Tagged With "Top Sales Reps"
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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: Will outside Sales Rep's go away?
@Jason H it's my understanding that Canon has a rep dedicated to Amazon for the ImagePASS mfp's already
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Re: Will outside Sales Rep's go away?
ImageClass?? If so that’s throw away junk just like the HP’s etc. I believe that stuff has been sold online for some time now. We don’t sell that series due to the extremely high cpc’s
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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: Will outside Sales Rep's go away?
Even if they meet a rep, that doesn't mean that they won't oftentimes turn-around and order online. Building relationships and providing solutions is all good and I have accounts that I am very tight with. However, when the day comes that all the business I get is only from those accounts, I will starve.
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Re: Will outside Sales Rep's go away?
In a way its already gone to the internet and away from the outside sales rep........at least for stand alone printers and A4 devices. If all someone needs is a printer or an A4 to be used for basic printing,scanning and copying.....face it, they really don't need us already. If you've been at this a long time you probably remember the days when you sold a lot of A4 machines to small offices. 20 years ago if you needed an A4 you called a copier dealer. Those days are gone for the most part.
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Re: Will outside Sales Rep's go away?
@fisher I agree almost completely, but to play devils advocate I will say that we are selling more desktop printers now than we ever have before. Mostly brother, as we became a partner a couple years ago. I think people are looking for reps to show them a better way than just buying another HP off amazon, but the rep still has to have a higher level conversation with the client...not just hey buy your printers from us.
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Re: Will outside Sales Rep's go away?
I believe it will be a mixed environment, just like with PC's and other peripherals. For the small number of placements, onesie-twosie, I see E-commerce and inside sales taking over the role of the outside sales rep. For the larger accounts a sales rep will continue to play a role.
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Re: Will outside Sales Rep's go away?
In 10 years there WILL be outside sales reps, and many of them will be the committed, true professionals of today. The E-Commence platform have changed our business and how we do it. For example gone are the days when you could duck into a 15 story office building and cold call. But electronic format can still be your attention getter and facilitate your efforts in creating interest. I can buy anything on line and cut out the sales person. Try doing your own investing and getting the right...
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Re: Quality Digital Office Technology
Art, we've got a rep that covers York / Gettysburg and he confirmed this. He said he heard it went down ~ 6 months ago and they started reaching out to clients towards the end of 2019 to let them know. Gonna be a big change as Quality had a lot of loyal clients (also were giving away service at rates like .003 & .032- > I've gotta imagine that'll change quickly)
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Re: Ricoh Pro C5300
I tried to get more details from my Ricoh production rep, he tells me more info will be available towards the end of the month and that was it, hoping for some big changes, especially in the LCT area.
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Re: Ricoh & Epson = "perfect together" NOT!
Call that KIP sales Rep again and make a deal with him. If you can get the deal with 2 KIP 9900s (those will replace the 4 Oce's), then you get to be a KIP dealer. He will also spend half as much in toner as those Oce machines just eat toner.
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Re: Nsi Autostore
Art, the big thing is for Nuance/Copitrak do this you need external tablets, and people are pretty sick of ecopy. We embed right in the MFP for Ricoh, Konica, Canon and Xerox so even if there's too many months left in the current lease we can embed the software in the current equipment and then just move the license to your MFPS when it's time to change hardware. I just did that with a POA rep in Denver, the customer had Canons and when they're ready switch we'll move it for a very small...
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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: Color clicks
JWS- Good luck getting your machine to count correctly! We went round and round with Ricoh and our rep about this. They swear it counts correctly, we know it doesn't. You are correct in that it can be application- dependent; some apps will click correctly, but Acrobat prints, when there are mixed originals, usually treat the whole job as color. I experimented with different drivers (PCL / PS3 / Universal PCL), but could never resolve the issue for our client (a church). BTW, the ame doc...
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Re: Manufacturer Support on Bids
I agree. My KM rep and his boss were in the office yesterday and I asked him why he didn't show any interest in this opportunity and he said because you are buying at the lowest I can give you right now and there is nothing else I can do from a support part. He said he gave it about a 3-5% chance of winning the account based on what he read and what he could do. I am ok with that as most of our bid opportunities are not set up around here for dealers to participate. They always have some...
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Re: Senior VP wants P4P Access!
Given that he tried to register with false info, I'm concerned. This is a business site, not a personal site where limiting the amount of personal information shared is an appropriate privacy measure. You'll recall that I already ran into a situation once on this very board a few years ago where I did not feel I could be candid because of a manufacturer's response. If a manufacturer rep wants to post, then he/she should be totally honest and above board with their information and their...
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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
Rep: What's your copier volume? Client: Well, uh, everyone in the office uses it.
