Tagged With "Lead for Fleet"
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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: Fax vulnerability in HP all-in-one printers
One of my large medical accounts contacted me about this one. They were totally freaked out over this potential threat even though they had no machines in their fleet with the vulnerability. Meanwhile you could walk to almost any fax machine in any of their locations and grab patient info from the fax trays.
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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: A Funny Thing Happened on the way to the Copier Demo/Appointment
Here's one from a private school customer of mine a few years ago: We had just upgraded their fleet of Gestetner 3355's to a brand new fleet of Gestetner DSm660's. A teacher wanted to make copies of a book onto transparencies, and walked up to one of the new machines and ran them thru the bypass. The machine jammed up and completely stopped. So, thinking there must be something wrong w/ the set up of the new machine, she walked to another one of the BRAND NEW MACHINES and tried to run...
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Re: Questions about Xerox's MPS Offerings to SMB Customers
Hey Art, I have not heard of the XPS program. But Xerox has alot of flavors of MPS, thats for sure. So far it looks like Xerox has a well developed direct-to-enterprise MPS program through Xerox Global Services (XGS). This has been around for a while, but they recently "announced" it as Enterprise Print Services (EPS). Four components: - Office support - Remote worker/device support - Production and mailroom support - External doc procurement (outsourcing) Its pretty all-encompassing. Thats...
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Re: Lexmark A4 lineup
Advantages: There are 16 unique products that are only available to the Business Solutions Dealers. These products have a more aggressive price point and the CPP is lower than the products that can be purchase online or thru the VAR channel. There are embedded solutions for specific verticals that can be downloaded via the web (Virtual Solutions Center) and immediately uploaded to the machine. For example, the Education Station allows teachers to create test/quiz templates along with...
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Re: Lexmark A4 lineup
txeagle24, Do you have any info on the A4 lineup? Why are they releasing so many different models in the A4 class? I am researching Lexmark as a possible add to our fleet. You mentioned that these solutions could be downloaded are they FREE or a value-added techonology? If not how much to they range in price?
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Re: Actual MPS Demand...
I have a handful of these small accounts that bill between $500 & $1,000 but those are the ones where the cost-justification is more difficult, since I.T. doesn't spend much time troubleshooting such a small fleet. In these cases, it typically comes down to managing the fleet for a little more than they currently pay just for consumables.
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Re: Industrial Label Printers
what type of printers? production printers? Riso? I've been dealing with a dealer who sells nothing but production printers in Michigan he told me there has been no drop in sales for him over the past couple of years. now he's looking and becoming a Riso dealer to increase his fleet offerings
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Re: Lexmark Dealer MFPs vs IT Channel MFPs
Yes. Lexmark has been awesome for us so far. The only thing that I don't like is that we don't get any price breaks on OEM cartridges for non-BSD models. I was in an MPS deal, and the majority of the fleet required OEM toner (newer model), and Ricoh direct (surprise) under-cut our price by $.002, & we had priced the deal at 25% margin to begin with. Long-term if Lexmark is serious about their BSD program and wants to give their dealers differentiation, they need to give them pricing...
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Re: MP201
The MP1515, 161, 171 are incredible engines, they just run and run without a hicup, I have a few of these that are running 3-5K every month and one was just traded in that had over 200K on the meter. It's not a money maker for the sales person, however it fills the gap when you are replacing a fleet and need a few lv devices that can print, scan, copy and fax. Think of it this way, if you didn't have these devices in the line-up, your customer may look elsewhere to fill the void and alas...
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Re: MP201
They do keep on truckin', I'll give you that. With the big push to MPS, however, customers are looking to move to more of a distributed printing model instead of centralizing on a few big MFP's. Additionally, MPS has forced everyone to learn how to service HP devices if they didn't already, & anyone can pick up faster HP A4 desktops from Tech Data, & the CPP will be very comparable. I love having Lexmark to fill this whole that Ricoh has left. For the same price as the Ricoh, I can...
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Re: MPS And Profit
There are a number of factors that impact start-up cost for MPS clients. In the traditional "copier" world, prior to putting machines under contract we would inspect them, perform service to bring it up to spec and bill the client. In MPS, we just put them under contract, so the start up cost can be virtually nothing or cost an arm and a leg depending on the condition of the machines that are being placed under an MPS Agreement. Another factor is how much toner the client has on hand prior...
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Re: MPS And Profit
This makes me wonder about the profitability of MPS as a whole. If your not replacing the fleet, how does a company profit from MPS ?
