The Colortrac SALES WORKSHOP
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Transcript of The Colortrac SALES WORKSHOP
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
1
Follow upFollow up
The OrderThe Order
The Colortrac SALES WORKSHOP
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
2
Follow upFollow up
The OrderThe Order
SALES WORKSHOP AIMS
• To fully recognize the market for scanners• To find the customers out there
• To raise awareness and produce some useful answers to the typical difficulties encountered when trying to sell scanners• To raise the confidence of the dealer/ distributor by building a ‘hands-on’ level of knowledge of the product• To give a successful demo - learn how
• How to follow up and get the sale
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
3
Follow upFollow up
The OrderThe Order
Colortrac Workshop - The MarketBusiness Profiles for Scanning:
Marketsegments
Features
CAD/AEC,FM – FACILITIESMANAGEMENT
COPY SHOPS,CORPORATE IN-HOUSEPRINTINGGIS (non-professional)
PROFESSIONAL REPROGRAPHIC ARTS
PROFESSIONAL GIS/MAPPING,PRE-PRESS &PROOFING
Key Needs Fast batch scanning.Often work with otherapplications.Image clean up & editing.High scan speeds.Multiple file formats. e.g. PDF.JPEG
Simple copying & archiving.“Mid-Range” Quality,Productivity, Functionality.Compatibility with existingequipment.Robust operability.Good ROI
Emphasis on colourmanagement. High qualitycolour reproduction.Demanding originals.Flexibility.Capability.Productivity.
Emphasis on geometricaccuracy.High optical resolution.Post scan imageprocessing.Relatively low volume.
Functionality View, Edit, Colour Reduction,Feature Extraction, Index,Archive, EDM, Convert, Measure,Red Line, Copy, Print
View, Crop, Copy, Print,Archive
View, Edit, Copy, Print,Archive
View, Edit, FeatureExtraction, Archive,Measure, Red Line, Print
User Skills Functionality more important thanease of use - skilled users.
Unskilled and general officeusers. May have black &white scanning skills
Technically proficient &dedicated operators.Fast service response.
Technically proficient,professional operators &occasional users.
Colour Limited use of colour. Approx.match is fine
Reliable colour reproduction. Colour & Image Quality isKEY.
Limited use of colour.
Documents Engineering assembly drawingsand schematics.Utility maps & architectural plans.Often poor quality originals.
Wide range of original mediatypes and sizes includinglegal, photographic, posters,print, drawings, maps,graphics design.
Very wide range of originalmedia types and sizesincluding photographic, fineart, print, drawings, maps,graphics design, displays etc.
Information rich originals.Maps / schematics, somesatellite photography.Large oversize originals.
Pricesensitivity
Affordability is very important. Affordability is important. ROI & Cost of ownership moreimportant than price.
Specification & Qualitycome before price.
3640e 4260e 3680e 4280e 5480e 42160C 24120
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
4
Follow upFollow up
The OrderThe Order
Colortrac Workshop - The MarketBusiness Profiles for Scanning:
Marketsegments
Features
CAD/AEC,FM – FACILITIESMANAGEMENT
COPY SHOPS,CORPORATE IN-HOUSEPRINTINGGIS (non-professional)
PROFESSIONAL REPROGRAPHIC ARTS
PROFESSIONAL GIS/MAPPING,PRE-PRESS &PROOFING
Key Needs Fast batch scanning.Often work with otherapplications.Image clean up & editing.High scan speeds.Multiple file formats. e.g. PDF.JPEG
Simple copying & archiving.“Mid-Range” Quality,Productivity, Functionality.Compatibility with existingequipment.Robust operability.Good ROI
Emphasis on colourmanagement. High qualitycolour reproduction.Demanding originals.Flexibility.Capability.Productivity.
Emphasis on geometricaccuracy.High optical resolution.Post scan imageprocessing.Relatively low volume.
Functionality View, Edit, Colour Reduction,Feature Extraction, Index,Archive, EDM, Convert, Measure,Red Line, Copy, Print
View, Crop, Copy, Print,Archive
View, Edit, Copy, Print,Archive
View, Edit, FeatureExtraction, Archive,Measure, Red Line, Print
User Skills Functionality more important thanease of use - skilled users.
Unskilled and general officeusers. May have black &white scanning skills
Technically proficient &dedicated operators.Fast service response.
Technically proficient,professional operators &occasional users.
Colour Limited use of colour. Approx.match is fine
Reliable colour reproduction. Colour & Image Quality isKEY.
Limited use of colour.
Documents Engineering assembly drawingsand schematics.Utility maps & architectural plans.Often poor quality originals.
Wide range of original mediatypes and sizes includinglegal, photographic, posters,print, drawings, maps,graphics design.
Very wide range of originalmedia types and sizesincluding photographic, fineart, print, drawings, maps,graphics design, displays etc.
Information rich originals.Maps / schematics, somesatellite photography.Large oversize originals.
Pricesensitivity
Affordability is very important. Affordability is important. ROI & Cost of ownership moreimportant than price.
Specification & Qualitycome before price.
