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part 2 below
Martin Brodigan, very well said! One of the best presentations on what is "Services lead Sales". He strikes the right tone speaking to the Dealer community. He even addresses their lack of trust between the independent dealers and not just Rich but any Manufacturer that sells directly. GREAT VISION! The best thing I have heard from Ricoh corporate in a long time.
Now, the $64,000 question... Can he pull it off? Can he get Ricoh corporate to actually do this for their dealers? Secondly, will the dealers let Ricoh do this?
Maybe this is the best question to ask:
What do we as Independent dealers want our Manufactures to do, and not do for us?
What do you as an Independent Sales Person want from your manufacturer?
What would make you trust your manufacturer to come in to one of your customers as a partner?
I think we all know what would kill the opportunity.
Let's hear from other independent dealers on this subject.
Vince McHugh
Now, the $64,000 question... Can he pull it off? Can he get Ricoh corporate to actually do this for their dealers? Secondly, will the dealers let Ricoh do this?
Maybe this is the best question to ask:
What do we as Independent dealers want our Manufactures to do, and not do for us?
What do you as an Independent Sales Person want from your manufacturer?
What would make you trust your manufacturer to come in to one of your customers as a partner?
I think we all know what would kill the opportunity.
Let's hear from other independent dealers on this subject.
Vince McHugh
quote:Now, the $64,000 question... Can he pull it off? Can he get Ricoh corporate to actually do this for their dealers? seems to me that they are ready to do this from RACSecondly, will the dealers let Ricoh do this? for the dealers that don't have the know how, nor the hutzpa to pull off MNS or Business Process, I think Ricoh can capture some of that business, for the advanced dealers I don't think they want Ricoh anywhere near their accounts!
Maybe this is the best question to ask:
What do we as Independent dealers want our Manufactures to do, and not do for us?
What do you as an Independent Sales Person want from your manufacturer? to have a real expert assist in a large implementation would be awesome, especially if we don't have the resources or knowledge. We can then capture the business without letting it walk!
What would make you trust your manufacturer to come in to one of your customers as a partner?A signed NDA
this is really a good talk track that Vince brought up, we should be all over this with our thoughts..