{"id":5871,"date":"2013-09-19T10:27:26","date_gmt":"2013-09-19T14:27:26","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=5871"},"modified":"2013-09-20T08:31:06","modified_gmt":"2013-09-20T12:31:06","slug":"more-big-wins-in-the-dealer-channel","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/feature-articles\/2013\/09\/more-big-wins-in-the-dealer-channel\/","title":{"rendered":"More Big Wins in the Dealer Channel"},"content":{"rendered":"

\"dwight<\/a>I\u2019m continuing to read the Elite Dealer nomination forms that have arrived over the past couple of months along with the flurry of nominations that came in late last week and it\u2019s still fascinating to see how well some dealers have been doing over the past 12 months.<\/p>\n

Once again I\u2019m going to highlight some of the big wins of the past 12 months that these dealers have been sharing in their Elite Dealer nomination forms. Here\u2019s 10 impressive wins from the past 12 months from dealers across the U.S. I\u2019ll be announcing the first 10 Elite Dealers of 2013 on Oct. 4.<\/p>\n

\u201cAcquiring a managed print services customer with more than 5,500 devices nationwide, including a new installment of nearly 4,000 black & white laser printers to upgrade their aging HP fleet. Kelly now manages multiple OEM vendor relationships for this customer and provides them department billing for every device based on actual page usage.\u201d \u00a0Kelly Imaging Systems, Kent, WA\u00a0<\/em><\/p>\n

\u201cSince being awarded the convenience bid NC Statewide Contract for 920-M Managed Print Services with IT Procurement Office Bid #ITS-006054, Systel recently completed an MPS install under this contract for a NC State University with over 700 devices, which included a mix of MFDs and printers. The successful install took about 30 days and the reference has already earned Systel another similar bid for another local state University.\u201d \u00a0Systel Business Equipment, Fayetville, NC\u00a0<\/em><\/p>\n

\u201cExpanding the relationship in a major area health care network, resulting in Bay Copy managing all of the organization\u2019s output devices, including copiers, printers, MFPs and Copy Centers. This also consolidated all operations across multiple locations to one imaging vendor.\u00a0 As part of the expanded relationship over 400 devices were updated.\u201d\u00a0 Bay Copy, Rockland, MA\u00a0<\/em><\/p>\n

\u201cA hospital in the region who decided to go with Century Business Products, this sale was intense and ended up with more than 100 machines placed in the main location and satellite offices.\u201d Century Business Products, Sioux Falls, SD\u00a0<\/em><\/p>\n

\u201cThree different sales in equal size and revenue, adding up to a total of over 300 units, and 180 net new placements.\u201d Advanced Copy Technologies, Cromwell, CT\u00a0<\/em><\/p>\n

\u201cSelling close to $2-million in equipment sales in June 2013 (Zooom\u2019s best month ever), with $500,000 of that in new business.\u201d Zoom Imaging Solutions, Roseville, CA\u00a0<\/em><\/p>\n

\u201cFraser\u2019s biggest sale would be the largest health care network in the Lehigh Valley, totaling over $1 million in hardware and MPS. Fraser provided the network with 450 MFPs with \u201cfollow-me print\u201d, regulatory \u201cpatient protected health information\u201d compliance, accountability and control, reduce costs and waste. Fraser also set up a managed print program for the 3,500 printers across the network, and over 6 million prints.\u201d Fraser AIS, West Reading, PA\u00a0<\/em><\/p>\n

\u201cOur most accomplished sale was landing a college for two print production units along with their fleet of 20 MFP units. This sale in hardware dollars was in our top two or three but really represented a sale that was just a real diligent effort on the part of the rep, by working the account for two years, inviting the account to lunch and learns, to our open house and really just proving to the account that we are experts in our field. It involved a great team effort in showing solutions to implement with the hardware.\u201d Budget Document Technology, Lewiston, ME\u00a0<\/em><\/p>\n

\u201cImpact\u2019s largest win in the past year was with a large (more than 25,000 employees), publicly traded corporation that was partnered with multiple dealers and looking to revamp their digital equipment strategy. The organization was interested in partnering with a new dealer who could provide one cohesive solution for them currently, and act as a strategic partner for future growth. Impact competed with five other area dealers, including one direct vendor, to eventually win and sign a contract for close to $2 million. Impact proposed a solution that would save the client significant money and improve efficiency over their current solution. Impact\u2019s approach was closely aligned with the client\u2019s needs and values, but the customer-first culture was a major factor in winning the contract. At initial takedown Impact secured a contract for 54 copy machines in seven nationwide locations. Ten months later, Impact has increased their contract by 298 percent with the client, now supplying and servicing 161 machines. The initial contract was a large win, but the real win is the opportunity generated by this relationship. Every quarter we have been signing on average an additional 30-50 devices that have leases expiring with the prior vendor. This rate of acquisition would put us around the $5-7 million mark in three years, which is the potential to be our biggest deal in Impact history.\u201d Impact Technology, Waukegan, IL\u00a0\u00a0<\/em><\/p>\n

\u201cFlo-Tech has had several big wins this year but one that stands out in particular was the win back of a large law firm. This firm had been under pressure to further reduce costs and left Flo-Tech for a lower cost provider \u2013 6 months into their agreement with that provider service levels had significantly dropped and device downtime had become a major issue. With several other issues also contributing to their dissatisfaction, they re-engaged Flo-Tech to support their fleet. The firm realized the cost of device downtime and lost productivity significantly diminished the savings they had expected to achieve as well cause user satisfaction issues across the firm.\u201d\u00a0 Flo-Tech, Middletown, CT<\/em><\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

