Tagged With "Clients"

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Re: 6 Reasons Why Flat Rate Service Program Will Change the Copier Industry

TomO ·
Art, a terrific take on the changing forces in the business model of the industry. Moneyball has arrived in the imaging business.
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Re: 6 Reasons Why Flat Rate Service Program Will Change the Copier Industry

Art Post ·
Thank you Tom, writing it brought back some awesome memories
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Re: Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner

Larry Kirsch ·
Thank you. Very helpful. Kindly continue to post further updates. Have a great day.
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Re: Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner

Old Glory ·
Slight correction...both the IM 430F and the IM 430Fb are 43 ppm. Additional info...the 430F (SP 501) has a Service Maintenance platform while the 430Fb (SP 502) has a User Maintenance platform. The SP 510 and SP 502 are printer only versions of their respective MFP's. As far as I know, the SP's and the IM 350 (350F without a standard fax) have not been launched yet. It is interesting to note that the service training does not reference the MP 301SPF or the MP 402SPF at all. The new IM units...
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Being Comfortable With Yourself Can Go A Long Way in Sales

Art Post ·
Be creative, be authentic, be knowledgeable and be passionate are all great traits for sales people. For most sales people it takes time to feel comfortable with who you are and the message that you want to bring to your clients. It's not something that you can change over night. It's something that successful level sales people develop over time and sometimes it's coupled with trial and error. The great thing is that we all learn from our mistakes. Trust me been there done that. Clients Can...
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Enabling Innovation is both Old and New

Art Post ·
I'd like to introduce Mitch Filby as our guest blogger. I had the chance to catch up with Mitch at Itex 2019 in Las Vegas earlier this year. Mitch and I connected many years ago through this site and I've been asking if he would write a blog for us. Mitch is from Australia and is Managing Director of First Rock Consulting. Enabling Innovation is both Old and New Will divestment, organisational and structural splits, re-investment and a greater focus on core business help to save the office...
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Why Don't You Have a Copier Technology Budget?

Art Post ·
I was in the field today and was helping one of my clients figure out an issue with his desktop MFP. This client is also on the board of a non-profit organization that has a seven year old color A3 MFP. Yes Ray, they need 11x17! Why do some clients have seven year old MFPs? It's because they made a purchase and can't come to grips with spending additional dollars to get a new MFP. Thus, I told the story of WHY ninety percent of my clients lease their MFPs. In fact a little more than eighty...
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MSP & MSSP Industry Notes for October 27th, 2019

Art Post ·
October 28th 2019 MSP & MSSP Industry Notes Sponsored by Arcoa Group ARCOA has established itself as an industry leader in the recycling and processing of electronics scrap. Our management has over 30 years of experience in scrap and precious metals recycling. As an R2:2013, ISO 14001:2015 and OHSAS 18001:2007 certified electronics recycler, we can assure you that all of our material processing is done in a safe and environmentally responsible manner. Office1 Partners with Chaparral...
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Want to SEE an actual copier quote get created in under 3 minutes?

Art Post ·
Note from Art; I use this tool almost everyday, it saves incredible amounts of time and can simplify the process for new reps for quoting. In addition many of us senior reps need manage our clients with emails, phone calls, on-site and your time becomes limited. Thus this tool becomes the perfect choice when you need to get a quote/proposal finished in minutes. As @Ray Stasiezcko would say Jesse is bring the future of quoting to the present Enjoy ! Want to SEE an actual quote...
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Wide Format for AEC Market & New Features I Would Like to See

Art Post ·
If you've been selling wide format MFP's for some time I think you'll agree that the manufacturers have been slow on refreshing most models from most manufacturers. Aside from KIP with the recent introduction of the KIP 600 toner based color wide format MFP (multi-functional product), the others are just regurgitating the same tired outdated wide formats for the AEC (architect, engineers and construction) market. Five plus years is a long time to wait for a refresh of an existing model or...
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A Great Tip for "Why Referrals Still Matter"

Art Post ·
Wrote this many years ago when I first started writing, I clean up a few things and added a few things to keep the blog current.    Clients are more skeptical than ever. How do you win the sale when your prospect knows nothing about you,...
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Position Yourself as the Print Assessment Guru

