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Testing Positive for Better Service and Cash Flow

 

The Mercy Clinical Laboratory implemented DocuWare in order to better manage lab orders. The results are all positive. The Lab reduced the time-to-bill by one day increasing its billing capacity by $210,000 per day. These new efficiencies reduced the backlog of lab orders to bill by half and gave the staff the ability to answer questions about an order instantaneously. Digital information is now shared with other departments to improve patient care and the Lab’s bottom line.

Mercy Clinical Laboratory is part of Mercy Medical Center-Des Moines which was founded by the Sisters of Mercy in 1893. Today Mercy has expanded to operate four nonprofit Catholic hospital campuses, with a total of 875 beds, along with more than 20 additional facilities that house more than 50 primary care, pediatric, internal medicine and specialty clinics. Mercy Medical Center – Des Moines is a member of Mercy Health Network and is a part of Catholic Health Initiatives (CHI), a national nonprofit health organization with headquarters in Englewood, Colo.  The faith-based system operates in 18 states and includes 103 hospitals and multiple other facilities and services.

Mercy Clinical Laboratory provides services for 17 hospitals, as well as more than 300 other facilities, and processes samples from about 1,800 patients a day. With most patients having 3-5 lab tests done at once, the Lab processes more than 5,000 samples a day. The volume of tests the laboratory performs brings in a large piece of the hospital’s revenue, close to $30 million annually. Naturally, optimizing the Lab’s business processes was a high priority.

Requirements

The Lab needed to speed up the processing time from when a specimen is received to the time it is billed.  During the period the Lab was looking for a new system, it had $7-8 million in lab work waiting to be billed. The goal: automate processes and reduce the time-to-bill, make information easy to find and simplify the way it is shared with the patient access team, the medical coding team and the billing team. Initially the staff would staple documents together, hand write the account number and manually alphabetize the lab reports for each day. Once all the documents were in order, the staples were removed so the documents could be scanned. However, the resulting file was unsearchable and required the staff to page through the entire day’s record, often more than 5,000 pages long, to find what they needed. The paper documents were then re-stapled and sent to the billing department for further processing and filing.

Solution

After evaluating several options, the Lab decided to implement DocuWare. Today, specimens and lab orders are scanned in real time using barcoded labels to index the documents by accession number, a number unique to testing performed that day per patient. The Lab utilizes third-party software Kofax to scan, index and run a Quality Assurance check on the documents, before moving them into DocuWare for access and storage. DocuWare is seamlessly integrated with Cerner, Mercy’s electronic medical record and lab software. When an employee opens a patient record in Cerner, they simply click the integrated DocuWare button and all the documents such as lab records and test results pertaining to that patient are displayed.

“Our colleagues’ love the way they can find the information they need with the touch of one button, versus paging through a 5,000 page file,” said Mona Dinnauer, Outreach Lab Manager for Mercy.

The system for managing lab orders worked so well that it was expanded to manage future or standing lab orders which are initially indexed by medical record number, a number unique for each patient and later tied to the accession number.

“Having easy access to the original order improves the quality of the lab tests and eliminates confusion. We can now instantly answer a nurse or doctor’s questions, improving patient care. This is one of the biggest benefits of our new system,” said Dinnauer.

Benefits

Mercy chose to implement DocuWare Cloud because of its high functionality, around the clock support and scalable setup. Implementing DocuWare Cloud also allowed the Lab to easily share information with offsite coding staff using an internet connection and login credentials to access and share information with the staff in Des Moines.

“DocuWare Cloud was easy to implement and a breeze to get up and running. Part of the reason we choose the cloud system was because updates are automatic and software support is readily available,” said Dinnauer.

To ease the transition, the Lab operated with both the digital and paper systems simultaneously for a few weeks. However, the staff embraced the new system after only a few hands-on training sessions. Eliminating paper-based clerical duties freed the staff to answer more phone calls and provide better customer service to the hospitals, clinics, and other clients they serve.

The business impact of the DocuWare implementation is readily apparent in the Lab’s improved cash flow, which is a result of increasing its billing capacity by $210,000 per day and reducing its time-to-bill by one day.  These new efficiencies have allowed the Lab to cut its $7-8 million backlog in billable testing in half and to continue to reduce the accumulation. Digitizing information and making it easily available from anywhere has improved patient care and customer service.   

Not only was the Lab able to improve its billing processes, it also gained a centralized document storage system and eliminated the manual handling of documents, which decreased errors and improved HIPAA compliance. Today, lab records can be shared with Mercy’s IT system and ensure they are part of a patient’s chart. Mercy’s Revenue-Cycle team can also access the information and work to improve collection of patient service revenue and actively manage the patient account from creation to payment.

Conclusion

Dinnauer summed it up by saying, “We have improved our time-to-bill rates, our cash flow and our customer service. Implementing electronic document management was definitely the right choice for Mercy Clinical Laboratory, a service of Mercy Medical Center-Des Moines.”

------------------------------------Bulleted Lists-----------------

The Tasks

·         Reduce the time-to-bill

·         Improve lab order accessibility and easily share information

·         Eliminate inefficient, labor-intensive paper processes

·         Advance patient care to a higher level

The Benefits

·         Reduced the time-to-bill by one day

·         Easily share information with offsite colleagues and other departments

  • Maintenance free solution was easy to implement and support
  • New efficiencies increased billing capacity by $210,000 a day and cut backlog of time-to-bill in half

Applied Modules

  • AutoIndex
  • Smart Connect


Mercy Medical Center-Des Moines Laboratory

Industry: Healthcare

Location: Des Moines, Iowa, USA

Application: Customer Service, Electronic Workflow, Order Processing, Patient Records

Document Types: lab orders, test results

Pull Quote

“DocuWare Cloud was easy to implement and a breeze to get up and running. Part of the reason we choose the cloud system was because updates are automatic and software support is readily available.”

 

Mona Dinnauer

Outreach Lab Manager

Mercy Medical Center Laboratory

 

Information for Digipub

ADP Number

 

Information for Website

Industry: Healthcare

Department: Medical Records

Application: Customer Service, Electronic Workflow, Order Processing, Patient Records

Add-on Module: AutoIndex, Smart Connect

This Week in the Copier Industry 10 Years Ago (Third Week of February 2007)

Fotor080920328Wow! One of my favorite peeps in the industry is celebrating his tenth anniversary with Print Audit.  I've had the opportunity to meet and chat with John Hewitt in many occasions. He is one of those "go to people" with a wealth of knowledge in the imaging industry.   Congrats John!  Hope to see you soon somewhere.

Rochester's Xerox, Kodak may be headed for turf war

nemesis in traditional film, to put high-quality Xerox printers into retailers' photo minilabs. The devices will let consumers create calendars, greeting cards and photo books at store kiosks rather than going online to Web sites like KodakGallery.com. The enhanced machines may also lure some retailers from using Kodak-made photo kiosks _ one of the company's most successful businesses. Xerox and Kodak are already competing to sell color digital presses to commercial printers, a market that Xerox
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Xerox Adds Model 495 To High Volume

applications. • Offers an easy auto-loading and auto-registration/alignment system for quick or frequent stock changes for shorter run lengths. • Operates simply and efficiently with a built-in Xerox print controller and color touch-screen graphical user interface. Availability and Pricing The Xerox 495 Continuous Feed Duplex Printer is immediately available in North America, Europe and developing markets through Xerox sales representatives at a list price of U.S. $425,000.
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IKON Adds 65-Page Per Minute Color System

launched IKON CPP® 650 in a line of 65-page per minute color systems developed with Konica Minolta. Big Capacity, Small Footprint The EFI Fiery®-driven system combines powerful printing and finishing capabilities within a cost-effective, space-saving footprint, making it an ideal solution for the office environment, and builds on the success of the IKON BusinessPro™ 500c, a 50-page per minute color system designed for the office environment. "The IKON BusinessPro 650 continues our commitment to
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Sales Reps and Techs. needed in New Orleans

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looking to grow our business back to pre-Katrina levels. Come down and help us rebuild. i am looking for an experienced Sales Rep and a tech. experienced with Ricoh equipment
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Ricoh Corp Relocates New York City Technology Portal

showroom has been responsible for hosting more than 90 customer events per month. Ricoh has also opened Technology Portals in Chicago, San Francisco and Toronto, Canada as well as satellite locations in its direct sales facilities throughout the United States. Information about Ricoh's complete range of products and services can be accessed on the World Wide Web at www.ricoh-usa.com .
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Re: sr4000 info

you should be able to get detailed info from the sales intro booklet that ricoh provides, I will see if I can upload for you when I get back in town!
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Re: Video Demos

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We are a Standard Business Machines dealer and I'm sure I have a demo on CD of their version of the Ricoh model equivalent though not recent one. Would this be helpful?
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Re: Art Post...contributor to BERTL's ITChat

Hey Jim: Actually, I uploaded the IT Chat document in the BERTL forum this morning. Thank you for your kind words on the article, however I'll have to keep selling copiers to bring home the Bacon! No ITEX for me, I'm off to Myrtle Beach this weekend (my son's College Baseball team), was in Petersburg, Va a few days ago, and then I'm off to Fort Pierce, FL for ten days the first weeks of March (more college baseball). I'm going to try to make ITEX next year, hopefully MLB will draft my guy this
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Fair Comission Plans

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I would like to know what is a fair commission plan for someone who brings in $300K of GP from sales cost. Please give me salary, commish % and what you think the rep should make that year.
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Print Audit Hires New Territory Manager and Channel Manager

Business Development for Omtool, Ltd. There he was responsible for managing partnerships with multiple business equipment manufacturers and facilities management companies throughout North America. For several years before that, John was a Director of Channel Sales with Equitrac Corporation. At Print Audit, Mr. Hewitt will be responsible for managing and developing strategic partnerships and new relationships with office equipment manufacturers on a global-level. "Print Audit's products and support

Copier Reps: 3 Alternatives To Avoid Getting Beat Up On Price

This product sucks! No one is buying now! Our competitor has a lock on the business! It is our service department's fault! Our pricing is way out of whack!

