Tagged With "Business Process Management"
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Re: Ask Me Anything
Sounds like I missed a good knowledge drop last week Art! Had a pretty good excuse, but love the topics discussed! I'm always learning and part of this ongoing learning is something from your blogs/emails that I throw in my knowledge bucket. Keep it up and I appreciate what you do!
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Re: Ask Me Anything
@TML Yup anytime there;s a new family member it over rides anything that has to do with business. Hope to have you on the next call. Just remember to RSVP on the calendar and I will send you the link
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Re: 7 Deadly Topics from 7 Deadly Sinners at Top 100 Summit (Part One)
I disagree that you have to own the network in order to offer seat-based billing. Before I go into why, can we (imaging industry) please stop referring to Managed Services as MNS? No one in the IT world uses this term; it's industry jargon that makes you stand out as a copier dealer 1st and an IT Services provider 2nd. Managed IT Services, Managed Services...fine. MNS needs to die. Now, here is why I disagree that you have to own the network as a client's Managed Services provider in order...
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Re: 7 Deadly Topics from 7 Deadly Sinners at Top 100 Summit (Part One)
Originally Posted by txeagle24: I disagree that you have to own the network in order to offer seat-based billing. Before I go into why, can we (imaging industry) please stop referring to Managed Services as MNS? No one in the IT world uses this term; it's industry jargon that makes you stand out as a copier dealer 1st and an IT Services provider 2nd. Managed IT Services, Managed Services...fine. MNS needs to die. Now, here is why I disagree that you have to own the network as a client's...
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Re: The Cannata Report 30th Anniversary Awards & Charity Event
Thanks buddy.. Talk soon. Let me know if there is anything I can do for you..
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Re: 10 Ways to Close Net New Business #4 of #10
Just a short update in reference to the account I was speaking about. The IG came back with many additional questions today, asking if the cost per page could be lowered, the annual cost of the maintenance agreement, and the price of the system. I stated NO on all accounts. We had started with a 25ppm color A3 device and then moved to an A4 color device. They were not even happy with that price. In addition when they received all of the no's they asked about pre-owned or used. I then stated,...
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Re: When is Net New Business not Net New Business?
Interesting perspective. We constantly have the talks about competitive machines we took on service, especially brands we don't carry. I tend to consider is taking a Konica on service and then a year or two later upgrading it to our equipment net new business from the sales side. Obviously we had net new business on the service side but not net new for "x" with the equipment sale. I'd be interested to hear how others see this. I hear a lot of people say it doesn't matter but if I bring a...
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Re: When is Net New Business not Net New Business?
I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business for their sales department.
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Re: When is Net New Business not Net New Business?
I was wondering if the subject of those customers who were acquired through service was going to come up, & Jason's comment is certainly "food for thought"... In his example, he brought on the service customer (with the obvious intention of upgrading them at the first opportunity) & the dealer gets a contract & machine sale that they otherwise wouldn't have. Sounds like net new to me. In my experience, though, most of these service to machine sale conversions are from customers...
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Re: When is Net New Business not Net New Business?
Jay, We typically go after about any machine other than a Xerox. If someone wants us to service their machine and its not a complete piece of junk we will take it on and will get parts and supplies from dealers etc. until we can upgrade to one of our lines; Savin, Canon, or Samsung. We expect our reps to go out and take service agreements and we pay them the first months billing. Most don't like to mess with 30.00 agreements but they add up and eventually you find a big one. We had a rep who...
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Re: When is Net New Business not Net New Business?
We do almost the exact same thing... anything but Canon, Toshiba, & Xerox. If I could get Reps to bring in 4 figure maintenance agreements, life would be spectacular!
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Re: When is Net New Business not Net New Business?
We were staying away from Toshiba for a long time until we had a friend who could sell us parts, supplies, and give us manuals etc. those 4 figure contracts certainly do help. Seems few and far between but I'll take them when I can get them.
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Re: When is Net New Business not Net New Business?
Originally Posted by Czech: I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business...
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Re: When is Net New Business not Net New Business?
