I Hate Selling Copiers! I hate selling copiers, but I do like coming up with a more efficient, profitable solution for how a business uses and stores documents using software and hardware that compliment each other.
1. I Hate Selling Copiers! I hate selling copiers, but I do
like coming up with a more efficient, profitable solution for how a
business uses and stores documents using software and hardware that
compliment each other.
2. Just last week I met with a business owner who's employees
use the document feeder on the copy machine very often. After
asking his office manager exactly how much time is being set aside
to simply scan documents weekly, we came up with a figure: EIGHT
HOURS. Eight hours? How can that be? This is a company that must
scan large packets of documents to file. Then, just like most
people, the office manager then goes to her computer, renames the
file, then places that file into a designated folder. This is a
long process. Especially long to a business owner who has to pay
this person an hourly wage and benefits to do such a mundane task;
it's ridiculous.
3. DMS Link plus a dual scan document processor capable of
scanning 175 sheets at a time at 160 images per minute: my answer
to automate a process that took an employee 8 hours a week to
accomplish. This business application developed by KYOCERA allows
the user to name and scan documents directly at the machine and
send these documents to a folder, all from the copier. Then I
attached a wireless keyboard to the machine for easier data input.
The new user interfaces on the KYOCERA TASKalfa multifunction
printers or MFP's is great, but I would much rather use a
traditional keyboard if I had to scan and name more than 5
documents a day. Plus it saves more time than pecking at a small
touchscreen.
4. Back to why this matters: In this example using the office
manager, this employee is paid $15.00 an hour plus benefits. To be
conservative, we'll leave the benefits out of this equation. $15.00
an hour times 8 hours a week comes to $120.00 weekly. $120.00
weekly times 4 gives us a total of $480.00 a month. $480.00 a month
to scan documents? Just this figure alone was enough to completely
pay for a new, fully- loaded machine, software and almost 20,000
copies worth of service a month. But, I wasn't done yet. Another
issue this company faced was large files getting hung-up on the
recipients server. So like most people they would send multiple
emails to get around size restrictions. $480.00 a month?!
5. Accusender: KYOCERA's answer to sending large documents up
to 10MB before needing to be segmented into multiple emails, which
the software does automatically.
6. This was just icing on the cake at this point. The owner of
the company was impressed to say the least by how much time was
going to be saved by his new machine and apps that could automate
processes that were taking up so much valuable time. Not to mention
he chose a color machine that's cost of operation was considerably
less than the small color MFP's in the office that he bought from
Staples or Costco. All said and done this new machine and software
are going to put money back into this business owners pocket. We
even wrote a check for over $2,500.00 so he could get out of his
current lease. This appointment was far from the old "how much are
you paying?" crap. Instead, we spent our time talking about
processes that can be automated by software and hardware that will
plug up leaks and put money back into the business. Then, designed
a new workflow and process for this person's employees who have
bigger fish to fry.
7. I don't really hate selling copiers, I don't hate anything.
It's just that selling something that someone already has implies
that we haven't identified the real, underlying business needs that
caused an owner or C-level executive to agree to meet in the first
place. No one wakes up in the morning and says to themselves "I
want a new copier today" for no reason. There is a cause and effect
for being interested in a new machine, and my job isn't to just to
stop there, my job is to ask questions and identify what processes
in that person's office my machine and software can make easier or
automate all together. And there you have it. That's why I hate
selling copiers, because I really like selling solutions to
people's problems! Thank you for reading, I look forward to working
with you. Cody Maldonado / 909.78.9947 /
[email protected]