WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 1 The Colortrac SALES WORKSHOP

Sales Workshop Sept. 2003

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The Colortrac SALES WORKSHOP


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SALES WORKSHOP AIMS

• To fully recognize the market for scanners• To find the customers out there

• To raise awareness and produce some useful answers to the typical difficulties encountered when trying to sell scanners• To raise the confidence of the dealer/ distributor by building a ‘hands-on’ level of knowledge of the product• To give a successful demo - learn how

• How to follow up and get the sale


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Colortrac Workshop - The MarketBusiness Profiles for Scanning:

Marketsegments

Features

CAD/AEC,FM – FACILITIESMANAGEMENT

COPY SHOPS,CORPORATE IN-HOUSEPRINTINGGIS (non-professional)

PROFESSIONAL REPROGRAPHIC ARTS

PROFESSIONAL GIS/MAPPING,PRE-PRESS &PROOFING

Key Needs Fast batch scanning.Often work with otherapplications.Image clean up & editing.High scan speeds.Multiple file formats. e.g. PDF.JPEG

Simple copying & archiving.“Mid-Range” Quality,Productivity, Functionality.Compatibility with existingequipment.Robust operability.Good ROI

Emphasis on colourmanagement. High qualitycolour reproduction.Demanding originals.Flexibility.Capability.Productivity.

Emphasis on geometricaccuracy.High optical resolution.Post scan imageprocessing.Relatively low volume.

Functionality View, Edit, Colour Reduction,Feature Extraction, Index,Archive, EDM, Convert, Measure,Red Line, Copy, Print

View, Crop, Copy, Print,Archive

View, Edit, Copy, Print,Archive

View, Edit, FeatureExtraction, Archive,Measure, Red Line, Print

User Skills Functionality more important thanease of use - skilled users.

Unskilled and general officeusers. May have black &white scanning skills

Technically proficient &dedicated operators.Fast service response.

Technically proficient,professional operators &occasional users.

Colour Limited use of colour. Approx.match is fine

Reliable colour reproduction. Colour & Image Quality isKEY.

Limited use of colour.

Documents Engineering assembly drawingsand schematics.Utility maps & architectural plans.Often poor quality originals.

Wide range of original mediatypes and sizes includinglegal, photographic, posters,print, drawings, maps,graphics design.

Very wide range of originalmedia types and sizesincluding photographic, fineart, print, drawings, maps,graphics design, displays etc.

Information rich originals.Maps / schematics, somesatellite photography.Large oversize originals.

Pricesensitivity

Affordability is very important. Affordability is important. ROI & Cost of ownership moreimportant than price.

Specification & Qualitycome before price.

3640e 4260e 3680e 4280e 5480e 42160C 24120


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Marketsegments

Features
























Pricesensitivity



3640e 4260e 3680e 4280e 5480e 42160C 24120


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Marketsegments

Features
























Pricesensitivity



3640e 4260e 3680e 4280e 5480e 42160C 24120


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Marketsegments

Features
























Pricesensitivity



3640e 4260e 3680e 4280e 5480e 42160C 24120


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SALES SIDE

Colortrac Workshop - How many leads

> 4000 as mailshots > 2000 as e-shots

Yellow pages specialist databases exhibitions web site hits magazine ads.

100 QUALIFIED GOOD LEADS

Call prospect to check if received

call prospect to discuss needs

Send out quote and datasheet

DEAD ACTIVE

arrange demo / collect order

DEADprepare and carry out demo, requote if necessary

Purchase, install, train, invoice

call centre mktg

MARKETING SIDE

Qualification + database update

Referral, rpt business


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Colortrac Workshop - Leads success rateThe numbers game:

This is a 900:1 Operations to Sale Ratio assuming the indications of interest have been qualified properly at the start

10:1

10:1

3:1

3:1

From 900 indications of interest only 90 ‘potential customers’ may result

Out of these 90 ‘potential customers’ only 9 customer demos may be arranged

Out of any 9 customer demos only 3 will result in a further quote or verbal acceptance

Out of 3 final quotes only 1 will result in an actual sale


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Colortrac Workshop - The follow up

call prospect to discuss needs

OUT OF OFFICE

EXCUSES TIME

IN OFFICE

BUDGET ?

