Thursday, September 27, 2007
I first meet John in about 11 years ago while attending a Ricoh duplicator sales training course at Ricoh U. I was impressed with Johns knowledge, dedication and desire for duplicators market place. His Dedication, Determination and Desire inspired me to sell many duplicators and seek out new markets in my territory. I can remember countless times having questions and not being able to reach my DSM, each and every time I contacted John he was always pleasant, knowledgeable and treated me with respect that he always returned a phone call.
I looked forward to the trade shows, whether Ricohs Dealer Shows or Print On Demand, because I was sure that John would be there and he would have some great stuff to tell me, whether business or family.
Kudos John! Good Luck with Retirement and All of us at The P4PHotel wish you good health and happiness!
Thursday, September 20, 2007
Monday, September 10, 2007
Wednesday, September 5, 2007
Selling MFP's is a competitive business and it seems to be getting tougher every day..... for the reps who are only selling boxes or just upgrading existing clients! If can't separate yourself from the competition, your sales will and probably are in a downward spiral!
Let me tell you a quick story, we have five reps at our place. we represent Ricoh, Oki and Muratec. The guy with the least experience is 8 years in the business and then ten years and then the other three with over twenty years in the business. We have been an ecopy dealer for the last two years, at the end of the meeting I posed a question to all of the reps and then asked this one question. "What does ecopy desktop software do"? His response, "it scans...." I stopped him right there and told him he was wrong. I then made the statement that if we as reps can't start selling simple fantastic solutions, then you will be going the way of the Edsel!
E-Copy Desktop 9.0 Desktop software (Desktop Printer) is a great solution for merging electronic files from MS Word, Excel or other Windows applications along with scanned files to create a single document! You can move pages from any application to any position in the document. You can then email, LAN fax or print the document in the correct collated order. No more printing from multiple applications and then hand collated and then bring them to the copier. If you do not think that this has value in the office, YOU ARE MISTAKEN! Productivity in the office is probably in the top three when it comes to cost efficiency.
As a solutions guru, you need to bundle a 5 user license with every mfp, and stop talking about speeds and feeds and start talking about increasing productivity in the office! Start the talk track off with the software first, tell them the FAB (Features Advantage and Benefits) of E-Copy first. By doing this you will separate yourself from your competitor.
Here's another great thing about e-copy and my clients agree with me about this. The last time you created a document, think about how many different applications you used, MS Word, Excel, PDF's and maybe a scanned image or two? Ok, now you have printed all of you pages, hand collated them and then walked them to the copier for additional sets or you just needed one and did not make a copy. Tell me, what happens when you need to recreate that document in the future, arg!, you'll have to remember the file name from each application and then start the whole process over again. When you're using e-copy it can save the whole document as a pdf and can be saved in one folder! This is a great time saving for the average office user!
While in offices, I have found that a great number if SMB accounts do not have the full version of Adobe, at $400-$500 per license it is expensive. So, most of them are creating documents that way that I outlined.
Tip: Sell the solution and not the box, ecopy also has many other features which I enjoy. You can download a free 45 day evaluation here http://www.ecopy.com/eval/Products_eCopy_Desktop_Evaluation.aspx
Tuesday, September 4, 2007
Here's what I like about the 6345N:
- Auto Doc Feeder is fast and copy and print speed is as advertised!
- Large 550 sheet paper trays for letter or legal.
- Duplex Print Speed
- Color Scanning
- Document Server
- Simple Easy to Navigate Touch Screen
- Easy Print Driver Navigation
- Fax Forward to Email as PDF
- Print Quality (Awesome)All in all well built, easy to use and will serve the needs well of illiterate MFP users. Not many bells and whistles, just down and dirty simple functionality.
Here goes what I don't like:
- Can't receive letter and legal faxes, everything must go to letter or legal.
- Accounting Package will not work, Samsung has stated that they are aware of the flaw and are developing a firmware upgrade.
- Every time you replace or add paper you have to confirm the paper size.
- Touch Screen seems like its not calibrated correctly and you have to select functions on most occasions more than once.
- Halftone copy quality is horrible from a printer document, no adjustments seem to work well.
- Extremely hard to make scan2email connections.Advanced Copy functionality such as duplex, collate, mixed sizes can not be selected until original documents have been loaded in the document feeder.
For the price there is alot of bang for the buck for the print, and copy speed. Illiterate MFP users will like this machine and it will perform fine up to 10,000 pages per month. Vertical Markets are Realty, Mortgage, Title and Attorneys if they need to receive both letter and legal faxes you need to talk them into faxforward2email, this will work well and eliminate the problem of not being able to receive and print letter and legal at the same time.
Were I would not sell this machine, is to advanced MFP users that are used to all of the functionality and ease of use of our current machines, if you do place one of these with advanced users, I guarantee you'll be removing it with in a weeks time!
Bringing me to the final point, I believe that these types of units from Samsung, HP, Xerox (relabeled Samsung) and Muratec (relabeled Samsung) are needed and their should be more of them. There is no need for an 11x17 foot print for the vertical markets that I described. Ricoh, and Canon need to step up to plate and give the customers what they need and want. It's said that 77% of all MFP users do not need 11x17.
One other note, for the price these systems allowed me to place units and beat the competition badly. I heard that a few reps stated they did not no anything about the unit, another rep stated that they only make phones. Bottom line was that in a competitive deal this system can capture your TDV each an every time.
If anyone else has anything to add, please do so!