Tagged With "Copier"

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Board approves copier bid

Art Post ·
Copiers and printers for the Hope School District will soon be serviced by Datamax. This decision was made by the Hope School Board at its meeting Monday night. Hope Superintendent Bobby Hart told the panel he’d noticed last year the district had four of five different vendors to service copiers and wanted to consolidate this to just one vendor. Hugh Harper, with Datamax, said the company has been in business for 30 years and its specialty is large customers with a focus on efficiency. He...
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Re: The Death of Linkedin?

fisher ·
True story: I met a guy on the driving range.....an annoying sort of fellow. We chatted for a few minutes and I didn't think anything of it. Next day I get a request from him on LinkedIn. Not wanting to be rude I accepted. Within half an hour he called my office name dropping my name trying to get an appointment with the owner of my company to get a crack at our 401K business. With the owner of the company out of the office the call got put through to me.......talk about an awkward...
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Re: The Death of Linkedin?

Wallingford ·
Nothing surprises me about LinkedIn any more !
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Re: Konica Minolta bizhub 554e Speeds Output

Art Post ·
No PCL5? IS that true?
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Re: Can I Copy Mixed Sized Documents on a Copier?

SalesServiceGuy ·
I disagree. Most law firms and many insurance companies still have a commonly re-ocurring need for mixed size originals. I am currently working with one European shipping company based in NA that wants to do do mixed size originals with a mix of A3 and A4 documents. I say it cannot be done as the paper is all of different widths. I am hoping that my unscrupoulous competitive vendors will admit to the same..... not likely!!! They want the sale today! Please advise.
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Re: Can I Copy Mixed Sized Documents on a Copier?

jswinberlin ·
A3 (11 x 17) and A4 (8 1/2 x 11) can be run at the same time with auto paper select making what you put in what you get out using mixed-originals and the mixed originals setting. The sizes you mention are European, but I'm sure they will work. As long as it's a standard document size it should work.
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Re: Can I Copy Mixed Sized Documents on a Copier?

SalesServiceGuy ·
Sorry, I meant to say a mix of A4 and Legal size documents. I agree most copiers should be able to do mixed size originals with a combo of A3/A4 and Letter-R/Legal. The problem I am having and I do not think it can be done is one of a mix of A4 and legal mixing North American and European sized paper in the same document. This is because the two paper sizes are of different widths.
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Re: Can a Digital Copier Scan to Dropbox?

GrantW ·
Great Post Art. Xerox have a DropBox app available for their new ConnectKey devices but the user has to buy a scanpack which cover X number of scans and has a 12 month shelf-life. The advantages of having it on the MFD as an App is that any user (e.g. at a college) can log in to their DropBox account and print or scan to / from their own account securely. We've been doing the same as you and circumventing the charge or need for an app by pointing the scan to a DropBox folder on a desktop.
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Re: Ten Reasons Why I'm Still Enamored With the Copier Industry!

Old Glory ·
Let me add a few: * There are no Government regulations to restrict or impede my business. So many businesses are massively effected by governmental regulatory agencies like OSHA, EPA, FDA, etc. This isn't meant to be an indictment. Just saying that we don't find ourselves unemployed when a drug is taken off the market or a patent runs out. * A variation on the theme above is that because we don't sell to a single vertical market, there are always prospects. Realtors do well when the housing...
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Czech ·
Art, this is your best post yet. Just goes to show that even the best of the best have to work hard for their sales!!
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Wallingford ·
Hey what do you guys think of the Frank Rumbauskas and Never Cold Call theories.
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
I've never read it, do you have a link to it or something you can email me?
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Don Sweet ·
Hi Art, after 33 years in the business you have caputered what many of us we would like say. But I have 5 years to go so I iwll hold onto your list. Thanks for the great read.
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Wallingford ·
Originally Posted by Art Post: I've never read it, do you have a link to it or something you can email me? Along with I am sure thousands of others, I receive a daily email asking me to sign up for his Never Cold Calling System. I am surprised you don't know of him. He reckons that cold calling is an abject waste of good selling time. In fact he reckons we are all nutters, if we go out cold calling. Here's a link to his site. And please keep me posted on what you think of his "theories" ?
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
thanx, I've seen the ads on linkedin however never checked it out. I will and get back to you
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
the reviews of this book are horrible!!! I won't even bother with it. http://www.amazon.com/Never-Co...t-reviews/0471786799
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Wallingford ·
I have obviously been looking at the Authors own written reviews then Art, but I will take your word for it, that the reviews are horrible. In fact I would like to read some of them, if you can kindly tell me where to look. Like you, I still do a lot of cold calling, and every time I make a sale, I try to visit as many businesses near to the company I have just sold to, as there should be no better referral than a neighbouring business who has just bought from me. It is a habit I have had,...
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Re: My Top Ten Bucket List before I Retire from Selling Copiers

