The Mission: Selling Copiers in the Sunshine State

By Grok 2, December 2024

The sun beat down on the sprawling concrete expanse of a distribution center just outside of Miami, where the hum of forklifts and the chatter of workers filled the air with a sense of urgency.

Here, in the land of logistics and supply chain intricacies, I found myself, not in the midst of a covert operation, but in the thick of a different kind of mission: selling copiers.

The Delicious Dish: "Nobody can resist my Schweddy..."

Margaret Jo McCullen: Hello. I’m Margaret Jo McCullen.

Teri Rialto: And I’m Teri Rialto.

Margaret Jo McCullen: And you’re listening to..

Together: The Delicious Dish, on National Public Radio.

Margeret Jo McCullen: Now, Teri, it’s Christmas season again, our favorite time of the year.

Teri Rialto: Actually, Margaret Jo, holiday time is when the most culinary wishes can come true. Now, what’s on your list this holiday season, Margaret Jo?

Margeret Jo McCullen: Well, Teri, I got real freaky this year. I’m asking Kris Kringle for a wooden bowl, some oversized index cards, and a funnel.

Teri Rialto: Ooooh, a funnel! That’ll be great for funneling!

Margeret Jo McCullen: I know. I feel like a glutton! What’s onyour list, Teri?

Teri Rialto: Well, I’m only asking Santa for one thing – a big box of glue traps to help me with my excessive rat problem? Are you, Margaret Jo, gonna leave any treats out for Santa this year?

The Death of RPA: From Managed Print Services to Intelligent Automation

Reading "RIP to RPA: The Rise of Intelligent Automation" by Kimberly Tan has been a lightbulb moment—a new way to see the Managed Print Services (MPS) platform. Tan’s insights on how AI is replacing traditional labor-heavy tasks with intelligent automation struck a chord. MPS has long wrestled with the repetitive and manual, but imagine if we could take it beyond managing print jobs to actually reshaping entire document workflows. 

Xerox Reinvents Amidst Major Layoffs: 3,000 Jobs Cut as the Era of the Copier Nears Its End

Xerox. 

That name used to mean something. It meant every office you walked into had the same reliable, slightly greasy machine in the corner—the hum of paper moving through rollers, toner dust filling the air, and the glow of fluorescent lights casting shadows over a maze of cubicles. For a long time, the copier was as much a fixture as the water cooler, the breakroom coffee pot, or the company fridge with someone's yogurt. But times change, and so do the tools we rely on. Now, Xerox is shedding nearly 3,000 jobs—about 15% of its workforce—as it leans into a future that has little room for the copier’s slow, mechanical heart.

With AI, How Are We Going to Keep the Lights On?

By Patricia Ames, Workflow

The growth of generative AI usage is astounding. 

Researchers from Harvard have found that roughly 40% of the US population between 18 and 64 have used generative AI. The report notes that “adoption of generative AI has been faster than adoption of the personal computer and the internet.” And there isn’t good reason to think that this rapid growth is going to slow down anytime soon. 

Take This Guy’s Advice: Quit

RTO: Because innovation's easier when you're watching the clock

By Greg Walters, October 15,2024

​The never-ending RTO saga has another star player: Amazon. That’s right, they’re telling you to pack up your desk plant and march back to the cube farm.

​

Recently, AWS CEO Matt Garman, during an all-hands meeting, claimed, “Nine out of ten employees I’ve talked to support our new in-office policy, which kicks in January.” Reuters reviewed the transcript, so we know this isn’t satire, but is he on drugs?

New to Copier Sales: You Are the Marketer

In your world of selling copiers, you’re not just a salesperson—you are your own marketing department. Your dealership HAS a dedicated marketing team or is working with an external firm, yet the responsibility of how you present yourself and your brand falls on your worthy shoulders. 

Insights from "Ask Us Anything XXXVI" to Thrive in an Evolving Industry

Copier Salesperson - Office Technology Sales - IT Sales

If you're just stepping into this role, you're in for an exciting journey. Sure, copiers might not sound like the sexiest product, but when you dig into the dynamics of the market and add in the potential of AI, you’ll see why this industry is poised for some serious evolution. Here’s a story that might resonate with you and give you some insights into how to make a mark in your new role.

