How to Start a Small Copier Business

If you have a love affair with toner and paper, then a small copier business may be something to consider. This is a tough business with some big-name competitors, so you want to be sure that you have an airtight business plan before you turn on the open sign.

Difficulty:

Moderate

Instructions

Things You'll Need

• Business plan
• Copier Certifications
• Good Credit (for you or the business)
• A pretty decent amount of working capital
• Superior sales skills

1. Find your target market. When you decide to focus on a small copier business, the best thing to do is start out in one area before expanding into others. There are a couple of ways to do this. Find a niche and focus on a particular industry. For example, the kind of copiers used in a printing company are going to be a different than the ones used by a law firm. You can also focus on one aspect of the business such as copier sales, toner sales, or service. In this scenario you can focus on a particular segment of the market and not tie yourself to any particular industry. As you expand, you can add service or toner sales. However, many companies today are interested in one-stop shopping and if you only sell toner, they might take their business to someone who can do it all.

2. Pick a brand and become an Authorized Reseller and/or Technician. Most big brands will only allow you to sell their brand of copiers. However, in the service and toner arenas you have a little more flexibility. You may choose not to go this route, but being able to use a brand-name logo like HP or Xerox will create more trust in your company. You will have to adhere to their standards, but you also will receive better support.

3. Get all the certifications you can. Become a certified operator and technician on every model possible within the brand you choose. While this can be expensive, it will draw more customers to you and you will get free advertising and support through the copier manufacturer. While a being a certified operator isn't necessary, you could also be a "freelance copy operator" for customers in a bind who have too much copying and not enough employees or time to get it done.

4. Acquire the necessary business licenses and permits. You will need to get a resale license if you are planning on selling any products. Check with your state to make sure you do not need any additional permits for the chemicals you may have to carry or professional licenses. Create a fictitious name and register it if you like, and decide on what type of business you will have. An S-corp or corporation might be your best best if you plan on hiring employees.

5. Assemble your team and business plan. It is very hard to do this as a one-person operation. Because of the amount of competition involved, hire at least 2 sales people. It might not be a bad idea to have a professional write your business plan and do some market research.

Tips & Warnings

• * Do not expect to get rich overnight. Copier businesses can have an extremely high start-up cost and may take several months before any sales even happen

• * Do as much research as possible. Call your competition and get quotes. Talk to friends and find out what they are paying.

• * Stick with your original plan. If you plan on doing service only, stick with it. Focus your sales on companies who already have copiers and find out when their service plans expire.

• * Be agressive. Most businesses are more worried about their bottom line than how many toner cartridges are sitting in the supply cabinet.

• *Don't give up! Experts say it takes seven nos for a prospect to turn into a customer. Keep in touch with your prospects, no matter how disinterested they seem.

• * Be careful about pricing wars. Know what your competition is charging so when a customer tries to lowball you by saying they got a lower quote, you know if they're telling the truth or not.

• * Don't forget about your customer once you sell them a long-term contract and/or expensive piece of equipment. Keep in touch through email, mail or phone, but back off if they ask.