In my opinion, Net New is any revenue stream you did not previously have. Take over service of a competitor's equipment = Net New. Replace that machine purchased from a competitor with one of your own = Net New. Take over management of their print fleet or IT infrastructure = Net New. Replace those printers or computers, Net New. Time comes to renew those contracts at a lower or identical service payment= Upgrade. But, if their monthly payment increases, the difference between the old...
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Re: Slumps Happen... 3 Tips To Beat the Sales Funk
Great stuff Larry. A sales slump means you've fallen in love with the result more than the process. It's not a slump if you love selling and working with your clients.
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
Had a conference call with Epson Monday afternoon. They said the ended up with a 1 year warranty on the print heads but you can purchase an extended warranty for something like $250/yr.? I didn't write that down because the only thing that matters to me is what gets passed on to the customer and manufacturers warranties are seldom passed on. Epson Ink Process advantages: No heat so no heat related issues...no fuser, no cooling fan, no warm-up. Consumes 50% less power No drum or developer so...
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
Interesting, I thought jh told me the cost was 2,500 per year. I was like what? Can you find out exactly that that cost is. I'm curious as I guess we all are
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer
I guess he was just referring to the Epson C869R (25 ppm). We kept asking questions about the 100 ppm unit and I lost track which unit this information applied to. Sorry for the confusion. We have a launch on the 11th and he promised more info on the 100 ppm at that time.
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Re: Why Social Selling Stinks for Most Copier Sales Reps
Art, love this! You know my take on the integration of social into the sales process. Sales requires hard work as most will not put forth the effort. The reason why ones social anything stinks is their effort, plain and simple. Operating with an analig mindset in a digital world = death blow to a sales rep.
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
The Trump Administration today announced plans for a new round of $200 Billion worth of tariffs against China. https://www.cnn.com/2018/07/10...ffs-trump/index.html Copy machines were on the original list but but were taken off leaving parts and consumables subject to a 10% tariff. It seems most suppliers have not taken actions to increase their prices. On the new list which could go in effect sometime after Aug 30th are: 8443.39.20 Electrostatic photocopying apparatus, operating by...
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Re: Selling Copiers in the Seventies with Darrell Leven
Hi Art, Canon’s “NP” series stood for New Process. I started in the industry in 1985 when Canon released the NP50, NP60 & NP80 liquid copiers. Fun times. Regards Peter Ryan Dealer Principal Mobile 0409 458 065 Email pryan@inlandtechnology.com.au Web inlandtechnology.com.au Tamworth 02 6755 6600 Longyard Homemakers, 383 Goonoo Goonoo Rd Tamworth NSW 2340 Disclaimer: The above information is provided “as is” without warranty of any kind. Inland Technology disclaims all warranties, either...
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Re: Selling Copiers in the Seventies with Darrell Leven
Peter Thanx for the answer. I would have never guessed new process
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Here is a report from leasingnews.org. One of their legal editors is doing a three part review of this legislation. Leasing News Exclusive: State Senator Steven Glazer and the genesis of CA SB 1235 (Part 1 of 3) By Tom McCurnin Leasing News Legal Editor This is important not only if you are doing commercial business in California, but this may affect other states. If you are new to this, here is legislation passed both the assembly and senate, awaiting California Governor Jerry Brown’s...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Part Three Leasing News Exclusive: Is the Disclosure Too Complicated? State Senator Steven Glazer Position on CA SB 1235 (Part 3 of 3) By Tom McCurnin Leasing News Legal Editor The bill to require full disclosure of interest rates is awaiting Governor Jerry Brown's signature. It was reviewed to be recorded and sent to his office late last week. It seems unlikely he will not sign it as it passed the State Assembly 72-3 and in the Senate 28-6 .It then will be up to the California Department of...
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Re: Attention Sales Leaders... What Are Your Sales Reps Prospecting For?
Larry, You are exactly right. Excellent article. The challenge in our industry is the mindset of obtaining new business and putting ourselves in the minds of the 21st century customer. We need to break the cycle of a commoditized product offering. I have not waived the white flag and surrendered to that thought process. Instead I believe we need to evolve as sales professionals and engage in the 21st century sales process and those sales professionals/ companies that do will become behemoths...
