Tagged With "Mega Dealer"
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Re: 57 Days of Selling "Day 49"
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 55" The Last Two Days
Good Luck Art I still got that $20 bill riding on you!!! 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 55" The Last Two Days
Wish I had a few that I could give. The stocking is empty!! 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: Post-Virus We Must Defeat The Zombie Companies!
We generally do not build in prepaid copy/ print blocks into our leases. We do give away free copy prints up front but only intended as a short term bonus. We do normally charge a $25.00 minimum monthly maintenance fee but have waived that until the economy rebuilds momentum. I am in Canada, lease vendors are currently offering 90 day payment deferrals added back on at the end of term for those customers who request them. Leases expire every month and customers are happy with the equipment...
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Re: 7 Deadly Topics from 7 Deadly Sinners at Top 100 Summit (Part One)
I disagree that you have to own the network in order to offer seat-based billing. Before I go into why, can we (imaging industry) please stop referring to Managed Services as MNS? No one in the IT world uses this term; it's industry jargon that makes you stand out as a copier dealer 1st and an IT Services provider 2nd. Managed IT Services, Managed Services...fine. MNS needs to die. Now, here is why I disagree that you have to own the network as a client's Managed Services provider in order...
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Re: 7 Deadly Topics from 7 Deadly Sinners at Top 100 Summit (Part One)
Originally Posted by txeagle24: I disagree that you have to own the network in order to offer seat-based billing. Before I go into why, can we (imaging industry) please stop referring to Managed Services as MNS? No one in the IT world uses this term; it's industry jargon that makes you stand out as a copier dealer 1st and an IT Services provider 2nd. Managed IT Services, Managed Services...fine. MNS needs to die. Now, here is why I disagree that you have to own the network as a client's...
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Re: 10 Ways to Close Net New Business #4 of #10
Just a short update in reference to the account I was speaking about. The IG came back with many additional questions today, asking if the cost per page could be lowered, the annual cost of the maintenance agreement, and the price of the system. I stated NO on all accounts. We had started with a 25ppm color A3 device and then moved to an A4 color device. They were not even happy with that price. In addition when they received all of the no's they asked about pre-owned or used. I then stated,...
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Re: When is Net New Business not Net New Business?
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?
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?
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: Those Magnificent Men & Women & Thier Copy Machines 2015 -Part One
Thanks for sharing the many great ways of giving back by these great companies. I am proud to be a part of Dealer Marketing. Darrell Amy is as genuine as they come.
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Re: Samsung Copier Million Page Test "A Tree Massacre"
Art, I think Samsung needed to do this test to shut the mouths of the critics. Now anyone who wonders or asks if the Samsungs are reliable will get a link to this test. My Service guys tell me that the Samsungs have been working well! And the new MX series with the Android (OS) Tablet has been very cool. That wish list item that you asked Ricoh for has already been delivered by Samsung! I have just worked with a 3rd party tech company to get the first non-Samsung Android App ported to the...
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Re: Samsung Copier Million Page Test "A Tree Massacre"
Seems my Blog about the million page test was not that well received with Samsung. They complained to ENX Magazine who then pulled the blog off their site. Whatever happened to FREE Press? They were not happy that I pointed out that they used "x" amount of tree's for a 1980's type test! Since Samsung spends money with ENX, ENX pulled the blogs and is not posting any of my latest stuff. You know what, as far as I'm concerned we here this finance stuff about Sharp, Toshiba and none of the...
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Re: Your Copier
Welcome back😀 https://www.p4photel.com/blog/...-the-copier-industry 6 Reasons Why Flat Rate aka One Rate Will Change the Copier Industry Art Post 36 minutes ago 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...
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
The Trump Administration today announced plans for a new round of $200 Billion worth of tariffs against China. https://www.cnn.com/2018/07/10...ffs-trump/index.html Copy machines were on the original list but but were taken off leaving parts and consumables subject to a 10% tariff. It seems most suppliers have not taken actions to increase their prices. On the new list which could go in effect sometime after Aug 30th are: 8443.39.20 Electrostatic photocopying apparatus, operating by...
