them about something, I'm thinking Managed IT or Content at this point.  Don't care if I get any responses,  the point is to stay in from of them.  Why is this different from the Email Campaign you might ask?  Because, I'll be writing a personalized message for each with the goal of scheduling an appointment or creating interest.

4) Research:  I have a few items on my list that I've been putting off. Tomorrow will be a great time to get those done.

5) Planning:  Plan out the last eight working days of the month to hit the number that I need to be at.

After I've finished all of those items it will be time to start up the snow blower, shovel the walkways, shovel the steps, remove the plowed snow from the end of the driveway, throw down the salt and then clean off the cars.  I can only hope that the roads will be clear on Wednesday so I don't lose another selling day!

-=Good Selling=-

Doesn’t Buy-in And Accepting Change Reinforce Status Quo?

It seems many leaders get stuck waiting on buy-in during times of disruption. A term I define as a fearful leader’s excuse to remain status quo. Leaders who always chase buy-in have the wrong team or don’t understand the importance of job descriptions. It seems that many organizations pride themselves on simply doing common sense things. They are excited by simply doing what is expected, rather than creating the unexpected. Is accepting change anything special? Or does that saying breed mediocrity? In today’s business climate everyone has to accept change, it’s a basic job description, not any great accomplishment.

“Accepting Change is nothing special, get excited about creating change.”

 Would it not be better to promote the ability to Create Change? If we simply focus on accepting change, we are then admitting this. Our organization will remain status quo until someone else creates needed changed. Then we will be eager to implement. Of course only if we get buy-in. When your organization voices loudly they accept change what they are voicing is this. “Our organization is reactive”. 

Don’t let buzz words cripple innovation. Words have power they create a mindset. Too many organizations are outlining and defining common sense accomplishments and then adopting this commonality as their keys to successes. In reality, they are merely the keys to status quo.

 Exceptional organizations filled with extraordinary people. Will create exceptional customer experiences and are driven to increase their remarkability. Exceptional organizations understand that their remarkability is more important than their marketing.

 Exceptional organizations don’t fool themselves into complacency by believing their customer relationships will survive a competitor’s better experience.

 Exceptional Organizations understand the value and importance of the phrase “Currently this is how we do it”.

 Exceptional Organizations look where others don’t. They collaborate with innovative thinkers and doers who create change.    

Exceptional Organizations understand the importance of building teams that challenge one another over teams that focus on pacifying one another. These Exceptional Organizations do not build corporate cultures based on internal customers, their culture is based on providing exceptional experiences to their external customers.

It seems that many organizations have allowed the needs of their teams to determine the needs of their customers. Obviously, organizations must provide exceptional work environments, and when the people in the organization can sacrifice their needs to ensure their customers’ needs are delivered, and delivered with an exceptional experience. It is only then they become an exceptional organization.

“The pain associated with improvement is only appreciated by those who are determined to improve.

Improvement only comes from accountability and when accountability is put on hold waiting for buy-in, creating great customer experiences will suffer by default. Exceptional organizations will deliver exceptional customer experiences. Status quo companies will always believe their customer relationships are more important than their customers’ experience. This is the reason why that new vendor no one saw coming who delivers exceptional experiences. Defeat incumbents who believed their long relationships allowed them the comfort of complacency.

In closing; “Imagination, ingenuity, and fortitude will never be friends with complacency.”

R.J. Stasieczko       

This Week in the Copier Industry 10 Years Ago (Second Week of March 2007)

Fotor080920328

Wow!  Take a look at this old thread from ten years ago this week.  The tile of thread is "Fair Commission Plans" and there about 15 responses to the opening title.  Much has changed in years and I'm curious if we should revive this thread.  Thoughts?



Konica Minolta Launches the bizhub 360

Boxes, create public and private User Boxes, assign passwords, and restrict the number of files stored. Pricing and Availability The bizhub 360 is available through Konica Minolta’s North American direct sales, authorized dealer and value-added reseller channels. The manufacturer’s suggested retail price (MSRP) for the bizhub 360 is $9,200.00. About Konica Minolta Business Solutions U.S.A. Konica Minolta Business Solutions U.S.A., Inc., offers a broad range of multifunctional digital imaging
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RICOH CORPORATION ANNOUNCES

direct sales channel will begin a transition from selling Lanier branded products and services to selling Ricoh branded products and services. · Ricoh’s Gestetner dealer network in the U.S. will merge with the Lanier dealer network and form a new national dealer network selling Lanier branded products. The Gestetner brand will be phased out in the United States. “Establishing this new unified organization enables Ricoh to redefine our company and our business,” said Sam Ichioka, Chairman & CEO
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Re: OKI Printing Solutions to Unveil New Line-up

