cutthroat business?

[Anonymous]

I am considering a position with an office equipment to get some outside sales experience. I have been told that the reps in this industry are particularly cutthroat. Is this really the case. If so how are they cutthroat.

Also I have been told that management does not really appreciate thinking outside of the box very much. I was even told that if you get sales through not traditional channels you may not even get paid on them. Any truth to this?

[Anonymous]

I dont know about the cutthroat part, but I know someone who used to sell office equip and he told a story about the out of the box thinking part.

He sold a fax machine to a local office of a national chain. He got the idea to call the national HQ and try to sell them fax machines to all offices who needed them. He succeeded and sold around 50 machines at once. They tried to only pay him for the one machine.

Ultimately they did pay him for a small part of the other machines, but no where near for the whole sale.

[Anonymous]

I dont know about the cutthroat part, but I know someone who used to sell office equip and he told a story about the out of the box thinking part.

He sold a fax machine to a local office of a national chain. He got the idea to call the national HQ and try to sell them fax machines to all offices who needed them. He succeeded and sold around 50 machines at once. They tried to only pay him for the one machine.

Ultimately they did pay him for a small part of the other machines, but no where near for the whole sale.


Your friend may not have been paid because he was selling outside of his territory or business type.

[Anonymous]

Your friend may not have been paid because he was selling outside of his territory or business type.

Actually, he was told that the reason they weren't going to pay him the bonus, was that the company would have bought the machines and his extra work didn't help the situation.

It sounded like they simply didn't want to pay him.

[Anonymous]

I am considering a position with an office equipment to get some outside sales experience. I have been told that the reps in this industry are particularly cutthroat. Is this really the case. If so how are they cutthroat.

Also I have been told that management does not really appreciate thinking outside of the box very much. I was even told that if you get sales through not traditional channels you may not even get paid on them. Any truth to this?

If you work for the right company, office equipment sales is VERY good sales experience and can also be lucrative if you're good and you work hard. I worked for Konica Minolta Business Solutions in northern NJ for about a year and a half. My only advice would be to try and get a position with a manufacturer as opposed to a dealership. My experience with KMBS was great, but it was just time for me to do something different after a year and a half. If you don't mind cold-calling and you have a decent head on your shoulders than this type of sales is excellent experience. Good luck!

[Anonymous]

If you work for the right company, office equipment sales is VERY good sales experience and can also be lucrative if you're good and you work hard. I worked for Konica Minolta Business Solutions in northern NJ for about a year and a half. My only advice would be to try and get a position with a manufacturer as opposed to a dealership. My experience with KMBS was great, but it was just time for me to do something different after a year and a half. If you don't mind cold-calling and you have a decent head on your shoulders than this type of sales is excellent experience. Good luck!

I also want to add that in my particular experience, management almost encouraged thinking outside the box, i.e. get as creative as you can in order to get the sale. The industry is definetely cut-throat in terms of pricing; that's what it usually comes down to. Dealerships will usually have the best pricing, but manufacturers definetely have the best service. You have to sell value and the quality of your product.

[Anonymous]

Where are the boards for Office Product sales besides the Copiers?


Office Depot
Office Max
Staples/Corporate Express
Xerox
Konica Minolta
Cannon

[Anonymous]

Great experience for me. Was with a manufacturer for a year and the skills i learned is what landed me a great medical device job after bullshit pharma for a fewyears. The hiring manager at my device company was impressed with anyone who could sell copiers, why?

great training
great selling skills
ability to cold call
working for low pay, even the sales managers at my copier don't make what i do as a device rep.
Selling big ticket expensive items
Confidence gained

Go into with the mindset that the copier world is a burn and churn industry with no real reason to stay, but the experience you gain makes you look better on paper and does actually teach you great skills. That being said, if you get out and get into pharma, leave as soon as you can too, because wayyyyy too many device managers dislike you if you have been in pharma for too long.

[Anonymous]

I am considering a position with an office equipment to get some outside sales experience. I have been told that the reps in this industry are particularly cutthroat. Is this really the case. If so how are they cutthroat.

Also I have been told that management does not really appreciate thinking outside of the box very much. I was even told that if you get sales through not traditional channels you may not even get paid on them. Any truth to this?


I previously sold copiers(about one full year). It was excellent sales training and experience. The biggest thing is to put up some numbers for a couple reasons
1. You will get fired if you don't sell
2. Your resume will be great and you can move on to great things.

I know sell medical capital equipment and got it because of my copier equipment.

[Anonymous]

Great experience for me. Was with a manufacturer for a year and the skills i learned is what landed me a great medical device job after bullshit pharma for a fewyears. The hiring manager at my device company was impressed with anyone who could sell copiers, why?

great training
great selling skills
ability to cold call
working for low pay, even the sales managers at my copier don't make what i do as a device rep.
Selling big ticket expensive items
Confidence gained

Go into with the mindset that the copier world is a burn and churn industry with no real reason to stay, but the experience you gain makes you look better on paper and does actually teach you great skills. That being said, if you get out and get into pharma, leave as soon as you can too, because wayyyyy too many device managers dislike you if you have been in pharma for too long.

