Salespeople are competitors they enjoy selling, some say there is an emotional high when a deal is closed. I agree, it is quite satisfying to get the order, and know that the client has put forth their trust in you, and your products and service.
Which brings me to the craziest deal I have ever been involved in over my 29 years in the business.
We all compete, well at least some us compete with Ricoh Direct aka Ricoh Business Systems.
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?? Okay we'll call them RBS #1 & RBS #2 for now.
Now, I'm going to take this a step further. The customer was interested in a 4ppm wide format system, along with PC, delivery, supplies, installation and training.
So, where was RBS #1 in price for all of this, they were basically at the Lowest Dealer Cost (thats what they were reselling the unit for), and the RBS #2, well they were 28% below Lowest Dealer Cost (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, that's right we dealers subsidize their ability to give equipment away at cost or lower.
So, the whole selling adventure became one big crap show.
Ricoh Business Systems aka Ricoh Direct, 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!
LOL!
ReplyDeleteI swear, you can not make this stuff up.
...funny...
Better watch out Art, I remember the days when Ricoh use to boot you off the Aficio League for saying such things...Oh yea that's right, that is how the p4p got started isn't it. I agree Ricoh just does not learn, they scrambled when GIS was bought out by Xerox, they always stated the Ikon did not represent more than 30% of their business then they had to buy Ikon before they really lost it. Now they have RBS cutting their own throats along with trashing the market. Just a warning for all of the dealers out there, Ricoh just announced the Isuite requirement, that along with having YOUR sales force report all of their transactions to them (your customer info) and it will not be long before the manufacture tries to push out the dealers all together.
ReplyDeleteGreg:
ReplyDeleteGood to see you're still out there and than for the comment!
I have worked on the dealer side reselling Ricoh for 16 yrs , i carry the Konica Minolta line now and it isn't any different
ReplyDeleteThe Branch feels they have a deserve to make a living where as a dealer works to make a living
the branches and head offices have a mentallity that they deserve a living
ReplyDeletethe dealers in fact have to go out and earn a living
Canadian guy: KUDOS, you summed it all up!
ReplyDelete