This Week in the Copier Industry Ten Years Ago

Second Week of August 2012

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On my previous blog I wrote about the many players offered copiers in 1984 and how many of them are around to this day.  One thing many may forget is that many of the copiers offered in the eighties was a mix of A3 and A4 devices.

Some or one will say that the A4 revolution started 6 years ago, but in reality that revolution started closer to 1980. The manufacturers realized they could capture more clicks and market share with A4 and lower device cost.

One of my favorites was a hybrid A3-A4 from Minolta (350Z) where you could place and 11x17 document on the glass (platen cover) and then reduce that document to letter or legal size.  However there was no ability to copy 11x17.  Yes, we took advantage of the cool feature and sold a ton of these.

Everything changes,,,,what copiers do you remember from the 80s?

Enjoy The Great Copier Threads from Ten years Ago This Week

This Week in the Copier Industry Five Years Ago

Second Week of August 2017

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I think the number of copier brands in the US market in 1984 was 29 brands. Now that is a hell of a lot of brands.  Brands like Sanyo, AB Dick, 3M, IBM, KIP, Monroe, Oce, Olivetti and many more can only be seen or remembered in print.  Only five of those brands 1984 still market copier aka MFPs today.

It was also interesting to see that Konica was not a marketed brand in 1984.  Canon, Ricoh, Sharp, Toshiba and Xerox are those five brands I made mention of.  Minolta and Konica merged almost twenty years ago.

Everything changes,,,,what will the next 40 years look like?

Enjoy These Excellent Copier Threads from Five Years Ago This Week!

Ray Bans Ghostbusters, REO Speedwagon, Mix Tapes, Walkman, HIP HOP and The Pocket Guide to Copiers!

Today was round II of our scavenger hunt aka day of knocking on doors for net new clients.

Early on it was going to be one of the more interesting days because the diner that I instructed my partner to meet me at was closed.  Not just closed for the day, but closed forever.  Yes, I was surprised because we were to only two cars in the lot.

I made another plan and in ten minutes we were having breakfast and the Marina in Atlantic Highlands.  It was three eggs over easy, rye toast, bacon and home fires for each of us and I'm sure that would give us enough energy for a GREAT day.

At 8:30AM we logged into our Teams and we received the instructions for the net new scavenger hunt and what was needed to win to some cash prizes.  By 9AM we were on our way and I felt confident that we would be able to complete the task and have some opportunities for both cash and leads.

First Call

Our first call was right across the street from the Marina, and within 45 minutes we were able to complete three net new cold calls.  Seems we were on the way to get my 15 visits completed.

My next stop was to visit the furthest call in my territory which was about 50 or so miles down the road. My plan was to cold call two type of accounts and they were production and wide format.  Might as well go big and scavenging for production and wide format should bring some awesome returns and rewards.

The Hunt

Here's where I cut to chase and make mention of the best call of the day.  I visited a client that I once had as an account 25 years ago, because in recent months they had surfaced on Linkedin an we were able share some comments on their threads.   When we arrived the DM was in a meeting and the receptionist stated that our DM stated they would see us soon.  It was 30 minutes of waiting and we were told again and again our DM was coming to see us.  I think it was at the 35 minute mark where I asked Dean to set a timer on his phone for 5 minutes, if our DM doesn't show we'll move on the next stop on this list.  At the 5 minute mark our DM greeted us with open arms (two of them) one for each one of us. It was great see my DM again and we started with some small talk about how business is and what their existing relationship was like with their three vendors. Yup, three of them. Since this was a production print we spotted at least a dozen printers on the floor and probably more in the others areas that we could not see.

Our DM them told me that he remember on of the best devices I ever sold him. He made mention of the old thermal poster printer (picture on top of page) that I sold in back in the mid nineties that used blue and yellow thermal paper.  Yes,  that brought back the memories and our DM stated he always enjoyed how I stayed on top of technology and offered great ideas for him. Remember back, this one of my first accounts that bought a digital duplicator from me also. Time really does fly......

Things happen, things change and for years we ended up going out of touch for various reasons.  As my wife says, everything happens for a reason.  While chatting I made mention of embellishment.  In most cases when I mention embellishment it's not a term that many are familiar with, however in this case my DM was extremely interested in learning more and the possibility of adding embellishment to their portfolio (that usually means adding a 5th station print device).  When we finally left we had spent 90 minutes at the clients location and knocked out an on-site appointment with a potential net new client and opened them as a suspect for now.

Before we left we agreed on a few follow up points and then to offer up a demo for embellishment.  Not a bad day eh?

I got no where close to the visits that I wanted for the day, however the ability to re-kindle and old relationship was the icing on the cake.  I can also state that if we didn't have the hunt I would not have stopped in for many dumb reasons.

All of this takes me back to "The Harder You Work, The Luckier You Get"

-=Good Selling=-

How MPS Can Help Create a Greener Office

Environmental conservation is everybody’s duty. This is why offices develop creative ways to go green and preserve the environment. And while print services are essential because they ensure a smooth flow of information from one department to another, many businesses remain concerned about the potential paper, ink, and plastic waste that excessive and irresponsible printing practices can cause.

