{"id":7959,"date":"2014-08-26T13:30:15","date_gmt":"2014-08-26T20:30:15","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=7273"},"modified":"2016-09-15T10:01:02","modified_gmt":"2016-09-15T17:01:02","slug":"born-to-run-office-technology","status":"publish","type":"post","link":"http:\/\/www.enxmag.com\/twii\/feature-articles\/2014\/08\/born-to-run-office-technology\/","title":{"rendered":"EOS Update: Born to Run Office Technology in 2014"},"content":{"rendered":"
\"Andrew<\/a>

Andrew Ritschel<\/p><\/div>\n

If you know New Jersey you\u2019re well aware that the highway\u2019s often jammed with broken heroes on a last chance power drive. That\u2019s not the case, however, with Electronic Office Systems (EOS) in Fairfield, NJ where this year business is booming like Thunder Road.<\/p>\n

Bad Springsteen references aside, business is truly amazing of late for EOS. \u201cThrough June we\u2019ve had the best six months in seven years in our marketplace,\u201d reports EOS President Andrew Ritschel.<\/p>\n

The reason?<\/p>\n

\u201cWe like to think our sales people are working extra hard, but it\u2019s the market. Customers are much more ready to upgrade and upgrade their technology,\u201d responds Ritschel.<\/p>\n

He adds that over the past few years the leasing companies were doing evergreen lease renewals for customers who weren\u2019t in a position to upgrade their equipment. \u201cThose evergreens are changing and people are more willing to replace their equipment that\u2019s been a lease renewal for one, two, three, and even four years,\u201d states Ritschel.<\/p>\n

After a terrific first six months, things slowed down for EOS at the beginning of July before picking up again, providing the dealership with its best July in four years. \u201cThat\u2019s a good sign and indicator of the marketplace,\u201d opines Ritschel who is gratified to see marketplace activity back to pre 2008-2009 levels before the economic downturn.<\/p>\n

What\u2019s selling?<\/p>\n

\u201cEverything,\u201d responds Ritschel.<\/p>\n

Also having an impact are apps. \u201cOur manufacturers are all introducing apps on top of their technology platforms and our focus is to find out all about the customer\u2019s workflow and how they\u2019re scanning, [handling] document security, and things like that and then sell the apps and have the equipment follow behind,\u201d reports Ritschel.<\/p>\n

Human nature has been a hindrance to selling apps, but that\u2019s changing. The learning curve for sales reps, at least at EOS, has straightened out where it\u2019s now almost second nature for reps to walk in the door and start talking apps before discussing hardware. Ritschel uses a little Psych and Marketing 101 to explain what\u2019s happened. \u201cIt\u2019s not hearing it once or twice or three times or four times from the manufacturer,\u201d he says. \u201cIt\u2019s like in marketing and advertising, the time they finally get the message is after hearing it for the sixth time. Hearing about the apps and how they apply, it\u2019s not until the sixth exposure that sales people get it.\u201d<\/p>\n

Now his reps are looking to identify the needs in a prospect\u2019s office where they can take pull one of these apps out of the bag from manufacturer A, manufacturer B, or manufacturer C and start selling the application and the benefit to the client. \u201cAnd by the way, pull the machine in,\u201d adds Ritschel.<\/p>\n

The apps that are doing the heavy lifting for EOS\u2019s sales reps are related to scanning and ECM with the latter being lower end document management\/ECM solutions rather than a full-blown document management\/ECM system.<\/p>\n

Meanwhile, Ritschel is hoping that things continue along the same road. \u201cI\u2019m hoping August will be strong and September through December will carry through nicely.\u201d<\/p>\n","protected":false},"excerpt":{"rendered":"

If you know New Jersey you\u2019re well aware that the highway\u2019s often jammed with broken heroes on a last chance power drive. That\u2019s not the case, however, with Electronic Office Systems (EOS) in Fairfield, NJ where this year business is booming like Thunder Road. Bad Springsteen references aside, business is truly amazing of late for EOS. \u201cThrough June we\u2019ve had the best six months in seven years in our marketplace,\u201d reports EOS President Andrew Ritschel. The reason? \u201cWe like to think our sales people are working extra hard, but it\u2019s the market. Customers are much more ready to upgrade and upgrade their technology,\u201d responds Ritschel. He adds that over the past few years the leasing companies were doing evergreen lease renewals for customers who weren\u2019t in a position to upgrade their equipment. \u201cThose evergreens are changing and people are more willing to replace their equipment that\u2019s been a lease renewal for one, two, three, and even four years,\u201d states Ritschel. After a terrific first six months, things slowed down for EOS at the beginning of July before picking up again, providing the dealership with its best July in four years. \u201cThat\u2019s a good sign and indicator of the marketplace,\u201d opines Ritschel who is gratified to see marketplace activity back to pre 2008-2009 levels before the economic downturn. What\u2019s selling? \u201cEverything,\u201d responds Ritschel. Also having an impact are apps. \u201cOur manufacturers are all introducing apps on top of their technology platforms and our focus is to find out all about the customer\u2019s workflow and how they\u2019re scanning, [handling] document security, and things like that and then sell the apps and have the equipment follow behind,\u201d reports Ritschel. Human nature has been a hindrance to selling apps, but that\u2019s changing. The learning curve for sales reps, at least at EOS, has straightened out where it\u2019s now almost second nature for reps to walk in the door and start talking apps before discussing hardware. Ritschel uses a little Psych and Marketing 101 to explain what\u2019s happened. \u201cIt\u2019s not hearing it once or twice or three times or four times from the manufacturer,\u201d he says. \u201cIt\u2019s like in marketing and advertising, the time they finally get the message is after hearing it for the sixth time. Hearing about the apps and how they apply, it\u2019s not until the sixth exposure that sales people get it.\u201d Now his reps are looking to identify the needs in a prospect\u2019s office where they can take pull one of these apps out of the bag from manufacturer A, manufacturer B, or manufacturer C and start selling the application and the benefit to the client. \u201cAnd by the way, pull the machine in,\u201d adds Ritschel. The apps that are doing the heavy lifting for EOS\u2019s sales reps are related to scanning and ECM with the latter being lower end document management\/ECM solutions rather than a full-blown document management\/ECM system. Meanwhile, Ritschel is hoping that things continue along the same road. \u201cI\u2019m hoping August will be strong and September through December will carry through nicely.\u201d<\/p>\n","protected":false},"author":3,"featured_media":1022,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[483,484,489],"_links":{"self":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/7959"}],"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=7959"}],"version-history":[{"count":1,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/7959\/revisions"}],"predecessor-version":[{"id":7993,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/7959\/revisions\/7993"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/1022"}],"wp:attachment":[{"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=7959"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=7959"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=7959"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}