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Re: Copier Parts & Accessories China Tariff Starts in 9 Working Days
It seems the prospects of tariffs going away anytime soon are fading. Eventually the cost of most goods in the copier industry are going to increase because of President Trump. SSG I'm okay with this! This may help in the long run because more clients may opt for something off lease, or even release their existing devices. In both cases I'll probably make more than selling new. You keep calling it a TAX, it's not a tax it's a tariff. When I go to the store and pay for an item, a tariff is...
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Re: Selling Copiers in the Seventies with Darrell Leven
Hi Art, Canon’s “NP” series stood for New Process. I started in the industry in 1985 when Canon released the NP50, NP60 & NP80 liquid copiers. Fun times. Regards Peter Ryan Dealer Principal Mobile 0409 458 065 Email pryan@inlandtechnology.com.au Web inlandtechnology.com.au Tamworth 02 6755 6600 Longyard Homemakers, 383 Goonoo Goonoo Rd Tamworth NSW 2340 Disclaimer: The above information is provided “as is” without warranty of any kind. Inland Technology disclaims all warranties, either...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
Padded lease rates are used to "pad" the pockets of dealer principals who are taking commissions away from their sales people. It's a dishonest but standard practice that should be eliminated, so this sounds like healthy change in the right direction.
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Re: Is This the Beginning of the End for the Padding of Lease Rates?
In some cases, more is made on the lease padded rate than the salesperson makes in commissions. Others may tell you that they use the "padded" rates to create promo's for the reps. Do I look like I need an incentive to sell? Frak that, if you need an incentive to sell then you need to get a job at Mickey D's
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Re: Attention Sales Leaders... What Are Your Sales Reps Prospecting For?
Larry, You are exactly right. Excellent article. The challenge in our industry is the mindset of obtaining new business and putting ourselves in the minds of the 21st century customer. We need to break the cycle of a commoditized product offering. I have not waived the white flag and surrendered to that thought process. Instead I believe we need to evolve as sales professionals and engage in the 21st century sales process and those sales professionals/ companies that do will become behemoths...
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Re: Assume My Copier Lease....What?
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?
@Kitz: Dealer support is also a great question. Currently we approach this on a case-by-case basis. New transfers would go to an affiliated partner in the geographical territory that is qualified to service that equipment. Ultimately, we are building a network of independent dealers not unlike what the direct channel already has access to. This way, independent dealers can leverage the network for new contracts as well, such as when a sale is made to a head office that includes installations...
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Re: Is it Frowned Upon if you Join a Competitor?
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: Best Black & White MFP for 10k/month yeild. Suggestions?
FYI: Toshiba, overall, is in the top ten for R&D Spend-to-Sales ratios. "Bottom dweller" really is not a fair use of words. With any device manufacturer, product is only as good as its dealer support. Get references if need be. RE: maintenance; The asker is talking B&W devices not color. Regardless, get the maintenance. Fewer spikes in copy quality or hardware issues because you'll make that phone call to fix rather than putting up with poor copy quality, etc. for fear of how much it...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
Art, it's a part of the industry that I doubt you will get rid of. I would like to add my own "observation". I don't think that 99.9% of dealers do a good deal. If 99.9% was the case these instances would not even be noticed because they would be unheard of. I think the reality is that around 60-70% of dealers are OK. Another point is that the leasing companies do not give a damn about the state of the copier at the end of a lease. As long as the customer has made all the payments they're...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
Grant: Thanx for the comment, here in the US there is the trade agreement also but it varies from dealer to dealer. If the customer opts to return the system then the dealer has the option to buy the equipment.