VERY true... all of it

[Anonymous]

I want to get into medical device sales and I know I need to have some solid b2b sales experience and that copier sales seems to be the path of choice. I have an opportunity to sell printers, copiers and document management software for a small independent company who carries HP, Konica-Minolta, Toshiba, and Kodak products. This will be my first real sales job after spending a year in pharmaceutical sales. There isn't a formal sales training program like those offered by IKON, Xerox, or Ricoh. Would device recruiters give me a shot at med sales with this kind of b2b background or do I need to be a direct rep? Also, for copier sales, what is common in terms of guarantee, base salary, % commission, bonus, car allowance, mileage, etc.? I know what the company is offering me but would like to know what others are getting. Thanks.

[Anonymous]

I want to get into medical device sales and I know I need to have some solid b2b sales experience and that copier sales seems to be the path of choice. I have an opportunity to sell printers, copiers and document management software for a small independent company who carries HP, Konica-Minolta, Toshiba, and Kodak products. This will be my first real sales job after spending a year in pharmaceutical sales. There isn't a formal sales training program like those offered by IKON, Xerox, or Ricoh. Would device recruiters give me a shot at med sales with this kind of b2b background or do I need to be a direct rep? Also, for copier sales, what is common in terms of guarantee, base salary, % commission, bonus, car allowance, mileage, etc.? I know what the company is offering me but would like to know what others are getting. Thanks.

My advice would be to take an associate job with a good medical device company. It is the best way to get into the industry and to learn the business. You will work as a sub rep and then get your own territory once you have proven yourself. Get on Medreps.com and you can find tons of job opportunities.

[Anonymous]

My advice would be to take an associate job with a good medical device company. It is the best way to get into the industry and to learn the business. You will work as a sub rep and then get your own territory once you have proven yourself. Get on Medreps.com and you can find tons of job opportunities.


A word of warning about the associate's position. You will have to sign a non-compete agreement when you take the job. The non-compete will say you cant work with competitors within so many miles of where you have worked with the hiring company.

If they decide not to hire you, the company will have you go around your region working with other reps first. Then when you are let go, you will not be able to get hired with a competitor. Just so you will know.

[Anonymous]

Unless you live in California where non-competes are not enforceable.

A word of warning about the associate's position. You will have to sign a non-compete agreement when you take the job. The non-compete will say you cant work with competitors within so many miles of where you have worked with the hiring company.

If they decide not to hire you, the company will have you go around your region working with other reps first. Then when you are let go, you will not be able to get hired with a competitor. Just so you will know.

[Anonymous]

True, but in today's world, there is an ample supply of tenured/experienced b2b sales reps who are willing to take a couple of steps backwards and work as an ASC for a few years for a chance at a full-line/territory. I've seen J&J post jobs for new grads but that's about it - do you know of any other medical device organizations that hire new grads without any sales experience?

My advice would be to take an associate job with a good medical device company. It is the best way to get into the industry and to learn the business. You will work as a sub rep and then get your own territory once you have proven yourself. Get on Medreps.com and you can find tons of job opportunities.

[Anonymous]

I want to get into medical device sales and I know I need to have some solid b2b sales experience and that copier sales seems to be the path of choice. I have an opportunity to sell printers, copiers and document management software for a small independent company who carries HP, Konica-Minolta, Toshiba, and Kodak products. This will be my first real sales job after spending a year in pharmaceutical sales. There isn't a formal sales training program like those offered by IKON, Xerox, or Ricoh. Would device recruiters give me a shot at med sales with this kind of b2b background or do I need to be a direct rep? Also, for copier sales, what is common in terms of guarantee, base salary, % commission, bonus, car allowance, mileage, etc.? I know what the company is offering me but would like to know what others are getting. Thanks.

the training isnt what device dms are looking for necessarily, it is the ability to increase sales selling a me too product in a competitive environment.

I worked for Lanier and their sales training was FANTASTIC. At that time they fly you out for a week, train you on all parts of the selling process then throw you out in the field. Their training was really good, lots of useful role-playing and negotiating techniques.

[Anonymous]

the training isnt what device dms are looking for necessarily, it is the ability to increase sales selling a me too product in a competitive environment.

I worked for Lanier and their sales training was FANTASTIC. At that time they fly you out for a week, train you on all parts of the selling process then throw you out in the field. Their training was really good, lots of useful role-playing and negotiating techniques.

Yeah, I heard the same about Lanier...one of the best sales training programs in the country.

[Anonymous]

Is Lanier still a company? I thought they were purchased by Ricoh? Does Ricoh still have the same training program as what was once at Lanier?

[Anonymous]

Yeah, I heard the same about Lanier...one of the best sales training programs in the country.

