Pioneering Xerox Sales Agent driven to succeed.

OVERVIEW:Bob Hamilton, Agency Owner of XMC, Inc., of Memphis,Tennessee, was one of thefirst Xerox Agents hired back in 1983.

“I had been in business formyself for seven years beforeXerox recruited me,” herecalls. Actually, Hamiltonreally didn’t need much persuasion. “After extensiveresearch on different opportunities, I went withXerox for the company’s reputation and the chance to work with a quality-drivenorganization with world-class brand-name recognition.”

Along with Xerox quality, Sales Agents also benefit by not having to carry product inventory, nor do they handle billing, collections and technical service. The Xerox Sales Agent Contract includesthese advantages, as well as Xerox-provided training, advertising and promotions, selling support,and Co-op and Market Development Funds.

OWNER PRACTICES:Hamilton says that in order to succeed, he has learned to outwork his competition and overdeliver on what he promises.

“No one is going to work harder or beat the value of Xerox to our customer base,” he says. “I firmly believe that the key to sales success is activity management. By that, I mean that we set big goals and my Reps are taught to win. They know they’ve got to meet those goals.”

Hamilton has weekly Monday morning sales meetings that start at 7:30 a.m. They do role playing and self-paced training tutorials provided by Xerox. They also talk about their successes from the past week.

These activities pay off for Hamilton’s Agency. He has grown from having one employee to managing 20 in three locations, which cover territories in Tennessee, Arkansas and Mississippi. Annual revenues now exceed $7 million.

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Xerox Support:

The biggest support that Hamilton has received is from Xerox management in the areas of marketing and product knowledge via Color and Production Specialists. These specialists bring extra depth to the sales process and help Sales Reps to sell more effectively.

“The support of Xerox has helped us succeed,” he says “It’s because of Xerox Color Specialists that we delivered 70 color devices in 2000. That far exceeded both our and Xerox’s expectations.”

Hamilton notes that although the state of business is changing, Xerox technology enables him to sell state-of-the-art equipment to keep up with that change. For instance, Xerox and Fuji Xerox were granted a total of 922 U.S. patents in 1999, ranking Xerox as one of the top 10 most innovative American companies.

“It’s no longer about selling little copier boxes,” he says. “Businesses need to understand that to compete and win, they must get into new technologies. Xerox has the products and know-how to help them do that.”

RESULTS:As one of Xerox’s most experienced Agency Owners, Hamilton exemplifies the positive impact of being able to deliver world-class quality with hometown care. He offers these thoughts to prospective new Agents:

“You never have to apologize for poor quality when you’re selling Xerox,” he says. “This is a company whose digital multifunction systems, network printers and personal inkjet products won more than 100 awards and recommendations worldwide in 2000.”

Hamilton also noted that Xerox provides a database detailing critical product and contact information about customers and non-customers.

“Success comes from superior product offerings and a great customer and prospect database, and Xerox has the best database,” he says. “I’ve been doing this for many years and if I’ve learned one thing, it’s that he who owns and works the database, owns the business.”

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