Dealer Marketing Blog

Confessions of a Gen-X Decision Maker

Submitted by Darrell Amy on Oct 12, 2015

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This is a picture of the Tandy TRS-80, the first computer that showed up on a rolling cart in my elementary school when I was in fourth grade. This started a journey for me that led to buying a laptop in my first year as a sales person so I could use Act. The following year, the internet browser was launched. Since that day in fourth grade, every aspect of my personal and business life has been affected by computers.

I am Generation X.

How Google Could Put Your Competitors' Reps to Work for Your Dealership

Submitted by Darrell Amy on Jun 23, 2015

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What if you could put your competitors' sales reps to work for your dealership? Is this possible?

Every day your competitors' sales reps are going on appointments with prospective buyers and talking about things you sell like Managed IT Services, Managed Print, Document Management, Workflow Solutions and Multifunctional Copiers.

Moving From an Analog to Digital Copier Sales Strategy

Submitted by Darrell Amy on May 27, 2015

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In 2005 the copier industry responded to changing work habits by launching the first digital copier. The promise of printing led to two decades of innovation and investment by OEM's and dealers as analog copiers transitioned to digital multifunciton systems. Dealers that didn't make the transition either sold or closed.

Sales and Marketing as Agents of Change

Submitted by Darrell Amy on May 20, 2015

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John Maxwell tells the story from the 1700's of how tens of thousands of sailors in the British navy died of scurvy. One day, Dr. Lind figured out that eating citrus fruits high in vitamin C could prevent the disease. However, the leaders in the British navy felt the solution was far too simple for such a devastating disease. It wasn't until 40 years later, after Dr. Lind's death, that the navy began requiring sailors to drink lemon juice every day. Scurvy was eliminated overnight.

Twitter and Copier Dealer Customer Service

Submitted by Darrell Amy on May 06, 2015

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Here's something new on the radar for your service department: social media. These days when somone is frustrated they often go to the social channels such as Twitter, Facebook and Google+.

Tips for Cold Emailing for Managed I.T. Services Reps

Submitted by Lindsay Kelley on Dec 10, 2014

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When selling managed IT services, can you land an appointment with a cold email?

You're in transition, right? Your copier dealership is in the process of creating a copier dealer strategy for 2015 and yet, you’ve been tasked with selling managed IT services. "So," wonders the managed IT services sales rep, "where’s my managed IT services sales strategy?" 

How Your LinkedIn Profile May Have Lost You The Deal

Submitted by Jon Mitchell on Dec 02, 2014

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Don't get caught with a bag over your head

Have you ever heard of speed dating?  Of course you have!  It’s where a bunch of people get in a room with tables and chairs (at least that’s the way I’ve always seen it in the movies) and they have just a few minutes to interact with someone before a bell rings and it’s time for them to move on to the next person. 

It’s a method for quickly determining whether or not the person on the other end of the table is someone you want to invest more time and energy into getting to know and developing a relationship with. Imagine if someone showed up to a round of speed dating with a paper sack on their head, had no name tag and just sat there and didn’t say anything.   That’d be ridiculous right?!  

How Inbound Leads Are Different From Traditional Sales Leads

Submitted by Darrell Amy on Nov 24, 2014

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Surf the digital wave with your prospects - don't pretend it doesn't exist. Today's buyer (buyer 2.0) is different.  Recent research published in the Harvard Business Review shows that business decision makers are 57% of the way thorugh the buying process before contacting a sales rep or vendor.

3 Stages of the Buyer's Journey In the Copier Technology Industry

Submitted by Lindsay Kelley on Oct 17, 2014

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Within your copier/ managed IT services dealership, you sell to a variety of folks. You have your c-level, ambassadors, purchasing manager, IT folks, and the list goes on. However, are you aware of the stages of buying that they go through? 

First, let’s cover what we mean by “Buyer’s Journey.” Its the active research process a potential buyer goes through leading up to a purchase. Its relevant to B2B and B2C purchases.