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Re: MPS And Profit
Agreed, its hard not to see MPS as just another factor driving consolidation in the industry. Especially of you consider Auxilio knocked out a number of very profitable agreements. what is the typical profit margin of a standard $16m/year copier dealership?
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Re: MPS And Profit
I've looked at it up-side-down and backwards. Done the expensive training seminars and all the rest. I just don't see it!!!!
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Re: Dealer reseting meters??? USED as NEW!
Nice work....super sleuth! How can anyone live with themselves screwing over a church of all places. It does sound like that admin was not doing her job or there were no checks and balances. The bad part is it would be hard to prove that the meters were rolled back. But if I was in the situation I would cost justify how much those units were and be sure they were NEW if our organization wanted new. How do you not know if you buying new or used. Like you said if you sign a lease with the NEW...
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Re: Auxilio Loses another 1.6 million
Particularly for large MPS engagements, there can be substantial costs that are absorbed by the provider at the beginning of a contract. These costs are due to repairing printers that have been in need of major repairs, stocking toner in advance of billing, high-CPP printers in a competitive transaction, etc. It can take over a year for some of these large engagements to reach profitability, and it seems like that Auxilio only engages with large healthcare clients. In healthcare, if the...
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Re: Transform Global 2012
Day one has passed and overall, I'm impressed with the event. I actually ran into a couple of P4P members and finally after all of these years got to meet Lee Rummage from RJ Young. On Wednesday evening Oki hosted the evening reception @ Hiltons Signature Island. Food, drinks and networking, at this time I also had to the chance to meet Greg Walters (Death of the Copier) and now the newly elected President of the MPSA. I also ran across many new contacts and believe it or not many readers of...
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Re: Track limited usage across fleet
Larry....yes...the company would like to track a user with limited copies regardless of the copier being used. I know this can be done for EACH MFP but what about across a fleet? Looking for a total capture then once their limit is reached they cannot make another impression. Vince....I was waiting for you to Chime in. I would like this to work with Canon products including the VarioPrint 110. Maybe Uniflow could do this but I wonder if Enterprise Management Console will work with the...
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Re: Ricoh Printers & MICR Toner?
If you're looking at the SP4310, this uses the same cartridge as the SP4100 & SP4110. I have a client with a mixed fleet for SP4100's, SP4110's and SP4310's, and we have been supplying them with MICR cartridges for several of these as part of their MPS Agreement for over 5 years. If memory serves me correctly, I remember that when Ricoh launched the SP4110 he stated that one of the benefits that it could run either regular toner or MICR. I don't know if our Supplies Department gets the...
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Re: Wells Fargo Rates
From: Ted Sent: 11/21/2002 8:03 AM The provision that rolls them over for a year has got to be in the fine print. I've dealt with enough lawyers to know that leases can be ammended. I've only had one law firm that didn't cross out (and initial) and make amendments to some of the terms. All my RMAP Leases with attorneys and a couple with Fleet have been "amended". I bet that you could cross out the provision that automatically rolls them over for a year and change it to monthly. Just make...
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Re: Who to use for Leasing
Whenever I don't use RMAP, I use Fleet. They have been great with no real problems. We have used CIT in the past, and are now finding out on the deals that are coming due or ones we are trying to upgrade is that they don't have a Tradeup to return quote. The only thing they do is buyout to keep. A couple of deals are going to be a little pricey on the buyout side. I have also loked into GE Capital. I used to use them in the past, and they seem willing to work with you on stuff. Well, that's...
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Re: Help!
Two come to mind. I hate to say it, but DLL is one. Fleet is the other. Both will probably require a deposit, and as long as the bankrupt person has kept clean for 6 years, them might take that into consideration. If he hasn't, they're probably sunk. I don't know who you work with at DLL, (otherwise known as Ricoh Leasing) but we work with Burt Villareal. Great guy, and if everything looks good on the one guy, he would probably work with you. He probably doesn't handle your territory, but...
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Re: Case Studies
LANIER WORLDWIDE ENTERS MULTI-YEAR AGREEMENT WITH BRISTOL-MYERS SQUIBB ATLANTA, GA, June 16, 2003 — Lanier Worldwide, Inc. announced today that it has signed an agreement with Bristol-Myers Squibb Company (NYSE: BMY) to be the authorized provider for network MFPs and printers for the company in the United States, Puerto Rico, and Canada. The agreement for an enterprise-wide asset management program with Bristol-Myers Squibb, a global pharmaceutical and related health care products company,...
