Tagged With "Dealer Sales Reps Owners"

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Selling Copiers in the Seventies with Chuck Parr

Art Post ·
I had the opportunity to meet Chuck many years ago, thinking it was at one of the first Ricoh dealer events I attended back in the nineties. Chuck was one of the speakers and I was floored by his public speaking ability. Somewhere during those few days I made it a point to introduce myself to Chuck and thanked him for the awesome performance. How did you find your way into the copier industry? When I graduated from college in 1972 I and a lifelong childhood friend and I started a small...
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Re: Why Does the Pratice of "Skating" Copiers Still Exist? Who Wins Who Loses

dimaxusa ·
Manufacturer and the non-authorized reseller are the winners. And I believe that because everyone gets paid when a box moves, nothing will change and its going to get much worse. A couple years back one manufacturer opened up their entire product line to distribution (85ppm A3). I'm a dealer of the products and compete against non-authorized sellers and the internet often. My advice is to prepare yourself for the conversation in advance. Be ready to talk to the customer about why you should...
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Re: Why Does the Pratice of "Skating" Copiers Still Exist? Who Wins Who Loses

Art Post ·
all great points and ty for the comment.
Blog Post

Is it Frowned Upon if you Join a Competitor?

Art Post ·
I received this email from a Print4Pay Hotel member a few weeks ago.   "High turnover is common in the industry. Is it frowned upon if you join a competitor because they are offering more money"?   Well...., not really...who is going to do...
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Re: Should Ricoh Offer a Rebate When Dealers Buy the New Smart Op Panel?

Jason H ·
We have probably put it on 3 machines since it came out and the funny thing was it was our sales rep who is almost 70 years old. He loves that panel. My younger guys could care less it seems. King of backwards in my mind. I haven't quite found the practicality of it other than making everything "look" like a tablet. If they could make it as functional as the new Samsung 10.1 tablet on the MFP's it may become more practical. Just my $0.02
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Re: Tell em Columbo Sent You!

TML ·
I agree with dr print. I always ask who my competition is and I know them well enough now to ask which rep it is. I've found lately with one company the owner has been traveling on appointments with a new rep. I've been using this to our advantage as the owner of that company is quiet an aged fellow that knows little about our industry anymore. Find out who your competition is and if that company is listed, ask how they came about selecting them (since you mentioned the incumbent is out).
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Re: It’s Uber’s 10th Birthday, A lesson for The Imaging Channel's Venture Capitalist.

Monte ·
Home run Ray! Look at who are the buyers now. They think different they act different. Don’t go to market with what worked years ago. Look how commerce moves, amazon, Uber, And others. How can we add value and slow the sale. How can we do value to them. I’m writing this on my phone in my gym. It’s a whole new world
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Re: It’s Uber’s 10th Birthday, A lesson for The Imaging Channel's Venture Capitalist.

Ray Stasiezcko ·
Thanks for comments Monte. lot's going on in all channels and there will be lots of surprises to the unprepared.
Blog Post

Why Does the Pratice of "Skating" Copiers Still Exist? Who Wins Who Loses

Art Post ·
Earlier today I had a call from another rep that works with me. He was pretty upset that a client was able to find the same MP 3555SP for sale on the web for $300 or so dollars under his sales cost. What even bothered him more was that the reseller was not an Authorized reseller for Ricoh, nor Canon. Which leads me to who is this web company buying the new MP 3555SP from? That web company (non authorized reseller) is buying the MP 3555SP from an Authorized Dealer. Most if not all dealer...
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Some of our Recent Print4Pay Hotel Referrals

Art Post ·
Dealer in Kenner, LA I just wanted to thank you for your website! Your maintenance figures on the 8830 were right on the money! Dealer is Des Moines, Iowa The past 3 years have been very educational thanks to you and the community you created! BBC in Australia I know you are a very busy man and I need to get all of my people nationally to join and be involved in the best site in the world. Dealer in Texas I think there is quite a bit of valuable information on the site. I'm impressed at the...
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Re: When Did Selling Three Copiers a Month Become Acceptable?

