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The Future of 3D Printing & Scanning at the Office Party
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Last day of the quarter and the month for me is around the corner. Basically I've got 8 hours to hit a number for the month and quarter and it's within site.
It's a dog gone shame because I actually have my numbers for the quarter except that one customer put off delivery until the 15th of October.
Thus this order moved this to October, which means it's Time to make it happen!
6. Offer Cash Back Bonus for Leasing to Close:
This can be easily accomplished by adding money to the initial lease cost and then rebating the cash back to the customer when the lease transaction is completed. Make sure you stay within lease guidelines for funding.
Tip: With most of these cash back or pre payments on the lease you want to make sure you are at or around MSRP. No one gets anything for free, however it’s all in how you package the deal.
-=Good Selling=-
This was a thread that was posted today on the Photizo Group web site.
By: Jennifer Sekelsky September 20th, 2013
HP will officially launch its HP Instant Ink program nationwide this weekend. Best Buy will be the first retail partner to offer the program beginning this Sunday, followed by OfficeMax in mid-October. HP Instant Ink is a subscription ink service offered with eligible printers. Customers pay a monthly fee (3 price tiers are available) and HP automatically ships a new cartridge to the customer’s address once ink levels fall low enough for the cartridge to require replacement. The system is timed so that customers will receive the replacement cartridge before the in-use cartridge is empty. HP monitors the number of pages being printed through the printer’s Internet connection. Customers can also monitor their usage and manage their subscription through a web-based dashboard page. The subscription plan is designed to be flexible, so that customers can easily move up and down from one price tier to another, or cancel their subscription at any time.
please go here to read the rest of the thread from Photizo
My View (Print4Pay Hotels)
It's not only the price of ink but it's also about the reliability of the inkjet printers and MFP's that customers have concerns with. Most are tired of buying a new printer or small MFP when the system has a mechanical failure. In most cases the time that it takes to transport the printer to a service depot and wait for the system to be repaired is not worth the effort.
I would also tend to think that most users also have a guilt trip about the environment when they throw away the old printer (I've heard this from accounts and felt this when I had to part with one of my printers).
I think that HP could develop a monthly subscription service that also includes the printer or small MFP. If there was a failure of the printer the service would include HP shipping you a new printer as a replacement and they would initiate a call tag for the return of the old printer so it could be recycled. I'm not sure what the cost of the subscription ink service is, but for another $10 or $12 per month to include the printer/MFP might create some excellent value to the end user and keep them as long term customers.
-=Good Selling=-
Major MPS Provider Reports 12 Million Stolen Pages!
Wow, this was a busy, busy week on the forums ten years ago, 8 of these posts are from current members!! There's even a reference to color at .055 per page for a large Konica system, at that time the price was unheard of. Hope you enjoy these old threads!!!!
During the summer I had the chance to catch up with Chris Polek (CEO) of Polek & Polek for a short interview so our readers and members could learn more about Chris and his company.
Now, I'm probably not the best at this, however I think I'm getting better and hope to bring more of these interviews in the near future with our other sponsors. Enjoy!!
I know Polek & Polek is a Premium provider of supplies for the office equipment industry. When did Polek & Polek first open their doors and where?
In the Summer of 1974, Polek & Polek started as a one person army (John Polek, my father) out of his home in Montclair, New Jersey.
How did you get involved with the company?
I have always had some involvement with Polek & Polek since its beginnings. When my father first told me he had opened up his own business, I made him a wooden sign while I was away at summer camp. My father proudly hung that first company sign on the wall over his desk, and I still have that sign in my possession today.
I spent plenty of weekends, and also time during school break in the summer working in some capacity at Polek & Polek; I have had experience working in just about every type of job in the company over the course of my career. I joined on as a full time employee in 1988.
How many people does Polek & Polek employee?
We have 22 employees.
What makes Polek & Polek unique and special in the market place?
If you want to talk with us during business hours, you will always be able to talk with a live person from the moment you call; that will never change. We feel that if you have an important question, or problem that needs to be solved that it is always best to be able to talk with a live person with ease, when you want to. Business is about people doing business with people, more importantly, people they like. In these times, I find it amazing that that you will find some companies that go out of their way to make it almost impossible to talk with a live person!
Does Polek & Polek support any trade associations, and if so why?
We help support trade associations that help support the education and financial growth of Independent Dealers. The Independent Dealers are the lifeblood of our business. It is important for Polek & Polek to continue to find consistent and new ways to help support the Independent Dealers forever. Some of the groups we help support are Business Technology Association (BTA), International Business Products, Inc. (IBPI), Copier Dealers Association (CDA), and Independent Copier Dealer Alliance (ICDA).
