Tagged With "Competitor"

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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: Recognizing Disruption

EByers ·
What, this article has been up since the 3rd and no comments? Well, I guess I'm guilty of that too as it is the 9th. However, I am surprised that I'm the first to comment on this. I have been in the business for a total of 5.5 years so on one hand I'm still a greeny (but then in the copier business that seems to be pretty tenured) and I'm 54 yrs old. After my first 1.5 yrs in the business I took another job, but then cam back 10 months later after my old boss called me with a major account...
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Re: Recognizing Disruption

Art Post ·
ebyers, ty for posting the reply. I've been out of sorts for the past few weeks with some much needed time off. Many dealers don't need to change because they are still making a great profit. Sorry, I meant GREAT profit! Thus change is not in order for them. Salespeople to make that change, it's possible, one great idea with a few bucks behind that idea could change everything. What Ray posted above could be the copier industry, or it could be IT services or maybe software. Print Audit has...
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Re: Do You Remeber Minnella's Pocket Guide to Copiers?

Larry Kirsch ·
Great resource....
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Re: Do You Remeber Minnella's Pocket Guide to Copiers?

Art Post ·
yup, there was another publication back then, can't remember the name of that, do you?
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Re: Do You Remeber Minnella's Pocket Guide to Copiers?

GAR ·
This is an automated response. Your email...
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Re: Do You Remeber Minnella's Pocket Guide to Copiers?

Old Glory ·
I have BLI Books going back as far as 1997, I have a used copier guide called the Copier Blue Book dated Summer 1995. and an Info-Market North American Copier Guide from Fall-Winter 1990-91.
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Re: Do You Remeber Minnella's Pocket Guide to Copiers?

GAR ·
This is an automated response. Your email...
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Re: Do You Remeber Minnella's Pocket Guide to Copiers?

Scotty ·
I remember those very well.. Used them daily
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Recognizing Disruption

Ray Stasiezcko ·
What we see is only visualized after our mind translates the image. In business, our actions can easily be highjack by what we conditioned ourselves to see. Why is it that some can look through things and some only see things as painted with no interpretation? I remember years ago there was a poster the picture was a bunch of squiggly lines. As you stared at the picture squinting your eyes just right, the squiggly lines would come to life as a recognizable image of a person or thing. It...
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The Exit Row

Ray Stasiezcko ·
I just want legroom, I don’t want to be responsible for evacuating a plane. Do you ever wonder if the people in the exit row paid attention to the instructions; after all those doors don’t open themselves. Why is it that we trust those in charge? Is it a blind trust? “Crisis Management has no patience for the unprepared or those with delusions regarding the tenure of their temporary comfort.” Running a business and airline travel have a commonality. They both require someone to take charge...
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A Customers’ Experience is what determines their Satisfaction.

Ray Stasiezcko ·
The old days of vendor complacency based on relationships are over. Today customers put more value on their Experiences , not only from the things they buy but those they engage to buy them. In a fast moving digital world, our customers can determine what they want, or believe they need long before they engage with those who deliver it. Organizations must learn how to monetize their Customers’ Experience , and then put the structure in place to exceed in providing a better experience than...
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Do You Remeber Minnella's Pocket Guide to Copiers?

Art Post ·
Ah, the eighties and the nineties was an awesome time to be selling copiers. The eighties gave us many opportunities with the adoption of plain paper copiers and the late nineties proved to be just as fruitful with the change from analog copiers to digital copiers. (My demo room in the 90's Atlantic Office Systems) If you sold copiers in the eighties and nineties, you carried a copy of Minnella's Pocket Guide to Copiers. Minnella's Pocket Guide to Copiers was our go to source to find out...
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Is it Frowned Upon if you Join a Competitor?

Art Post ·
I received this email from a Print4Pay Hotel member a few weeks ago.   "High turnover is common in the industry. Is it frowned upon if you join a competitor because they are offering more money"?   Well...., not really...who is going to do...
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When is Net New Business not Net New Business?

Art Post ·
I get it, we all need to drive net new business.  We can't survive by continually upgrading our base. Personally, I do a pretty good job with acquiring net new business.  A quick glance at my CRM will show that roughly 60% of follow ups and...
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Top Ten Copier Quotes & Proposals for August 2017

Art Post ·
Special thanx to all of those Print4Pay Hotel members that emailed me these quotes and proposals! I lost a potential order the other day. I lost because I was not aware of what my competitors practices were with escalating service rates. You know what I'm talking about, we all have them, we all don't speak about them unless the topic is brought up. In this case, the topic was brought up and I answered with the appropriate response. After obtaining a copy of the proposal, I found out why I...
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The Commuter Train

Ray Stasiezcko ·
The Commuter Train runs the line, nothing different than the day before. Is your business like a Commuter Train? running down the track of sameness every day. Well, many businesses do just that. They ride the train to sameness as they say, they hate status quo, or how they will never be content by a false sense of security, all the while exclaiming - their business is greater than all their competitors. Here’s my thinking; So many businesses have already determined their destination, and...
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Continuously Modify

Ray Stasiezcko ·
“If you are forced to change you waited too long and should have Modified along the way.” Well, everything must end or at least it gets depleted. We have all found ourselves saying. “What do you mean that doesn't exist anymore.” “Customers buy outcomes; the means to their achievement always modifies.” Today we must Constantly Modify. If you're forced to change you waited too long. The marketplace customers either of business to business or business to the consumer are modifying quickly and...
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Separating Your Copiers from Your Competitors "Security Matters"

Art Post ·
If you're a pro in this business then you'll agree that you're always looking to keep educating yourself on what's new and different, right? For me that's a daily barrage of email alerts from google. I probably have 30 plus alerts scheduled for every day "as it happens". Lately I've been on somewhat of a security kick, meaning that older copiers too me are a risk on the network. That's because I know how our industry works when it comes to firmware upgrades for those older devices. "If it...
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Re: Is it Frowned Upon if you Join a Competitor?

Wallingford ·
If you were unsuccessful where you are, but are unhappy with the company or the product, then moving should not be a problem. But if you were successful, and happy, and only the money was the inducement to move, then I suggest you have a good chat to your current dealer/manager before jumping ship, as "the grass is never greener" in most case. And if that turns out to be the case, then you will very quickly become dissatisfied and move on once again which could easily become the descent into...
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Re: Separating Your Copiers from Your Competitors "Security Matters"

gap ·
Interesting topic Art and security is definitely becoming more important than ever. Ricoh released the automatic firmware updates (they call it Always Current Technology) earlier this year for the IM-series MFPs. Curious if you use that messaging at all in your customer conversations?
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Re: Separating Your Copiers from Your Competitors "Security Matters"

Art Post ·
In most cases I am using the that talk track when speaking about MFP's in the office. Since the entire line hasn't changed to the IM series I have to change the talk track when presenting the other models that best fit the clients needs
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