Tagged With "Canon Dealers"
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Re: Top Ten Copier & MFP Quotes for November 2016
What’s happened to our membership? I didn’t opt out! Sue at Copy-Fax
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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: Are Copier Sales Reps Asking the Right Questions
As you said, this blog wasn't meant to cover all the bases but your comments about brand loyalty and brand/service provider loyalty are only true if the decision maker has been the same for each decision. If you aren't talking to the owner, you may be talking to a totally different person than the one that made past decisions. You need to know that before you decide whether to pack your bags and walk away. Also, in a leased equipment environment, the decision to stay with the same brand and...
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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?
First is this your actual reply to the account looking at thoseToshiba products listed (455 & 305)? If yes and they have a great history with the Toshiba product, telling them there a "bottom dweller" would make anyone think that you're only wanting to sell them what YOU'RE offering. The models they requested are older models of Toshiba and who knows if they've worked well for them or not. Also if you research the Okidata product, most of their MFP's are based on the Toshiba platform now...
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
Actually, I did not mention that I am offering any equipment to them. I'm not even sure where they are located, I'm not looking to sell them, All of the recent MFP's that I've seen at the shows have pretty much the same GUI> I do remember something about a more robust partnering with Toshiba/
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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: Best Black & White MFP for 10k/month yeild. Suggestions?
TimB: Thanx for the comment! I believe you with the top ten in R & D for Spend to Sales ratios, but I don't R & D being conducted for copiers not like Canon, Xerox, KonicaMInolta & Xerox. If it walks like a duck, quacks like a duck then it must be a duck. Toshiba's market share over the last ten years in the US has always been at or near the bottom of the pack, thus they are cellar dwellers, bottom feeders, in the US market. You are correct with the MA, they were not asking for...
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
Art, I like your general guidance to the initial poster, and I won't grade your writing since this isn't an English class. In regard to this brief post conversation, I think honesty is the best policy with customers and with ourselves. Yes Tim, they probably are in the top ten. However, the customer was asking which is the best. By rankings in the market place, the top seven do not include Toshiba. They fall within the bottom 7% of market share for shipments and the bottom 8.6% for market...
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Re: Best Black & White MFP for 10k/month yeild. Suggestions?
thanx for nor grading my English!!! most threads are done at night and I'll admit, I'm much better at selling than writing.
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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: HP & Sharp "What is Canon Thinking"
Sharp is much more desperate than Canon. Whatever the deal, I'm sure it was beyond anything a financially secure company like Canon would consider.
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Re: HP & Sharp "What is Canon Thinking"
I don't think that anyone who bought an Edgeline, or further back the HP rebadged Konica MFD's, will be keen to give HP another go.
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
What came next with some dealers in the Oz market, was a guarantee that the client's copy costs would not rise annually, above a maximum of 10% which most clients would agree to. Or that it would only rise by the CPI, which these days is a joke of a deal, as it is only around 2%. But some now guarantee to hold the pricing for the term of the rental agreement, which at 5 years is just down right stupid.This has now become a lot more prevalent, as weak salesmen sell (if you can call it...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
Wallingford Thanx for this! From your thread I can tell we all have most of the same issues. Anyone else care to help with their first experience with CPC?
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
I've only been around 9 years, but when I first started, we were selling the old Ricoh AP3800CMF (A3 color printer w/ a scanner kit attached to make it an MFP) since the 1224c/1232c was such a bust. In our Service Agreements, black toner was included in the CPP, but color toner was billable. When trying to get those customers to upgrade to the 2238c, I would create a cost per page analysis (since toner was included in our CPP for the 2238c) and had several furious customers who thought we...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
I remember it well and at ComDoc, in the early 80's we sometimes put the offer out there without it being a formal price plan. I think the customer realized that a lot of the toner they purchased and stocked was useless at end of the machines life. It was like a primer with a customer who had that and TCO on their mind, it was a way to close them. Equally, I remember taking it one step further in the early 90's with copy management - the first all inclusive (hardware, service, supplies)...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
I remember a plan that didn't really take hold but it was a plan like the one John talked about and all accessories were proposed in the form of copies...you want a finisher, just commit to 10,000 additional copies per month. The CPC rate had an equipment portion attached to it so more clicks funded more equipment. If the CPC was normal plus .003, 10,000 clicks added $30/month which would fund $1,500 additional. Some customers that weren't willing to pay $1,500 would agree to 10,000 more...
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Re: Does anyone have a clue as to how the CPC billing model started in the first place?
Wow! These are some awesome stories, I'm sure there are many more out there from some of our veterans, would love to read more.