Jeff Green

Founder of BeInstrumental + Daily Fantasy Cricket + Swivt Labs

Eleven Reasons Why Copiers Dealers Are Losing Their Top Performers

Here we go!

–The solution to revenues being down isn’t to improve our ability to compete, skills or develop a unique value proposition or approach.  They hire more reps.

–We took so many different runs at Managed Services with the wrong approach that when we found the right one we didn’t go all-in & only gave it 9 months before getting out of it.

–Despite declining placements & volumes & a more competitive market (at times we discount service & hardware by 20-30% off our published pricing) due to direct ops and dealers from outside our territory opening branch offices here, we refuse to adjust our model in order to compete.  I won $300k in new business in 2015 but lost the same in existing accounts and twice as much in other new accounts.

–I’m sick of changing comp plans every year because I found a way to blow out the model & made more than the model says I should.

–I’m tired of wondering how I’m going to get paid & trying to figure out how to make deals book at the right time in order to hit the right gates.

–It took 10 months of evaluating Print Audit before joining Premier (I recommended it 4 years ago), & now we’re over-pricing it based on what other dealers in SDG are find.

–The last original idea our owner had was starting the business. They just do what the industry consultants says that should.

–I’m tired of being every other rep & manager’s info source since the dealership provides no training other that web & the free crap we get from Ricoh, & they take no initiative.

–Last year I was miserable reporting to an old school sales manager, so our VP has me reporting to him which I’m fine with, but his goal isn’t what he initially told me (to test my ideas & see if we can build something unique) but rather to take my hardware production from $900k to $1.6mm in the next few years.  That was the nail in the coffin.  I’m done trying to make a living selling people stuff they no longer need, because we focus everything on hardware and little training (and no process) for software.

–I’m tired of spending weeks on a single proposal because we don’t have tools we need to expedite that process.

-I’m tired of so much talking with no actual action & the culture of over-promising & under-delivering.  Look at the quotes from management in the TWII website articles (Biggest Challenges& Biggest Wins) the past few weeks, & you’ll immediately see how full of hot air that are.

Why Can’t We Change?

I’ve received many emails similar to this one over the years,   and all of those extremely talented reps were quota busters at their place of employment.  Great reps, great talent,  lost to another Industry because some dealers are either afraid or reluctant to change their culture.

Our industry can’t continue to lose these types of top performers, because of the inefficiencies of their employers.

Keep in mind, there are a lot of Dealers in our Industry that have excellent cultures & programs for their sales people. 

But, I believe there are just as many Dealers that are still wallowing with a culture that does not allow sales people to expand their knowledge to truly help the customer with a business problem.  Continues to plays “hide the cheese” with internal pricing programs that are revealed after the sale.   Still embraces the eighties and nineties thought process for prospecting and box dumping.  In addition for most there is no career path for advancement.

It’s my hope, that by posting this excerpt from the email that we can all learn and improve our business cultures where needed.

-=Good Selling=-

Jeff’s Top 5 Ways to Prevent Identity Theft

There is no worse feeling than waking up to check your credit card statement online and finding out that your card has been maxed out by fraudulent charges in another country – or in your own town, for that matter.  So many things begin to race through your mind:  what do I do now?  Who do I call?  What other information does this thief have?  Am I safe?  Could I have prevented this?

Identity theft is no joke.  As I write this, the IRS announced that there has been over $25 BILLION in fraudulent social security claims over the last couple of years.  That number is STAGGERING.   It most certainly can happen to you – but you can prevent it.

Being an expert in the data protection industry, I am often asked my people how to prevent identity theft.  I’m going to share a few of my favorites:

  1. Check your credit report regularly at com

I also recommend the website, CreditKarma.com, which aggregates all of your account information and monitors any suspicious activity – all for free!

  1. Enroll in purchase notification with your credit card company

This free feature has been a life-saver for me.  You set a minimum limit that, if reached during a transaction, your credit card company will notify you – by phone, text or email – and you have to give the approval.  Most credit card companies offer this.

