Dealer Marketing Blog

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.

Three Steps to Ensure Your Managed IT Services Offerings Get Noticed

Submitted by Darrell Amy on Jun 30, 2015

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Does your copier dealership look like a serious player in Managed IT Services?


If your dealership is repositioning as a Managed IT Services provider, the content on your website, blog, and social media pages should give as much weight to IT topics as you give to copiers. Otherwise you miss a great opportunity to get the message out about the value of your offering.

You also risk having prospects think that you are just a copier company that happened to bolt on an IT offering as an afterthought. In this case, prospects may be nervous about your ability to deliver.

Transition From a Copier Rep to a Managed I.T. Services Rep

Submitted by Lindsay Kelley on Dec 04, 2014

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What it takes to evolve into a trusted Managed IT Services Sales Rep

Brian was a sales rep at an evolving copier dealership. He was every owner’s dream rockstar sales rep. He was consistently 10-15% over quota, he was polished and professional and customers loved him. He exceeded every end-of-year copier push to reach quota and knocked it out of the park. He sold more copiers and MFPs than any other rep and almost always at a higher margin. He was not a fan of discounts. He understood the value of his company’s service and was sure to help the customer understand that the reasons for the price was that they were getting a valuable partner who would not let them down. It was the truth - the company has a stellar service department and customers has very little downtime on machines in need of repair or connectivity issues. 

Does your website say Office Technology Experts or Copier Dealership?

Submitted by Lindsay Kelley on Dec 03, 2014

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What does your website say about your dealership? Does it matter? 

A couple years ago, before joining the Dealer Marketing team, I had my own consulting firm. One of our first clients was a mid-sized copier and managed services dealership. There were a lot of things my business par
tner and I were going to be doing for them based on the meetings we'd had with their leadership, but what I was most surprised about was the first time I sat down with their sales team.