MINOLTA HOLDINGS, INC. Brother is a Registered U.S. trademark of Brother International Corporation. Epson is a Registered U.S. Trademark of Seiko Epson Corporation (SEC). [i] Published performance results based on laboratory testing. Individual results may vary. [ii] Speed compared to HP LaserJet 2840, Canon ImageClass 8180C, Konica Minolta Magicolor 2480MF, Brother MFC9420cn and Epson AcuLaserCX11NF [iii] Available in the U.S. and Canada only
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Re: RICOH CORPORATION ANNOUNCES

Here's what I posted on my blog today! Ricoh Organizational Changes Ricoh has finally pulled the trigger on the much anticipated merger of Lanier and Ricoh. The new Corporation will be call Ricoh Americas Corporation. The U.S. business unit of Ricoh Americas Corporation will continue to be known as Ricoh U.S. Lanier's Direct Sales Force will be merged with Ricoh Business Systems and thier name will change to Ricoh Business Solutions and they will sell Ricoh branded products. Existing Gestetner
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ABBYY USA Announces Toshiba America

. (TABS) manages product planning, marketing, sales, service support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Latin America, and the Caribbean. Headquartered in Irvine, Calif., TABS has four divisions: the Electronic Imaging Division; the Toner Products Division; the Document Solutions Engineering Division; and TOPAC U.S.A., Inc., dba Toshiba Business Solutions (TBS), a wholly-owned
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Kyocera Mita America Introduces Cost-Effective Color Printing For Workgroups of All S

FS-C8100DN integrates seamlessly with virtually any network environment or combination of platforms including Windowsâ, Mac, Novell, Linux and UNIX with its 10/100BaseTX and high-speed USB 2.0 interfaces. The FS-C8100DN is available through authorized Kyocera dealers at a manufacturer's suggested retail price (MSRP) of $7,624. To find the nearest dealer, log onto Kyocera Mita America's dealer locator at www.kyoceramita.com/us . ABOUT KYOCERA MITA AMERICA Kyocera Mita America, Inc. (www
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Xerox Names New Office Group President

Xerox Corp. said Tuesday Russell Pea**** will take over as president of Xerox Office Group to replace Tim Williams, who retires in April. Williams has held the position since Feb. 2004. Pea**** began working for Xerox (nyse: XRX - news - people ) in London in 1982 as a field sales representative. His latest post with the company was as managing director of Xerox United Kingdom. Xerox Office Group constituted $7.6 billion of Xerox's 2006 revenue. The division engineers, markets and manufactures
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Daylight Savings Time

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Has anyone seen anything from Ricoh about how their machines are affected by the early daylight savings time change this year? I'd like to know which models' firmware will automatically adjust for the change or if we need to advise our clients on how to manually make the time adjustment.
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Ricoh RA2K launch

Ricoh is pleased to announce the release of new model support for printing IPDS in IBM zSeries (S/390) and iSeries (AS/400) environments. RA2K Integration for IPDS is an internal software solution, which resides on the hard drive of select Ricoh print devices and enables users to send AFP/IPDS print jobs directly from their S/390 or AS/400 systems. This solution is designed to allow your customers to print professional laser-quality output, access standard finishing and paper size options
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CANON U.S.A. AND ROCHESTER SOFTWARE ASSOCIATES

CANON U.S.A. AND ROCHESTER SOFTWARE ASSOCIATES SIGN MEAP LICENSING AGREEMENT FOR A CUSTOMIZABLE PRINT CENTER WORKFLOW APPLICATION RSA To Develop a Total Remote Hardcopy Job Submission Application using MEAP Technology for Canon imageRUNNER MFPs LAKE SUCCESS, N.Y., March 5, 2007 – Canon U.S.A., Inc., and Rochester Software Associates (RSA), Inc., a leading provider of digital document workflow solutions, today announced that RSA will license Canon's innovative Multifunctional Embedded
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CANON U.S.A. RECEIVES FOUR PLATINUM READERS' CHOICE

