Tagged With "Social Sales Academy"
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Re: Ricoh Dealership in Minnesota will buy.......
Independent Dealers will never compete successfully with any Direct _BS branch on price. The _BS Branch has shown that they are willing to run their branches at a loss for years! We must sell at a profit, IMHO they should (Legally) have to also sell at a profit (Don't get me started on dumping). If you work for an independent dealer and you are trying to compete with a _BS Branch (that sells your product) on price then you are playing into their hands, and you are going broke. They can...
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Re: Ricoh Dealership in Minnesota will buy.......
Keep in mind, auto manufacturers would directly dominate car sales if not for state laws designed to protect local dealers passed in the early 20th century. Some very interesting reading on the subject... http://www.justice.gov/atr/public/eag/246374.htm
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Re: Padded Lease Rates
Yoda, thanx so, considering that the sale is 20,000, the sales persom uses .0204 and the payment is $408 to the customer. The money funded from the leasing company to the dealership is $20,833 right?
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Re: Padded Lease Rates
That explains things some. Our "pad" is 12%. That means your company keeps an extra 3% of the GP on every sale before commissions then gives that back in the form of higher commissions or bonuses. If the average commission is 30% than approximately 1% of the profit is "held back" in your case to reward superior performance. Nothing wrong with that...just another way to slice the pie.
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Re: Padded Lease Rates
No it means that we redistribute an extra 3% above the cost of goods to the people that are consistent high producers. Not the same as 3% of the sale price or GP. We dont keep any of it.
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Re: Erie businessman gets fed prison for copier fraud
Sounds like he was selling used machines but presenting them as being new & also claiming sale of goods that were not delivered. That probably also involved falsifying Acceptance of Delivery documents in order to receive funding from financing sources. I bet there are multiple charges that are part of several separate cases.
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Re: How do you feel about the industry?
We have one dealer in our territory with the sell at all cost mentality, low ball service, low ball the sale just to get the deal.
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Re: How do you feel about the industry?
Ive always said "the last person I want to sell a copier to is one that is currently looking". It is best to go out and find prospects that you can help and they don't realize they have a problem until you point out a better way to do things. Those deals are win-win. The customer wins with lower total costs and improved productivity/workflow and you win because those deals are seldom price wars or even competitive.
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Re: Are you a Data Miner?
That lead turned into the sale of one 55 cpm colour and one 85 cpm black copier last week. A take away from Xerox. I would have never have known about this opportunity if not for the email that I sent.
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Re: Over Holding On MFP Lease Costs Unnecessary Dollars
I think front line service techs would like nothing more than to get the "old junk" out of the field. It is probably the number crunchers that aren't willing to shut these people off because of the lost revenue. Last summer all the sales reps were given a list of old equipment still on contract and told to inform the customer that their agreements would soon be cancelled which we did. Then the company decided to look at the bottom line and recanted. Now us salereps all look like smucks just...
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Re: Scan Router Pro Costs
From: ricohaficio Sent: 5/10/2002 6:37 AM How it all started....., Just a quick story for those of you who don't know. A few months after the 850 was first introduced, I was able to secure a demo for the 850 at one of my potential accounts. This account is a copy center and is a Canon House. The owner is a great guy, I had been courting his business for about a year before the demo. He stated that as long as the copy quality is similar to the Canon iR600's he would pull the trigger. They...
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Re: Can You Close A Sale in 5 Questions?
QUESTION #5: Great! When could we begin? or Great! When is your next long copy run? The object of the fifth question is to pin the prospect down to a begining date or time or quantity to start doing business. In many cases you can sell a trial demo. Where big ticket products are involved (copiers) a puppy dog approach will work best (leave your product for the customer to use for a couple of days), or take the prospect to visit a satisfied customer and see your product in action and get a...
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Re: Can You Close A Sale in 5 Questions?
Part #2 QUESTION #3: WHAT MAKES THAT IMPORTANT FOR YOU? OR "IS THAT THE MOST IMPORTANT FOR YOU?" OR "WHY IS THAT IMPORTANT TO YOU?" This question draws out the true need of the prospect. Finding out what is important to them about copying, and why copying is important are the keys to closing the sale. There may be secondary or follow-up questions pto gain a clear definition of what is important and why. QUESTION #4: IF I COULD DELIVER THE QUALITY THAT YOU DEMAND, SO THAT THE IMAGING IN YOUR...
