How do you feel about the industry?

We have one dealer in our territory with the sell at all cost mentality, low ball service, low ball the sale just to get the deal.

quote:

Originally posted by Kitz:
We have one dealer in our territory with the sell at all cost mentality, low ball service, low ball the sale just to get the deal.

Ive always said "the last person I want to sell a copier to is one that is currently looking".

It is best to go out and find prospects that you can help and they don't realize they have a problem until you point out a better way to do things.

Those deals are win-win. The customer wins with lower total costs and improved productivity/workflow and you win because those deals are seldom price wars or even competitive.

Yoda

I'm in agreement with Ive always said "the last person I want to sell a copier to is one that is currently looking".

However we still need to follow up on new leads and put the effort in for each of those deals.

I'm in favor of a contraction of the industry as a whole.

When you have created the prospect I notice now customers seem to still go to market and price check. Even presuming you keep the deal (typically I have) its been extremely margin limiting! I'm presuming this is a symptom of the GFC but also this "commoditization" I hear bounced around so much.

Anyway it seems you have to work harder and harder every year, I'm not opposed to working hard but will be interesting to see when the industry bottoms out.

It would seem only the leading edge of the technology industry retains margins so perhaps its just a case of moving on to the next thing.

In my part of the world allot of the old school guys have left the industry and gotten into Real Estate of all things. But I do know they all struggled with the increasing technological side of our industry.

I certainly enjoy the industry and all its challenges but I'm keeping a close eye on whats happening.

That is my rant anyway

I hear you with the working harder and harder each year!

quote:

Originally posted by Art Post:

However we still need to follow up on new leads and put the effort in for each of those deals.

Funny thing is even leads now seem to be less or even non competitive. We subscribe to a service that sends us leads when someone fills out an online form for information on equipment. In the past there used to be 4-8 vendors in these deals last three no one other than us even called.

quote:

Originally posted by Yoda:

quote:

Originally posted by Art Post:

However we still need to follow up on new leads and put the effort in for each of those deals.

In the past there used to be 4-8 vendors in these deals last three no one other than us even called.

That's a good thing right?

Anyone receiving EDA reports?

quote:

Originally posted by Art Post:

quote:

Originally posted by Yoda:

quote:

Originally posted by Art Post:

However we still need to follow up on new leads and put the effort in for each of those deals.

In the past there used to be 4-8 vendors in these deals last three no one other than us even called.

That's a good thing right?

Buyerzone couldn't remember the name. Yes but its weird.

Does anyone have Market Share numbers from 2012?

Who is on top? who has fallen?

I feel it is getting increasingly difficult to attract quality sales and service people to this industry. It is hard for a new sales rep to earn a decent income and to find a service tech who is good at electro-mechanical break fix.

Society does not seem to be producing people who want to be in outside sales or think that they can earn an income other than by sitting behind a computer.

quote:

Originally posted by SalesServiceGuy:
I feel it is getting increasingly difficult to attract quality sales and service people to this industry. It is hard for a new sales rep to earn a decent income .... outside sales or think that they can earn an income other than by sitting behind a computer.

Don't let out that dirty little secret everyone will want a raise!

Really that is the truth. We sometimes think everyone would love to sell copiers for a living but in reality it is very very difficult and difficult to find people that can do it well.

I think it is easy (30 years of thinking a warped way) but when you get a newbie to the industry they think you are "insane" when you tell them to forget everything they learned in marketing class, or speaking "Portuguese" when you try to describe the real "copier" sales cycle.

MPS Math

quote:

Originally posted by Art Post:
I still believe there are many more pages to capture. I'm not thrilled with the shrinking margins, however I gotten used to picking my battles and knowing when I can make GP and when I can't. I think our industry needs to be more creative with new products also. Would like to hear from others

I think our industry needs a new business model. It needs to be leass about the product and more about solving business solutions and capturing page volume in the account. The industry has talked a lot about this over the years with things such as solution selling and managed document services. However, at the sales level we are still focused on pushing "boxes" and chasing the revenue associated with equipment sales. This is a generalization of course, there are many sales reps selling solutions. My point is that companies focus on driving equipment sales. Look at comp plans, they focus heavily, if not exclusively on equipment revenue. Perhaps, focus on total revenue and profitability from the account/territory. Look at hardware, services and aftermarket.

As a new sales rep with no prior outside sales experience this industry is insane. Going door to door cold calling isn't working. I don't know if it is just my approach or buyers have changed but the sellers haven't. My dealer is super old school. I asked for a recommendation on some crm software and they said use you're brain and a rollodex. Technology had dramatically changed the service side of things but the sales side is still in the 1950s.

If you're looking for CRM support then I suggest you find another dealer that is using a CRM program, your old school dealer will not last much longer.

Going door to door is more about picking and choosing who you want to visit. I will only pay them a visit now when I can't get anywhere with phone calls, email, social media and regular mail.

Meshyf: If you like and enjoy discovering, creating and solving customer related problems in our industry, do as Art suggests, find a dealer that can and will support their customers - unfortunately your situation will only become more distressed when you sell that solution cuz your employer isn't the least bit interested in you and your success NOR your customer and his success.

Well the month is over and we went through some serious changes. Just kidding not a single rep met their quota. They held a cold call competition. Which led to a bunch of bad calls just to win the prize.

Finally the almost sales manager is offering to pay for shipping on mailers but still offer no real plan to increase sales.


I know this industry offers its sales reps a chance to earn six figures but it isn't possible at this dealer.


What makes a great dealership? Now that I have a years experience in a zero growth company it would be nice to work for a more proactive company.

good question "What Makes a Dealership Great", I will try to post a few things this week and I'm sure other p4p'ers will also chime in.

Art

quote:

Originally posted by Meshyf:
Well the month is over and we went through some serious changes. Just kidding not a single rep met their quota. They held a cold call competition. Which led to a bunch of bad calls just to win the prize.

Finally the almost sales manager is offering to pay for shipping on mailers but still offer no real plan to increase sales.


I know this industry offers its sales reps a chance to earn six figures but it isn't possible at this dealer.


What makes a great dealership? Now that I have a years experience in a zero growth company it would be nice to work for a more proactive company.

Wow 1 whole year woooohoooo. Change professions! Seems you want a job not an opportunity. Seriously this business is for entrepreneurs make your own plan.

You don't understand the beauty of this industry. Its the last one where you can determine your own income.

Treat it like your own business without any of the expenses, None, Zero, Nada, Zilch. For your investment of ZERO (and obviously Zilcho previous experience) you get to share in the profit. Wait a minute I should start charging like brokers charge realtor's. Hmmmmm?

Let me tell you everyone of our reps 9 in total make about $100k Plus up to $225k. And that's in a very secondary/tertiary market.

You make yourself great,
1. Does the dealership service the equipment adequately?
2. Do you get a copier when your client orders one?
3. Do they have a truck or a delivery service deliver it?

If "Yes" the dealership is doing what they are supposed to do now you need to get creative and do what your supposed to do and make calls and find opportunities then analyze the opp then propose, then close. Rinse and repeat.. How many sales books have you read? Are you A+, CDIA, Manufacturer certified.

Dang no one at quota the dealership has a hiring problem not a program/policy problem.