The more copier reps and their managers can be honest with themselves about what went wrong in a sales opportunity, the easier it will be to correct mistakes and limit the number of lost sales in the future.

A commodity mindset has developed with buyers inside the copier channel because copier reps, sales managers and dealer principals have done a great job of position themselves as what they are, a copier company.

The Copier Sales Rep Test...

If it looks like a copier sales rep, acts like a copier sales rep, and speaks like a copier sales rep, then it probably is a copier sales rep.  

Let's get this out on the business table, most prospects really don't care about your company or your product; but what they do care about is can you help solve their problems and bring measurable value to their business.

Unfortunately, too many copier reps start off conversations by talking about themselves – how great their dealership is, how long they have been in the industry, their product and their features. Haven't you figured out this isn't working and you are being tuned out?

Do you all know why you get beat up on price? Plain and simple... It is your fault!

Copier reps all across the world, I encourage you to start thinking about offering real value to customers by solving pressing business problems in every conversation.

WHY PRICE BECOMES THE FOCUS

Does price become the issue because there has been no validation by copier reps?

Price may become a focus as a result of...

  • Your clients and prospects aren't aware of the true cost and scope of the problems they're trying to solve.
  • Your clients and prospects have too much information and not enough time to understand it. You can thank Google searches and the internet!
  • Your clients and prospects focus on price as this is easier than examining cost structures which may distract them from their business.

Differentiating by price seems the easiest way for them to choose when their belief is all of the hardware you sell delivers the same outcome, a sheet of paper.

Here's the flipside. Even though many of the products you sell look alike, the outcomes your buyers can gain from them can be wholly different based on their unique circumstances, the expertise of your dealership but most importantly your level of expertise.

3 ALTERNATIVES TO AVOID GETTING BEAT UP ON PRICE

Adding value as a copier rep is an important tactic which MUST be integrated into your sales repertoire to acquire and retain your clients, increase your brand awareness and to differentiate yourself in the marketplace.

Watch this video by Peter Gabriel and think of not being hit by the price sledgehammer.

Here are three ways to create added value which can be easily implemented into your business plan.

ALWAYS CONSIDER YOUR CLIENTS AND PROSPECTS PERSPECTIVE

The art of creating added value starts with the ability to see your business through the eyes of your clients and prospects.

Consider what’s important to them and how your product or service will benefit them. What problem does it solve, how will it help them overcome obstacles and do their jobs better? Shift your focus to providing educational content, examples and stories of how you helped others. Start focusing on your customers’ needs and start helping!

This means conduct a thorough analysis of their buying behaviors which can lend insight into what is most important to them. This "ONE THING THAT MATTERS" may likely driven by your customers’ own customers. It is vital to keep those customers in mind when conducting your analysis.

Knowing your customers is better than knowing your product

ADOPT A CLIENT AND PROSPECT CENTRIC MINDSET

“Successful sales professionals not only understand their specific market sector and business critical issues but also help their clients visualize how they can solve their issues by using their products and services,” Harrington Starr, a London based company.

Think conversations. Think like them. Make the call (wholly **** I have to use the phone), speak to prospects and clients, arrange meetings over coffee to discuss their business challenges; key mission-critical needs or upcoming project objectives as this will pay dividends in developing meaningful client and prospect relations all leading to closing sales.

Hello copier reps - the art of the conversation is not dead!

Copier manufacturers and your dealership have been providing you as sales reps with printed media, all types of collateral and sales tools to the point of brain overload resulting in the loss of sales focus. There is more sales and marketing material available on sales portals, corporate web and intranet sites than you as sales reps can handle. This material is vital in your dealership branding, marketing and communications as you share the company story, however; do you really think your clients and prospects give a darn?

Think like them, act like them and converse with them!

BUILD NEW BUSINESS RELATIONSHIPS INSIDE YOUR CLIENT BASE

The key sales growth for copier reps is to actively prospect for new business relationships rather than limiting efforts to a possibly dwindling client relationship base.

How well do you know your current clients? How often are you asking them for your help to grow your business?

Leveraging and strengthening relationships inside an existing customer base is important but it’s all too easy to become complacent and keep calling on the same people inside the account.

Sometimes the relationship may run its course. Hopefully it doesn't but in today’s ever-changing business climate, a salesperson’s "timing" might be off especially when it comes to the importance of building new relationships inside their current accounts.

A once-promising client may now be in dire straits, possibly due to an acquisition or downsizing. Successful copier reps are always looking to develop new business relationships, not waiting until their current well of relationships runs dry.

I find this crazy....

You bust your ass for your clients then why on earth would you not ask them to help you grow your business?  

Leverage current clients and ask for help! Wouldn't you agree a warm lead is better than cold lead? Referrals from happy clients are about as warm as it gets, correct? In fact, a Dale Carnegie study found that 91 percent of customers would be willing to give referrals if they were asked. Unfortunately, only 11 percent of sales reps actually do ask.

I guarantee you this a warm lead from someone who knows, likes and trusts you will lead to a more profitable, non-price driven business relationship.

REMOVE BEING BEAT UP BY PRICE

The point of this blog is to get your clients and prospects to focus on all the economic costs they're not seeing. This means you need to shine a strobe light on your expertise and the successes your clients have achieved.

I encourage copier reps get out in front of this issue with educational content as this helps your prospects understand the issues, side-effects, underlying costs and value of your expertise. I bet your sales cycles will shorten and you will have less obstacles to overcome.

When you become the first to help them simplify and understand the true issues they're dealing with, you then become the anchor, the subject matter expert, setting a really high bar your competitors must surpass.

Isn't this exactly what you want to be known for - being considered the ultimate measuring stick against which all others must measure up?

You can't expect a different outcome if you continue to use the same unsuccessful processes.

I understand where you all are coming from. I have walked a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

"Larry takes the time to get to know the individuals he's working with! He presents in a way that is unique, fun, interactive, and hits you square between the eyes. It's his simplified instructions that bring so much to the table for any sales team! His advice and guidance is something that would bring value to any sales person that wants to be a cut above their competition. I would highly recommend him for any training or social business planning!"

Lindsey Kamstra, A&B Business Solutions

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

You can find more blog posts inside the Social Sales Academy website.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

 

Four Common Mistakes Rookie Copier Sales Rep Make

2017-02-11_23-51-40Thirty seven years of copier sales has been a blessing.  In those years, I've seen it all, and just when I think I can't learn anything new about copiers or sales is when I'm proven wrong.  You can never stop increasing your knowledge of the industry nor your selling skills.

1) Resting on Your Laurels:  Fantastic, you've made your annual quota, you're also in route to your first Presidents Club Trip.  Golly, you did all of this in your first year!  You're thinking this is pretty easy right?  Now you're thinking that you can kick back a bit and you be more the like the veteran sales people in the office.

Just a minute their rookie.  I hate to tell you this but your first year may have been a fluke.  Seems you were fed many leads, had a low quota and you had the help from many of the veteran sales people in the office. 

Let me tell you, the time will come when the leads will dry up, your quota will increase and those veteran reps are busy closing their own book of business.  The thought of taking it easy for a few week or a month will be your downfall! 

It's my best guess that more than eighty percent of rookie reps will be out of the copier industry in less than two years.  I'm sure you want to be part of that twenty percent, right?

2) Listening:  After having some success many reps will figure they've mastered the art of selling.  Those reps will then make assumptions that they know what the client needs and will do most of the talking on appointments. 

I too, thought this way once. It was not until I started losing business that I realized something was wrong. I was telling clients how great I was, how great our company was and assuming my recommendation  of "xyz" copier was perfect for them.  Later, I come to find out that another rep received  their order because they uncovered a specific pain, or feature that the client needed.  Crazy, because in most instances, my copiers did the same thing as the competitor but I was too caught up in what I thought was best.

After losing many deals, I finally started asking clients why they did not buy from me.  I can remember hearing, "they other rep stated we could scan our documents back to word or excel files".  I then stated, well ours can do that also, and the client responded with, sorry we already ordered from the other rep.  My point, is that I was not asking questions, nor was I asking what the client needed. Thus, I was not letting the client speak, and how can you listen when you're doing all of the talking!

If the client wants a 35 page per minute A3 device, then help then with what they want and not what you think they need. If for some reason you believe that the 35 page per minute A3 device is not the right fit, then ask the client "why do they want that device?" 

Tip: When you get an order, ask the DM why they ordered from you.  This can help you understand what you are doing right.

3) Prospecting:  I can remember many times over the years that I fell into the trap where I made a boat load of cash and stopped prospecting for a few weeks.  That was the worst mistake I've ever made.  Once you stop, it can take weeks and months to get you back to where you were.  Yes, prospecting sucks, but having no cash sucks even worse. Never, ever stop prospecting!

4) Counting the Deal:  A deal is not done until the equipment is delivered and paid for!  If you're in sales you've got to have some superstitions.

Over the years, I counted many deals where I had a verbal, signed docs and delivered equipment.  Those verbal commitments never panned out, the signed docs became worthless when an order was cancelled and the equipment that was delivered did not work properly.

