Tagged With "account"

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Re: When is Net New Business not Net New Business?

Jason H ·
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?

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 for their sales department.
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Re: When is Net New Business not Net New Business?

jay robinson ·
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?

Jason H ·
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?

jay robinson ·
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?

Jason H ·
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?

Art Post ·
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?

txeagle24 ·
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: 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: 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: Managing By The Data, It’s What Leaders Do

Jf ·
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

VinceMcHugh ·
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

Art Post ·
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!

Art Post ·
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

John Mooney ·
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

Art Post ·
Awesome, bring it to NJ!!
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Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients

Larry Levine ·
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

Art Post ·
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

Larry Levine ·
Re: 3 Promises Major Account Copier Reps Must Make To Themselves And To Their Clients
Blog Post

Why a Copier Salesperson Loves to Sell DocuWare

Monte ·
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...
Blog Post

Workflow Management Software Integration Improves Accounting Processes for Growing Business

Art Post ·
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...
Blog Post

Transportation Company Expedites Accounting Processes with Flexible, Digital Workflows

Art Post ·
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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Re: Haven't seen the rep in 5 years.....

Art Post ·
nothing???
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Re: Haven't seen the rep in 5 years.....

VinceMcHugh ·
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.....

Dcallahan4 ·
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.....

Old Glory ·
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.....

David Whitten ·
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: New Ricoh MP C6502SP

Jomama ·
YES http://www.evernote.com/shard/...1cbab15ec0021218ab9d
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Re: HIPAA Email Considerations from Top to Bottom

fisher ·
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: My Top Secret Idea for Seeding Accounts for Professional Services

Calums ·
great idea, any suggestions on were to get Autostore from?
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Re: My Top Secret Idea for Seeding Accounts for Professional Services

Kitz ·
I do talk NSI on my sales calls and have NSI at a CPA firm using it for just that purpose, however my concern is the fact not all customers have a server to install NSI on, do you have some type of workaround for this or are you qualifying each customer first?
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Re: My Top Secret Idea for Seeding Accounts for Professional Services

Art Post ·
Originally Posted by Calums: great idea, any suggestions on were to get Autostore from? You can get autostore from NSI http://www.notablesolutions.com/products/autostore/
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Re: My Top Secret Idea for Seeding Accounts for Professional Services

Art Post ·
Originally Posted by Kitz: I do talk NSI on my sales calls and have NSI at a CPA firm using it for just that purpose, however my concern is the fact not all customers have a server to install NSI on, do you have some type of workaround for this or are you qualifying each customer first? Well.... qualifying first. But, I'm curious and I admit I'm a novice with some of the IT stuff. But could NSI be installed in a virtual environment?
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Re: Ricoh America's Trying to Poach Dealer Account?

Amanda ·
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?

Art Post ·
just pm'd it to you!
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Re: Ricoh America's Trying to Poach Dealer Account?

Art Post ·
good point, maybe dealers should just buy from direct!
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Re: Ricoh America's Trying to Poach Dealer Account?

mnchstr ·
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?

Art Post ·
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?

Jason H ·
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?

Czech ·
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?

Jason H ·
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?

Art Post ·
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...
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Re: Ricoh America's Trying to Poach Dealer Account?

msaeger ·
I am always hearing our sales people complain about dealers taking accounts from us. Then I read your blog and see posts about direct stealing dealer accounts. I always imagine if I were the buyer and how mad I would be if I found out who I can buy from is being limited. If I want to but a dell laptop I can compare dell with their dealers.
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Re: Ricoh America's Trying to Poach Dealer Account?

Art Post ·
It's crazy business out there, I would not mind having NO "Rules of Engagement" as long as the pricing was similar for both players. Ten years ago, I lost all 5 of my Majors to Direct taking them on price. It was ugly.
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Re: Ricoh America's Trying to Poach Dealer Account?

Tom ·
It goes both ways. As a RBS employee I understand and follow dealer incumbent ROE but for the dealers their are no rules, I have had 100% MIF poached and lost significant deals because the dealer got better price support from Ricoh. If only we all played fair - but it's a one way street, so there is no "fair". The RBS employee here should ask himself if it's really worth it, and then go find someone else to sell to.
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Re: Ricoh America's Trying to Poach Dealer Account?

Kyocera Guy ·
In the days where a majority dealers are not exclusive to any one specific manufacturer we (dealers) are fair game as maybe we should be. If you are fortunate enough to have two or even three lines to choose from you always have the option to switch lines. I would contact your dealer rep and let him know that due "poaching" you will be presenting a different manufacturer option since you can not compete with pricing on the same equipment offered by direct. Fair is fair.
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Re: Ricoh America's Trying to Poach Dealer Account?

Jason H ·
I think I want to start buying our machines from RBS instead of Ricoh Distribution. The directs are the biggest whores now a days and the Japanese could care less as long as that factory keeps running. It's amazing to me how much they have screwed this industry up in the last 20 years.
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Re: Ricoh America's Trying to Poach Dealer Account?

bad luck ·
This is a 2 way street as I have heard of dealers TARGETING Ricoh direct accounts, it's a nature of the business. If the rep was taking that good of care of said upper education account, then there wouldn't be a problem, which it doesn't appear there was a problem.
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Re: Ricoh America's Trying to Poach Dealer Account?

Jason H ·
It's not a two way street. The ROE from Ricoh states RBS can't poach dealer accounts but dealers can poach RBS accounts. These bastards in these direct operations are glorified used car salesmen at best, most of the time.
 
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