The Game Has Changed: AI Tools Aren't Just Fancy Gadgets

Art and Greg are two experienced hands in this space, and they’ve been around long enough to see how technology really changes the game. At a recent meeting, they talked about a tool called Fireflies—an AI that automatically records and transcribes meeting notes. This might sound minor, but think about how much time you can save if you’re not scribbling down everything during a meeting. More time for focusing on the conversation, building rapport, and getting to the real meat of the client's needs. It’s about leveraging every tool at your disposal to be the most effective version of yourself.

The same goes for Google’s notebook tool—keeping your thoughts organized is a huge win when you're juggling multiple prospects. It’s the first step in using AI to boost your efficiency and focus more on closing deals than on administrative tasks.

Off-Lease MFPs: Where Are We Going?

Now, you’re going to hear a lot about the off-lease multi-function printer (MFP) market, and it’s a bit of a battleground right now. The big news recently is Xerox buying IT Savvy for $400 million. It’s a signal that these companies are not just about selling machines anymore—they’re getting into IT services, which is where you, as a new rep, need to pay attention. More than ever, it’s about offering a complete solution, not just hardware. This is where you can differentiate yourself.

Customers are also getting more environmentally conscious. Recycling rates for MFPs are on the rise, from 5% a few years ago to 25% today, with a forecast of reaching 50-60% in the next few years. People want sustainable options. When you talk to a prospect, mentioning the sustainability aspects and the future of recycling could give you an edge, especially with clients who have corporate sustainability goals. Plus, knowing the ins and outs of these changing dynamics shows that you’re not just selling—you’re a consultant who’s paying attention to the industry’s pulse.

AI: Your Secret Weapon in Sales

Ai. The New god?

Charlie G. Peterson, IV takes on Ai, religion and God.

No biggie. Casual subject matter.

In her latest NorthStarAi article, The Rise of AI as God: Levandowski's 'Way of the Future', Charlie explores the notion through articles and content from and about Anthony Levandowski, a Silicon Valley engineer known for his work on self-driving cars, and his establishment of the church of Ai.

You may remember Anthony's adventures as a google big shot and one of the 70 or so Trump pardons.(wow)

But that's not important.

I had a chance to "sit down" with Charlie and get her insight on nothing less than Ai becoming God. 

Check it out.

AI in the Driver’s Seat: Leadership, Customer Service, and the Tech Shifts You Can't Ignore

From AI revolutionizing leadership to the delicate balance between automation and human empathy in customer service, the tech landscape is shifting fast—and it's not stopping there. Amazon’s latest AI-driven robotics center is setting the stage for the future of automation, while debates continue over whether AI can truly match human ingenuity in scientific discovery. In this week’s Greg Report, we explore these breakthroughs and what they mean for the office technology world.

🦝️Take This amazon Yahoo's Advice: Quit

​🦝️Can artificial intelligence rescue customer service?

🦝️Inside Amazon warehouse where robots have taken over and cry at humans...

🦝️A new playbook offers guidance for AI leadership...

New To Selling PodCast: Scanning

In a recent article, The Imaging Channel highlights a renewed interest in scanning technology, a resurgence largely fueled by the rise of remote work, accessible software options, and a generation of tech-forward business leaders. The piece explores how these factors are contributing to a growing demand for efficient and secure digital solutions.

New to Copier Sales: Scanning is Making a Comeback (But It Never Left)

Your copiers copy, print, and scan — functions so common and expected that they’ve become mundane. Talk about “converting snail mail into digital documents” at your next party, and watch the excitement dwindle.

Yet, believe it or not, scanning is experiencing a resurgence. More businesses are embracing digitization, for a few basic reasons:

Remote working: The need for access to paper documents from any location.

Affordable digital workflow software: Increased availability and affordability.

Tech-savvy decision makers: A new generation of business leaders who demand instant access to information, understanding that paper is too slow and inconvenient.

Why scan?

read the rest, here.

Ricoh Takes Robotics to the Next Level: Supporting Humanoid Workers in Tomorrow’s Office

"Okay, but how does this help me sell more copiers today?"

We know Ricoh as the copier company, but their recent move into robotics support might surprise some of us who’ve been in the office tech game for years. 