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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
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Re: Is selling at cost the future for print hardware?
Not true. But car dealers routinely "train" using whatever version of the truth they think will make a sale.
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Re: Scan in One City, Print in Another
The mind boggles! So the customer has the software applications that you reference and you are trying to find them a 'cheap' 'solution'......? Why? They have spent tens of thousands of dollars on those applications..all of which enhance their productivity as a law firm. You have a comprehensive solution to leverage (i.e. make work better!) each of their committed software applications and you think it might be 'expensive'? Come on, you have done more than most competitors simply by the fact...
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Re: Matt Espe named CEO of Ricoh Americas Corp
Not only that if you look back on posts from the P4P Hotel, Ikon was buying back stock 6-8 months prior to the sale, insider trading at it's best!
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Re: Ricoh Ikon Letter
Old Glory, you are way off-base regarding profitability to Ricoh on an $8,000 sale through the dealer or through their direct channel. When Ricoh sells to the dealer, the dealer is responsible for all ofthe end-marketing expenses related to the brick-and-mortar + sales rep expenses. When Ricoh (or other mfrs) run their own branches, there is a tremendous amount of overhead associated with that operation. Hence, this is one reason why Ricoh's dealer division, while smaller, was the only part...
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Re: Ricoh Ikon Letter
I think we make an error when we assume that Ricoh selling a machine to an end user for $8k is the same as Ricoh selling a machine to a dealer for $8k. When Ricoh sells a machine to a dealer for $8k they are done, when Ricoh sells a machine to an end user for $8k they have other costs, including paying the street rep and his manager so I don't think it is not true to say the $8k is the same to Ricoh from either source.
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Re: Are Step Leases ethical business practise?
Are we on the same wave length here?? Usually a 3-5 means that service and supplies are provided for three years, after three years the customer then has to pay for service, thus raising the cost to them. ie: $100 per month for 60 months includes 3 years of supplies and service for 100K, after the third year or whenever the supplies and service expire, the rep will come back in and refi the remaining 24 months with a new 3-5, they can usually sell this at a lower price that what the customer...
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Re: Are Step Leases ethical business practise?
Not only are the less than ethical copier sales people in the world, there are just as bad Lease sales people. When these two parties collude together the customers best interests are never at the top of the list. You cannot assume that the good Lease sales rep you work with has the same personal value system as the competition. You cannot assume that the good lease company you work with has a good local sales rep. You cannot assume that at the end of the lease, the Lease sales person you...
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Re: Are Step Leases ethical business practise?
Depending on the Lease vendor, they may provide cleverly designed Lease documents, with two payments streams on the document. The bad copier sales person fills in the agreed Payment #1 amount with the customer and leaves the Payment #2 line blank. The customer does not even see Payment #2 because it is blank. The customner signs the lease. Back at the office, this same sales person fills in Payment #2 with the Step Lease amount, and submits it to the Leasing company. Working with a less than...
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Re: Time in business requirements
The leasing company makes money when and if they are paid back, not when they lend the money! The rep is always free to cosign the loan if they think it's a BS issue but I think it would suddenly become a REAL issue at that point. After all, at that point we'd be talking about REAL money, not OPM. The leasing company is just wisely refusing all businesses under two years, then looking at the credit app and seeing that there is basically nothing on the app to support the loan, so they request...
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Re: Time in business requirements
Cash Gap: Going back to the past and seems like you've been in the biz for a long time. There was a time when: If you were over 2 years in biz, 90% of the time no PG was required. The leasing companies that you did business with would not "cream" the apps, they would take the good, the bad and the ugly (well, sometimes with the ugly) Problem now, is that all leasing companies want the cream, and that's where I have an issue, if you want first dibs to our portfolio, don't cream the apps, and...
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Re: A4 Page Volumes
I'm looking at a break point of around 10k/month, at that point, at least at my dealership, a3 is a lower tco. They [the samsung rep]say when you look at total volumes, 11x17 only accounts for like 3% of the global print volume. What I've seen is that its not accurate to extrapolate that only 3% of customers need it, it means that there is a wider group of customers that use it outside AEC, but they do a tiny amount of it. Even so, once you've got a feature that is used, even marginally,...
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Re: A4 Page Volumes
The most important question to ask is "how much do you copy 11x17"? If the answer is none, then the next question is "how often do you print 11x17"? When the answer is quite often, well A3 is then a no brainer, however if the answer is rarely, then I'll bundle an 11x17 laser or ink printer. Based on under 10K per month, A4 will save the customer on the TCO over the term of a 5 year lease.
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Re: Construction Paper through a copier
Konica Minolta Rep is saying theirs will do it without problem. Our experience when asking Ricoh technical is not to do it. Causes premature wear and tear on the drums.