YESDEMO NEEDED

ASK FOR ORDER

BUY / DEMO ?

BUY

ON -SITE / DEALERSHIP?

GOOD DEMODEAD

BAD DEMO

BAD QUALIFICATION

NO / NOT YET

CALL PROSPECT TO CHECK QUOTE RECEIVED OK

GOOD QUALIFICATION !FEED BACK THE

ANALYSIS

GOOD DEMO


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Colortrac Workshop - Lock-outsLockout:

No streaks, reduced maintenance, reduced running costs

Advantages:


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Stable fully electronic compensation system (no motors)

Advantages:


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Less temperature and surroundings induced optical problems

Advantages:


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Advantages:

Low frequency of firmware upgrade (no fixing problems in the field)


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Sheet-feed, high accuracy console and flatbed models

Advantages:


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ScanWorks is unique because scan settings can be tested / adjusted / stored in the computer without rescanning for increased productivity

Advantages:


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Colortrac Workshop - Demonstrations

• Make sure the scanner, software and printer connection have been tested completely BEFORE the demo appointment

Whether it’s a scan2file or scan2copy demo

ALWAYS BE READY FOR BOTH AND . . . .

• Check the scanner stitch and redo the calibration of the scanner. Remake the CopyWorks profiles if necessary/ check them• Know what your prospect wants before arrival and have sample scan materials, printer paper ready. Make coffee tea/ refreshments available• KNOW THE PRODUCT + KNOW THE USPs

Preparation:

P. 1


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Colortrac Workshop - Onsite or offsite?

Is the demonstration to be in the demo suite or at the Customer premises?

Will it be abused with no chance of a sale?

Do they have a printer?I can do more demos

this way !

Can it be set up without disruption?

…but not always best for the shy potential customer

Will it increase my chance of a sale?

Is the simplest way to show a new model to an existing customer

Some buyers like to visit to see the range - a trip

The correct choice depends on the customer!

P. 2

At customer site

Can a demo unit be spared for 1 week?

In the Demo Suite

Can they come to you?


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Colortrac Workshop - CopyWorks

SCANNER + COPYWORKS

set the expectation firstGood quality, accurate colour and fast. Not designed for very fine map detail reproduction

copy a big detail A1 at high res. normal quality colour onto matt paper - 8 mins

Avoid use of Map2 as this tends to black the copy

Avoid copying dark photographs as these can scan badly

copy an engineering drawing - talk about PPC breakdowns 1-2 mins

(HP1050C)

Show enlargement, avoid reduction (bad on small detail)

Leave thresholding settings at middle/default levels for perfect BW copies

Finish demo with A1 glossy info-poster onto glossy paper Where possible work with A1

landscape in scanner to plot across width of 36” plotter

P. 3

A4

or


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A. Use gloss paper when copying a poster, photograph or fine detail and copy an A4 to get the demo started B. Use matte paper / low cost paper when copying engineering drawings

P. 4

C. Have examples of photographic, map, poster and engineering available and know how to get the best copy from each

Always remember to:

D. Consider starting with a small A4/A3 poster to get a fast start. Stress importance of ability to scan new documents while still printing.


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A. Reduction - especially of line drawings

B. Copying extremely fine maps where certain optimized filtering techniques may perform slightly better than CopyWorks (at a cost) Suggest Scandy as an option where necessary

P. 5

C. Taking unnecessary time adjusting the controls for mono copying - it’s not needed!

AVOID . . .

D. Lengthy discussion over small colour deviations. It’s not perfect but it’s INCREDIBLY CLOSE, easy to use and low cost


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Colortrac Workshop - ScanWorks

SCANNER + SCANWORKS

Unique GUI + real time editing, fast and easy to use

Contex need to re-scan to sharpen, change threshold, select an area, change bw points. Explain Rescan on the Scan button (developed using customer feedback)

Presets to save file formats, file naming and directory placements and

all scan settings Multiple users are not a problem with ScanWorks

Start by scanning A1 medium detail, colourful info poster at 200 dpi, speed

maximum. Progress to 400 dpi

Set the viewer for 1:1 then press F9 to see colour data fly past. Use horiz. view slider

