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The Colortrac SALES WORKSHOP

LEADS. SPECIFICATION ?. THE DEMO ?. The Colortrac SALES WORKSHOP. MARKETS ?. 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

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The Colortrac SALES WORKSHOP

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  1. LEADS SPECIFICATION ? THE DEMO ? The Colortrac SALES WORKSHOP MARKETS ? Sales Workshop Sept. 2003

  2. 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 Sales Workshop Sept. 2003

  3. 3640e 4260e 3680e 4280e 5480e 42160C 24120 Colortrac Workshop - The Market Sales Workshop Sept. 2003

  4. 3640e 4260e 3680e 4280e 5480e 42160C 24120 Colortrac Workshop - The Market Sales Workshop Sept. 2003

  5. 3640e 4260e 3680e 4280e 5480e 42160C 24120 Colortrac Workshop - The Market Sales Workshop Sept. 2003

  6. 3640e 4260e 3680e 4280e 5480e 42160C 24120 Colortrac Workshop - The Market Sales Workshop Sept. 2003

  7. MARKETING SIDE Qualification + database update SALES SIDE call prospect to discuss needs arrange demo / collect order Send out quote and datasheet prepare and carry out demo, requote if necessary DEAD Referral, rpt business Purchase, install, train, invoice DEAD ACTIVE Colortrac Workshop - How many leads Yellow pages specialist databases exhibitions web site hits magazine ads. > 2000 as e-shots > 4000 as mailshots call centre mktg 100 QUALIFIED GOOD LEADS Call prospect to check if received Sales Workshop Sept. 2003

  8. 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 Colortrac Workshop - Leads success rate The numbers game: From 900 indications of interest only 90 ‘potential customers’ may result 10:1 10:1 3:1 3:1 This is a 900:1Operations to Sale Ratio assuming the indications of interest have been qualified properly at the start Sales Workshop Sept. 2003

  9. CALL PROSPECT TO CHECK QUOTE RECEIVED OK GOOD QUALIFICATION ! FEED BACK THE ANALYSIS OUT OF OFFICE EXCUSES TIME GOOD DEMO IN OFFICE NO / NOT YET BUDGET ? YES DEMO NEEDED BUY / DEMO ? BAD DEMO BUY GOOD DEMO DEAD BAD QUALIFICATION Colortrac Workshop - The follow up ON -SITE / DEALERSHIP? ASK FOR ORDER call prospect to discuss needs Sales Workshop Sept. 2003

  10. No streaks, reduced maintenance, reduced running costs Colortrac Workshop - Lock-outs Lockout: Advantages: Sales Workshop Sept. 2003

  11. Stable fully electronic compensation system (no motors) Colortrac Workshop - Lock-outs Lockout: Advantages: Sales Workshop Sept. 2003

  12. Less temperature and surroundings induced optical problems Colortrac Workshop - Lock-outs Lockout: Advantages: Sales Workshop Sept. 2003

  13. Low frequency of firmware upgrade (no fixing problems in the field) Colortrac Workshop - Lock-outs Lockout: Advantages: Sales Workshop Sept. 2003

  14. Sheet-feed, high accuracy console and flatbed models Colortrac Workshop - Lock-outs Lockout: Advantages: Sales Workshop Sept. 2003

  15. ScanWorks is unique because scan settings can be tested / adjusted / stored in the computer without rescanning for increased productivity Colortrac Workshop - Lock-outs Lockout: Advantages: Sales Workshop Sept. 2003

  16. Colortrac Workshop - Demonstrations Preparation: Whether it’s a scan2file or scan2copy demo ALWAYS BE READY FOR BOTHAND . . . . • Make sure the scanner, software and printer • connection have been tested completely • BEFORE the demo appointment P. 1 • 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 Sales Workshop Sept. 2003

  17. At customer site In the Demo Suite Can a demo unit be spared for 1 week? Can they come to you? I can do more demos this way ! Do they have a printer? …but not always best for the shy potential customer Can it be set up without disruption? Is the simplest way to show a new model to an existing customer Will it increase my chance of a sale? Some buyers like to visit to see the range - a trip Will it be abused with no chance of a sale? The correct choice depends on the customer! Colortrac Workshop - Onsite or offsite? Is the demonstration to be in the demo suite or at the Customer premises? P. 2 Sales Workshop Sept. 2003

