One thing about our industry I’ve learned over the years is that certain topics are very divisive and fueled for controversy. One such topic: Business ink vs. toner. Most dealers that I speak with have very heated opinions about which is better, and why. Let’s dive deeper and get to the the truth.Read More
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.Read More
There has been a lot of activity in the office equipment of late, and it all revolves around dealers acquiring other dealers. Of course we’ve always seen this happen, but the difference now is frequency and size. Dealer after dealer after dealer are are buying or being bought in record numbers. Read on to see why you really need to pay attention to this feeding frenzy.Read More
The back to school season is also back to work season for school administration and I.T. departments. As they begin yet another year of educating they are also looking for new ways to become more efficient and productive. As an office equipment dealer, here are 3 things you can do to help them do just that:Read More
The dreaded performance review. Ughh. Nothing brings down morale like sitting down with a manager to hear about what you’re doing right and what needs improvement. Do this instead.Read More
2018 was a bang up year from some , ahem, incredible innovations. Here are some of the ones we can’t believe saw the light of day:Read More
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:
We are a vibrant and thriving channel that has been pretty isolated for the last 15 or 20 years with almost no interaction with those offering managed I.T. services or other network related channels. That is changing. The managed I.T. services and VAR channels are starting to get interested in what we do. Read on to see what that means.Read More
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!Read More
The latest set of numbers to come out of Print Audit covers office printing statistics and yearly comparisons for 2015, 2016, and 2017. It does a great job of laying out the numbers and trends. I wanted to dig deeper and get more of the story these numbers are telling, so I reached out to the author to do just that. Here is that interview:
Konica Minolta, it seems, is causing quite a stir in the office equipment channel. Details are still a bit fuzzy, but their “OneRate” offering is definitely raising some eyebrows. It is an end-user program that is Cost Per Page free. One device. One flat monthly fee. Period.Read More
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.
You know that you will win more MPS business if you have the right specialist to help your sales team to properly manage and support the sales cycle but finding the right candidate can seem daunting. We'll share with you the top 5 characteristics of a great MPS Specialist so you can hire right the first time.Read More
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.Read More
Most Assessments based on Cost Per Page only include the costs of toner, service and parts. Using TCPP (TRUE Cost Per Page) in your assessments can help customers to understand the true cost of their printing and help you to crush your competitors as you jockey for new business. Read on to find out how.
At some point “pushing boxes” gets a little tiring. As a business owner or sales representative you know that you have to raise your game and start selling bonafide solutions. Yes, yes, I know, “solutions” can be a dirty word. But if defined and sold correctly solution selling yields much higher margins and long term customer satisfaction. Here’s how.Read More
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.
Most OEDs I know are staging for some big growth beyond anything we’ve seen in the last decade or so. It’s just that they won’t be selling only office equipment anymore. They will be selling office technology & solutions to compliment what is their current bread and butter.Read More
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.Read More
As a sales professional or dealer principal in the office equipment industry you might have noticed that the times are changing. The unabated rush of technological innovations and their effects on changing customer needs can at times seem a little daunting. The future, however, is looking very, very bright.Read More