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Re: I need a leasing company for a new customer
Canon Leasing! They will take any machine. I will get you the info. We had a new startup company and DLL, Fleet, and Ricoh Leasing said no. We sent the info into Canon Leasing and they said OK. Go figure. We are leasing a Ricoh Machine through Canon Leasing. We have already let Ricoh (a.k.a. DLL) know. Boy were they red faced.
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Re: Email from Canon P4P'er "Ricoh Direct Pricing"
Art, I work in a Ricoh Direct (Lanier legacy) office located in an area where there are three local RFG competitors in our market. We have explicit instructions to disengage (turn around and walk out) if it's an IKON account or one belonging to the two other RFG dealers. Except for IKON, the dealers can compete against our MIFs and do so with no qualms. They kill us on price, too, which seems to be a different situation than is occurring in other parts of the country. As an example, a...
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Re: Email from Canon P4P'er "Ricoh Direct Pricing"
Thanx for the input, most of us were taught the same way as you, although back in the old days were used features on the copier to figure out how a customer could save time with certain copy jobs. I'm sure different parts of the country depending upon Market area use different pricing. It's a mess but we all have to live with it (RFG), however all of us as sales people should try to get more dollars out of our systems and solutions because we have the best hardware systems and solutions out...
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Re: Scanrouter Lite
Hi Art, I believe Smart Device Monitor would allow you to update the address book and import to all devices at once but I'm not positive. I had a customer running Scan Router lite on their fleet and upgraded to Global Scan because the new units no longer supported Scan Router. Ricoh offers a discounted Global Scan price for customers upgrading from an existing Scan Router install. May be worth looking into
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Re: Need Leasing Help!
Great America is now doing print fleet management leases which by definition funds a payment not collateralled (not really a word) by equipment. If they are willing to that, I would think that they would no longer hold to the typical maximum 125% of MSRP rules. Another idea...can you pre-fund maintenance and exaggerate the rate? By that I mean add $68,000 to your normal maintenance rate but attribute it all to maintenance. I've never tried...just trying to think outside the box.
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Re: Ricoh Offers Managed Print Services to Reduce Printing Complexity
I'm guessing they would get rid of the brands they don't service, but that doesn't make their statement untrue. "Users only pay for actual output" Ok, that's an SMP agreement like we've all been doing for 30 years. "And work with one point of contact" Of course, once you kick out all your other vendors, you only have 1 guy to call. The goal of MPS is not to service 30 different models from 8 manufacturers, it's to steamline your fleet and gain efficiency by having similar models across the...
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Re: Ricoh Offers Managed Print Services to Reduce Printing Complexity
I think the idea is that Streamlining the fleet and reducing the number of models is a benefit to the CUSTOMER, not just the vendor. So, in that case, it's not misleading to say "we'll manage your whole fleet" when it is the goal of both customer and vendor to consolidate down to just a couple of brands.
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Re: Ricoh Introduction of RightFax
RICOH SIMPLIFIES DOCUMENT MANAGEMENT PROCESSES WITH RIGHTFAX CONNECTOR New Solution Provides Ricoh Multifunction Products with Seamless Integration with Open Text Fax Server (RightFax) or Open Text Fax Appliance (FaxPress) West Caldwell, NJ, February 17, 2009 — Ricoh Americas Corporation, a leading provider of digital office equipment, today announced the release of the RightFax Connector for embedded software architecture (ESA) enabled multifunction products (MFPs). Ricoh’s RightFax...
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Re: Where Do You see the Copier Industry in 5 years????
...and that takes me full-circle back to my discussion of "document management strategies". It's too early for me to say that I've found the perfect transition into the next phase of our industry, but I'm certainly giving it a shot! I'm practicing adding phrases like "Integrated Electronic Document Management System" and "Managed Print Services including Total Fleet Management" into my daily talk-track. Of course, we've all been discussing this type of stuff amongst ourselves for years, but...
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Re: Leads, Do you get them?
I don't work for a dealer but I am convinced that unless the deals are in a real remote area, 98% of the leads are going to the direct ops.
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Re: Linked In Generating Leads "updates"
I recently took the basic premium membership about 30 days ago. This enabled me to see everyone who took a look at my profile. so far I've connected with 4 new (potential prospects) and one prospect who is in the market for a copier. I saw that they viewed my profile and then asked to be connected and in the "inmail" asked if there is anything I can help with. Art
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Re: Linked In Generating Leads "updates"
My profile is one big copier advertisement. I use blog links on my profile offering advice on what we offer, and a Buyer's Guide. I also interact on LinkedIn groups in my city to connect with business owners. I've yet to generate solid prospects from LinkedIn. LinkedIn is a good tool to discover more about your prospects than to actually contact them. If anyone has ideas, I'd love to try them out.