Heck, I can remember signing an order for a wide format on a Friday. It was a great order with an awesome margin.  It was money in the bank, right?  Monday I had to call the client to ask and an additional question for the order and I was told that the client had passed away over the weekend.

Don't count anything in the win column until it's been delivered and paid for!

I've made all of those mistakes at some time in my career. I still make mistakes, but that's the great thing about making mistakes is that you learn from them. 

If you have some other common mistakes that rookie copier sales people make, please post them in the reply section. I'm sure I've missed a few!

-=Good Selling=-

This Week in the Copier Industry 10 Years Ago (Second Week of February 2007)

0907161003Ten years ago this month marked the start of the Great Recession here in the USA.  Personally, most of my accounts were in the AEC market and if I had to guess at how many of my AEC accounts went belly up from the 2007-2011.  I would estimate at about 40%. It was a tuff four to five years!

Interesting Post from a Kyocera tech Message Board

Intially they were talking about Kyocera laying off corp tech reps and then I read this post: If they would just pull their heads out.... You know the rest. Sales wouldn't be down if product and pricing were competitive. While we have the crippled Falcon III's and the expensive Voyager's (with toner only yielding half of what it's rated) I'm coming up against 40/45 ppm Savin's that are selling for less than I can buy a 3232, with better quality and specs - not to mention lower operating cost
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Ricoh You're Gonna Love This BS!

.ricoh-usa.com/itchannel/ . And there it was again, a link for "where to buy" I clicked and it brought me to same info that I had saw before on the reseller’s page! Now to me, someone who supports Ricoh, eats sleeps and breathes their products and sells Ricoh printers I found this offensive to dealers and dealer salespeople alike! Our printer DSM comes in from time to time and gives the old yahoo to sell more printers, more Ricoh, they are the best and we will support you! Some F*&^*(*G support you
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NEW CANON imageCLASS MF4690 LASER MFP

NEW CANON imageCLASS MF4690 LASER MFP DELIVERS "BIG OFFICE" FEATURES TO SMALLER OFFICE USERS New imageCLASS MF4690 Offers Duplex Printing, Advanced Send Features,and Built-In Network Connectivity for Small Offices LAKE SUCCESS, N.Y., February 12, 2007 – Delivering enhanced "big office" features in its smallest digital laser MFP, Canon U.S.A., Inc., the nation's market share brand leader in black-and-white and color laser printer/copier solutionsi, has announced its new imageCLASS MF4690** MFP
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Ordered 13 eStudio 452 machine...so so experience

have to stay within the Toshiba family but IM looking to upgrade a few of the machines to larger units to resolve some of the issues. There is no monitoring client for me to look at all the copiers at once. I have to go to each copier one by one and enter the IP address in the browser to see if they are all ok. I wish we could have afforded Xerox!!! Recommended: No Purchase Price (if leased, monthly payment): 10000 Machine age (Months in use): 3 months
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Sales Engineers

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Are there any other sales engineers out there or do any of your respective company's employee someone of this nature, this person being a hybrid IT/Sales person. I would love to talk with anyone in this posistion to discuss compensation and other ideas.
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Savin 2525/3030 Process priority?

I am certain this is user error and have not seen it in person but we have a customer that swears if they receive a fax in the middle of a print job, the machine prints the fax right in the middle of the print job.I was just curious if this had come...
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Xerox CopyCentre™ C123 Black

Pros: Good quality, competitive price, easy to understand display panel Cons: Toner removal, beeping noises The Xerox Copy Centre 123 is a great machine for a small office. The new purchase price is comparable to what some similar machines go for used. When leased, this machine can easily be afforded at under $100 a month. This copy only machine can also be configured to add faxing capabilities. What I love: - inexpensive acquisition cost - paper capacity up to 3,100 sheets - automatic duplex
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Re: Interesting Post from a Kyocera tech Message Board

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As far as the toner yields is concerned we have no idea. When a customer wants color, most of us will lead with Ricoh only. We have become a little gun shy with the Kyocera color line. I have sold there color printers an there yields our OK.
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Océ North America Introduces the Total Workgroup Solution

. Copies, prints and faxes can be sent to different output bins for easy separation of jobs. A host of Security features to protect critical data include network authentication, secure print, copy protection, HDD data erase and IP Filtering. A wide variety of media sizes and weights including auto-duplexing of up to 140 lbs., index printing on banner paper up to 11" x 47" in size are supported. And the space saving optional inner finisher is modular and can be configured to provide two point
Member

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Re: Leasing Tips (Higher rates for fax & Laser Printers)

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they do not have all the "alternative forms of revenue") but I was able to illustrate a big enough potential cost savings that my company was willing to subsidize via a bonus for leases written thru Clune. I also got Clune to collect a Doc.Fee. on our deals (They don't normally charge a doc.fee) of $95 of which $75 goes 100% to the rep. A combination of these meant that I needed less G.P. to make the same income so I could offer a competitive payment to the customer and still make the same
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Re: Interesting Post from a Kyocera tech Message Board

this indicates we are all being seriously overcharged by Kyocera for this toner. Perhaps they should repackage it with two cartridges per box for the same price - that would at least be a little more fair. I have been afraid to look at color yields.
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Re: Leads in Colorado

requirements products and services to support clinical trials equipment and services for research and development activities equipment and services to support manufacturing operations The company will focus on the research and development of PDX. PARTNERS none stated PEOPLE Paul L. Berns President and Chief Executive Officer James V. Caruso Executive Vice President and Chief Commercial Officer David A. DeLong Vice President, Marketing and Sales David C. Clark Principal Financial Officer Marc H
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Re: Leads in Illinois

RiverGlass Inc. http://www.riverglassinc.com WHAT IT DOES It provides real-time analytics and intelligent web information collection and analysis solutions. (number of employees: 35) EVENT 02-08-2007-$4 million in Series B funding OPPORTUNITIES company expects funds to be used for... operations research and development sales and marketing potential opportunity to provide... products and services to support increased sales activities products and services to support increased marketing
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Re: Leads in Ohio

. Chief Scientific, Medical Projects Doron Zilberman Vice President of Sales and Business Development - Europe 011-972-8-9211177 (x106) doron@simbionix.com Dror Paz Director of U.S. Sales 216-229-2040 (x105) dror@simbionix.com Pinchas (Pini) Berry Vice President of Operations Niv Fisher Vice President of Research and Development Inbal Mazor-Badichi Vice President of Marketing Patrick Bowen Regional Account Sales Executive - Mid-West Region 216-229-2040 (x182) pat@simbionix.com Frank Krupka
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Re: Leads in Virginia

positions PARTNERS http://www.skybitz.com/partners/index.html PEOPLE Rick Burtner Chief Executive Officer Bob Blair Chief Financial Officer Roni Taylor Executive Vice President of Marketing Abdul H. Rana, Ph.D. Chief Technical Officer Charles Mudd Vice President of National Account Sales John Tagawa Vice President of Operations Bruce Meighan Vice President of Sales Alain Simard Senior Director of Customer Service OFFICE(S) SkyBitz 22455 Davis Drive Suite 100 Sterling, VA 20164 Phone
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Re: Ricoh You're Gonna Love This BS!

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Wow, I'm sure they have some BS reason like that those ads were paid for by the VAR group or something, but that's pretty lame. I would never ask them to take VARs off their list, but as a Ricoh dealer I'd sure like to be on it!
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Re: Prospecting in Florida

MAKO Surgical Corp. http://www.makosurgical.com WHAT IT DOES It is developing advanced technologies and procedures for minimally invasive joint surgery. EVENT 02-07-2007-$30 million in a Series C round of financing led by Tudor Investment Corporation OPPORTUNITIES company expects funds to be used for... expanding the clinical presence of MAKOplasty(TM) bolstering development of next-generation technology and products potential opportunity to provide... products and services to support growth in
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Re: Leads in Georgia

increased sales activities services to support increased business development activities tools and services for product development activities The company is testing its technology with the U.S. Army, to improve recruiting efforts. It is also talking with big-box retailers. PARTNERS none stated PEOPLE Jeffrey A. Neppl President and Chief Executive Officer Christopher C. Demetree, Sr. Chief Operating Officer John May Founder and Chief Technology Officer Marc H. Wallenstein Vice President of Sales
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Re: Leads in Maryland

, research and advertising services. PARTNERS Autodesk AIA/AAF Cyco Software Archibus/FM idisis Hewlett Packard 3D Connexion PacificSoft macrovision PEOPLE Donald R. (Scotty) Walsh Chief Executive Officer W. Scott Harris President and Chief Operating Officer Lawrence Rychlak Chief Financial Officer Bruce White Vice President of Infrastructure Solutions Bill Zavadil Senior Vice President of Business Development Mark Haddad Vice President of Building Solutions Aaron Bukowitz Vice President of Facilities
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Re: Leads in Mass

Core Security Technologies http://www.coresecurity.com WHAT IT DOES It develops information security technology for enterprise, government agencies, and military organizations. EVENT 02-05-2007-Announced the appointment of a new Vice President of Sales and Services OPPORTUNITIES potential opportunity to provide... products and services to support a field sales force products and services to support growth in target markets, including marketing, research and advertising services. services to
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Re: Leads in New Jersey

products and services to support growth in target markets, including marketing, research and advertising services. services to support increased business development activities tools and services for product development activities PARTNERS none stated PEOPLE David Roth President and Chief Executive Officer Donn Rochette Co-founder and Chief Technology Officer Al Liebl Vice President, Product Management Walter R. MacDonald Chief Financial Officer Randy Whitcroft Vice President, Sales - Canada and EMEA
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Re: Leads in Texas

