Strut Your Solutions --Waldman
You've already negotiated the best price, but before you ink the deal on that brand new Indigo digital press, get them to throw in one of HP's new, compact, digital projectors. In fact, "what the heck," get them to throw in two—one for the road, use the other in-house.
I'm sure that after my good friend Emile Tabassi, sales manager for HP Indigo, reads this he is probably going to be dialing my number. I'm not sure if he is going to salute this as a great promotional idea or ask me why I'm trying to get him fired. After all, although he has been with Indigo for years, the HP situation is new. I'm also sure that you're trying to figure out if this is just a nice, premium incentive or if it really has something to do with printing.
Well, I have another life; I also write and consult about new technologies in presentations. Next, I'm going to tie the two together and explain why the explosion of new presentation technology is so important for you, the printer.
You have just installed a brand new system, expanding your capabilities and broadening your market potential. Now you need to tell the story. Guess what! "If you've got it, flaunt it" has never been easier and more exciting. You can become Steven Spielberg because the hardware and software are readily available and, hopefully, so is your imagination.
Digital video cameras and digital still cameras are very affordable and are a snap to use. In fact, probably you or someone in your organization already has this stuff. You do need your laptop—I'm sure you have one—and that data projector. There is a plethora of easy-to-use software out there and a variety of options as to how to put your show together.