exercises

The Sales Training Manual (STM)

Role Playing for Sales Effectiveness

PSLS 3440: Sales

WorldWide Distribution Company Version

Edward H. Schmidt School of

Professional Sales (ESSPS)

The University of Toledo

Revised August 1, 2018

Based on a role playing book by David A. Reid, 1999

Copyright, University of Toledo (ESSPS)

Background Materials:

Selling Copiers and Content Management via a Distributor

GENERAL INFORMATION

This manual is designed to be an integral part of your sales learning experience. It utilizes role playing, one of the most effective and commonly employed methods for developing and improving sales effectiveness. Through the use of controlled, hypothetical situations, role playing enables different types of sales behaviors and sales situations to be simulated.

In most sales role playing situations, one individual assumes the role of the salesperson and another individual assumes the role of the customer/prospect in a particular situation that might be encountered in selling. Thus, role playing offers you the opportunity, in a simulated sales setting, to apply the selling principles you’ve studied and at the same time develop needed selling skills. The high level of involvement and participation required of you in role playing will help you to better understand and remember the concepts you’ve studied and their importance in the sales process. You’ll also find that the sales and presentation skills developed through role playing will not only give you a decided edge in your first sales position but will also improve your overall communication skills.

This manual contains all the basic sales materials for our hypothetical content management (copier/software) industry. The main manufacturers of copiers for our market include Perfect Image Corporation (PIC), Sendai, National Copier Company (NCC), and Taejon. There are two distributors: Toledo Distribution Company (TDC) and WorldWide Distributing Company (WWDC). TDC distributes PIC and Taejon. WorldWide distributes NCC and Sendai. You will assume the role of a sales representative for WorldWide Distribution. You are to assume that you have been with the company for two years. As every successful salesperson knows, it is important to be thoroughly familiar with your company, its products, customers, and competitors. Therefore, you should carefully study the contents of this manual, the online websites and other materials posted to blackboard (e.g., customer background) to make sure that you have a solid understanding of the material. As in a real sales setting, advance preparation will facilitate and improve the quality of your sales efforts and their end results.

MANUFACTURER & DISTRIBUTION COMPANY BACKGROUNDS

Perfect Image Corporation

Perfect Image Corporation (PIC) has been manufacturing copiers for over fifty years. Its copiers are sold by its own sales representatives to a variety of firms ranging from small businesses to major corporations, and through some distributors in certain markets. PIC has signed exclusive distribution contracts with some distributors in certain market places.

Over the last two decades, the company has become the leader in the industry, with both sales and profits growing at an average annual rate of 9.5%. Management attributes its success to the excellent quality of its products and service and its strong commitment to customer satisfaction. In fact, this combination of excellent products and service has made the Perfect Image name synonymous with excellence in copiers.

Since its inception over fifty years ago by its founder Thomas M. Nicolson, PIC has been a recognized innovator in the industry. Its R&D efforts have yielded numerous improvements in photocopying technology. These innovations have resulted in PIC being able to offer better quality copiers that not only deliver better quality copies but that cost less to operate. Five basic models represent 90% of its sales. Its major competition comes from Sendai Corporation and National Copier Corporation (NCC) which both offer quality products and have recently become much more aggressive in their sales and marketing efforts.

As one of the industry’s leaders, PIC has consistently been at the cutting edge in introducing improved copier technology. It was the first to develop and incorporate in all its machines modular technology that significantly reduces (but not eliminate) service calls. The easily replaceable modular units slip out and slip in so that the machine is up and running again in only seconds, so that for common repairs a trained operator can quickly make the fix. Also, all of PIC’s machines benefit from PIC’s new patented extended life copy drum, which lasts three times as long as standard industry drums. Combined with PIC’s fully automated toner application system and high-volume toner supply system, PIC’s machines are designed for the long haul. As further evidence of the quality and dependability of PIC’s machines, each machine is backed by a three-year Worry-Free Warranty that provides any needed services or repairs at no charge for three years.

Locally, PIC currently sells both direct, and through TDC. The first model sells directly to the customer utilizing PIC corporate sales and service staff. The second sales model sells PIC though a distributor: Toledo Distribution Company (TDC). As of June 1, 2018, PIC will grant exclusive distribution rights to TDC in the Toledo Marketplace. This means that no other distributor, such as WWDC can sell PIC. This market place goes to the outskirts of Cleveland to the east, outskirts of Columbus to the south, Indianapolis to the west, and the Ohio/Michigan line to the north. PIC maintains a direct sales model in the area but prefers to refer to their distribution channel.

Sendai Corporation

Sendai Corporation prides itself on its service. For 31 years, Sendai has been providing high-quality, reliable copiers to business. Both sales and profits have been consistently rising at an average of 8 % annually with last year’s results setting a record high 10% increase. Sendai prides itself on its knowledge of businesses’ copier needs and its extensive knowledge of copiers. It’s major point of differentiation in direct sales comes from the fact that it is the only company service force to offer 24/7 service, providing an immediate solution to ANY service problem.

Over the past five years, Sendai has made significant investments in R&D that have paid off handsomely in technological advances that have significantly improved the quality of their copiers and led to significant cost reductions in their manufacturing processes. In fact, Sendai’s latest manufacturing facility was recently written up in the business press as a example of the manufacturing facility of the future. Sendai manufactures five basic models of copiers ranging from low-volume desktop models to high-volume console models, as well as a high end brochure copier. Its major competition comes from PIC and NCC. Lately, Sendai has noticed a concerted effort on the part of Taejon to capture share in many of its major markets.

