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The Quest for $200K "Let The Ball Travel"

As of right now I don't have a title for this blog, at least not yet. I didn't post a blog for Friday night of last week because I needed the time to wind down when I arrived home.   Friday night was spent uploading and redacting a crap load of copier proposals that were sent to me over the last few days.  Thanks to everyone that sent those in!

It seems that each week gives me an opportunity to work from home one day.  Friday was one of those days. My time Friday was spent prepping for Monday and placing a few calls, emails and inmails (linked).  Friday was my day to "let the ball come to me".  Another phase is to "let the ball travel", each one of these are baseball terms.  What each ones means is for the batter to be patient and wait that extra second. I use "let ball travel", when I need to back off a bit from the constant follow up calls.  Thus, here and there I'll take a day and see what comes to me.

My goal for Monday (with two appointments) was to schedule a minimum of 5 appointments.  With most of them being closing appointments. 

At 4PM, I had acquired six appointments and three of those were closing appointments.  I took a line from Hacksaw Ridge movie and thought, let me get one more.  That's it, just one more appointment. Within a few dials I had my seventh appointment scheduled and now had four closing appointments in the book. Those four appointments clock in with $100K revenue.  I'm guessing by the end of the week, I'll have a good idea if I'll be able to make the $200K.  It's still a long shot, but good things come to those that work hard, or the harder you work the luckier you get.

Tomorrow?  No appointments scheduled, another day of making calls, and scouting the CRM for creating additional opportunities. My goal is to schedule seven appointments for tomorrow.

One of my scheduling practices is to use Monday, Tuesday and the half of the day on Wednesday to prospect and schedule appointments for Thursday and Friday only.  I use Wednesday afternoon for those can't see me on Thursday or Friday.  It's worked well over the years.  In general clients seem less stressed during the last part of the week and more inclined to make a decision.  There's no science here, just an observation over all these years of selling.

For me, tomorrow and Wednesday are critical days to book additional appointments for this week and schedule for next Thursday and Friday. By the time the 18th rolls around, all I want to be working on is closing up any outstanding opportunities.

There it is, I just inserted the title, "let the ball travel". 

Section 179, I mentioned it at least three times today in phone calls. Section 179 is real, no business wants to pay more taxes than they have too. If you're not bringing it up, then you're competition is.  Upward and onward to Tuesday!

-=Good Selling=-

Sales Leaders: 3 Alternatives Your Sales Reps Can Use To Avoid Getting Beat Up On Price

This product sucks! No one is buying now! Our competitor has a lock on all the business! Our pricing is way out of whack!

Stop the excuses now! Nobody wants to hear them.

The more you and your sales team can be honest about what went wrong in a sales process, the easier it will be to correct mistakes and limit the number of lost sales in the future.

A scarcity mindset might be settling in within your sales team as they go deeper into the sea of sameness and become more like the average sales rep.

The Sales Rep Test...

If it looks like a sales rep, acts like a sales rep, and speaks like a sales rep, then it probably is a sales rep.  

Question for all sales leaders... Do you have sales reps or sales professionals on your team?

Let's get real here. Most prospects don't care about your company or your product; but what they do care about is how can the members of your sales team help solve their problems and bring measurable value to their business.

Unfortunately, too many of your sales reps start off conversations by talking about themselves – how great their company is, how long they have been in the industry, their product and their features. Haven't you figured out this isn't working and that they are being tuned out?

Do you know why your sales reps get beat up on price? Plain and simple... It is your fault!

Sales leaders all across the world, I encourage you to start thinking about having your sales reps offer real value to your customers and prospects by having them solve pressing business problems in every conversation. Help them, coach them, practice with them and most importantly give a rip!

WHY PRICE BECOMES THE FOCUS

Because the sales reps haven't given them a reason to focus on anything else.

Price becomes a focus when...

  • Your clients and prospects aren't aware of the true cost and scope of the problems they're trying to solve.
  • Your clients and prospects have too much information and not enough time to understand it. You can thank Google searches and the internet for that!
  • Your clients and prospects focus on price as this is easier than examining cost structures which may distract them from their business.
Professionals sell value, amateurs sell price.

3 ALTERNATIVES YOUR SALES REPS CAN USE TO AVOID GETTING BEAT UP ON PRICE

Adding value is an important tactic which MUST be integrated into your sales rep's repertoire to acquire and retain your clients, increase their brand awareness and to differentiate themselves in the marketplace.

Prevent this from happening to your sales reps...

Here are three ways to help your sales reps create added value which can be easily implemented into their business plan.

ALWAYS CONSIDER YOUR CLIENTS AND PROSPECTS PERSPECTIVE

The art of creating added value starts with the ability to see business through the eyes of your clients and prospects.

Have your sales reps consider what’s important to them and how your product or service will benefit them. What problem does it solve, how will it help them overcome obstacles and do their jobs better? Shift focus to providing educational content, examples and stories of how your sales reps have helped others. Start focusing on your customers’ needs and start helping!

Encourage your sales reps to conduct a thorough analysis of their buying behaviors which can lend insight into what is most important to them. Have them find the "ONE THING THAT MATTERS" as this may likely be driven by your customers’ own customers. It is vital to keep those customers in mind when conducting your analysis.

Knowing your customers is better than knowing your product

ADOPT A CLIENT AND PROSPECT CENTRIC MINDSET

“Successful sales professionals not only understand their specific market sector and business critical issues but also help their clients visualize how they can solve their issues by using their products and services,” Harrington Starr, a London based company.

Have your sales reps think through conversations. Think like them. Make the call (yes they have to use the phone), speak to prospects and clients, arrange meetings over coffee to discuss their business challenges; talk about key mission-critical needs or upcoming project objectives as this will pay dividends in developing meaningful client and prospect relations all leading to closing sales.

The art of the conversation is not dead!

Do you provide your sales reps with printed media, all types of collateral and sales tools to the point of brain overload resulting in the loss of sales focus? There is more sales and marketing material available on sales portals, corporate web and intranet sites than your sales reps can handle. This material is vital in the branding of your company, marketing and communications as you share the company story, however; do you really think your clients and prospects give a darn?

Think like them, act like them and converse with them!

BUILD NEW BUSINESS RELATIONSHIPS INSIDE YOUR CLIENT BASE

The key sales growth for your sales reps is to actively prospect for new business relationships rather than limiting efforts to a possibly dwindling client relationship base.

How well do you know your current clients? How often are you asking them for your help to grow your business?

Leveraging and strengthening relationships inside the existing customer base is important but it’s all too easy to become complacent as most of your sales reps keep calling on the same people inside the account.

Sometimes a relationship may run its course. Hopefully it doesn't but in today’s ever-changing business climate, a salesperson’s 'timing' might be off especially when it comes to the importance of building new relationships inside their current accounts.

A once-promising client may now be in dire straits, possibly due to an acquisition or downsizing. Successful sales reps are always looking to develop new business relationships, not waiting until their current well of relationships runs dry.

Think about this one...

Your sales reps bust their ass for their clients then why on earth would they not ask them to help them grow their business?  

I encourage you to have your sales reps leverage current clients and learn to ask for help! Wouldn't you agree a warm lead is better than cold lead? Referrals from happy clients are about as warm as it gets, right? 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.

I guarantee you this a warm lead from someone who knows, likes and trusts one of your sales reps will lead to a more profitable, non-price driven business relationship.

REMOVE BEING BEAT UP BY PRICE

The point with all of this is to get your clients and prospects to focus on all the economic costs they're not seeing. This means your sales reps need to shine a strobe light on their expertise and the successes their clients have achieved.

