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Tagged With "major accounts"

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Re: COVID19 "Remote Working" Day Forty-Three of Sales

Art Post ·
SSG that's an awesome video! You can send links to clients, and direct them to your channel. It's a virtual demo that keeps on giving. Kudos I have some of the same issues with getting appointments through Linkedin, however I know of several peeps that use Linkedin as their only source for prospecting and they are doing well. I will keep working it since I have a Navigator account now
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Re: Need HELP! Kyocera Color A3 question

dimaxusa ·
Top three points I make when against Kyocera. #1. Take them color samples from your device and any Kyocera because the color output is sub par on all units. If you don’t have access to one look in your crm for an account you co-exist with Kyocera in. Or the next time you have a knock out make some samples and keep them in a binder. If color quality is important to the customer it will be a win. Another point is showing them you get what you pay for, meaning 3 tier color is what they have...
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Re: Print Copy Tool versus Plotworks

jdicarlo ·
John, The PrintCopy Tool compares pretty favorably to Plotworks. I attached two documents to this post. The Product Support Guide lists differences between the two products. The PowerPoint has screen shots of all the settings in PrintCopy Tool. I hope this helps.
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Re: 7 Deadly Topics from 7 Deadly Sinners at Top 100 Summit (Part One)

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 Managed Services provider in order...
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Re: 7 Deadly Topics from 7 Deadly Sinners at Top 100 Summit (Part One)

gwalters2009 ·
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

Art Post ·
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?

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?

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: Target GP Margins

Art Post ·
Czech, I got nothing for you, well, may have something. Every opportunity is different, all depends on the time of the month, we're I'm at with revenue for the quarter or the month, if I can hold MSRP with a certain account. I taken the position (Commercial), that all my A4 devices will be priced at MSRP. A3 devices 21-40ppm would be 1,500 to 2,500, and 3,500 or more on everything else. Just a guide line that I try and follow. I'm not in the Major account business, maybe some other P4P'ers...
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Re: Target GP Margins

txeagle24 ·
Across the board, I probably average 12-15% margin above whatever markup management puts in before my "Sales Cost" is published. For printers & desktop A4 devices, I just want to get a bunch of them in the field running pages & making money, so I sell most of them at my Sales Cost. That recurring revenue stream & volume in numbers is more valuable than making a few extra dollars on the hardware. On larger A4 MFPs, I'll typically have a 20-25% margin, because I typically propose...
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Re: Target GP Margins

Czech ·
Thanks for the replies. Sounds like I'm about right with where my GP should be. txeagle: I know the feeling of those slim margins where everyone is dropping their pants!! I can make more GP on a single refurbished copier in a commercial account than 8 machines at a major account.
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Re: Target GP Margins

txeagle24 ·
I heard it through the grapevine a while back that RBS (at least in DFW) is no longer sending field reps out unless opportunities are above a certain value, meaning they are handling the sales process via telephone and email from start to finish. I see this as being the way things will be done in the future. From a business perspective, it makes sense if it allows dealers/direct to employ fewer sales people while generating close to the same revenue. If there is no value in a transaction...
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer

fem4001 ·
Thanks! Same functionality regarding scanning? Scan to email, smb, ftp? Secure printing? Authentication and account track? Ability to implement solutions like paper cut? I guess this will be my last question
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Re: Five Reasons Why I'm Stoked About the New Ricoh SP8400DN Printer

Art Post ·
I'm not sure about PaperCut with the HP products, I do know that PaperCut is supported with the Epson 100ppm color device. scan2email, scan2folder, secure, authentication all yes with both devices. Not sure about account track as a standard feature
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Re: MFP Purchase Decision Makers?

fisher ·
Depends on the size of the account. My big accounts......say companies with more than 100 employees......the decision maker is the Director Of I.T. in every case. Perhaps the IT Director runs it by his upline but I deal directly with IT. The mid-sized customers it tends to be a management level person other than the owner like a GM or CFO. In my small clients it tends to be the owner.
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Re: Manufacturer Support on Bids

Czech ·
Been ages since I posted anything on here! Jason, back in the day for me Canon didn't do anything unless it was minimum $50k wholesale. KM on the other hand was extremely aggressive with doing whatever was needed to get our wholesale price down. We also had a fantastic dealer account manager though who would go to bat for us every time. In a RFP situation, you would think they would understand that you are dropping your margins or more than you expect the manufacturer to. "Where there's a...
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Re: Manufacturer Support on Bids

