One thing we know for certain: Margins for managed print, especially programs that employ Cost Per Page billing, are under attack. We could just increase the Cost Per Page price, right? Yeah…
For 6 years of my life I conducted assessments and trained sales reps on how to use them to win more business. Assessment selling works. We saw close rates go from 3 out of 10 to 7 out of 10. Margins were also richer and customer satisfaction always higher. One of my favorite things was seeing a sales rep become an assessment selling convert. The look on their face when they win a deal that they would have otherwise lost. Pretty cool stuff.
Where the Money Lives Series, Part 7: Fill ‘er Up! – Moving Content into a Document Management Solution
One of the most frequent objections you’ll hear from a prospective Document Management System client is “we have so much paper and our shared drives are such a mess…we’ll never get there.” Don’t accept that – it’s quitter talk, and certainly acceptance of that company’s ultimate failure. Document messes don’t clean themselves up, they get worse EVERY YEAR. The time to act is always sooner rather than later. The good news is there are ways to help even the most ‘messy’ of companies, and a good Document Management company will be able to light the way.
In our first “By The Numbers” blog we learned some surprising things about how office printing habits are changing. Average pages per user were down from 2015 to 2016. Color printing for email and web print are on the rise. And that’s just the tip of the iceberg. You can read the original By The Numbers blog HERE to see all the surprising findings. If you make your living as an office equipment dealer principal or if you are in sales in this channel you should definitely read that blog.
So you’ve decided to avoid the pain and cost of another lost or missing file. You are going to move your file room to SharePoint. Excellent choice! Did you know SharePoint is more than a file system? It provides multiple safeguards to protect you and your team from not just misplaced filing but overly-ambitious editing and outright file deletion.
Paper has always been an amazing safety net. Something that we can always rely on and take with us anywhere. But if done properly, going paperless can be as seamless and reliable as paper, only more cost efficient and secure.
As I write this post I have mixed emotions. Excitement to be sure, but also kind of nervous. In less than a week I’ll be in Kansas City meeting with office equipment and managed print dealers to change the way the world get’s its pages in the office. The first SBB Road Show is almost here and over 25 dealer principals are going to be there. An industry is shifting, and that’s heady stuff.
Before I go any further, disclaimer time! I’m not a psychologist and this is not a “self help” column. I’m just a 30 year sales and marketing veteran. This article is not mental health advice. This is a reflection on my own career and insights designed to get people thinking about what I believe is a critical ingredient to high performance: Optimal STRESS. If you need advice related to mental health, contact a professional. Alright, with the caveats out of the way, let’s dive in.
Today is “take-your-kids-to-work-day”, or as my Dad sees it “make-your-kids-work-day.” He asked me to write an article on my views of printing, but I have no honest interest in it. He says the printing industry isn't going to be gone anytime soon which, in truth, means very little to me. I’m more interested in the technologies used in the industry.
As a Gen Z, I was practically born with technology in my hands. I’ve grown up in an age of social media and global communication. As a ten year old boy in love with videogames, the internet provided me with the ability to watch people play games and for me to get my hands on those games. Eight year old me tried the whole “YouTube” thing himself. Needless to say, he wasn’t very successful. The point is that technology has been with Gen Z since birth. This “techno” upbringing has seriously shaped our interests, views and opinions as a generation. But enough about that, let’s get into the technologies and ideas that are interesting to my generation.
Topics: assessment, business, business strategy, Business Tips, environment, environmental impact, green, managed print, Managed Print Services, Mobile Print, MPS, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, sales, strategy, success, Technology, technology, tips