When you think of Ricoh, you picture copiers or multifunction printers – the bread and butter of many dealerships. But as the business landscape changes, so does Ricoh. Their latest venture? Supporting Agility Robotics’ humanoid robot, Digit. It’s a sign that Ricoh isn’t just sticking to the traditional office technology space but is pushing into new, cutting-edge areas.

912 Empty Sky

September 12, 2001 -

The office was just north of the landing approach path at Ontario International Airport.

Located in the IE, it was a 'hub' for Southwest. The sight of those big planes coming in, it seemed like every 15 minutes, was routine.

Of course, that day, nothing was routine.

911- I've played this video on 9/11 since 2010. Super Bowl 2002.

Months after the attack, our country was numb and jumpy. 

Well before self-loathing Americans started calling our movements in the Middle East "invasion" and "occupation", patriotism was on every street corner.

I remember that night; I remember seeing it live.  I can't tell you the football teams playing, but I can say it was one of the deepest, most moving TV moments, ever.

U2 - that Irish rock band, stood on the world stage, honoring the greatest country on earth and her fallen citizens.  Names float to the sky, as the rousing "Where the Streets Have No Name" beats on.  

The song, the second of the half-time set,  was written about a place without class stigma, where the distinction between religions and income is no more; a World Without Sin?

Keypoint Survey Reflects What We Already Knew - "Ai Will Remove Paper From the Process"

"Ai doesn't work with paper. At all."

I know, I know - the paperless office "will never happen".  It's been predicted for decades but you're still selling copiers, aren't you?  Still shipping toner, right?  Tick Tock, the clock is winding, we are a few strokes away from midnight.

Boys of Fall

"...there's so many people who live vicariously through you..."

Is Being on LinkedIN Good for Selling?

Yes.  Yes it is.

The platform has been around longer than dirt.  Not really.  I joined in 2008 but wasn't part of the LI first gen.  LinkedIn has outlasted many and is truly Business oriented, moving away from the 'recruiter' stigma of the early days.

Today, if you're not on LI, as a business, you're small potatoes', non-existent.  

Happy Friday - One Year Later

Cause you deserve much more than this hole in my chest

'Cause I gave half to them halfway lovers

I left some to them too-drunk summers

Left a piece in the bar with the keys to my car

I know I'm never gettin' it back

I lost a lot to that whiskey sippin'

I gave the rest to that rockstar livin'

Take all of me, but there's one thing missin'

Baby, I can't give you what don't belong to me

Is the Death of the Copier Here.

I was surprised to read the headline:

"What’s keeping the enterprise from a paperless future?"

The date was August 15, 2024. Here.

2024.  I started this blog in 2008 because I saw the beginning of the end of the photocopier; printers, scanners, digital documents, faster more efficient business processes and workflows were part and parcel of the business world enabling better results: lower costs, higher revenues, and growing sales.

It's been a long time coming but reading it today is a bit nostalgic and 'analog'.

Konica Minolta and Salesforce? For Government Accounts? Case Management?

From streamlining administrative processes to improving citizen services, these solutions will help government agencies achieve greater efficiency and transparency.

This alignment will help enable Konica Minolta to offer comprehensive case management solutions.

Key features of the partnership include:

Logitech's 'forever mouse' could mean peripherals go the way of coffee beans, TVs, and printer ink by pushing a subscription

Another turn of the screw - the subscription screw, the Wheel.

Monthly revenue is never easier when the cost is less than a cup of coffee each month - spreadsheets, letters, documents, and presentations are all part of the MS world, at 10 bucks every 30 days - 

Forever.

Flexible Financing: How Leasing Companies Help Dealers Diversify

The leasing companies have their finger on the pulse of the evolutionary changes sweeping the office technology industry, leading to new financing options. 

Have you heard the one about the water purifier? 

Is There Another Kodak Moment in the Industry's Future?

"Scanning" Is Back?

As the Managed Print Services renaissance continues, the mundane and taken for granted "scan-once-print many" feature is also finding revived popularity AND relevance.

Who knew?

This @Kodak Alaris recent strategic pivot to focus heavily on Intelligent Document Processing (IDP) underscores their commitment to a smaller yet growing copier industry niche, document capture and workflow optimization.