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
Sorry Grant but I have to call you out.It is a big mistake for salespeople to assume that what is true in their case, is true across the board. It causes the salesrep to make mistakes in judgement and may cause them to unintentionally misinform their prospect. Anything that isn't required by law is negotiable and therefore will vary from lease company to lease company and dealer to dealer. So two dealers using the same lease company may have negotiated different terms.
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
Even if the contract with the supplying dealer specifically has a clause that says the dealer will NOT buy the kit back, the lease co don't want it. I have never heard of a leasing company actually asking for the kit back at the end of a lease, they aren't interested. It's not part of their business plan. What is required as a condition on every lease is that the lessee is responsible for returning the equipment to a destination of the lease co's choice. If it does come to that it will go to...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
That's not really the point I was trying to make. The point is that a salesrep shouldn't assume anything as fact because the facts vary from dealer to dealer and lease to lease. That having been said, you are missing a big part of the lease equation and that is the "alternative forms of revenue" that comes at the end of the lease. Anytime a lease is ended effectively, the lease company loses the chance of an automatic renewal (evergreen clause), in some cases they lose the chance to sell the...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
It's easy to work out where the lease co's make their money. Every time a deal is upgraded early the early settlement discount is a paltry sum (3%). The effective interest rates are therefore huge. This settlement is then more often added to a new lease and interested lumped on top of that. There's no factoring in of a residual kit value for the lease companies, too little money for too much effort and management. That's why they don't handle the kit and insist the customer or dealer does...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?
Again, you are stating as fact things that are only true for you or possibly only true in the UK. Over here, I haven't seen an early settlement discount in years. Many companies actually have a pre-payment penalty. The settlement added to the new lease that you speak of is only a benefit to the lease company when the new deal goes to the incumbent. And if there is no residual, why isn't the equipment free to the dealer at the back end? The price to the dealer whether contracted in advance or...
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Re: Smart Scanning with Scan2Cloud Apps
Ricoh will have their ICE version soon, will try to write more on that. I've found over time that most apps from the manufacturers are so so at best and developing a direct relationship with companies like UDOCX and Print Audit is more beneficial to the end user and to the dealer that is selling the solution. Thanx for the comment!!!
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Re: My Top 5 Secrets About Using Linkedin for Prospecting
Art One of your better articles!! Short, sweet, to the point and should be helpful to most reps. Thank You Have a Great Day Tom Koenig Sr. District Business Manager Northeast Region - Dealer Sales Division Ricoh Americas Corporation 5 Dedrick Place West Caldwell NJ 07006 cell - 570-439-2864 thomas.koenig@ricoh-usa.com
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Re: Lease Maestro Checks into Print4Pay Hotel
Hello Garrett - The dreaded "Evergreen" clause. This clause has caused many problems customer and dealers over the years. Depending on your situation, it may be tough for you to get the customer out of the contract early without some significant work on yours and the customers part. Based on your comment of "win the business", I am assuming that you are not the original dealer that put the customer into the lease with the an "Evergreen" renewal clause. If this is the case, there is a good...
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Re: 8 Talking Points for Selecting an Imaging/Copier Vendor
I am helping a dealer set up a new webpage. I have read that helpful tips like the above help Search Engine Optimization (SEO) drive more traffic to your website. I will attach the same and use P4P as a reference.
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Re: Ten Things You Need to Know Before You Lease or Buy a Ricoh MP 501SP or MP 601SP
I suggest calling your local Ricoh Dealer (not direct), because dealers can offer better service, better support and they support your local economy. I am sure that varies with location.
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
Seriously? Which side are you on? Let's recognize that the dealer never pats for a lease return, it's just baked into the new lease. In this era of low margins, there is no room to offer these things for free. Additionally, there is no reputable dealer that would uplift 25% a year.
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
Cheryl Thanx for the response! I'm on the side of transparency. I want companies to recognize that there are some dealers that, well, they should not be doing business with. Here in the North East we're seeing some down right dirty tactics when it comes to moving product. You're right, no reputable dealer would uplift 25%, however we do have at leas one dealer that I know of that has the kind of uplift. Not sure what you meant here, can you clarify? "Let's recognize that the dealer never...
