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DECEMBER 2013



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What Will The Dealer Of The Future Be Like?
by Gene Brett

We see three topics as future improvement initiatives dealers can take. (1) Operational responsiveness (2) Customer engagement with enhanced approach to marketing and sales (3) The ever important product /vendor choices. These are areas for dealers to refine.

It seems E. Thomas Brett has striven to be that Dealer of the future since 1969. Many of our core business principles such as meeting client application needs, training quality employees to handle the "moments of truth" and financial health thru profitable and reliable products will not change.

Responsiveness may mean a competitive advantage by responding to inbound leads in minutes or more quickly connecting the dots between buyer's problem and solution. Enhanced marketing approach should mean creating relevant and valuable content marketing to deliver information that makes the buyer more intelligent, by producing content and solution videos and managing a first class web site to attract prospects. Product choices in the future may be virtually anything (even if it does not touch a sheet of paper).

We see the Dealer of the future as an organization ready and able to accept big changes in pursuit of profit more quickly than in the past. Dealers focused on valued technical support will continue as life blood to the equipment channel attracting the best opportunities.

Gene Brett, E. Thomas Brett Business Machines, Inc., 440 Horsham Road, Horsham, PA 19044, Ph: 215-674-4114, Genebrett@aol.com, www.etbrett.com.

E. Thomas Brett is a regional equipment, supply, service and support dealer serving PA, NJ, DE, MD. We sell and support graphic/offset, digital print, print finishing, mailroom, office, screen, wide format, packaging, and furniture systems.



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