Dealer Marketing Blog

What I Learned About Sales and Marketing From My Recent Fishing Trip

Submitted by Darrell Amy on Sep 24, 2016

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Deal Exposure: How To Measure if Your Dealership is Playing in 100% of the Deals in Your Market

Submitted by Darrell Amy on Aug 09, 2016

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The age-old frustration of a dealer principal or sales manager is, “Are we playing in all of the deals?” What percentage of deals in your market is your sales team actively pursuing? We call this measurement Deal Exposure.

If there are 100 deals going down in your market this month and you have 20 opportunities in your pipeline with a 30-day windows, you have a 20% deal exposure. Stated another way, you’re missing out on 80% of the deals.

As a former sales manager, I’ve laid awake at night wondering how many deals my team is missing. Now, I think I have come up with a benchmark and a way to measure your sales and marketing effectiveness.

3 Quick Tips For Those Who Want To Maximize The ROI On Their Website

Submitted by Jon Mitchell on Aug 02, 2016

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In this post I want to talk about what the next step is after you’ve had your beautiful new website built and launched. How do you realize the best return on your investment? Let’s discuss shall we?

So you’ve spent a few weeks, and a significant investment on having a new website designed just right for your organization, now what?

Why Copier Dealers Need a Product Catalog on Their Website--And How To Manage It

Submitted by Darrell Amy on Jul 27, 2016

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One question I get regularly is, “Do I need a product catalog on my website for the multifunction copiers, printers, and other devices I sell?”

When it comes to product catalogs, dealers have three choices:

  1. Link to your OEM partners

  2. Don't have a product catalog

  3. Have a product catalog on your website

This article explores the three choices and outlines options to easily manage a product catalog on your website.

Discovering A Hot New Area of Competitive Advantage for Copier Dealers: Business Continuity

Submitted by Darrell Amy on Jul 20, 2016

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As I help hybrid copier dealers across the U.S. and Australia create a unified value proposition between their copier and managed I.T. services businesses I'm always looking for ways to create competitive advantage. Recently, I've been thinking about an area of competitive advantage that's fairly unique to copier dealers: business continuity. If you think about it, copier dealers are in a unique position to provide business continuity solutions.

Where I.T. companies focus on the backing up data only, hybrid copier dealers consider both the data and the documents. Where I.T. companies focus on computer hardware restoration, hybrid copier dealers can restore servers, computers, phone systems, printers, and multifunction systems.

How Playing Google's Game Can Help You In Search Results

Submitted by Jon Mitchell on Jul 05, 2016

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What you’ll learn in this article:

  • How Google+ and social media in general play into the greater buying process
  • How Google+ can help you rank higher in search results
  • 5 Quick steps to get your Google+ presence setup


Let me get to the point right from the beginning. CONTROL. If we’re all honest with ourselves, we all want more of it,

How To Protect Your Managed I.T. Services Program From Getting Dumped on the Heap of Failed Initiatives

Submitted by Darrell Amy on Jun 16, 2016

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Our industry has a poor track record of launching new initiatives. Looking back on the last fifteen years, document management and managed print services never really seemed to get traction with more than 15% of a dealership's customer base. Countless dollars were spent on training, infrastructure, and staffing. However, for most dealers these programs never really went mainstream.

Why Should a Successful Copier Dealer Care About Blogging?

Submitted by Darrell Amy on May 23, 2016

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Yesterday a successful copier dealer principal asked me an honest question: "Why should I care about blogging?" Traditional sales tactics are working well for him. The dealership is growing and sales reps are crushing quotas with tried-and-true prospecting techniques. "Is it worth my time and investment."

3D Systems Product Catalogs Now Available for Dealers

Submitted by Darrell Amy on May 16, 2016

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Dealer Marketing announces the availability of 3D Systems printers in the product catalog service it provides for copier dealer websites.

“With an increasing number of our copier dealers clients selling 3D printers we decided to add the 3D Systems product line to our product catalog service,” commented Darrell Amy, Chief Innovation Officer of Dealer Marketing.

What Prospects, Customers, and Potential Employees Want From Your Copier Dealership

Submitted by Darrell Amy on May 16, 2016

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Only a handful of your current customers will ever walk through the doors of your dealership. However, all of your current customers, prospects, and potential employees will visit your web properties. What they find could determine the success of your business.


Special Report: How to Position Your Dealership for Success in Managed IT Services