Tagged With "Account Hacked"
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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: Huh?
From: Ted Sent: 7/15/2002 2:10 PM Who was the hacker? I've got some places I like him to hack into. (just kidding)
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Re: scan to SMB to Windows 2003 server with Ricoh MP2000Le
I believe that issue was fixed with firmware quite a while ago. If not, the fix I've always used was FTP instead of SMB. FTP takes under a minute to set up on the server and has a wizard to step you through the setup. People usually raise security concern with "opening" FTP, but it is very secure since you can tell FTP to only accept communication from a single IP (the IP of the copier) AND require a username and password. You can also only allow "write" rights so that even if someone could...
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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: 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: 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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Why a Copier Salesperson Loves to Sell DocuWare
You probably don’t know me but I’ve been in the industry now for over 20 years and have been fortunate to be successful selling Canon, Ricoh and Kyocera products in both hardware and software sales. I remember when I started it was all about hardware. I used to say “black and white paid the bills and color sent me on vacation”. Back in those days a color sale would be $40,000 plus and would always be a generous commission. I remember speaking with another colleague of mine back then who had...
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This Week in the Copier Industry 15 Years Ago, The Last Week in September 2003
Last week was a killer! Not that I sold anything, but I had a golf outing on Monday (did secure a meeting out of that), two full days of training in PA on Wednesday and Thursday. Friday AM I left for the Jersey office and what should have been about 2.5 hours turned into almost 5 hours because one of the major highways was closed in both directions. I had to bird dog my way home on the back roads of eastern PA. Enjoy these threads from 15 years ago this week! New Ricoh Type-H Staple...
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Workflow Management Software Integration Improves Accounting Processes for Growing Business
Growing autobody company, Carubba Collision, integrated their accounting software with a document management solution to optimize its accounting processes. The results: a corporate accounting department able to meet the demands of a growing business without additional staff. Established in 1955, Carubba Collision is the largest body shop conglomerate in upstate New York with 16 locations across 11 cities. The company is dedicated to assisting customers with insurance claims and works hard to...
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Transportation Company Expedites Accounting Processes with Flexible, Digital Workflows
The Salmon Companies, a transportation partner of the United States Postal Service, started using DocuWare to merge its business processes with those of a company it acquired resulting in an efficient, flexible, digital accounting workflow. The accounting process automation improved employee productivity, reduced costs and secured information. Founded in 1946 for hauling a load of mail for the United States Postal Service (USPS), the Salmon Companies have expanded from a regional...
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Critical Bug Opens Millions of HP OfficeJet Printers to Attack
A malicious fax sent to an HP Inc. OfficeJet all-in-one inkjet printer can give hackers control of the printer and act as a springboard into an attached network environment. LAS VEGAS – Tens of millions of fax-ready HP OfficeJet inkjet printers are vulnerable to a simple hack that gives an attacker full control over a targeted printer. Once compromised, the all-in-one OfficeJet could act as a springboard for deeper network penetration by an attacker. Here at DEF CON, researchers at Check...
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MFP Industry News August 5th 2018
Xerox and Fujifilm battle update - Nikkei Asian newspaper interviewed Shigetaka Komori, CEO of Fujifilm; "Fujifilm can grow without the acquisition (of Xerox), which does not mean we will lose our future." o is continuing its attempts to acquire Xerox, but has denied it will make any compromise, even if it fails in the bid. o "We would not go as far as to raise our terms of acquisition, set in January, to realize the deal." o "It will be better if we can buy Xerox", but the acquisition "is...
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MFP Industry Notes 08-19-2018
HP is the most secure???? - Numerous industry and IT news organizations reported on a vulnerability in the fax boards of many HP devices - Check Point Research of Israel reported that in many HP inkjet MFPs, a hacker can dial up the fax number, send a specially created image file containing malware by fax to the MFP, allowing attacker to penetrate one access point in order to enter the customer’s entire network. HP dealer executive leaves firm - Thomas Jensen, a 15 year HP veteran, announced...
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Cybersecurity Update
A federal grand jury in Atlanta returned an indictment last week charging four members of the Chinese People’s Liberation Army (PLA) with hacking into the computer systems of the credit reporting agency Equifax and stealing Americans’ personal data and Equifax’s valuable trade secrets. o alleges that Wu Zhiyong, Wang Qian, Xu Ke, and Liu Lei conspired with each other to hack into Equifax’s computer networks, maintain unauthorized access to those computers, and steal sensitive, personally...
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MSP & MSSP Industry Notes for February 22nd, 2020
MSP & MSSP Industry Notes Sponsored by Arcoa Group ARCOA Group is here to help you successfully manage your IT Asset Disposition process. We help you recover value from retired electronic equipment through responsible methods of reuse and recycling. We ensure proper handling of assets which may contain data, while being environment stewards for assets that have no reuse value and are headed for recycling. We’ve built a robust de-manufacturing process to offer additional options for asset...
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Cybersecurity News
The average American has had their personal data stolen or exposed at least 4 times in 2019, according to new research published by Interest Research. - The finance vertical is suffering from a 238% increase in cyberattacks during COVID- 19 pandemic according to research published by VMware Carbon Black Security. - Nebraska Medical Center of Omaha, NE notified 1311 patients that their PHI was exposed after an employee illegally accessed - Sophos Security reports following on ransomware: o...