DeepNines Inc. http://www.deepnines.com WHAT IT DOES It provides network security solutions that combine intrusion detection and prevention systems and firewall technologies into a single UTM appliance. (number of employees: 37) EVENT 02-06-2007-An undisclosed investment from Altitude Capital Partners LLC OPPORTUNITIES company expects funds to be used for... accelerating its sales, marketing and engineering efforts supporting its patent monetization program fueling acquisition growth potential
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Re: Prospecting in Utah

services. tools and services for software and application development products and services to support increased sales activities The funding closed in December 2006, but was announced February 7, 2007. PARTNERS none stated PEOPLE John Edwards President and Chief Executive Officer David Brueck Chief Architect Robert Bryson Senior Vice President of Sales and Business Development David Ericson Vice President of Operations James Ericson Vice President of Marketing OFFICE(S) Move Networks Inc
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Re: Prospecting in California

business-to-business and business-to-consumer online channels against fraud and identity theft. EVENT 02-05-2007-$15 million in a Series C round of funding led by RBC Technology Ventures OPPORTUNITIES company expects funds to be used for... advancing product development initiatives expanding global sales and marketing activities diversifying its customer service offering potential opportunity to provide... products and services to support increased sales activities products and services to support a
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Customer Administration Webinar - Meter Reads and Compensation

tammy.araujo@ricoh-usa.com prior to the session. If received by February 19th, your questions along with the answers will be incorporated into the Webinar (time permitting). Please pass this invitation on to those in your department that would benefit from this training session. Please see the attached invitation for further information. To join the meeting please click on the link below. https://e-meetings.mci.com/nc/...amp;p=1324733&t=c
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introduction of new print management software

Ricoh is pleased to announce the introduction of its new print management software, Print Director, which enables customers to analyze, understand and ultimately save on costs associated with printing and photocopying. This new solution can be implemented to silently monitor printing activity, limit the number of prints and copies a user can make, as well as enforce “rules-based” printing methodologies to reduce Total Cost of Ownership. Print Director is designed to help drive total document
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Valentines Day!

sales stats: Candy makers will produce about 8 billion conversation hearts for Valentine's Day this year. That's enough to stretch from Valentine, Arizona, to Rome, Italy, and back 20 times, according to the National Confectioners Association. Valentine's Day is the fourth-largest candy-purchasing holiday of the year, after Halloween, Easter and Christmas. Chocolate is the most popular gift, accounting for about 75% of all Valentine’s Day candy sales, with more than 36 million heart-shaped
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iR 2270 user review

got this from epinions.com Pros: Easy to change toner and clear paper jams. Cons: VERY undependable. Our business purchased this copier on a lease. We had been very happy with other Canon imageRUNNERS that we had used in the past. However this particular has not performed up to its expectations. It continually locks up the copier when receiving an incoming fax, and will not allow any other functions to be performed when it is locked up. There have been many nights and weekends that the
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Prospecting in Kansas

LaGarde Inc. http://www.storefront.net WHAT IT DOES It provides software products and services for developing and maintaining e-business sites. EVENT 02-06-2007-$6 million in a Series A investment from Shasta Ventures OPPORTUNITIES company expects funds to be used for... expanding sales and marketing operations and product development teams potential opportunity to provide... recruiting for sales professionals products and services to support increased marketing activities; services may include
-=Good Selling=-

Nine Butt Kicking Copier Proposals for January 2017

HP LaserJet Enterprise flow MFP M830zWe had some really generous Print4Pay Hotel members send us some awesome copier proposals/quotes for the month of January. 

My Fav has to be the one for the Xerox Nuvera.

At times I will send these off to my VP of Sales.  Since he's really not in the field on a day to day basis, I feel it's my duty to let him know what's going on out there.  He can then make strategic decision with our sales efforts.  Believe me, having the ability to see these quotes and to get a sense of where the market is invaluable data.

Canon imageRUNNER 6500

Ricoh MP-C4504SP Proposal

KM Bizhub C368 proposal

Ricoh_USA MP CW2200SP Proposal

Canon C6555I pricing_lease docs

Oce ColorWave 500 Proposal

Pricing_HP Pagewide Proposal

Ricoh MP C5503SP Commercial

At this time we have five LIFETIME Premium Memberships available for $99.  The regular price Lifetime cost is $299.  May want to act now before they are all gone.  If interested, please email me apost@p4photel.com

-=Good Selling=-

3 Things Copier Sales Reps Must Embrace To Thrive In A Relationship Economy

What is required to take your business relationships from good to great?

I believe the principles behind Jim Collins book Good to Great can be applied to how copier sales reps build relationships.

Let's take the “Hedgehog Concept” which means having a simple, extremely clear concept of what your business is. As copier sales reps, your business is something you can...

  • Make money at
  • Be passionate about
  • Be the best in the world at
"Greatness as a sales rep is a conscious choice and a discipline"

With the widespread use of the internet, instant communication and most dramatically, social media; as copier sales reps you have entered a business era defined by two-way relationships between you, your clients and your prospects. The deals you are involved in right now are being defined by emotions and relationships not just dollars and cents.

Your clients and prospects of today are much savvier then in years past. They expect you to pay attention to them.  They also have instantaneous and much louder methods for voicing their displeasure as well as the support they are getting.

BUILD REAL RELATIONSHIPS

The oldest, most effective strategy is as powerful and potent today as it ever was, real relationships. Relationships sell, relationships bring in connection and human acknowledgment.

Relationships are not a one-sided communication they create conversations. The countless automated Twitter and LinkedIn blasts repeating the same message over and over ad nauseum without any engagement takes the Social out of Social Media.

A small amount of automation can be highly effective, particularly if it makes your work more efficient, however; efficiency at the expense of building a real relationship is virtually always a losing proposition.

I urge all copier sales reps to get engaged. Create the marital bliss with your clients and prospects. Shift your mindset as engaged relationships translate into increased sales opportunities. Build true relationships, not just one-sided affairs and watch as your sales skyrocket.

3 THINGS COPIER SALES REPS MUST EMBRACE

Today's successful copier sales reps are building their businesses by building relationships with their clients and prospects. In the relationship economy, the investment you need to make isn't about money, it's in the relationships you have with your clients and potential clients. These relationships are the new currency and your future sales success.

SALES REPS MUST FOCUS ON AUTHENTICITY

How hard would it be to build a brand around a facade? Some do, as you would have to act a certain way, appear a certain way and even communicate a certain way. 

Relationships are based on trust and trust is based on authenticity. Your clients and prospects B.S. meter is extremely sensitive. They can spot insincerity a mile away. Unless you are authentic in your relationships, your clients and potential clients aren't going to trust you. In fact, they'll actively avoid you and tell all their friends and colleagues to do the same.

Your authentic you must be a reflection of who you are. You must believe it. You must own it. You must know what it stands for. You must know your strengths and your weaknesses. Wear those emotions on your business sleeve. 

People connect with other people. It is all about the personal connection. If you are "blowing smoke" at people what is the likelihood they will come to trust you? 

Authenticity is a Magnet

SALES REPS MUST STOP SELLING

Generating new or expanding business relationships is not about selling – it’s about establishing trust, rapport, and creating value without selling. 

Engage with me, communicate with me, add value to my business, solve my problems, create opportunity for me, educate me, inform me, but don’t try and sell me! 

Stale sales methodologies and disciplines simply die a slow and very painful death.

Do you know what a loaf of bread left out on the counter over time and the sales processes inside the copier channel have in common?
Left untouched they both become stale.

The problem with many copier dealerships is they still operate with the same principles and techniques they were using in the 80's and 90's. Technology supporting the sales process has clearly changed, however; traditional sales strategies run rampant inside copier dealerships everywhere.

Trust me when I tell you your existing and potential clients have heard all the sales rhetoric before. They can see all of your old school closes coming a mile away. They can sniff antiquated selling strategies, and will immediately tune out on presentations not deemed relevant. 

Whether you are using spin-selling, soft-selling or any number of outdated, one size fits all selling methodologies, your sales are suffering whether you believe it or not.

"If you want to increase your sales revenue, increase your client satisfaction, drive your brand equity, stop selling and start adding value"

SALES REPS MUST LISTEN TO THE VOICE OF THEIR CLIENTS

Successful copier sales reps listen.

"There is so much you can learn when you just listen"

Sales reps love to talk. Many times we listen with the intent to answer versus listening with the intent to understand. We tend to have the bad habit of listening to answer the question. While our prospect or client is speaking we are already formulating our response in our heads and not hearing their full message. Many times we then interrupt because we are so anxious to share our thoughts.

Listening is the key to becoming a powerful copier sales rep inside this relationship economy. Developing excellent listening skills separates the good from the great. When you listen to your clients and prospects you uncover their pain points, their business goals, their personal data; all this to do one thing - strengthen the relationship.

When you don't listen you miss all the critical material to build a meaningful relationship.

In a previous blog, 5 Proactive Paths Nex Gen Sales Reps Use To Grow Their Sales Revenue, I refer to nex gen sales reps developing a proactive sales strategy in order to gain net new business or cross sell solutions to existing clients. No proactive developmental sales strategy is a recipe for disaster.

The same can be said for listening. Nex gen copier sales reps must become proactive listeners. Only 13% of customers believe a sales person can understand their needs. If a copier sales rep doesn’t understand what their prospect’s problems are, how can they sell them a solution?

Ask questions and learn about their needs, challenges and their pain points. Ask open-ended questions to get information, peel it back even more and probe for clarification. Then go onto summarize what they said to show you were listening and you have accurately understood their business problem.