Encourage your sales reps to get out in front of this issue with educational content as this helps their prospects understand the issues, side-effects, underlying costs and value of their expertise. I bet sales cycles will shorten and they will have less obstacles to overcome.

When your sales reps become the first to help simplify and understand the true issues they're dealing with, they then become the anchor, the subject matter expert, setting a really high bar their competitors must surpass.

Isn't this exactly what you want your sales team to be known for - being considered the ultimate measuring stick against which all others must measure up?

You can't expect a different outcome if you continue to use the same unsuccessful processes.

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image

You can find more advanced training material 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 office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them tell their story and communicate it out by integrating the use of social media. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

This Week in the Copier Industry 10 Years Ago (First Week of December 2007)

There's an interesting thread below about an RBS sales person that person accepted $3,500 from a copier sales person so that RBS could win that bid of 73 copiers.  Which raises in interesting question about gifts,trips and prizes to a person that works for a corporation if they buy their copiers from xyz dealer.

It's my understanding that any gift, trip or prize is then the property of the corporation and not the person (decision maker).  Yet, we find some dealers openly engaging in offering these items for purchasing their copiers. 

I'm thinking this would make a great topic for discussion on the forums.

Weekend Copier Notes from 12/1/07

IR-5065 § Sharp MC-M620 (aka Duplo Docucate MD-621N) § Ricoh Aficio MP6500 (aka Lanier LD265, Savin 8065) § Xerox WorkCentre 5665 o 70-84ppm category § Canon IR-5075 § Ricoh Aficio MP7500 (aka Lanier LD275, Savin 8075) § Xerox WorkCentre 5675 o 85-99ppm § Konica Minolta bizhub PRO 920 (aka Oce’ imagistics im9220) § Sharp MX-M850, MX-M950 § Toshiba eSTUDIO 850 (aka Oce’ imagistics im8530 & Panasonic DP8540) § Xerox WorkCentre 5687 o 100-135ppm category § Konica Minolta bizhub PRO 1050e (aka IKON
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TOSHIBA AMERICA BUSINESS SOLUTIONS INC. PARTNERS WITH KIP AMERICA

TOSHIBA AMERICA BUSINESS SOLUTIONS INC. PARTNERS WITH KIP AMERICA TO ENABLE WIDE-FORMAT MULTIFUNCTION PRODUCT OFFERINGS Note from Art: That makes Kyocera, KonicaMinolta, KIP and Toshiba selling the same box, is KIP related to Ricoh??? LOL Authorized Toshiba Dealers Provided with Best-in-Class Wide-Format Solutions to Meet Demands of Architectural, Engineering and Construction Clients IRVINE , California ( Sep 25, 2007 ) : Toshiba America Business Solutions Inc. (TABS) is proud to announce a
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IKON Announces New IKON PowerPro(TM) 550 Color Server for the New IKON CPP(R) 550

, go to: www.pod-wf.com/ikon . About IKON IKON Office Solutions, Inc. (www.ikon.com) is the world's largest independent channel for document management systems and services, enabling customers worldwide to improve document workflow and increase efficiency. IKON integrates best-in-class copiers, printers and MFP technologies from leading manufacturers, such as Canon, Ricoh, Konica Minolta, Kyocera Mita and HP, and document management software and systems from companies like Captaris, Kofax, EFI
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Six New Digital Printers In Konica Minolta Line

Six New Digital Printers In Konica Minolta Line Konica Minolta Enhances Printer/AIO Line with Six New Products. Expanded Printer Product Family Provides Cost-Effective, High-Quality Output for a Wide Variety of Work Settings. RAMSEY, NJ, December 3, 2007 – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies from the desktop to the print shop, today unveiled several new network-ready color and monochrome printers
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Re: RBS Rumor

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There are a couple of things I don't like about how Konica Minolta does things, but that's more a personal preference than a "Makes-No-Sense-Whatsoever" or "Mess-Over-The-Dealer" problem. Konica makes us switch regions every year, which means we have to get used to an entire new set of sales managers and administrative people. But, once we know who they are, things are fine. There's a West Coast-based dealer on this board who has issues with Konica's service support, but I've never heard of any
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RICOH PRINTERS WIN BUYERS LABORATORY

more information on Buyers Laboratory, please call (201) 488-0404, visit www.buyerslab.com or e-mail info@buyerslab.com. About Ricoh Americas Corporation Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 71-year-old leading supplier of office automation equipment and electronics, with fiscal year 2006 sales in excess of $17 billion, an 8.4 percent increase over the previous year. Ricoh Americas Corporation is a leading provider of
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Ricoh 7030D and Windows Vista

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Is there a way to make the 7030D work with Vista?John
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Ricoh Introduction of GlobalScan Version 3.0

Continuing its evolution to meet customer’s growing needs, Ricoh is pleased to announce the latest version of the award-winning industry leading GlobalScan server software. Ricoh’s new GlobalScan server software offers an improved user interface, enhanced security features, and greater configurability, being able to fit into the most demanding enterprise environments. The NEW GlobalScan 3.0 works with your networked MFPs to enable document scanning and rapid distribution of digital information
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Re: RBS Rumor

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service on this unit. It took a month of me begging and pleading with I-don't-know-how-many different Ricoh staff members to get an answer. If a dealer hired sales and admin staff who didn't know their own contracts, those people would be out the door immediately. At the same time, I've got three different other Ricoh admin staff people calling me for the install date and meter read. Why does Ricoh need to spend so much money on redundant salaries - nobody is talking to each other and all three
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Re: RBS Rumor

Shaja: Since you are a Dual Line Dealer, do you have the same problems with KonicaMinolta as Ricoh? Also thanx for the heads up with all of the background info!
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Former Mount Vernon schools purchasing agent charged with bribery

released on $15,000 bail and is due in court Dec. 11. He faces a maximum of seven years in state prison. The District Attorney's Office said Rose accepted a bribe of $3,500 from a sales representative of Ricoh Americas Corporation between June 21, 2005, and July 13, 2005. In exchange, the complaint alleges, the copier company was to receive a five-year contract from the district worth in excess of $1 million for 73 copiers, support products and related services. In August of that year, the
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RBS cought giving a kickback!

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released on $15,000 bail and is due in court Dec. 11. He faces a maximum of seven years in state prison. The District Attorney's Office said Rose accepted a bribe of $3,500 from a sales representative of Ricoh Americas Corporation between June 21, 2005, and July 13, 2005. In exchange, the complaint alleges, the copier company was to receive a five-year contract from the district worth in excess of $1 million for 73 copiers, support products and related services. In August of that year, the
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Re: RBS Rumor

They merged Lanier into the financials and Lanier has been loosing money for years now. Now they are just losing money under the Ricoh name.
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Re: RBS cought giving a kickback!

Wonder what happened to the reps and managers at RBS or RAC (Ricoh Americas Corp)? Whew! Glad I'm not involved in this!
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Re: GSA Comp

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GSA Compensation Equipment Purchase Commission = GSA Selling price – 20% off LDP LTOP Commission = GSA Selling price – 15% off LDP Supplies Commission = 25% of GSA Selling Price Maintenance 94% of GSA Selling Price Any discounts offered by dealer will be deducted from dealer commission.
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Re: "currently no printer online" error

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I've already opened all the ports in the windows firewall that ricoh uses and have even turned the firewall off. Still No good.I've had this on a couple of installs and using the ip address instead of the hostname worked but not this time. I wonder if reloading the plotbase is in order?
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Support Your Local AIA Chapter!

four sales and countless warm propspects, they more you get to know them, the more they look to you as thier solutions provider.
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Whose is Gonna Acquire Who in 08!