Old Glory ·
Often times, by the time a new rep realizes that there is a difference between "activity" and "productivity" it has become too late.
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Transitioning From Your Print and Copier Roots to Get Ahead of Competition

Art Post ·
Note from Art: This blog was not written by me, however, I received permission from FP to repost on our site, I thought this would be a good read for everyone. Enjoy! To quote Brent Hoskins, Executive Director and BTA Editor, “Our industry [business technology] has a rich history of significant transitions…the inherent nature of change is that new, lucrative opportunities abound.” I couldn’t agree with this sentiment more. Change means new opportunity and in the business technology industry...
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Imaging Channel!! Here’s Why I am Excited to be part of the BEI Services Inc. Team

Ray Stasiezcko ·
BEI Services has been providing service process improvement metrics for decades. BEI’s experience and the vast amounts of data collected from thousands of service professionals and millions of print devices have positioned itself to offer all the information our partners need to run exceptional service organizations. The hundreds of our current customers have saved millions of dollars. Each day BEI continues providing the intellectual tools for service improvement. With today’s advances in...
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Re: Copier Scams Part Deux "Dude Where's my Copier"?

GrantW ·
No doubt it's fraud, that's an open and shut case. But I may never get to the bottom of why the individual in the organisation signed the agreement. I'll leave that to the imagination. It's a tough one as well, it was signed by the sister of the owner of the business!!
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Imaging Channel, Some Questions, Some Thoughts, and Some Answers

Ray Stasiezcko ·
Why doesn’t the Imaging Channel’s Owners and Leaders pay sales reps 250k salaries with no accountability or quotas? Why do dealerships have millions in obsolete parts, spend millions on repairs and supplies, have a First Call Efficiencies’ or an FCE rate of less than 72% spend thousands doing Callbacks, spend thousands more on technical staff with very little Owner, or Senior Level executive oversite? Hum, read along and let me know your thoughts. Let’s talk about the sales rep who wants a...
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Stop Selling Products and Start Building Bridges

darrell_amy ·
Sales reps want to sell products. Sales managers want the collateral to talk about products. Dealer owners want their websites to feature products.   Here's the problem : prospects don't want to buy products , they want their problems solved....
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When your Deliverable doesn’t excite your Customers’ then it’s time to Innovate or even change that Deliverable.

Ray Stasiezcko ·
The continuing evaporation of customer excitement concerning copy and print is further driving its commoditization. Some in the “The Imaging Channel” will continue justifying a declining market in the same way other industries in decline do. They question the skill sets of their sales department, they question the new generation’s skills at management, and some will question their manufacturer's pricing, support, and strategies. Independent dealers must focus now more than ever on their own...
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Selling Copiers "Should I Go Out on My Own"

Art Post ·
Way back when in 1986 I went into business for myself at the ripe age of 29.  I had been selling copiers for a Minolta dealer in central New Jersey since 1982, and believe it or not by 1986 the owner was in a divorce, hooked on other stuff and...
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Re: Is it Frowned Upon if you Join a Competitor?

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

bad luck ·
This is a 2 way street as I have heard of dealers TARGETING Ricoh direct accounts, it's a nature of the business. If the rep was taking that good of care of said upper education account, then there wouldn't be a problem, which it doesn't appear there was a problem.
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Re: Selling Copiers "Why We Need to Step Up Our Game"

VinceMcHugh ·
Art, I wrote on a very similar subject a number of years ago: https://wordpress.com/post/the...er.wordpress.com/595 If you bring up these serious concerns of support after the sale to a reputable company the Purchaser will get it, and would even be concerned that their short term "Savings" could result in them later losing their job. Unfortunately, there will always be the fly by night guy / gal who wants to get it as CHEAP as humanly possible. They are usually not worth the effort because...
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Six Reasons Why DocuWare Can Help Copier Dealers Kick-start Their Professional Services

Art Post ·
A few weeks ago I had to prepare for a demonstration of NSI middleware for one of our Ricoh devices. We had two scenarios, the first consisted of selecting the NSI middleware from the copier and then to manually put in the index information. The...
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Re: Selling Copiers "Why We Need to Step Up Our Game"

Art Post ·
Vince: I agree, however, the manufacturers need to step up to the plate and put some pressure on. We can't have clients thinking that the every day price is that low. I don't mind paying higher prices for service and support, but on a larger system, could the client justify paying $3-$5K more?
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The Real Reasons for the Race to Zero in the Copier Industry

Art Post ·
After reading a recent thread on Linkedin posted by Dale Dupree the self-proclaimed “Copier Warrior” who is slaying high costs and conquering poor service. I thought it would be a great time to write about what’s driving the “Real Race to Zero in the Copier Industry”. If you check out Dale Dupree’s profile page to learn more about him and what hes does to make himself unique and different in his marketplace. Part of Dale’s comment below: Copier reps are not out selling workflow strategies...
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This Week in the Copier Industry 10 Years Ago (Fourth Week of May 2007)

