Lets face it, any company that does not require 11 x 17, they need a few copies off the glass and they need to print more than they copy, scan more than they copy, plus utlize the scan2email features.
For sales reps, selling the HP there is "no money" in these machines for us. However, I see opportunities for these systems everyday. Money would have to be made on selling software applications, training, installation and consulting.
My belief is it may just be a matter of time before Ricoh, Canon or Xerox or maybe one of the smaller guys exploit this hugh market potential. Keep in mind that the manufacturers do not care how much we make, all it comes down to is how much consumables that "they" sell!
Would it be too far fetched to think of developing a system just for attorneys, one for doctors, another for realtors. Some of the re-postioning can be done with current models and others could come from "out of the box" marketing.
If this were to happen, we "sales" would need to change our way of selling to incorpate more solutions, and look for problems or bottlenecks in work flows. we would also have to be compensated on clicks.
Can the small dealer compensate us on the click charges? maybe.... How about the manufacturer? I think this could be a possibility that can be explored. Similar to how insurance reps get paid residuals from the holders of the policy.
A standard print & copy device could be installed on networked systems, every month a report could be emailed to a central location. Click commissions could then be calculated and rebated back to the dealer or to the rep (similar to a spiff program).
Is this far fetched, probably, however what are we to do when Ricoh, Canon or Xerox releases a 50PPM system, with no 11x17, auto doc feeder, duplex, scan/print/fax and a finisher for $6,995?
Would like to hear other ideas or comments.
Art