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
President Trump announced today, effective Sept 24 2018, a 10% tariff on a broad list of $200 B worth of Chinese goods. https://ustr.gov/about-us/poli...inalizes-tariffs-200 On this final list are all forms of copy devices. No mention of printers. No mention of toner. Unless China makes serious trade concessions to the USA, without retaliatory tariffs of its own on USA made goods sold in China, the 10% tariff will rise to 25% on Jan 01 2019. These devices are on the final tariff list,...
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
SSG Thanx for keeping this thread up to date! Kudos The economy is doing so well here in the US that I don't think many will care. I will use this to my advantage to get clients to move now. Now, I hope they do care! Art
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
Yup, it's a pretty BIG Hammer! I heard a radio report that the US trade debt rose significantly in July. I'm thinking what you stated is that "many of the manufacturers have stuffed thier warehouses". That's probably why we haven't seen anything to date with increases.
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Re: Assume My Copier Lease....What?
Originally Posted by Kiwispike: Tried this recently but haven't found anyone to take it up, issue I have had is often the remaining lease is above the market rates at the time. But its a fantastic concept. I agree when the market rate is above what you can buy it for, however, but you just never know. Recently we had the Sandy disaster here in NJ. Many companies moved in for one or two years to help with the rebuilding process. They would be viable candidates to assume a lease that may have...
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Re: Assume My Copier Lease....What?
Thanks for all of your questions and comments! To answer the first question by @AOSGROUP, we've had some success in our local area of Toronto, Canada. The transactions were completed manually before launching the marketplace. The current version of the marketplace was only launched this past January, so you guys are the early adopters. Transactions can take the form of either a lease assumption (where one credit-approved client assumes the lease of another as-is), or a split-buyout (where...
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Re: Assume My Copier Lease....What?
Originally Posted by fisher: How does this square with the fine print on every lease doc I've ever read regarding assignment or transferring the lease by the lessee??? Who goes to jail if the lease doesn't get satisfied???? Fisher: The assumption process is one that I've seen leasing companies do from time to time. You have to get the blessing of the leasing company first, and credit approval for the new leasee.
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Re: The Transition of the Copier Industry "Part III"
Art, So you’re saying you used eQuill with eWriter to process your sales paper work? To this day, are you still doing it that way? Did you have many customers buying in to eQuill in the healthcare, government agencies and law enforcement fields? It would seem that any entity that processed sales would be a good target for eQuill too—did you find that to be so? Yeah—it’s tough not to resort to ‘commodity speak’ when prospecting b/c that’s what it seems to come down to—cannibalizing from each...
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Re: The Transition of the Copier Industry "Part III"
Hey Jeff No, we did not use the eQuill/eWriter. I thought we should have put this to good use for our sales team. The usage of the eQuill in the field would have enable many conversations about how we use it, how we set the system up, and what was our back end process. It was an opportunity to break out of that commodity role. Thanx for the reply and questions!
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Re: You're In Sales Your Brand Does Matter... 5 Creative Ways Sales Reps Can Become Brand Magnets
Thank you for your e-mail.I will be out of the office and have limited access to my e-mail from August 15th through August 30th.. I will review your message upon my return. In my absence please feel free to contact Jim Singer ( jim@kopi.ws ) or Cynthia Wankum ( cynthia@kopi.ws ) for immediate assistance during this time. Have a great day! Sherri Wilbers President KOPI 518 Cheyenne Drive Jefferson City, MO 65109 573-893-4545 (ext. 203) www.kopi.ws sherri@kopi.ws
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Re: Inbound Marketing For Sales Reps (and Sales Vets)
Czech, Thank you for the very kind endorsement at the beginning of this article--I appreciate it. Most of our industry lives in the "outbound" side of lead generation with prospecting, cold calls, etc... This is good, but with today's buyer 57% of the way through the buying process before they contact a vendor or rep (Harvard Business Review survey of business decision makers, 2012) we HAVE TO get GREAT at inbound marketing. We're working on some exciting things to pull it all together and...