With all of the aquisitions in our industry in the last 18 months, who do you think is going to get bought out in 08? Remember when Ricoh started this whole thing?
-=Good Selling=-

The Quest for $200K "Insisting that the world keeps turning our way"

"Insisting that the world keep turning our way" was taking from a song made famous by Willie Nelson, "On The Road Again".  While traveling the road all day today, I was thinking what would be the theme for the blog tonight. I settled with On the Road Again.  Something told me to read the lyrics and that's when I settled on, "insisting that the world keep turning our way". 

The lyric "Insisting that the world keep turning our way" resonated with me because when salespeople are on the road we're making things happen, and when we make things happen, we are insisting that the world (sales) keeps turning our way. 

I had a 9AM scheduled for some production gear, however that got pushed back to 10AM.  I had scheduled my Fiery guru to meet me at the account so that we could review the clients current workflow and make recommendations with additional fiery options that would save our client some time. 

I'm no Fiery expert but was so glad that I brought along my guru.  What I thought would be a one hour meeting turned into almost three hours.  A lot was learned, much time was saved and I moved this opportunity to the final stage where we can present our proposal.

Since I was more than two hours late for my next stop I was not sure if my DM was going to be there or not.  Even thought this was just a short visit for a pick up of a wrongly shipped item, I wanted to make sure this opp also moved to the final stage.  I was in luck, my DM was there, we chatted for maybe five minutes and I secure the appointment for next week to present.

Moving right along,  my next stop was to help a quasi net new account.  This client had "found" a wide format mfp with our name tag on the device. We did perform some service during the summer, however when I called the client a few days ago they were having some issues with printing.  I offered to lend my expertise and give them some time with going over the print drivers.  It's what we do, we help, we educate, we give up our time, and that's what relationship building is all about.  We're not looking for anything in return.

K, I still had two more stops I had to do for the day.  I grabbed a quick lunch, checked my email and was surprised to listen to a voice mail from one of favorite IT guys.  A couple of years ago the company he worked for closed shop here in NJ. I had tried to reach him a few times, but was never able to connect with him.

I called, we had a short chat and it turns out he is with another company and they are in the need for a color MFP.  He asked if I had some time today, I told him I had another stop but could see him about 3PM. 

Ninety minutes, that's how long our meeting took. I may be able to help him and I may not.  I'm going to find that out in a few minutes after I finish this blog. What I can say, is that if I can't help now, I will be able to help with something pretty large in 2018.

While I did not take an order today, I did move two of the opps for December to the final stage. In addition, I may have developed another opp for this month and definitely developed an large opp for December. 

You never know what the tomorrows will bring as long as you keep on hustling.

Tomorrow, it's an 8AM stop in with doughnuts and coffee!

-=Good Selling=-

The Quest for $200K "Another Day Another Dollar"

I left off yesterdays blog by stating, you never know what tomorrow will bring you as long as you're hustling. You just have to keep at it, and never give up. 

There have been many times in my career when I've contemplating giving up, and then I consider the alternative which is being a loser.  I hate to lose, there is no excuse for losing, however I also understand that losing brings you closer to winning.  That's why I never give up!

I was in the office and ready to work by 7:15AM.  I did my daily task of reviewing my Linkedin wall, which also consisting of sharing, liking and giving congrats to contacts for anniversary's and birthdays.  I believe it's an important part of being socially active and hoping that you can pull some leads. 

By 8AM I was prepping for my 9AM tele-conference with an existing account to review annual volumes and move one of my opps closer to closing.  We finally connected about 9:30AM and ended somewhere about 10:30AM.  When finished,  I felt that we had moved this forward to scheduling the appointment to review the TCO and submit order docs.  Eighteen selling days left, and it's going to move very quickly from here on in.

I was back at work with my CRM, looking to fill in an appointment spot for tomorrow.  I've got a full day with five stops and will probably be in the field all day and then early AM on Friday.  My plan is to get back to office in the late AM on Friday to follow up on all outstanding opportunities.

After lunch I had scheduled a stop in with a net new account which was somewhat close to the office.  Turns out I was never to this office park and my GPS took me to a gate that was key access only.  What do good sales people do, they make things happen!  I parked the car and pretty much walked the entire park until I found that account. I logged almost 5,000 steps there and back to the car. Like I stated this was just a stop in, but the potential is there for a net new purchase or lease this month.

Arrived back at the office somewhere about 2:30PM, made a few more calls, picked up an appointment for next week with an existing account (added $10 to my December opps).  I then spent some time on my opps and looking at some of the projections for order that I think can be closed this month.  Adding up the numbers I was coming up with $147K, with many opps that were wishy washy.  Wishy washy doesn't cut it for moving them closer to closing.  Wish whasy means that you need to do some additional prospecting to add to the pipeline.

I get it, while I'm out tomorrow, I'll be looking to cherry pick some cold calls and see what I can make happen.

Just one other item or rant that I'd like to put out there. I had the chance to speak with a dealer principal last week, it was more of a hey how ya doing and what's new.  Not sure how we got to the topic, but we found ourselves talking about the increase of "sales consultants" that seems to have flooded Linkedin lately.  More to come on this in another blog.

BTW, I did process an order for $8.5K.  Another day another dollar.

-=Good Selling=-

The Quest for $200K "Murphy's Law"

See, it's not only you, all of us can have a bad day, a week or dare I say a month!

It all started last yesterday afternoon when I had a pretty decent failure with my brakes on the way home yesterday.  I was able to nurse my car to my mechanics with out any incidents. Whew!

When I woke, I felt like I was Murphy from "Z Nation", and wondering if our cat had parked it's fat ass on my head during the overnight.  After an hour or so I climbed the stairs to my home office and made sure I alerted my 9AM appointment that I wouldn't be there. Twenty minutes later I had an email from the office asking where I was.  Oh no, there was an 8:30AM meeting that I forgot about.  What a day today is going to be!

Then the flood of emails that never stopped.  I was able to take care of every email, only made maybe sales ten calls, five emails, and three inmails (Linkedin). 

I did receive a lead from my jerseyplotters web site for a high end wide format.  Although I  was able to make contact, I felt like I was chasing my tail trying to nail down that appointment. After thinking about it I spent way too much time on this opportunity and was not able to move it forward.  We'll see what tomorrow brings with this. 

But, I was excited that my site had generated another wide format lead in as many days.  Yesterday, I gave a lead for a wide format MFP to a Premium Print4Pay Hotel member in York, PA.  I guess the effort of writing content is finally paying off.  Thus, I wrote two additional blogs today for that site.

I'm a firm believer that content is King and pull marketing can work much better that push marketing. 

"Pull marketing is the science of attracting leads and sales rather than applying more work-heavy traditional ‘push’ marketing approaches. In an increasingly tough marketplace, pull marketing is overtaking push marketing as the most effective way to drive business."

The rest of the day was spent following up with outstanding opportunities. I was able to secure the paperwork for about $8.5K today, and will process that probably late tonight, because I need every minute of tomorrow to make up for today. 

One of the other action items was to crunch some numbers for a color production device, get that to my Veep and have a strategy session at some point this week.

Ok, yeah, bad day, however I did get my car back and you know what's so great about this business?  You just never know what tomorrow will bring you as long as you keep hustling.

-=Good Selling=-

We Need Continuous Relevancy Management; Change Management comes too late.

“Attention Legacy Companies! While you continuously fight to get buy-in for change your new competitor bought in for continuous improvement and bets on your complacency.”