CANON U.S.A. RECEIVES FOUR PLATINUM READERS' CHOICE AWARDS FROM BERTL Industry Subscriber Survey Bestows Four Awards on Canon MFPs and Office Equipment Solutions LAKE SUCCESS, N.Y., March 2, 2007 – Canon U.S.A., Inc. had recently received BERTL Readers' Choice Platinum Awards for Customer Focus, Monochrome Reliability, Third Party Partners, and Ease of Use-Scan categories. The Readers' Choice Awards are the cumulative findings culled from BERTL surveys. The awards are chosen by BERTL readers
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Re: Laser vs. Inkjet

js give me make, model number and monthly volume of ink jet printer and proposed laser printer and I will get you the numbers, I beleive you you sell savin? if so make sure you give me the ricoh model number and I'll send this to you tonight.
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Your New ID-Theft Worry? Photocopiers

the disks. Sharp was among the first to begin offering, a few years ago, a security kit for its machines to encrypt and overwrite the images being scanned, so that data aren't stored on the hard disks indefinitely. Xerox Corp. said in October it would start making a similar security feature standard across all of its digital copiers. Randy Cusick, a technical marketing manager at Xerox, said many entities dealing with sensitive information, such as government agencies, financial institutions, and
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Re: Ricoh Needs Color Scanning on Next gen Model!

Not sure if anyone has heard, but the new line of wide format will NOT have color scanning! Got this from a very reliable source (our Ricoh WF specialist). Very dissappointing. Just a heads up
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Re: Fax forwarding, etc. with efi versions of color boxes?

You would lose web image monitor, but fiery has a piece of software that comes with it called Command Workstation. It's a phenominal tool. You can control print jobs, reprint jobs, pull job history, color correct, interpose, and a wealth of other things. All the emailing functionality will still be available from what I've been told. Don't be afraid of the fiery, it's a great feature. I sold canon's for 5 years, never sold a color unit without the fiery option, it has tremendous value to
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Re: Fax forwarding, etc. with efi versions of color boxes?

·
We have sold Fiery for years but never before on an MFP. Ricoh's Graphic Color boxes like the 6513 use Fiery and of course come with all the Fiery Utilities you mentioned. We also sell OKI and have some experience with the OKI MFP which has a Fiery RIP but the fax and email functionality is nothing like what we have become accustomed to with Ricoh. Let me ask again...does anyone out there have hands-on experience with the fax and email capabilities with the new Fiery controlled Ricoh MFP's
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Re: OKI Printing Solutions to Unveil New Line-up

OKI Printing Solutions ships one millionth color printer TOKYO, March 6, 2007 OKI Printing Solutions*, the world’s second largest manufacturer of business color printers, today shipped its one millionth digital LED color page printer. The one millionth color printer – the award winning C3400 A4 printer – left OKI Printing Solutions’ manufacturing facility in Thailand, which is responsible for 47% of the company’s global manufacturing output. OKI Printing Solutions’ one millionth color printer
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Re: MP5500 LAN fax Features

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This is all great but we have no fax units to sell Ricoh does not have any...I have been waiting for 2 months now! -=Mike=-
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Re: Fair Comission Plans

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Just to give you an idea of the kind of variation there is, I went to the BTA compensation Survey of 2007. According to their survey, the median compaensation for a salesrep with 6+ years experience was $127,500/yr with a maximum of $422,377 for a rep in the West vs. $54,000/yr. and $104,000 for a rep in the Southeast. There is a significant difference in the cost of living which effects both the employee and the employer and therefore also effects compensation.
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Re: Laser vs. Inkjet

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The prospect is replacing an HP Professional series inkjet 1200c. This printer does 11 x 17, which is about 25% of their already small volume. If I had to guess I'd say under 2k/month, all color with mixed coverage, but probably an average of 15%. I borrowed some info I found on the net and found that so far the competition is working on laser products that do 11 x 17, putting them over $3000. This is the local chamber of commerce and I've told them I'd donate a Gelsprinter, or give them a
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Re: Laser vs. Inkjet

JS: I could not find the 1200c in my database, so I used a 1220c, the cpp seems to be in line with what you stated, however the real cost is provided in the CA sheet I have attached. Showing them this should get you a sale, also I had to used the ricoh 7300, the new info on the c811's are not posted yet. Let me know what you think
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Panasonics Offers Eye Candy Copiers!

our new stylish, colorful C3 MFPs making copies or picking- up printed documents becomes a visit to a dazzling oasis of color instead of just another stop in a mundane, predictable office routine." Mullin noted that Panasonic office products have already proven themselves to provide workhorse reliability as exemplified by first-place customer- service rankings from J.D. Power and Associates and other prestigious industry associations. "Since a major selling point of our products has always been
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MP 1600L and MP 2000L Digital Imaging

Ricoh is pleased to announce the introduction of theSystems. The MP 1600L and MP 2000L match all the output speeds, volume ranges, document feeding and paper supply versatility of the MP 1600 and MP 2000, but offer Windows-based printed standard through the inclusion of a PCL6 Lite controller. In addition, these “lite” systems are intended to deliver simple network TWAIN scanning and digital monochrome copying capabilities standard to price sensitive customers. However, Scan-to and fax

Six Questions with Andrew Jones of Muratec about Muratec Label University

Friday night, I had the chance to chat with Andrew Jones from Muratec America.  Andrew is the Product Marketing Specialist, Precision Label Series at Muratec America, Inc.   I though this would be a great interview with the upcoming Muratec Label University event.

