![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/05\/Chelsey-Bode.jpg\")
Chelsey Bode, president of Pearson-Kelly Technology in Springfield, Missouri, notes that when the dealer is calling on prospects for the first time, the strategy is to not open with the customary \u201cwhen is your lease up, and who makes the decision for copiers?\u201d The dealer\u2019s solutions specialist has provided reps with the confidence to lead with solution selling, and arming them with the right talk track.<\/p>\n\n\n\n
\u201cIt\u2019s more about developing a case study that has solved a\nproblem and trying to identify which clients may naturally have a similar pain\npoint,\u201d Bode said. \u201cWe\u2019ve had lots of success in cloud fax solutions. Nobody\nlikes to spend money on antiquated\ntechnologies and we have a great solution backed by even greater support.\u201d<\/p>\n\n\n\n
She feels\nPearson-Kelly\u2019s greatest success has been less about selling the technologies\nand more about a \u201cpattern interrupt\u201d to get a foot in the door and become a\ntotal solutions partner. \u201cWe may start the relationship with some\nhot-topic dialogue and we sell something we didn\u2019t realize we\u2019d end up\ndiscussing,\u201d she added.<\/p>\n\n\n\n
Product\nAwareness<\/strong><\/p>\n\n\n\n Creating awareness around the availability of technologies and\ntheir ability to address pain points is the driver for DOCUmation of San Antonio,\nTexas. According to Hunter Woolfolk, co-president, the dealer\u2019s goal is to\ncreate a partnership with business technology by providing that insight and\nidentifying opportunities for the client. There are no hard and fast rules with\nsales; sometimes they\u2019re independent conversations, and other times they\u2019re\nbroached along with IT and print inquiries.<\/p>\n\n\n\n Interactive flat-panel displays from Ricoh have made for valuable\nconversation starters. \u201cFor branches that have mobile users, home users and\nmultiple facilities, this is an absolute pain point for them,\u201d he said. \u201cThese\ngive me the ability to be home with my family and jump on these smart boards\nand have the same effect as if I was across the table from employees.\u201d<\/p>\n\n\n\n While Woodhull LLC of Springboro, Ohio, is not looking to divest\nitself of the MFP anytime soon, it enjoys taking a different route toward the\nbox narrative. It boasts the highest revenue in commercial imaging and scanning\nservices among Ricoh resellers, which dovetails nicely into the IFPDs for\nmultiple verticals.<\/p>\n\n\n\n \u201cIt\u2019s nice to offer robust technologies that help provide more\nprofitability and help your direct revenue and cost savings,\u201d said Robert\nWoodhull, marketing director. \u201cWhen you can expand to positively affect\nthe process, the relationship that we develop with the customer is drastically\ndifferent than taking an old vendor approach.\u201d<\/p>\n\n\n\n However, the digital transformation conversation can be a messy\none, particularly with scanning, involving process mapping and a consultative\napproach, Woodhull notes. Such conversations also lead to a longer sales\nprocess, and reps have to be more diligent with understanding what outcomes the\nclient desires.<\/p>\n\n\n\n \u201cWe\u2019re addressing issues with companies that they might\nhave purposely avoided, or stuck to a methodology they were used to, or swept\nunder the rug,\u201d he said. \u201cWe start to uncover things that are a little messier\nthan intended. It\u2019s like stripping your walls and finding black mold. You\ndidn\u2019t want to find it, but you did and now you have to address it. That\u2019s\nwhere the benefit of our service approach comes in.\u201d<\/p>\n\n\n\n Showroom Addition<\/strong><\/p>\n\n\n\n Plus Inc. of Greenville, South Carolina, recently began\noffering IFPDs earlier this year, having renovated some office space into a\n2,300-square-foot showroom. David Carson, Plus president, noted his company is\ngoing to make a big push with them over the next six months to go wider with\nexisting clients while enticing prospects.<\/p>\n\n\n\n In regards to selling, Carson tells employees that one-quarter of customers make decisions based on price, and another quarter \u201cIf you can talk to them and get a product in there, and\nhave a good company behind you, then you\u2019ve just started the relationship,\u201d he\nsaid. \u201cWe\u2019ve found that we converted a lot of copier customers to IT customers,\nand a lot of IT customers to copier customers, strictly because of our\nrelationships. You want them to be able to earn the rest of that client\u2019s\nbusiness where all the recurring revenue lies.\u201d<\/p>\n\n\n\n Impact of Lake Forest, IL, trains all of its account\nmanagers, sales reps and solutions experts to recognize the challenges that\nexist in modern office and speak to the dealer\u2019s ability to help. While an\ninitial conversation may center on MFPs, a consultation may yield that the\nbiggest challenge a client faces is an IT issue.<\/p>\n\n\n\n \u201cWe aren\u2019t looking to sell any one specific thing; we are looking to solve challenges and transform organizations, to build relationships that will last through an entire roadmap,\u201d said Jon Evans, director of solutions architecture. <\/p>\n\n\n\n Some topics better lend themselves to a transition into other technologies, adds Mark Sengstock, director of enterprise solutions. \u201cSpecifically for our EPR offering, it can be challenging to segue from MFP to ERP, but for our other offerings, we can usually migrate an MIT, BPA, or D&M conversation to ERP,\u201d he said. \u201cFor example, an MIT conversation revolving around old servers can lead to replacing the current ERP that is requiring those servers Our June state of the industry look at smart office\/future office innovations provided a glimpse of tools off the beaten MFP path, from interactive white boards to virtual receptionists, cloud-based services, VoIP and conference room management solutions. To further the conversation, we asked our dealer panel to provide insight as to how these technologies fit within their company\u2019s sales framework, along with the challenges of selling modern tools that help bolster a client\u2019s efficiencies. Chelsey Bode, president of Pearson-Kelly Technology in Springfield, Missouri, notes that when the dealer is calling on prospects for the first time, the strategy is to not open with the customary \u201cwhen is your lease up, and who makes the decision for copiers?