Konica Minolta Bizhub 180 Product And Sales Manual page 72

Selling Strategies for the bizhub 180
DETERMINING IF THE bizhub 180 SERIES IS THE RIGHT SOLUTION
No two customers are identical. Each has specific needs and requirements. We can
make some generalizations about certain businesses and what the typical applications
and requirements are. By making these generalizations, we can prepare ourselves
to ask the questions best suited for that particular market. We have listed, in this
Product and Sales Guide, a few market categories that have applications suited
for the bizhub 180 solutions.
GENERAL TARGET MARKETS
Simply stated, the bizhub 180 Series should be sold to any and all customers
that fall into the following broad categories:
• Analog copier and ink-jet printer customers (lower cpc)
• SOHO (Small Office/Home Office)/workgroups in a network environment
• Existing customers needing a smaller unit for departments
• Upgrading analog systems to Digital
• Replacing Competitive Segment 1 digital systems
• Low-volume, budget conscious customers in need of duplex capabilities
• First Time buyers
• Looking to consolidate page printer volume onto a faster system
• Environments requiring multifunctional capabilities in one device
Generally, your current customers that fall into the above categories are prime
prospects for the bizhub 180 Series as replacement or additional units. However,
as discussed in the following section, targeting new prospects in specific vertical
markets can yield greater results when matching the specific strengths of the bizhub
180 Series to the unique requirements of these markets. In either case, new or existing
customers, here are some applications that these solutions can provide:
• Simple networkable printing solution
• Local "walk-up" copying capabilities
• Multifunctional capabilities in one device (copy, print, fax and scan)
64