Tell us About Your Best Sale this Month!

nothing???

Existing account. Been working on a huge deal with them for over a year to upgrade from plain old copiers that are 8 years old to full blown MFPs. Finance comittee kept putting it off. They finally called last month ready to move forward but doing it in stages instead of doing it all at once. I've delivered and installed 10 units in the past week. The next phase will happen early this summer.

My biggest deal in almost 4 years.

New Customer. Replaced an older Konica at a real estate broker.This is the first of three Konica's we'll be replacing over the next year.

What was interesting is there were only two meetings with the customer but both were with the owner.Profit was about 40%.

quote:

Originally posted by donbc17:
New Customer. Replaced an older Konica at a real estate broker.This is the first of three Konica's we'll be replacing over the next year.

What was interesting is there were only two meetings with the customer but both were with the owner.Profit was about 40%.

That's a nice first post congrats!

I had an architectural firm that had four systems from me. That firm merged with two other firms, however they all kept their own locations. The DM and principal went on a two week vacation over four years and came back to all new equipment from RBS along with the other the locations. This was before the Ricoh/Dealer covenant agreement. Later they all merged to one location, two 480Ws with plotserver, dual paper drawers, print & scan, one MP7500SP with finisher & fax, four MPC5000's with fiery's and equitract suite, fax, paperbank and finishers. RBS hosed them on a 60 month lease for $8,411 per month. Do they math, it was over funded by a whole lot.

I waited and waited and truth be told RBS's rip off tactic and poor server allowed me to get my foot in the door after almost 5 years later and I won the account back and made a decent profit.

Truth be told!

More of a loyalty victory...I had two customers this month flat out tell me that they were not looking elsewhere because they were happy with us and our service. To give a backstory, we bend over backwards for our customers if they have a need. Both myself and my company as a whole. I am very grateful that we are able to earn that acheivement.

Big church in my territory had a multiple machine MIF with a competitor. We had a C6500 w/Creo and a BH Pro950. This church has a radio ministry and smaller churches throughout the region that couldn't finance equipment because tithing intake numbers were down in these smaller satellite churches. I learned about this when other reps complained about losing deals where they couldn't get leases approved.

I suggested to the DM he might want to set up a CRD in the main church and sell copies cheaper to their brother churches than a P4P in the local area. He liked that idea. I asked him to do his own research to see what the other churches were paying...

I had the DM and key operator in for a BH1051 demo to replace the 950 because it was jamming everytime they ran their Sunday bulletins, this was the key to the sale because the 950 operator had accepted misfeeds as a fact of his life. The 1051 demo included a detailed explanation of the vacuum feed option on the 1051, addressing the misfeed issue, and moved the sales cycle foward immediately. It was a key reason we won the first deal for us because it solved their #1 print shop problem. Our High Volume Specialist did an amazing job for us. We had gained their trust...and the sales cycle progressed to the next stage.

In the first deal, worth $70K, we placed a demo C6501 with Creo controller, and a new 1051.

In the second deal, 6 months later, worth $90K, we got the Pro BH920 out. The 920 was an 'orphan' and my competitor didn't want to address this machine out of fear. It was offline at this point, but the customer was still making payments on it!! I solved the 950 misfeed issue with the first 1051, so we installed a second 1051, upgraded their entire copier fleet, and built on the trust we established in the first deal.

This second deal was actually all NET NEW BUSINESS, but it booked as existing because they were an existing customer at this point. We got the second deal because my sales manager personally supervised every aspect of the first installation. He stayed on top of our service department to get our machines running like Swiss clocks and did the same thing when we installed the next 8 machines. This was definitely a team win, not a one person show. Result: $150K revenue booked.

This customer now has a smooth running CRD where they previously got nothing but trouble from their copy/print operations.

Moral of the story: Problems really ARE opportunities in our business. Don't let a problem in ANY account go unaddressed without presenting a well-planned solution, if you don't, someone like us will and your MIF will go bye-bye.

Hummer 88:

Nice.....nice idea and nice revenue!

Art