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Re: Document Capture/Global Scan
From: Ted Sent: 3/11/2002 7:16 AM Brian, as for me 4.5 years copier sales, but 17 total in sales. Copier sales to me are the easist sales in the world. Yes you have good and bad months, but everyone in business NEEDS what we have. Not so with other sales jobs. A business cannot operate these days without printers, faxes and copiers. Lately, you can add scanning to that list. With the advent of the doc mall and e-cabinet, once you get a customer using this type of technology, they will never...
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Re: 6513 & real Wood!
From: Ted Sent: 12/3/2001 6:21 AM I have a sample of the wood. It is real redwood, that has been copied on. the customers love it. If you can get some of the wood for samples, I believe in a tight situation, running this through the machine could make the sale. Then you could leave a piece for the competition to run through their machine on demo. Who knows, the competition may be foolish enough to try it and it may ruin their machine. (wishful thinking).
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Re: Points added to lease rate factors
I am somewhat of a journeyman in this industry and have worked for 8 different companies over 23 years due to moves and acquisitions. I have seen it all and added points on leases is common among larger dealers. That having been said, it is also common for dealers to attempt to break even on the sale of hardware after all sales expenses have been paid...most do not hope to actually profit from the sale of the unit, only from the resulting service and supply revenue. My point is, I learned...
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Re: Points added to lease rate factors
After all expenses and conmmissions, we lose money on every sale. We make it up on the service, supplies and the fact that we do all of our own leasing. Thanks! Lee
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Re: Selling against Offset Press
Keith: I may have a few old excel spreadsheets, I will have to look. However, I can explain here and you may be able to create your own spreadsheet. Commercial Press Shops (ones that have union employees) have a tremendous overhead cost when it comes to making a plate for the press. You have to find out what type of plates they are making, whether paper, metel, or poly. The Metal has the highest cost and the paper plate being the least expensive and then the poly in between. The cost for the...
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Re: Nextday4free.com
I too have customers that price compare with web pricing. I may adjust my pricing slightly but won't match it. Web commerce has very little customer service and is ONLY price driven. I think by now just about everyone has experience in an ecommerce sale that resulted in an unhappy experience. Try to bring out that pain in your customer...."hmmm wonder if the ecompany you are about to do busness with will be around in 12 months when companies like webvan are going out of business."
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Re: Single click for 11 X 17
Greg; Great stuff, it seems in my market area that Canon also counting the 11 x 17 as one click. However when you get right down to it, 10,000 11 x 17 @ .0055 comes out to $55.00, half is $27.50. If the sale is hinging on $27.50 a month (equates to $990 over three year lease). There is alot you can do to close the deal in your favor! Usally the 11 x 17 clicks only come to the fore front in hgh volume situations. In my market, I have to compete with Canon/Danka. In an unamed accout, I have...
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Re: I guess they ran out of golf bags
Maybe the next step for Ricoh would be to buy out P4Photel.com - is it for sale? Will it one day go the way of the Connectivity Cafe? It has obviously become the most imformative and active source for Ricoh family products. THANKS GUYS!
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Re: Frustrated with Inventory Levels?
We had this very same converation in our Monday sales meeting. We had to purchase some of the new 2022/2027. We opted for one 2027 fully loaded (we are a small dealer with 7 reps also). We will use the sell down approach, and demo all of the features or just the features that are needed to demo or clsoe the sale. Our sales staff gets a $100 bonus for every 6 demostrations that are completed per month. None of our guys (except for me) make this bonus, as a matter of fact, I am only aware of a...
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Re: Frustrated with Inventory Levels?
We are a small dealership where we do not have the luxury of having machines in the demo room to show. Fortunately, we have a relationship with the customer that we can sell off of a brochure, and then order the unit, which usually comes from TN. The majority of the time I will buy from Savin, instead of Ricoh, because of not only price to the dealer, but turn-a-round time. I can sympathisize with the problems other dealers are having with inventory. We are lucky if we have a machine to...