\u201d The dealer\u2019s solutions specialist has provided reps with the confidence to lead with solution selling, and arming them with the right talk track. \u201cIt\u2019s more about developing a case study that has solved a problem and trying to identify which clients may naturally have a similar pain point,\u201d Bode said. \u201cWe\u2019ve had lots of success in cloud fax solutions. Nobody likes to spend money on antiquated technologies and we have a great solution backed by even greater support.\u201d She feels Pearson-Kelly\u2019s greatest success has been less about selling the technologies and more about a \u201cpattern interrupt\u201d to get a foot in the door and become a total solutions partner. \u201cWe may start the relationship with some hot-topic dialogue and we sell something we didn\u2019t realize we\u2019d end up discussing,\u201d she added. Product Awareness Creating awareness around the availability of technologies and their ability to address pain points is the driver for DOCUmation of San Antonio, Texas. According to Hunter Woolfolk, co-president, the dealer\u2019s goal is to create a partnership with business technology by providing that insight and identifying opportunities for the client. There are no hard and fast rules with sales; sometimes they\u2019re independent conversations, and other times they\u2019re broached along with IT and print inquiries. Interactive flat-panel displays from Ricoh have made for valuable conversation starters. \u201cFor branches that have mobile users, home users and multiple facilities, this is an absolute pain point for them,\u201d he said. \u201cThese give me the ability to be home with my family and jump on these smart boards and have the same effect as if I was across the table from employees.\u201d While Woodhull LLC of Springboro, Ohio, is not looking to divest itself of the MFP anytime soon, it enjoys taking a different route toward the box narrative. It boasts the highest revenue in commercial imaging and scanning services among Ricoh resellers, which dovetails nicely into the IFPDs for multiple verticals. \u201cIt\u2019s nice to offer robust technologies that help provide more profitability and help your direct revenue and cost savings,\u201d said Robert Woodhull, marketing director. \u201cWhen you can expand to positively affect the process, the relationship that we develop with the customer is drastically different than taking an old vendor approach.\u201d However, the digital transformation conversation can be a messy one, particularly with scanning, involving process mapping and a consultative approach, Woodhull notes. Such conversations also lead to a longer sales process, and reps have to be more diligent with understanding what outcomes the client desires. \u201cWe\u2019re addressing issues with companies that they might have purposely avoided, or stuck to a methodology they were used to, or swept under the rug,\u201d he said. \u201cWe start to uncover things that are a little messier than intended. It\u2019s like stripping your walls and finding black mold. You didn\u2019t want to find it, but you did and now you have to address it. That\u2019s where the benefit of our service approach comes in.\u201d Showroom Addition Plus Inc. of Greenville, South Carolina, recently began offering IFPDs earlier this year, having renovated some office space into a 2,300-square-foot showroom. David Carson, Plus president, noted his company is going to make a big push with them over the next six months to go wider with existing clients while enticing prospects. In regards to selling, Carson tells employees that one-quarter of customers make decisions based on price, and another quarter opt for product. The remaining 50 percent are relationship-driven, and that\u2019s where he wants his reps to focus. \u201cIf you can talk to them and get a product in there, and have a good company behind you, then you\u2019ve just started the relationship,\u201d he said. \u201cWe\u2019ve found that we converted a lot of copier customers to IT customers, and a lot of IT customers to copier customers, strictly because of our relationships. You want them to be able to earn the rest of that client\u2019s business where all the recurring revenue lies.\u201d Impact of Lake Forest, IL, trains all of its account managers, sales reps and solutions experts to recognize the challenges that exist in modern office and speak to the dealer\u2019s ability to help. While an initial conversation may center on MFPs, a consultation may yield that the biggest challenge a client faces is an IT issue. \u201cWe aren\u2019t looking to sell any one specific thing; we are looking to solve challenges and transform organizations, to build relationships that will last through an entire roadmap,\u201d said Jon Evans, director of solutions architecture. Some topics better lend themselves to a transition into other technologies, adds Mark Sengstock, director of enterprise solutions. \u201cSpecifically for our EPR offering, it can be challenging to segue from MFP to ERP, but for our other offerings, we can usually migrate an MIT, BPA, or D&M conversation to ERP,\u201d he said. \u201cFor example, an MIT conversation revolving around old servers can lead to replacing the current ERP that is requiring those servers remain intact.\u00a0Similarly, a customer wanting to revamp their website UX may also want eCommerce, which can lead into an ERP discussion in regards to how eCommerce would best integrate with the back office.\u201d<\/p>\n","protected":false},"author":166,"featured_media":34525,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[80,1650,82,1638],"tags":[1186,2348,3654,2242,359],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/34838"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/166"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=34838"}],"version-history":[{"count":1,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/34838\/revisions"}],"predecessor-version":[{"id":34839,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/34838\/revisions\/34839"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media\/34525"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=34838"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=34838"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=34838"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}![\"\"](\"https:\/\/www.enxmag.com\/twii\/wp-content\/uploads\/2019\/05\/Hunter-Woolfolk.jpg\")
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