What do you mean you can’t get buy-in. Why are management teams so focused on the pacification of Buy-in Management? Too many organizations are losing the battle of their relevancy because they insist on focusing on Change Management over Relevancy Management. And yes I believe there is a difference.

It seems that the arguments for moving in a different direction always relate to Buy-in for so many legacy organizations. In the world of business today the winners will be those who can move fast, those whose teams understand it’s not about change, it’s about constant relevancy. Think about Amazon, a company that started out selling books online; they are now a 150 Billion Dollar organization selling everything under the sun including the clouds, with a market cap which eclipses each of the top ten retailers north of 100 billion making their owner, Jeff Bezos, the richest man in the world. If Amazon”s leadership constantly worried about “Change Management” does anyone believe they would be building their second Headquarters, a headquarters where the chosen city benefits from a 5 Billion Dollar Boom?

While the brick and mortar retail industry wasted time getting buy-in and refused to change.  Amazon continued in its relentless ability to modify constantly. Jeff Bezos bets on and takes advantage of the time his competitors waste fighting against or for change. While Amazon’s competitors are contemplating the reasons for the change, Bezo’s Amazon team is modifying to the new relevancy, this then forces his competitors to change, and for many, it becomes too late.     

“Those who deliver the Future to the Present, are always delivering relevance, those who don’t temporarily deliver their past relevance.”

Teams today must be held accountable for relevancy making. The word Change and the word Relevancy are not relatives. Change is the process or result of becoming different. Relevancy is Something relevant to a task if it increases the likelihood of accomplishing a goal. Relevancy is a constant process; change is a forced process caused by not staying relevant.

The goal of all businesses is to provide the means to a buyers desired outcome or goal. In my view, the desired outcomes and the means to their achievement constantly evolve, so the relevancy of both the outcome and the means to their achievements must stay relevant for sustainability. When organizations tasks themselves with what many call Change Management, they find themselves running around trying to get buy-in. This constant battle for buy-in from team members becomes a bartering system of demands and bribes between management and their teams in the hope things move forward; they hope things change. When you are forced to change the pain it causes becomes distracting. The cost of forced change is the fine you pay for not modifying along the way.

Innovative organizations understand that needing to change is the essence of a failed attempt at constantly staying relevant. Innovative organizations understand their corporate culture is about providing exceptional experiences to their customers. Today's innovative companies don’t chase Buy-in, and they don’t have to waste time with change management tactics. They instead have a process which ensures their constant relevance. Staying Relevant is in the first sentence of their job descriptions.  

Today’s customer has more access to define not only new outcomes but also the means to their achievement. A company with a constant focus on relevance will modify keeping pace with the evolution of their product or its services. It’s this constant modification which defines their management. The outcome of Constant Relevancy is dependent on the leaders and the teams they lead understanding the power and importance of the word “Currently.”

“In business, of the doors which open to yesterday, today or tomorrow only the door to tomorrow is locked, and relevancy is its key.”

R. J. Stasieczko 

The Quest for $200K "No Sandbagging for Me"

Wide-eyed and bushy tailed I was not this AM.  I was just thankful that I didn't have to wake up to temps in the twenties, forties I can handle. 

Some wonders cease to amaze me, my drive to office only took me the better part of an hour! Thus, one of the reasons that I love living in New Jersey.

At 7:30 AM I was ready for work, the world would be ready for me, today I would hit all of my goals by noon and I would have more than enough time to do a few in-person cold calls! 

Did you ever have one of those days where it seemed like it took forever to do some simple tasks?  That's kind of how my day when.

My first fifteen minutes of the day was spent on Linkedin.  There I cruised through my wall, like a few posts, shared a few threads and made sure that I wished nine or ten of my contacts a happy birthday.  Note to self, the more contacts you acquire on Linkedin means your wall of threads just keeps getting longer and longer.

I had a few items that had to be done today, one was to process a hold over order from last week. I had thought about sandbagging that order but thought it would be best to get it in today so I could focus on other action items on my list.  In addition, I needed to reach out to my Fiery Guru too schedule an appointment later this week with an existing client.  Done, scheduled appointment with my Guru and the client for later in the week.

Write the order for the MP 6700SP that I had a verbal on the other day and send that off to the client.  Usually, I will not email docs, pricing or proposals, but in this case, the client has some severe pain and needs to act quickly.

Sometime in the late morning, our CRM either crashed or stalled. I then opted to take a trip to our local WAWA and grab a bite to eat.

After lunch, I was in full prospecting mode and needed to clean up some calls from last week.  I was able to develop a small op for a color A3 device.  This client had asked me to send her the info, I stated I'm not allowed and mentioned that I could drop off and we could do a quick review?  I then slotted that client in for Thursday AM.  After slotting that client in I scheduled a drop in for 8 AM on Friday morning,  that prospect needs a new device, but is only there in the early AM.  I'll bring the doughnuts and the coffee and we'll have a closing party!

One of my other prospects also wanted to see a demonstration for a color production system. That was a little bit of a cluster ****, since I had to schedule the CEC, schedule my Fiery Guru and then schedule the prospect. All of the back and forth with different parties took quite a bit of time.  Finally had everyone on the same page and now just waiting to hear from the prospect.

At 4 PM, I had scheduled a drop/off stop-in for a net new client for a color product. While on my way to the account, which was also on my way home, my beautiful 2005 Pontiac thought it would be a fantastic time to develop braking issues!  My mechanic is in the same town as the prospect thus, I finished up the last ten miles of the trip pumping the brakes, leaving a lot of distance and not going over 25 miles an hour.  Yes, many, many Jersey drivers told me I was number 1!

Had the wife pick me up at the mechanics, then did my drop/off in-person. My contact was not available, thus I left the media and finished up my day.

-=Good Selling=-

Sales Leaders: 3 Reasons Why You're Setting Your Sales Reps Up For Failure

Failure and success, a one-two punch for those living inside the sales world. View it as the two headed monster. You can’t have one without the other.

WHO'S SETTING THE TABLE OF FAILURE?

The best sales professionals don't close every sales opportunity. It would be fair to say they don't close on a majority of their opportunities. A batting average of .300 in the big leagues and a baseball player has set themselves up for a huge payday. Ironic isn't it that they fail to hit the ball 70% of the time?

Are your sales reps failing 70% of the time to close their targeted opportunities?

Why I am being so harsh?

Your sales reps have developed the dreaded disease called lackitis prospectitus

These dreaded disease attacks 1 out of every 2 sales 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 your sales reps spend a majority of their time managing their client base, moaning and groaning about how busy they are, not paying attention to net-new business opportunities because of all the "stuff" they are doing while then being rewarded extravagant President's Club trips, I call this Managementus Enablementus. This is why your sales reps fail to close more business!

HARSH REALITY

Article upon article on sales tells us how it's 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.

Are most of your sales reps still stubbornly trying to sell in chronological order as they dictate their sales process to their clients or prospects? Would you even know?

The modern buyer has evolved. They are much more sophisticated in the way they evaluate their buying options, where they get their information from as well as how they view your sales reps.

How many of your sales reps are crushing quota? How many are developing net-new business?

More and more sales deals are ending up in “no decision” status than ever before. Deal sizes are dwindling. All these sales statistics thrown around by industry pundits are very sobering but this doesn’t mean you simply accept this and effectively throw in the white towel! Unfortunately, most of you have given up. You have let complacency, your ego and yes fear set in. You have allowed it to get the best of you!