Art: Is Muratec Label University held the same days as ITEX? 

Andrew: No, Muratec Label University is April 18, the day before ITEX starts.  We’ll start at 1 p.m. in the Palm A room. We’re starting early afternoon so people can arrive Tuesday morning, if possible.

Art: How long will the session run? 

Andrew:  We have several education sessions running a total of three hours and we’ll use the last hour to introduce our new label products and perform product demonstrations for our attendees

Art:  What new products are you launching at Muratec Label University?

Andrew:  We’ll be launching four new printing units and one new finishing unit. Our four new label printing units will be ink based and use top-of-the line engines with which many dealers are already familiar.

Art:  Wow, this is awesome!  Will these new label presses complement the existing PLS-2112 and PLS-5150? A

Andrew:  Yes, they will.  These new products give us an entire label product line with equipment ranging from entry-level to light production for our dealers.

Art:   I’ve heard scuttlebutt that Muratec may be creating a PLS Sales Agent Program, is that correct? 

Andrew:  Yup, we are in the process of setting up a sales agent program where independent contractors (i.e. sales people) can become authorized to sell just the label product line.

Art:  Is there anything else you’d like to tell our Print4Pay Hotel members about Muratec Label University?

Andrew:  The label and packaging industries are growing like crazy and we want to help dealers move from the front office to the back office. We’re all-in with these products and it’ll be a great event. You don’t want to miss it.

Note from Art: I am a fan of these devices!  I did some of my own research back in late summer with just two accounts.  When I asked them about color labels, both accounts were outsourcing labels.  One account was spending more than $100K per year and the other account was around $35k per year.  Both accounts acknowledged that at the end of the day they would like to be able to buy what they need instead of buying more than they use.

I’m going to go out on a limb, but I’m thinking that the average dealer that has revenue streams of $3-5 million probably has clients that are buying at least a million color labels a year.  It’s an untapped revenue stream and the time is right to start capturing that business. 

Keep in mind that the consumables usage for color labels is HUGE.  Not only do they need the consumables, but there is also a high demand for the different types of substrates that the client will need to print on.

If you’d like to join me at Muratec Label University, you can register for free at www.muratec.com/MuratecLabelUniversity.

3 Reasons Why Greek Mythology Has Impacted Major Account Copier Reps Ability To Grow Their Business

Narcissism, Phobia, An Achilles Heel, The Midas Touch... A Major Account Copier Rep?

The Greek language as well as Greek mythology has had a tremendous influence on the English language. In our everyday lives, we use Greek rooted words, stems, prefixes and definitions. Some even come from myths as well as stories of gods or goddesses.

Greek mythology was used as a means to explain the environment in which they lived, the natural phenomena they witnessed and the passing of time through the days, months, and seasons.

These myths were used to re-tell historical events so they could maintain contact with their ancestors, the wars they fought, and the places they explored.

This reminds of old tenured major account copier reps sharing stories of the good times oh so long ago. I can hear it now, "I remember I had to make 50 cold calls a day then bring back the business cards to show my manager." "Wow, times were tough back then!"

GREEK GODS AND MAJOR ACCOUNT COPIER REPS

There are those who think ancient Greek mythological stories are nothing more than a bunch of outdated tales, they just happen to be wrong. These stories may have been written thousands of years ago but it is good to remember they were written by wise men who had a hand in helping shape the way we view major account copier reps.

So who are two of these Greek gods and goddesses?

HERMES - GOD OF THIEVES AND MERCHANTS

Hermes is a mischief-maker; the King of all thieves. Hermes was the fleet-footed messenger of the gods. Major account copier reps are the fleet-footed messenger within copier dealerships. Hermes was quite smart at both sneaking out of sticky situations and convincing of his innocence, sound familiar?

The Greeks looked upon Hermes as a patron of travelers, merchants, thieves as well as a bringer of good luck. Major account copier reps do bring good luck to their dealerships, right?

ARES - GOD OF WAR

Ares is the god of conflict and war. He is the embodiment of an insatiable and overwhelming thirst for destruction and slaughter. Successful major account copier reps have a thirst for destruction and slaughter - their competition, correct?

Ares is high-tempered and impatient. He has zero tolerance when it comes to mistakes and he is always ready to pick a fight; winning at all costs, even when there is nothing valid or necessary to win. Successful major account copier reps, does this sound familiar?

