Canon Scanners

Absolutely. My biggest problem is there is no margin of profit since Canon sells them online. If you customer is using cloud storage like Box or Google check out ccScan. Simple software that makes their life easier.

Monte, that seems to be a problem for my reps as well. One tried to sell one of the big ones at retail the other day and the customer laughed at him and told him he didn't have to give it away like the online price showed but he wasn't going to pay retail for it.

I see more and more fujitsu's in the field every day.  I just sold an Epson network scanner and got full retail. However, the margin is not there.

So, I guess the bottom line is to ask what they need to do with that scanner, what is the workflow, maybe you might have a better idea

Yeah, Like Art added. If the customer requests pricing for a scanner the next question is how are the going to use it? Where do they want to scan to? If it is local file storage ask them if they have considered cloud storage? How will they name the documents? Manually? How many will they scan and how often? Do they need them OCR'd? Why are they storing them? How often will they retrieve a document? What you are looking for is time spent in this process. Almost always there is lots of time spend performing all the above tasks. That opens up a discussion of software to save time. ccScan, Docuware, laserfiche, and tons of other options. These software pieces are VERY profitable. They are also more complicated and the sales cycle is longer and more complex. But you know what they say..."evolve or die"

There's no margins in scanners so why not sell them a refurbished A4 copier instead?

Czech, I do agree for the most part but we don't typically sell the low end scanners. Most of the Canon's we sell are the 70-120ppm scanners.