Customers may also purchase Sendai directly from the manufacturer of World Wide Distribution in the Northwest Ohio market place. Sendai also prefers to refer customers to their distributors.

Taejon Business Machines

This year marks Taejon's 10th Anniversary in providing top technologically-advanced copiers. With the ever-changing advancements being achieved in copiers, Taejon prides itself on staying on top of the latest technology. Taejon’s focus on technology enables it to offer customers top performing copiers with the efficiency to match. WINDOWS Magazine recently placed Taejon's full-line of copiers on their "Recommended List" and "Companies to Watch" lists. Wall Street analysts predict Taejon's share price to increase by 16-18% over last year's $3.22. Taejon offers more than copiers, it offers solutions. Taejon is not sold directly by the manufacturer in the Northwest Ohio marketplace and is only available from Toledo Distribution.

National Copier Company (NCC)

National Copier Corporation (NCC) has been a force in the copier industry for 46 years. Since its initial year in business, sales have been steadily increasing with the largest gains being realized in the last three years. The reason for its success is simple: basic copiers at affordable prices. NCC can provide dependable copiers to meet demands at the lowest cost. National Copier Corporation is headquartered in Perrysburg, OH and currently serving customers primarily in the Midwest including: Ohio, Indiana, Illinois, Michigan, Wisconsin, Iowa and Kentucky. Due to its success found in these markets, plans are near completion for the expansion into all of the continental U.S. National Copier Corporation is not sold directly in the Northwest Ohio market place; it is only sold through WorldWide Distribution

Toledo Distribution Company (TDC)

Toledo Distribution Company was started in 1987 by 3 University of Toledo College of Business Administration Graduates. The company began as a distributer of copiers, of computers, printers and other office equipment. Today TDC is a $157 million minority and employee owned privately held Technology Company who distributes equipment, software, services and consulting all over the world. TDC has only experienced 1 year of no growth in its 30 year history. It is a year that the founders do not talk about. TDC has been growing at a rate of 15% a year which is 7% over the industry average. TDC is an aggressive company who prides itself on forward thinking technology products, applications and services. The company is market driven and responsive; it is one of the top ten distributers of these types of product categories nationally.

Until 2010, four copier vendors were represented in the copying and printing division. These products lines were Perfect Image Corporation (PIC), Sendai, National Copier Corporation (NCC) and Taejon. TDC felt that NCC and Taejon were not profitable and discontinued them in 2010. Toledo Distribution’s competitor, WorldWide, picked up both lines in 2010. NCC signed an exclusive agreement in 2011. TDC has since begun carrying some Taejon products again. WorldWide distribution dropped the Taejon line in May of 2017 as it did not fit into its target market moving forward to their 2020 strategic plan. Products have moved back and forth between both distributors in the past causing the customer to seek out the manufactures of the copiers as suppliers. The strategic outlook in the industry moving forward is one of stability and both distributers have contracts to carry their lines to 2025.Today TDC distributes technology offerings utilizing multiple platforms. The company evaluates new products in the areas of document management, workflow, business communication, sales force optimization and business planning and strategy.

TDC’s corporate headquarters are located in Toledo, Ohio. The company is active in the community supporting the University of Toledo and local charities. TDC recently built a new corporate headquarters and distribution center that is LEED certified. The company supports environmentally friendly and sustainable business practices. The building has been featured in architectural magazines and has won many awards, not only for its environmentally friendly design, but also for its positive impact on work flow and employee productivity. TDC values its employees and has consistently won awards for its innovative Human Resource Department and benefits offerings.

WorldWide

WorldWide Distribution Company distributes copying and printing solutions provided by NCC and Sendai. WorldWide has an exclusive to carry NCC and Sendai in the Northwest Ohio and South Eastern Michigan market. No other distributor can offer these products. It also offers content management software and consulting services.

Worldwide began as a small business startup in Bowling Green Ohio in 1990. Its 3 principles are from the northwest Ohio area and are still active in the company today. Worldwide has had a steady growth of 10% since its beginning in 1990. This growth is 2% over the industry average, The company WorldWide became a publicly traded company in the year 2000 to acquire the capital to expand its product line and market. Today the company is known selling for stable technology, software and products that have been tested by the market place.

WorldWide recently acquired and remodeled a large historic building in the Bowling Green area. The company outfitted the building with environmentally friendly and energy saving equipment and materials while still maintaining the historical charm and significance of the building. Worldwide is very involved in community outreach. The company has won awards for its recycling program and environmentally friendly policies. WorldWide makes significant investments in its employees and has an award-winning benefits program. The average tenure of an employee at WorldWide is 15 years.

WorldWide Distribution Company:

WorldWide Distribution is a leading, market driven organization. The distributor targets products and companies to distribute that are leading in technology and brand name but are stable and thoroughly tested before they come to market. WorldWide is not considered leading edge because it tends to carry products coming out of the growth phase in the product life cycle. The vendors/products that WorldWide Distribution Company represents make solid investments in research and development (2% of Sales), have a culture of stability and are conservative in the product life cycle. Product life cycles are longer due to the desire to carry market tested products with concentration on new products that are able to coexist with the older products.