With many years of scientific and ancient Greek research, my last blog 3 Reasons Why Major Account Copier Reps Are Setting Themselves Up For Failure I introduced you to a few of the slow growing, self-induced diseases infecting major account copier reps.

I would like you all to know these self-induced diseases do have cures. It is how well you as major account copier reps are willing to keep an open mind to new ideas, new methodologies and new sets of skills to allow you to professionally advance your career as a major account copier rep.

3 REASONS WHY GREEK MYTHOLOGY HAS IMPACTED MAJOR ACCOUNT COPIER REPS ABILITY TO GROW THEIR BUSINESS

Successful major account copier reps build a strategic plan to develop new accounts while building a fortress around their current accounts. With daily precision they are on guard, protecting their vital assets like the Greek god Ares (no not their lease portfolio) their ability to teach, tailor and take control of their own destiny as they explode past their quotas.

"Ditch the Pitch! Explore the challenges your prospect faces, the goals they need to achieve, how they plan to get there and when it needs to be achieved by"

Unfortunately, as time passes and the complacent work ethic sets in, major account copier reps have allowed themselves to become infected with these slow growing, career infected diseases.

LACKITUS PROSPECTITUS

Business development, prospecting to enhance the sales funnel requires determination, dedication and commitment. These three important personality traits ultimately determine the success or failure of ones sales funnel. Effective prospecting is a serious endeavor which requires a game plan and commitment level in order to consistently drive sales revenue surpassing ones set forth quota.

As a major account copier rep you didn't start off your career saying “I just want to be good enough.” Your worked your ass off to progress to becoming a major account sales rep. With consistency, vigor and enthusiasm (albeit you didn't know better) you had to prospect for net new business.

Sports athletes don’t come out of rookie training camp saying, “I’m shooting for average – average skills, average income and average performance.

When you started in the industry you didn't set out with the goal of hanging on, doing enough to just “get by”, or riding it by figuring out how to survive until I can inherit another sales reps accounts. Well, at least not in the beginning, correct?

You worked your ass off to get to where you are at now then something happened - you became infected with Lackitis Prospectitus. You learned that mindset. You learned that behavior. You learned to settle. You became a master of managing the 36-48-60 month lease cycle. Lackitus Prospectitus infected your ability to proactively develop new business.

I am positive the mind can be convinced of almost anything if you tell it the same story over and over again. So here lies the question to all Major Account Copier Reps, V.P. of Sales, Major Account Sales Managers and Dealer Principals...

Are you really happy with average results or have you just convinced yourself that’s the case?

ENABLEMENTUS MANAGEMENTUS

"A thin line separates success from failure, the great companies from ordinary ones. Below that line lies excuse making, blaming others, confusion, and an attitude of helplessness, while above that line lays a sense of reality, ownership, commitment, solutions to problems and determined action. While losers languish below the line, preparing stories that explain why past efforts went awry, winners reside above the line, powered by commitment and hard work."
The Oz Principle: Getting Results Through Individual and Organizational Accountability

Just as Lackitus Prospectitus has run rampant inside major account sales bullpens, the dreaded Enablementus Managementus continues to rear its ugly head.

This slow growing disease has legs spidering throughout major account sales bullpens. Just as major account copier reps must always be developing new business, executive management must always be developing their major account copier reps.

The only person they have to blame for the lack of net-new profitable major account business besides the reps are themselves. Enabling reps to continue their behaviors and actions stifles growth. It is this lack of accountability and enablement mentality which will fuel a sales death spiral.

Rampant excuse-making has caused business inside your dealership to stagnate. Hit Enablementus Managementus over the head (your head) and ask...

  • What can I do help set proper major account expectations?
  • What training do I need to provide my major account team?
  • What can I do to create a more motivated environment for my major account team?

Accountability within the major account team is essential for getting them to rise above their circumstances to get the results they want; exceeding quota, making money and helping the dealership grow profitably.

BABIUS MAXIMUS

This disease doesn't happen overnight. This is brought upon for the dealership to see via Enablementus Managementus. Babius Maximus or Cry Baby is derived from the ancient Greek word morós meaning moron and comes from the root mor - for foolish, the word moró has the same root but is heard much more often ... as the word for baby.

Dealer Principals, your sales department is a merit based society where your top sales reps – those who truly make it happen are typically treated significantly better than any other employee in the company. Elite sales reps make more money (usually among the highest earners in the entire dealership); they have more fun (ever seen a President’s Club trip for non-sales members?); they have more freedom and they get more perks (car allowance, expense account, free stuff).

In many ways, major account copier reps are treated like elite athletes: as long as they are performing, they are pampered. Just like elite athletes, some major account reps believe they are too important to follow the company’s rules.

