My Take on the future of Konica Minolta's OneRate Program

Konica Minolta is having a pretty good run these last few years. While some other OEMs might be in panic mode with declining sales and profits, Konica Minolta seems impervious to the uncertain market we all face. I think part of their secret is that they keep doing new things, they keep adapting to changing buying habits. One such example is their new “OneRate” program. It must be making some people nervous because I’ve seen a few blogs that talk about how to sell against it. So, what is the difference between OneRate and traditional Cost Per Page? A lot.

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Still Not Doing Assessments? 5 Reasons You Should Be

Before you pick up the phone or send an email about your latest and greatest product offering and before you just do the same ol’ same ol’ that you were doing before the summer vacation period took off, ask yourself this: What could I be doing better? How can increase the odds of customers taking my call, and even better, choose my offering over my competitors?  The answer: Assessments. If you’re not doing them already, here are 5 reasons you should be:


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5 Sure Fire Ways To Use Managed Print Assessments To Uncover and Fix Document & Data Security Holes

With the advent of prolific hacking, ransomware, the GDPR (General Data Privacy Protection Regulation) and other data security issues, customers are looking for more peace of mind when it comes to data protection. As an office equipment dealer you might think that helping customers with these security issues is outside your area of expertise, and you couldn’t be more wrong!

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How Customer Migrations to Digital Workflows Could Be Impacting Your Bottom Line

Everywhere we look there is evidence that the way people work and live their lives is changing and fast.  From Amazon Prime offering free next day delivery to Uber and Lyft changing the way we move around, there is no denying that technology and business models are becoming much more streamlined and efficient. For those making money in the Office Equipment Channel, it is becoming clear that our industry is being impacted as well.  


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Winning More Deals By Staging Device Replacement

In my role as an assessment expert I talk to a lot of dealers about their Managed Print programs and how best to ensure they are winning more deals than they are losing.  “Assessment Selling” typically has win rates of 60% to 70% (compared to an average of 30% for typical “box” selling) so you can understand their interest in getting it right.

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5 Things Copiers & MFDs Do That Nobody Uses, Not According To Science

The power and capability of the modern multi-functional device is astounding from the ability to automate business workflows, scan documents to the cloud and other digital repositories and to house secure release and HID card authentication. Of course not all of that functionality gets used very much. Some things get used less every year. Here is my list of 5 things copiers & MFDs do that nobody actually uses.

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The Rise of the Mega Dealer (And How To Compete With Them)

In 2018 there are basically 3 kinds of office equipment dealers: Those looking to grow, those looking to sell and those looking to buy.  If you are in the last category you might be one of the new breed of OEDs known as “Mega Dealers”. If you are in the first category you might have noticed you can’t possibly compete on price against them.


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Providing Customer Benchmark Studies Is Easier Than You Think

As an office equipment dealer or managed services provider you have likely benchmarked your business against others in the space.  If such benchmarks and industry comparative studies are invaluable to your business, imagine how your customers would feel if they could get the same things. The good news is that providing such benchmarks is possible and much easier than you think.

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