Type of Customer/Service

WorldWide Distribution Company is usually at the pace of the mainstream market. The distributor markets to all types customers with and without well-trained IT personnel. Including customers who can support technology with their own IT staff and customers who may need WorldWide to supply an on sight/cloud IT department, WorldWide Distribution seeks out customers who need assistance with their products after the initial training and who do not have a large or well-trained IT staff. During the initial set-up and training on new sales or upgrades an extended service is period of 24-hour support for 180 days after the training and installation are concluded. After the 180- day extension, the normal service policy is in effect. A “we are your IT department” philosophy is key to the WorldWide Distribution Company service philosophy. The goal is be a premier maintenance and service supplier,

Products

Products carry a one-year warranty and 24-hour service. The mature product life cycle philosophy results in stable products that do not need extended service warranties. WorldWide is a service-orientated company and will service products after the manufacture’s service and support policies expire. Products can be upgraded easily and those customers who want new technology are encouraged to lease WorldWide products.

Copiers: Sendai and National Copier Corporation

Content Management Software and consulting

Sales

The role of the sales consultant is very important for WorldWide Distribution Customers. The customers see the sales person as a critical IT consultant who maintains contact well after the initial sale. WorldWide sales representatives visit customers on a monthly basis after the sale. The sales person is viewed by the customer as an extension of the customer’s IT staff; this level of contact and exchange of content is expected by the customers the distribution company targets.

Industries Served:

Healthcare

Law:

Insurance/Financial/Consulting:

Manufacturing:

COPIER INDUSTRY BACKGROUND

The copier industry is essentially comprised of fifteen companies. Four of these companies, however, account for over 70% of copier placement/sales: PIC 28.1%, Sendai 19.7%, NCC 13.3%, and Taejon 13.0%. The industry has been growing at a steady pace over the past decade. Approximately one million units were placed last year but the market is flat, and projected to decline. Content management software and consulting is where future growth will come from.

Competition in the industry is intense and manufacturers are battling to maintain their market share positions. Many manufacturers have been competing on the basis of price and service extras. In fact, price discounts of 10-20% have become fairly common. Part of the reason for the focus on price and service is that in many buyers’ eyes, there’s not much of a difference between one manufacturer’s copier and another’s. Also, the rapid technological advances that been made have resulted in so many advanced features so quickly that buyers are somewhat wary about the necessity of all these features and are not entirely “sold” on them yet.

In the past, most copier companies sold their products directly to the end user (customer). Copier features, even though “advanced,” have become very similar across competitors. This similarity has influenced the use of distributers, such as TDC, to sell copiers instead of the direct model. Distributors offer the manufacturing corporation cost efficiencies in marketing and sales. This cost advantage can offset the price discounting in the industry. In addition, distributors have multiple product lines to offer and can consult on the very best combination of copiers to do the job.

The end user (customer) has become concerned with value added features such as workflow and document management. Document management involves getting important documents to the right people in an organization and external to the organization efficiently and effectively. Document management typically uses software to provide the feature or service. For example, doctors need to sign off on patient records etc.; the doctor needs that patient record quickly. The document’s quick and efficient delivery is critical. For example, document management software can integrate with a copier to send via email.

Software also drives the need for local custom development and consulting. Manufacturers are using advanced distributors to offer these services because of the distributors’ cost efficiencies. Often staffing locally is very expensive for the manufacturer. The distributer provides these services for the manufacturers, saving them human resource costs.

Copiers and other printing devices can now be integrated with software that improves business processes and workflow. Many of the industry participants, such as the Toledo Distribution Company provide that type of software and consulting services. In addition, these distributors often provide their own service forces.

Vertical markets which are typically served by this industry are: healthcare, law, manufacturing, insurance and financial services.

DISTRIBUTION BACKGROUND AND INFORMATION

A distributor of products has agreements with multiple companies to provide these companies’ products to a business end user or retail customer. The distributor can provide many functions from advertising to logistics to selling and servicing the products. The distributor does not design or manufacture products. The distributor can have its own sales force, which operates like a traditional sales force with a wider product line. This semester you are part of a traditional sales force for the distributor. The distributor (TDC) is full service and has a good relationship with PIC Corporate and with Taejon.

The benefits of a distributor are usually :

· Wider Product Line

· Access to Complementary Products

· Lower Cost of Products

· Flexibility

· Lack of allegiance/loyalty to a product line

· Local Service

· Faster Delivery

· Knowledge about multiple products and product offerings

· A la Carte Solutions

· Can add product Lines easily and is sensitive to market wants and needs

Disadvantages of a Distributor are usually:

· Lack of deep product knowledge because the distributor represents multiple products

· Lack of loyalty to a particular product

· Lack of research and design influence and control regarding the product as it does not develop and manufacture the product. This may affect some customer solutions that require product alterations.

· Lack of focus (too many choices to sell)

· Focus on what sells easiest

· May drop a product line quickly

· May have to go to the manufacture of the product for service answers etc

· Must follow the manufacturer’s polices (no changes)

EMPLOYEE OWNED COMPANY

A privately held employee owned company does not sell stock publicly. Often stock is offered as a part of the employees’ compensation plan. Public companies tend to be better funded and because of this funding have power in the marketplace. This power can come in the form of better products, more marketing, corporate expansion and the ability to cut price. Public companies give up control and are usually directed by profits and their stock holders. Employee owned companies have control and flexibility in their dealings and business practices. Personnel, because of their ownership are often more dedicated than their publicly owned counterparts. Funding to reinvest in the company can be an issue as this affects research and development, marketing and expansion.

