By Matthew Parker for Xerox – Let’s face it, there is extremely fierce competition in the production colour workspace. And we have to admit that the standards of some of the competition are quite high. These days, winning a sale can be hard work.
Traditionally, press sales were focused on the machines themselves. I’m sure many of you have heard of the term “box shifters” to describe the production press sellers who were only interested in the number of units they could sell.
The sales landscape has now changed. The only way box shifters will win a sale is on the lowest price. Even then, they are unlikely to win repeat sales because customers expect high levels of after-sales service these days.