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
I didn't understand Cheryl's response either. Another important question is the length of the automatic renewal. At least the "renews for like term" seem to have gone away but I still see some 12 month renewals. In my opinion, a customer should never agree to Automatic Renewal Terms of more than 3 months with the 30 day renewal being the obvious best choice. For me, it's more about the integrity of the leasing company or the dealer pushing that particular lease company. Nobody plans on going...
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Re: Six Reasons Why Copiers Leases Can Cost You More Than You Signed For
I received the below message via email yesterday. It's from Kevin Clune (President of Clune & Company LLC). I've known Kevin for years and appreciate his insight with leasing. Art, we haven’t talked in years but I still follow p4p. I liked your article about copier leasing but I thought I’d show you the attached marketing piece which shines a spotlight on some of the leasing industry’s most effective/injurious revenue enhancers. It’s a constantly evolving landscape as our industry is...
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Re: Imaging Channel, It’s also about a Lease-less Future!
Interesting. Have been working on new revenue ideas for the copier dealer channel.
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Re: Konica Minolta Acquires More Than Just Copier Dealers
Attached is the letter I received from Muratec Marketing
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Re: Inbound Marketing For Sales Reps (and Sales Vets)
Interesting and an awesome amount of work for the standard copier dealer. Additionally, it is and always has been my belief that CONTENT maintains sustainability - so in your Step 5, most organizations fall short. Don't you think?
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Re: Inbound Marketing For Sales Reps (and Sales Vets)
Originally Posted by gwalters2009: Interesting and an awesome amount of work for the standard copier dealer. Additionally, it is and always has been my belief that CONTENT maintains sustainability - so in your Step 5, most organizations fall short. Don't you think? Greg, It is a lot of work! That's why many dealers hire us to do it for them. However, sales reps play a huge part by: 1. Sharing relevant blog articles their dealerships post 2. Actively participating in LinkedIn 3. Following...
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Re: 5 Reasons Why I Like Print Audit Best Over PaperCut
I do like the control that the dealer has with Print Audit as well as the pre-sale MPS tools if you are one of their Premier dealers. But, turning on various rules in PaperCut is MUCH easier than in Print Audit/PCS Director or other similar products in our industry. Additionally, it works extremely well in environments in which Mac workstations are present, & their embedded (PaperCut MF) software works with most product lines which makes it easy to integrate if a client has a mixed ...
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Re: Top Ten MFP Copier Industry Predictions for 2015
I really like number 4, and I believe #7 is going to happen sooner than we expected. I hold out hope as well.
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Re: Top Ten MFP Copier Industry Predictions for 2015
Not liking the Kyocera part of #4 at all. On the other hand really liking # 10 Add: Color equipment will become more prevalent with costs of color equipment continuing to drop and coming more in line with monochrome.
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Re: Top Ten MFP Copier Industry Predictions for 2015
5) - Canon bought a very large stake in one last year (Therefore). Locally hosted or cloud based.
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Re: Selling Professional Services for SMB Accounts, Worth it or Not Worth it!
As an independent dealer we are definitely giving away too much Pro Services in the SMB space. We kind of us it as a sales pitch against the National vendors who almost always charge Pro Services. Right now we are starting to give the customers invoice for many Pro Services that we deliver but offset it with a credit, so that they can see it's value. This will set up a future invoice where there will be no credit. We leave it up to the sales rep how he sells the workflow and how much...
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Re: Selling Copiers "What Would You Do"?
Originally Posted by Iris: Hi Art, Even if you could convince him by offering a different model, some sort of guarantee or whatever, the question you should ask yourself is what happens if the problems return. Would you really want to have that standing between you and your cousin? Iris Exactly! The point is they are limited to only one dealer for one brand and the scenario isn't going to work. Thus, what is a sales person to do? I'm not going to try to convince him that all will be well...