GREEN COMPANIES/SUSTAINABILITY/ENVIRONMENTALLY FRIENDLY

“Going green” or being environmentally friendly means having polices to reduce waste and recycle. This can take many forms. The printing industry recycles and reuses paper and ink cartridges. Organizations can donate leftover / unused food from their corporate cafeterias to homeless shelters and food banks. Logistics can be used to make deliveries more efficient. Some organizations purchase items made from recycled materials such as carpet and office furniture. Whatever form “going green” takes the main idea is that the organization has initiative to reduce waste, make environmentally responsible decisions. TDC boasts a Leeds certified environmentally friendly plant, and offers recycled products (toner, paper). In addition, helping firms to reduce or eliminate paper files can be considered environmentally friendly.

CONTENT MANAGEMENT

Content management refers to written documents and media produced by an organization in the process of doing business. Document management if a part of content management. Content can be marketing materials, polices, customer documents, cases, videos etc. Some content such as medical records, human resource documents, legal cases and paperwork have retention and destruction laws and requirements. Content management systems (software) establish retention and destruction (purge) rules so that documents can be managed efficiently. Content that is shared by multiple sources is routed and protected by editing, viewing, security and routing rules. Library services helps to organize and catalog documents for retrieval, storage, access and verification of edits via tracking different versions. For instance, a law firm would benefit from cataloging a client’s cases and corresponding documents for easy retrieval and efficient case management. Manufacturing firms could use library serv ices to catalog and document revisions to product specifications. Workflow helps route, edit, obtain approvals and share documents involved in a project, case, production process or used during business operations. Storage, disaster recovery and back up methods are typically provided by a computer hardware vendor. Disaster recovery plans are a consulting project and are a part of content management services. Content can be shared internally and externally subject to security rules by user, document type and use. A hospital may share a patient record to a specialist based on patient permission and hospital privacy rules. A law firm may provide case documents into the court system. Managing content enables an organization to be efficient and competitive based on the ability to access and manage knowledge in the process of serving customers and engaging in business practices.

GENERAL PRODUCT INFORMATION

On the surface, a photocopier, or copier as it is more commonly referred to, is a straightforward piece of equipment. It is basically a machine that is used to make duplicates or copies of various types of written or printed material.

Typically, the copiers that most individuals encounter are so easy to use that they never really think about how the machine works or the technology that’s involved in the photocopying process. However, copiers are complicated pieces of equipment and are becoming even more so as technological advances continue to be made. The “paperless” society, which computers were supposed to create, has yet to materialize and its not likely to occur for many years to come, if ever. In fact, the copier today more than ever before is an essential part of any modern office. But, in general, as any good copier salesperson will tell you, buyers don’t care how their copier works just as long as it does work when they need it.

While copiers have gotten more complicated over the years, the key components of any copier continue to be the copy drum, the optical system, and the toner application system. The copy drum is an electrically charged metal drum on which the optical system projects the image of the document being copied. Wherever the light hits the drum, the charge disappears so that only images of the document’s dark parts remain charged on the copy drum. Toner powder (which is basically ink) from the toner application system is attracted to the charged images on the copy drum and then transferred to a blank piece of paper. Heat is then used to bond the powder to the paper.

Through the addition of microprocessor chips, today’s machines can economically, electronically control a variety of advanced convenience features such as automatic exposure, automatic paper selection, and electronic image editing. These microchips also allow for the integration of software and networked copiers and computers.

SOME COPIER TERMINOLOGY

Automatic Document Feeder - a device that holds a stack of originals and feeds them automatically (one at a time) to the copying machine for copying. Document feeders vary in terms of the number of originals that they can hold.

Automatic Duplexing - refers to the ability of a copying machine to automatically produce two-sided copies in one step rather requiring the use to manually re-feed the copies in order to copy on both sides.

Automatic Exposure - this feature means the copier is able to scan an original document and automatically select the correct exposure.

Automatic Paper Selection - this feature means the copier scan the original document to determine what size paper is needed and then automatically selects the proper paper size.

Automatic Recirculating Document Feeder - this device feeds two-sided originals to the copier for copying, then, re-circulates them back to the feeder so the second side of the original can be copied. Allows copies to be made from two-sided documents without the user having to flip the page over to copy the back of the document.

Computer Form Feeder - a device that is used to feed computer forms to the copier for copying.

Electronic Image Editing - machines equipped with this feature can electronically edit (alter) an original document so as to copy only certain portions of the original without actually altering or destroying the original.

Finisher - a device for stapling copies. Often part of the bin sorter unit.

Limited Duplexing - in some cases, machines that are not specifically designed for two-sided copying may be able to do so (on a limited basis) by using the sheet bypass.

Network Interface Card - local/wide area network (LAN/WAN) card to connect copiers to the network so copiers and computing devices can communicate. Copiers can send jobs (copy, scan, print, and fax) to other networked copiers and computing devices across local and wide area networks worldwide.

Scan to Email: documents are scanned by the copier and routed to an email address instead of being printed.

Semiautomatic Document Feeder - a device that enables the user to feed a document to the copier without having to lift the cover of the copier.

Single Sheet Bypass - a device that allows a user to bypass the normally used paper cassette feeding system and hand feed the material to be copied on. For example, if instead of a plain paper copy of a document a person wanted a copy on letterhead, then the person would simply feed the letterhead through the single sheet bypass and the copy would be made on the letterhead instead of the regular copy paper.\

Two-Page Separation (Dual Page Copying) - a feature that allows the user to get a copy of each page of an open book without having to flip the book around.