Art Post ·
Do you feel that you're the one of the best at selling MFP's & MPS? Do you consult more to the end user and then let the customerpry the orderfrom you? Are you consistently producing print assessment reports for customers that have an ROI? If so, you need to add this weapon to your arsenal. In your territory look up the 10 largest CPA firms. Once you have them, be prepared to make the calls to success! CPA firms rely on selling their services. They have...
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A Few Reasons Why We Still Need to be Closers

Art Post ·
In recent months I've been reading more blogs and LinkedIn pulse articles that are touting the new sales methodology , the more I read the more I hate them. After doing research on the author I find that the author was never in sales or had a really short career (thus the reason they are writing and not selling).  The one common thread in most of these articles, is the point that clients aka prospects do not want to be closed with the old traditional selling...
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What is Business Workflow? "Part One"

Art Post ·
Workflow has been on my mind a lot in recent months.  In order to remain current and successful in this industry I need to step it up a bit and be looking for additional workflow opportunities. What is workflow?  It's my guess that we'll see many different definitions of workflow from the different guest bloggers I have lined up.  For me, workflow means that I can shorten a manual business process, which would then save the client hours of labor. In addition, the client...
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Selling Copiers "Reading Between the Lines"

Art Post ·
Cone of Silence Muchof the content that I use for my blogs comes from the daily grind of selling hardware & software. There will be days when I hear something unique,have a conversation witha client or aspark if imagination that will cause me to write. Actually, yesterday wasone of those days.Our VP of Major Accounts came over to my humble abode of 24 square feet and asked me about an he email he had received from a potential...
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57 Days of Selling "Day 49"

Art Post ·
I figure by the end of this week, I'll down to counting the hours left until the end of the sales year rather than the days. I need quite a lot of meetings and appointments to go just right, and I'm coming around the notion that I may not be able to get to where I want to be. I've never been a quitter and at this point, I'm not going to lay down and give up. There was not much going on today, it was my plan to be in the office all day to see if I can gather some additional appointments for...
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57 Days of Selling Copiers "Day One"

Art Post ·
Had a bit of extra time this AM, since my first appointment was at 9AM. No sense in leaving the house at 7AM to get to the office at 8AM and then travel an hour to my 9AM appointment. I scheduled the 9AM appointment (net new) last week, it was more of a follow up appointment to make sure I'm in play for 100 plus units. Still many months away, but I already know the players, it's gonna be tough to knock out the incumbent. Appointment went well, I squeezed some additional info out of them.
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Little Diddy about our vCIO

Art Post ·
There's an old saying that excellent CEO's and business owners surround themselves with excellent people. Popamora Point Last Saturday morning, the wife and I decided to take a short 5 minute ride to our poor persons beach club on Sandy Hook Bay. Popamora Point offers a secluded sandy beach, calm waters, and a kick butt view of the NYC skyline. There's no more than twenty parking spots, thus we needed to get there early. That weekend, just like any other weekend is time for me to turn off my...
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6 Reasons Why Flat Rate Service Program Will Change the Copier Industry

Art Post ·
I remember when plain paper copiers used rolls of paper and not sheets. I remember when the glass on the copiers had to move back and forth. I remember when copiers used liquid ink (toner) to produce an image. I remember when you used a dial to set how many copies you wanted to make. Yup, it's been a pretty incredible journey to see the industry evolve over the last 38 years! Back in the early eighties their was only one plan for a copier maintenance agreement. We included "x" amount of...
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Change is Good, Especially When it Comes to Scanning Documents with Copiers

Art Post ·
Change is good, right? I'm going to change is even better. Being the same old you and doing the same old thing when presenting copiers can be prove to be a bad thing. Everything is changing at break neck speed in our industry. Thus last week I thought I would change it up a bit. Instead of providing the same old boring talk track of speeds and feeds. I opted for making one short power point presentation (5 slides) that centered around scanning workflows. There were no pictures of copiers, no...
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Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner

Art Post ·
It's been sometime since Ricoh introduced the MP 301 (A4 black MFP 30ppm). Five years is a long time to hang on to a model, especially when A4 devices are being introduced left & right. There's a new kid on the block of A4 devices. Ricoh is now offering the IM 350f (37ppm), IM 430F (43 ppm), and the IM 430fb (45ppm). All devices come standard with copy, print, fax and color scan. Anyone can get the speeds and feeds on these devices, but I wanted to dig a little deeper and express what I...
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A Recent Copier Appointment That Went From Bad to Good

