Tagged With "Accounts Payable and Human Resources"
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Re: When is Net New Business not Net New Business?
Interesting perspective. We constantly have the talks about competitive machines we took on service, especially brands we don't carry. I tend to consider is taking a Konica on service and then a year or two later upgrading it to our equipment net new business from the sales side. Obviously we had net new business on the service side but not net new for "x" with the equipment sale. I'd be interested to hear how others see this. I hear a lot of people say it doesn't matter but if I bring a...
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Re: When is Net New Business not Net New Business?
I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business for their sales department.
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Re: When is Net New Business not Net New Business?
I was wondering if the subject of those customers who were acquired through service was going to come up, & Jason's comment is certainly "food for thought"... In his example, he brought on the service customer (with the obvious intention of upgrading them at the first opportunity) & the dealer gets a contract & machine sale that they otherwise wouldn't have. Sounds like net new to me. In my experience, though, most of these service to machine sale conversions are from customers...
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Re: When is Net New Business not Net New Business?
Jay, We typically go after about any machine other than a Xerox. If someone wants us to service their machine and its not a complete piece of junk we will take it on and will get parts and supplies from dealers etc. until we can upgrade to one of our lines; Savin, Canon, or Samsung. We expect our reps to go out and take service agreements and we pay them the first months billing. Most don't like to mess with 30.00 agreements but they add up and eventually you find a big one. We had a rep who...
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Re: When is Net New Business not Net New Business?
We do almost the exact same thing... anything but Canon, Toshiba, & Xerox. If I could get Reps to bring in 4 figure maintenance agreements, life would be spectacular!
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Re: When is Net New Business not Net New Business?
We were staying away from Toshiba for a long time until we had a friend who could sell us parts, supplies, and give us manuals etc. those 4 figure contracts certainly do help. Seems few and far between but I'll take them when I can get them.
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Re: When is Net New Business not Net New Business?
Originally Posted by Czech: I've always learned the two terms separately: Net New Business: Placing an MFP into a new account that had no existing MFP Competitive Knockout: Displacing a competitor's MFP with your own Base Upgrade: Upgrading one of your current MFP's Base Net New: Adding a new MFP into one of your current accounts The terms would be based based on the department. So for your car dealer example, you would be an existing account for their service department but net new business...
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Re: When is Net New Business not Net New Business?
In my opinion, Net New is any revenue stream you did not previously have. Take over service of a competitor's equipment = Net New. Replace that machine purchased from a competitor with one of your own = Net New. Take over management of their print fleet or IT infrastructure = Net New. Replace those printers or computers, Net New. Time comes to renew those contracts at a lower or identical service payment= Upgrade. But, if their monthly payment increases, the difference between the old...
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Re: 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: 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: "Green Jobs"
Nope, I didn't: "The study released today was conducted by academics from the University of Illinois, who used an online questionnaire of nine questions. The scientists approached were listed in the 2007 edition of the American Geological Institute's Directory of Geoscience Departments. Two questions were key: Have mean global temperatures risen compared to pre-1800s levels, and has human activity been a significant factor in changing mean global temperatures? About 90 percent of the...
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Re: "Green Jobs"
All good points. Yes, the weather is different today than yesterday. And we can extrapolate that to 100 years ago and 100 years from now. Human activity? Oh, our ego's would drive us to think we make a SIGNIFICANT impact. And science is asleep, replaced with faith labelled as "consensus". But I don't think many people who have seen a forest fire or volcano actually BELIEVE we impact the climate much more than the proverbial butterfly wings. Unrelated, I think MLB should handle World...
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Re: Matt Espe named CEO of Ricoh Americas Corp
5 of these 8 people at Ikon now hold top Ricoh Americas Corp positions: Management Team Matthew J. Espe (RAC) Chairman and Chief Executive Officer Mark A. Hershey (RAC) Senior Vice President, General Counsel and Secretary Jeffrey W. Hickling (RAC) President and Chief Operating Officer Henry M. Miller, Jr. Senior Vice President, Chief Financial Officer and Treasurer Daniel Murphy Vice President, Global Strategy and Communications Tracey J. Rothenberger (RAC) Senior Vice President and Chief...
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Re: Drum Yields
A short discussion about copier vs printer yields. The document is a bit old but the main points are still valid.
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Re: Color Print Control
No, absolutely none of them do this. There is no MFP/printer (at least from Ricoh/Canon/HP/Lexmark/Kyocera) that will print a (truly) black document and click it for color. Now, there are many many times that a document appears to be B&W to the human eye and contains color to the computer's eye. The most famous instance of this is Acrobat 4. Acrobat4?!?!? you say? No one uses Acrobat4! But that's not true. For compatibility's sake, many scanners with a direct to PDF option (even...
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Re: Hinds audit turns up $35K in stockpiled ink, toner
So, they have 220 systems in place and only 10% was picked as nn essential?? "But for security reasons, such as with some employees of courts and the district attorney's office, some desktop equipment is necessary, she said. "You have to be guarded with your information, and you don't want that going to common printers," Davis said." Me: Geesh, has anyone ever told them about "locked print" or "secure print" (print audit)? I'm thinking I'd like to get in their for that assement. The nice...