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

What if you examined the way your sales reps engaged with your clients and prospects? Is it conceivable they could sell smarter and more effectively than they are today? The status quo, it's not working and it’s getting worse! Sales leaders, fight back and look for better ways to improve your sales reps results.  Rather than lamenting, bitching and moaning - do something about it! It is not 1999 any longer!

3 REASONS WHY YOU ARE SETTING YOUR SALES REPS UP FOR FAILURE

Mindset plays such a huge role in 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 trying a wide variety of new experiences to help you and your sales reps grow. 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 opportunities will be lost if I prevent myself from taking new actions? How will this affect my sales team?"

FAILURE TO ADOPT A NEW MINDSET

Whether it's staying ahead through education or by uncovering new ideas and trends within your specific industry, you must continuously be adopting new competencies and skill sets. In turn, it is your responsibility to pass on these new skill sets to your sales team in order for them to do their job better.

Imagine the coach of any professional sports team... if they aren't enhancing the level of their teams' play, what usually happens to them? Need I answer?

Being open to new ideas and sales approaches does not come easy. In fact, change plays mind tricks on us all but without the right mindset, learning will not occur. Your sales team will not grow!

You and your sales team must develop the mind of a champion. You must adopt and develop a growth mindset or you are setting your team up to fail.

A successful sales team obsesses with a growth mindset. They 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 sales teams ability to learn. It’s not about getting things right the first time, it’s about learning over time. You must realize, in order for your sales team to succeed inside this highly connected, rapidly changing business world, you all 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 your sales reps are to stay relevant then they must adapt to change. They must do so before "change" beckons the call. This means you must adapt to change yourself.

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

In order for your sales 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.

You are letting your sales reps down and setting themselves up for failure if have them failing to adapt to emerging threats, themselves.

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

Coach your sales reps to stay relevant and adapt to the 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 LEVERAGE SOCIAL NETWORKS

Sales in all facets has evolved immensely over the last 5-10 years. We can thank the internet and Google for driving much of the change. It is unfortunate, as sales leaders and their teams are wrestling with how to combat their selling efforts to these changes.

One huge area you and your sales reps are setting themselves up for failure is not effectively building and tapping into your 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's becoming a bit more mainstream and all the more encompassing as it layers in quite nicely with traditional sales approaches.

Social networks, offer an excellent opportunity for you and your sales reps to demonstrate their expertise. Yes, I know it is a tricky endeavor as you all try to manage your time and patience levels but failure to cultivate your social networks will become your recipe for disaster within your sales team.

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

Coach up your sales reps to develop the mindset and skill set as they tap into their social networks to help grow their business.

This will allow you and your team to:

  • Find out where your clients and prospects hang out online
  • Listen, listen and continue to actively listen to what is being said online - dial up the social phone!
  • Reach out, start conversations, build relationships geared towards moving to an offline conversation

In the sales world of today, intelligence is key. Social is changing and influencing the way your clients and prospects view your sales reps. This is the harsh new sales reality my sales leader friends!

HELP YOUR TEAM SUCCEED!

Every quarterback in the National Football League has a quarterback coach. These are the best players on the planet and they all have a dedicated coach to help them improve performance. Why shouldn’t the people directly responsible for generating revenue for your company have the same?

Let me be very clear, every sales rep has an area of development they need to work on to get better. A good sales coach (yes this is you) knows the strengths and weaknesses of each sales rep and always has a working development plan in place.

You are directly responsible for ensuring all of your sales reps meet or exceed quota!
What are you going to do about it?

ONE FINAL THOUGHT...

My question to all sales leaders, why are you accepting a failure to adopt and adapt growth mindset, thus settling for status quo? This is equivalent to a sales 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 current 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 social networks for business growth.

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image

You can find more advanced training material 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 office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them tell their story and communicate it out by integrating the use of social media. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

 

This Week in the Copier Industry 10 Years Ago (Last Week of November 2007)

If you haven't noticed, for the last few months I've been posting pictures of my trip to Japan. It was during the summer and can't remember if it was 2002 or 2003.  I was there for seven days on Ricoh's dime, it was an awesome trip and just maybe I can get back there one day.  Enjoy these popular threads from ten years ago this week!

Weekend Copier Notes from 11/25/07

it has 400 dealers o Ricoh claims it has 167 Ricoh dealers, 201 Savin dealers and 246 Lanier dealers o Sharp claims it has 400 dealers o Toshiba claims that is has 252 dealers o Xerox claims it has 400 dealers (sales agents) o As many carry more than one brand, it is estimated that there are 1,810 dealers total - Update on the state of Quark Corp, maker of QuarkXPress desktop publishing software: o Founded in 1981 by Tim Gill & Fred Ebrahimi in Denver, CO before Adobe Corp. o 1987 QuarkXPress
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RICOH AMERICAS CORPORATION INTRODUCES ENHANCED VERSION OF SCANROUTER SOFTWARE

complete package of products, services and support programs to all of our channels, comprising of direct and indirect operations under the Ricoh, Savin, and Lanier brands. Ricoh Corporation, founded in 1962, is headquartered in West Caldwell, N.J., and is a subsidiary of Ricoh Company Ltd., the 71-year old leading supplier of office automation equipment. # # # All referenced product names are the trademarks of their respective companies.
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Xerox WC 7328

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We have been running into this machine a lot. Any tips on defeating it? Also most of the competitive offers include 500 "free" color pages per month - any idea on how much xerox is building into the deal to cover this? Thanks!
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Re: Kyocera Rumor!

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Being a Ricoh/Kyocera dealer, we have out a bunch out in the market place. An they all are running great. So I don't know why other dealers are having problems, but we are not.
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Re: Kyocera Rumor!

quote: Originally posted by francois54: The KMA 4850w was a fantastic product, well ahead of it's time. KMA's dismal support of their wide format product line lead to it's demise, but had they any sense they could've owned the market. Their enept marketing of this very customer focused solution caused it's demise as Ricoh, Kip and later XES (6204) capitalized on the time KMA gave them (about 2-3 years) to get a single footprint, 600 dpi wide format system to market. To add salt to the wound,KMA
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Re: new Ricoh SP1000SF.

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We have the Savin version in our showroom. Looks good. Same as the Savin 3815 fax, but has a platen also. Smells a little like a Samsung or Brother but documentation indicates its a Ricoh OEM. Feeder seems more reliable than the Savin AC205. A good tool to compete against the big box office supply chains and catalogue companies. Fits many needs, small laser printer, fax machine, convenience copier. With the price being so low any company can afford one. I guess the real question would be how
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Notification when forwarding

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My customer has a Savin C2824 and would like all incoming faxes forwarded to a folder. Their IT support says they've seen a Kyocera Mita do this and send a notification to the person whose PC the folder is on. Does anyone know of an application that will do this? My other alternative I guess would be email notification. Any ideas?
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Re: How I got Hosed!

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Just a word of warning, you would be fired on the spot if you sold equipment on the side while working for my company, regardless of who gets the maintenance agreement. Selling equipment for one company (you) while employed for another is a serious breech of contract and would not be tolerated with most companies. It really is no different than if you sold copiers for one company while employed for another.
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Re: 30 x 42 Half Scale

I stock and sell 15" paper (for other plotters that are spindle - loaded) but don't move very much, partly due to the need to offset the roll and CAD page setup hassles. Most customers are content with 22" output. Ricoh users don't have any choice.
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Re: Kyocera Rumor!

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They only have one model,and that 3650w has been nothing but problems for us, not sure if it really matters if kyocera has a wide format or not. quote: Originally posted by Art Post: Heard from a well respected source that Kyocera will be eliminating its wide format systems. Has anyone else heard this??
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Re: Kyocera Rumor!