COPIER SALES REPS... IT IS NOT ABOUT YOU!

It’s not about you, your dealership, your products nor your services. It’s about meeting your clients and prospects needs and adding value. When you start paying more attention to them by building real authentic relationships, you’ll find you no longer have a sales revenue problem to complain about.

The single most important factor in creating additional sales - become a relationship engineer. If you don’t engineer absolutely everything around your client, your client relationships will vanish before your very eyes.

Don’t be just another vendor, become a trusted advisor and advocate. You can do it!

I understand where you all are coming from. I have walked a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

"Being a part of Larry's Social Sales Academy changed the way I view the power of social in today's sales environment. Larry does an incredible job of tying techniques, skills and the science behind social selling to real life success outcomes and industry specific examples. He's dynamic in his presentation and his content is relevant. I highly recommend any sales person or sales leader looking to increase their opportunities for success speak to Larry about what his training has to offer."

Mike Maccabe, Toshiba America Business Solutions

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

You can find more blog posts inside the Social Sales Academy website.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

This Week in the Copier Industry 10 Years Ago (First Week of February 2007)

Fotor080920328Just noticed on one of these threads that Ricoh Print Director has been around for ten years now!  For those that don't know, Print Director is OEM'd from our friends at Print Audit.  I highly recommend them.  Enjoy the threads from ten years ago this week!

RICOH SHOWCASES RIGHTS-MANAGED DOCUMENT

individuals and businesses use digital and paper-based information. DSS offers a complete package of products, services and support programs to our all our channels, comprising of direct and indirect operations under the Ricoh, Savin, Gestetner and Lanier brands. Ricoh Corporation, founded in 1962, is headquartered in West Caldwell, N.J., and is a subsidiary of Ricoh Company Ltd., the 70-year old leading supplier of office automation equipment. About Ricoh Corporation Ricoh Corporation
Topic

Ricoh Corporation Introduces Print Director Software

to measurably improve document workflow efficiencies. DSS is committed to creating new "document-centric" customer value that will revolutionize how individuals and businesses use digital and paper-based information. DSS offers a complete package of products, services and support programs the Company's direct and indirect operations under the Ricoh, Savin, Gestetner and Lanier brands. Ricoh Corporation, founded in 1962, is headquartered in West Caldwell, N.J., and is a subsidiary of Ricoh
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CANON U.S.A., INC. AND COPITRAK TO LAUNCH NEW COST

CANON U.S.A., INC. AND COPITRAK TO LAUNCH NEW COST RECOVERY APPLICATION USING MEAP TECHNOLOGY FOR CANON imageRUNNER DEVICES Copitrak's eClipse Cost Recovery Application Incorporates Canon's Innovative MFP Technology To Provide Law Firms with a Robust Solution for Cost Capture and Analysis Lake Success, N.Y., January 29, 2007 – Canon U.S.A., Inc., and Copitrak today announced an agreement for Copitrak to integrate multifunction-specific cost recovery applications using Canon's innovative
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Kip3000 vs. Ricoh240

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Does anyone know how they match up technically and dollorwiseDavid147
Topic

Need a Ricoh Family Group Dealer ....

Need a Ricoh Family Group Dealer that can support a few systems in Mequon, Wisconsin. Anyone out there?
Topic

University of California signs contract with Xerox

- the Lawrence Berkeley National Laboratory, the Lawrence Livermore National Laboratory, and the Los Alamos National Laboratory. It also operates five medical centers that make it one of the largest healthcare systems in California. These centers are located in Davis, Irvine, Los Angeles, San Diego and San Francisco. The purchasing agreements extend to all of these operations. Under these agreements, each location can choose from a variety of Xerox CopyCentre(r) digital copiers, WorkCentre(r
Reply

Re: Leads In Minnesota

Veritec Inc. http://www.veritecinc.com OTCBB:VRTC WHAT IT DOES It manufactures and sells software designed to use its own patented technology for portable data storage systems. EVENT 01-29-2007-Announced the appointment of a new Vice President of Public Relations, Marketing and Sales OPPORTUNITIES potential opportunity to provide... products and services to support increased sales activities products and services to support increased marketing activities; services may include PR activities
Reply

Re: Leads in North Carolina

6th Sense Analytics Inc. http://www.6sa.com WHAT IT DOES It provides on-demand solutions for visibility across distributed software development projects. EVENT 01-31-2007-$5 million in a Series A round of funding led by Core Capital OPPORTUNITIES company expects funds to be used for... accelerating research and development expanding sales and marketing efforts potential opportunity to provide... products and services to support increased sales activities products and services to support
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Re: Leads in Virginia

headquarters are located at 7900 Westpark Drive, Suite A530 in McLean, VA. The facility houses the corporate headquarters, the U.S. sales team, product development, operations and support. PARTNERS CSG Systems BlackBerry InPhonic Microsoft Motorola Portal QualComm Sun Microsystems PEOPLE P. Venkatesh Founder and Chief Executive Officer Sathiya Krishnan Founder, Chief Technology Officer and Executive Vice President Doug Rice Vice President of Product Implementations Mike McCray Chief Operating Officer B.A
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Re: Leads in Washington

Farecast Inc. http://www.farecast.com WHAT IT DOES It operates a website that offers airfare predictions, the lowest fares from major airlines and other travel planning tools. EVENT 01-31-2007-$12.1 million in a Series C round of financing led by Sutter Hill Ventures OPPORTUNITIES company expects funds to be used for... hiring additional technology and product development resources developing additional product and services potential opportunity to provide... tools and services for product
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Re: Prospecting in British Columbia

LED Medical Diagnostics Inc. (dba LED Dental Inc.) http://www.velscope.com WHAT IT DOES It develops and markets medical screening devices that aid in the early detection of mucosal tissue abnormalities. EVENT 02-01-2007-$6 million in financing OPPORTUNITIES company expects funds to be used for... marketing and distributing its VELscope device in U.S. and Canadian dental markets potential opportunity to provide... products and services to support increased sales activities products and services
Reply

Re: Prospecting in South Carolina

Signalife Inc. http://www.signalife.com WHAT IT DOES It develops signal processing technology for testing and monitoring patients in ambulatory settings. EVENT 01-29-2007-$10 million in a credit facility from SES Capital LLC OPPORTUNITIES company expects funds to be used for... bringing products to market ramping up sales efforts potential opportunity to provide... products and services to support increased sales activities products and services to support a field sales force marketing services
Reply

Re: Gestetner DSm616/620 need

I'm betting that you have go deep into the parameter settings of the unit. What mode is this from Ricoh?
Reply

Re: Ricoh Corporation Introduces Print Director Software

·
What bothers me is the inadequate job Ricoh is doing with informing dealers about products that are being discontinued. When even my Ricoh Order Processor isn't sure whether or when a model has been discontinued, that is extremely poor communication all the way around.
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Re: Prospecting in California

Inc. http://www.hydropoint.com WHAT IT DOES It manufactures, licenses and sells weather-based irrigation management systems for residential and commercial landscapes. EVENT 02-01-2007-$19 million in a Series C round of financing led by RockPort Capital Partners OPPORTUNITIES company expects funds to be used for... expanding sales and marketing potential opportunity to provide... products and services to support increased sales activities products and services to support a field sales force
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Re: Leads in Connecticut

Drinks Americas Holdings Ltd. http://www.drinksamericas.com WHAT IT DOES It creates, markets and distributes alcoholic and non-alcoholic premium beverages. (number of employees: 8) EVENT 02-01-2007-$8 million in a private placement OPPORTUNITIES company expects funds to be used for... funding marketing, sales and promotional programs working capital potential opportunity to provide... products and services to support increased sales activities products and services to support a field sales
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Re: Prospecting in Florida

. equipment and systems for operational requirements services to support increased business development activities equipment and services to support manufacturing operations PARTNERS none stated PEOPLE Dennis J. Gormley Chairman, President and Chief Executive Officer Anthony M. Cialone Founder and Chief Operating Officer Donald L. Botka Vice President, Technology and Strategic Initiatives James B. Gray Vice President, Sales and Marketing Patrick R. George Chief Financial Officer OFFICE(S) Lehigh
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Re: Leads in Georgia

services. services to support increased business development activities tools and services for product development activities products and services to support a field sales force On January 18, 2007, the company announced it received an asset-based financing facility from CIT Commercial Services. The relationship with CIT strengthens the company's ability to expand retail channels and product lines in 2007. PARTNERS IDT Telecom SunRocket Internet Phone Service PEOPLE Bruce Hahn Chief Executive Officer
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Re: Leads in Mass

Olschwang President and Chief Executive Officer Adam Soroca Vice President and General Manager of Search Services Dennis Doughty Vice President of Engineering Eric McCabe Vice President of Marketing Yishay Waxman Global Sales Consultant Jorey Ramer Vice President of Corporate Management Mark Duffy Chief Financial Officer Menashe Rothschild Chief Technology Officer Mike Kent General Manager of EMEA Jonas Hellgren Vice President of Operations OFFICE(S) JumpTap Inc. 245 First Street Suite
Topic

Gestetner DSm616/620 need

·
Trying to change the length of a fax original to a length longer than 17". Document feeder "jams" after 17" at present. Car Dealer has Sales Agreements in excess of 22 inches and wishes to fax them to other fax units where they can be printed out on three or more pages. Any ideas, anyone, if this is possible?
Topic

Technician Omaha Ne.

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Tech with digital b/w, color or connectivity wanted. Ricoh experiance prefered.reply to blamb@jqoffice.com
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Wide Format Mayhem Poll!

