(In this ongoing series, The Cannata Report’s Editor-in-Chief Scott Cullen checks in with a different dealer each week to find out what’s going on at their dealership, what’s hot, what’s not, and whatever else is on their mind.)
In this installment of “Dealer Check-in,” we touch base with Tony Nami, president, Prior & Nami Business Systems, Hamilton, NJ. The dealership sells Konica Minolta, Sharp, and Canon office technology. The dealership also offers managed services and shredders. Here’s Tony’s check-in.
CR: How was business in January?
Nami: We had a good month. We sold a large shredder that gave us a big boost. We had some multiple machine orders and a lot of contract renewals. The Windows 10 upgrade was also a big boost to sales in December and January.
CR: What’s the best decision you ever made?
Nami: Buying the business. I wouldn’t be content working for someone. I had the opportunity to work for a manufacturer a couple of times, but being close to my family was more important than what I would have made as a manufacturer’s rep. I saw how much they travel, and I just love being with my family—my wife and the kids, and now the grandkids. Even though the business takes up a lot of time, it’s kept me close to home, and I’m home every night.
CR: What’s happening in the industry that has you concerned?
Nami: Acquisitions are always a concern. Eroding margins on print clicks is a concern. The difficulty finding good service technicians that are still break-fix guys who can look at copiers and figure them out is a concern because a lot of the workforce now are kids who want to fix computers. They don’t have that same skill set as the older guys.
CR: What goals have you set for the coming year that you’d be disappointed if you don’t hit?
Nami: Coming out of the gate, I want to get more sales production out of everybody [including our service techs]. Even though I’m the only [full-time] salesperson, I’m giving our service techs an opportunity to boost their income by making a concerted effort to inform customers about the things we do that they may not know about.
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