Tagged With "Business Technology Industry"
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Re: Marco Acquires New Jersey Copier/Printer Company
Welcome to my market Marco! You are know the third MEGA dealer competing in my market place.
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Re: Marco Acquires New Jersey Copier/Printer Company
Art- the # of your competitors didn’t change , their fingers and toes are now a whole lot farther away from their head. I picture you as Yankee Doodle Dandy and they are the Red Coats. Perhaps they will be as successful as .....Danka or IKON or RBS/AOE or GlobalXRX or ....
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Re: Marco Acquires New Jersey Copier/Printer Company
wondering if the MarcoClover tie-up makes service companies reconsider where they buy toner and printer parts from.. i am hearing a mix of response
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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: 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: Toshiba Introduces World's First Copier Delivering Erasable and Black & White Prints
Imagine a CMYK copier, except remove the CMY toner and developer and insert a new Erasable Blue (EB) toner and developer. Modify the copier so that when the Erasable blue toner passes back through the heat of the fuser, it de-colorizes the blue to white. A new rules based print driver can automatically makes software apps like emails auto print in blue plus provide a new counter to show how much paper, CO2 and money you saved. The previous generation product appealed to too small a section...
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Re: Toshiba Introduces World's First Copier Delivering Erasable and Black & White Prints
A good YouTube video showing the erasable copier in action. https://www.youtube.com/watch?v=cwRBOqI9sq0
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Re: Toshiba Introduces Powerful Desktop Multifunction Printer Trio
Anyone have info on these new models?
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Re: Net New Business "How Do We Do It"?
As a chamber member I was able to get mailing labels for all the main contacts and plan on sending an introductory letter, with a follow-up call. Still looking for a templete of a letter that I could get some ideas from.
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Re: Net New Business "How Do We Do It"?
Getting involved in the community with non profits is a great way to meet new people.
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Re: Net New Business "How Do We Do It"?
40% of my business last year came from Schools or Government. I found a few niche pain points that almost any District or Department would experience and used that as my lead in with the appropriate person. For example, for schools, it was Common Core State Standards. Learning the implications and compliance issues got me lots of appointments and 4 new Districts. We utilize UCC Filing Data as another prospecting tool which works really well for having a leg-up when you walk in the front door...
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Re: Net New Business "How Do We Do It"?
I personally don't think there is a secret to it - just follow up and be the better rep. My competitors are huge companies; everyone knows who they are. However, their reps are lazy and don't visit their customers. Prospects are amazed when you have been following up with them within the past 3 years or so; meanwhile their current vendor has been through 3 reps already. It really is out of sight, out of mind in this industry.
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Re: Net New Business "How Do We Do It"?
You yourself Art dropped this pearl of wisdom a few days ago "A few days ago, I was going through my "Who's viewed your profile" on Linkedin. I try to connect with all of my second level contacts" I was on a recent sales seminar and believe that the point of Linkedin is to get and communicate with as many second level contacts as possible. LinkedIn is definitely the new sales tool of the last few years. I have been quilty of not using it effectively but now I put at least 30 minutes per week...
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Re: Net New Business "How Do We Do It"?
social media is great. You may like these: https://www.youtube.com/watch?v=VbIG8vd0TbY http://pages2.marketo.com/dg2-social-marketing-ppc.html?source=PPC&comment=PPC_GS_US&ag=SMM%20-%20General&camp=Social%20Media%20Marketing&_kk=41362422627&kw=%2Bsocial%20%2Bmedia%20%2Bmarketing&gclid=CjkKEQjwh7ucBRD9yY_fyZe398gBEiQAAoy4JPyUNQr4Dk5yVdA065dd6XPrIbEqKanmUOpwFJZQsNrw_wcB
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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: Toshiba Wins Best-in-Class Awards in Annual Dealer Survey
See, I do post good stuff about Toshiba also
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Re: Save the Date! Sneak Peak Inside Business Intelligence - Webinar
This is an automated response. Carl Mica is currently out of the office and has limited access to email and voice mail. He will return to the office on August 18th. Thank you.
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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: 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
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Re: 3 Sales Stages Copier Reps Can Use Content To Close Net New Business
Thank you Art. Glad you enjoyed.
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
Awesome, bring it to NJ!!
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
Art, Plan on attending in Dallas in April. A central spot for all parts of the U.S. Investing in growth is a good thing. I am sure Stratix will support your endeavors.
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
haha, you're a funny guy!
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
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Re: Is Anyone using Ricoh slides or Value Prop for their presentations
I'm really not using them in SMB appointments. Can anyone help AJ out??
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Re: Is Anyone using Ricoh slides or Value Prop for their presentations
People buy from people......not power point slides. Ricoh loooooooves power point though. I love when their reps come out and go over the same set of power points that have been up on infoCenter for 2 months.
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This Week in the Copier Industry 5 Years Ago, The Last Week in January 2014
Dang, there's a ton of content here! Check out the blog series for 31 Ways to Close More Copier Sales #25 of 31 , there are 31 in total and I'm trying to get them all in a collection for us. Enjoy these threads from 5 years ago this week! This Week in the Copier/Office Equipment Industry 10 Years Ago 4thWeek of January 2004 Art Post · 1/26/142:19 PM the new product.http://support. ricoh .com/bb/html/dr_ut_e/rc2/model/ c 32_38/ c 32_38en.htmJG Toshiba America Business Solutions Introduces The...
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Boring Proudly Announces Selection by PROs Elite 100
LAKELAND, FL, January 27, 2019 /24-7PressRelease/ -- Boring Business Systems , based in Lakeland, FL, has been selected to receive PROs Elite 100 certification. Being selected to the PROs Elite 100 is a national symbol of recognition and distinction in the office imaging industry. Boring is one of only 100 Top Servicing dealers in the United States and the only dealer with this distinction in the Tampa and Lakeland area. PROs Elite has selected Boring because of their commitment to service...
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Canon Business Process Services On-Demand Webcast: The Role of Social Media Evidence in Product Liability Litigation
NEW YORK , Oct. 2, 2018 /PRNewswire/ -- Canon Business Process Services, Inc. (Canon), today announced the availability of an on-demand webcast that highlights an important and timely legal issue. When mired in a product liability case, getting access to the other party's social media posts can be a critical part of the strategy for trial. Canon's webcast provides practical information on how courts limit access depending on privilege, relevance and proportionality as well as how legal...