A Return to Selling

"Copiers, are all the same."

You could call that statement "The Neutralizer". In one swoop, you have just made all the copiers your prospect will ever see or evaluate into a commodity.
Let's face it, most clients already think that all copiers are the same. So why not confirm their beliefs, putting all the "spec sheet minutia" aside and concentrating on real problems and business cases.

This strategic approach not only puts the prospect into a different mind-set, but re-positions the sales rep into a Selling Professional.

Imagine, if you sell copiers and every single one was the same. How would you differentiate yourself? Think about it...your first copy out time is identical, all the machines scan to folder, use electronic bread crumbs to clear misfeeds, have large, proven, successful, U.S. based, global manufactures behind them, and easily connect to the network.

Well, yes, salespeople in general "take the path of least resistance"(translation, we're lazy) so the easiest way to differentiate is to lower the price. It's also the simplest way to fall into the commodity model. But then again, sales people take the path of least resistance.

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Xerox and HP Stock News, etc.

Some interesting moves with each company's stocks...

"Hewlett Packard Co (HPQ) more shares bought by Exxonmobil Investment Management Inc." Here

HP Green

HP has been recognized as a certified IT Asset Disposal vendor by IDC, a leading provider of global IT research and advice. From this announcement:

"...Older assets with residual value are typically remarketed, while obsolete or damaged equipment is channeled into HP's recycling process. HP recycled nearly 250 million pounds of hardware and print cartridges globally in its fiscal year 2007 - an increase of approximately 50 percent over the previous year. HP also reused 65 million pounds of hardware, refurbishing it for resale or donation, which increased its annual reuse rate by 30 percent.

Started in 1987, the HP Planet Partners recycling program now operates in more than 50 countries, regions and territories. The program seeks to reduce the environmental impact of IT products, minimize waste going to landfills, and help customers conveniently and responsibly manage products at their end of life..."

"Xerox Corp (XRX) holdings reduced by Exxonmobil Investment Management Inc" Here


Speaking of Xerox

From a recent article from ENN,

"Xerox has signed on as a founding member of the Information Overload Research Group (IORG), which will focus on boosting workplace productivity by fighting information overload. Xerox joins Microsoft, Intel and IBM, which are also members of the group. IORG's mission is to build awareness of information overload, conduct research, help define best practices, contribute to the creation of solutions and resources, offer guidance and facilitation and help make the business case for fighting information overload."

Good to see somebody is fighting information overload...except, aren't these people pretty much responsible for all the information overload in the first place?

From Guam:

Auditor: Copier contract may be illegal.
School system says it's an ongoing contract, doesn't need bid-

"...In February, Island Business Systems and Supplies filed a procurement appeal against GPSS with the public auditor. The business estimated GPSS purchases $130,000 of Xerox-brand copier equipment per month..."

Is it me, or does 130k/month sound like alot?

Of course, the appeal comes 3 years into an agreement. This sounds and looks like sour grapes on the part of the losing vendor.

Tasty Toner...Yum Yum....

Printers and copiers around the globe will soon be changed for the better as they will begin to use soy-based toner That is according to The Ohio Soybean Council, Battelle and Advanced Image Resources.

In an article in the Ohio Farmer(here) this new technology is being commercialized by Advanced Image Resources, a Georgia-based company and will be available later this year. AIR will produce the soy-based resin that serves as the building block for the new toner, and sold under the trade names BioRez and Rezilution.

"With more than 400 million pounds of petroleum-derived toners and resins used annually in the U.S. to make 3 trillion copies in photocopiers and printers, there is a great market opportunity for soy-based toners and resins," says Tom Gandolfi, AIR President. "While other soy-based inks have been used in the printing industry for over 15 years, gaining a 30% market share, this new technology is the first of its kind in the laser printer and copier industry."

And from the AIR site:

Specific improvements achievable with bio-based soy toners include:

• High quality of copies and prints
• Easy and ready removal of toners from fused images in the recovery of secondary fiber in a paper de-inking mill
• Simpler and less capital intensive de-inking process
• Help in finding value-added uses for office waste paper and thus increase collection and recycle of waste paper
• Raw material for toner resin is based on renewable resource and thus minimizing reliance on scarce fossil source
• Total energy savings – in the manufacture of resin, de-inking process, less need for virgin cellulose fiber
• Reduction of carbon dioxide emissions
• A systems oriented solution that helps OEMs, secondary fiber mills that manufacture de-inked fibers from office waste, waste paper collection and process industry, and society at large by offering an environmentally friendly solution that has benign impact.

So it seems that this type of toner will allow for easier "de-inking" which is involved with recycling paper...interesting...

I wonder if this will do the same for Soy futures as Ethanol did for corn...

If you liked this little post, perhaps you would like some of these:

How Green Is My Money..."Will Going Green in Business printing go the way of OS/2?"

Paperless Offices, Killer Toner , Carbon Offset - "A World Without Sin"

Edgeline Success by being Green