  18. Good quality, accurate colour and fast. Not designed for very fine map detail reproduction set the expectation first Avoid use of Map2 as this tends to black the copy Avoid copying dark photographs as these can scan badly copy a big detail A1 at high res. normal quality colour onto matt paper - 8 mins or 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 A4 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 Colortrac Workshop - CopyWorks SCANNER + COPYWORKS P. 3 Sales Workshop Sept. 2003

  19. Colortrac Workshop - CopyWorks Always remember to: 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 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. Sales Workshop Sept. 2003

  20. Colortrac Workshop - CopyWorks AVOID . . . 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! D. Lengthy discussion over small colour deviations. It’s not perfect but it’s INCREDIBLY CLOSE, easy to use and low cost Sales Workshop Sept. 2003

  21. 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) Unique GUI + real time editing, fast and easy to use Presets to save file formats, file naming and directory placements and all scan settings Multiple users are not a problem with ScanWorks Set the viewer for 1:1 then press F9 to see colour data fly past. Use horiz. view slider Start by scanning A1 medium detail, colourful info poster at 200 dpi, speed maximum. Progress to 400 dpi 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 Colortrac Workshop - ScanWorks SCANNER + SCANWORKS P. 6 Sales Workshop Sept. 2003

  22. Colortrac Workshop - ScanWorks Know how to: 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 definition P. 7 C. 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 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 Sales Workshop Sept. 2003

  23. Refer to Apps Bulletin #26 & #27. Note: Using sliders adjustment IS NOT ALWAYS THE ANSWER If lightweight paper multi-folds in the aperture or skews Keep a clear head. This can require some practice to name and browse the files correctly PROFILING KNOW ABOUT RASTER EDITING, PREDITOR, COMPRESSION, 256 COLOURS, ICC/ sRGB AND FILE FORMATS Know the basics of colour profiling theory Colortrac Workshop - General tips PAPER LOADING TIPS P. 8 Sales Workshop Sept. 2003

  24. Colortrac Workshop - General tips • 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 P. 9 go to www.action-imaging.com Sales Workshop Sept. 2003

  25. It is crucial that it meets the spec. Can you afford not to buy into Colortrac reliability and technology ? Open Aperture, Adaptive Stitch, Electronic Stitch, Innovative sw . . . Colortrac have some unique technologies despite what the competition may say. Have you actually tried to use a Contex and listened to users’ experiences - reliability, warm-up time Have you checked out and rejected the competition ? Colortrac include the scanner software and free standard copy software with the basic scanner Is the quoted price acceptable ? WHEN DO THEY WANT IT ? Colortrac Workshop - Getting the order Does the Colortrac meet the required specification ? THE COLORTRAC WILL WIN ON MERIT. CLOSING TACTICS ARE RARELY NEEDED Sales Workshop Sept. 2003

  26. 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 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 Colortrac Workshop - FAQs 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? Sales Workshop Sept. 2003

  27. From between 1 to 5 years depending on usage 2 years Normally 2 years return to factory Very little. Perhaps the paper sensors are the most likely to be broken but only from rough treatment 1 year return to factory 3 to 5 days (5480e may be longer) 24120s are special builds (ask) Colortrac Workshop - FAQs How long will the lamps last? What is the MTTF of a Series 4? What can break on a Series 4? What is the Series 4 warranty? What is the 24120 warranty? What is the lead time for an order Sales Workshop Sept. 2003

  28. Colortrac Workshop - FAQs For the latest - see www.action-imaging.com Sales Workshop Sept. 2003

  29. Colortrac Workshop - Finding Support Documents For customer information: FAQs Sales Workshop Sept. 2003

  30. Colortrac Workshop - Finding Support Documents For customer information: Apps. Bulletins Sales Workshop Sept. 2003

  31. Colortrac Workshop - Finding Support Documents For distributor information: detailed/ confidential STEP 1 Sales Workshop Sept. 2003

  32. Colortrac Workshop - Finding Support Documents For distributor information: detailed/ confidential STEP 2 REMEMBER TO SAVE THE PDF FROM YOUR BROWSER USE RIGHT-MOUSE CLICK THEN ‘SAVE TARGET AS’ Sales Workshop Sept. 2003

  33. The Colortrac SALES WORKSHOP QUESTIONS MARKETS LEADS DEMO ORDER << PRESS THE PANEL AT ANY TIME TO RETURN TO THIS PAGE Sales Workshop Sept. 2003

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