Do you offer additional products besides toner, if so what products?
More than 50% of MFP’s placed in the field have some type of finishing equipment on them. We provide the Swingline brand of refill staples. Our dealers love them because they are getting a high quality, world class recognized brand, and saving lots of money versus buying from the OEM. Whether the equipment dealers sell is Ricoh, Canon, Xerox, Konica Minolta, Sharp, or HP, etc., when it comes to stapling, customers recognize Swingline way before any of those other OEM brands. Our customers tell us it was one of the easiest money saving decisions they have made.
We also offer many of the popular technician replaceable parts, such as drums, cleaning blades, fusers, paper feed rollers, etc.
Do you think you’ll be offering 3D printer supplies in the near future?
We don’t have any immediate plans to offer products in that sector. It is quite an incredible technology. Some dealers we do business with have just begun to get involved in this market. So we are learning more about this new technology as they are, and learning where we may find a place in this new business.
Since Polek & Polek is located in North Jersey, what are your favorite sports teams?
My favorite sports teams are the Yankees, Giants, and Devils.
Have you ever had the special order or sale that made you say “that’s why I do this” and if so please tell me about it.
About a year and a half ago, we were introducing a new popular toner for use in Kyocera. We always get interest from our regular customers during the development stages about when the product will be available, yet I was surprised when the owner of this company reached me on my cell phone to ask for the price on the new toner we were introducing. I explained that we had completed testing of the toner, and we were still about six weeks away from stocking regular inventory. Naturally I asked, “What’ the reason that you need this price today?”
He went on to explain that the renewal was coming up on one of his largest customers, and he would be competing against another manufacturer on this renewal. Thankfully as a courtesy of being the incumbent vendor, his customer provided him with the competing bid. “I already did the math on this bid, and if I use OEM toner, I will not beat the other manufacturer. I will lose this customer,” he said. “And I have to submit my bid by next week. If I have the cost on your product, at least I have a shot at keeping this customer’s business. We were able to get him a cost quoted in a day, and he subsequently won the contract, and avoided losing a major account.
Do you offer special discounts to Print4Pay Hotel members, if so please explain.
We don’t have any specific discount program for Print4Pay Hotel members. I am will to provide a special offer that would be relevant to all companies that are Print4Pay Hotel members. We will offer Print4Pay members an opportunity to take the Swingline challenge and see themselves that by making this small change and using Swingline brand staples versus buying from the OEM will add significant profits to their bottom line. Call Polek & Polek, mention this interview, and we will provide those member companies with a free box (limit one per company) of Swingline brand staples to help get them started.
Over your career in supply sales I’m sure you may have a funny or humorous story, can you tell us one?
I think about back to our early days of being in business when we still operated out of my father’s house. There was a long, steep driveway to get to the house. When heavy snowstorms were forecast, it was impossible to get a car up and down the driveway. We were a very small company then, and did not qualify to have packages picked up from UPS. We had to bring our own packages to the UPS hub in Newark, New Jersey. We had this really bad blizzard in the winter of 1977. Mark Ruggieri, who still works with us today, was in high school and packed orders in the afternoon and got them delivered to UPS. Mark is one of our most dedicated employees, and he showed it early on that day. With nearly a foot of snow already on the ground, Mark went and got my brother’s sled out of the garage, and got all the boxes on the sled. He got the packages all the way down the hill, loaded into the car, and got them off to UPS, so they would be delivered to our customers on time!
I enjoyed this, I've known and done business with Polek & Polek since 1986. Never had a issue or problem. The entire team is there to serve. Please feel free to contact them Customer Support or give them a shout and mention the Print4Pay Hotel 800-526-1360.
-=Good Selling=-
I believe I wrote this about four years ago and at that time I never used a real CRM system. Believe me, I fought it tooth and nail, four years later, I can't operate without it. If I had once wish for a CRM program it would be that I could have it display a large warning message when it was accessed by management.
How long have you been in the business, five years, ten, fifteen, 20 or more years?
The cliches never stop do they, one that comes too mind is "what comes around goes around", "the harder you work the luckier you get". or those of us who have been in the business a long time, well we've seen it all, new tactics get old and old tactics get new again.
Great article! It is ironic that I had a sales rep ask me what I remembered about the territory he now has, which I had 13 years ago!
I just happened to have my old Daytimer and was able to show him the activity levels, appointments and we laughed about how many he is trying to get into!
Building that territory as a young reps will pay off for years to come and I always encourage young reps to at least stay put in the territory for 5 years to reap the benefits of the buying cycle you discussed.
