ecm sales training sample day 1
DESCRIPTION
This snipett is from our two day sales course specifically focused on how to sell imaging and it's services. (508) 637-1416 -ByronTRANSCRIPT
Byron Aulick, CDIA April Aulick, CDIA (508) 637-1416www.datavault.com
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First a thank you for attending our Scanning Business Startup Workshop
We believe NOW is the time for digital imaging!
We will provide you with the information you need to come to a decision on starting your business, or if you have an existing business, how to take it to the next level..
April Aulick • CEO & Co-‐founder • CDIA+ Certified • In the industry for more than 16 yrs
• Running a scanning dept for 15 of them
Byron Aulick • President & Co-‐founder • CDIA+, PDI+, Project+ Certified
• In the industry for 25 yrs • Involved in all aspects of EDM
What is paper? Scanning Opportunity Potential Drivers Elements Details of all phases Case Studies Pricing Profit
Research phase Looking to start a new business, getting ideas Want to know more about this type of business Seriously contemplating this type of business, need more info
Already know you want to start the business, but don’t know how to begin
Now… your turn..
Paper is a form of media that has been used to write information on since the beginning of recorded history.
Paper is the ‘expected’ media that corporate knowledge is written on.
Paper is tangible and physical. Paper is crucial to business decisions!
There is a window of opportunity for helping companies convert paper files into digital records.
Paperless; NO, but.. less paper; YES All benefits of electronic filing require scanning first !
If the Supreme Court of USA scans, the stage is set..
Industry Sub Record Types
Medical Hospitals Clinics Private Practices Dentists Pain Management Mental Health Specialties
Patient Records Progress Notes Lab Results Intake Documents
Finance Banks Credit Unions Mortgage Lenders Loan Processors
Credit Applications Credit Reports Loan Documents
Utilities Gas Co Electric Co
Service Cards Meter Reading Recordings
Retail Franchises Store HQ Stores
Financials Bills of Lading Purchase Orders Product Inventory Sheets
Professional Services CPA’s Lawyers
Contracts Corporate Records
Government Contractor’s All Types Contracts Financials Sub-‐Contracts
Education Public Schools College and Universities
Student Records HR Records
Instant messages, SMS/text messages, blogs, RSS feeds, wikis and email are yet to be managed better. These collaborative tools create content, lots of it!
There are industries that still are paper intensive: Banking, mortgage lenders, etc. – Loans need signatures
IMPROVE BUSINESS PROCESSES
Become more efficient through quicker access to records Improve customer service by having customer data instantly available Automate workflow to increase productivity Gain shared access to critical business data Make working on projects much more manageable through improved collaboration Eliminate lost or destroyed records Free up much needed floor space and replace paper storage areas with revenue generating activities Share information easier with other locations Secure and protect data assets Backup ALL company data for added protection Control and manage information
MEET COMPLIANCE REGULATIONS
Most businesses have compliance regulations to meet There are regulations at both the federal level and the state level Industry specific requirements Medical – HIPAA (Health and Information Portability Act Federal Government – EFOIA Financial industry – GLBA Fast and efficient response times to eDiscovery requests Massachusetts General Law 93h (or similar) for all businesses that sell to any resident
Streamlining business processes makes it easier to comply
(handout)
..that is the “million dollar” question! Expected Used to Comfortable with it “always done that way”
First –educate Second –identify existing costs Third –assess [or not]? Fourth –demo Fifth –case-‐studies of similar Sixth –handle objections Seventh –ask for business Lastly –refer to above!
Now they’re on-‐board..
Create /capture /acquire
Determine / apply meta
data
Control / Manage / Secure
Output / Share
Archive
Retrieve / Use /
Repurpose
CAPTURE PHASE
Pickup Document Prep Scan
INPUT PHASE
Extract Data Key Data Merge
STORAGE / RETRIEVAL PHASE
Store Access Retrieve
Enterprise Edition (Feature Rich)
Audit Trail Logging
Check-‐in and Check-‐out
Version Control
Collaboration Tool
Annotate / Redact
Workflow
Basic Edition (Limited Features)
Search & Retrieve
View, Print and Email
BOTH ARE MORE SECURE THAN
PAPER!
Users have assigned access rights
All file types allow for better file management
Automatic file purge (rules)
Search text within a
document
Easy to set policies
Search by index criteria
Jewish Vocational Services (NJ) Non-‐Profit Agency
They are a nonprofit, nonsectarian, community based, vocational, education, rehabilitation, training, health and human service agency. The mission of the agency is to help members of the community maximize their abilities and
potential and become economically self-‐reliant, productive citizens.
___________________
They started a scanning bureau with our help in February 2010. Immediately began scanning internal files.
Received their first major contract from the State of NJ in October 2010.
Network Imaging (CT) MFP Dealer (Sharp, Lexmark)
They are a 23 year old dealer servicing southern metro CT and parts of NYC. Todd is the President of BTA North East.
___________________
They started a scanning bureau with our help in April 2010. Immediately began scanning internal files.
Received their first contract from their accountant in September 2010.
STANDARD
DOCUMENT PREPARATION Hourly charge: $25 to $35 per hr
SPECIAL HANDLING Hourly charge: $25 to $35 per hr
STANDARD PAPER SCANNING Per page or image: from $.05 to .15 ea, based on volume
COLOR SCANNING Per page or image: from $.15 to .25
MANUAL INDEXING Per document set: from $.02 to .15 or per hour: $25 to $35
BASIC QC Included
BURN DATA TO DVD Per DVD: up to $25 each
PICKUP AND DELIVERY Per trip: per mile OR per trip
Pricing also varies by market
EXCEPTIONS
FLATBED EXCEPTION HANDLING Hourly charge: $25 to $35 per hr
MAGAZINES, newspapers & special items (black and white, up to 11 x 17)
Per image: $1.00 -‐ $2.00
WIDE-‐FORMAT (black and white) Per image: $1.00 -‐ $2.00 sq ft.
WIDE-‐FORMAT (gray-‐scale) Per image: $2.00 -‐ $2.50
WIDE-‐FORMAT (color) Per image: $3.00 -‐ $10.00
SPECIAL HANDLING Hourly charge: $50
DOUBLE KEY INDEXING, EXTRA QC AND RE-‐DOC PREP
Hourly charge: $25 -‐ $45
BOOKS AND OTHER
UN-‐BINDING AND RE-‐BINDING BOOKS Hourly charge: $25 -‐ $35
SCANNING BOOK PAGES Per page or image: $.15 -‐ $.50
LICENSE OR CARD SCANNING Per item: $.10 -‐ $.20
MICROFILM/FICHE/FORM Per image: $.07 to $.09
OCR TO WORD AND RE-‐FORMAT Hourly charge: $50 -‐ $75
WHAT INCOME TO EXPECT
SCANNING SERVICES ALONE, WHEN DONE CORRECTLY, CAN BRING IN A PROFIT MARGIN OF UP TO 80% LET’S SEE AN EXAMPLE
ECM Sales Training Needs Assessment Training Existing Relationships Seminars Webinars Get certified Attend local AIIM Chapter Meetings Network Bid on state and federal jobs Partner with a prime contractor
(End of day one)