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Would like to hear from others on this.  I would love to sell desktop scanners as because I believe they can increase productivity in the office.  Years ago I was against that because I didn't know that much about desktop scanners.  Plus the fact that you can buy those Fujitsu's and Epson's on the web cheaper than I could sell them.  Thus whats the point.  We as sales people get the client thinking, the client then gets hot, and IT searches the web and that's the end of the sale.

Thoughts?  (would love to hear from others)

If you like something I've posted please feel free to click the "like" button!

Original Post

Desktop scanners are a commodity that IT will buy from CDW.  That's a fact.  No way around it.  I've got a major medical account where I have all the copiers and printers.  The customer has at least 400 desktop scanners.  Their IT Department buys them on line.  The same goes for the half dozen White Boards they have.  I did quote them on Ricoh Whiteboards and they thought I was out of my mind because my price was so far out of line with what they'd found on-line.  I can't propose these products, deliver, install, train the customer and stand behind it after the sale and be competitive with the internet......especially if the customer has an IT department that is capable of setting up these commodity items on their own.

@fisher  thanks for the comment.  I too feel the same way. Fujitsu and Epson are all over the web.  One of the reasons I posted this is because I want to propose these desktop scanners because they can boost productivity in the office.  The reason I walk away is the same as yours.

I guess its kinda like copiers, we know out brand inside and out and can reason with the client why a certain brand is better than another.  When it comes to scanners I'm not that educated and really need to learn more. I'll be posting more on scanners because that's one of my initiative for 2020. I need to capture more of the business and I have a couple of ideas to share

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