A Competitive Advantage for Professionals -...
Transcript of A Competitive Advantage for Professionals -...
A Competitive Advantage for Professionals Both individuals and companies benefit from the variety of professional education programs offered through Ricoh University. Our programs offer many distinct advantages that are beyond compare. All Ricoh University Programs assure the highest level of quality and relevance. Partner with Ricoh University to develop long-term strategies to meet your education needs for success.
• Progressive, Flexible Training System - Sales and Service
• Expansive Curriculum - Sales, Technology and Professional Skills Development
• Easy to Do Business With - Online Enrollment • Top Ranked Train-The-Trainer Program
Valued Education “Over the years I’ve attended many training programs, both in this industry and outside, and never have I attended one that was more cohesive and enthusiastically taught as yours.” - Student Feedback - “...This was a great course at the right time in my career at Ricoh. I thanked my manager for sending me.” - Student Feedback -
Industry Focused Courses at Ricoh University blend product information, selling techniques, success stories and proven field strategies. Ricoh University provides sales and service staff the opportunity to balance the time spent on education with the time spent with customer service. Programs focus specifically on skills needed to succeed in the Office Products Solutions Market.
Learning Strategy
Balanced Education We at Ricoh University strive to offer courses in a blended learning environment which includes both instructor-led training and computer-based courses when classroom hands-on exercises and/or live instruction is not required. This mix of delivery methods enables students to get the education needed, while limiting time away from our valued customers.
“I have already begun implementing some of the tools I brought back from class. During a recent canvass call I was able to exhaust all of her put-offs and secure a follow-up appointment that in the past would have had me tucking tail and scurrying away empty-handed.” - Student Feedback -
Ricoh Four Floor Strategy
Planned Growth and Development
First Floor This first level will prepare students to connect products in order to expand customer solution options. Second Floor Customer needs now require familiarity with network terminology, Windows printing solutions and network integration possibilities. Third Floor Document volume now expands to include high volume printing, enterprise printing and specialty printing, such as, host printing and variable data capture. Fourth Floor Sophisticated customer needs involve enterprise-wide document management solutions. Multiple departmental applications must be considered along with a mastery of consultative selling skills.
The Office Productivity Solutions Market is undergoing a transformation and customers are demanding an increased level of sophistication from the vendors who offer document management solutions. The Ricoh Four Floor Strategy provides the framework for the progressive shift from standalone unit sales to enterprise-wide document management systems. Ricoh University has embraced this model to assist Sales and Technical Professionals in designing their education path so they can progressively increase the skills and knowledge needed to recommend increasingly complex solutions. Similar to a college degree both sales and technical students can advance through levels of the Four Floor Model by obtaining the appropriate number of credits at each level.
62 Credits Total
Year 1 Year 2 Year 3 Year 4 Year 5+
Fourth Floor15 Credits Needed
5 Year Career Training Path
Third Floor15 Credits Needed
Second Floor15 Credits Needed
First Floor17 Credits Needed
62 Credits Total
Year 1 Year 2 Year 3 Year 4 Year 5+
Fourth Floor15 Credits Needed
Fourth Floor15 Credits Needed
5 Year Career Training Path
Third Floor15 Credits Needed
Third Floor15 Credits Needed
Second Floor15 Credits Needed
Second Floor15 Credits Needed
First Floor17 Credits Needed
First Floor17 Credits Needed
Core Skills Specialty Sales/Product Softskills Certifications For more information and course descriptions visit http://www.ricohuniversity.com
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Standalone DevicePPC (AD/BC Conversion)
Printing SolutionsMFP/Printer & Solution S/W, Consultation
Document SolutionsDocument Management S/W, eCabinet,Consultation, Customization
Network Connected DeviceMFP, Printer, Scanner, Utility
Sales
• Sales Reps need to initially focus on standalone devices and small workgroups that meet basic customer needs.
• Sales reps then need to work with customers to network devices and recommend software applications.
• Networked customers now need to address their needs for hardware, software and custom applications.
• High level sales involve enterprise-wide document management solutions and must integrate hardware and software solutions to meet customer applications.
Sales Education Path
“This was the best sales class I have ever taken in my 11 year career in the industry.” - Student Feedback -
For more information and course descriptions visit http://www.ricohuniversity.com
Sales Professionals Students progress through the Four Floor Education Path through a combination of suggested core technology focused training, sales education, professional development offerings and industry certification programs.
Elements of Success,
Small WorkgroupSelling
Sales Dev.Training Program,Digital Cop/Fax,Basic Network,Understanding
Color
Connecting withCustomers,Discovering
BusinessDocuments
1
ProductionSelling
StrategiesPresentation
Skills
ImageManagementCertification
MultifunctionProd. Solutions,
SellingDocumentSolutions
2
Selling Host Printing,
MicroPress
High Volume,Wide Format
Controller
Capturing TotalDocument
VolumeNetwork+Server+3
ConsultativeSelling,
AdvancedVertical Market
AdvancedDocumentSolutions
Negotiating CDIA+4Floor Core Specialty Softskills Certification
Sales Engineer Sales Engineer Professionals A Sales Engineer blends technical expertise and refined consultative sales skills to “bridge the gap” for existing and potential customers. Both sales and technical skills development are essential to the ongoing success of the Sales Engineer.
• Sales Engineers need to understand the technical aspects of a solution sale.
• The involvement of the Sales Engineer provides credibility to the sale from a technical standpoint.
• Sales Engineers also provide technical information and support to sales teams.
• They need to develop skills to successfully position solutions throughout the Four Floor Model.