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Its kind of true. All Kyocera's own wide format have ceased production. The KM-3640w is a remodelled KIP 3000 and the only wide format available through Kyocera right now. And it seems the original KIP version wins this one....
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Re: Notification when forwarding

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u can remind the IT person that the Kyocera has to have 2 pieces of software loaded on each PC that can only run in startup mode (no service mode)for this to be capable.
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Re: Kyocera Rumor!

The KMA 4850w was a fantastic product, well ahead of it's time. KMA's dismal support of their wide format product line lead to it's demise, but had they any sense they could've owned the market. Their enept marketing of this very customer focused solution caused it's demise as Ricoh, Kip and later XES (6204) capitalized on the time KMA gave them (about 2-3 years) to get a single footprint, 600 dpi wide format system to market. To add salt to the wound,KMA then got in bed with Kip to capitalize
Topic

telemarketer

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I'm considering hiring a part-time telemarketer to call phone call companies in our database and see if they are making any equipment changes because are salespeople are too busy and many companies aren't getting called on. Does anyone have this in place? How is it working? Any suggestions on compensation? Thanks!
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Brother's First Digital Color Laser Copier/Printers

yield toner cartridges and a drum unit (DR-110CL with a yield of 17,000 pages3). The DCP-9000 Series uses an easy access front loading system for all consumables. Bridgewater, New Jersey is the corporate headquarters for Brother in the Americas, from Canada to South America. It has fully integrated sales, marketing services, manufacturing, research and development capabilities located in the U.S. In addition to its headquarters in Bridgewater, New Jersey, Brother has facilities in California
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c3535 full bleed

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We have a customer with a SavinC3535 they want to print 8.5x11 full bleed. Any suggestions on how to
-=Good Selling=-

The Quest for $200K "Prospecting is Good Medicine"

Yes, it's Thanksgiving here in the United States and yes, after eating my fill of turkey, mashed potato's, cranberry's, stuffing, turnips and small piece of cherry pie, I felt the need to get back to work.

Many years ago, when I would bring in an awesome order, my former dealer principal would state, "the harder you work, the luckier you get".  That statement is so true!

Today, I had a text from a friend to go fishing this Saturday on a head boat about of Belmar. Now, I like fishing, I like eating fish, however I promised my-self that I would put in a couple of hours on Saturday to send about twenty emails to prospects and existing clients to get a leg up on next week.  Thus, I'm opting out of the fishing trip.

The Day Before Thanksgiving

Yesterday was one of those interesting days of the year.  The day before Thanksgiving can be boom or bust. However, one thing I can tell you, is that everyone you will speak to is in a good mood.  Thus it's a great day to make the some calls, right.

I spent the first couple hours of the day reviewing all of my opportunities and making notes (yes, I use an old fashioned pad of paper that lists every opportunity, the revenue and the percentage of close, it's good for me since it's right there on my desk for a quick look when needed) about the next step for each one. 

It was then off to my CRM to cherry pick who I was going to call today.  My goal was for twenty calls, five emails and five Linkedin researches. 

By The Numbers

I ended up with twenty-one calls, five emails, two Linkedin researches and added one client to my constant contact email list.  That's good, but what's even better is how the numbers panned out.  Three appointments (one net new), and from one of the emails I had a response from an existing client that wanted to move forward with a wide format device.  Yay!, this order was not even in my pipeline for the end of the year.  I'll finish this up on Monday.  Hey, the harder you work the luckier you get!

Opportunities

I also found three opportunities, one account for both black and color, and another for color.  These opportunities were not immediate but can be labeled as 2018 business.

Oh, one other item that was pretty neat. All of my calls to existing clients was to wish that person and their family a Great Thanksgiving.  That was it, no mention of copiers or any thing else unless they asked.  Two appointments off of those calls.

Yeah, I was very happy with the results.  My method of madness till the end of the week will be to outwork and out hustle everyone else.  Because if you're not working hard then your competitor is.

-=Good Selling=-

The Quest for $200K Starts Tomorrow

Over the last couple of months, many of my peers asked if I would be doing another blog series about outlining my daily sales activities for the end of 2017.

I stated, "No", the other two blog series (12 Days of Selling, 57 Days of Selling) wore my sorry ass out and I'm no spring chicken anymore! 

Next year, I'll be staring my thirty-eighth year in the copier industry.  Many of you know that I started as a technician, had my ninety day review and was told, "you're doing a great job of taking these copiers apart, however you're not so good at putting them back together". 

Arrgghh!, I was toast, lost my job and it's back to living on the dole from the State of New Jersey.  As I was leaving the dealer principals office, he pulled a "Columbo" on me.  It was the "Just one last question" before you go. The dealer principal reached into to his pocket, pulled out a few Benjamin Franklins and then asked me, "What would you rather do to make this money, finish out the week as a tech or try to talk me out of it?"  Fifteen to twenty minutes later I was not able to talk him out of the cash, however he did ask me if I would like to be a copier sales rep. 

Thirty-seven years later, I can truly say that I've accomplished almost everything I've ever wanted in the copier industry.  The copier industry has been very, very good to me.  Never been laid off, never was a slacker, always set attainable goals and always willing to learn and share knowledge. Thus the P4P Hotel forums.

Starting tomorrow, my goal is to reach $200K in revenue on or before the 26th of December (those darn bean counters are always closing the month out early).  That $200K is attainable since I have almost $225K in the pipeline and will adding to it over the next twenty-two selling days. I'm sure that all of the $225K will not close, thus the need to add more opportunities to the pipeline. I would feel much more comfortable if that pipeline was $600K.  I'm a firm believer that whatever your monthly revenue number is that you need three times that to feel comfortable.  I'm starting with a bank of $20K, thus my number is down to $180k already (yay!).

The plan for tomorrow is to process an order, and put a plan together for all of those opportunities that I've got out there. In addition,  I'm planning to make at least twenty calls to start setting up next week.  I'll also probably put some time in on Saturday for a few calls and a few emails.

I'm looking forward to this new series and hope everyone enjoys.  BTW, if you know of anyone looking for a copier in NJ, please PM me! 

-=Good Selling=

The Walking Dead, A Zombie, called Status Quo

“Zombie Management is when old bad management habits you once killed with improvement, have come back to life.”

When you know the old way is no longer relevant why insist on allowing the old irrelevant ways to continue coming back to life. Like you would kill a Zombie, it’s time to pierce the brain of the Zombie called Status Quo, it’s time to eliminate those insecurities which cause you to resurrect Status Quo from the thoughts and habits of yesterday. I  guess for some what they see in front of them is easier visualized when they look through the lenses of yesterday glasses.

“Focusing on the commonalities of yesterday will always blur the visions of tomorrow.”

Never in history did the marketplace consist of so much technology, innovation, and generational differences. In the past changes could take generations. Today unbelievable changes happen multiple times within a single generation. The new generation of leaders can visualize what some see as impossible, not only as possible but also probable. And while some simply look to improve yesterday, the new generation looks to reinvent tomorrow.

The apocalypse of a once slow-moving world of decision making has occurred. Those full of life working hard for a better future must have no tolerance or mercy for the Zombie named Status-Quo. When the inclination of retreating to your past approaches you must respond with a fierce fight. Stop allowing those who are known as the Walking-Dead, to consume your brain, your visions of the future. The brains of visionaries are a smorgasbord to a Zombie, made up of positive attitude, sautéed with a desire to learn, a baked-in willingness to seek out constant relevance, and topped off with the vision to bring the future to the present.