I was reading an older blog post and then caught a thread about selling. With that I thought I would share some ideas about sales in general. You've got to be different and you've got to be smarter than the average bear!
Search for Clients who are NOT in the market!
While cold calling in person, take a good look at how they do things. Ask the receptionist if they are scanning, LAN Faxing, printing to inkjets etc... Try to get an appointment to introduce yourself and when you're there don't ask about replacing a piece of hardware, however do ask if they are experiencing document problems, such as lost documents, making too many copies, high maintenance bills, excess breakdown of hardware, how their document workflow is conducted (is there pain). Prospecting like this enables you to find their pain and may help you introduce a solution or a business process that can be bundled with a new piece of hardware.
Lead With Something Different!
Look at what your manufacturer has to offer for embedded solutions along with third party solutions that your dealership has to offer. Lead with offerings for embedded print management, secure print, document management, smart scanning, TCO energy analysis and cloud applications. Here you are setting yourself apart from the BOX seller (trust me, there are too many reps that still just sell boxes).
Business Process!
See if you can tie in a Business Process improvement. What this means is that you'll have to dig deep and ask "is there any jobs that you perform on a daily or weekly basis that is very time consuming or you wish there was a better way"?
Help Customers to Improve their Business:
Can be accomplished in many ways. If I find a prospect that does not know that much about social media, I will go out of my way to tell them what I know and how to improve their social media presence. Think like you're the owner of that company and present "What if" we could do this another way.
In order to be successful you have to be the best at what you are doing. Put yourself in opportunities to succeed and make a move to break away from the pack. Our job can be very rewarding, however being an order taker and just relying on prospects who are in the market will is the kiss of death.
-=Good Selling=-
Since the Giants are getting hammered by the Bronco's, and the fact that they will now be 0-2 leaves with some additional Sunday night time! Thus, I thought I'd bring back this blog from 2010. Enjoy!
How many calls will it take to get an appointment?
It's a question I'm often asked by the newbie’s in the office. My answer is, it's a lot, I don't have any breakdowns for numbers nor do I bother to keep track of that stuff. I just go about my business making calls and lots of them.
It's very rare to get an appointment on the first call, unless you found the right person at the right time, it does happen from time to time. If I had to guess, I would tend to think it's about 10 times of reaching out to that person would be the average for me.
Over the years I found that you need to be cool, confident, precise and deliver your benefit statement quickly to the right person.
First rule is to make sure who the "right" person is, meaning if you're selling copiers there's a chance that the CEO, CFO may not be involved in the preliminary discussions. The key for me is to ask the person who picks up the phone that is in charge of purchasing or evaluating this product or hardware at your company. More than half of the time they'll tell you who that person is, and then getting a hold of that person could be a horse of a different color.
What happens when the "gate keeper" won't give you the name of the "right" person? Well, for starters you could move on to the next call, and then schedule a follow up call in another week or so, and move the timing of the call to the early morning or late afternoon, you may get someone else that will give you the name of the "right" person. If that doesn't work, you can always look them up on the internet and see who's who in the company (try contacting someone else and ask for help). When that doesn't work take a trip over to LinkedIn and see if any of the key people are listed over there. Above all, the best answer I can give anyone is to not give up, sooner or later you'll get the "right" person.
Once you have the right person, you can do a "box" approach, such as leave them a voice mail, follow up a week later with a letter, and then either do a "drop off" or an email. Doing this will increase your chances the next time you call; the "right" person will at least speak to you. Of course then it's up to you to give a clean, clear and crisp pitch with an open ended question to gain the appointment.
I'm just as happy with getting to speak to the "right" person and them telling me that they don't have a need for my services now. Once I hear that I can then ask, "what would be the best time to contact you in the future" (I then get to move the call out "x" amount of months and concentrate on those other calls), and or "what would be the best way for us to become and valued vendor"? Either you'll get, call us in "x" amount of months, or the "right" person will ask you when you are available for an appointment (this has happened and happens more than you think).
Calling for appointments is part of your job, you do whether you like it or not. Have fun with it; see it as a challenge rather than a problem. Give yourself congrats when you get an appointment, and while you're at it make another appointment, they seem to come in bunches.
In closing, about two years ago, I cold called a company, and as luck would have it (the harder you work, the luckier you get), I met the right person. I was at the right place at the right time, we scheduled an appointment and I sold him a new copier, we'll the next day he called and cancelled and stated he just wasn't ready yet to commit to a long term lease. Well, yesterday he signed another order and did not cancel so after an additional geesh 100 phone calls and maybe another 100 emails I got the order back. It took two years, and you know what he told me, he told me that he would have not bought a new copier from anyone else but me, because of my work ethic and knowledge. Hope this helps!!