Jason H ·
I agree. My KM rep and his boss were in the office yesterday and I asked him why he didn't show any interest in this opportunity and he said because you are buying at the lowest I can give you right now and there is nothing else I can do from a support part. He said he gave it about a 3-5% chance of winning the account based on what he read and what he could do. I am ok with that as most of our bid opportunities are not set up around here for dealers to participate. They always have some...
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Re: MPS and Linux HELP!

jdicarlo ·
So some clarification first. PaperCut absolutely does support Mac. In fact, it is the only cost recovery/print control solution that I know of that actually installs in an all Mac environment. (Server and Client) It also is the only solution I know of that installs in a Linux environment. So both of your issues are solved with PaperCut. I included the install guides for Mac and Linux to get you started.
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Re: top challenges faced by sales reps on a day to day basis

Art Post ·
Management is now to the point that they are asking me weekly to update my forecast, it's getting to be a real drag going over every account on the opportunity list and what happened with them on a weekly basis. Isn't that the reason why I keep my CRM updated on a daily basis?
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Re: top challenges faced by sales reps on a day to day basis

txeagle24 ·
Keeping the forecast updated is part of our job; they need to know what that looks like on a regular basis. If you're a proven producer (which you are), they shouldn't feel the need to ask for updates on every account. That's nitpicking.
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Re: HP & Canon Poll "Your Thoughts"!

JasonR ·
Can a choose "Both B and D but not A"? I don't think we'll see this much in our normal operations. I see this as affecting the Major Accounts/Enterprise Accounts more than the street. I can see us running into "we have a national account with HP" now.
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Re: Need help with Pay for Print Solution

Old Glory ·
If I am hearing this right, you have two issues...USB access and driverless/wireless printing. Others have USB printing, we don't. However, we have HotSpot Printers that no one else has. http://www.printeron.net/landing/ricoh/Ricoh.html I am going to assume that you are not familier with this. HotSpot printers allow you to print from anything that has email access including iPhones or BlackBerries. You don't need drivers and you don't need to be on the network. You just email the file to a...
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Re: Color MFP Trends, Tactics, etc

Art Post (Guest) ·
I havn't seen one placement of the frontier in my territory yet. But that doesn't mean they aren't out there. I see the whole copier industry making a shift to A$ devices in the next 24 months or less, they have too. Price is the driving factor, I've heard it all about A4's, such as "A4's can't hold up to heavy volume", oh yea then why do I see laser printers with hundreds of thousands of prints on them and they weigh under 100lbs? Heck, I just came from an account that has 180K on a Ricoh...
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Re: Savin SPC221SF and scan to email

Art Post (Guest) ·
Question How do I use Scan to Folder on Windows? Answer Documents scanned using your device can be sent over a network to a shared folder. To use Scan to Folder, follow these steps: Note: To send scanned documents to a shared folder on a computer, the correct user name, password, and directory must be set. Files can be sent to folder destinations on the following operating systems: Windows 2000 / Windows XP / Windows Server 2003 / Windows Vista Mac OS X Destinations must be registered via...
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Re: P4P member: Allegheny County signs 5 year contract with Amcon Office Systems

5050 (Guest) ·
Gman - Your absolutely right...Green Initiatives have always interested me and from a financial perspective they are great investments right now for stocks. Art - Thank you -- this was the most competitive and nail bighting 4 months in my career so far. Being government this bid had to go out to the public. The bid requirements were 50 pages long, and the time spent in dotting I's and crossing t's was insane. Every company who sells copiers bid in the Pittsburgh Market. Everyone body who...
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Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

Art Post (Guest) ·
Go this via email today: Canon intends to make an offer of € 8.60 per Share for 100% of the outstanding Shares of Océ, representing a premium of 70% over Océ's stock price. There does not appear to be opposition to the deal either from European regulators or Océ board members. Océ will remain a separate legal entity as a Canon division, headquartered in Venlo (the Netherlands). The Océ brand is to be maintained and applied in all relevant markets. Océ will continue to lead its R&D and...
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Re: Canon Buyout Marketing Dollars

Larry Levine ·
Yes, they have a pool of dollars to target any IKON account, Xerox direct, or any acquired dealer by these corporate goofs. We are a Ricoh and Canon dealer so we even get the Canon generosity. I can always be emailed for further information.
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Re: Is there a different approach?

