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ITEX: A Dealer's Story

7 Dec, 2004 By: Editorial Staff imageSource

ITEX: A Dealer's Story

Tom Pease
was in search of change. After 20-plus years in the copier industry Pease was
seeking a way to not only re-energize his independent dealership in Memphis,
Tennessee, but a way to revitalize his personal interest in the industry. His
dilemma, however, was he didn’t know where to turn.

"I was a
typical 20-year box pusher looking for some fresh air," explained the owner of
e/Doc Systems. "I needed to put new interest back into the business for me. I
just went looking, but I didn’t know what I was looking for."

In early
February 2004 the industry veteran found the breath of fresh air and energy he
had been seeking for his company at the ITEX show in Las Vegas. While at the
tradeshow, which was created to help dealers advance their businesses, Pease
discovered the world of solutions sales.

I kept hearing about solutions," said the former copier specialist for IBM.

It was
during the Dealer Business Forum headed by three executives from the premier
market research firms in the U.S. that Pease realized that solutions sales could
transform him from being a mere a box pusher.

the forum featuring Richard Norton, president of DocuTrends, Lou Slawetsky,
president of Industry Analysts, Inc., and Bob Sostilio, president of Sostilio &
Associates International, the industry leaders discussed the evolving
technologies in the copier business, what dealers should be selling and how to
take advantage of the shifts in the marketplace. The three will be back once
again this year to offer their insight into the industry.

seminar with Slawetsky, Sostilio and Norton was the main factor to me," Pease
said. "I think it was also beneficial to listen to what dealers had to say
within the seminars."

walked out of the three-day event with a new game plan, which he began to put
into action almost immediately.

"I was
fired up," he said. "I was really happy to find that fresh air. When I got back
to work I gathered up my managers, went to a nice hotel and said we are going to
do things differently."

The first
change was his company’s name. Corporate Copy became e/Doc Systems. "It just
brought new excitement," he said.

Pease proceeded to do some reshuffling with his staff. He made one of his
service technicians his top IT person and, in turn, his new IT person trained
another tech to become a solutions specialist.

will be sending his sales manager and sales representatives to ITEX 2005, Feb.
2-4 at the Las Vegas Convention Center, in order to continue the education
process for his employees as they move into the solutions sales spectrum.

"I think
it will help put emphasis on solutions sales for them," Pease said. "I’ve
already seen the light that I have been preaching to them."

month we will explain the steps Pease took to transform his company and how ITEX
classes helped him through this transition.

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