I Hate Selling Copiers!

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 /
info_at_CodyofRAMCopiers.com