The Rise of the A4 Device and What it Means Interview With Rick Lambert

The Rise of the A4 Device and What it Means Interview With Rick Lambert

Discussion with Rick Lambert on the changing nature of the office equipment business and why A4 may make a significant impact on your business.

The rise of A4 

- Resistance from traditional A3 sellers

- How to sell A4 to WIN

We will discuss the reasons why it will continue to accelerate, how early adopters will benefit

SALES TRAINING

www.selltoWIN.com  

DIGITAL MARKETING

www.IN2communications.com 

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So, um, and then on my digital marketing side can, and, you know, we've, uh, we've a division great team that goes in and takes over the agents.

Uh, dealers, you name it website does websites, social media on a managed, uh, program for customers. So we're a sales and marketing. Uh, organization and I've got experts on my team. Put it that way. Yeah. Okay. So I just have to, I don't know if you've heard this definition of expert, but an ax is, uh, has been, you know, something from the past and a spurt would be a drip under pressure.

Well, I'll tell you there's an old saying it probably hasn't made it down to you yet, but they say, uh, those who can do, and those who can't teach, I don't know if you've heard that. So I got my backup on that one. It was just, uh, just before COVID, uh, one of our clients, I broadcast to them every month and I said, look, rather than this month, we talk about how to do it.

Why don't I just step on the ice and do it? And so I literally traveled for a full day in the field. With one of the top reps in the country. And, uh, he gave me his list of 30 accounts the night before, less than 24 hours. And we called it Canadians in cars, making cold calls, and we had GoPro cameras in the car.

It was all phone-based. Um, but it was just hilarious. How. Um, the conversation, the banter, and, uh, it turned out really, it was a great production. It was exclusive in this case to Xerox, but, you know, I'm hoping that based on my hit rate, um, you know, they showed, I still got a couple, uh, you know, games left in me anyway.

Well, you know, it's interesting because I first ran across you. You did a webinar for the BTA. On LinkedIn and how to do to LinkedIn, to when was the class you were teaching at the time. And I took that class and I, it really opened my eyes and helped me level up my game on LinkedIn because my profile wasn't very good.

And none of the things were the way they should've been. So I learned from you. So I followed you since then. I appreciate you being on today, but we're going to talk about something that's near and dear to both of our hearts. And that is a force. Uh, I have railed for, oh, most of a decade now about the fact that dealers continually over sell equipment.

And because I come from a service background, what a lot of dealers don't realize, and we did an analysis when a west McDonald and I were doing the, the, uh, flat rate, uh, challenge. And there was a case where in the same volume ban, it costs more than five times as much to have the eighty-three. In that volume man, as it did to have an a four device and the a four device was much less to acquire.

So from a TCO perspective, and from being able to sell a deal, make money in it and still meet the client's. Uh, you know, what their budget was. They could have made three or four times as much profit by going with the . So, you know, a couple of pieces there just as I unpack what you said, uh, west McDonald and you do a great job.