Art Post ·
I posted the link in the previous comment: Here a few of the comments with the link to the amazon page at he bottom of this thread: Unimpressive Book From An Impressive Salesperson ,September 24, 2006 By AliGhaemi (Toronto, Canada) - See all my reviews This review is from: Never Cold Call Again: Achieve Sales Greatness Without Cold Calling (Paperback) Achieving sales greatness without cold calling might be a looked-for goal in sales circles - although greatness is hell of a subjective term -...
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Re: Selling Copiers "Ten Tips to Keep the Pipeline Flowing"

Lou ·
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: Demise of the 60 Month Copier Lease

Deanw ·
In my opinion, in most cases, the shorter term lease only benefits the salesman, not the customer or the dealership. A lot of the savings you are talking about would only be true if the customer does a 36 month lease and stops but normally as you discuss they don't stop the have a payment for life, it's just a question of how often they refresh their equipment. The shorter term lease does give the customer the benefit of newer equipment sooner but make no mistake, they do pay more for that.
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Re: Demise of the 60 Month Copier Lease

Art Post ·
Agreed, 36 month lease is best for the sales person! But isn't that why work in this crazy business? if someone told me that I could only sell 60 month leases then I would be hard pressed to continue in this business. However, selling the 36 month payment FIRST, allows you to drop the cost of the payments by increasing the length of the payments. Therefor we can reduce the cost of the equipment rather than discounting the equipment. Discounting the equipment hurts the rep, and the dealer.
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Re: Demise of the 60 Month Copier Lease

SalesServiceGuy ·
Thanks for the post, Post ! I am guilty of pushing 60 month leases as standard procedure. I will take your advise and start to lead with 36 month terms.
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Re: Demise of the 60 Month Copier Lease

Art Post ·
I'm just as guilty also, but will make a bettr effort this year of selling the advantages of the 36 month term. Thanx for the repsonse!
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Re: Demise of the 60 Month Copier Lease

msaeger ·
I don't know about the sales process but as far as service goes customers are happier that get 36 month leases. The ones that go for 5 years often are calling way too often because their machines were shot a year ago. Pre ikon merge we had a lot of 36 month leases but now it seems like most are 60.
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Re: Demise of the 60 Month Copier Lease

Old Glory ·
I write almost all 36 month leases and almost all of them are renewed for another 24 months or 36 months. If you use a lease company with a guaranteed residual in the 10-15% range you can profit twice on the same box. With my company, I get credit for all the GP on the renewal since nothing is being set up or delivered, etc. I usually quote around a 65-75% payment on a 24 month renewal and a 50% payment on a 36 month renewal. I don't recommend either renewal unless the service history and...
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Re: Demise of the 60 Month Copier Lease

fisher ·
In my humble opinion the quote above is a flawed way of going about leasing for both you the sales rep and the customer. Choose the right lease term from the beginning and stick it out until the end of term. Rolling payments is bad for the customer and bad for you the sales person. As a sales rep I don't like to even roll a single payment into the new deal. I view that as a waste of potential profit and a reduction of my commission. If you look at my leases you'd see the vast majority are 48...
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Re: Demise of the 60 Month Copier Lease

Keith Hachey ·
Speaking from the leasing company perspective - the 60 month lease is the preferred term today. 8-10 years ago it was 36 months. From my review of dealer portfolios and speaking with dealership principals, the 60 month lease is the most profitable lease term to the dealership - in terms of equipment funding and service revenue. Art - from a sales person point of view, it may also be very profitable. I can give you recent examples of a review I completed for two dealerships. With dealership...
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Re: Demise of the 60 Month Copier Lease

Art Post ·
Originally Posted by fisher: In my humble opinion the quote above is a flawed way of going about leasing for both you the sales rep and the customer. Choose the right lease term from the beginning and stick it out until the end of term. Rolling payments is bad for the customer and bad for you the sales person. As a sales rep I don't like to even roll a single payment into the new deal. I view that as a waste of potential profit and a reduction of my commission. If you look at my leases you'd...
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Re: Demise of the 60 Month Copier Lease