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Re: I'm Past My Prime Just Like Paper
Workflow is about process and information of which paper is just an element. There are unlimited opportunities to automate process and the movement of information through a business. Even if paper disappeared tomorrow workflow would still exist. Fear not young Jedi.
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Re: Tell em Columbo Sent You!
I would ask him - Who else are you going to involve in this process. If he mentions the name of the owner’s company, ask how do you know him. You may need to ask a follow up question to get to the owners name. If he does not mention the owners company don’t bring them up, you may end up putting that company in play. You never know how well he knows the controller. I might have 1,000 linked in connections, some of them I may not think of using. That’s my advice
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Re: Tell em Columbo Sent You!
Thus, I took all the comments and made zero mention of the LinkedIn connection. I did ask about all of the other players and received. Names of the three other vendors, machine models, and monthly lease pricing for each of them. AS predicted price will play the most important part of the buy in, however, I was able to get me and my company to the top of the list (did not give the price yet)m due to the knowledge that I brought to table for automating a workflow process. Gotta just figure out...
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Re: 10 Ways to Close Net New Business
Looking forward to the new series Art. Your efforts are appreciated and rewarding.
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Re: 10 Ways to Close Net New Business
I am looking forward to it too. Interested in the strategy of getting to the point where the prospect is ready to decide outside of their current vendor.
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Re: I Don't Walk Away from Many Opportunities, But this One was Crazy
Yes, I had an account who had TWO Xerox down for over two months and would NEVER do business with them again. I had been renting to this contractor for years and really made a great proposal and pretty much expected that sale. They stayed with Xerox!! You just wonder what their thought process is on these kind of deals. They will end up in the exact same boat in 5 years and go through the motions and get absolutely nowhere. Good Luck!!
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Re: Ditching the Polo Shirt Can Increase Your Sales
It's becoming the norm it seems. I wear a polo if I am in the office for the day, but wear a dress shirt for meetings. I have not worn the tie in quite some time unless it was a major account type of deal. I found that most don't care if you wear a tie or not. I had one customer in a corporate office setting see me putting my tie on in my car out his window and when I walked in he told me to take it off and never wear a tie in his office again because it made him uncomfortable because he...
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Re: Ditching the Polo Shirt Can Increase Your Sales
I've been an outside rep in both office technology and healthcare/IT. I am 43, so kind of on the cusp of old/new dress code. I would say to know your audience and where you are. When I visit Northeast customers/suppliers I dress how you said you do. I was just in Texas and I wore an untucked polo. Sounds sloppy to some I guess.... but the rep I was with who wore a jacket was laughed at by the customer and said "why on earth would you wear that here?" The rest of the night I was the one...
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Re: Ditching the Polo Shirt Can Increase Your Sales
Buttoned down shirt with a tie or jacket says "professional," "consultant," A polo shirt says "peddler" I don't care where you are or what the prospect says. A "peddler" in a suit WILL make people uncomfortable. A professional consultant in a polo shirt will most likely be seen as a peddler. I know I just skewered a lot of sacred cows but I caution you to not discount what I am saying just because you don't like dressing up. Some of the people reading this are better off in a polo shirt...
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Re: Ditching the Polo Shirt Can Increase Your Sales
I feel like many clients are intimidated by someone in a full suit and tie. You want to relate to the customer and I rarely even see ties in the workplace anymore. Millennials just don’t care about a piece of cloth around your neck. But I’m 30 so obviously there’s a generational thing here too. I do agree with the shoes though, studies show it’s the first thing someone notices about you. I think a nice polo with a company logo shows your part of the team.
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Re: Ditching the Polo Shirt Can Increase Your Sales
I can agree with not needing the tie & suite jacket with existing accounts. At least with net new accounts a suit with no tie is still appropriate. Appreciate the comment .
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Re: Ditching the Polo Shirt Can Increase Your Sales
Be yourself and dress for your audience. That being said, its a rare day I'm not in khakis and a polo shirt.
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Re: Ditching the Polo Shirt Can Increase Your Sales
I wonder how many prospects would prefer their attorney wore a polo shirt?
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Re: Ditching the Polo Shirt Can Increase Your Sales
Now that’s funny 😆 I wouldn’t especially if I was meeting him or her for the first time