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Dark web hosting provider hacked again -- 7,600 sites down
Daniel's Hosting (DH), the largest free web hosting provider for dark web services, has shut down today after getting hacked for the second time in 16 months, ZDNet has learned. Almost 7,600 dark web portals have been taken offline following the hack, during which an attacker deleted the web hosting portal's entire database. This happened earlier this month, on March 10, at around 03:30 am UTC, according to a message posted on DH's now-defunct portal by Daniel Winzen, the German software...
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Re: Lawmakers Unveil Legislation To Protect Personal Information
You know, it was one thing when this was just some hack-job news report, but when they turn this into legislation, someone needs to speak up. There is absolutely NO WAY they purchased 4 machines at random and wound up with machines owned by those businesses. If I lived in NJ, I'd be contacting my representative and try to educate them on the chances of that. Seems it'd be pretty easy to determine, visit that warehouse and ask how they picked their machines, have a Police Officer standing...
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Re: 550 Falling off Network
From: Lee Sent: 12/3/2002 6:25 PM Let's fix this thing: These fixes apply to all of the machines with the NIB-450 network card 1. Make sure that you have the network interface card up to the latest level of firmware (4.03). There were several bugs in the older firmware that specifically make it appear to fall off the network. What happens is the machine runs out of paper, and then jobs keep slamming the nic. When paper is added, it completes the job that it is working on, and then drops off...
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Re: Haven't seen the rep in 5 years.....
I believe in the "Rule of Six" You should touch a customer 6 times a year with a mix of personal visit, emails, mailers,Phone calls, shows, lunch & learns, or webinars. That comes down to every other month in different ways so it doesn't seem overwhelming to the customer, but they know who to call if they have an issue or need new equipment. If you don't add value to your customer over the course of the lease why do you think you are worth more when they upgrade the lease?
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Re: Haven't seen the rep in 5 years.....
At our dealership, we are required to do Reviews with our clients. The frequency is based on the number of devices they have and/or their potential. The highest level client we see every quarter with a Business Review. Our clients love them and we win ZBO business by selling the Review. Ultimately, we leave it up to the client, because some don't want that many touches.
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Re: Haven't seen the rep in 5 years.....
Originally Posted by Dcallahan4: and we win ZBO business What is ZBO business?
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Re: Haven't seen the rep in 5 years.....
Production Accounts, once per quarter unless issues arise. Major Accounts, I reach out to SOMEONE once per month at least and always reference my last communication with the next person.
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Re: HIPAA Email Considerations from Top to Bottom
I'm always amazed when I visit medical facilities how much faxing they still do. Nearly all of my business clients have abandoned faxing for the most part but not medical. To me there is nothing less secure than faxing but for some reason the industry with the most supposed interest in information privacy is the one still stuck in the stone ages using fax machines.
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Re: Ricoh America's Trying to Poach Dealer Account?
Wow! I would start buying from direct if I could get those prices! Also I would like to know what contract as I haven't seen access to one like that. I hope this gets taken care of for the dealer. What an overstepping intrusion and intentional malicious attack on the dealer customer relationship.
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Re: Ricoh America's Trying to Poach Dealer Account?
good point, maybe dealers should just buy from direct!
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Re: Ricoh America's Trying to Poach Dealer Account?
The US Communities Contract is what we use for School Accounts as well as non-profits and Govt. You can sell below the contract price you can't sell above the contract price. One of my techs sent me a photo of a Ricoh business card from one of our School Dist. Unit Offices and when I notified my DBM she asked what the Ricoh Rep was talking to them about. We have a machine right next to the receptionists desk with out sticker on it. A Ricoh rep is supposed to do an about face and disengage if...
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Re: Ricoh America's Trying to Poach Dealer Account?
As promised, here is the email from the dealer rep: I received an email this evening from the purchasing director of a large educational institution that has been our exclusive customer for Ricoh products going on 7 years. They are very happy with my company and this is why I was contacted and asked to take care of it. The email simply stated "you want to give this guy a call?" It was in reference to a RBS rep sending special rebate university contract pricing (the exact same contract and...
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Re: Ricoh America's Trying to Poach Dealer Account?
17 years in the business and that's the used car salesman talk track approach that he knows....
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Re: Ricoh America's Trying to Poach Dealer Account?
If you bring this to the attention of your Ricoh Dealer Support Manager. One of our partners has started firing any direct reps that don't follow the rules of engagement. About 6 months ago I lost to a Ricoh rep using government pricing. $97 per month on a 60-month lease for a Ricoh MP C3003 with a booklet finisher. I had 0 profit in my quote and was still more expensive. There is just no money in those accounts for reps that work off of GP.
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Re: Ricoh America's Trying to Poach Dealer Account?
We had a sit down with the branch manager several years ago and they were firing anyone who violated the rules of engagement and Ricoh was reimbursing the dealer for poaching the accounts. After that we rarely had any problems of them poaching our accounts but the pricing is still an issue in those types of accounts. Just remember everyone is playing by the same prices and rules. It must be true, right....?
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Re: Ricoh America's Trying to Poach Dealer Account?
Just yesterday I was speaking with a P4P member, this member had interviewed with KonicaMinolta some 8 weeks ago. Our P4P member posed this question to the Regional KonicaMinolta Manager. With Ricoh we have "Rules of Engagement", basically we can touch theirs and they can't touch ours. Does KonicaMinolta have something like this? The Regional Manager replied with, "we have a similar process, however, we can always take their (dealer) business and apologize later." Once hearing that our P4P...