User and Service Diagnostics - copiers that offer both these features are able to monitor, diagnose, and inform the user of the copier’s status and/or problems. This is done through either words, symbols, or codes.

Content Management Software

JOB DESCRIPTION

Position:

Distributor Field Salesperson

Northwest Ohio

Summary of Responsibility:

Sell photocopiers, software and other business process and workflow technology to various organizations and major accounts in northwest Ohio territory.

Specific Responsibilities:

Cover Defiance, Fulton, Henry, Lucas, Ottawa, Sandusky, Williams, and Wood counties calling on firms in those areas. Meet quota projections. Generate new customers. Build existing customers. Develop appropriate sales materials as needed. Work product shows and industry conventions. Report on competitive activity. Call on major accounts. Make demos, surveys, and proposals, enter orders and follow through with order entry system. Assist customers with product and delivery problems. Provide customer use training. Report calls and sales activity. Suggest new products.

Reporting Structure:

Reports to Distributor Sales Manager.

Knowledge, Skills, and Experience:

Requires a BBA and college-level sales coursework OR experience in selling. Good verbal and written communication skills an asset. High level of motivation and strong work ethic a must. Strong business understanding. Extensive training program provided.

Commission is paid on the profitability of the machine sold.

1. Cost is usually estimated at 60% of retail (list) price.

2. Sales representatives receive a 25% commission on gross profits.

WorldWide Distribution Company

Sendai Copiers

National Copier Corporation

Content Manage

SERVICE POLICIES

WorldWide Company follows the service and warranty policies of the manufacturers at no additional cost to the customer. A la Carte, service options and technician upgrades are purchased at an additional fee. These upgrades and fees are as follows.

Every product and software carry 24-hour service for 180 days after the installation is completed. After the 180-day period, the manufactures policies or purchased service agreements are in affect.

24 Hour Service on Older Machines Outside of Manufacturer’s Warranty: 7% of the initial sales price. Can be purchased at any time. Three-year term for the same machines if purchased after the first year of ownership. Five-year term if purchased at the time of the sale. The fee (7%) is a one-time fee-there are no recurring fees during the 3 and 5 year terms.

Additional Year of Warranties: Parts, service charges and travel are included. The yearly fee is 2% of the initial purchase price. One-year terms only. No credit if warrantee is not “used”. Terms can be renewed at the same price.

Service Personnel

Level 1 Technician

All normal service plans include a basic technician trained in the manufacturers’ products they represent. This type of technician has at least 1-year experience and has completed the manufacturers’ and WorldWide’s training programs. A basic technician does warranty work. If a Level 2 technician is requested, a cost of $75 per hour will be billed to the customer. Alternatively, additional years of warranty can be purchased with master technician coverage at an additional 1% charge per year (or 1% on an included warranty).

Level 2 Technician

This technician has 10+ years of experience in the products they service. A level 2 technician also can provide engineering and design services. This technician bills additional hours at $150 per hour with a 10% discount of blocks of 20 hours.

Level 3 Technician

This technician has at least 10 years’ experience, provides engineering and design services, and provides project management services. A level 3 technician has completed an additional 50 hours of training in systems design and project management. The level 3 technicians bill additional hours at $200 per hour with a 10% discount of blocks of 20 hours. The level 3 technician is doing advanced IT work and would not make routine copier service calls.

Information Technology Department Outsource: WorldWide Distribution will dedicate a team of technicians and systems analysts to manage your information technology needs offsite.

POLICIES PERTINENT TO NATIONAL COPIER CORPORATION AND SENDAI CARRIED BY WORLDWIDE DISTRIBUTION COMPANY

Pricing and Pricing Polices

NATIONAL COPIER CORPRATION (NCC)

SERVICE AND OTHER POLICIES

Warranty

NCC offers a standard 1-year warranty on every copier.  This includes all repairs and maintenance calls to be free of charge for the 1-year time period of the warranty.  Additional annual service contracts are available.

Help the environment and save money with our Toner Recycling Program!

Because we at NCC care about the future of our environment and believe that every one of us can make a difference, NCC has developed a program that will foster recycling.  Not only will you be doing your part for the conservation of the environment, but you will also be saving money at the same time!  For every toner Cartridge you return, we will send you a check for $5.

· Low shipping costs due to proximity to customers...We can ship you everything at a less than everything price. FREE SHIPPING AND RETURNS

· The purchase of optional accessories such as cabinets, document feeders, or sorters, enables future discounts, based upon the amount of the purchased accessory. (3 or more 5%)

· Purchases of paper, toner cartridges, and staples in units of 5 (i.e. 5 boxes of paper), receive the 6th at no charge

· Free Shredders With Each NCC Copier

SUPPLIES (National Copier Corporation)

All supplies use recycled materials.