Old Glory ·
I don't understand why the revenue changes from a 36 vs 60 unless a rep is selling the same payment on both. Over the years, I have heard of reps selling a 36 month term and payment but putting 60 months in the term box of the lease. Short of this kind of illegal activity, I don't see why the revenue changes. A $10,000 copier is either $XXX for 36 months or $YYY for 60 months but the funding (revenue) remains $10,000.
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Re: Demise of the 60 Month Copier Lease

Keith Hachey ·
Originally Posted by Old Glory: I don't understand why the revenue changes from a 36 vs 60 unless a rep is selling the same payment on both. Over the years, I have heard of reps selling a 36 month term and payment but putting 60 months in the term box of the lease. Short of this kind of illegal activity, I don't see why the revenue changes. A $10,000 copier is either $XXX for 36 months or $YYY for 60 months but the funding (revenue) remains $10,000. The revenue difference comes from...
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Re: Demise of the 60 Month Copier Lease

Old Glory ·
Originally Posted by Keith Hachey: The reason may not be this simple (but many times it is). It could be that you are proposing a solution the customer would like (machine+ software, multiple machines, better machines), but due to budgetary constraints, the customer will need to delay the implementation or reduce the scope of their project. Stretching the term makes that solution more affordable, while keeping their monthly payment the same or lower. There are many variables that factor into...
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Re: Demise of the 60 Month Copier Lease

txeagle24 ·
Originally Posted by Art Post: Originally Posted by fisher: In my humble opinion the quote above is a flawed way of going about leasing for both you the sales rep and the customer. Choose the right lease term from the beginning and stick it out until the end of term. Rolling payments is bad for the customer and bad for you the sales person. As a sales rep I don't like to even roll a single payment into the new deal. I view that as a waste of potential profit and a reduction of my commission.
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Re: Demise of the 60 Month Copier Lease

fisher ·
Originally Posted by txeagle24: Originally Posted by Art Post: Originally Posted by fisher: In my humble opinion the quote above is a flawed way of going about leasing for both you the sales rep and the customer. Choose the right lease term from the beginning and stick it out until the end of term. Rolling payments is bad for the customer and bad for you the sales person. As a sales rep I don't like to even roll a single payment into the new deal. I view that as a waste of potential profit...
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Re: Demise of the 60 Month Copier Lease

fisher ·
Example: Based on the customer's budget, I can justify a total of $50,000 in funding. If I go in 6 months early, & they still owe $6,000 in remaining payments, I can only fund $44,000 in new equipment. If I wait until the end, & they don't owe anything on the old equipment, that is an additional $6,000 in Revenue and GP. It's the same benefit whether you have a Revenue quota or a GP quota. In the example above that additional $6,000 would translate into an additional $1,800 in...
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Re: Demise of the 60 Month Copier Lease

txeagle24 ·
Originally Posted by fisher: Example: Based on the customer's budget, I can justify a total of $50,000 in funding. If I go in 6 months early, & they still owe $6,000 in remaining payments, I can only fund $44,000 in new equipment. If I wait until the end, & they don't owe anything on the old equipment, that is an additional $6,000 in Revenue and GP. It's the same benefit whether you have a Revenue quota or a GP quota. In the example above that additional $6,000 would translate into...
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Re: 31 Ways to Close More Copier Sales #25 of 31

Czech ·
I like this. I will try it.
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Re: Copier Territory Move "What Would You Do?"

Czech ·
Thanks for this Art. Any other comments from people?
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Re: Copier Territory Move "What Would You Do?"

Old Glory ·
Re: Copier Territory Move "What Would You Do?"
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Re: 31 Ways to Close More Copier Sales #27 of 31

Czech ·
Hahaha.. You know, I actually thought about doing the same after the customer told me he loved playing the lottery. If the customer wins though, could that be considered a "bribe"?
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Re: 31 Ways to Close More Copier Sales #27 of 31

Art Post ·
You can buy a customer lunch, right?
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Re: Assume My Copier Lease....What?

AOSGROUP ·
I love the idea! I've tried this in the past with Kijiji or Craig's List with little success. I was wondering if you had any stats that this worked or that the leases were successfully transferred? Thanks!
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Re: Assume My Copier Lease....What?

Kitz ·
Seems simple and I would guess most of questions such as shipping of equipment, fee's for shipping, dealer support in the area unit is transfered etc. can all be answered?
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Re: Assume My Copier Lease....What?

Kiwispike ·
Tried this recently but haven't found anyone to take it up, issue I have had is often the remaining lease is above the market rates at the time. But its a fantastic concept.
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