Wednesday, July 6, 2011

10 Tips for a Successful MFP Walkthrough

Just yesterday this question "I'm searching for best questions to ask on a walk through. New to the industry and would welcome your input." was posted on the Print4Pay Hotel forums.

I thought it would be a good topic for everyone.

Emie (Louisiana) posted:  "I'm searching for best questions to ask on a walk through. New to the industry and would welcome your input." and then "Working on a bid proposal and have scheduled a walk through at the client's locations. I'd like to know specific questions and or best practices that I should use when doing the walk through."

Chuch (Arizona) posted:  "Bids are very precise things versus a RFP/RFQ's or Quotes. If a bid and you can offer something no one else can then push for your strengths to be included e.g. if you can offer PCL at no cost (or PPDM) try to have it included. If its a large opportunity do a SWOT (Strengths/Weaknesses/Opportunities/Threats) analysis over your known competition. If its an RFP or RFQ I've had good luck by offering something of true value that others would charge extra for, this sets you apart and gives reasons for justifying a higher cost."

Me (New Jersey) posted:
  1. Take a picture of each device (this helps jog the memory banks)
  2. Takes notes for all accessories or options on each device
  3. Find users for the device and ask them what type of media do they print onto (card stock, envelopes, ncr, bond paper, etc..)
  4. Print out a configuration list for each device
  5. Ask a user what they like most about the system and then ask what they dislike the most
  6. Ask a user what paper sizes they are printing, scanning, faxing or copying onto
  7. Record serial numbers and or ID's of each device
  8. Print a meter count from each device, the more comprehensive the better
  9. If possible make of map of the device locations along with department names and key user
  10. Drill down or aks if they are using OEM or Third Party apps with the device
Walkthrough's use to be simple.  As the population of "Smart" MFP's grow along with the use of embedded solution software we'll need to be diligent with our process of each device.

My favorite is to make a map of the location and place the MFP's in the departments with a comprehensive list (like the one above) for each device.

This question was posed to Print4Pay Hotel members by someone new in the industry and after a day there were great responses to help and help is all about the Print4Pay Hotel forums.  There's no end users , no sales recruiters (like linkedin groups), you're able to find answers and ask for advise in a closed and secure forum.  To date we have over 2,300 members from around the world.  Please take a trip to Print4Pay Hotel.

-=Good Selling=-



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