8 1/2" x 11" 20 lb Bond Paper (5500 Sheets)			$30
11" x 17" 20 lb Bond Paper (5500 Sheets)				$35
Brochure Paper (5500 Sheets)					$55
Staples(Box of 1,000)					$5
Paper Hole Punchers						$5
Universal Black Toner Cartridges				$10
Universal Red Blue Black Toner Cartridges				$15

Universal True Color (Picture Quality Cartridges $35 Trade In Values (Used to reduce sales quotation of National Copier Corpoation Machines) Low Volume (No Cabinet) $350 Low Volume (With Cabinet) $400 Medium Volume No (Cabinet) $500 Medium Volume With Cabinet $ 600 High Volume $1000 High Volume Color $1,500 Refurbished Machine Pricing No Trade In Values on Refurbished Machine quotations NCCMN02 $1,000 NCCMN04 $1,500 NCCMNO7C $2,500 NCCMNO01C $8,000 NCCMN004C $10,000

National Copier Corporation Copiers

NCC MN02

Type	Desktop
Letter size CPM	15
1st Copy Speed	6.5 Seconds
Monthly Volume	3,000
Maximum Copy Size	11"x17"
Enlargement/Reductions Capabilities	65%-121% in 1% increments
# of copies	1-99
Paper	Dual Cassettes 250 Sheets
Automatic Exposure	No
Dual Color Copying	No
Warranty	1 year
Cabinet	n/a
10 Bin Sorter	n/a
20 Bin Sorter	n/a
Color Toner	n/a
Auto Document Feeder	Optional
Semi-Auto Doc Feeder	na
List Price	$1,600

 

NCC MN04

Type	Desktop
Letter size CPM	19
1st Copy Speed	6.0 Seconds
Monthly Volume	10,000
Maximum Copy Size	11"x17"
Enlargement/Reductions Capabilities	Enlargement 121% 129% 141%  Reduction 61% 65% 74% 79%
# of copies	1-99
Paper	Dual Cassette 250 sheets single sheet bypass
Automatic Exposure	No
Automatic Duplexing	No
Dual Color Copying	No
Warranty	1 year
Cabinet	n/a
10 Bin Sorter	n/a
15 Bin Sorter	n/a
20 Bin Sorter	n/a
Finisher	n/a
500 Sheet Paper	Optional $150
1000 Sheet Paper	Optional $250
2000 Sheet Paper	n/a
Color Toner	Optional $100
Auto Document Feeder	n/a
Semi-Auto Doc Feeder	Optional $350
Image Editor	n/a
List Price	$2,300

 

NCC MN07C

Type	Desktop
Letter size CPM	25
1st Copy Speed	5.5 Seconds
Monthly Volume	45,000
Maximum Copy Size	11"x17"
Enlargement/Reductions Capabilities	Enlargement/Reduction 64% to 141% in 1%incremtents and preset ratios
# of copies	1-99
Paper	Dual Cassettes 250 Sheet single sheet bypass
Automatic Exposure	No
Automatic Duplexing	No
Auto Margin Adjust	No
Dual Color Copying	No
3-Way paper Feed	Yes
Warranty	1 year
Cabinet	n/a
10 Bin Sorter	n/a
15 Bin Sorter	n/a
20 Bin Sorter	n/a
20 bin Sorter w/sta	n/a
25 Bin Sorter	n/a
25 Bin Sorter w/sta	n/a
Finisher	n/a
500 Sheet Paper	n/a
1000 Sheet Paper	n/a
1500 Sheet Paper	Optional $500
2000 Sheet Paper	n/a
Color Toner	n/a
Auto Document Feeder	n/a
Auto Paper Folder	n/a
Semi-Auto Doc Feeder	n/a
Image Editor	n/a
List Price	$3,490

 

NCC MNO01C

Type	Console
Letter size CPM	37
1st Copy Speed	6.9 Seconds
Monthly Volume	45,000
Maximum Copy Size	11"x17"
Enlargement/Reductions Capabilities	Enlargement/Reduction 64% to 141% in 1%incremtents and preset ratios
# of copies	1-999
Paper	Dual Cassettes 250 Sheet single sheet bypass
Automatic Exposure	No
Automatic Duplexing	Yes
Auto Margin Adjust	No
Dual Color Copying	No
3-Way paper Feed	Yes
Auto Paper Select	No
Auto Enlgmt/Rdctn	No
Warranty	1 year
Cabinet	n/a
10 Bin Sorter	n/a
15 Bin Sorter	n/a
20 Bin Sorter	Yes
20 bin Sorter w/sta	n/a
25 Bin Sorter	n/a
25 Bin Sorter w/sta	n/al
Finisher	Optional $250
500 Sheet Paper	n/a
1000 Sheet Paper	n/a
1500 Sheet Paper	n/a
2000 Sheet Paper	Optional $500
2500 Sheet Paper	n/a
Color Toner	Optional $100
Auto Document Feeder	Yes
Auto Paper Folder	n/a
Semi-Auto Doc Feeder	n/a
Image Editor	n/a
List Price	$12,400

 

NCC MN004C

Type	Console
Letter size CPM	49
1st Copy Speed	4.5 Seconds
Monthly Volume	52,000
Maximum Copy Size	11"x17"
Enlargement/Reductions Capabilities	Enlargement/Reduction 64% to 200% in 1% increments
# of copies	1-999
Paper	Three Cassettes 500 Sheets single sheet bypass
Automatic Exposure	No
Automatic Duplexing	Yes
Dual Color Copying	Yes
Auto Margin Adjust	No
Diagnostic System	No
5-Way paper Feed	No
Auto Paper Select	No
Auto Enlgmt/Rdctn	No
Warranty	1 year
Cabinet	n/a
10 Bin Sorter	n/a
15 Bin Sorter	n/a
20 Bin Sorter	n/a
20 bin Sorter w/sta	n/a
25 Bin Sorter	Yes, and a 2nd one optional
25 Bin Sorter w/sta	Optional $500
Finisher	n/a
500 Sheet Paper	n/a
1000 Sheet Paper	n/a
1500 Sheet Paper	n/a
2000 Sheet Paper	Optional $500
2500 Sheet Paper	n/a
Color Toner	n/a
Auto Document Feeder	Yes, 50 pages
Auto Paper Folder	n/a
Semi-Auto Doc Feeder	n/a
Cover Insertion	Yes
Sheet Insertion	Yes
Image Editor	Yes
List Price	$15,150

Sendai Copiers

Additional Sendai Services Provided By WorldWide (Utilizes World Wide Personnel and Technology)

· 24*7 on-site service and hotline 1-800-SENCARE  (Routed to WorldWide)

· Free, routine copier "checkups" – Semi-annual

· All-encompassing warranty covers all routine maintenance, repairs and service calls for 1 year.  Additional service plans beyond the 1-year coverage are available at a GREAT price!