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Re: Linked In Generating Leads "updates"
I get involved in message boards or threads and share my $0.02 to the point that some folks ask me to come in for an appointment/assessment. I have also generated leads keeping in touch with all of my customers on LinkedIn so if they do indeed change jobs they always know where to find me even if they don't have my card from their previous job
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Re: Feature Article for February "BuyerZone.com Friend or Foe"?
From the industry side it is well known the margins are going down, not only on machines but I am noticing a decline in margins on the service side as well. With the industry move towards more color and capturing printer fleet output of an office... money has to be made elsewhere and more value added services provided by a dealership and even their leasing partner. Leasing companies do the same thing.. walmarting rates.. the lowest rate, but all the other hidden charges and fees and high...
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Re: @ Remote is Here!!
Large Accounts, where the fleet is 25 or more systems. I think that's about it, Ricoh has stated that they will be adding more features, just a question of what features. Maybe we can develop a list of feaures here and then propose them Art
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Re: HP MFP Market buster.
November 09, 2004 12:47 PM US Eastern Timezone [b] HP Unveils Imaging and Printing Solutions to Reduce Costs and Complexity for Enterprise and Mid-Size Businesses [/b] --(BUSINESS WIRE)--Nov. 9, 2004— Delivering on Strategy to Transform Copier Market, HP Uses Customer Feedback to Develop Industry's Most Affordable High-Performance Multi-Function Product HP (NYSE:HPQ) (Nasdaq:HPQ) today unveiled 14 new imaging, printing and digital information solutions, including a groundbreaking...
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Re: hp news!
PALO ALTO, Calif., April 11, 2007 - HP today unveiled ground-breaking, ink-based color multifunction printers (MFP), enhanced management offerings, and a new portfolio of services and solutions to help enterprise customers optimize their printing environments. The new ink-based multifunction printers, the HP CM8060/CM8050 Color MFPs with HP Edgeline Technology, offer a powerful new printing engine based on the company’s $1.4 billion investment in Scalable Printing Technology. Enabling...
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Re: MPS opinions on margins, business models. What say you?
There are a few factors that should be considered: 1. What is the mixture of printer models? 2. Are the devices currently being serviced properly? 3. What are current fill rates? (and does the business require MICR Toner?) As part of our Go-To-Market strategy for MPS, we take into consideration HOW the volume is being produced and WHERE the volume is produced. Identify High Volume devices, aged devices, and even opportunities to leverage their existing technology by eliminating under used...
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Re: Customer Request For A 5 Year Replacement Plan
Way too many variables not covered in your initial post like whether they are leased or owned, how long in the field, are they placed right (right sized for volume and speed requirements, are they centrally located or spread out over 5 states, etc. That being said, you are where you want to be. That is, you have a customer asking you to help them manage their fleet. A very conservative approach might be based on the fact that parts are only guaranteed available for 7 years past the last date...
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Re: Scott Labels moves into digital with Konica Minolta investment
No I don't. Seems odd why it's not working for you. Here's the complete: The new, additional machine has been installed at the Liphook, Hampshire-based firm’s 743sqm premises in the past few months. Prior to taking delivery of the 18.9m/min device, Scott Labels was an entirely flexo operation, running a fleet that included two six-colour UV Focus Proflex flexo presses and a die-cutting machine used for plain labels. The Konica Minolta machine has enabled the six-staff company to...
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Re: Canon Business Systems Pulling a Ricoh
I am dealing with this right now, my DBM is looking into it but I'm skeptical having lost two previous accounts to Ricoh Direct. One was a school district we had seven mfp's in Ricoh had one billable obsolete AF 650 so "technically" we weren't the incumbent. Ricoh has a lot of ways to get around their rules. Ricoh "says" the dealer cost is the same as direct but we see them sell at our cost all the time. Originally Posted by txeagle24: We've had issues with Ricoh finding (or try really hard...
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Re: Canon Business Systems Pulling a Ricoh
We've had issues with Ricoh finding (or try really hard to find) ways around Rules of Engagement. One example I will use is a former customer I had that had all of their local Ricoh MFP placements with me but had a few old units from Xerox locally & several Ricoh units in a different market from RBS. The customer was looking to upgrade a Ricoh machine that I had placed a few years earlier. Ricoh went in and gave them pricing that was 25% lower than I could offer, & when we brought up...