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.
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.
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.
