It's not too often I'll post a title like I did. However wait until you all hear this.
We all compete, well at least some us compete with Ricoh Direct aka Ricoh Business Systems aka Ricoh Americas Corp.
Today, I had the distinct pleasure of seeing RBS compete with RBS. Thats right! Two branches in the same area (one was a hold over Lanier that was turned into RBS and the other was the traditional branch) I thought, what the %$^$ is going on??
Now, I'm going to take this a step further. The customer was interested in a W2400 wide format system, dual roll feeder, PS module, interface, RW Controller, and RW Scanner, along with PC for RW controller, delivery, installation and training.
So, where was RBS one in price for all of this, they were at a paltry $11,000, and the second RBS, well they were at $8,000 (I have the quote to prove it). Far be it from me to figure how how the %$#$ they are going to stay in business with these types of prices. Oh, thats right we dealers subsidize their ability to give equipment away at cost or lower.
So, the whole selling adventure became one big crap show.
To Ricoh, what is the problem, can't your salespeople at least here in NJ be real salespeople instead of order takers, low ballers or drop your pants specialists (I'm sure there's a few good reps out there), my God learn how to sell features, solutions and ease someones pain, or better yet, learn how to prospect for the accounts that are not in the market, you'll have a better chance of making a living.
I couldn't care less if I got the sale or not, it's just the arrogance the that the reps (and mind you, this has got to come from the top down) spew out to clients such as "We're direct, we'll always have the lowest price", "We're direct, we'll have the best service and support", "Why would you buy from a dealer when you can buy from us".
Ricoh get it through your heads, the dealers are your life line, and if it wasn't for having profitable dealers, you WOULD BE OUT OF BUSINESS!
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