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Re: 3 Days !!!! You call that Service? Really?
Art, quite a few years ago I copied from this site one of the most profound things that I had read about Customer Service. I've tried to search your archives with no luck so I'll re-type it here and if can find the source to attribute please post since it is not my intellectual property. Here goes . . . WHAT DO CUSTOMERS REALLY WANT? For years businesses have struggled to answer that question. Along the way slogans and discussions have come and gone - about customer satisfaction versus...
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Re: CompTIA CDIA+(Certified Document Imaging Architech)
Here are the certification objectives taken off the Comptia website
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Re: So Many Choices
Scott: I see it as a positive. The fact of the matter is, "it is what it is" and it's not going away. You must be a professional in the business today. This means you must continuously learn about the technology that you build solutions around. And that technology changes at least a little with each new product that is released into the field. Then you must know the pros and cons of your product as it relates to your competition. Then you must take that knowledge and learn the skill to...
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Re: Whole Lotta Shakin Goin On
As I mentioned, IKON IT took over Ricoh IT and H.R. was next. It is now confirmed that the new head of Human Resources at Ricoh is from IKON, as recently announced. Should we start a new Poll to guess which Department is next? Could it be Dealer Division?
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Re: Scan Router Pro vs Canon e Copy
ERP(Enterprise Resource Planning Systems) comprises of a commercial software package that promises the seamless integration of all the information flowing through the company - financial, accounting, human resources, supply chain and customer information. Looks like something else to learn about...it never ends.
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Re: Selling Copiers "Ten Tips to Keep the Pipeline Flowing"
Well said Art....especially the comment about offering a "low end" MFP... works about 40% of the time from deals I have tracked in my 21 year career!
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Re: Around the World w/Ricoh #3
Ricoh Launches Tree Planting Offset Program Ricoh UK has joined the growing list of companies implementing tree growing initiatives by offering its customers the opportunity to plant fruit trees in a bid to offset carbon emissions. The printer manufacturer is working with Seeds for Africa, which, according to Ricoh, educates young people in Africa about how to farm their own fruit and vegetables. The program monitors the printer and copier usage levels of businesses. For every 100,000...
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Re: Check copying on MPC4503
You'll see previous conversations on this subject elsewhere on this site but in a nutshell, the answer is no. I presume it's a government mandate thing, not a Ricoh thing. Once you understand what triggers the copier response, you can come up with workarounds. The problem checks are checks that have a series of yellow dots on three spots across the bottom of the check. These are almost unperceptible to the human eye. You cover these dots and the rest of the check should copy.
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Re: MP C6004SP & Fax Routing to Folder
I was having trouble getting the eFax info to attach here so I sent you an email. The I.C.E. (Integrated Cloud Environment) Brochure is attached
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Re: Managing By The Data, It’s What Leaders Do
Totally agree. Among the benefits of KPIs (Key Performance Indicators) are the facts that they boost the employee motivation and create an educative atmosphere.
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Re: Discovery Questions for the Legal Industry
Art, Depending in the type of law they practice, I ask about Bates Stamping. Do they do it? how? Law firms are also typically interested in OCR, PDF/A, and Creating Fillable Forms. I usually ask about these items. Vince
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Re: Discovery Questions for the Legal Industry
Vince Thanks for this. The PDF/A and the fillable forms was not on my list. Can anyone else add to this?
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Re: Needle in a haystack wanted!
I contacted Greg about this thread on linked in and he approved that I would post here on the forums. Anyone looking for a job, should give Greg at buzz or contact him through linkedin or contact me.
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Re: What HIPAA does and how the healthcare industry has been complying
What's really comical is while MFP vendors are touting the great features of their HIPAA complaint systems, walk through a typical sales office and I guarantee you'll be able to find a lease with a personal guarantee and a person's SS# left out somewhere on a desk.
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Re: Canon Business Systems Pulling a Ricoh
This has been a great thread so far! We're a mid size dealer in central pa and have most of the directs knocking around in our area. TABS, KMBS, RBS, CSA, Xerox and now Global just bought a small dealership. In addition we have quite a few other Indy dealers like us. I whole heartedly agree with what some one said before about selling the value of your company, service and the relationships. I've also told customers point blank I cannot compete with the directs price so if that's all that...
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Re: HP should Buy Xerox
It’s about the realities of data. Over 80% of the current A3 placements fit into the volumes you discuss. The facts in the data also show that A3 equipment takes three service interactions to only one service interaction on A4 running comparable volumes. All dealers need to reach out to BEI Services and understand the realities of the total service cost, especially as DaaS becomes the new billing model. In the near future, the customers will have new options more than likely which will come...
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Re: Are Your Salespeople Good Losers? Ask Cam Newton...
Old Glory/Jason, Exit interviews are a fantastic way to truly engage and understand win/lose situations. So easy to get pissed off and move on, human sales nature. Stop and think about all the other things you leave on the table your dealership can support. A true sales professional wants to know why. This is how you improve. All too often the classic is "lost because of price" no you were outsold! Winning is a great way to find out what you did well so it can be repeated over time.
