Tagged With "Fusion Wins"
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Re: Hiring Sales Reps - what are you hearing
Surprising there are no replies yet. I would figure this to be a "hot" topic. We recently found one in the age demographic that will work out. He has more than a 45 minute ride, has closed a few orders already. Maybe you need to show them $500 at the interview and ask how they would like to get that $500, by working a week or trying to talk you out of it. After reading your thread it seems that neither of those "salespeople" have the "desire" to compete, yet alone the determination to "win".
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Re: Need HELP! Kyocera Color A3 question
Top three points I make when against Kyocera. #1. Take them color samples from your device and any Kyocera because the color output is sub par on all units. If you don’t have access to one look in your crm for an account you co-exist with Kyocera in. Or the next time you have a knock out make some samples and keep them in a binder. If color quality is important to the customer it will be a win. Another point is showing them you get what you pay for, meaning 3 tier color is what they have...
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Re: Will outside Sales Rep's go away?
I’m a little late to this party but had the thread open since it was posted. As a 35 year old i straddle the “millennial” and old school gap (in my opinion haha). There is value of ordering things online that can be commonly used or even basic electronics. But if it’s anything above basic, I still believe talking to someone even if on the phone, pays dividends. We recently bought a new vehicle for my wife and explored for weeks online our options, the new vehicles options, what the price...
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Re: 7 Deadly Topics from 7 Deadly Sinners at Top 100 Summit (Part One)
Czech funny you should mention that "wolverine" look, it was actually one of the "challenges" at the event. Whom ever had the most completed challenges won a MS Surface tablet. I did not win.
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Re: Target GP Margins
The whore'ing of the machines is getting worse and worse. Eventually the stupid Japanese presidents of the brands are going to be sitting around in a room somewhere trying to figure out why this industry went to sh*t and what do they do to fix it. This win the business at any cost to keep the factory running has to stop at some point....I would think.
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Re: Color MFP Trends, Tactics, etc
You stated and asked: "* The last year brought Ricoh’s entrance into the color light production and mid-production space with the C900/C900s and the Pro C550EX/C700EX. Although the C900 looks like a solid first step into color production, there may be some growing pains (outside of IKON) due to dealers' lack of production experience/contacts and printers' existing brand loyalty/hesitations about buying a 1st generation system. Does anyone see these replacing or beating Xerox/Konica/Canon...
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Re: Is selling at cost the future for print hardware?
Merlin -- you are absolutley right...like any business there are several costs. but you never know if a dealer had special terms with a their manufacturer to order x amount - or if they were trying to acheive a certain level to hit their quoata or win some award? Really hard to speculate on a business model which we don't know anything about. But the one thing that I do know is that - these idiots are everywhere..... And quite frankly -- the people who want that type of partnership would by...
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Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh
Go this via email today: Canon intends to make an offer of € 8.60 per Share for 100% of the outstanding Shares of Océ, representing a premium of 70% over Océ's stock price. There does not appear to be opposition to the deal either from European regulators or Océ board members. Océ will remain a separate legal entity as a Canon division, headquartered in Venlo (the Netherlands). The Océ brand is to be maintained and applied in all relevant markets. Océ will continue to lead its R&D and...
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Re: Ricoh Pro 907EX
Were you able to win this deal? If so, how did you overcome the price objection?
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Re: Daily Sales Philosophy
“Our doubts are traitors, And make us lose the good we oft might win, By fearing to attempt.” William Shakespeare (1564–1616) English writer
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Re: How are Sales Going for 2010?
For a few of us at my company, sales have been at about the same levels as previous years, but many of our reps are barely treading water. 2011 is going to be an interesting year due to economic uncertainty and the fact that we will have to win more new business than in years past in order to hit our sales goals. We're counting on some hardware to start to "pull-through" in our MPS engagements as we begin the Optimize phase in the MPS accounts we've won this year.
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Re: IKON steals University of Kentucky MPS contract from Lexmark!
Agreed, but lets just say the folks that wrote this have some "history" with Lexmark and they make sure to make Lexmark look bad every chance they have. Usually, when you see coverage of a big contract win, its more about who won the contract, not who lost it. Thats why I call it biased.
