We now officially carry the Lexmark product

Things are always moving forward at Thermocopy. We have worked on getting the Lexmark brand for our product portfolio for several years and finally obtained their official blessing last week. It took longer than I thought it would as they have been very loyal to their distribution in Knoxville. The timing is good for this year though as we are winding down the initial Covenant equipment installations (over 500 machines) and will have a chance to catch our breath for a couple of weeks before we start training on the Lexmark product.

Lexmark is at the forefront of offering A4 multi-functional devices (print engines that print/copy on paper up to 8.5″ X 14″). Their devices will integrate perfectly into the product mix that we offer through our Printworks+ program (read more about Printworks+ at http://www.thermocopy.com/printworks_managed_print_services.htm). The A4 devices are offered with large touch screens, much like the Ricoh and Canon A3 devices.

We are now working on getting training set in Lexington for our service trainer and I have tentatively scheduled a sales training session for July 13th.

I will blog more about our journey with Lexmark as it progresses. In the mean time, if you would like to find out more about Lexmark and their products visit www.lexmark.com.

Have a great day.

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Interesting Metro Pulse articles

I just read the latest issue of the Metro Pulse, Knoxville’s own anti-establishment rag. I would be surprised to read anything other than their weekly “we are smarter and our ideas are/were better than anyone else’s” article in the News and Commentary section of the paper. This week the writer titled his column “The Attractive Destination” and pats himself? some people he says were called “troublemakers”? and others for how successful the down town area is and saving it from the top-down thinkers that presented and supported some big-time “destination attraction” ideas to make Knoxville a destination city.

In my world the process went exactly how it was supposed to. Ideas were presented, debated, positions taken, conclusions drawn, and a path taken. The “destination

Universe Knoxville Poster

 attraction” ideas were not accepted mainly due to funding deficiencies. But who is to say that the Universe Knoxville concept could not have co-existed with a real farmer’s market and a biscuit festival?  Who is to say that the people attending the Destination ImagiNation event would not have enjoyed a trip to Universe Knoxville? I can’t say that and I don’t believe the writer in all honesty could either. In fact, it seems to me that a world class children’s museum would be something that attendees of such an event would love to go see.  

But I am not writing this to disagree with the writer about the “fun place to be” that the Knoxville down town has become. It has evolved into a happening place.

I just don’t like the tone of the article. The writer could have made his point without the un-merited belittling of ideas and the “top-down” thinkers that dared to care enough about the city to put time and effort into the creation of those ideas.

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I am a fan of the book “Strengths Based Selling”

A number of posts ago I mentioned that Now, Discover Your Strengths is a great book.  This book, and its integrated internet based StrengthsFinder Profile, helps identify what your 5 dominant talents/strengths are and helps you figure out how they can be best translated into personal and career success.

Now authors Tony Rutigliano and Brian Brim have followed that book up with one titled, Strengths Based Selling. I read the book while I was on vacation. This book, as with the original, provides a key to take an assessment to identify your top five strengths.

They start the book with a chapter titled, “Two Myths About Sales”. Those myths are:

  1. Anyone can sell
  2. There’s one right way to sell

They then go on to explain why they are myths (I agree wholeheartedly with their explanations).

The next several chapters are used to explain more about the talents/strengths concept (the book also includes the “34” themes as related in the original book, so it is not necessary to buy the original book).

The authors then proceed to target the sales profession and in general terms discuss how to utilize one’s talents/strengths in the sales process. They illustrate what they call the strength equation. It is:

 Talent ( a natural way of thinking, feeling, or behaving) times

Investment (time spent practicing, developing your skills, and building your knowledge base) equals

Strength (the ability to consistently provide near-perfect performance) 

At the end of the book they include action items for each Talent/Strength theme that each individual can apply to their work in sales.

I have developed training sessions for my sales staff based on this book. We should complete the sessions by the end of the August. Through the next several months I will blog on the progress of the training and the thoughts of the staff.

Have a great weekend!

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Information for the Federal Reserve

It is interesting to see how the Federal Reserve accumulates its information to formulate forecasts about where the economy might be trending. It is not all statistics. A bank executive that sits on the regional board asked me to be one of the local business executives to provide responses to specific questions for their quarterly board meetings. As you will see below they are questions about recent developments and also what our plans as a business are for the near future. 

  • Recent surveys show a deceleration in the pace of increase in new orders.
    • Have you seen sales / orders slow or moderate?
    • Have you adjusted overall expectations for sales / orders for 2011 in the last month? 
  •  The Fed continues to watch inflation indicators very closely.  Core consumer prices have increased, but remain below the FOMC “target” of 2% on an annual basis.
    • Do you plan to increase your average selling price in the near future?
    • Do you plan to increase wages in the near future?
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