Stop allowing the Walking dead to consume you, when you see them coming towards you holding the sign welcome to the past, you must run faster towards the future. Zombies can’t see what is not right in front of them they have no vision. However, they can smell those who fear the future and will feast off the insecurities of the complacent.

Things will continue to change faster and faster. Today Change Management must be replaced with “Constant Relevance Management.” When you are continuously fighting to resurrect the past, you will find yourself in the Army of the Walking-Dead, an apocalyptic world created by Zombies who consumed your good intentions, turning all your dreams into nightmares.

“In today’s innovative world there is no patience for arguing change adapt like the innovators and instead constantly modify.” And never become a Zombie named Status Quo.

R.J. Stasieczko       

It’s Year-End, Are You Having A Money Burning Party Again This Year?

What do you mean we have OVER $100,000.00 in parts which haven’t had usage for over 18 months?

Well, it’s November the end of the year is just weeks away. Over these next few weeks, many in the Imaging Channel will be writing off obsolete parts. First, let’s define Obsolete parts, all part’s in your inventory with no usage in over 18 months. Of course, no one would expect that they buy parts and never use them. Well obviously, all service industries have parts which become obsolete. However, that dollar amount should never equal more than one percent of your total parts spend, should it? What percentage do you accept, or how much of your money are you willing to throw in the trash? Ironically it seems that Thanksgiving weekend or the Christmas holiday is such a wonderful time to realize just how out of control your inventory is. I guess the grief of throwing money away when balanced with the cheers of the holiday season is less painful.

In 2017 why are organizations still operating like it’s 1990? Sadly, it may be that organizations don’t shake things up enough. When was the last time your organization challenged itself to re-examine every aspect of your operational cost? Does your organization create a budget for the new year or do you work with no budget?

With the technology, today and in some cases technology that has been around for decades, technologies which can help organizations truly understand the habits of the moving parts of their business. I use the word habits because most profit-robbing problems in business are directly related to behaviors and behaviors are habits. Fixing or controlling behaviors which are not conducive to profitability standards will only be corrected with discipline. Data will outline the disciplines needed, and strong leadership will obviously manage to those disciplines. There is no automatic perfection; perfection comes from leadership wither you are an owner or those whom an owner delegated control too. You must become obsessed with having complete control over operating cost. Today you must employ a proven data system to assist you in this obsession. Fancy software, fancy PowerPoints, and fancy talk about the same problems which never get corrected must end for the survival of the industry. It’s time to correct the direction of the ship.

 “Over the next couple years, the industry will see more innovation around how the products are sold and serviced then the products themselves, and we must be ready.”

The Imaging Channel is going through massive changes. 2017 will prove to be one of the most aggressive acquisitions years in the channel's history, and this will carry on in 2018. The time for The Imaging Channel, to get control of their service operations has come. The only area to increase your EBITDA is to control your service operating cost. Your service profitability can no longer be the shell game of moving numbers from one area of the PnL to the next depending on who you consult with in hopes of a better return. Experience the satisfaction of knowing the details of your spending. Service has a cost, and when your revenue from it comes in tenth’s of cents, you better make sure what you do makes sense.

In 2018 and beyond it is getting harder and harder to outsell poor decisions. The need to completely understand every cent of your service cost has always been important. However today it’s mandatory. It will take a complete understanding of current circumstances to create your future circumstances from them. Don’t let false analytics and outdated management strategies fool you into complacency the future will not forgive you.

So make this season the last time you participate in burning your cash. Welcome 2018 as the year you invest your time and passion for completely understanding the story of your service department, and its numbers, not from strictly a PnL follow them back to where they came from, after all, it represents at least half of your revenue and all of your profitability.

In Closing: The Industry we all call home is changing all aspects. We will not sell, deliver or service in the way we always have forever, and those who gamble with status quo on the tenure of forever will miss the evolution, and their relevance will fade.

“Transformation is a process which defeats irrelevancy. This happens when instead of fighting to stay relevant we collaborate with people and organizations and create the new relevancy.”

R.J. Stasieczko 

For decades BEI Services has been the trusted provider for an unbiased imaging device and technician performance benchmarking. BEI offers a complete array of solutions to address every aspect of your service department’s performance and profitability. Exclusive solutions including Advanced Comparative Reporting, Effective Workload Distribution (EWD) Territory Management, Technician Compensation, Advanced Inventory Management (AIM) and the Overstock Parts Network (OPN) are utilized by the most respected and awarded dealers and manufactures in the industry. Visit our website it’s just a click away.

https://www.beiservices.com/

This Week in the Copier Industry 10 Years Ago (Third Week of November 2007)

Thanksgiving week is now here, the end of the year is just 6 weeks away for most of us.  Put the pressure to metal, finish strong, leave no prospect unturned.

Weekend Copier Notes from 11/18/07

market worldwide, the fact that it is a Korean company apparently gives it handicap it can not overcome. - Sharp announced it has renewed its GSA contract with the U.S. Federal Government on Schedule 36 through 2011. - IKON won a bid to install a Canon imagePRESS C7000VP, a Canon imageRUNNER Pro 7110VP (relabeled 110ppm Kodak DigiMaster production b/w unit) and an IKON CPP650 (relabeled Konica Minolta bizhub PRO C6500) to Provide LLC, a printshop in Newark, Delaware. - IKON announced it has
Topic

Global Imaging Acquires Image Quest Inc.

service document management systems such as printers, copiers and multifunction devices; network integration services; and electronic presentation systems. As an office technology dealer, Global sells products from various suppliers including Xerox, Sharp and Konica Minolta. Xerox acquired Global Imaging earlier this year and operates it as a wholly owned subsidiary within Xerox's North American operations.
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Hughes-Calihan sold to Konica Minolta

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Just got this from a friend who is a Sales Manager..."Things ARE a bit different here… Although we are and will be Hughes-Calihan, it is now a wholly owned subsidiary of Konica Minolta. They will be closing the direct KM branches in AZ and NV, and folding them into us in April. We no longer offer Lanier… This is pretty big news. They are (were) a very big Lanier Dealership with 6 offices in AZ and two in NV. Art, you may want to post this on the Konica Minolta Board.
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RICOH INTRODUCES THE AFICIO SP 1000SF

Aficio SP 1000SF is $315.00. To learn more about Ricoh’s full line of products, please visit www.ricoh-usa.com . About Ricoh Americas Corporation Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 71-year-old leading supplier of office automation equipment and electronics, with fiscal year 2006 sales in excess of $17 billion, an 8.4 percent increase over the previous year. Ricoh Americas Corporation directly or through its network of
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Color, Services and Technology Fuel Xerox's

notably through its acquisition of Global Imaging Systems. Global Imaging focuses on the SMB market through 22 regional core companies in the U.S. that sell and service document management systems. Mulcahy noted the combination of specific products aimed at the SMB market coupled with 1,400 additional "feet on the street" now selling Xerox products is having an immediate pay-off for the company. In addition, much of Xerox's 10 percent year-to-date growth in developing markets has been fueled by SMBs
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Re: RBS Continues to Dump Machines & Make Dealers Look Bad!