Please everyone who went to the wide format mayhem in New Jersey or you just downloaded the Wide Format Mayhem Document. Please let us know if it helped in selling more product! Every vote counts, if enough us us vote, we can keep on getting this type of material for us!
Topic

New Firmware Cards

, copied, or deleted using Windows Explorer. There is no training course planned for the SD card itself. This new service tool will be introduced during the product-training course. Note: It is not necessary to use an SD card with new products and new SDG applications. You can eliminate the need for type A, B, or C cards by loading SDK applications through the MFP Web Image Monitor page. Java VM (SDK-J) Cards Once an SD (or IC) card service tool above has been used to update a machine with various

Did You See Your Shadow?

By Chris Polek

2017-02-02_21-58-24Groundhog Day is upon us! 

The Groundhog will officially tell us if Spring is coming early, or if we are looking at six weeks more of Winter. Where I live (New Jersey), it snowed yesterday. Winter isn’t leaving here just yet.

Regardless of the Groundhog’s forecast, Spring is coming. Whether you feel it in the climate, or it is the first day of Spring (March 20). 

What if the Groundhog were to come into our business, and give us a prediction where our business is so far in 2017? How would we react to that prediction? 

January is a weird month. Everyone is trying to get back in the groove after a lengthy holiday break. Some have even spent time setting lofty aspirations (perhaps too high) on what they plan to accomplish for 2017. We hit the ground running full of excitement. A week goes by and we’re still busy, productive, and it doesn’t quite seem like the first week. Next, activity starts to wane off and, we get discouraged because we don’t see immediate results. 

This would be the equivalent of the Groundhog seeing its shadow, and running back to the burrow (six more weeks of Winter). I would encourage you not to do that. I am not saying throw out your goals altogether, rather, start looking at some smaller accomplishments that will create a win for you. You will feel better about yourself as you accomplish things bit by bit. 

I am a big fan of baseball. I have attended well over a thousand games in my lifetime. I have seen countless times where the opposing team scores five or six runs in the first inning, and when the top of the first is over: it’s quiet, and you see depressed fans. My attitude is: what kind of fans are these? All we gotta do is get one run baby! We’ve got nine more innings to go! Score one run an inning, and we can catch up! I can also tell you that I have received many looks from fans that roll their eyes at that comment. I don’t let those non-believers bother me. They’re probably leaving in a couple of innings to avoid the traffic anyway. 

Maybe 2017 has started off like gangbusters for you! That’s great! The Groundhog hasn’t seen its shadow, and Spring is coming early! 

Your biggest challenge is remaining focused, and staying consistent; don’t rest on your laurels. There is still plenty of time left in this year. Just because you had a great month to begin 2017, doesn’t mean that you get to take the remaining 92% of the year off! 

Regardless of whether today in your business it looks as if Spring is coming early, or if there are six more weeks of Winter, take Dale Carnegie’s advice and live in day tight compartments. 

My philosophy is to work hard, give value, and be nice to people. Live it day by day. By the end of a year’s time it really adds up to something. Try it.

Chris Polek is the CEO of Polek & Polek.  Polek and Polek is a reseller of supplies for the copier industry.  I started doing business with Polek & Polek in 1986 and always found them to have quality products and excellent service.  Please click their link, check them out and maybe even give them a shot at earning your business!

Six Chat Questions with Jon Langdon with DocuWare about DocuWare 6.10

Six Chat Questions with Jon Langdon with DocuWare about DocuWare 6.10

Just a little bit of background for everyone. Jon Langdon is Vice President for Product Strategy & Quality for DocuWare. In December 2015, we had the chance to chat with Jon about Dealer Value with DocuWare version 6.8, DocuWare Forms, Mobility & SMB adoption.  

Thus, I thought it would be a good time to check back in with Jon and chat about the latest version DocuWare 6.10.

Art: Hey Jon, did I see that you received a recent promotion?

Jon: That is correct Art, and I’m very excited for my new role. For the last couple of years I’ve been a Vice President of Product Management – and I’ve been responsible for the teams which define our roadmap and design the features in our product portfolio. In my new role as VP Product Strategy and Quality, I’ll continue to have a focus on our product portfolio and in addition I am responsible for a new strategic effort around ease of use and user excitement in our products. I now oversee our global Quality Assurance operations and will be building a new team which is focused on quality in all our software development lifecycle activities – from ideation to design to technical specification to release. Our goal is to bring our users to the next level of excitement when working with DocuWare. We want to surprise and delight them with the things we add to our products, and we want to make sure we execute with the highest level of quality.

Art:   A recent Xerox International research effort reveals that nearly half (46%) of SMB’s will turn to office equipment resellers for help with paper free solutions. In addition, 25% will look to their IT provider and 37% to the product manufacturer.  

How can DocuWare help office equipment dealers capture a portion of that document lifecycle business?

Jon: Document management increases hardware contract/lease retention because a secure document repository is strategic to the customer. While hardware suppliers may have to compete on price alone, document management is so tightly integrated with other business systems customers rarely switch document management systems.

Selling software gives sales representatives something else to talk about with prospects who are leasing hardware from another vendor.  They don’t have to wait for a competitor’s product lease to expire to start the conversation. They can sell a document management solution now, and increase their odds at getting a hardware lease when it comes up for renewal. The competition may sell hardware at a lower price but equipment dealers who include document management in their portfolio increase their chances of selling.

Selling document management provides an additional revenue stream. Software tends to have a higher value-add and higher margins. It provides an on-going annual service and support revenue opportunity and helps protect the fleet of hardware customers and retain leases.

Art:   I heard there was a new version released in September — DocuWare 6.10 —what’s new and what's the added value for DocuWare resellers?

Jon:   DocuWare 6.10 is a huge release for us, with well over 50 new features. DocuWare’s focus is on creating a great user experience, so we are equally focused on usability and new functionality. For our resellers, I think there is a lot of benefit to this approach– we want to add to their toolbox new solutions and approaches for solving the problems their customers are facing every day. For the customers, we want to make that problem disappear and delight them with an intuitive and easy to use product. I want to quickly highlight four of the new features that we released in 6.10:

Folders – We’ve always had great ways to store and retrieve documents in DocuWare – simple and intuitive and just a few clicks to get to the information you are trying to find. In 6.10, we extended this to a dynamic folder structure. Users can create their own views of documents stored in DocuWare in a folder structure based on the index data of those documents. For example, let’s say I am working in HR and I store employee records. Each document is indexed with the employee’s name, their location, and their department. I could create my own view which showed all employee records in a folder structure by location or by department, or a combination of fields like Location\Department\Last Name. Because so many people are used to working with folders, I think this concept is a very natural way to work, and for our resellers I think it makes it easy to convince people that working with DocuWare is going to be easy.

Super Simple One-Off Workflows – Our resellers that have been with us for a while know that DocuWare has one of the most powerful workflow engines in the industry. While our workflow designer is pretty easy to learn and has a nice graphical workflow designer, it’s overkill for the very simple one-off processes that people encounter every day. Have you ever been working on a document that you want a few people to review before you present it at the company meeting? Need a quick yes/no decision from a group of managers? Want confirmation that everyone has read the new policy we are putting in place? These are the types of workflows that we are enabling. From any document in DocuWare, you can now select a group of people to send a document to (all at once, or in an order you define) and ask them to make a decision on that document (Yes/No, Approve/Reject, Thumbs Up/Down – whatever you want). The documents get routed to them automatically, they get a notification via email, and once they’ve made their decision, the originator is updated automatically to let them know what was decided.

Local Data Connector – These next two features are around our Cloud offering – which, by the way, continues to be a really fast growing part of our business – over 25% of our new systems last year were Cloud system. This new feature, the “Local Data Connector”, is a great piece of technology – what it allows our Cloud customers to do is leverage data that is stored within their own servers with their DocuWare Cloud system. For instance, a customer might have a large database of vendors in their ERP system – the customer wants to be able to put a select list of vendors in an indexing screen in DocuWare Cloud. The Local Data Connector is a thin application that is installed in the customer’s network – it does all of the communication with the customer’s databases, and then sends that information real-time (in a totally secured & encrypted way) to DocuWare Cloud. It means that customers who want the benefit of a cloud system, but the flexibility and integration capabilities previously only available to on-premise solutions, no longer have to compromise.

Hybrid Cloud –We at DocuWare are real cloud believers. We think that not just the ECM industry, but the software industry as a whole, will continue to shift to Cloud where almost everything that businesses do will be driven through cloud solutions. We have had a front row seat over the last couple of years watching this shift, and we are certain the shift is still in progress. For some companies, there is a distinct need for the benefits of cloud but at the same time a need for some data to remain in their own server rooms. With DocuWare 6.10, we introduced a new File Syncing mechanism that allows an on-premise DocuWare system and a DocuWare Cloud system to sync selected data from one system to another, continuously and in real-time. This Hybrid cloud solution gives companies the opportunity to have the availability, scalability, redundancy, and ease of access to a cloud system while keeping complete data control, or keeping sensitive information in-house.

Art: What is Intelligent Indexing, and what is the advantage and value to an end user?

Jon:  Intelligent Indexing is one of my favorite features. In one line: It’s magic automatic indexing of documents – I upload a document to DocuWare and it figures out all of the index information based on the content of the document. DocuWare developed this patent-pending technology a few years back, and it’s pretty amazing. It works by a user uploading a handful (about 3-5) documents to DocuWare. The user shows DocuWare what data it wants to extract from the document and what index field to put it into. After doing this 3-5 times, DocuWare figures out its own rules of how to find that data on the documents and then does it automatically from then on. It lets you know how confident it feels about its indexing, and you can check or retrain it at any time.