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Re: IKON steals University of Kentucky MPS contract from Lexmark!
I'm willing to wager that Ricoh (IKON) was the LOW bidder. To the point where the University of Kentucky threw loyalty to Lexmark aside. IKON needed some type of newsworthy 'WIN' since they were acquired by Ricoh and the University of Kentucky gave them that opportunity.
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Re: Need help with p4p forums
The constant stream of competitive information, "war stories" and conversations surrounding best practices in the dog-eat-dog world that is our day-to-day reality keep me coming back on a daily basis to look for the next nugget I can use to win deals & reach my production and income goals. I hope my competition stays off these forums & would probably pay to keep some level of market exclusivity to this library of industry-specific content.
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Re: Ricoh's move into videoconferencing
I think this market is pretty open. Cisco has a big footprint and now that Microsoft owns Skype I would not discount Skype at all. I do not believe any other copier players are in on this though. Also, until multiple brands of conferencing systems can communicate together, I would think whichever vendor gets the largest foothold will win.
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Re: Ricoh's move into videoconferencing
And so Ricoh being a new entrant to this field with zero base is a good thing how?
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Re: Unfair practice of providing startup supplies on state and federal contracts
Hello montecore - could you explain about those low intial cpc costs being quoted to win the deal - are you saying that is for the start-up supplies cpc and then the dealer can charge more for the supplies later when they run out?
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Re: Unfair practice of providing startup supplies on state and federal contracts
copyme....what I mean is the CPC yes is to win the deal but the maintenance costs are for the entire deal not just the start up costs. So if this was a 60 mo lease those rates would be fixed for the term of the contract. They will not increase 7-10% on a yearly basis.
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Re: Booking Deals w/buy-out of existing leases
Good thought....but that would never happen. Most of the time in a stream of payment situation I take the number of months left and subtract 1 or 2 depending on the situation then I use that to base the buyout. That will knock down the buyout...especially when they are paying $300-$400 a month. This will make a big difference when figuring the lease. That can actually win the deal. The big wigs do not believe in the stream of payments and prefer to wait until the lease is up.....guess what...
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Re: Up against Minolta with a Rioh MP-C6501/Savin C9065 & MPC5501/Savin C9155
The last thing I'd do is lowball that deal. If you win it on a lowball bid and the customer isn't happy with your image quality they are going to torture you. You're going to need plenty of margin in that deal to make up for the aggrivation you are going to get out of it.
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Re: Custom Page coverage meter
The new series of Kyocera colour MFP's that was introduced last summer provides the means to set three tiers of counter for colour based upon the coverage of colour on the page. This permits setting three price levels based upon the amount of colour coverage. The settings can be adjusted by the dealer to fit their price model. It means you don't have to pay a full colour page price when you print a small colour item, say a logo, if the contract is set up this way. We just won a large...
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Re: Custom Page coverage meter
Now that sounds like a great feature to have to position yourself for the win.
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Re: OKI Data and Toshiba Tec Agree to Joint Development of Multifunction Printers
One observation. In the Canadian market both OKI and Toshiba have been low price vendors and for price sensitive purchasers often can win the day. Combining them could push prices lower for others as well. Up to now Toshiba had trouble competing for deals with mixed A3, A4 and printer components. Adding OKI products to their mix could make them more competitive.
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Re: Japan's Sharp Corp plans to sell its copiers and air conditioners businesses
Somewhere near last.... However, I just picked up this press release from Rueters also: Sharp seeking over $1.2 bln for plant and other assets -Yomiuri * Sharp also in talks to sell some Tokyo offices -Yomiuri * Sharp will struggle to find buyer for solar business-source By Reiji Murai and Tim Kelly TOKYO, Aug 16 (Reuters) - Cash-strapped Sharp Corp is in talks to sell its key solar panel plant in Japan as part of an asset sale seeking more than $1.2 billion, local media said on Thursday,...
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Re: BTA East 2012 District Event
There were 36 vendors at this event. I'll be posting a blog titled" my top 5 solutions/products of the event in the next day or so. Kyocera: Besides Nori have a heavy japanese accent, he was at times very hard to understand what he was saying, thank goodness for the power point slides. However, it seems that all of the manufacturers are now sharing the same slides! Business Process Optimization, find the pain, be a consultant to solve workflow and business problems with the use of software,...