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Re: Why We Still Need Legacy Sales Skills
Art Here is my two cents worth. What goes around comes around in this world. Sometimes sooner, sometimes later. If and when we get to the point of people totally taking out the human to human contact in the sales process, they will then begin to miss that same human to human contact, and start to look to regain it. Its my belief that we will begin to see that very soon in things like facebook. Its a great way to help stay in touch with people. But once people begin to use it to avoid each...
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
Awesome, bring it to NJ!!
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
Art, Plan on attending in Dallas in April. A central spot for all parts of the U.S. Investing in growth is a good thing. I am sure Stratix will support your endeavors.
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
haha, you're a funny guy!
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
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Maxima1
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Diane Plourde
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Konica Minolta Executive Team Serves Lunch to Those in Need
Ramsey, NJ, Dec. 20, 2018 (GLOBE NEWSWIRE) -- This week, members of the executive team at Konica Minolta Business Solutions U.S.A., Inc ., (Konica Minolta), spent an afternoon giving back to the New Jersey community. Through the Bergen Volunteer Center’s ‘All in A Day’s Work’ program, the team provided and served a three-course meal to those in need at The Bergen County Housing, Health and Human Services Center, an organization that aims to prevent and end homelessness in the state. As a...
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How Well Are You Creating Visibility? My Journey To Outbound 2019!
Those close to me, who know the real me, know I have no problem asking for help. Asking for help is not a sign of weakness. It's an opportunity to expand your horizons. I'm simply amazed by the amount of people who simply fail to ask for help. I've made it my mission to educate, engage and excite all those inside the sales world. Sales leaders and their sales teams must stand up, unite and transform how they go to market in a world full of sales mediocrity (I'm being nice). I believe every...
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Green House Data to Complete Phase 3 Data Center Expansion in Cheyenne Facility
CHEYENNE, Wyo., Dec. 04, 2018 (GLOBE NEWSWIRE) -- Green House Data, a leader in platform-agnostic managed IT infrastructure solutions including cloud hosting, colocation, and disaster recovery, has announced it will complete the Phase 3 expansion of its Cheyenne, Wyoming data center and headquarters by adding two new data center floors for a combined 7,500 square feet of white space that will meet ongoing demand for cloud services and colocated equipment. “The market has responded...
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Kyocera Enters U.S. Cybersecurity Endpoint Management Market
COSTA MESA, Calif.--( BUSINESS WIRE )-- Kyocera , a world-leading manufacturer of industrial and consumer technology products, announced today that it has entered the U.S. cybersecurity endpoint management market. Through its group company, Interfocus , Kyocera offers LanScope Cat , a unified endpoint management and security solution giving small businesses a simple, automated way to effectively manage and protect IT assets and workplace devices. Interfocus’ LanScope Cat has been available...
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Kofax RPA Wins DM Award for Artificial Intelligence / Robotic Process Automation Product of the Year
IRVINE, Calif., Dec. 11, 2018 (GLOBE NEWSWIRE) -- Kofax ® , a leading supplier of intelligent automation (IA) software to digitally transform end-to-end business processes, today announced Kofax RPA was named “AI / Robotic Process Automation Product of the Year” at the 2018 DM Awards, a prestigious awards program conducted by Document Manager Magazine. “By enabling organisations to easily and cost effectively scale their RPA deployments across the enterprise, we’ve raised the bar with...
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Toshiba Wins 2018 Orange County Register Top Workplaces Award
LAKE FOREST, Calif.--( BUSINESS WIRE )-- Toshiba America Business Solutions today announces it is a recipient of the 2018 Top Workplaces Award by The Orange County Register . The Orange County technology innovator earned the honor based on employee feedback gathered through a third-party survey administered by research partner, Energage , LLC. The anonymous survey measured several aspects of workplace culture, including alignment, execution and connection. “Top Workplaces is more than just...
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Toshiba Wins Keypoint Intelligence-Buyers Lab 2019 Pick Award
LAKE FOREST, Calif.--(BUSINESS WIRE)--Dec 11, 2018-- Keypoint Intelligence affirms Toshiba America Business Solutions ’ commitment to innovation by presenting a 2019 Buyers Lab Pick Award to the tech company’s Elevate ™ MFP customization platform. Toshiba’s new Elevate 2.0 is a cloud-based platform for personalizing the user interface of Toshiba’s e-STUDIO ™ multifunction printers (MFPs) by adding functionality, automating common and sophisticated tasks, promoting commonly used features and...
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DocuWare Receives Buyers Lab Award in Document Imaging Software Category
DocuWare Receives Buyers Lab Award in Document Imaging Software Category New Windsor NY, December 13, 2018 – DocuWare , provider of cloud solutions for document management and workflow automation, received a coveted Keypoint Intelligence - Buyers Lab (BLI) award for DocuWare version 7. Launched in June 2018, DocuWare version 7 is supported by fourth-generation cloud architecture. This new version provides users with vastly improved performance, scalability and stability. Searches are 50...