· Interactive customer service web page 

· Service manual online

· List of error and service codes for different models 

· Free customized training on purchased model(s)

· Advanced seminars and workshops (nominal fees)

· Consulting services to assess your copier needs

· Outsourcing assistance 

· Used equipment - low priced refurbished Sendai copiers available through monthly auctions

· Preferred Customers may purchase the Sendai Plus Card for Priority Service - guaranteed overnight shipping on out of stock parts, priority status, enhanced replacement machines, and assigned service technicians. 

WorldWide Sales Policies Sendai Machines

3. Orders must be in writing to be valid. All details regarding price, discounts, and delivery times must be specified.

4. Salespeople are authorized to offer price concessions up to 10%. Price concessions exceeding 10% may only be authorized by your District Sales Manager.

5. All orders are shipped from the nearest local warehouse and are shipped via common carrier.

6. Trade In Value is usually estimated at 60% of retail price.

7. Sales representatives receive a 25% commission on gross profits.

Sendai Quantity Discount Schedule* for 1000, 2750, & 450ZF

Quantity Discount %

2-5 8%

6-8 12%

9-12 14%

13-20 16%

21 or more 21%

Sendai Quantity Discount Schedule* for 5100 & 5500

Quantity Discount %

2-5 10%

6-8 12%

9-12 16%

13 or more 20%

*Discount is off retail price of copier only.

Prompt Payment Terms

2/10 net 30 days

Service Response Time

You can be assured to get a fully-qualified, capable, and knowledgeable Service Representative on every call.  Every employee at Sendai goes through a comprehensive factory training program (1 year Mentor Program) to provide the best possible service.  This training program partners up the new representative with an experienced Sendai representative.  This process guarantees prompt, professional service in every service call thus ensuring optimum efficiency and productivity of our customers.

For all emergency repairs, we promise a response time within 2 hours.    If your copier cannot be fixed on site, a free replacement is guaranteed within 1 business day.

Leases

Sendai offers multiple operating lease options. Leases are for three, four or five year periods. Prices listed in the standard price sheets are for five-year leases. The rate for anything less than five years is calculated by simply adding 12% to the rate charged for the five-year lease. Sendai offers all standard maintenance and repair on leases for the first year. Three year leases are required to make an upfront payment of half the cost of the second and third year service contract, while four- and five-year leases are required to make an upfront payment of 75% of the cost of a service agreement for each additional year beyond the first year. This pre-payment then covers the machine(s) under the same policy as our standard service contracts for the length of the lease.

Returns

Sendai will accept returned equipment for up to four weeks after delivery.

Trade-Ins

Trade-ins are accepted for all brands of copiers. The value of the trade-in for Sendai is based on straight line depreciated value (based on an average five-year life). Please See Trade in Value. Other machines

Warranty

All-encompassing warranty covers all routine maintenance, repairs and service calls for 1 year.

Refurbished Machines 

Sendai does not sell refurbished machines

		Sendai Corporation
		Master Price List - Effective 5/9/2014
							List	Monthly*
Copiers
Model
SEN1000							$3,229	$70
SEN2750							$5,091	$110
SEN450ZF						$8,253	$180
SEN5100							$13,427	$294
SEN5500							$18,940	$412
SEN5750							$22,468	$489
Optional Accessories
Automatic Documents Feeder					$1,382	$29
Electronic Image Editing					$789	$17
10 Bin Sorter						$779	$17
15 Bin Sorter						$1,176	$25
20 Bin Sorter						$1,661	$36
25 Bin Sorter						$1,985	$43
25 bin Sorter w/Stapler					$2,352	$51
Finisher							$1,225	$26
1000 Sheet Paper Deck					$1,078	$24
2000 Sheet Paper Deck					$1,465	$31
Coin Operation Option					$314	$7
Key Counters						$74	$2
Key Counter Sockets					$30	$1
Cabinet(SEN1000)						$176	$4
Cabinet (SEN2750)						$216	$5
Cabinet (SEN450ZF)						$265	$6
*Figure under lease column represents monthly amount for that item for a 5 year lease. Shorter leases will cost 12% more.