Sales Engineer Education Path
For more information and course descriptions visit http://www.ricohuniversity.com
Service Plus,Presentation
Skills
Digital Cop/Fax,Discovering
Business Docs.
ProductionSelling
StrategiesA+1
Fiery,Security (1+2),
Selling Doc.Solutions
Communication,Personal Dev.
Network+,Image
ManagementCertification
MultifunctionProd. Solutions,
ConnectedOffice Env.,
Desktop Apps.2
Adv. ConnectedOffice Env.
Wide FormatController,
Intro Unix/Linux,EFI/MicroPress
ProjectManagement,
Capturing TotalDocument
Volume
MCPLinux+iNet+3
eCabinetScanRouter Doc.
Solutions,GlobalScan
ConsultativeSelling
CDIA+MCSAMCSE4
Floor Core Specialty Softskills Certification
Service Service Professionals Service Professionals use their technical expertise to address both hardware and software system issues. They must install, service and troubleshoot devices in a variety of customer environments.
• First floor service professionals focus on servicing standalone products and basic technology.
• Service then expands to include connected products and networking technology.
• Skilled Service Professionals will provide support for unique printing solutions and applications.
• High level fourth floor service includes enterprise-wide document solutions, software installation and configuration.
Service Education Path
For more information and course descriptions visit http://www.ricohuniversity.com
“I also wanted to mention how informative I found the MFP Solutions course to be. I would not have even attempted this install had I not been through the class. When I left, they were printing and scanning to e-mail.” - Student Feedback -
Service Plus,Customer
Service Skills
Segs. 1-3,Core Basics,B003, G080,
Color Basics,Fax Basics,SP Product,
Scan SP
B132/B200,B070/SR90,A258/A257,B186, B140,C223/C244,B125, B010,Dig. Dup. SP
A+1
Fiery,Security (1+2),
Selling Doc.Solutions
Communication,Personal Dev.
Network+,Server+
MultifunctionProd. Solutions,
ConnectedOffice Env.,
Desktop Apps.2
Adv. ConnectedOffice Env.
Wide FormatController,
Intro Unix/Linux,EFI/MicroPress
ProjectManagement,
Capturing TotalDocument
Volume
MCPLinux+iNet+3
eCabinetScanRouter Doc.
Solutions,GlobalScan
Coaching andSupervision
CDIA+MCSAMCSE4
Floor Core Specialty Softskills Certification
BUSINESS SKILLS Customer Service Skills Communication Skills Personal Development Skills Project Management and Consulting Skills Coaching and Supervision Management and Leadership Desktop Application Skills
CERTIFICATION AND IT SKILLS Networking and Computer Skills (including A+ and Network+) CompTIA iNet+ CompTIA Server+ Microsoft Certified System Administrator (MCSA) Windows 2000 CompTIA Linux+
Available 24/7 365 days a year Skill Assessments
Using the power of the Internet, eLearning provides a faster and convenient alternative to learning the career skills people need to succeed. Through eLearning individuals are empowered to expand their knowledge and skills, giving each a competitive advantage in today’s business world where change is the only constant.
Knowledge Management Ricoh Corporation recognizes the power of information and is focused on orchestrating an effective delivery system in real time across your organization. Ricoh has developed an information delivery solution, RFG-eSource, an internet-based content management system designed to facilitate the creation, management, access and publication of information from a secure centralized web-based repository.
Additional Benefits
Train-The-Trainer The Spire Program (Train-the-Trainer) is offered through Ricoh University and provides assistance in training a large number of service or sales staff on specific products or programs. This cost saving training alternative provides the flexibility to train as often as needed at a facility of your choice.
http://www.rfg-esource.com
Sales Success Stories The Success Story Toolbox contains a collection of success stories based on vertical markets, which assist in developing future strategies to win sales. Meeting future prospects with this knowledge assures an edge over the competition. Success stories help customers understand the many diverse solutions that meet their business needs.
http://www.ricohuniversity.com
Learning Centers World Class Instructors and Facilities
Ricoh University Mission
Pine Brook, New Jersey
Education CampusRegional Center
Duluth, Georgia
Tustin, CaliforniaPine Brook, New Jersey
Education CampusRegional CenterEducation CampusRegional Center
Duluth, Georgia
Tustin, California
Our mission is to satisfy the education and training needs of our business partners through the development of innovative learning opportunities by leveraging technology and information to energize continuous growth, creating exceptional value for our organization, business partners and end-users.
CONTACT US: Ricoh University Main Number: 973-882-2200
Key Contacts Theresa Riverso - Manager, Customer Service Support
[email protected] 973-882-5209 Tom McLoughlin - Manager, Ricoh University-East
[email protected] 973-882-5823 Marilyn Bloom - Manager, Ricoh University-West
[email protected] 714-566-3683 Woody Pritchard - Manager, Ricoh University-South
[email protected] 770-840-4835 Ed Mossuto - Manager, Ricoh University-Extension
[email protected] 714-566-3506 Marian Janes - Manager, Knowledge Center
[email protected] 973-882-3907 Reuben Dismukes - Manager, Design and Development
[email protected] 973-882-5265 Teresa Ciarcia - Project Manager
[email protected] 941-637-6863 Beverley Patterson - Director, Ricoh University [email protected] 973-882-5787
http://www.ricohuniversity.com
Ricoh University West 1231 Warner Avenue Tustin, CA 92780
Ricoh University East 19 Chapin Road, Building C Pine Brook, NJ 07058
Ricoh University South 2405 Commerce Avenue, Suite 600 Duluth, GA 30096
“Thank you for creating the program and investing the time and effort in the sales force.” - Student Feedback - “Great class. I learned a lot more than I expected.” - Student Feedback -