Good afternoon Art. Had a quick question for you. One of my new reps had asked what information I could give for his review on cold calling tips, instruction, and helps. He is looking for help in running a better cold call in the field. I thought this is a great question for Art. Looking forward to hearing your insights. Greg Quirk <mailto:firstname.lastname@example.org> email@example.com JQ Office Equipment 3350 N 90th Street Omaha, NE 68134 Phone: 402-339-5003 Fax: 402-339-5776
I think I smell something fishy here, could be herring or bluefish! I looked up the contract number for the State of NJ and the contract refers to a cost per copy program. Unless it changed, you commit to x amount of prints for color & black every month and you then pay that price plus the overages. The word "Lease" is in the quote, plus there is price for the lease and then the price for the maintenance & service. So, I would have to say that this is not a cost per copy and then how...
I'm not in KC anymore Art. I've been in Delaware for the last 9 years. I had Gates BBQ ready to ship out some burnt ends on dry ice I'll be in NJ soon for Canon imagePRESS training. I'll let you know when we can get together for a New Jersey Hotdog! Andrew
Special thanx to the p4p hotel member that emailed this to me today. What I noticed was that the proposal states that the one rate is "locked" for the term of the lease. Like I stated in of the webinars this can happen with approval. However the price book calls for the flat rate service on the C258 for $102 per month. Thus that's $23 per month over the published rate which nets another $1,380 in revenue. IS anyone else coming across proposals where KM is locking the price for the term of...
Wait till we get our hands on a contract. With a "Merger Clause," the contract is the complete and final agreement and it doesn't matter what a proposal states or what a rep says. The guarantees are meaningless unless they are CLEARLY written in the contract! It was really best put by Tommy Boy, "How do you know the guaranteed fairy isn't some crazy glue sniffer... He sneaks into your house once and that's all it takes. Next thing you know, there is money missing off your dresser and your...
Nie ma mnie w pracy do 2014-02-18. Dear sender, Thank you for your email. I am out of the office, I will respond to your email on my return Reagrds, Anna Uwaga: To jest odpowiedź automatyczna na wiadomość od użytkownika "New Clips Posted By Art Post" wysłano 2014-02-01 22:41:26. To jest jedyne powiadomienie, które nadawca wiadomości otrzyma od tej osoby w czasie jej nieobecności. Mając na uwadze ochronę zasobów naturalnych i zmniejszenie emisji CO2, prosimy o nie drukowanie tej wiadomości,...
The selling dealer must have got this discontinued copier back on a lease for next to nothing plus knew the historical volumes of the customer. $150.00 x 60 = $9.000.00 . Otherwise you would be crazy to write such a deal.
This proposal brings to light something I think some dealers are starting to do in select situations. We all know no one can make any money at $.0019 per b/w page, & margin would be really skinny at $.0042. But, the color rate isn't really all that aggressive, at least not on comparable Ricoh gear. I think some dealers are starting to use black & white as a loss-leader in order to capture profitable color pages & wonder when this will become a more common practice.
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Can anyone confirm if I am reading this right. This is likely a 60 month lease for the new presses, but the costs of the remaining 22 months for the two trade-ins are rolled-into the lease cost of the new models? If you apply a standard 60 month lease rate factor to the two new models, they seem to be priced more than they generally would. Thanks for the clarification.
That pricing isn't aggressive IMO. $27k for a device that costs less than half that at transfer cost. Click rates are on the lower end but the dealer (or rep) could be building in a service deviation cost to front service at funding to keep the account whole.
Great stuff Art. I'd like to add a couple more.. #11 Include a "Current Issues Discovered" page that points out the customer's problems/implications found during your investigation appointment. #12 Make sure your Feature/Benefit page is directly related to your customer's business. For example, law firms would benefit from Searchable PDF (OCR) because they can search for text within a scanned litigation or legal document. Engineers on the other hand would find little value in Searchable PDF.
THE SECOND THING YOU STATE IS “NO MISPELLED WORDS” (see item number 1) Please see the yellow highlights of your article below. Thanks for the article. The content is fantastic, even though it contains poor spelling and grammar! Jeff Glass Division Sales Manager - TPM Over the years I've seen a lot of really bad Copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones. You've seen them, we call the, "hack proposal", very vague, a price per month,...
Jeff: No yellow highlights here, however I did correct a few things and thanx for the heads up. As far as misspelled words, yup I going to have them every now and then. I try to make sure there are none, but there are times when many slip through. I'll try and do a better job, as far as grammar.... well, that's another story. When you work full time selling copiers and devote three hours a night to the web site every night, I do tend to get weary. Appreciate your comments.
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