Supplies
8 1/2" x 11" 20 lb Bond Paper (5500 Sheets)			$59
11" x 17" 20 lb Bond Paper (5500 Sheets)				$78
Brochure Paper (5500 Sheets)					$118
Staples(Box of 1,000)					$15
Paper Hole Punchers						$15
SEN1000 Black Toner Cartridges
(2/carton; 5200 copies per cartridge)				$54
SEN 1000 Color Toner Cartridges - Red, Blue
(2/carton;5200 copies per cartridge)				$83
SEN2750/SEN450ZF Black Toner Cartridges
(1 cartridge = 25,000 copies					$132
SEN2750 /SEN450ZF Color Toner Cartridge - Red, Blue, Green
(1 cartridge = 25,000 copies)					$176
SEN5100 Black Toner Cartridge
(1 cartridge = 40,000 copies)					$142
SEN5100 Color Toner Cartridges - Red, Blue, Green
(1cartridge = 40,000 copies)					$176
SEN5500 Black toner Cartridges
(1 cartridge = 50,000 copies)					$157
SEN5500 Color Toner Cartridges
(1cartridge = 50,000 copies)					$196
SEN5750 Black Toner Cartridges
(1 cartridge = 60,000 copies)					$221
SEN5750 Color Toner Cartridges
(1 cartridge = 60,0000 copies)				$270
Annual Service Contracts
(Includes all labor and parts)
SEN1000 - 6 service calls per year
(includes 40,000 copies;40,000+ copies @ .009 cents per copy)		$412
SEN2750 - 6 service calls per year
(includes 50,000 copies;50,000+ copies @ .009 cents per copy)		$515
SEN450ZF - 6 service calls per year
(includes 160,000copies;160,000+ copies @.008 cents per copy)		$931
SEN5100 - 10 service calls per year
(includes 250,000 copies;250,000+ copies @.006 cents per copy		$1,348
SEN5500 - 12 service calls per year
(includes 300,000 copies: 300,000+ copies @.006 cents per copy	$2,205
SEN5500 - 16 service calls per year
(includes 500,000 copies;500,000+ copies @ .005 cents per copy)	$3,185
SEN5750 - 16 service calls per year
(includes 700,000 copies;700,000+ copies @.004 cents per copy		$5,145
Sendai Plus Card Desktop (5 years)				$490
Sendai Plus Card Console (5 years)				$1,960

ADDITIONAL WORLDWIDE POLICIES

Company Sales Policies

All orders must be in writing with details pertinent to the sale such as price, discounts, and delivery.

All orders are shipped from the nearest local WorldWide Distribution Company warehouse and are shipped via common carrier.

WorldWide will honor most institutional purchasing policies such as most favored nations clause, and other industry standards.

WorldWide will accept returned equipment for up to 12 weeks after delivery.

Contracts are subject to the State of Ohio Laws; Disputes will go mediation.

Trade-Ins

WorldWide accepts any machine on a trade in.

National Copier Corporation and Sendai Machines

The value of the trade-in is based on straight line depreciated value (based on an average five-year life) for NCC and Sendai Copiers only. However, WorldWide is able to buy-back at current market value (generally copiers depreciate at 20% per year for four years. After four years, the value is considered salvage and is set at 8% of the original list price of the machine. These trade-ins are rehabilitated and sold in the used machine show room.

Machines Not Carried By NCC

$500 per machine regardless of condition, $500 can be applied to quotations on machines(hardware)

Software Upgrades: Transfer of data at no charge if current software is 5 years old or less. If the software is greater than 5 years old data transfer fee applies.

Charitable Donations:

WorldWide has a charitable Donation Program. The amounts below represent the value of the donation to the charity. The donation value will NOT be used to reduce any current sales quotation. The amounts below represent what the charities report to the IRS.

Low Volume Machines $800 per machine

Medium Value Machines $1,500 per machine

High Volume Machines (3 Color and black and white) $3,000

High Volume Machines (Brochure copiers; full color) $3,500

Sales Discounts For WorldWide Distribution Company

All National Copier Corporation and Sendai Normal Volume Discounts Apply

10% off List for machines and accessories

3% off ink toner and paper

1% on additional service and consulting fees

2/10 Net 30 on payment

Content Management Software Pricing

Required Fees

Scan to Email One-time Fee $1,000

Pre-Installation Discovery $2,400

Software (Unlimited users and documents) $50,000

Design (10 Hours) $4,400

Testing and Installation (20 Hours) $6,500

Basic Service Included

3 Year Service Contract (24 Hours) Included

Online Support and Customer Knowledge Base Included

Code Warranty 3 Years

Standard Contract Language Included

Data/Content Transfer/Import (Less than 5 years Old) Included

Optional

Additional Consulting and Design Services At WorldWide Rates

Mix of Machines (Sendai and NCC) Link $3,500

Data / Content transfer/import Over 5 years old $3,500

Custom Contract Language $300/Hour 3 hour minimum

IT OUTSOURCE

Level 1 Technician $5,000 yearly

Level 2 Technician $10,000

Systems Analyst $15,000

(All It personnel are licensed bonded and insured by WorldWide Distribution)

Back-Up Recovery Disaster Coverage $2,500 per year

Content Share (World-Wide Distribution)

Administration: Decentralized. Specific Power Users can decide security and permissions. Organization sets up rules.

Security: 1 to 3 tier: Password, security questions, simple encryption

Multiple document types and media: Microsoft office products, video, sound, computer animation, CAD and more.

Input from multiple sources: Mobile, scanned, external organization by permission

Share and collaborate: by permission, by document type, by document use

Idea copywrite: Log ideas and notes to protect intellectual property from inception of idea to finished document.

Electronic Signatures

Library Features: library creation, version, volume, store and share. Edit and version tracking; integration into service department knowledge base.

Reproduction: reproduce content to paper, file etc.

Document security: protect and store original documents and convert to PDF

Storage: cloud, warehouse, on or off site, disaster plans, and disaster recovery

Purge: Rules set up by organization, confirms to legal requirements by document type.

Use and access: Permissions and rules set up by your organization. Supports legal requirements by document type

Off site Administration by WorldWide Available: See WorldWide Sales For Pricing

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