Tagged With "B2B sales process"
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Re: What's the weirdest place you've sold a copier to?
Lol, those were two good ones! I can't remember if I've ever had weird sale.
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Re: All Ricoh A4 devices = no stapler
If it helps, Canon A4 staplers are usually around $900 whole sale.
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Re: All Ricoh A4 devices = no stapler
$650 on a B&W A4, $615 on a color A4. Ricoh is missing the boat one this one...
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Re: What's the weirdest place you've sold a copier to?
Picking up a signed order in the morning for a Canon color with hole punch and staple, from an Amish farmer-printer. Best two parts of the qualification process was having to run samples of a digital plate to run his offset presses and ensuring the power was in spec to be run off of his diesel generator/alternator set up. Oh yea, and he's got a tow motor we have to use to get it to the second floor. Been selling almost nine years and have been in lots of unique places too. Starbucks roasting...
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Re: Post-Virus We Must Defeat The Zombie Companies!
Although I am 60% on board with your move to A4 strategy, most of the rest of the stuff you are posting is "knocking it out of the park"! I would like to see a poll. As a business owner, during COVID-19 would you prefer? 1). No lease payments for 90 days 2). 1/2 price lease payments for one year The auto industry is pushing no payments for 90 days but I think business owners are more concerned about cash flow for the next year. I think the correct strategy is to offer as part of your...
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Re: Will outside Sales Rep's go away?
@Monte I hope/think that even though buyers will research online that they will still want some interaction with a salesperson. If in fact the manufacturers allow the sale of high end MFP's online then the dealers will have to change a lot of how they do business. My hope though is that it does not come down to this. I buy a lot online and my wife grocery shops online and has them delivered to the house, BUT I don't look at most things like groceries. I want to go talk to my insurance agent.
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Re: Print Copy Tool versus Plotworks
John, The PrintCopy Tool compares pretty favorably to Plotworks. I attached two documents to this post. The Product Support Guide lists differences between the two products. The PowerPoint has screen shots of all the settings in PrintCopy Tool. I hope this helps.
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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: 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 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: Target GP Margins
I heard it through the grapevine a while back that RBS (at least in DFW) is no longer sending field reps out unless opportunities are above a certain value, meaning they are handling the sales process via telephone and email from start to finish. I see this as being the way things will be done in the future. From a business perspective, it makes sense if it allows dealers/direct to employ fewer sales people while generating close to the same revenue. If there is no value in a transaction...
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Re: Charge for IT support
We had never charged for it after the sale until about 6 months ago due to people calling all the time for driver installs, scanning issues related to their internet etc. We used to offer an optional network/it yearly agreement and people would decline and then start calling for help. We decided to send out, initially an opt-out to ever customer who had current devices, and after every sale send one out. We did it as an opt out due to the fact that customers would decline the option and...
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Re: up against the Xerox Phaser 7800 with a SP C831dn
Thanks and congrats on your sale and the others. Also thank you for the link and your advice. The company is a small design firm and I don't think they go all out with the Pantone matching and that calibration tool. I will let you know if I sell it.
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Re: The Death Of The B2B Salesperson [Infographic]
Art, I call Bull ****! At least for our industry, the copier industry! This may be true of a commodity (like envelopes, or coffee, or even a PC) but copiers, really MFDs require a lot of attention, both before and after a customer buys it. This article seems to be written by an old brick & mortar company that successfully transitioned to internet sales. This will work for any company that drop ships their products. And I agree that the MFD manufacturers would LOVE for this to be, or...
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Re: The Death Of The B2B Salesperson [Infographic]
Vince: Well stated! I'm having a hard time with this also. We've seen Ricoh on-line now, they are pushing the envelope with direct vs dealer. I agree with you, what happens once the box arrives, what they thought they were getting because product marketing for all manufacturers have a tendency to over state what they systems can and can't do. I'm hoping we are right and Forrester is just pushing BS
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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: Around the World with Ricoh
Ricoh Selects Juniper Networks to Modernize its Group-Wide Network Infrastructure TOKYO, Aug. 09, 2018 (GLOBE NEWSWIRE) -- Juniper Networks (NYSE: JNPR ), an industry leader in automated, scalable and secure networks, today announced that Ricoh Group has successfully implemented Juniper Networks' high-performing solutions to modernize and simplify the operations of its core networking and security infrastructure that supports approximately 500 locations and 34,000 users in Japan. Ricoh Group...
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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: Top Ten "Why Copiers Should Have Warning Labels"
Ty Jason! Had fun with this!! Ty for the email about your rep, that was very humorous sale!! Maybe post in on the forums?
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Re: MFP Purchase Decision Makers?
It depends on the value proposition I want to bring forward. If I am going with the whole "we'll save you money" pitch, I'll start with a CFO or Director of Finance. If it's regarding document management or a fleet replacement, I'll start with IT Director/IT Manager and go from there. Larry Levine's teachings on LinkedIn have been really useful with cracking into appointments/conversations with these types of people. C-level execs and directors are very career-orientated, so they tend to...
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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: MPS and Linux HELP!
So some clarification first. PaperCut absolutely does support Mac. In fact, it is the only cost recovery/print control solution that I know of that actually installs in an all Mac environment. (Server and Client) It also is the only solution I know of that installs in a Linux environment. So both of your issues are solved with PaperCut. I included the install guides for Mac and Linux to get you started.