Art Post ·
What were you doing in 2007? Below are the all of the threads for the last week of May in 2007. Enjoy! Is Ricoh Corp Unfair to Ricoh/Savin/Lanier/Gestetner Dealers? 5/25/075:06 PM Reply Re: Is this True??? Xerox buys Global?? 5/26/079:20 AM , supplies and support they require." Global had other existing relationships with copier and printer companies before it was acquired by Xerox , including Sharp Electronics and Konica Minolta . Sharp will continue to sell Global products through at least...
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Selling Copiers in the Seventies with Jack Carrol

Art Post ·
Before we start, I thought it would be good to give everyone a little back ground about my relationship with Jack Carrol. Jack was one of the principal dealer owners at Century Office Products. Jack hired me in the summer of 1998 for a sales position in NJ. One year prior, I had sold my stake in my dealership to my two partners. In essence, Jack was my first sales manager. Over the years I learned so much more about selling, building relationships and was hitting six figure compensation...
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Re: Konica Minolta Acquires More Than Just Copier Dealers

Jason H ·
Muratec Dealers should also be in a good place. I just spoke to my rep who was in the meeting this afternoon and he said we should now have full access to everything Konica - production print, wide format, IT etc. Im pumped about this
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Re: Ricoh America's Trying to Poach Dealer Account?

mnchstr ·
The US Communities Contract is what we use for School Accounts as well as non-profits and Govt. You can sell below the contract price you can't sell above the contract price. One of my techs sent me a photo of a Ricoh business card from one of our School Dist. Unit Offices and when I notified my DBM she asked what the Ricoh Rep was talking to them about. We have a machine right next to the receptionists desk with out sticker on it. A Ricoh rep is supposed to do an about face and disengage if...
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How Copier Dealer Principals Can Explode Profits with the Cloud!

Art Post ·
The Cloud, bet you thought that I was referring to that Cloud in the sky, right? Well, I was, just not referring to the Cloud that offers SAAS solutions. I'm talking about the potential for HUGE profits with the REAL CLOUD! Yes, that cloud in the sky, the one that produces pure, clean water! Not all dealerships are equal, not all are cut out to offer Managed IT, nor Backup Disaster Recovery or even offer IT services. If you're one of those dealer principals then might I suggest turning your...
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Re: Ricoh America's Trying to Poach Dealer Account?

Czech ·
If you bring this to the attention of your Ricoh Dealer Support Manager. One of our partners has started firing any direct reps that don't follow the rules of engagement. About 6 months ago I lost to a Ricoh rep using government pricing. $97 per month on a 60-month lease for a Ricoh MP C3003 with a booklet finisher. I had 0 profit in my quote and was still more expensive. There is just no money in those accounts for reps that work off of GP.
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Re: Ricoh America's Trying to Poach Dealer Account?

Kyocera Guy ·
In the days where a majority dealers are not exclusive to any one specific manufacturer we (dealers) are fair game as maybe we should be. If you are fortunate enough to have two or even three lines to choose from you always have the option to switch lines. I would contact your dealer rep and let him know that due "poaching" you will be presenting a different manufacturer option since you can not compete with pricing on the same equipment offered by direct. Fair is fair.
Blog Post

Polek & Polek Delivers Toner Supplies to Dealers by Sled

Art Post ·
During the summer I had the chance to catch up with Chris Polek (CEO) of Polek & Polek for a short interview so our readers and members could learn more about Chris and his company. Now, I'm probably not the best at this, however I think I'm getting better and hope to bring more of these interviewsin the near future with our other sponsors. Enjoy!! I know Polek & Polek is a Premium provider of supplies for the office equipment industry. When did Polek &...
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Selling Copiers "Why We Need to Step Up Our Game"

Art Post ·
First, let me state that I'm not whining or crying that someone built a better mouse trap when it comes to selling copiers on the web. They have honed the skills of SEO and web development so well, that when you're on the site you are greeting with an instant message with "How can I help". However, what is the sense of being ordained an Authorized Dealer for any of the OEM (Original Equipment Manufacturers) when they do nothing to protect your business and your territory? Just today,...
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Re: Selling Copiers "Why We Need to Step Up Our Game"

Monte ·
I have run into this a few times over the years. Of course I blame myself for not selling the value of my services or being too late to the opportunity. Here's what I do. My dealer marks up the equipment to me and the profit is ours to split. There is also profit in the service that we split...of course I get a tiny, tiny piece. .I send a sales order to the customer asking for their signature and then take that to my owner and I ask for a copy of the quote and take it as well. "Mr. Owner we...
Blog Post

Major Copier Dealer Loses Thousands of Dollars in Power Struggle!