  1. Shred everything

And not just only your really sensitive stuff.  I’ve begun to shred all of my junk mail (think about all those credit card offers that someone could pilfer) and old magazines, which contain a surprising amount of personally identifiable information.

  1. Install a home firewall

Or, at a minimum, password protect your home internet network.  You’d never believe how many potential identity thieves drive around neighborhoods looking to tap into an unsecured network.

  1. Destroy old computer hard drives and other electronic data

With technology as inexpensive as it is, the general public is constantly upgrading to the latest and greatest hardware – be it laptop, desktop (what is that) iPhone or iPad.  All of these contain your sensitive information.  Instead of throwing them in the garbage, or selling them (to identity thieves!) on Craigslist or eBay, consider taking out the hard drive and destroying it.  While it sounds nice to get twenty-five bucks for your old cell phone – just think of the damage an identity thief could do with all of your sensitive information.  At a minimum, restore your phone to the factory settings.

 

Jeff Green is the Sales and Marketing Manager at Allshred Services a paper shredding company in Toledo, Ohio, whose focus is on the prevention of corporate espionage and identity theft protection.  If you’d like more information on these topics, you would like to schedule a paper shredding job – or, if you’d just like to shoot the breeze about anything at all, please send him a note at jgreen@allshredservices.com.

I Make Paper Shredding Sexy, Too

This is a reprint of an article I wrote in my original blog.  I lost my blog when I migrated my site from Weebly to WordPress hosted at GoDaddy.  After spending a couple of years as the Business Development and Marketing Director at a large automotive supplier, I still missed the fun of the Paper Shredding Industry.  I have since joined on as the Sales Director at Allshred Services, a document destruction company based in Maumee, Ohio.

I am truly excited to be back in this great industry.

JG


 

As many of you may know, my day job lists me as the Sales Manager at AccuShred – a regional information destruction (aka Paper Shredding and Computer Recycling) firm – based in Toledo, Ohio.  I’ve been with the company since May of 2008, and I’ve learned a tremendous amount about selling in a B2B environment and operating a serviced-based business.

Recently, I saw a posting on LinkedIn for an interesting position at a management consulting firm.  Based on the description of the position, I wasn’t too sure what the firm was looking for, but being naturally curious, and always willing to create new opportunities, I shot the HR Manager (with whom I’m connected) a message.  She responded immediately and suggested I call her the next day to discuss.

I made the call, and after some small talk, I asked her to explain why the position had still been unfilled after six months.  I was told that they are looking for a person with specific experience, and I recognized that the person was not me.  No problem, I always believe in giving before receiving, and asked her where the ideal candidate is currently working.

“Someone from a ‘Sexy Industry, for a sexy company.’

“Oh, you mean a place like Team Detroit?”

“No, I mean a place like BBDO or Leo Burnett.”  (Interesting, since my long-term career goal out of Michigan State was to ultimately become the Creative Director at Leo Burnett.  “And I can tell you that the person is not living here in Toledo.”

“So you’re telling me that being in the Document Destruction industry in Toledo is not sexy?”

“Exactly.  In fact, I was going to tell you not even to bother writing a cover letter, after I reviewed your LinkedIn profile.”

I’m thinking to myself, “Wow!  This person is close-minded!” and I was really taken aback – but I went a different direction and started listing off my accomplishments within the industry (Shred Cancer, NAID Public Speaking engagements, social media, online focus groups) and beyond (BeInstrumental), basically explaining to her that sexiness is not necessarily within an industry, it’s within the individual.

She has tagged my profile and is keeping my number on file.

So I pose these questions to you:  What makes an industry sexy?  Is yours?  Is your company?  If not, what are you doing to make it so?

Not matter where you are – “sexy” industry or a blue-collar job – keep improving.  Challenge yourself.  Be proud of what you do, but alwaus aim to change the status quo.  Your future depends on it.