GMAN ·
OK
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Re: Panasonic Canada discontinues A3 Copier Distribution March 2011

Art Post (Guest) ·
Panasonic Takes Aim at Fast-Growing A4 Class MFP Market Company to emphasize growing A4 MFP format in response to customer demands SECAUCUS, NJ (February 4, 2010) — Panasonic System Networks Company of America today announced plans to substantially increase its footprint in the burgeoning market for A4 multi-function products. The A4 market has undergone rapid growth and is emerging as the de facto standard in the marketplace. As a consequence the A3 market has been fading and will no longer...
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Re: Actual MPS Demand...

Art Post (Guest) ·
I will be signing up my first account for an MPS program, it's a DOD provider, about 40 employees at the location and they have about 19 printers, all HP, three different models. The IT Managers decision was somewhat based on price, but more over paying for the service allows him to concentrate on more meaningful IT infrastructure instead of paying attention the mudane printers.
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Re: Mac

jswinberlin ·
I've uploaded the doc file. Also, tech support did provide some very detailed information to me via email that I just reviewed. The main difference is that they are scanning via IP which doesn't account for the possibility of the IP Address changing.
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Re: Are Step Leases ethical business practise?

Art Post (Guest) ·
Are we on the same wave length here?? Usually a 3-5 means that service and supplies are provided for three years, after three years the customer then has to pay for service, thus raising the cost to them. ie: $100 per month for 60 months includes 3 years of supplies and service for 100K, after the third year or whenever the supplies and service expire, the rep will come back in and refi the remaining 24 months with a new 3-5, they can usually sell this at a lower price that what the customer...
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Re: Are Step Leases ethical business practise?

SalesServiceGuy ·
If you find yourself getting blown away by a competitive quote being so much cheaper, a Step Lease might be in play. These type of compettive players know you are the incumbent in an account and well thought of. The only way they can get at your account is to come in at half your price with a large copy block and free paper included. You are immediately put on the defensive because the DM thinks they see such a good deal. The only way you can get back on top of this account, is to use the...
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Re: Industrial Label Printers

SalesServiceGuy ·
Yes, I am getting the same feeling about this low margin business. I am hoping if it help gain access to a new account, it could open the doors to quoting on the customers copiers. Also, it could be useful as a "Wrap Around" sales tactic against National copier Vendors. By this, I mean it is probably difficult for Xerox or Ikon to bundle them into their quotes. I can easily add the additional cost of one into a copier quote and give it away as "free". As the labels themselves can be bought...
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Re: Possibly moving to Ricoh....

Jrlz ·
Ricoh product ranks at the top of the industry. That being said, selling today is about far more than the box. What other value can you bring to the table with a given vendor/dealer? How about professional services, managed print services, software solutions, etc... I would take all of these into account when contemplating a move. If you are with or go to a dealer that only sells "boxes" you are limiting your self.
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Re: First Look New Ricoh MPC2801_3301

txeagle24 ·
FAQ's attached.
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Re: Twas the Plotbase Message Event@428

Techsupguy ·
AVG = know issue at install. Afterwards, it works fine. And that system restore was exactly the right thing to do. In this case, it was likely the service thowing the password for the local account that it was using. The only thing I would have done different is see if the local admin password the Plot Base was installed under had been changed.
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Re: Digi Doc Flow vs NSI

Art Post (Guest) ·
so,does anyone having either of these running in an account, and is the account happy with either of these solutions?
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Re: Can you trust the Cloud?

SalesServiceGuy ·
I am learning about scanning to the cloud from any MFP via email by opening a free account at www.box.net A business class Box account costs $15.00 month.
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Re: Can you trust the Cloud?

