HELP!!!!!

Ok this isnt easy to admit but I have a very critical problem which given my experience should be easy for me to solve but I think Im too close to this to solve it.

I really need your help, so please comment your thoughts no matter what they are.

My background is that I have spent nearly 20 years in the Photocopier and Laser Printer Industrys

I have worked within Direct Business to Business sales for all this time working with customers of every possible size from the smallest with one copier right upto Multi National / Global Companies.

Im an extremely highly trained salesperson if there was an MBA in selling Id have it.

I have spent all this time showing companies how to save money and become more efficient in their use of Photocopiers and Laser Printers and Ink Jet Printers. I have then used these savings to justify them spending often very large sums of money on new equipment (Which I then got paid commission on)

When I first started using this approach some 10 years ago very few people in the Photocopier and IT world did this and it was easy to be different and make lots of sales.

The problem is that now everyone does this to the extent that HP are in the process of recruiting 2300 consultants in the states to make this spproach to their customer base.

So whats the difference and what am I trying to do?

Well if you where a company with a number of copying / printing devices where would you go to get advise on how to create a strategy to control and manage these devices?
This part of your business can actually account for between 1-3 % of your Revenues! SO its actually a large saving potentially.

Even more simply where can I go to get advise on whats the best solution for my business?

The answer to these 2 questions currently is that the only people you can go to are either

The very people selling you the hardware who offer to do it for free often!

There a a very small number of companies that provide this service but they all are either owned by a Hardware supplier or have business relationships / alliances with Hardware suppliers!!

There is noone that can give an impartial unbiased view.

Thats where Blackfish comes in

I wish to offer this expertise and not only that but due to the fact that I understand the industries involved I can guide organisations through this minefield to ensure they get the right solution for them and that large protions of the saving then should be enjoying arnt being used to pay for devices that actually arnt needed.

I even understand the pricing structures of all the japanese Copier companies!!

I can ensure they dont get tied into lease contracts that cripple them or handcuff them.

I can ensure that their SLAs (Service level agreements) with their service providers are meeting their requirements and tight enough to ensure they get the service they need.

Every single time I come up with something its just too long or it doesnt show clearly my USP.

Blackfish is Unique (Currently)
My problem is this.

I cant seem to find a way to put over to potential customers in a simple easy to understand way which differentiates me from the rest of the Industry.

Any help would be greatly appreciated.

I have sent my attempts to previous customers and every time they come back and say no that doesnt tell them whats unique about you.