When sales are down or they lose a deal they turn to crying to get attention. "Our service department let me down", "Why is their always an invoicing issue?" "I need more leads!"

There is a cure for Babius Maximus. It starts at all the way at the top of the dealership. A great leader constantly thinks about the company’s overall culture and health. They understand major account copier reps have flaws and are prone to develop some bad behaviors but they address these behaviors with an appropriate level of response and strategy. Meanwhile, a bad leader puts up with anything from their top performers in exchange for the next deal, a lease renewal!

Throughout our sales history, ego might be one of the largest causes for the downfall of sales, organizations, and even major account copier reps.

Don’t let it hold back your sales career.

Yes, there are some comedic twists and wacky analogies inside this blog but with all sincerity it is to drive home a huge point - change is necessary to fuel sustainable growth inside the copier channel. I get where you are coming from. I walked a day in the life of a major account copier rep.

Learn more about our upcoming major account sales development program here

"From the time I engaged Larry at Social Sales Academy, it has simply been awesome. His street selling experience mixed with forward thinking and enthusiasm helped my team on a brand new journey. I cannot recommend Larry Levine enough in any project you choose and I can also guarantee you will get the outcomes you are looking for." Hari Tharmakumar, Toshiba Australia

I am fully committed to helping your sales team integrate social selling aspects into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

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 communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

 

 

Why We Still Need Legacy Sales Skills

I'm probably going to go a little off topic here and there, however please bear with me.

A few minutes ago I finished up reading "Why a Lifelong Salesperson Thinks Salespeople Are Unnecessary". That the 80%of the purchasing process will take place without human to human contact by 2020, threw me for a loop!  Dang, that's only three years from now!

The blogger wrote about a software company that has NO salespeople, and that they grew to 450 million in revenue in 15 years.  The gist of the blog stated that deals flow in at a steady rate instead of concentrating around the end of the month or the end of the quarter.  The client drives the process to purchase when they are ready, compared to the sales person that feels the urgency to meet quota at the end of the month or quarter.

Well...., it seems the Author is dumping all sales people into the same pot. My take away is that all salespeople are slackers and we only start to work near the end of the month of the quarter. I don't know about you, however I'm always looking to close orders at any time in the month.  Competition is too fierce to let potential business hang on the tree, right?

Which gets me today. When I arrived at the office, I was told that a demonstration that I did for one of the rookies did not pan out for them today.  Competition came in at the last moment and swept that deal away.

During the demonstration, I was able to listen to the client that they liked the equipment and that they were ready to move forward.  However, they wanted to change a few accessories and I think change one of the models to another. 

Our rookie, stated that some time was needed to revise the numbers and that they would receive the revised proposal via email.  Arrggghhh!  I was not going to step on the rookies toes, I was there to give the demonstration and really wasn't that familiar with the proposal. 

After the client left the office.  Our rookie revised the proposal, got the client on the phone later that day and the client committed to signing the documents and sending them back.  Well, that never happened and a competitor followed up and closed the order.

I explained to the rookie today, that back in the good old days whenever we had a verbal for an order on the phone, we immediately dropped everything we were doing and scheduled an appointment to bring the order documents in person.  Funny, I can remember sitting in clients offices for hours after I delivered the paperwork to close the order.  We had a saying back then which still holds true today, once the demonstration is over and either the client or your leave without having an order, the chances of closing that order decreases by at least 80%.

After the demonstration was over I did explain to the rookie that he should have stated, "this will only take a few minutes to change the order, let's go back to the conference room to go over the order."  Assume the order is yours, right?

I also explained that you could have gathered your docs, your pricing and written up the order while they were waiting.  They were ready to order.  You don't leave fish to find fish.

One of those Legacy skills is listening to the client.  You pick up a certain sentence like "we'll have both machines delivered the same day, and then can you schedule training for one device one day and the second device on another day?"  That my friends is a buying signal and you need to move right to closing the order.  My answer would have been what day would you like the equipment delivered?  That question would have moved the order to the potential close.

Mind you, I'm not bashing the rookie. I was like that once, and it took me losing many orders to finally figure out that I was not listening to the clients for those buying signals.

K, back to the 80% of purchasing process will take place without human to human contact.  It could happen, probably will happen, but in three years? 

Would love to hear from others on this 80% thing.

-=Good Selling=-

3 Reasons Why Major Account Copier Reps Are Setting Themselves Up For Failure

Failure and success live with us as major account copier reps. View it as the two headed monster. You can’t have one without the other.

SETTING THE TABLE OF FAILURE

The best major account copier reps don't close every prospect. In most cases, it would be fair to say they don't even close on the majority of the prospects.