-=Good Selling=-
You want what? Seems every appointment brings new questions as to what a copier (MFP aka MFD) can and can't do. When I first started selling copiers, prospects and existing customer were elated when they found out that the copier did not have a moving platen (glass top that moved back and forth with every copy). The same was true when told them that the copier would also be able to reduce or enlarge an image. At one time prospects expected nothing more from a copier that it would just produce acceptable copies.
Just last week I was in a prospects office going over some of the new features of the Ricoh Color Metis (03 series) MPC6003 system. As I was pointing out the specifications of the booklet maker, the customer asked if they would be able to print or copy a document and just have it folded with no staple?
Now, I'd just like to back track about ten or more years ago and answer that question. My answer would have been YES, however....we would need to "jury rig" the stapler, which meant that we would put a piece of black tape over the stapler sensor and thus you would get a document or copiers that were folded with no staple. Along with that you could not just print or copy one sheet, you would have to print or copy more than one page. For those of us that remember this, this was an awesome work around for some users, but most users would not find this acceptable.
Back to answering the prospects question! YES, our new Ricoh Metis series can perform a half fold of a single sheet of paper (with the 1,000 sheet booklet maker) or up to 5 sheets of paper (with the 2,000 sheet booklet maker) with no stapling! The process of folding multi sheets is also know as nesting. It's awesome that these new systems allows for the finished production of non stapled newsletters, menus, and invitations. Which is a tremendous time saver now that a user does not have to do this manually. In the past if you wanted to have a copier fold a piece of media (substrate) you would have had to include a folding unit, folding units are usually reserved the larger production systems.
There was also another feature that the prospected liked about the Ricoh Metis and that was the "Flat Fold" feature. When you're producing lets say a 60 page booklet, which means you are using 15 sheets of paper with two pages on one side and two pages on the other side. If you did not have the "flat fold" feature the booklets would have a large bow at the side where the booklet was stapled. The "flat fold" feature on the Ricoh Metis 03 series eliminates to bow to make a much neater appearance and allows for users to stack more booklets for packing, wrapping or shipping.
End result is that the answer is yes, with no silly workarounds and I'll be selling the heck out of these two new features!
-=Good Selling=-
For those of you that are new to the site and or are viewing this for the first time. The 31 Ways to Close More Sales is a weekly Blog and is Premium content, thus you'll need to enable a Premium Membership to view.
You're wrapped in the financing segment of your appointment and you're try to secure the order.
The prospect does not want a lease because they fear that they will pay too much in financing fees, along with that they don't have the funds available to pay for the equipment in full.
What's a sales person to do?
#f of 31 Baker’s Dozen Lease to Close: Use this to close those customers who want to purchase but just don’t have the funds right now. You take the price of the deal divide by 12 and the customer makes 13 payments. After the 13th payment, they own the equipment with minimal interest. The last payment is the interest. In most cases when using this type of lease the leasing company may ask for up to 12% of your invoice also.
Call your leasing rep to see if they offer this. If your leasing company does not offer this I then recommend Lease Corporation of America contact an LCA Account Executive at 800.800.8098 or click here.
As office equipment dealers continue to evolve and change with the times, many office equipment dealers are looking to add services for their legacy accounts.
Many office equipment dealers are positioning themselves as a managed service provider for a variety of services which may include Managed IT, Disaster Recovery, Email Hosting, Web Hosting, Managed Print, and Document Management. It seems that many office equipment dealers are offering the most popular services and with the most popular services guess what comes next? C
Commoditizing, thus we find ourselves right back to where we started right?
Have you ever thought about offering these services; Server Colocation, Virtual Dedicated Services, Private Data Suites, E-Mail Archiving, E-Discovery, Email Encryption Services, Local Hands, Enterprise Mobility, Compliance Services, and or Exchange Email Services?
Being different can create added value, increase margins and the ability to back door into accounts that you may not have any play with.
Protected Trust can help office equipment dealers with a variety of Managed Services like the ones above that can set your dealership apart from the other office equipment dealer on the other side of town.
Take a few minutes and check out how Protected Trust may be able to help you with your Managed Service offerings and how they can help you stand apart from a crowded field of office equipment dealers that are just offering the basics!! If need to get to them really quick you can contact sales@protectedtrust.com.
-=Good Selling=-
I wrote this blog a little over two years ago on the old blog site and I thought it was time to transfer this to our new site. There are still more than 1,200 blogs that need to be moved!!