Art Post ·
My second appointment of the day proved to one of the most enjoyable appointments I've had in recent memory. It was with an existing account that was in the last 3 months of a 36 month lease for an A3 color MFP. The account only has one, but so do most of my accounts. I'd like to say I flourish with onesies and twosies. Just a tip for some of you that may be new in the copier business. When quoting leasing always lead with a 36 month lease. There are two well maybe three reasons for that.
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Why We Decided to Make Our Own Copier Quoting Tool

Art Post ·
Why We Decided to Make Our Own Copier Quoting Tool Getting clients good information is critical to a sales process and we have taken a lot of time and energy to create quotes that are easy for us to make, and give the client a good feeling about the options they are choosing. I would not want to go to a car dealership and have them only want to show me one car, or to a realtor and only see one house. We like to see options when we buy stuff, so I thought about how can it be easy for clients...
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This Week in the Copier Industry 10 Years Ago, The Third Week in July 2008

Art Post ·
There's a thread below about "tray tolerance" and one of the items in that thread mention Plot Client. Which reminded me about the install of a recent MP W6700, and my only client that was using Plot Tools for a W3601SP. When pricing the device I forgot all about their needs for "batch" plotting and did not figure in the cost for the Ricoh "Print, Copy, Tool". Luckily all went (at least so far) as I remembered about the web printing tool that Ricoh offers. I'll keep my fingers crossed on...
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Re: Share The Wonder of New Technology With Your Prospects and Clients

Art Post ·
Darrel, nice post. I've actually made the commitment to develop my own list of clients that embrace technology. From here on in, once a month I will publish my own "technology hub" newsletter and send through constant contact. May take me a few hours to do the first one, however, after that it should take no more than an hour per month. That one hour per month is time well spent and I hope to generate additional sales by keeping my clients updated with technology. Art
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Re: What is Business Workflow? "Part One"

margateman ·
Hi Art Dan Cellucci here from Copiers Plus. I have been at CP for 26 years. I have been doing a lot of workflow solution thru ricoh champs program and on our own with NSI Autostore etc I would love to be included in the blog etc Just wrapped up a workflow with Barcodes. Talk to you soon Happy Holidays. Dan
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Re: What is Business Workflow? "Part One"

Cragarry ·
FYI
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Re: What is Business Workflow? "Part One"

Larry Kirsch ·
Show up at prospects office...
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Re: Selling Copiers "Reading Between the Lines"

TML ·
Art, this article is a quandary that I'm sure everyone's experiencing more of. It's often you field the email request or phone request with the information they think they need and "just send me a quote". Unless they're a solid customer I almost always push for and get the appointment. I usually leave a voicemail, but not with the information requested, typically I ask for a call back and then also follow that up with a quick email saying I left a voicemail, give me a call back. I can attest...
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Re: Selling Copiers "Reading Between the Lines"

John Saramak ·
Art, well put and so true. We have to use the technology advances of email and vmail to keep up with the pace. We have to be very careful on choosing between the live personal transaction or electronic. First, if someone doesn't know who you are through a preceding live chat, there can be misinterpretation of what you leave them. They may not know how to take it, or ignore it regardless if the message conveys value. We always need to take into account that we don't know when an electronic...
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Re: Selling Copiers "Reading Between the Lines"

Art Post ·
TML Hopefully our VP of Major will be in today and we'll find out how that went. I will let you know. Art
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Re: Selling Copiers "Reading Between the Lines"

Art Post ·
John I'm going back to the eighties now, I will not email, fax, mail or give a pricing over the phone. If that's not acceptable for the client then they can go find someone else.
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Re: Selling Copiers "Reading Between the Lines"

txeagle24 ·
In the scenario your VP asked you about, I would let them know our typically delivery/install process and the associated timelines and would ask if they would like me to email them the necessary paperwork or schedule a time to review it together. If the contact says yes, we're likely moving forward in the process. If he says no, it makes it easy for me to find out why he is asking & gives me a platform for uncovering and addressing his objections. I would withhold any mention of...
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Re: The Quest for $200K "Still Time to Network"

mnchstr ·
I call used machines "Off Lease" and tell the prospect to think of them as a program car, still very good but someone else took the retail hit. I say if a used machine needs to be re furbished I don't buy them. I don't sell used machines with high meters with the exception of Ricoh's "Greenline", we don't know the meters on those and I'm not impressed with those, lots of quality issues.
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Re: The Quest for $200K "Still Time to Network"

