Horst-Rainer Kehmeier of PSG GAI GmbH, Hamburg, Germany, stopped by the Xerox stand at drupa to see what was new — and left with a new plan to help one of his clients better sell digital printing.

Horst, a concessionaire (sales agent), spoke with some of us at the Xerox exhibit about how he’d used the Xerox ProfitAccelerator Digital Readiness Assessment tool to assess the relative strengths of one of his Xerox DocuColor 5000 Digital Press clients, Hamann Kolling Gmbh. The result: they identified an opportunity to improve the firm’s digital sales skills.

Subsequently, Hamann Kolling agreed to have Kehmeier work with them to hire and train a new sales rep to focus on digital printing and marketing services. Eventually they selected a candidate who was a novice in printing, but who had a wealth of marketing experience. Horst says the strategy is paying off, and digital sales are growing.

Which brings us to what’s new in the Xerox booth: six of the core business development tools in the Xerox ProfitAccelerator Digital Business Resources have been translated into six languages, including German. Horst quickly recognized that one of the tools, the ProfitAcccelerator Digital Sales Management Kit, was a good resource for taking their business to the next level in digital print sales.

What’s new at the Xerox stand turned out to be what’s new in his client’s business development plan.

Susan L. Weiss
Manager
Worldwide Customer Business Development, Xerox Corporation