I\u2019m continuing to read the Elite Dealer nomination forms that have arrived over the past couple of months along with the flurry of nominations that came in late last week and it\u2019s still fascinating to see how well some dealers have been doing over the past 12 months. Once again I\u2019m going to highlight some of the big wins of the past 12 months that these dealers have been sharing in their Elite Dealer nomination forms. Here\u2019s 10 impressive wins from the past 12 months from dealers across the U.S. I\u2019ll be announcing the first 10 Elite Dealers of 2013 on Oct. 4. \u201cAcquiring a managed print services customer with more than 5,500 devices nationwide, including a new installment of nearly 4,000 black & white laser printers to upgrade their aging HP fleet. Kelly now manages multiple OEM vendor relationships for this customer and provides them department billing for every device based on actual page usage.\u201d \u00a0Kelly Imaging Systems, Kent, WA\u00a0 \u201cSince being awarded the convenience bid NC Statewide Contract for 920-M Managed Print Services with IT Procurement Office Bid #ITS-006054, Systel recently completed an MPS install under this contract for a NC State University with over 700 devices, which included a mix of MFDs and printers. The successful install took about 30 days and the reference has already earned Systel another similar bid for another local state University.\u201d \u00a0Systel Business Equipment, Fayetville, NC\u00a0 \u201cExpanding the relationship in a major area health care network, resulting in Bay Copy managing all of the organization\u2019s output devices, including copiers, printers, MFPs and Copy Centers. This also consolidated all operations across multiple locations to one imaging vendor.\u00a0 As part of the expanded relationship over 400 devices were updated.\u201d\u00a0 Bay Copy, Rockland, MA\u00a0 \u201cA hospital in the region who decided to go with Century Business Products, this sale was intense and ended up with more than 100 machines placed in the main location and satellite offices.\u201d Century Business Products, Sioux Falls, SD\u00a0 \u201cThree different sales in equal size and revenue, adding up to a total of over 300 units, and 180 net new placements.\u201d Advanced Copy Technologies, Cromwell, CT\u00a0 \u201cSelling close to $2-million in equipment sales in June 2013 (Zooom\u2019s best month ever), with $500,000 of that in new business.\u201d Zoom Imaging Solutions, Roseville, CA\u00a0 \u201cFraser\u2019s biggest sale would be the largest health care network in the Lehigh Valley, totaling over $1 million in hardware and MPS. Fraser provided the network with 450 MFPs with \u201cfollow-me print\u201d, regulatory \u201cpatient protected health information\u201d compliance, accountability and control, reduce costs and waste. Fraser also set up a managed print program for the 3,500 printers across the network, and over 6 million prints.\u201d Fraser AIS, West Reading, PA\u00a0 \u201cOur most accomplished sale was landing a college for two print production units along with their fleet of 20 MFP units. This sale in hardware dollars was in our top two or three but really represented a sale that was just a real diligent effort on the part of the rep, by working the account for two years, inviting the account to lunch and learns, to our open house and really just proving to the account that we are experts in our field. It involved a great team effort in showing solutions to implement with the hardware.\u201d Budget Document Technology, Lewiston, ME\u00a0 \u201cImpact\u2019s largest win in the past year was with a large (more than 25,000 employees), publicly traded corporation that was partnered with multiple dealers and looking to revamp their digital equipment strategy. The organization was interested in partnering with a new dealer who could provide one cohesive solution for them currently, and act as a strategic partner for future growth. Impact competed with five other area dealers, including one direct vendor, to eventually win and sign a contract for close to $2 million. Impact proposed a solution that would save the client significant money and improve efficiency over their current solution. Impact\u2019s approach was closely aligned with the client\u2019s needs and values, but the customer-first culture was a major factor in winning the contract. At initial takedown Impact secured a contract for 54 copy machines in seven nationwide locations. Ten months later, Impact has increased their contract by 298 percent with the client, now supplying and servicing 161 machines. The initial contract was a large win, but the real win is the opportunity generated by this relationship. Every quarter we have been signing on average an additional 30-50 devices that have leases expiring with the prior vendor. This rate of acquisition would put us around the $5-7 million mark in three years, which is the potential to be our biggest deal in Impact history.\u201d Impact Technology, Waukegan, IL\u00a0\u00a0 \u201cFlo-Tech has had several big wins this year but one that stands out in particular was the win back of a large law firm. This firm had been under pressure to further reduce costs and left Flo-Tech for a lower cost provider \u2013 6 months into their agreement with that provider service levels had significantly dropped and device downtime had become a major issue. With several other issues also contributing to their dissatisfaction, they re-engaged Flo-Tech to support their fleet. The firm realized the cost of device downtime and lost productivity significantly diminished the savings they had expected to achieve as well cause user satisfaction issues across the firm.\u201d\u00a0 Flo-Tech, Middletown, CT  <\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[444,114,129,811,149,187,191,814,812,813],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5871"}],"collection":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=5871"}],"version-history":[{"count":4,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5871\/revisions"}],"predecessor-version":[{"id":5874,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5871\/revisions\/5874"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=5871"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=5871"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=5871"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}