A unique selling proposition (USP) is a tool that will help distinguish your dealership from the rest of the office equipment marketplace. According to Rosser Reeves, who first coined the phrase in 1961, “Each sales presentation must make a proposition to the consumer. Not just in words,...More>>

When I started my career as a sales rep, I bought into the mantra that the more sales calls you make, the more closes you will get. When I became a manager, I embodied it. I can’t remember exactly what caused me to become a cynic, but by the time I reached senior sales management levels,...More>>

The office equipment industry is maturing, and contains few untapped opportunities for accretive growth. The value of office equipment technology has shifted away from traditional speed and feature comparisons, focusing more on network compatibility, price and service reliability. Although...More>>

“How can we keep the techs we train?” This is one of the most frequently asked questions I get when discussing technician training. For many dealerships it seems that within six months of hiring and training a new tech, they either ask for a raise or simply quit. While there are no...More>>

At the beginning of every New Year, it helps to take a quick look back on the events that occurred during the past year and evaluate their effect on the industry. The road to success lies not only in the quality of the products, but in a dealership’s ability to tout solutions and services...More>>