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Re: When was the last time you did a demo in your demo room?
When you say you take a copier to a customer for a demo... Is it a Conditonal Sale? I will do this but only on the terms of if the MFP works as described you agree to buy/ lease that same unit without any further demos. I have seen too many potential customers do the Vendor merry go round with six copier vendors to get free copiers for several months. I have seen too many RFQs where a customer has to get three quotes and you are unexpected lowest bid. They ask you in for demo but never...
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Re: Construction Paper through a copier
I dn't know of any mfp/copier where construction paper is recommened. I would find out the model number and do your own research and prove to customer that either the KM rep is not stating the truth or produce documentation that the Ricoh can do it. I'm better dollars to dougnuts the KM can't. How about hearing from some the KM reps we have on the forums? Please help?
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Re: When was the last time you did a demo in your demo room?
Re: When was the last time you did a demo in your demo room?
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Re: recent page views for P4P Hotel forums
Here's a formerly more active poster delurking to say hello. Since we stopped selling new Ricoh and since I'm admin and not a sales rep, I don't have as much to contribute any more. But, I still check in out of habit - always nice to see some familiar screen names :-)
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Re: New Samsung 11 x 17" Colour MFPs due Oct 01 USA
Our dealer rep from Sammy was in late last week to discuss what we need to be able to handle the 11 x 17 release. In Canada they say it will be a 35 and 45 B&W and a 25 and 35 colour. Part of what they see is the ability to bid for larger deals where there is a need for SOME 11 x 17 but they can still do large part of deal with A4 product. He said they expect it for first quarter 2011. They know they are going to be an also ran in some ways but if they get the CPC in line then we know...
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Re: Possibly moving to Ricoh....
I'm going to say something here from my experience of being a copier buyer BEFORE I started working in the copier industry. Yes, it's true, I was a client of the very dealership that I came to work for. You're not going to like what I have to say because you're sales reps and you trained to think a certain way. Please, for once, listen with an open mind to someone with experience being on the other side of the proposal. Ponder it, don't spin it. Most buyers don't care one bit what brand of...
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Re: Possibly moving to Ricoh....
Jack Daly said it best "People buy from people they like" I know a local RBS where the marketplace Manager let his #1 rep based on attitude Sure this rep sold but the Rep was not liked by his customers. Customers were purchasing from this RBS because they liked the Service Tech and Delivery guys. this showed me personally that its not just the sales guy who sales its everybody in the company.
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Re: Possibly moving to Ricoh....
A couple of thoughts based on my lengthy experience with both Sharp and Ricoh. Ricoh is far and away a better product. No doubt about it. As stated above buyers buy the dealership and the relationship with the sales rep in my experience not the brand name on the front of the box. Take it from someone who spent years explaining to customers who "Gestetner" was that had never heard of them........and now "Lanier". Finally, in this market I would urge extreme caution making any sort of...
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Re: Top 9 Blunders that B2B Sales Reps Make
Blunder #2: They ask obvious questions. What they do: They ask lots of questions that could have easily have been answered by searching the Internet. Why they do it: They figure they can wing it, usually because they’re over-confident in their ability to make the sale. What happens: They end up wasting valuable one-on-one time with a busy customer who has other things to do that provide a free education. Your Action Plan: To avoid this blunder, always research the customer thoroughly before...
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Re: Another Ricoh Direct Give Away
Hey, I'm a new RBS rep, I mean reallly green. Just started out in the business. FYI, I've been told to stay away from dealer accounts. I admit, it can get sticky when proposals are thrown around; but generally we have been instructed that its a "hands off" customer. There isn't some corporate push to squeeze dealers out is all i'm saying. Your point on margins is noted. I'm just confused that this is somehow something new. If Ford sold cars directly, I'd expect them to be a little cheaper...
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Re: Top 9 Blunders that B2B Sales Reps Make
Blunder #4: They don’t learn how the customer buys. What they do: They get deeply involved in a sales opportunity without finding out what’s unique about the customer’s buying process. Why they do it: Usually this happens when the reps is focused on the sales process. The reps keeps thinking about how to sell, rather than about how the customer is going to buy. What happens: Worst case, the rep loses the deal. Best case, the rep experiences inexplicable delays as the customer takes actions...
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Re: Top 9 Blunders that B2B Sales Reps Make
Blunder #6: They don’t know business basics. What they do: They reveal their ignorance of basic business and accounting principles. Why they do it: Unfortunately, it’s usually because they are, uhh… ignorant about basic business and accounting principles. What happens: The lack of such knowledge seriously limits the rep’s ability to add value to the discussion. The rep seems at a loss when the conversation moves to important issues like ROI and how the rep’s offerings will impact the...