Constanzek ·
You can even scan directly and securely to the cloud from your Ricoh MFP(to Microsoft Online, Office 365 BPOS, SharePoint). Just take a look at www.udocx.com or at our blog http://blog.udocx.com (you can find an articel about the security issue there as well). If you have any questions do not hesitate to contact me.
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Re: MPS And Profit

txeagle24 ·
There are a number of factors that impact start-up cost for MPS clients. In the traditional "copier" world, prior to putting machines under contract we would inspect them, perform service to bring it up to spec and bill the client. In MPS, we just put them under contract, so the start up cost can be virtually nothing or cost an arm and a leg depending on the condition of the machines that are being placed under an MPS Agreement. Another factor is how much toner the client has on hand prior...
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Re: JOINT STATEMENT BY SHARP ELECTRONICS CORPORATION AND EDWARD MCLAUGHLIN

montecore ·
These are all very interesting comments. Not sure if anyone has seen the videos and new interface on the color systems. Watch those videos on youtube and see yes that is a cool interface but is it really practical? From talking with others this is a very confusing non-friendly user interface compared to the previous MX color series. I think this is going to hurt this color series in the long run. The real challenge comes when there are MX units in an account then add this Aries series. Or...
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Re: JOINT STATEMENT BY SHARP ELECTRONICS CORPORATION AND EDWARD MCLAUGHLIN

braxtoq ·
Sharp MFP's have been able to do that for years as well, 3 customized buttons on the main screen, the new UI will allow you to put up to 18 customized buttons on each page, with up to 15 pages available on the Home Screen, this can be done from the panel. You can also add buttons for any of the OSA connectors you may need, for example a connection to your Document Managment System, Fax Server or Cost Accounting application. There are 24 loaded languages that can be easily tied to the user's...
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Re: canon dealership

txeagle24 ·
Canon has a strong reputation for quality and great brand recognition with businesses of all sizes. I can't tell you how many times I've heard prospects say they'll never use anything but Canon equipment, especially for color, & we all know that's where the money lies. We're a sole-line Lanier dealer (w/ Lexmark on the side for desktops & A4 mono). From my position as a Major Account Rep, I would love to have Canon. That's always a tough call to make, though, for a dealer principal,...
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Re: Q. How does your company handle networking charges?

VinceMcHugh ·
I think we all struggle with where to draw the line. The point I make with my Sales force, as well as with my customers is if you come in one day and you can't scan to email, but it was working fine yesterday the customer perceives this as "my MFD is broken" because one or more of the functions have stopped working. But most of the time nothing on the MFD is broken. The configuration is the same as it has been for the last 6 months (or 2 years). What most often has changed is something on...
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Re: Q. How does your company handle networking charges?

EByers ·
With our company, we charge just over $100 an hour for IT time. Do we charge it? Sometimes - depends. In the scenario where they need new drivers, as the Account Manager and free training resource, I will usually walk them through an upgrade - showing them where to get the driver and how to upgrade a computer. Then let them finish the rest. I usually preface my responses to their requests by stating that we do charge $x and hour, but I can help teach them how to do it and avoid the charges.
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Re: Color Print Control

Art Post (Guest) ·
WOW, bug in adobe4, who woulda thunk that! I'm prettry sure that bug caused me to lose and account.
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Re: Cloud Poll

VinceMcHugh ·
Canon's Cloud Portal - MEAP App allows you to connect a Canon ImageRUNNER-Advance to either GoogleDocs or MS Sharepoint Online. The MEAP App is free from Canon, and GoogleDocs will give you a free 1Gig of storage when you open a gmail account. The last time I checked a Terabyte of storage was ~ $250/year, which is pretty darn cheap. This allows you to Scan directly to GoogleDocs and Print Directly from GoogleDocs. You can even print MS Word, Excel, & Powerpoint docs that are stored on...
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Re: Comments on the Canon 1730/1740/1750 Models

Art Post (Guest) ·
The Ricohs have been slow sellers is not because of end user needs or wants. Basically ours is a quota/revenue driven business from the top to the bottom. The preferred compensation model for commissions is that of a revenue based plan with commissions. Why have a GP driven comp plan for your sales people when your Dealership or Branch has a revenue based quota plan from the manufacturers? It just doesn't make sense. With that A4's from Canon, Sharp, Ricoh, and KonicaMinolta has presented...
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Re: Scan to email with Office 365?

Art Post (Guest) ·
can't scan to email after switching to office365 from local exchange server rated by 0 users 4 Followers 12 Replies | This post has 2 verified answers | This question is answered Hubery Posted on 2011-Sep-29 3:05 AM Hi All, we used to have a local exchange server to handle all the emails, we just moved to the online office365. Everything is working fine except scanning stuff to emails ( from our sharp printer ). I've attached a screenshot for the settings. I have also changed the SMTP port...
 
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