Old Glory ·
I prefer the term pre-owned over used. Off-lease is good too.
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Re: The Quest for $200K "Still Time to Network"

Art Post ·
I use the pre-owned quite often
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Re: The Quest for $200K "No Sandbagging for Me"

Larry Kirsch ·
Your the best. Enthusiasm personified. 200k boss and wife gotta love it. Oops wife is boss and designated driver. Happy Thanksgiving .
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Re: Why We Still Need Legacy Sales Skills

Czech ·
I would be very interested in learning how the competition came in and stole the deal. Was it a lack of closing skills, or was there something else missing in his sales process? Art, do you ever notice that CUSTOMERS are the ones that tend to make decisions towards the end of the month? By biggest "competition" is not the competition, it's the customers not revealing other information that could jeapordize moving forward. For example, customers needs a copier for a new branch office they are...
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Re: Why We Still Need Legacy Sales Skills

Art Post ·
Czech Yes and no. What I do find is that are many that will procrastinate with the decision making process. Usually, this means that there is some type of objection and the client is entertaining other offers. In many cases I run into the same thing with new offices, but what aggravates me the most is the client that refuses to email you back or take your call after you've meet with them the first time. I'm a big boy, if you don't like me or what to go somewhere else, just tell me and I'll...
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Re: Why We Still Need Legacy Sales Skills

Tom Koenig ·
Art Here is my two cents worth. What goes around comes around in this world. Sometimes sooner, sometimes later. If and when we get to the point of people totally taking out the human to human contact in the sales process, they will then begin to miss that same human to human contact, and start to look to regain it. Its my belief that we will begin to see that very soon in things like facebook. Its a great way to help stay in touch with people. But once people begin to use it to avoid each...
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Re: 57 Days of Selling Copiers "Day 10"

Kyocera Guy ·
I know feast or famine right? I feel your pain but luckily not this month.
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Re: 57 Days of Selling Copiers "Day 10"

Art Post ·
ty! I've had feasting for three months, now it's time for payback
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Re: How Social Turns Sales Reps Downtime Into Prospecting Time

Czech ·
I was just thinking about this yesterday and this morning. If you have a day packed full of appointments, it's difficult to "work" between sales calls because you don't have enough time between each appointment to dive into anything except responding to a couple of quick emails. But with social media, you can use that in-between time to drive new business conversations and maintain productivity. Great reminder that we can always do something to Always Be Prospecting.
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Re: How Social Turns Sales Reps Downtime Into Prospecting Time

Larry Levine ·
Social and how a sales rep uses it can greatly enhance prospecting. Think of the social phone! The interenet is never closed when it comes to prospecting.
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Re: How Social Turns Sales Reps Downtime Into Prospecting Time

Art Post ·
Over the years, having the ability to post, comment, share and like content day or night is awesome.
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Re: Why Should I Talk With You Continued... Don't Be An Empty Suit!

Art Post ·
I had an existing client (they were net new three years ago) for paying attention to details and providing them with the previous order docs, along with a review of what they spent with us last year all in one tidy report. And yes the last three pages consisting of a new lease, new MA and new order agreement with "sign here" stickers. Yes, I was upgrading my base That DM asked, do you mind if I sign them and send them to you tomorrow? I caved and stated that would be perfect, but I did tell...
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Re: 57 Days of Selling "Day 49"

Tom Koenig ·
Good Luck Art Still holding on to that $20 bucks!!!! Thank you, Have a Great Day! Thomas Koenig District Business Manager Dealer Division - Northeast Region RICOH USA, INC. 5 Dedrick Place West Caldwell, NJ 07006 Cell: 570-439-2864 Thomas.Koenig@ricoh-usa.com
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Re: 57 Days of Selling "Day 49"

Art Post ·
Tom, Oh, aren't you the funny one!! Have fun at the Stratix Holiday party!
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Five Copier Lease Programs That You May Have Forgotten About

Art Post ·
Just when you think you have something in the bag, along comes the objection. My objection came last Friday as I was preparing for the long weekend. My last stop of the day was to follow up (in person visit) for an objection that I received via email last week. That objection was "your price is too high". Okay, too high compared to what I thought. I felt like responding via email right away, however, I opted for the visit because you just can't get everything you need with a constant barrage...
 
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