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Re: Weekend Notes from the copier industry!
Wow, Art, that was a ton of work! Nice digest! FYI - Kodak bought NexPress from Heidelberg a few years ago. A friend of mine sells NexPresses, and he got transferred to Kodak in the sale. Sounds like there is a little ongoing cooperation between Kodak and Heidelberg with the product line????
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Re: Sales Tips
Sales Pipeline: A sales pipeline is a very important concept in selling because it is the recognition of the origin and result of each sale. Each sale starts as a lead -- which is a phone number, a name, an email address, a referral or someone who walks into your store -- they are leads. From there, you qualify the lead, which means, you make sure this person is capable of becoming a customer -- either they have enough money or the right size outfit for your product. For instance, you might...
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Re: Sales Tips
An important part of selling is to keep track of the ratios and numbers so you can understand your pipeline and improve it. How many calls does it take to get an appointment? How many appointments does it take to get a sale? And so on. Eventually, you'll find that it generally takes 10 calls to make an appointment and 10 appointments to make a sale, for instance. Then you'll realize that if you made 1000 calls last month and made $5000, then you'll want to make 2000 calls to make $10,000.
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Re: Sales Tips
There is a general impression held by many both inside and outside the business world that salesmen are full of hot air. Many people associate the sales profession with the smooth-talking car salesman who wants to sell you a car that was owned by the proverbial little old lady who only drove it to church on Sundays. Reality is that most sales people are average everyday individuals who are friendly and considerate and have friends and families, just like people who are accountants,...
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Re: Sales Tips
Cardinal prospecting rule In both of these examples, getting the appointment would have been easy had the salesperson not contributed to their own demise. They destroyed their chances of landing the appointment by breaking a cardinal prospecting rule: They told their prospect what they were selling. The moment that you read the words "carpet cleaning" and "real estate," you, too, immediately stopped absorbing the presentation and began to prejudge the value of the call. So when you’re...
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Re: Konica Minolta Bizhub C451
Specs for the bizhub are impressive! Here's how I would handle this. 1. I always bundle e-copy "desktop" software with every system. I make sure I show the customer the advantages of the copy desktop software before I speak about speeds and feeds. This software could make the difference in landing the sale or not!! 2. Support is always number one in the customers mind, provide them with a list of customers that you have that they may know. 3. Position yourself as the "expert", dig deep for...
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Re: Sales Tips
How to Pitch Your Prospects Here's the secret. The way to close the sale is to avoid pitching your prospect. That's right; don't try to prove to them you're the perfect solution. That's the wrong strategy and is a waste of time. The best way to "sell" your prospects is by getting your prospect to do the work for you. Get them to tell you three things: 1. What they are trying to achieve 2. What they want 3. How your products or services can help them
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Re: Sales Tips
Just The Facts, Please "I told a prospect that I'd follow up within a week. Two weeks later, I figured I missed my chance and they went with someone else." Sound familiar? Effective salespeople don't guess themselves into a sale. To ensure you're operating with the facts, ask yourself this, "Do I have evidence to support my assumption or how I'm feeling?" Enjoy the peace of mind that comes from gaining clarity rather than drowning in the stories that you believe are true.
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Re: Sales Tips
Focus on the goal when cold calling. Beginners tend to think that cold calling is about making the sale. It's not. It's about getting the chance to make the sale. Specifically, the purpose of a cold call is to set an appointment to make the pitch. Save our Environment! Go GREEN!!
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Re: Sales Tips
well said Art, I think new sales reps try to sell more on the initial call than the appointment. I kind of look at the process as a number of little sales that all lead the THE sale.
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Re: Ricoh 1060 cover interposer
I just installed a 1060 10 days ago with one. If they are gone, it's news to me. I have another sale working with one right now. I'll check on this.
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Re: TRAINING DAY
Scott: Excellent article clearly outlining what a fast growing number of our resellers report is working for them. Sales reps and technicians have their hands full. We are seeing more CSR's and Digital Specialists appearing on the scene and providing powerful add-on value to the solution sale.