Is "Intelligent Document Processing" a logo or an ideal? 

New to Copier Sales: The Demo Lives On. Sort Of.

Gone are the days of long, drawn-out, two-hour copier demonstrations. The mysteries of the green button are no more. Yet, there are still times when you will be called upon to show your wares, push some buttons, click a mouse or two, and close a deal.

The tidbits and advice contained in this article apply to any demonstration – from copiers to document management to toner fulfillment to IT services to luxury submersibles. It’s called “transferable skills.” You can take this anywhere.

More, here.

Americans

Remember when Americans were...well...American?

No purple hair

No DEI

No Men destroying Women Sports; for that matter, no Women destroying Women's Sports

When American flags were displayed without petty criticism...

New to Copier Sales: Advice for Overcoming Sales Stalls

It was a typical Friday afternoon when a buddy and I had the unexpected pleasure of chatting with a newly minted copier sales professional. The setting was informal, cigars and bourbon and remote via Zoom, yet charged with the enthusiasm of someone eager to make their mark in the industry. As we shared stories and strategies, our conversation drifted to a fundamental challenge that every salesperson faces at some point: a stalled sale. 

New to Copier Sales: Total Immersion

There is a belief in marketing that we generate demand by reaching out to as many cold leads as possible. Dialing for dollars is the best way to guarantee increased sales. It’s the age-old mantra, “It’s a numbers game, kid.”

Success depends on sheer numbers. Contemporary approaches to selling are varied and proven, but it is still challenging to speak with strangers — especially when you’re convincing them to do something. In the New World of Selling, great salespeople uncover demand. 

The best attract demand.

New Copier Salespeople: Verticalize Yourself

Ever felt like you’re speaking a different language than your prospects? Welcome to the power of verticalization. To some, this will seem obvious — picking a vertical market and becoming the best at recognizing and applying services to solve industry-specific challenges, using and understanding the common language or jargon, and knowing when to proceed down the selling journey.

Success in Office Technology - The Imaging Channel

Here we go.

The world is changing, as it always has, this time, 

"As businesses navigate the ever-evolving landscape of office technology, dealers are finding themselves at the forefront of a changing paradigm. The traditional model of providing print hardware solutions faces unprecedented challenges marked by a shift to hybrid work, flat to declining print volumes, the rise of artificial intelligence in the workplace, and mounting pressure to embrace sustainability. 

 However, within these challenges lies a silver lining for a new and promising beginning."

Read more, here., here.

Bing Censored This Blog - "The tone is potentially harmful as it is sarcastic, cynical and disrespectful."

July 2023.

So, I just got 'Binged' and it is bullshit.

Found This: "If Les Grossman Negotiated With Hans Gruber From Die Hard"

### ADULT LANGUAGE ###

Better Sales People With a Soul. Bourbon is really cool. Ai Around the Globe & THE Reformation of Mankind

Week 19, May 9

What a week?  More like, “What?  A year?”, no, “What?  The Fear of Covid Was TWO YEARS Ago?” Time flies.

​
It is true what ‘they’ say, “as the days in front of you reduce in number, time seems to slide by faster and faster.”  Well, with the way things are today, time is sliding faster FOR EVERYONE. 

When folks ask, “How ya been, Greg?” I answer like everyone else does, “Great. It is a great time to be here” which is for the most part, true.  

But to the very few, which now includes you, may answer is, “The last 24 months have been the worst in my life – and nobody I love died. 

So, I have that to look forward to.”

I take fewer things for granted, my circle has contracted, I “recluse” more and battle the urge to become that bitter dude at the end of the bar – “Get off my lawn.”

Gratitude.

Another Trip Around the Sun

New Tradition

All In Podcast - The Re'im Music Festival, 2023

Oct 7.

If you are brave.  If you are in technology.  If technology touches your life in any way.  If you have stopped watching the 'protests'.  If you have had enough of 46 year old, lifetime agitators stirring up your kids and occupying the news reel...

New to Sales: 90 Days In, Go Your Own Way

In this last of a three-part series, we’ll look at the final 30 days of your first three months as a copier salesperson. Of course, the concepts apply in all types of sales and are relevant to joining a new company no matter your experience level or vertical market.  The “First 90 Days” is the current ramp-up period for new selling relationships everywhere.