For black and white use 200 dpi, black and white mono at max

speed, adaptive, TIFG4

Check that system will keep up with scanner, if problems reduce speed to 7 or turn off TIFG4 or Threshold in the computer

P. 6


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Colortrac Workshop - ScanWorks

P. 7

A. use ScanWorks to demonstrate the parameters required depending on the original - i.e. for a schematic in colour 150 dpi RGB, JPEG or 16 colours PNG may be all you need B. scan a fine detail map in colour 300 dpi but using colour reduction reduce file size without affecting the definitionC. demonstrate the action of Adaptive Threshold and explain how ScanWorks is radically different in the way it uses real-time virtual thresholding for black and white scans

Know how to:

D. demonstrate the power of the editor built-in to ScanWorks to clean-up colour scans as well as black and white scans - without an attached scanner


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Colortrac Workshop - General tips

PAPER LOADING TIPS

If lightweight paper multi-folds in the aperture or skews

Refer to Apps Bulletin #26 & #27.

Note: Using sliders adjustment

IS NOT ALWAYS THE ANSWER

PROFILINGKeep a clear head. This can require some practice to name and browse the files correctly

KNOW ABOUT RASTER EDITING, PREDITOR, COMPRESSION, 256

COLOURS, ICC/ sRGB AND FILE FORMATS

Know the basics of colour profiling theory

P. 8


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Colortrac Workshop - General tips

P. 9

For help with:

• scanning thin papers

• demonstrating Evolution effectively

• convincing the customer about Open Aperture

• Downloading sRGB to a scanner

• Learning about Adaptive Stitch

• Finding out more about the competition

go to www.action-imaging.com


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Colortrac Workshop - Getting the order

Does the Colortrac meet the required specification ?

It is crucial that it meets the spec.

Colortrac have some unique technologies despite what the competition may say.

Can you afford not to buy into Colortrac reliability and technology ? Open Aperture, Adaptive Stitch, Electronic Stitch, Innovative sw . . .

Have you checked out and rejected the competition ?

Have you actually tried to use a Contex and listened to users’ experiences - reliability, warm-up time

Is the quoted price acceptable ?

Colortrac include the scanner software and free standard copy software with the basic scanner

WHEN DO THEY WANT IT ?

THE COLORTRAC WILL WIN ON MERIT. CLOSING TACTICS ARE RARELY NEEDED


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Colortrac Workshop - FAQs

Colortrac recommend keeping the scanner on at all times if you expect to be scanning regularly. If turned on from cold near optimum quality results are available in less than 10 seconds with best results available by 30 minutes

This is a FireWire communication problem. Try using a 2m cable and/or increasing the memory in the computer

Should I leave the scanner ON overnight and at weekends?

My scanner keep scanning but stops sending the picture to the monitor!

Is the open aperture a dust problem?

No. Any dust build up needs to be large to cause a problem. If it is blow it away with compressed air. Maintenance is less frequent and cost free compared to aperture glass


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Colortrac Workshop - FAQs

From between 1 to 5 years depending on usage

2 years

How long will the lamps last?

What is the MTTF of a Series 4?

What can break on a Series 4?Very little. Perhaps the paper sensors are the most likely to be broken but only from rough treatment

What is the Series 4 warranty? Normally 2 years return to factory

What is the 24120 warranty? 1 year return to factory

What is the lead time for an order 3 to 5 days (5480e may be longer)24120s are special builds (ask)


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Colortrac Workshop - FAQsFor the latest - see www.action-imaging.com


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Colortrac Workshop - Finding Support DocumentsFor customer information: FAQs


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Colortrac Workshop - Finding Support DocumentsFor customer information: Apps. Bulletins


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Colortrac Workshop - Finding Support DocumentsFor distributor information: detailed/ confidential

STEP 1


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Colortrac Workshop - Finding Support DocumentsFor distributor information: detailed/ confidential

STEP 2

REMEMBER TO SAVE THE PDF FROM YOUR BROWSER USE RIGHT-MOUSE CLICK THEN ‘SAVE TARGET AS’


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The Colortrac SALES WORKSHOP

QUESTIONS

MARKETS LEADS ORDERDEMO

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