Fortunately, the office printer industry is actively working to assist offices in building a greener workplace.

Why are Offices Looking to Go Green?

Many younger generations are concerned about changing climates, melting icebergs, and the future of the planet they are inheriting and, eventually, leaving behind. In addition, pressure from governments and environmental conservation groups are pushing for corporations and small businesses alike to make changes that can contribute to a more sustainable marketplace from product to production.

But “going green” can do more than meet government and employee demands. It can also help a business save money. One of the ways it does this is by optimizing materials usage to minimize waste production. Other strategies for improving costs while going green include switching off electronic devices when not in use, implementing power-saving modes, and operating more energy-efficient hardware.

In addition to saving money, many companies are implementing more environmentally friendly options to meet customer expectations. For example, many consumers are concerned about the growing number of reports on global news of wildfires, ozone issues, heat waves, and fluctuating ocean temperatures. And those individuals are actively seeking to do business with organizations that are increasing their efforts to become better stewards of the environment.

Consumption is a Crucial Part of Going Green

A lot of “going green” in the office can be managed by monitoring consumption. Managed print service partners have the software, systems, and services available to apply this logic to the realm of office printing. They make it easy to keep track of the amount of paper, ink, and energy being expended daily and even hourly by printers throughout the business – whether in the main office or at remote locations.

This level of tracking does more than predict the cost of office printing; it allows each business partner to make better decisions about the materials they order. It also provides actionable data to help educate employees and direct printer use behavior.

Another great way to go green is to tackle the issue of energy consumption. A straightforward way to reduce power use at the printer is to turn the machines off when offices are closed. But additional opportunities are available on newer printers beyond shutting down the devices. These power-saving options include low power idle modes and year-over-year improvements in general energy efficiency. A reputable managed print services, printer leasing, or printer service provider can help their business partners understand the best energy-saving options that fit each office’s printing needs.

Evaluate Materials and Usage for Eco-Friendliness

The use of materials is a considerable contribution to creating greener office policies. Fortunately, there are materials and processes that can be utilized to avoid waste and allow businesses to operate in a more environmentally-friendly manner. When it comes to office printing, the right service partner can help:

• Manage materials usage and ordering
• Advice on the best ink and toner for maximum paper coverage and minimal waste
• Provide guidance on reliable recycled papers products
• Include programs for paper, ink cartridge, and toner cartridge recycling

Becoming more eco-friendly may seem like a daunting task. But, when it comes to office printing, meeting consumer and employee demands isn’t as out of reach as it may seem. The right printing partner can help any business discover a wide range of ways to pivot to greener printing strategies while saving money and improving efficiencies.

Click here to learn more about Power MPS and how they can help your dealership with additional services and ecommerce

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The golden age of copiers and some may argue when that was, however I had the opportunity to be in the golden age of the business.  It's my belief that the Golden Age of copier started in 1980 and ran till 2010.  My reasoning starts with the mass production of plain paper copiers in the early eighties, then the introduction of the digital copiers in the nineties and lastly the coming of age for digital color copiers.  Technology which brought about so many changes in those 30 years has taken it's toll with advanced digital process (email, pdf, OCR, document management) that has reduced our clicks for the last 12 years.  Change is good and we need to Change!

Enjoy These great Copier Threads from Ten years Ago This Week

“Self-command is the main discipline.”

Ralph Waldo Emerson

You can control what you can control, and you can't control what you can't control.

You have complete control and command over the success you have in sales.

Self-discipline, it's as old as mankind.

The Stoics were big on the three disciplines of Desire, Action and Assent.

• Desire has to do with acceptance of our fate
• Action has to do with the love of mankind
• Assent has to do with mindfulness of our judgements

Think about the Stoics and reflect...

• Where is your desire to succeed or have you accepted your sales fate?
• Where is your love for mankind, your clients?
• Are you being mindful and not casting judgement, especially with your clients?

Even the Buddhist monks treated discipline as the holy grail. As the Dali Lama went onto to say,

"A disciplined mind leads to happiness, and an undisciplined mind leads to suffering."

There is no free ride to your sales success. There is no easy button to press. There is no quick tactic, tip or trick. Without disciplined work, dedication, an extreme tolerance for frustration and setbacks you will struggle to become a sales champion.

Stop the sales suffering! An undisciplined mind is a terrible thing to waste.

If you desire sales success, and let's admit who doesn't, then you must be willing to take massive action. I am concerned that far too many in sales lack the basic understanding of what’s necessary to become a sales professional.

Self-discipline is your core personal power. It’s the source of all other powers.

To quote, David Eagleman, the author of Incognito – The Secret Lives of the Brain,

"Our behavior is simply the result of the many battles between short-term and long-term desires in our brain. If that is the case, then self-discipline is your ability to choose the part of you that should win the battles that matter."

Exercise this power within your brain, and you strengthen it. You will have gained the fulfillment of knowing you're doing your best. Do this day after day, week over week and month over month, expressing the best there is in you, and you will live with the calmness of having no regrets.