In a little more than two years, we've progressed to the point where most MFPs aka MFDs will or have an Android OS as the main GUI (Graphical User Interface) for the user. Icon driven menu's that promote ease of use and acceptance of Gen Y. Plus the ability to scan 2 all of the popular cloud repositories like dropbox, evernote, MS365, google drive and many more.
However, what does the future hold for MFPs? I believe the possibilities are as endless as the imagination, and we'll being seeing apps developed for all sorts of workflows and business processes that still need to involve paper. But, that's only if the manufacturers will open their Android OSs so that apps can be downloaded. I'm not sure about all of the manufacturers but I do know of one manufacturer that is locking out google playstore. Me, I'm thinking it would be killer if I could log into my clash of clans and do a rumble or two.
At least with one manufacturer, when you scan to the likes of dropbox, evernote, google drive, and others you can only scan to the basic "in" folder (again for lack of a better word). Which is kinda messed up in my opinion, I would like to see the workflow of being able to scan to any folder in the cloud service that I'm using. I do like the ability to name the file, designate the file type, turn on searchable or PDF/a and the ability to OCR the document for Excel or Word. Enjoy the Blog below!!!
I wrote the below blog in 2011, Just an FYI, make sure you check out the video at the end.
MTV, the Eighties, what a special place in time for some of us! So, where am I going with this?? Not really sure yet, however I wanted to give end users a little more insight on today's MFP's (Multifunctional Products/Printers).
Years ago we called them copy machines, of course they were used to make copies, about ten to twelve years ago we saw the transformation of copy machines (analog) to digital copiers. The only difference was that the manufacturers had the technology to convert the scanned page to a digital format and then use a laser beam to write the image to the photo conductor (drum). The old copiers (analog) that were unreliable, service intensive and the butt of office jokes was transformed into reliable hi speed copiers that could scan and print from the network.
So, a few years back, digital copiers took another leap forward with the ability to add software cards (Java) that would allow the digital copiers to become work flow and information hubs in the office. This next generation is what I call a SMART MFP, pretty much they are designed to work with software that will enhance productivity and increase efficiencies in the office.
Today's SMART MFP's will allow users to scan documents as scan2word, scan2excel, scan2ftp, scan2url, scan2sharepoint, scan2folder, scan2drive and process them as search able pdf's, editable pdfs, index, and OCR and that's just the tip of the iceberg. I could probably bore you to tears with all of the applications that are available today.
What I see in the field is that most end users still treat the MFP as a commodity, clients looking to buy on price instead of buying on the benefit of the features. Let me elaborate on the savings, the savings would come from saving countless hours of handling and managing a paper based work flow. If you can cut 10-20 hours a month of labor, that's a big savings. How about if you could cut 5 hours of labor per month per employee? It can be done with today's SMART MFPs.
If I were an end user I'd want my MFP to process all of those mundane tasks related with the handling of paper. I'd also want my MFP to tell me who is printing what (files) and how many along with having restrictions of what files they can and can't print. If I were using forms, I'd like to be able to have my MFP print onto NCR paper and auto staple these forms so I don't have to buy them from a print shop. While I'm at it, why can't I have a virtual (cloud) fax numbers for all of my employees do they can send and received faxes from the PC's without wasting time going to and from the MFP.
Good news is that everything I mentioned above can be done with SMART MFP's.
-=Good Selling=
Response:
Tristam Wallace said...
Nice post Art...Smart MFPs absolutely hold the potential for significant workflow improvements. As you referenced, it is just a matter of changing the perception of them by IT and users. One thing you missed...Smart MFPs are much more capable of integrating software product into the device for easy access at the control panel. In many cases, it is these software applications that have the biggest workflow impact. But it takes a Smart MFP to be able to leverage the power of software. Good selling indeed!
This week marks the first year of Print13 in Chicago, formerly known as Graph Expo. Ten years ago I wasn't even aware of Graph Expo, thus there are no press releases that we have archived. Sometimes I will look at the past present and future with 10 years from now, and ten years in the past. If I take my age, I'll probably be a curmudgeon, and ten years ago I was happy go lucky and full of energy, see what the copier industry can do to you! All kidding aside I hope you enjoy these flash backs for the industry!
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A Premium Membership can carry you to the top of the sales ladder!
Premium Membership Includes:
Follow the link on the forums to get your Premium Membership. If you're interested in a lifetime membership please send me an email arthurkpost@gmail.com and we'll send you a pay pal invoice of $399 of a LIFETIME Print4Pay Hotel membership.