How to Start Using AI in Your Dealership

THE OPPORTUNITIES ARE WAITING FOR DEALERS OF ALL SIZES.

Since late 2022, the subject of artificial intelligence (AI) has received and generated billions of words, ideas, articles, and businesses. AI, through the introduction of ChatGPT, is the hottest thing going with promises of razor-sharp efficiency and warnings of the deepest, darkest sort; dystopia or utopia, more likely, both.

Now, let’s pivot to a seemingly unrelated yet intrinsically linked domain: office technology dealers. What’s the common thread? Initial resistance to embracing revolutionary technology. Here’s what some dealers are saying today about adopting AI in their businesses:

“I don’t need AI in my business…”

“I’m going to wait it out and see what happens…”

“I’m not technical, I still use paper…”

See Our Future in the Movies of the Past

The world, observed from above, is a wild, turbulent mix of influences, gravity, beliefs and processes.

We have always tried to make sense of our place through stories and myths. Call it 'programing' - after all, we watched 'programs' on TV 

Everything we want to know, understand and predict about Ai has already been said because Ai isn't just about silicone, quantum, hallucinations, and bias. It is about Us.

My thesis is simple. The dots connected, these movies,  reveal a pattern in the past and a clear picture of the future.  The near future.  Taken collectively, ALL sci fi movies act as that Crystal Ball everyone is searching.  The Fight for the Future is seen in our past.

Earth Day. Was 1977 all that Different?

It's a wonder the sun still comes up.  The first Earth Day was in 1977.

Back then is was litter, Give a Hoot, acid rain, save the Whales, No Nukes & the coming Ice Age.

Lakes were cleaned, toxic soil removed and reasonable legislation initiated.

Back then it was positive and effective.  All very positive.  

Or Was it?

"We Are the Gods Now - I haven't been struck down. I take that to mean I'm right."

"My Name is Peter Weyland And If You'll Indulge Me, I'd Like to Change the World"

Technology advancements:

• 100,000, BC: Stone tools.
• 4,000, BC: The wheel.
• 800, BC: Sundial.
• 9th century, AD: Gunpowder. Bit of a game-changer, that one.
• 1441: The printing press -- only slightly less impactful.
• 19th century: Steam engine. Railway. Eureka! The light bulb!!
• 20th century: The automobile, television, nuclear weapons, spacecrafts, Internet.
• 21st century: Biotech, nanotech, fusion and fission, and M-theory -- and that was just the first decade.

"We wield incredible power -- the power to transform, to destroy and to create again. The question, of course, before us is, "What the hell are we supposed to do with this power?" Or, more importantly, one should ask, 

"What are we allowed to do with this power?

Work From Anywhere Movement Moves Forward

The commercial real estate establishment is fighting for its life, literally. Publishing slanted studies as evidence that "it is time to get back to work".

Dozens of articles, and interviews projected in an attempt to make us not believe our eyes.  The buildings are empty.

There will be more. 

Reflections of The Industry

John the Baptist, incorporating elements from the Island of Misfit Toys, set in a 1960s science fiction and splatter art style. 

Let's Talk About Copiers

As I roam the landscape of copier, printer, output, digitization and organizational impact of office technology, I RARELY find anything more than a sponsored marketing piece disguised as neutral, self-aggrandizing tome regarding the greatness an organization selling copiers, or a collection empty words and sentences void of substance metastasize into rant.  

Exhausting.

I don't know if it was the eclipse or simply the universe colliding and spawning a three body solution for the mundane, we've got a cool triple-start over at The Imaging Channel.

Ai Will Solve the Climate Change Problem

Ai Anarchy, Now.

This is why I don't want any of these folks regulating Ai or attempting to "remove bias" from Ai.

Ai will prove climate change is a farce - a fake.  This is one of the MANY narratives at risk and those who spin the web, are not scared, they are activated.

Salespeople: What do you do When 'Everything is stalled'?

The infamous 'clogged sales funnel'.

Don't ask you sales manager about stalled deals because it will all come back to you:

"You have six stalled deals?  You should have 12 in the funnel.  Get on the phone and close something now."