Why I am being so harsh?

Major account copier reps have developed the dreaded disease called lackitis prospectitus.

These dreaded disease attacks 1 out of every 2 major account copier reps. Lackitis Prospectitus doesn't happen overnight. It is a slow growing, self-induced disease. Through years of scientific research I have pinpointed the cause, identified the culprit and even created a name for the culprit.

Allow me to introduce you to... Managementus Enablementus - otherwise known as enablement by management. 

When major account copier reps spend a majority of their time managing their lease portfolio's, moaning and groaning about how busy they are, not paying attention to net-new business because of all the "stuff" they are doing while then being rewarded extravagant President's Club trips, I call this Managementus Enablementus.

The way it is now is the not the way it will be

THE HARSH REALITY

Article upon article on sales tells us how it is harder than ever to sell. The buyer is now in control and ignores sales reps throughout most of their buying journey according to industry pundits. Major account copier reps are still stubbornly trying to sell in chronological order and dictate their sales process to their clients or prospects.

The modern buyer has evolved. They are much more sophisticated in the way they evaluate their buying options as well as their buying decisions. Less major account copier reps are making their quotas year after year. Let alone developing net-new business.

More sales deals are ending up in “no decision” status than ever before. Deal sizes are dwindling. All these sales metrics by industry pundits are very sobering for major account copier reps but this doesn’t mean you simply accept this and effectively give up! Unfortunately, most of you have given up. You have let complacency, your ego and yes fear set in.

What if major account copier reps examined the way they engaged and sold? Is it conceivable they could sell smarter and more effectively than they are today? The status quo, not only is it working it’s getting worse as a major account copier rep; fight back and look for better ways to improve your results.  Rather than simply lamenting, bitching and moaning - let’s do something about it.

Start doing something about now! A great place to start is a mouse-click away...

3 REASONS WHY MAJOR ACCOUNT COPIER REPS ARE SETTING THEMSELVES UP FOR FAILURE

Your mind plays a huge factor on your ability to succeed or fail. If you’re afraid to fail, you’ll stop yourself from trying new things. You will miss out on having the opportunity to broaden your skill set as well as try a wide variety of new experiences to help you grow as a sales rep. Take a deep breath and be willing to take the leap.

Ask yourself:

“What can I gain, what do I want to learn, and what opportunity will be lost if I prevent myself from taking new actions?”

FAILURE TO ADOPT A NEW MINDSET

Staying ahead with new ideas and trends within the office technology world while adopting new competencies or skills represent the basics in sales development to help reps remain competitive in a rapidly changing business environment. Being open to new ideas and approaches does not come easily. In fact, change rattles the cage of most major account copier reps as without the right mindset, learning will not occur.

Major account copier reps must develop the mind of a champion. They must adopt and develop a growth mindset.

Successful major account copier reps who adopt a growth mindset thrive by treating their minds like muscles, stretching and developing them to learn new things. Failure is not being able to move forward and seize the opportunities to stretch for the things one values.

A growth mindset is based on the belief you can cultivate your ability to learn. It’s not about getting things right the first time, it’s about learning something over time. This is what you as tenured major account copier reps must realize, in order to succeed inside this highly connected, rapidly changing digitally business world, you must adopt a new mindset.

FAILURE TO ADAPT TO CHANGE

In today's sales environment, the gap between relevance and obsolescence is growing wider every day. If major account copier reps are to stay relevant then they must adapt to change. They must do so before "change" beckons the call.

I leave you to ponder this picture for a moment...

In order for major account copier reps to stay relevant they must get connected, connected with their current clients and more importantly connected with future clients. They must adapt and self-educate themselves with emerging trends inside their industry; to anticipate new direction and foresee the writing on the wall which demands innovation.

Major account copier reps set themselves up for failure because they fail to adapt to emerging threats, their competition.

"If you don't like change, you're going to like irrelevance even less."
General Eric Shinseki

Major account copier reps stay relevant and adapt to their changing environment by:

  • Welcoming and learning from failure
  • Asking for help and soliciting feedback
  • Becoming voracious learners through self-education
  • Becoming focused on the process of growth
  • Becoming extremely accountable to themselves and their clients
  • Checking their ego at the door

FAILURE TO BUILD AND TAP INTO THEIR SOCIAL NETWORKS

Sales in all facets has evolved immensely in the last 5-10 years. We can thank the internet and Google for driving much of the change. It is unfortunate, as many major account copier reps along with their dealerships are wrestling with how to adapt their selling effort to these changes.

One huge area major account copier reps are setting themselves up for failure is not effectively building and tapping into their social networks.