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Re: Oki 1450 vs Ricoh 6700 wide Format
So, the Oki or Teriostar 1040 is one page per minute faster than the Ricoh. Oki wants the user to replace the corona wire cartridge and the process cartridge. I believe the process cartridge is the drum. Now, the memories come back, if an end user scratches that drum, it's on the user to replace the drum which is going to be a very pricey item. If I was a business owner I would not want my peeps handling a part that has a cost of $1,500-$2,000. If they scratch it, it's on me to buy another,...
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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: The A4 Challenge or Opportunity
In my experience A4 machines are as much or even more hassle than an A3 machine to install and train which I do myself for the customer but my income off of the sale of the A4 device is a fraction of what it would have been had I sold an A3. Beyond that most A4 machines lack a document feeder built to handle the page volumes of walk up copying and scanning my customers do. At the end of the day I have to make a living so I spend my time on A3 opportunities.
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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: Around the Word with Konica Minolta
Konica Minolta Business Solutions Enters Predictive Healthcare Analytics with Value-Based Care Platform August 13, 2018 11:30 ET | Source: Konica Minolta Business Solutions U.S.A., Inc. Ramsey, NJ and Foster City, CA – August 13, 2018, Aug. 13, 2018 (GLOBE NEWSWIRE) -- Konica Minolta Inc.’s (Konica Minolta) Business Innovation Center (BIC), technology innovator for the healthcare industry, announces today the company’s breakthrough entry into the healthcare analytics market: a Value-Based...
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Re: Print Control/Mgmt
Hi Everyone, Thanks for your posts. Every year or two we see new, low cost competitors that come out of the woodwork for a little while. We are selling against these guys the same as you fight your low cost competitors. There are a few obvious detriments that seem to have stood the test of time. The revenue model can not possibly be profitable for 80% of your customers. Ridiculously low is exactly that, ridiculous and unsustainable. $500 worth of technical support will be used up mighty...
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Re: Need Help for Print Solution!
We called fabsoft and they stated the retail was $3,200, this will not work any other ideas like untilizing an automatic print2file like ecopy and the automate the print process?
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Re: High Volume Updates
RICOH PRO 907/1107/1357 PRODUCTION PRINTER FREQUENTLY ASKED QUESTIONS Q. Where do the new Pro Series Production Printers fit in the Ricoh high volume monochrome printer product line? A. The new Pro Series Production Printers are successors to the highly successful Digital Document Publisher models, the DDP70e and the DDP92. Those models were initially brought into the Ricoh product family through the acquisition of Hitachi. Technically, the 70-ppm Digital Document Publisher 70e is being...
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Re: P4P member: Allegheny County signs 5 year contract with Amcon Office Systems
Gman - Your absolutely right...Green Initiatives have always interested me and from a financial perspective they are great investments right now for stocks. Art - Thank you -- this was the most competitive and nail bighting 4 months in my career so far. Being government this bid had to go out to the public. The bid requirements were 50 pages long, and the time spent in dotting I's and crossing t's was insane. Every company who sells copiers bid in the Pittsburgh Market. Everyone body who...
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Re: Need Help for Print Solution!
they are typically user customized in the application. For example a law firm printing to an HP 4000, when they print a letter it's always in dup or triplicatel; right? So the program is set up when they select to print, a letter that they get: 1. a print on letterhead 2. a print on plain paper 3. a print on colored paper 4. an evnelope. I always run into this when replacing printers, because it never is configured to do the same thing, and i have like 30 legal secretaries wanting to kill...
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Re: Need Help for Print Solution!
They are using Timberline, a canned accounting package, so there's no functionality within the application to do this currently. You do have a really good question there though... what were they doing before?
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Re: Need Help for Print Solution!
This my boo boo, I asked my sales manager about this application and the reps at Sage, all stated it could be done out of the box. As to what they were doing before, they did not have the accounting package and asked for a dot matrix printer for forms, I investigated got false info and sold them an 8200N stated it would staple the two pages. I am now in the process adding Planet Press
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Re: Is selling at cost the future for print hardware?
Interesting approach to the sales process. Strikes me the next promo is for 10% below sticker price...of course unlike cars, manufacturers don't put a sticker price on MFP's to advise the public what the price is supposed to be. At this point we find the margin we are able to obtain on most sales of hardware barely covers the cost of sales for the product...any business profits come from services bundled around the hardware, either connectivity plans, support plans, supplies for colour etc.
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Re: A Funny Thing Happened on the way to the Copier Demo/Appointment
I got this from an email: Honestly nothing along the lines of a one liner come to me. However, when I was doing training on the 6755 once I botched the toner refilling process and got toner all over the room. Then as we were going to get some towels to wipe it down, I heard the maintenance guy fire up the vacuum and before I could run down the hall to stop him – the toner went straight through the filter and out the air vent … and ALL over the office. Thanks, John Pulley
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Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Tokyoamsterdam: Japan's Canon plans to buy Dutch copier and printer maker Oce for 730 million euros ($1.09 billion) as it tries to return to growth after the global downturn and fight rival Ricoh. Copier and digital camera maker Canon and Oce said in a joint statement on Monday that Canon intends to offer 8.60 euros per share, or 730 million euros, for Oce's outstanding shares. Canon's offer follows little over a year after Japan's Ricoh, the world''s largest copier maker, bought US office...
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Re: A Funny Thing Happened on the way to the Copier Demo/Appointment
Had a demo years ago on a fax machine. Had a big wheel from corporate wanting to do a ride along with a rep for the day. Customer wanted to see quality and asked one of their customers to send a test fax. As all the admin complained about the speed, the corp guy explained that a very detailed fax would take more time because of memory issues. As everyone crowded aroud the fax to innspect, a very vivid porn image was reproduced with striking detail. We made the sale