In my opinion, the best way to approach this business is to always evaluate where you are strong and concentrate there. I know some of you have had success with P4P accounts for instance. 10-15 years ago, I was failing miserably in this verticle because our color and high-end B&W products were inferior. I didn't get upset about it, I just concentrated elsewhere. Government (including schools) and hospitals are now there as well. I am losing long term customers right and left if competition is brought in because of national contract pricing that I either can't compete with or can't profit from.
Ricoh is strong in the SMB market so that is where we go to pay the bills. We also have competitive Wide Format products so we focus there. Don't get me wrong, I want all the business just like everyone else. I just feel that you will wake up every morning depressed if you try to make a living selling to government and schools.