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Re: Death of a Dealer
Thanx for all of the replies!!!!!! I am excited about the sale and with all of the support from the new company, I'm sure I'll be there for many years!!
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Re: proposal template
Dude, here's my approach to your stated problem I use PowerPoint Slides, first they are on a landscape format, automatically setting you apart from the rest and of course in color. First couple of slides identify you first (remember you're "the main pole of the big tent" and then your company (if single line dealer another slide for them) if you're dual line, all the better, stress your ability to provide "Best in Class" solutions. Slide for guarantees and what to expect after the purchase...
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Re: Global buysCOMDOC...yes you heard correct!
I've heard the sale price should be about 5 times earnings. 150 million dollar dealer should have 10% profit, thus 15 million per year, and should equal a sale price of $75 million. we'll see..................
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Re: Global buysCOMDOC...yes you heard correct!
When a dealer is purchasing a dealer, this is the general guideline. Ignoring cost of funds, the company I buy will pay for itself in five years if you follow this model. Sooner if you improve results after buying the company. BUT. When a manufacturer buys, this goes out the window. If COMDOC was a $150M company, doing $75M in equipment sales with Ricoh, Xerox just bought a $75M sales gain along with the manufacturer margins that go with those sales. So every year they get the $15M we think...
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Re: RICOH INTRODUCES AFICIO SP C231N/ SP C232DN FOR COLOR PRINTING WITHIN HOME OFFICES
This machine is already for sale on the web for $395.....
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Re: AF200 Printcon
I got one for sale..comes with fax module. Please let me know if you're interested.
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Re: NECS becomes a Samsung dealer
Very happy here as well. I really like them on the IT side. The more I learn the product the more I am impressed in this area. I love the way you can test settings from the web browser. Also love the various scanning set-up options you have. On the sales side the price point is where it should be which makes it an easy sale compared to Ricoh for my lower volume customers. Also their version of aficio league pays out very well which is leading me to push their product more and more as margins...
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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: Question for Solution Managers.
Dr. PCL5 Good technical support! Pre & Post Sale. Available Technical Support. Not having every one and his brother have the same "solution" is a big plus. Vince
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Re: ETB
Just what we need...some sleezeball company in California telling my client in Maryland that they should buy based on equipment specs and price rather than the reputation of the servicing dealer and the committment of that dealer to earn the clients business every day. And of course, they'll take their cut at the time of sale and leave the client with simply the cheapest equipment being serviced by the cheapest vendor...Dirtbags! Have a nice day! Brian
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Re: New Dealership
Make a call to the Manufacturer of the desired product lines, ask for the dealer channel representative for your area or the area you are looking to market in. They will know right away of they need more exposure in your area. It just like sales you will have to pursue them as much as you pursue a sale. Id they are not calling you back, it could be they are not looking for exposure in your area and are too lazy or do not want to tell you that. Art Art Hope this helps
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Re: Pay Plan
LETS GO OUTSIDE ON THIS ONE This is a big issue where I work. The sales force wants service to give everything away and make commission on the service they sell. They (sales) reduce our cost per copy to zero profit to get their sale. Why can’t service keep the $$$ for the on going MA? We don’t go out knocking on doors to sell equipment, we’re not allowed to. We turn in sale leads, yes we get a commission for it, and sales gets a commission for including service at the time of a sale. It’s...
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Re: Pay Plan
I think that service should get to retain some of the "after the sale" business. I also think there are great opportunities to make extra money once systems have been installed. In the NY metro area, prices are very competitive, on going service and maintenance costs plays a big roll in the decesion making part of the business. Dave is right, if the customer has perceived that there is value and the customer will receive some type of benefit, whether it be a monetary ROI or a increased...
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Re: Pay Plan
I agree, without sales, service would be unemployed in 3 to 5 years. And yes, sales profit is at a minimum. However, if all MA the profit went the sales department where would service get its revenue from? The “billable dollars” would not be enough to support the salaries of the service employs. We’re robbing Peter, to pay Paul. Some sales people sale boxes for profit, and if the dollar amount (in the pocket) is not there, they walk away to minimize their wasted time. Sales and the company...