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Re: BTA's Capture the Magic District Event - Nov. 15-16, 2012
NEWS RELEASE For Immediate Release For More Information Contact: Oct. 10, 2012 Brent Hoskins Executive Director Business Technology Association (816) 303-4040 BTA West to Host Capture the Magic Nov. 15-16 in Las Vegas Kansas City, MO — On Nov. 15-16, 2012, the Business Technology Association’s (BTA; www.bta.org ) West district will host its second annual Capture the Magic event at the Mandarin Oriental in Las Vegas, Nev. Dealers who register by Monday, Oct. 15, will receive a $50 on-site...
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Re: Does it matter what a presidential candidate promises?
You mean tank like it did under a Republican President and House in 2007-8? The entire world is going thru an austerity period. In nature you have to prune in order to develop new growth. Major businesses in the US are flush with cash and will start to spend when there is DEMAND - when the middle class has the money to spend not when the wealthy keep their tax breaks. Defense contractors don't need to build two more Aircraft Carrier Battlegroups as Romney wants - there's only ONE other...
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Re: Windows 8 Compatability
FYI. To be technical, Windows 8 introduces SMB V3, improving security features among other things. http://www.windowsecurity.com/...SMB-Connections.html Although supposedly backwards compatible with SMB V1 & V2 found on most current MFPs, the transition is not quite as seamless as Microsoft hoped for. SMB V3 will likely require firmware updates from all of the copier manufacturers to be compatible. I have no idea on the Universal Print drivers until you try them. It is only a short time...
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Re: Worst Copier Web Site in the World Contest
Hello Art, I belive you were going to change the 11th site listed from copierSplus.com to copierplus.com? No S after copier. This copierplus.com site has a promo from 2005 on a printer that was only for three months and has not been updated with any new equipment for 8 years! If this one does not win I would like to know which one is worse!
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Re: How do you feel about the industry?
Ive always said "the last person I want to sell a copier to is one that is currently looking". It is best to go out and find prospects that you can help and they don't realize they have a problem until you point out a better way to do things. Those deals are win-win. The customer wins with lower total costs and improved productivity/workflow and you win because those deals are seldom price wars or even competitive.
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Re: How do you feel about the industry?
Well the month is over and we went through some serious changes. Just kidding not a single rep met their quota. They held a cold call competition. Which led to a bunch of bad calls just to win the prize. Finally the almost sales manager is offering to pay for shipping on mailers but still offer no real plan to increase sales. I know this industry offers its sales reps a chance to earn six figures but it isn't possible at this dealer. What makes a great dealership? Now that I have a years...
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Re: How do you feel about the industry?
Wow 1 whole year woooohoooo. Change professions! Seems you want a job not an opportunity. Seriously this business is for entrepreneurs make your own plan. You don't understand the beauty of this industry. Its the last one where you can determine your own income. Treat it like your own business without any of the expenses, None, Zero, Nada, Zilch. For your investment of ZERO (and obviously Zilcho previous experience) you get to share in the profit. Wait a minute I should start charging like...
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Re: SHAREPOINT CONNECTOR
In the US, it is a free app, but it doesn't work very well, although it will help win a deal with a client that doesn't want to pay extra for that functionality.
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Re: 100 calls a day, 240 minutes talk time a day, 4 opps per day
I know it is difficult to see it yet, but your employer has done you a big favor. Existence in that environment would have been miserable. I agree with much of what Mr. Shaw says. A previous employer who initiated your termination will not be allowed to restrict your ability to earn a living in your chosen field. If you had left him, a non-compete becomes more difficult to beat. However, in your case, even if you had quit, you would have grounds based on the change in payplan, especially if...
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Re: question on digital duplicators
Also the short drum uses less ink, with the increased master yield and decreased ink saturation of the master, you get a lower per page cost. This can win many deals in schools where they have been using duplicators that only cut a 17 inch master for a letter sheet.