They may have a great training program but nothing beats Xerox's training (onsite) as well as on a resume (instant credibility)....if you can get with either a direct or dealer for 2-3 years you will have a great story to tell....just document everything

[Anonymous]

This will be my first real sales job after spending a year in pharmaceutical sales. There isn't a formal sales training program like those offered by IKON, Xerox, or Ricoh. Would device recruiters give me a shot at med sales with this kind of b2b background or do I need to be a direct rep? Also, for copier sales, what is common in terms of guarantee, base salary, % commission, bonus, car allowance, mileage, etc.? I know what the company is offering me but would like to know what others are getting. Thanks.


Good luck! From what I've read and what recruiters have told me, pharma sales isn't in the least bit like copier sales. You're actually going to have to sell something! Generally, it's not a nice experience for people that like/are used to pharma.

You could probably get a position in med sales without B2B experience and/or formal training from a Fortune 500 Company but that is a very slim chance for most people.

I don't know what's common but I've been with a large company for just over a year. I had no territory and was hired as a hunter - my base was 28K with a car allowance of $200/mo. I don't want to go into our commission structure because I'm sure it would be obvious where I work.
I made about $50K in my first year and apparently that's pretty good for someone with no sales experience and no named accounts. I expect to make more this year.
I put a LOT of mileage on my car.

I will leave you with a phrase my manager always says, "if doing what we do was easy, everyone would do it". I'd say just chin up and do it, stick with it and try to succeed if you want to transition into med sales.

[Anonymous]

VERY true... all of it

I completely agree. I was manufacturer direct for Toshiba from 1998 to 2002. Excellent experience, and a lot of your future big player jobs look at office equipment as a "proving grounds" for good reps. It is churn and burn, and there can be a lot of upset, but it is hard won and gained experience...gold plated experience.

I too went on to medical sales, and am now a vice president in my company. That "rep of the year" toshiba award paved the way.....

[Anonymous]

Pharma reps are order takers and that is why companies look for BtoB. I am in Surgical sales which is a step above Medical device sales. I started in BtoB, then went to Medical devices, and now I am where the money is Surgery/OR. When I talked to the recuiter I worked with he said that what we look for for BtoB sales is copier, Enterprise rent., Gallo Wine, Cintas, etc. I found a new webiste just for Surgical Sales and they do accept BtoB but not pharma., unless you have a mix of BtoB and pharma, it is www.surgreps.com you might want to check it out.

[Anonymous]

I would say the copier business is very cutthroat I have been working for a very successful independent dealer that sells both Konica Minolta and Ricoh for about 2 years. The thing about copiers is most people lease at least in my area for 5 years so within that term people get beat up by every rep from every company and there's only one chance to sell an account ever 3-5 years it gets very competitive. Its great training because you can't just rely on one company to get you sales over and over you are constantly out there looking for new business. For me it's been great sales experience but I'm ready to move into medical devices.

[Anonymous]

I know everyone wants to get into med device. I have heard that it is getting played out in some sectors though. Not as much money to be made as in the past.

Any other ideas where good sales people can make big dollars?

[Anonymous]

Software - Engineering, Computer Security, Medical, the list goes on...

I know everyone wants to get into med device. I have heard that it is getting played out in some sectors though. Not as much money to be made as in the past.

Any other ideas where good sales people can make big dollars?

[Anonymous]

I know everyone wants to get into med device. I have heard that it is getting played out in some sectors though. Not as much money to be made as in the past.

Any other ideas where good sales people can make big dollars?

I have not just heard it, its the truth. No trailing commisions is not worth my time and anyone willing to work that way is simply a complete whore. Spine, ortho,CRM, all will have territorties shrinking, price will win in 3-5 years versus relationship. When hospitals finally figure out how to manage the products/costs the tail will no longer be waggin the dog. Med device will be pharma in 5-10 years. Why kill yourself chasing the puck, see where its going. EMS data systems and technology related to medical records is where we should look. Stick with copiers for now, and do your homework first.

[Anonymous]

Perhaps hospital sales might be on the decline, but never understimate how much money there is selling to private practices. Also for disposables, I might agree with you. But I sell high tech high ticket items in the 50-100k range. The decision makers at hospitals are more interested in the features than the price as my competitors have about the same price within 10-20 percent and the features between us vary greatly. If you sell a me too product, you might be hosed but if you sell a market leader with great features, I don't have to discount too much to hospitals. Most of the time I go in at sticker price and get it.

As far as emr, I know most offices aren't looking to go there until Messiah Obama makes them, which is a few years away. Since EMR is so damn expensive, the sales cycle is very long. If you sell emr, go with one of the big ones like nextgen, epic, centricity, etc.

[Anonymous]

I also want to add that in my particular experience, management almost encouraged thinking outside the box, i.e. get as creative as you can in order to get the sale. The industry is definetely cut-throat in terms of pricing; that's what it usually comes down to. Dealerships will usually have the best pricing, but manufacturers definetely have the best service. You have to sell value and the quality of your product.

Are you an idiot??? Dealers will have higher prices and better service. Manufacturers have lower prices and poor service. Yes you have to sell the value/quality of your product but selling your service will win the deal.