Tagged With "Minolta"
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Re: Canon Business Systems Pulling a Ricoh
I am dealing with this right now, my DBM is looking into it but I'm skeptical having lost two previous accounts to Ricoh Direct. One was a school district we had seven mfp's in Ricoh had one billable obsolete AF 650 so "technically" we weren't the incumbent. Ricoh has a lot of ways to get around their rules. Ricoh "says" the dealer cost is the same as direct but we see them sell at our cost all the time. Originally Posted by txeagle24: We've had issues with Ricoh finding (or try really hard...
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Re: Canon Business Systems Pulling a Ricoh
Need to resort to good old salesmanship. Dealer service and personnel benefits. Best wishes..
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Re: Canon Business Systems Pulling a Ricoh
It's difficult to sell dealer service and benefits when your pricing is 30% higher. That's a lot of value to add and if anyone thinks they can truly do that much value on a regular basis, I want them on my team.
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Re: Canon Business Systems Pulling a Ricoh
That's about all I can tell my reps is good luck. Your not going to beat the directs on price. If you can sell the value of a dealer/customer relationship that's the best bet. My post may have sounded a little Blount/direct towards you which wasn't intended. I just get fed up when I see my reps bring quotes back that we can't even touch without losing money.
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Re: Canon Business Systems Pulling a Ricoh
Price , as an objection has always been challenging. I use to spread difference over 5 yrs then load up on advantages which I could offer. Sometimes it worked sometimes it didn't. You seem to be seasoned at this. If significant enough I brought DSM from Mfgr. That helped me get customers attn.. Usually mentioned to prospect longevity of rep from dealer vs. transition of direct contact if that helps. Let me know how you make out.. Again best wishes. What state are you in?
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Re: Canon Business Systems Pulling a Ricoh
Just got off the phone with my DBM and OF COURSE Ricoh has one machine in the county system so I can't keep them out if the board wants to consolidate under one vendor. I'm thinking my days as a sole source RFG dealer are over. I could add Sharp, they call me every now and then but EVERYONE around here sells Sharp. Looked at Kyocera once but they wanted $65k buy in. Suggestions?
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Re: Canon Business Systems Pulling a Ricoh
We're in Illinois. I have brought in my DSM/DBM and a Ricoh Solutions specialist when necessary didn't help in the last instance. When we see Xerox selling off the state contract they usually sell at below our US Communities cost. This is a broke ass state and price is often the only "value" they care about.Originally Posted by Larry Kirsch: Price , as an objection has always been challenging. I use to spread difference over 5 yrs then load up on advantages which I could offer. Sometimes it...
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Re: Canon Business Systems Pulling a Ricoh
I would add a solid A4 lineup from Lexmark or Samsung. They're aggressively priced, & Ricoh would likely still consider you a single source dealer. A3 placements are on the decline, & A4 is the only growing segment, plus the aftermarket revenues and profits are higher.
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Re: Canon Business Systems Pulling a Ricoh
Sounds good. Years ago I was br. Mgr in loop for Savin.. Also had sharp/ Panasonic dealership nyc.. Business has changed but appears to be more lucrative nowadays . Kyocera may play out as good second line... Nice warranties for dealers.. Stay with it.. Where in Ill. Are you??
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Re: Canon Business Systems Pulling a Ricoh
Larry I am in NC. Have been doing this about 10 years. It's all I've done since college. I love the industry, for the most part, and really am at a point I couldn't afford to leave it behind. We are a family dealer so running the company has always been my goal so I've neve freaky wanted to leave either. For the ones that are single source RFG, we use to be in the same boat. We added Samsung in 2009 so we have seen tej good and the really bad of SAMSUNG. We brought on Kyocera for a short...
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Re: Canon Business Systems Pulling a Ricoh
All sounds good. Bumped into Keith Allison last week. Is he in your area?? Anyhow sounds like you guys are well diversified . Re the tough prospect !! Perhaps an offer of a back up used copier could counter Ricoh 30% lower cost ? Try almost anything to get prospect on your side. Then next year inc price?? Maybe?? Lol
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Re: Canon Business Systems Pulling a Ricoh
Yes Keith has a branch in our area but we don't run into them that much. Yes we stuck it out with Ricoh for as long as we could. We really took a hard look at the dealer/manufacturer relationship when the ikon merger happened and we saw pricing in our area that was worse than we see now. What broke the camels back was when we asked for support from Ricoh to gain some of the canon accounts that we had engaged and Ricoh told us point blank to walk away from the deals because we would never win...
