Geyer's Office Dealer articles from July 1990

Geyer's Office Dealer archives from July 1990

Service: it's time to be what you say.
July 1, 1990... Service: It's Time To Be What You Say Service. We hear a lot about it these days. Customers expect it. Dealers profess it, commit to it, write it into mission statements. But do we deliver it? Not very well. Is it important? Only if you...

EBM profits by focusing on service and support.
July 1, 1990... EBM Profits By Focusing On Service and Support Recognizing the high profit potential of maintenance service early, EBM Systems has in 20 years grown from a basic office equipment dealer into an organization that exclusively designs,...

First-time buyers wary of advanced features. (facsimile machines)
July 1, 1990... First-Time Buyers Wary Of Advanced Features Trying to sell first-time facsimile buyers on advanced features can often confuse rather than enlighten them - and break what might have been a sure sale. Discussing polling, sequential...

How to sell power protection. (electric surge protectors for computers and office equipment)
July 1, 1990... How to Sell Power Protection Probably the single most important challenge facing office products and equipment dealers today is that there are no new customers. There are only current customers and someone else's customers. Therefore,...

NOMDA '90 projected to be largest show yet. (National Office Machine Dealers Association)
July 1, 1990... NOMDA '90 Projected To Be Largest Show Yet The National Office Machine Dealers Association's (NOMDA) annual convention and trade show is projected to set a record for the number of exhibitors and booths this year. NOMDA '90, the largest...

How to merchandise by product classification.
July 1, 1990... How to Merchandise By Product Classification Last month's column dealt with increasing profits through better inventory management. We spoke about the importance of establishing a defined stocking program to control inventory and increase...

Are computer dealers invading NOMDA turf? (National Office Machine Dealers Association)
July 1, 1990... Are Computer Dealers Invading NOMDA Turf? Our members sell solutions and systems, not random hardware," says John Venator, president of ABCD, the Microcomputer Industry Association, describing the difference between dealers in his group and...

Quill survey: dealer prices to decline 1.4 percent through October. (office products)
July 1, 1990... Quill Survey: Dealer Prices to Decline 1.4 Percent Through October Wholesale prices to dealers on office products will drop again about 1.4 percent in the six-month period through October 1990. These are the results of the 16th semiannual...