Reality, like it or not, the presence of all types of social whether it is social media, social selling or social networks is here to stay. It is not going away any time soon. If anything it is getting bigger and all more encompassing as it intertwines into our daily sales lives.

Believe it or not a vast majority of your clients and prospects are online.

Your social networks as a major account copier rep, offer an excellent opportunity for you to demonstrate your expertise. Yes, I know it is a tricky endeavor as you try to manage your time and patience levels but failure to cultivate your social networks will become your recipe for disaster.

Traditional techniques are still alive and well albeit some time consuming limiting the exposure a rep can achieve within their client base. Social in all aspects enables major account copier reps to expand their reach exponentially simply by using technology allowing them to socialize on a grander scale.

Adapt the mindset and skill set as you tap into your social networks for help in growing your business. Consider these three things:

  • Find out where your clients and prospects hang out online
  • Listen, listen and continue to actively listen to what is being said online
  • Reach out, start conversations, build relationships geared towards moving offline

In the sales world of today, intelligence is key. Social is changing and influencing the way your clients and prospects view you as a major account copier rep. You need to know how to engage them. This is the harsh new reality of sales my major account friends.

ONE LAST THING

My question to all major account copier reps and their managers, why are you allowing and accepting a failure to adopt and adapt growth mindset thus settling for the sales status quo. This is equivalent to a sales jail death sentence.

You all must set aside and squash “that’s the way we’ve always done it”mindset. This would be acceptable if your sales conversion rates for profitable net-new business was 2-3X higher year over year. We know the harsh reality as your sales death spiral hits you by not adopting, adapting and leveraging your social networks for business growth.

I understand where you all are coming from. I have walked and continue to walk a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling aspects into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

"Sales reps, trying to set yourself apart from other reps in a competitive industry where most manufacturers are basically offering “like for like” products is extremely difficult, so this is where Larry and his social selling strategies come in to play. The strategies that Larry delivered will NOT deliver results overnight, however even after a only few months I can see the benefits of the longer term strategy starting to manifest into positive results." Matt Corscadden, Konica Minolta Australia

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 communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

New "E" Size Wide Format Exit Tray for Ricoh Wide Format from Copier Solution Shop

Woohoo!  I love selling wide format systems. 

I've been selling the Ricoh line of wide format systems since 1998, and with almost twenty years of experience that kinda puts me in the status of resident wide format guru with the Dealership that I work for.

In October of 2015, Ricoh USA launched the MP W7100/W8140SP black LED toner based wide format MFP's.  Just about five months later Ricoh USA launched  the third model in the series which was the MP W6700.  Basically the same engine for all three devices, with different print speeds and accessories can vary from the MP W6700SP to the W7100/8140SP.

As I got the chance to have more hands on experience with these devices, I noticed there was a flaw with the output of "E" size (36x48)  when out put was directed to the front exit tray.  The "E" size prints would exit to the front exit tray and then fall on the floor.  There was not enough exit support area to hold the "E" size documents.

Ricoh's solution for "E" size was for the documents to exit to the rear exit area or purchase a stacking tray for the front exit tray area. 

2017-03-04_23-35-51I'm not a fan of the rear exit because of the additional room needed for the wire guides trays along with the extra effort that's needed to remove those documents.  For the front exit tray area, Ricoh recommends that you purchase their exit stacker.  The MSRP for the MultiStacker Type 7140 is $2,107, dealer cost is about $1,000.  Now, if you've every seen the MultiStacker Type 7140, it's not even close to being worth a $1,000, let alone the MSRP of $2,017.  It does the job, but also prevents the user from accessing the control panel because the stacker is positioned directly in front of the device.

2017-03-04_23-26-35I thought there has got to be a better solution.  About 5 months ago, I reach out to my friends at VZ Industries and told them about the flaw in the out put exit area for "E" size documents.  I asked if they could design a new output tray that would allow "E" documents to stack correctly.  VZ Industries aka Copier Solution Shop

2017-03-04_23-26-05After a few months VZ showed me the CAD design of the tray.  Then a month or so later VZ Industries shipped me a prototype for me to test of one of our devices.  I was like a kid in a candy store with the new exit tray and after some time I was able to install the tray on a clients system.  It only took me fifteen minutes to install the tray, and a couple of minutes later we had "e" size documents printing to the front exit tray with out falling on the floor.  Success!!

You've got to check this out.  The MSRP for the VZ industries exit tray is only $419, in addition the tray is well designed and made out of metal.  Dealer cost is under $200!  Here's the direct link for the new tray.

I'm pumped about this new tray, and will be including or selling it as an accessory for those that need "E" size output.  Thank you VZ Industries, you just made my day!

-=Good Selling=-

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