Art:   What are the Web forms and what are the benefits to the end user?

Jon: DocuWare Forms is a newer feature of ours, and it’s become very popular last year. DocuWare forms allow businesses to take paper-based forms and replace them with web-based forms. For example, let’s think about when a new employee starts at one of our customer’s companies. On their first day, they fill out a lot of forms – Direct Deposit, Emergency Contact, I9, W4, etc. All of those forms ask for some of the same information – Name, Date of Birth, Social Security Number, and on-and-on. Now rather than having an employee fill out those 10 forms by hand, and then have another employee take those forms, make photo copies, manually enter the data into the payroll processing system, send email copies to hiring managers, etc – the employee can fill out just a single web-based form. That web form takes that data and automatically creates all of the same forms that use to be on paper (you can even use the original paper form as a template), puts those document in DocuWare, and then sends them through electronic workflows automatically. The time savings is significant, there is no duplicate data entry, and nothing gets lost.

Internally at DocuWare, we’ve completely streamlined our purchase order process, and replaced excel sheets and emails with DocuWare Forms, and it’s been fantastic. As a requestor, it takes me about half the time it use to when putting in a purchase order request; as a manager and approver, it takes me about 1/10th of the time to approve POs now and the process as a whole probably takes 30% of the time it used to. Those are real efficiency gains and savings.

Art:   One more question for you.  In reference to the SMB market, what is the current percentage of Document Management Software Adoption? 

Jon:   We define the SMB space to be companies between 50-500 employees. In the USA, there are approximately 290,000 companies this size. We believe that 70% of these companies do not have a Document Management solution, so that’s only a 30% adoption rate. For our partners, we see a lot of greenfield opportunity.

Art:   Thanks for the time today, I’m this sure this will be an awesome read for our members.

Jon: No problem Art, thank you for checking in with us

Need to know more about DocuWare?  Give them a click here

3 Reasons Why You Are What Your LinkedIn Profile Says You Are - A Copier Sales Rep!

Hall of Fame and National Football League head coach Bill Parcells. When asked if his mediocre team were “winners or losers” Parcells responded...

"You are what your record says you are"
Bill Parcells

The Copier Sales Rep Test...

If it looks like a copier sales rep, acts like a copier sales rep, and speaks like a copier sales rep, then it probably is a copier sales rep.

The truth my friends, quit hiding behind your business cards while dressing yourself up with fancy shmancy titles such as; Solutions Consultant, Document Management Consultant or better yet, Senior Solutions Architect.

The old saying, "A picture speaks a thousand words."

Mirror mirror on the wall, what do copier sales reps LinkedIn profiles reveal about them all?

YOU GET ONLY ONE DIGITAL FIRST IMPRESSION

Whether you like it or not, your digital presence is out there and people can find your copier toner footprints.

Unless you’ve been living in some remote rain forest for the last 20 years, the stark reality is we have all moved into the digital age and have accepted the internet as a way of life for communication.

Information now travels instantaneously, network connections are made every day and first impressions are made without our knowledge.

If you can't do the little things right, how can you do the big things right?

TOP CONCERNS EXPRESSED BY COPIER SALES REPS

  • Nonexistent net new sales opportunities
  • Difficulties cracking the C-Suite
  • Hard time creating unique differentiation
  • Effectively opening up new conversations

When a potential client lands on your LinkedIn profile, their opinion about you will be made at that very moment. Whether you believe it or not, if you fail to make a good impression you may have lost them forever.

I don't care how great of a sales rep you are! It is not about you!

After all, there are plenty of other well qualified, subject matter experts out there worth finding out about, connecting with and forming a relationship.

THIS IS WHY YOU ARE WHAT YOUR LINKEDIN PROFILE SAYS YOU ARE - A COPIER REP

With nearly every business transaction in the United States today starting out as an online search or visit to a website, how much business are you potentially missing out on because your LinkedIn profile positions you as a copier sales rep? When referring to “nearly every transaction,” that’s because "89% of B2B transactions begin online", according to Google research.

Look at your LinkedIn profile... Pretend you’re a potential client and ask yourself...

Would I buy from myself based on what I currently see on my LinkedIn profile?

YOUR HEADLINE SCREAMS SALES REP

Copier sales reps are enamored with their titles. How many C-level business executives are chomping at the bit to meet with you based upon your title?

The opening act to your professional story and your LinkedIn headline screams, "Hello all, I am a sales rep." Albeit, you are a sales rep but what makes you any different than all the others?

Done well, your LinkedIn headline can be used to promote your brand statement, your most enticing expertise or your all-around problem solving skills. The value you provide must be conveyed through this message.

YOUR SUMMARY SCREAMS ABOUT ME

Hey, look over here, look how great I am. With a quick 10 second glance, Mr. or Mrs. C-level executive spots your summary... BAM!

"Our branch finished the year as the highest grossing sales team in the company. Personal sales totaled over 1 million and I finished as the number 1 rep in the company. Goals are to continue trending upward in both sales volume and sales reps. I want to triple the size of my sales team by the end of the year and move into a larger office. Please contact me if you are interested."

"Top-producing Sales Leader with extensive experience driving strategic sales planning & execution, enterprise account management and business development. To date, I have been recognized with 13 President’s Clubs Awards, 4 Regional Top Sales Awards, and multiple Leadership Awards."

What value are you bringing to the businesses you work with? How are you addressing the challenges businesses face in today's marketplace? What problems do you solve?

You must differentiate yourself from the copier wolf pack and get the right people engaged with you. Provide them a sense of confidence in your abilities as you share your unique promise of value.

YOUR EXPERIENCE SCREAMS ALL ABOUT MY COMPANY

Most copier sales reps will copy and paste bullet points from their resumes into the experience section. Better yet, I have worked at this dealership from this date to this date. How original!

Here is some ingenious creativity at its finest...

"We specialize in the complete lines of Canon and Konica Minolta document imaging systems, multi-functional devices as well as print management solutions, document storage and retrieval systems."

"When you work with us, you work with a team of business solutions specialists who take pride in their work and reputation. Our Senior Management team has an average of 20 years of industry experience. Our tremendous growth and success is attributed to the shared goal of every team member to take care of the customer, first and foremost. It is our straightforward and honest approach to simplifying document workflows that has earned us national awards for service, support and customer retention."

Think of removing doubt and eliminating risk for your potential new client. What do you do for your clients? Why does it matter? Why does it work so well?

What value are you providing to your clients?

BONUS TIP - YOU POST PICTURES OF SHINY COPIERS

You have difficulties creating differentiation, you have difficulties opening up new conversations, you are having a hard time cracking the C-Suite, your profile positions you as a copier rep and the best one yet; you feel compelled to post pictures of bright shiny copiers. Let's be honest here for a moment, what C-level executive who happens to be cruising through their newsfeed is going to stop and say to themselves, "I can't wait to have a conversation about this nice shiny copier." Stop it!

GET THE LITTLE THINGS RIGHT

From generating new conversations, opening up new business opportunities or from a brand development point of view, how much passing traffic can you afford to lose because of the way you look?

We all know how much prospecting you are doing!

Gaining trust and loyalty from your networks and connections is the goal of every copier sales rep. You may not like the fact you are being judged, but it's a reality that has to be accepted in today's business world.

Your online strategy drives your digital first impression. Your digital first impression is hopefully one that can secure you a meeting with a potential client or get more familiar with a current client.

In the real world you rarely get a second chance to make a good impression and it’s highly likely as well in the world of social media, you probably won’t either.

After reading my post, look back at your LinkedIn profile and think of Bill Parcells then recite to yourself...

I am what my LinkedIn profile says I am - A Copier Sales Rep

I understand where you all are coming from. I have walked a day in a life of your shoes.

I am fully committed to helping your sales team integrate social selling into your current sales process to grow net-new business. I want you to get results. This is why I am passionate about doing this the right way.

"I believe Larry to be the best kept secret in the copier/MFP industry. Larry has ideas that will make your stomach turn if you are an old school copier rep and stuck in the 90's. He is bold, he is smart and his training is invaluable. If you want to keep up with the next generation of sales people then I recommend you hire Larry and do it NOW, or else you will get left in the dust. My sales have increased and the quality of my relationships has gone through the roof by utilizing social media and Larry's teachings. So, for a good time, call Larry!" Dale Dupree, North American Office Solutions

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

You can find more blog posts inside the Social Sales Academy website.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedInTwitter, as well as at the Social Sales Academy

Copier Side by Side Comparisons "Do You Remember Those?"

cANON 6650Back in eighties, before PC's were on every copier sales persons desk, copier sales people would turn to Copier Buyers Guides.  Those guides were as good as gold, and we scrambled for them when the new editions arrived.  Those guides listed every current and discontinued copier spec on the market. Those guides were our Bibles!

Many of us stuffed them in our briefcases (remember when we had those), while others left them at the office.  The really good copier salespeople always had his copier Bible handy.  On many occasions a DM would state that so and so sales person stated that their copier could do this or that, and if we didn't have our copier guide there was no way we could argue the point.

Cut & Pasted Copies

We would highlight certain specs, models from those Bibles.  In many cases we copied one page of specs for one model, then copied another page for the competitive model. We then placed the two pages on a copier and copied both pages on to one page.  Presto, change, we had a side by side copier comparison that we could show the client to prove our copier was the best!!

Then one year, all of the guides were gone and we had to purchase software subscriptions in order to generate those side by sides.  Now, everything is web based, click a few models and you have your sided by side.