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Re: Canon Business Systems Pulling a Ricoh
Sounds like you are on a roll. Keep up the good work...
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Re: Canon Business Systems Pulling a Ricoh
mnchstr How about Muratec, they now have the A3 KonicaMInolta's also
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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: Canon Business Systems Pulling a Ricoh
A lot of focus , dedication, and hard work always is helpful. A little luck also doesn't hurt. Best wishes.
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Re: Canon Business Systems Pulling a Ricoh
It has been that way for years in my area. If Canon enters the deal all profit is gone.
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Re: Canon Business Systems Pulling a Ricoh
Usually they sell at dealer cost less all incentives on accounts where they are the incumbent.
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Re: Canon Business Systems Pulling a Ricoh
Had a deal recently that we were the incumbent and CSA came in and placed the exact same machine as we tried. Customer gave us the quote and our true cost was around 14,000 or 15,000 and they sold it to them around $9,000.00. Anytime CSA is in a deal there is a very small chance of winning. The only thing we have going for us is their service is very lousy so after the lost sale we usually pick up a service agreement at some point. Ricoh has been good about enforcing the rules of engagement...
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Re: Canon Business Systems Pulling a Ricoh
CSA operates under a lawless abandon. Their number one goal is to move boxes even at a loss. While they didn't lose as much this past year, they still didn't turn a profit for CUSA (canon USA) and no one at the top seemed to care. Having met some of the top tier dealers in the northeast, the sore in every single independent dealers side is canon solutions america / canon business solutions. We all know competition is out there, but to have to explain why us as a canon independent dealer is a...
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Re: Canon Business Systems Pulling a Ricoh
Originally Posted by TML: CSA operates under a lawless abandon. Their number one goal is to move boxes even at a loss. While they didn't lose as much this past year, they still didn't turn a profit for CUSA (canon USA) and no one at the top seemed to care. Having met some of the top tier dealers in the northeast, the sore in every single independent dealers side is canon solutions america / canon business solutions. We all know competition is out there, but to have to explain why us as a...
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Re: Canon Business Systems Pulling a Ricoh
Some things don't change... Rules of engagement lol multiple lines dare best protection for independents...
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Re: Canon Business Systems Pulling a Ricoh
I was employeed by CBS (now CSA). I moved my family back to the east coast after working for 6 years in the Portland OR area for CBS as a production print specialist. Perhaps things have changed since I left CBS 2 years ago to come back to a Canon dealer... I was beaten and battered (related to my cost) when I was at CBS by all 5 local dealers. I now manage a sales team for a Canon dealer. We have never lost to CSA in the 3 years that I've in this position. In fact, I had a promo running for...
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Re: Canon Business Systems Pulling a Ricoh
Art, Yes, Ricoh's ROE is serious business. If you're not seeing that in your territory, you need to contact their MVP, or even Mr. Brodigan himself, immediately. I've seen him take the matters into his hands personally. When you are moving half our gear a year, you hold more cards then you think. How Canon can afford not to is beyond me. I guess that's why we're seeing more Canon dealerships starting to carry our product.
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Re: Canon Business Systems Pulling a Ricoh
If you are referring to Canon Solutions America (former Oce), then yes Canon has been protecting their investment since day 1!
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Re: Canon Business Systems Pulling a Ricoh
Originally Posted by Christi: Art, Yes, Ricoh's ROE is serious business. If you're not seeing that in your territory, you need to contact their MVP, or even Mr. Brodigan himself, immediately. I've seen him take the matters into his hands personally. When you are moving half our gear a year, you hold more cards then you think. How Canon can afford not to is beyond me. I guess that's why we're seeing more Canon dealerships starting to carry our product. I too have seen personally very high...
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Re: Canon Business Systems Pulling a Ricoh
We've had issues with Ricoh finding (or try really hard to find) ways around Rules of Engagement. One example I will use is a former customer I had that had all of their local Ricoh MFP placements with me but had a few old units from Xerox locally & several Ricoh units in a different market from RBS. The customer was looking to upgrade a Ricoh machine that I had placed a few years earlier. Ricoh went in and gave them pricing that was 25% lower than I could offer, & when we brought up...
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Re: Canon Business Systems Pulling a Ricoh
Frankly in my experiences the vendor (oem) will try to obtain the business , then negotiate with the dealer if they are unsuccessful going direct. Sounds like the game plan they employ.. Suggest working those things out prior to channel conflict. Long range consequence tends to upset customer who then selects another manufacturer altogether. Best wishes to those who encounter these circumstances... Try settling before not after..