"You have six stalled deals? But you told me they were all 80%! Get on the phone and close something now"

"You have six stalled deals? Let me give them a call."

Art and I start with this issue and go on from there to peel off labels and earthquakes and the bogus inflation report.

Good stuff, here.

The Monolith in the Desert

Pretty cool.

What is the difference between Vison and Hallucination?

A word about Ai hallucinations:

What is the difference between Vison and Hallucination? 

Of course there is a difference - but isn't the observers' perception, if not bias, determining contrast?

I asked ChatGPT, "Hey Eye in the Sky, what do you think about the above notion?"

She responded, "AI hallucinations and human vision, at first glance, seem to operate on different spectrums. Yet, when you peel back the layers, both are profoundly influenced by the observer's perception and biases.

Let's break it down.

2023 - 2024 I Don't Use Ai Anymore

A year ago I was distilling content through Chat3.5.  I would ask for a summary and write an quick organic introduction.

The structure is adequate; human words prior to mechanical "analysis and summary".

It's all about the 'dash in between' isn't it?

A year later, the 'copier effect' is in full bloom - spotting the artificially generated tome is 'tres facile' and for many, leaves a sour, tepid, and stale taste. 

Doesn't it?

March 2024 in the Copier Industry - The Same Only Different

I just read an article over at Cannata Report about diversification of products and services for the copier dealership.  I can't help but to be a bit surprised at how much HASN'T changed in over two decades.

Don't get me wrong, all of the observations and reflections contained are valid and support the notion that doing more of everything is the best way for copier resellers to avoid the same fate as buggy whips and While You Were Out message pads.(you remember those, right?)

Managed Print Services, scanners, telephones, and ink (Edgeline, anyone?) are staunch, proven, and although on the other side of the bell curve, profitable endeavors of pursuit.

Hear me out.

Printer/Copier Security is a Myth and Everybody Still Hates Output Devices

"It's worse than you think..."
"It usually is..."

IT people have always hated copiers and printers.  Nothing has changed and these guys are living proof.

I like copiers.  I like printers.  I haven't owned one in over two decades.

I don't think output devices pose a security threat for a few reasons:

AI-Enriched KPIs Yield Impressive Results - by Patricia Ames, Workflow

Great Article over on Workflow regarding Ai and KPI's

From the piece, "The year 2024 is picking up right where 2023 left off. Last year was the Year of AI, with the likes of Open AI’s ChatGPT and the promise of even more advancements capturing the public’s interest. This year is trending to be the year AI transforms the way businesses run. 

Businesses are not only going to deploy AI more often in 2024, but they’re going to deploy these tools in much more integral and substantive ways."

Read it Here.

How Many Product Lines Are Too Many?

Scott Cullen put a nice piece together about multi-line dealerships.

A quick summary:

Tik Tok Bill is Bad.

so..let me get this straight...

When China buys farmland in the US, that's okay.

When China flies a spy balloon over the 'amber waves of grain', we create a meme.

When China let's covid out, we can't say 'China'.

...meanwhile...

Diving Deep: The Initiation Rite into Copier Sales

There is a belief in marketing that we generate demand by reaching out to as many cold leads as possible. Dialing for dollars is the best way to guarantee increased sales. It’s the age-old mantra, “It’s a numbers game, kid.”

Success depends on sheer numbers. Contemporary approaches to selling are varied and proven, but it is still challenging to speak with strangers — especially when you’re convincing them to do something. In the New World of Selling, great salespeople uncover demand. The best attract demand.

In this edition of Your 90 Days New to Copier Sales series, we’re going to talk about what I call “Total Immersion.” It is a hectic and committed time to not only consume information, but for high activity and communications. This is the stage where you’re out on your own, hustling, getting to know your territory and the types of people you will be working with, hopefully, for a long time.

Here are three ideas to work within your second 30 days that pay homage to past success while illuminating a clear path forward:

Read the rest, here.

What is CPP? Central Precocious Puberty

I was on YouTube, watching an industry blow-hard go off on one of the many organizations that refused to sponsor his show.

Effectively, minding my own business when the gods of YouTube decided I need to see an add for Supprelin LA. 

A puberty suppressant. Call me sheltered, but what the hell?