Art Post ·
An October frost was about to settle on the pumpkins that were nested between two hay bales outside of the Gotham Police Headquarters. In the city streets there were bands of goblins, ghosts and witches all hunting for the sake of savory...
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Committed to Dealer Success

Art Post ·
It's refreshing to see an email from a office equipment manufacturer that is touting their web site as dealer and end user friendly.  A recent email from Formax introduced me to their new web site, and their claim to fame was the fact there...
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Re: New Ricoh Signature Series Color MFP's on the Web

Larry Kirsch ·
Dealer sales rep may be able to assist?? Best wishes...
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Re: 5 Reasons Why I Like Print Audit Best Over PaperCut

txeagle24 ·
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: Ricoh America's Trying to Poach Dealer Account?

Art Post ·
As promised, here is the email from the dealer rep: I received an email this evening from the purchasing director of a large educational institution that has been our exclusive customer for Ricoh products going on 7 years. They are very happy with my company and this is why I was contacted and asked to take care of it. The email simply stated "you want to give this guy a call?" It was in reference to a RBS rep sending special rebate university contract pricing (the exact same contract and...
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Re: The Print Equipment and Services Industry must separate their deliverable.

Art Post ·
"The Enterprise Customer or the Value-added Appreciative Customer. This group of customers represents probably no more than 15% of your customer base. " With almost 40 years in the business. If I had to guess I would be thinking 20%-25% are Value-Added. Clients also come and go over time. " I would add Ricoh sold back this business for substantially less than the 2 Plus Billion dollars they paid for that distribution over the previous decade. The reason they cited was that print volumes were...
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Re: Oh my, when selling copiers door to door was so simple?

Wallingford ·
I had been a pretty successful typewriter salesman, when I first applied for a job with Nashua. So much so my pride and joy was the Mercedes Benz I drove. When told by the Nashua Sales Manager that my Benz was inappropriate, and that I had to have a wagon, I knocked the job back. I soon changed my mind not long after though, when I joined a U-Bix dealership after I realised how much money was being made in the copier industry. We sold a copier called the U-Bix 101, which was a bit of a...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?

fisher ·
If anything you should be bumping outright purchase prices and discounting leases. The customer who purchases their equipment outright keeps their equipment too long and may go elsewhere when the time comes to upgrade anyway.
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Re: Is This the Beginning of the End for the Padding of Lease Rates?

Kyocera Guy ·
Maybe not such a bad thing. This makes shorter term leases with less interest more attractive and therefore leases can be turned faster as long as your not padding your leases to begin with.
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Re: Is This the Beginning of the End for the Padding of Lease Rates?

Old Glory ·
This bill may not apply to Fair Market Value leases. There is no mention of establishing the residual value of the asset which makes the interest rate impossible to calculate. Is a .0278 rate on a 36 month FMV truly -0- interest? Of course not. If you don't end up with title to the equipment, you really haven't financed anything. What is the interest rate on a Hertz Car Rental? What is the difference between that an a 36 mth FMV other then the length of term?
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Re: Is This the Beginning of the End for the Padding of Lease Rates?

Lease Maestro ·
Hello Art and the rest of the P4P members - Our industry association (ELFA), along with several independent law firms that represent many of our industry members are reviewing this legislation to determine the actual effects it will have on the industry as a whole and to provide guidance so that our members will be in compliance with the legislation. What we know at this point is that is you are involved in offering financing to businesses in California, you will be subject to this...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?

Czech ·
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?

Art Post ·
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: Is This the Beginning of the End for the Padding of Lease Rates?

Lease Maestro ·
Here is a report from leasingnews.org. One of their legal editors is doing a three part review of this legislation. Leasing News Exclusive: State Senator Steven Glazer and the genesis of CA SB 1235 (Part 1 of 3) By Tom McCurnin Leasing News Legal Editor This is important not only if you are doing commercial business in California, but this may affect other states. If you are new to this, here is legislation passed both the assembly and senate, awaiting California Governor Jerry Brown’s...
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Re: Is This the Beginning of the End for the Padding of Lease Rates?

Lease Maestro ·
Part Two: Leasing News Exclusive: The Opposition and How Senator Steven Glazer Got SB 1235 Passed (Part 2 of 3) By Tom McCurnin Leasing News Legal Editor The bill was "Engrossed and Enrolled" and presented to the Governor at 5 p.m., September 12th, awaiting his decision to sign or veto. How He Pushed It Through the Legislature What are the takeaways from this interview and SB 1235? ▪ First , I Was Surprised at the Overwhelming Support of Trade Groups for the Bill. When he rattled off the...
 
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