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Re: Single click for 11 X 17
Well, there are a couple of ways to look at it. The fact of the matter is, the Canon dealer probably doesn't have a very good handle on the situation. And if the client is running a high percentage of 11x17, then they are going to lose out in service and supplies. We charge 2 clicks for 11x17. And, although I may lose a deal every now and then, by not being close enough to make a difference, we aren't going to lose our pants on mismanaging service. Your service manager is being sensible, you...
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Re: Single click for 11 X 17
Hi Gregory, Minolta's are out of sight on this one. You are correct, this is a walk away. Shifting into a lease rate would be a desireable approach.
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Re: Boo Frigety WHO
How can you win this award with the products OEMed by another manufacturer? Money will get you some places....
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Re: Scan Router Pro and Windows Server 2003
Mike: here is your answer, sorry the we can't get an exact date for the new software. Response (Ken Kaelin) - 12/12/2003 05:52 PM Currently Scanrouter Pro is only supported on Win2000 Server or win NT4 Server platforms. Support for Server 2003 will be in early 2004.
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Re: Embedded Controller and batch printing
Best set up for batch printing is w/ external controller, Plot Client WIN and PS, DWG licenses. Processes drawings in 30 seconds rather than 3 minutes, and is versatile for todays customer requirements, ie: printing out bid sets from electronic files off CD's, e-mail or websites. Use the Ricoh Scanner Option for direct network scanning.
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Re: Konica Minolta Pro 1050
.005 is still very profitable on this device....One great way to displace this machine is with a duplicator: It's a niche market but if you find Low Coverage Environments that need to run very heavy or a substrate not conducive to heat....Trust me,,,just demo your dup - You'll win.
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Re: Gas Price Check
I'm all for a Federal Sales tax, like they have in Europe. Just think, you could get your check from your employer with no taxes taken out (except Social Security), put it in the bank and gain interest with no taxes paid, buy and sell stocks with no taxes on the gain/loss, etc., etc. The only time you'd have to pay tax is if you actually bought something (and unprepared food would be exempt from tax). This sure sounds like a win-win-win to me. For the poor, they get a tax cut because they...
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Re: Boy do I have alot of Gripes!!!!!
I hate to revive a 3 year old post, but a similar situation just happened to my sister (she sells Supplies and I sell Machines, because she works for a competitor I dont know the amounts of her bonuses) she had won a state bid that she had been working on for several months, and in that bid there was approximately $100,000 worth of 3M products alone. 3M was doing a spiff for hitting certain sales targets, so when she won the bid and placed the order, she asked her sales manager if the state...
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Re: Email from Canon P4P'er "Ricoh Direct Pricing"
RUMOR has it that Ricoh will change the name of the company to IKON Americas Corporation, effective August 1, 2009. RBS will fold into IKON, with several offices closing across the country. This new IKON direct organization will be the only distribution channel selling 'Ricoh' brand products, while the remaining "strong" Independent Dealers can sell Lanier and Savin (for a limited time) at an approximate 20% higher price than IKON will enjoy. RFG Dual Line Dealers will be requested to drop...
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Re: How do I setup SMB Folder Scanning
In order to scan to a folder, the folder must be a shared folder on the network with rights for editing that folder (write permissions). Follow the step-by-step guide in the attached file: "scan to smb folder for win 2k.pdf".
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Re: Ricoh Unveils “Play To Win” Strategy
May 17, 2004 - Ricoh Technology Exposition Showcases Industry Leading Products And Solutions Exposition Offers Glimpse of New Technology that Helps Maximize Workflow Efficiency Las Vegas, NV, May 4, 2004 – Ricoh Corporation, the leading provider of digital office equipment, will be conducting a Technology Exposition during its National Dealer Sales Meeting, VISION 2004 in Las Vegas. During the exposition attendees will be able to see and participate in demonstrations that show how Ricoh’s...
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Re: "Total Solution" What Does That Mean?
Steve: I believe that's the reason we're all here. No product be it software, hardware or other is going to provide a total solution because needs change. As salespeople, we can only provide solutions by having our fingers to the pulse of our clientele. Sales is 90% service and if we are going to win more we have to be educated, persistent, and curious. But there is no "total solution" in today's rapidly changing market. This is job security.