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Re: Canon Business Systems Pulling a Ricoh
We have been very pleased with Ricoh's commitment to the ROE. We even got full credit for a sale that RBS made after we brought the discretion to Ricoh's attention.
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Re: Canon Business Systems Pulling a Ricoh
Where I work its the opposite. Canon and Canon dealers have no rules of engagement. However, dealers are typically 20% less than Canon direct.
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Re: "G7: Why Using It Will Produce Constant Repeatable Color"
I am out of the office until 12/02/2015. I am away untill Feb 12th if you need to talk to someone please contact Darren Downey our GM Office 633-9264 X 226 Cell 204.229.7231 Note: This is an automated response to your message "New Event: "G7: Why Using It Will Produce Constant Repeatable Color"" sent on 2/9/2015 10:34:29 PM. This is the only notification you will receive while this person is away.
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Re: Konica Minolta 6000 Parts availability?
It is extremely rare to have a back order over a week. The C6000 is getting a bit long in the tooth but this usually is not a problem. The part they are looking for may be a weird or wonderful that never had been replaced before.
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Re: Konica Minolta 6000 Parts availability?
thanx, I'm told it's a board that controls the fuser
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Re: Konica Minolta 1Rate Program Updates
Would be nice if others could help with this. I had a chat last week with a former KM rep about the changes in 1Rate KM program. It was stated that KM has dropped the auto escalator for the hardware and the maintenance. However it was stated that KM has raise the monthly rates for 1Rate three times since last year to cover the loss of the escalations. I was also told there was a freight fee for shipping of supplies. This is billed every month even if the client does not receive supplies. I...
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Re: Lancaster resident wins national Konica Minolta Demo Challenge
Quite the honor I'm sure but I wander the wisdom of this contest in today's marketplace. How many man (or women) hours were invested by reps nationwide practising for and competing in a contest for skills that are seldom used anymore? I can't remember the last time I did a competitive demo to win a sale. Is it just me? Do salesreps do competitive demos much anymore? 20 years ago it was critical but not so much anymore.
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Re: Lancaster resident wins national Konica Minolta Demo Challenge
I don't do as many demo's as I use to, however I'm at just about one a month either in my office or a clients office. Believe it or not, I still get a rush with performing them
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Re: Konica Minolta Renews Partnership With The New York Mets
Would have been sweet if this was the METS and Ricoh
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Re: Konica Minolta Reinvents Office Print Technology with New IoT-Enabled bizhub® i-Series
Alrighty, besides the digital de-skew (can't remember the last time I scanned a document and it was crooked, but I do like the feature), along with ability to self diagnose what gives with the IoT enabled? Does it do something special? Any help would be appreciated.
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Re: Konica Minolta Reinvents Office Print Technology with New IoT-Enabled bizhub® i-Series
This new copier line is one of the first to introduce a SSD 256 GB HDD as a standard feature. To date, I think all copier vendors have been using a 2.5" platter based HDD designed for laptop computers. I am wondering out loud the pros and cons of this choice. First off: 1). In all RFPs that I have seen the buyer is requesting a HDD and never a SSD. Konica Minolta is going to have to be constantly requesting amendments to RFPs. Maybe in the Konica Minolta new design there is the option to...
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Re: Konica Minolta Reinvents Office Print Technology with New IoT-Enabled bizhub® i-Series
SSG Good stuff! I agree also that the SSD maybe the new trend for copier HD's. Thinking maybe this has to do with the Workplace Hub?
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Re: Konica Minolta Reinvents Office Print Technology with New IoT-Enabled bizhub® i-Series
I would not be surprised to see Konica Minolta release a G model for Gov't bid business with a HDD installed. The USA GSA and DOD demands FIPPs certified drives these days and I do not think a SSD will cut it without a lengthy certification process. According to BLI, the First Copy Out times on the new series are up to 15% faster compared to their immediate predecessor models. These could be as much do to the 8 GB RAM and the Quad core processor as the SSD by itself. Many of the new features...
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Re: Konica Minolta Reinvents Office Print Technology with New IoT-Enabled bizhub® i-Series
As this is a new series of products that have not entered the USA before, as new inventory arrives, any tariffs will be fully baked into the cost.
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Re: Konica Minolta Renews Partnership with Mark Andy
I've seen these Mark Andy devices up close and personal, the technology is incredible. Kudos to KM for making happen again.
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Re: Konica Minolta participates in the International University Contest
This is awesome! It's also a good talk track for sales when meeting with clients
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Re: Konica Minolta awards top performing channel partners at its 2019 Dealer Conference
Some pretty impressive dealers in this list, congrats to everyone involved!!