I work for RBS as wide format specialist, I hit my numbers selling wide format, and that quote is impossible. It's below cost, not including networking, delivery, toner, etc. No need to fire this guy, he can't make a living selling like this anyway. Some offices (and dealers) don't have anyone that understands wide format, and will try to sell them at a cut price to keep a good customer and keep someone that knows wide format out of the account. I've picked up nice business selling B2C and B&W
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Re: Sales Tips

Your Competitive Advantage Selling Your Unique Attributes What's your competitive advantage? You can turn those cold calls into warm calls by explaining to your prospect just what makes you unique, different and better than the competition! The best way to explain a competitive advantage is by first talking about what it is not. "We give great customer service" is NOT aunique competitive advantage. Every company in the world makes this claim - whether it is true or not. This type of line is
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Re: CLP240d & Adobe Illustrator

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You can get it from the Savin site. Your looking for the 2525/3030 (E-3000) PPD for the MacOS X (Ricoh calls it an E-5000 but it’s the same). No additional hardware is needed. I used it in a PC environment so I can’t tell you for sure it will work with a MAC but I don’t see why not. Postscript is Postscript. Good Luck.
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Minnesota Printer Buys Six Anicolor-Equipped

valuable competitive advantages. Demand is particularly high in the U.S., Germany, Switzerland and the U.K. This year, Anicolor technology won the prestigious U.S. PIA/GATF Award for technological innovation. Last year, it won Deutscher Drucker magazine's annual innovation award. First Four Presses Up and Running The U.S. print shop Taylor Corporation, based in North Mankato, Minnesota, has already ordered six Anicolor presses. Four of these units are already in use, while the other two are to
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Re: IKON looks interesting to H-P for purchase

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It would make sense, it's obvious all other efforts to make inroads into the copier world have failed miserably and perhaps after seeing Xerox buying Global to finally make the down the street work for them, HP sees the light.
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Re: How I got Hosed!

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That Sucks. I can't say that we haven't seen screw-ups like that before where I am but the sales rep wouldn't be on the hook for the missing equipment. We have a specific return request form. If we fill it out correctly and it doesn't get picked then the reps in the clear.. Except any possible damage control with the customer. In spite of that ... Try to have a Happy Thanksgiving....
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Re: How I got Hosed!

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Just a word of warning, you would be fired on the spot if you sold equipment on the side while working for my company, regardless of who gets the maintenance agreement. Selling equipment for one company (you) while employed for another is a serious breech of contract and would not be tolerated with most companies. It really is no different than if you sold copiers for one company while employed for another.
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Re: Ricoh Web Resource Sites

Found this link today! Ricoh Production Printing Portal
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Re: Hughes-Calihan sold to Konica Minolta

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likely a trend that will continue. Albin, another large KM owned "dealership" out of Detroit has just purchased a small and failing KM dealer in South Bend. As a KM dealership here it should be interesting to see what effect they will have in the marketplace. I love the KM line, especially the 60ppm and up b&w and the color. We also have Canon, so we shall see.
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Re: RBS Continues to Dump Machines & Make Dealers Look Bad!

If you have a signed contract and RBS quotes a lower price, you have grounds for a law suit. It's considered unfair business practices and tortuos interference. Your dealerships laywer should send a letter to Ricoh's legal council seeking compensation. The last thing they want is a lawsuit.
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Re: Hughes-Calihan sold to Konica Minolta

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Legally Lanier/Ricoh will give Hughes-Calihan about three years of support. It doesn't leave Ricoh with many choices for dealers in AZ and NV. Ricoh is not exactly in love with IKON. Ricoh is currently building it's own direct branches in AZ and NV.
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Re: RBS Continues to Dump Machines & Make Dealers Look Bad!

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Art, I agree with the Professor. I have consulted with my father, who works in the class action lawsuit business, and he indicated we (independent dealers) may have grounds for a class against Ricoh Direct branches. The area is very gray but I don't think they want to hear that a large group of independents dealers are seeking compensation for questionable business practices. RBS is in our backyard now and they are very predatory with their pricing (and they deliver very little in terms of
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Re: RBS Continues to Dump Machines & Make Dealers Look Bad!

I just looked it up: Predatory pricing (also known as destroyer pricing) is the practice of a firm selling a product at very low price with the intent of driving competitors out of the market, or create a barrier to entry into the market for potential new competitors. If the other firms cannot sustain equal or lower prices without losing money, they go out of business. The predatory pricer then has fewer competitors or even a monopoly, allowing it to raise prices above what the market would
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Re: RBS Continues to Dump Machines & Make Dealers Look Bad!

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wideformat, you are so right. it is a completely different animal and most dealerships don't really do it right. I was with a dealership that was sold on marketing the wide format product and because of the way they set up the comp program the rep and the manager made the same spiff whether it was sold at retail or salesmans outcost. given that there was no incentive to do anything than just place the box.
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Re: CLP240d & Adobe Illustrator

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Savin Downloads The engine in the CLP240d is basically the same as the c3535/c4540. So go to the color multifunction drop down and select the C3535/c4540(E-5000) click go. Scroll down to the Mac OSX section and download the PPD Installer. The ppd installer contains the "driver". Run the ppd installer on the Mac just you would to install any printer on the MAC. Basically the MAC thinks it printing to a C4540 with a fiery (postscript) but its not. It's really a CLP240d. As far as the CLP240d
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Re: 30 x 42 Half Scale

I stock and sell 15" paper (for other plotters that are spindle - loaded) but don't move very much, partly due to the need to offset the roll and CAD page setup hassles. Most customers are content with 22" output. Ricoh users don't have any choice.
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Re: Gas Price Check

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$3.39 in Orange County...I've been at Ricoh training all week.
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Need a dealer in Peroria, Ill

Need a dealer in Peroria, Ill, to offer a maintenance agreement for a Ricoh 3035, doing about 30K per month! Please post here or email me art@p4photel.com
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Remembering our Copier Roots!

colleague, according to a book by John Dessauer. There wasn't. So Carlson (1906-68) invented one. It took years of research and experiments, but Carlson's method -- which he dubbed xerography -- changed the work habits of millions. Now office copiers are so common they are taken for granted. Fortune magazine once called copiers the most successful product in U.S. history. The company that marketed his invention, Xerox (NYSE:XRX) , XRX became so much a part of the lexicon that copies are often referred
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Printer/Scanner Unit

I have NEW in the box Printer/Scanner Unit for Ricoh Typ 3030 # model B767-57. Everything is complete. Dealer cost is around $943 Maker offer here or email to art@p4photel.com
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RBS Continues to Dump Machines & Make Dealers Look Bad!

RBS in New Jersey especially the Reps that handle Ocean County, New Jersey. Too make a long story short, we were in a very competitive deal with Xerox for a 240W back in May. We sold a 240W with a one roll feeder and plotbase print n scan for a low amount (I needed one more to hit my quota). I did the deal, did the training and moved on. Five months later RBS walks in and told them and they put it in writing that they sold there last 240W with a dual roll feeder, plotbase print and scan
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CLP240d & Adobe Illustrator

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Ran into a problem with a prospect printing to a Savin CLP240d where colors were incorrect. Printing from MAC OSX, Adobe Illustrator. Sent the file to my upline IT support and at first they were unable to recreate the problem. Then, they realized that they were using Creative Suite version 2 and the prospect has version 3. They were able to recreate the problem with version 3. Now they believe their is a shortcoming in the hardware and "they do not see any adjustments in the near future on this
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Ames Prints 3 Million Digital Color Pages In

Month Ames On-Demand Pushes Xerox iGen3 Digital Press to Unprecedented Level - 3 Million Color Pages in a Month. Company's four digital color presses lead to increased revenue, growth in custom book business. SOMERVILLE, MA and ROCHESTER, NY, Nov. 20, 2007 -- Ames On-Demand recently accomplished something no other print provider has: it printed more than 3 million pages in one month on a single cut-sheet digital production color press. The custom book publishing company produced the record high
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