the e-info advantage gaining the competitive edge

The E-info Advantage The E-info Advantage Gaining the competitive edge

March 14, 2006

Presentation name e-automate Users Group

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Dan DoernerDan Doerner

• Former President of Taylor Made Digital Systems, Livermore, CA

• 22 Years in the office equipment industry

• E-automate customer since 2002• Digital Gateway Senior Consultant

Professional Services Division.


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What Does E-info ProvideWhat Does E-info Provide• Internet access to your customers for all

common customer services. Now your customers can order products, enter meter readings, enter service calls, check on orders, manage their equipment assets, review expenditures, view service history, view invoices & orders, review service history, age their receivables, and more……24/7!


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Advantages of e-infoAdvantages of e-info

• Save money internally by reducing administrative tasks

• Provide a unique position in the Sales Cycle

• Communicates more “ease of use” to customers


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Reduce administrative costsReduce administrative costs• Allowing your customers to directly input service calls, supply

orders and meter readings into E-automate through the e-info portal will reduce your cost of doing business.– Inbound phone calls reduced. Substantial savings result if

customers use an 800#– Customer service, contracts and dispatch operators do not have

to manually input customer orders, meters or service calls.– Online access to open invoices reduces collection calls and

Speeds up payments.– Entry errors are reduced.


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Enter orders for suppliesEnter orders for supplies

– Intuitive interface only shows the supplies specific to the equipment they have selected.

– Custom price levels show their specific pricing whether billable, under contract or major account pricing.

– Easily enable any supply item in your inventory to be available thru E-info.

– Order is automatically entered into your E-automate system.

– Order confirmation email automatically sent to the customer.


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Place service callsPlace service calls

– Easy selection and entry from customers own equipment list.

– System number and serial number automatically provided.

– Service call is automatically entered into your e-automate system.


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Enter meter readings Enter meter readings

– System shows customers when meters are due.

– One click ease of entry.– Meter parameters prohibit bad meter

entry.– E-agent Meter request can provide direct

link to E-info


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Service historyService history(can be enabled or disabled by dealership) (can be enabled or disabled by dealership)

– View service history– Response times.– Dispatch status– Technicians name, arrival and departure

time.– Problem and solution.– Usage history for each call


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Equipment/Contract StatusEquipment/Contract Status

– On and off contract.– Installation date.– Contract or warranty expiration dates.– Meter history.


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Current balance and Current balance and account statusaccount status

– View or reprint invoices online. – View order status

• New, Picked, Shipped, Back ordered, Canceled, etc

– Order history.– Account aging report


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The Goal The Goal

• Get your existing customers to use e-info

• Convert an existing customer service rep to an e-info marketer.

• Telemarketing your existing customer base and offer the E-info service


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E-info Marketer Job descriptionE-info Marketer Job description• Give existing Customers access to E-info

– Create, maintain and secure user names and passwords

– Train customers on features and functions.– Establish customer access levels (service, supplies,

history, meters etc)

• Equipment file – Add new equipment– Ensure customers equipment is at correct location– Serial number and system number accuracy.


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E-info Marketer Job descriptionE-info Marketer Job description• Customer file.

– Bill to and ship to maintenance.– Credit and terms.– Assign and maintain customer custom

pricing levels– Maintain and update contacts, email, and

phone numbers.– Maintain and update customer type

(major account, government etc)


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E-info Marketer Job descriptionE-info Marketer Job description• Item File

– Maintain Item descriptions– Enable E-info items– Maintain related supply items to the proper equipment.– Enable and attach custom customer price levels to

supply items.– Add new supply items and price levels.

• E-info Orders– Convert e-info orders to actual sales orders.– Monitor No-charge supply orders to equipment usage.– Get meter readings for no charge supply orders– Print Picking tickets to warehouse


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E-info Marketer Job descriptionE-info Marketer Job description

• New Supply orders– Sell additional items – E-info is door opener– Add new equipment to Customers file.– Add new items and price levels– Traditional supply sales.


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E-info Marketer Compensation E-info Marketer Compensation planplan

• Based on customers usage of E-infoExample– Billable orders

• Percent of GP

– Non Billable Orders• 50-100 E-info orders per month ($$ each)• 100+ E-info orders per month ($$ each)

– Service Calls• 50-100 E-info service calls per month ($$ each)• 100+ E-info service calls per month ($$ each)


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E-info Marketer ResultsE-info Marketer Results• In the first 30 days At Taylor Made our E-info

Marketing program resulted in approximately 150 new sign ups.

• Recorded over 200 logins. • 50+ service calls placed in E-info • Averaged 10+ E-info supply orders per week.• Over 35 Online Meter readings in the first

month.


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E-info Marketer TrainingE-info Marketer Training

• Digital Gateway can provide a comprehensive training package to the individual you select for this position

• Contact DGI for additional information.


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The Sales PresentationThe Sales Presentation• E-info gives your sales team an advantage

over your competition.– In today’s competitive marketplace the difference

between the products of Ricoh, Canon, Sharp, Xerox, etc. is very minimal. They all do basically the same thing. Copy, Print, Scan, and Fax.

– Most dealers offer fast response time i.e. 4 hours– Many offer satisfaction guarantees and or service

guarantees. – They all have Knowledgeable sales reps, trained

technicians etc. etc. etc.


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Why Should They Buy From Why Should They Buy From YOU!!!YOU!!!

• What does your dealership bring to the table that the others don’t?

• What makes you different?• What Value Add can you offer?


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The Answer isThe Answer is


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The Value adds E-info bringsThe Value adds E-info brings

• Easy to do business with• Accurate Billing and Shipping• Investment in Technology• Verifiable proof of Service

Commitment


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Incorporate E-info capabilities into Incorporate E-info capabilities into BidsBids

• Taylor Made was awarded a 300K+ order from a large public utility because of the online capabilities of E-info. The customer actually listed many of the features of E-info in the bid in addition to the requirements of the equipment.


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Make your company easy to do Make your company easy to do business with. business with.

• Service• Supply Sales• Meter Reading• Account Status and History• Commitment tracking


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the e-info advantage gaining the competitive edge

Documents

einfo orders

einfo items

einfo service calls

einfo supply orders

einfo advantagegaining

einfo portal

einfo marketer results

additional items einfo