"Self-discipline is a form of self-regulation, self-control or self-mastery—it is the benevolent exercise of power within yourself. Like a good king/queen leading the country to a happier, desired future."

Giovanni Dienstmann

IMPROVE SELF-DISCIPLINE, ADOPT NO EXCUSES

One of my favorite quotes is by Craig Groeschel,

"We can make excuses, or we can make progress but we can't make both."

Sales professionals, they combine self-discipline with no excuses to create sales betterment.

Sales professionals hold themselves personally accountable. They hold themselves to a higher degree of standards than sales reps.

They have a no-excuse mentality and they don't point fingers when they fail to hit their sales plan. They simply do the things that sales reps find excuses not to do. They hold themselves accountable even if their manager doesn't.

Excuses stunt sales growth. Excuses stunt relational growth. They are invented reasons we create to defend our behavior, to postpone taking action, or simply as a means of neglecting responsibility.

Excuses are mainly a means of placing the blame of an internal problem on an external condition.

“Excuses are tools of incompetence used to build bridges to nowhere and monuments of nothingness, and those who use them seldom specialize in anything else.”

Vernon Brundage Jr.

There are numerous reasons why salespeople make excuses.

Let's look at a few...

• Fear of failure
• Fear of success
• Fear of change
• Fear of uncertainty
• Fear of what others may have to say

The roadmap to your success is based upon disciplined work, personal ownership, and practice.

It takes self-discipline combined with no excuses to achieve consistent sales success.

Dr. Napoleon Hill went onto say,

"You need to acquire the habit of work and demonstrate personal initiative to get ahead in life. There is no benefit to procrastinating or performing mediocre work. Ideas are the beginning points of all fortunes, but it takes action to keep them alive."

Back in 1908, in a conversation between then Napoleon Hill and Andrew Carnegie, Hill went onto say, "I deduce that self-discipline is largely a matter of constructive habits. Is that the idea?".

Upon which Carnegie replied, "What a person is and what a person accomplishes both in failure and success is the result of that person's habits. Gaining control of these habits goes a long way toward the attainment of self-discipline."

My sales friends, that conversation took place over 100 years ago and is still 100% applicable today.

The question now becomes what will you do about it? And when will you start?

SELF-DISCIPLINE REQUIRES MINDSET

Sales professionals are business athletes.

What separates elite salespeople from the rest? I believe elite salespeople have a ‘next level’ mindset.

Elite salespeople constantly challenge themselves. Are you?

Elite salespeople push themselves to practice. They pay attention to the little things on a consistent basis and continually focus on positive work habits. Can this be said about you?

Could you become more consistent in sales if you changed your mindset?

What would happen to your sales results with an improvement in your preparation, practice, and how you mentally prepared for sales day?  

STOP LIVING A SALES LIE, DEVELOP DISCIPLINE!

Gotta keep this one real... Most sales reps would rather get by with subpar work ethics, coupled with minimal levels of practice, entertaining themselves on social media, then wondering why their results continually have them in the sales management dog house.

These sales reps do not want to put in the extra effort to become more focused or more self-disciplined.

The secret to success is mental. The secret to success is in your hands, and your actions, not in your mouth.

The secret to success is quite simple to understand yet so difficult to consistently put into action.

Do you have what it takes to take your career to the next level? Can you honestly put your actions where your mouth is? Are you willing to walk the walk?

Dr. Napoleon Hill said it the best,

"Self-discipline begins with the mastery of your thoughts. If you don’t control what you think, you can’t control what you do. Simply, self-discipline enables you to think first and act afterward."

The possession of self discipline combined with no excuses enables you to choose, and then persevere with actions, thoughts and behavior. This all leads to improvement and sales success. And isn't this what you want?

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

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The year 2023 will mark 43 years of sales in the office technology space.  I've spent all of my years in down the street (SMB) office technology sales, even when I had my own small dealership for 12 years. I was never the flashy type, never the bull ****ter or one that made promised of gifts and dinners. I just went about my business and exercised a great work ethic to win more than I lost.  I never minded losing because I was able to learn from those losses and always kept the faith that the next win was right around the next corner.

There's  nothing new in sales since I started in 1980, what has changed is the many different levels of communication that are available and creative ways of connecting with your potential client.  It is and always will be about prospecting and the effort that you post up on a daily basis.  Those that prospect the hardest will be those that win!

Enjoy These great Copier Threads from Ten years Ago This Week

This Week in the Copier Industry Five Years Ago

First Week of August 2017

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I'm a firm believer that if you want change, then you need to offer up ideas on how to make those changes.  Continued rants and bluster gets you nowhere with your peers in the industry.  Those on the outside looking in or those that have lost their way is that an attractive audience?  Wouldn't you want to the voice of change and then be the one that can also offer up ways to change?

I love our industry! I understand not every thing is perfect, however NO industry is perfect. I don't mind peeps preaching about the issues with the industry. However if you're going to hang your hat on what's wrong then you also need to preach on how to fix those issues.

Good things happen to those that work hard!

Special guest appearance with Darrell Leven. The King of Savin sales