Expanding your Market Place

1
Expanding your Market Place

• AIMED
• 2.23.07 Daytona Beach
• Ronelle Ingram
• ronellei_at_msn.com www.ronelleingram.com

2
What are you Going to Sell????

• Be Realistic
• Be Creative

3
Expand Your Horizons

• Know your customer base
• Who are they?
• What do they do?
• What do they need?
• What can you provide?
• How are you going to find out?
• Rainbow or storm clouds?

4
Use Your Employees

• Sales Reps
• Service Techs
• Delivery
• Receptionist
• You
• Everybody
• (see scouting report)

5
Other Options

• Espresso Bar
• Airplane Charter
• Courier Service
• Car Detailing
• Wide format
• Delivery Service
• Childcare
• Public Printing
• Public Mail Boxes
• Answering Service
• Janitorial Service

• Storage Facility
• Sublet Office Space
• Nurses Exchange
• Auto Repair
• Bindery
• Plant Nursery
• Consignment Store
• Employment Agency
• Publish Newsletter
• Sell more Mailing

6
Think Long Term

• One time sale
• Aftermarket revenue
• Internet for realistic price points
• Dont believe everything you hear
• Talk to other buyers and sellers
• Realistic start-up cost
• Training, Advertising, Inventory
• STRESS

7
Once the Decision is Made

• New Compensation Program
• Big bonus first 3 months
• Must sell new items to make quota
• Full line in the demo room
• Weekly sales meetings
• FliersTechs, Front Desk, Mailers, Sales Reps and
  shipping stuffers

8
FREE Industry Periodicals

• ENX
• www.enxmag.com
• Locator
• www.asaypublishing.com
• Image Source
• www.imagesource.com

9
Traditional Extensions

• Fax
• Printers
• Laminating
• Coin Ops
• Binder Makers
• Scanners
• Laminators
• Duplicators
• Surplus Supplies
• Cleaning Products

• Training Center
• Tele Market outsource
• Recharging Center
• Service-Supply Broker
• Import - Export
• Shredders
• Storage Media
• Recycling Center
• Stationary Store
• Web Design / Hosting

10
What are others selling?

• Bulk Mailing
• Shredders
• Printers / Fax
• Supplies / Parts
• OEM
• NON-OEM
• Color Products
• Blind drop ship

• Power Protection
• MFPs
• Warranty Depot
• Software
• Enduser Training
• Wholesale/Service
• Copiers
• . . . Themselves

11
Authorized Dealer

• Contracts
• Quotas
• Paper work
• Higher prices
• Required training
• Buy-Sell agreements
• Trips, prizes, advertising co-op,
• Training, technical support, warranty

12
Sharp Channel Certified Reseller through a
Distributor

• Flexibility
• Agreements
• Lower prices
• Training
• Tech Support
• OEM Warranty
• Parts availability
• Leasing Options
• No Buy-Sell agreements
• Some trips, prizes, advertising co-op

13
If you are not COMMITTED,

• Dont even bother
• A few of anything never makes
• Employees see new products as irritants
• You must sell to the employees 1st
• Sales reps forced out of comfort zone
• It they dont sell, no one will buy
• Change is always a struggle