So Many Specs & Too Many Features

Today, you can bore yourself to tears with all of the spec, features, and accessories that are available on our current models. In many cases, I've found that many of these software generated PC's have mistakes. Thus, when I see a mistake for a spec, feature or accessory, I'm distraught because there might be additional mistakes that I may not be aware. How can I show that to a client when there are mistakes?

Keep in mind that I know my system inside and out, however I don't know the competitors system that well. I believe that those that put the data either just had a moment or they don't check with experts to make sure their data is correct. 

I enjoy creating my own side by side copier comparisons. Here's why, I know that my data for my device is correct, and if I do the research on the competitors device, I know that data will be correct also.  However, there are times when you browse a brochure or a spec sheet and you can't match up a certain feature or spec between the two devices.  I hate that!

I turned to our community of Print4Pay Hotel members (2,300 plus) and asked for help, along with having them valid the data that I have.  As always, we had some awesome members step up and help.  Just tonight, I finished up my second side by copier comparison.

Xerox WorkCentre 5955 vs Ricoh MP 5045SP

Oce Colorwave 500 vs Ricoh MP CW2201SP

Yes, I still sell Ricoh products, and yes I customize these documents so that they show the good and the bad.  Tomorrow, I'm using the one for Xerox vs Ricoh to show to a net new account. Will I get the deal, not sure, but what I can tell you, is that my data and knowledge will shine.

Oh, one more item. Print4Pay Hotel Premium/VIP members get these for FREE, if not a Print4Pay Hotel member and would like to purchase a Premium/VIP membership, shoot me an email apost@p4photel.com

-=Good Selling=-

Is The Time Right for Copiers to be Made in The USA Again?

If you've been in the copier industry as long as I have, then you'll remember that Xerox and Kodak manufactured copiers in United States. In later years Kodak removed themselves from the SMB market for copiers and Xerox finally succumbed to outsourcing their copier manufacturing to Fuji-Xerox.

In a recent press release HP stated they wanted to reinvent the $55 billion dollar copier industry.  Since, I'm looking for numbers, I figured the evaluation of the entire copier industry was a good place to start. I did some research for the latest numbers for US imports, however the only document I could find was from 2008 from USITC.  In 2008 the US imported 33% of the MFP's that were manufactured.  Thus, if the US market is still at 33% (which I doubt) and HP's numbers are correct that would out the US import market at $18.15 billion dollars.  That's a pretty big number.

Now, I don't have exact numbers, but thinking a pretty large percentage of those devices are manufactured in China. 

In recent days, I've heard much news about the Trump trade doctrine  and the unfair trade practices of China.  Peter Navaro went on to state the likes of currency manipulation, illegal export subsidies and the theft of intellectual property in a recent interview with Paul Solman.

In a nutshell Trump wants to stop China from cheating and negotiate new trade deals. My takeaway from the article is that if Trump can't bring China around he'll slap a 45% tariff on Chinese goods. Not sure if that's good or bad for the copier industry.

Recent rumors have Foxconn (they recently purchased Sharp) is mulling a $7 billion joint investment with Apple to set establish a display manufacturing plant here in the US.

All of this got me to the point where maybe it is time to start manufacturing copiers aka multi-functional products in the US again.  Corporate taxes are going to be slashed,  and I believe their is a tremendous market for copiers made in the USA. 

Why can't Foxconn manufacture their Sharp copiers here in the United States? If they can do it with display manufacturing plant, then they can do it with copiers.

Back in 2002 I was lucky enough to be able to visit a couple of Ricoh's manufacturing plants.  One was for high volume A3 devices (50-75ppm devices).  There's no rocket science involved to assembling copiers.  From what I saw, most of the parts were not manufactured by Ricoh.  Ricoh engineers and designs the products/parts, and then relies on sub contractors to produce those parts.  Those parts are then sent to the Ricoh facility and that's where the assembly takes place.  Easy, peasy, that can be done here in the US.  In addition the likes of Ricoh, Canon, and Xerox all have consumable factories here in the US. I'm thinking we might as well make it a party and have everything made here in the USA.

Thus, with all of the talk about bringing back manufacturing jobs, possible tariffs for Chinese goods. I'm one who thinks that some copier manufacturing can come back to the US, and I'd bet dollars to doughnuts that US businesses would pay a premium for copiers made in the US. 

What do you think?

-=Good Selling=-

5 Predictions for 2017 About ECM and the Future of Digital Documents

According to the industry association AIIM, in the past 20 years, we’ve been through 3 distinct eras in the evolution of digital documents and the content management “sweet space” – the intersection of People, Processes, and Technology. 

As we think about these eras in the long-term goal of digitizing document processes, it is important to keep in mind three major points: 

  1. These eras are coming faster and faster.

  2. Technologies exist in beta long before large companies put them into practice.

  3. Successive eras don’t replace what came before – they are stacked on top of what came previously.

So what is next on the horizon?  How will the ECM space continue to evolve in 2017? Click here to find out.

Intelligent Document Solution Provides Visibility for Delivery Operation

Intelligent Document Solution Provides Visibility for Delivery Operation

print4payhotel_bannerad_300x150_pix_2017The direct sales company, Marketing Personal, has optimized its process of delivering orders using DocuWare, Summan DataVar, ABBYY Flexicapture, and Splunk. This integrated solution provides control over the entire logistics operation within a single data center, improving the quality of servicefor the sales team and their customers, providing timely information about delivered orders and monitoring new ones.

Marketing Personal (MP) is a Latin American multinational company with a presence in Colombia and Panama, offering direct salesby catalog for clothing, footwear, cosmetics, and homewares. It focuses on fashion and innovation, offering a new catalog every 21 days (with more than a thousand products) to more than 100,000 Image Advisors who run their own businesses by selling Marketing Personal’s products.

In the last two years, Marketing Personalhas more than doubled its sales income; in 2013 it achieved a sales income of over US $100 million, in 2014 US $190 million, and in 2015 over US $300 million.

Requirements

The ordersand rewards are shippedfrom Marketing Personal to various destinationsthroughout Colombia, through a network of carriers who are responsible for transport and door-to-door delivery of the products.

The operations team administers new orders, as well as managing issues relating to package deliveries and responding toinquiries and claims made by Advisors regarding their orders. Tracking the logistics process was very complex, and the shipping costs invoiced to Marketing Personalby the delivery carriers did not reflect effective monitoring of deliveries and inquiries to customers.

The Marketing Personal’s Customer Service Department did not have clear and timely information aboutthe various phases of delivery so they could not give suitable responses to delivery inquiries. They had to rely on projected delivery information and paper documents from the operations team.

The documents generated during the transport operation must be stored for several years as they may be required as proof of delivery for payments and may be needed for potential future legal processes. There are risks associated with processing transport documents where they are exposed to potential damage or loss due to physical handling and their return from various regions of the country.

Solution

Currently, each transport document is generated by the Summan DataVar print service and contains a survey for recipients to complete upon delivery. This transport document is physically printed and sent with the orders and rewards. A digital version of the documents is stored in DocuWare, the document management software, for subsequent consultation and checking.

Once the orders have been delivered and the transport surveys completed by the customers, they are scanned by the carriers and the images are sent to a server in Medellin. There the intelligent data capture software, ABBYY FlexiCapture, reads each document delivering the data captured from the survey to the operational intelligence software, Splunk, and stores the processed documents in a pre-defined directory on the server. DocuWare monitors the pre-defined directory and automatically sends any files stored there to the corresponding file cabinet, cross-checking the data in the document against the transport documents already in the system. The operational intelligence software, Splunk, creates a graphic representation of the data delivered by the intelligent data capture software, ABBYY FlexiCapture, and the images stored in DocuWare, allowing new orders to be checked, including those pending for delivery.

Benefits

Thecustomer service staff now have real-time information about each order and can see the various documents involved in each transaction, allowing the staff to immediately respond to customer requestsor to other departments.

The operations team has better control over the various stages of the order and reward delivery documents, so they can better monitor deliveries and track new orders.

The integrated solution generates accurate measurementsof delivery times by each carrier/region of the country. Today, Marketing Personal improved the quality of service for its sales team and customers with timely information about the orders delivered and monitoring of new orders.

The solution also allows the workflow of each of the different carriers to be planned, depending on the services provided. It improves the output and efficiency of the various functions of Marketing Personal, generating benefits and optimizing resources.

Conclusion

Luis Alejandro Múnera Santos, Director of External Logistics at Marketing Personal S.A., said: "The transport process at Marketing Personal is characterized by a wide network of independent carriers with different kinds of structures and levels of development as providers. We need good information and control systems to administer this diversity. In addition, the growth in the level of sales and orders has generated the need for powerful, versatile, and efficient tools to manage the logistics cycle as a whole. Marketing Personal has a significant advantage in its transport and distribution network. The assets we have developed over a number of years are now being strengthened with the use of integrated solutions such as DataVar, DocuWare, ABBYY FlexiCapture, and Splunk. The next step is to continue developing this transport network and improving the service efficiency and satisfaction of our end users."

--------------------------------------Bullet points-----------------

Tasks

  • Gain theability to track items sent and gain access to delivery documents in real time
  • Develop secure, long-term document storage
  • Improve customer service and response times

Benefits

  • Timely information allows better customer service
  • Each carrier and delivery zone is measured by a performance and service evaluation
  • The company has saved time and money with effective control of the order delivery process
  • Secure transport documents eliminate the risk of loss or damage



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+1 (888) 565-5907 | www.docuware.com

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