3640e 4260e 3680e 4280e 5480e 42160C 24120
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
5
Follow upFollow up
The OrderThe Order
Colortrac Workshop - The MarketBusiness Profiles for Scanning:
Marketsegments
Features
CAD/AEC,FM – FACILITIESMANAGEMENT
COPY SHOPS,CORPORATE IN-HOUSEPRINTINGGIS (non-professional)
PROFESSIONAL REPROGRAPHIC ARTS
PROFESSIONAL GIS/MAPPING,PRE-PRESS &PROOFING
Key Needs Fast batch scanning.Often work with otherapplications.Image clean up & editing.High scan speeds.Multiple file formats. e.g. PDF.JPEG
Simple copying & archiving.“Mid-Range” Quality,Productivity, Functionality.Compatibility with existingequipment.Robust operability.Good ROI
Emphasis on colourmanagement. High qualitycolour reproduction.Demanding originals.Flexibility.Capability.Productivity.
Emphasis on geometricaccuracy.High optical resolution.Post scan imageprocessing.Relatively low volume.
Functionality View, Edit, Colour Reduction,Feature Extraction, Index,Archive, EDM, Convert, Measure,Red Line, Copy, Print
View, Crop, Copy, Print,Archive
View, Edit, Copy, Print,Archive
View, Edit, FeatureExtraction, Archive,Measure, Red Line, Print
User Skills Functionality more important thanease of use - skilled users.
Unskilled and general officeusers. May have black &white scanning skills
Technically proficient &dedicated operators.Fast service response.
Technically proficient,professional operators &occasional users.
Colour Limited use of colour. Approx.match is fine
Reliable colour reproduction. Colour & Image Quality isKEY.
Limited use of colour.
Documents Engineering assembly drawingsand schematics.Utility maps & architectural plans.Often poor quality originals.
Wide range of original mediatypes and sizes includinglegal, photographic, posters,print, drawings, maps,graphics design.
Very wide range of originalmedia types and sizesincluding photographic, fineart, print, drawings, maps,graphics design, displays etc.
Information rich originals.Maps / schematics, somesatellite photography.Large oversize originals.
Pricesensitivity
Affordability is very important. Affordability is important. ROI & Cost of ownership moreimportant than price.
Specification & Qualitycome before price.
3640e 4260e 3680e 4280e 5480e 42160C 24120
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
6
Follow upFollow up
The OrderThe Order
Colortrac Workshop - The MarketBusiness Profiles for Scanning:
Marketsegments
Features
CAD/AEC,FM – FACILITIESMANAGEMENT
COPY SHOPS,CORPORATE IN-HOUSEPRINTINGGIS (non-professional)
PROFESSIONAL REPROGRAPHIC ARTS
PROFESSIONAL GIS/MAPPING,PRE-PRESS &PROOFING
Key Needs Fast batch scanning.Often work with otherapplications.Image clean up & editing.High scan speeds.Multiple file formats. e.g. PDF.JPEG
Simple copying & archiving.“Mid-Range” Quality,Productivity, Functionality.Compatibility with existingequipment.Robust operability.Good ROI
Emphasis on colourmanagement. High qualitycolour reproduction.Demanding originals.Flexibility.Capability.Productivity.
Emphasis on geometricaccuracy.High optical resolution.Post scan imageprocessing.Relatively low volume.
Functionality View, Edit, Colour Reduction,Feature Extraction, Index,Archive, EDM, Convert, Measure,Red Line, Copy, Print
View, Crop, Copy, Print,Archive
View, Edit, Copy, Print,Archive
View, Edit, FeatureExtraction, Archive,Measure, Red Line, Print
User Skills Functionality more important thanease of use - skilled users.
Unskilled and general officeusers. May have black &white scanning skills
Technically proficient &dedicated operators.Fast service response.
Technically proficient,professional operators &occasional users.
Colour Limited use of colour. Approx.match is fine
Reliable colour reproduction. Colour & Image Quality isKEY.
Limited use of colour.
Documents Engineering assembly drawingsand schematics.Utility maps & architectural plans.Often poor quality originals.
Wide range of original mediatypes and sizes includinglegal, photographic, posters,print, drawings, maps,graphics design.
Very wide range of originalmedia types and sizesincluding photographic, fineart, print, drawings, maps,graphics design, displays etc.
Information rich originals.Maps / schematics, somesatellite photography.Large oversize originals.
Pricesensitivity
Affordability is very important. Affordability is important. ROI & Cost of ownership moreimportant than price.
Specification & Qualitycome before price.
3640e 4260e 3680e 4280e 5480e 42160C 24120
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
7
Follow upFollow up
The OrderThe Order
SALES SIDE
Colortrac Workshop - How many leads
> 4000 as mailshots > 2000 as e-shots
Yellow pages specialist databases exhibitions web site hits magazine ads.
100 QUALIFIED GOOD LEADS
Call prospect to check if received
call prospect to discuss needs
Send out quote and datasheet
DEAD ACTIVE
arrange demo / collect order
DEADprepare and carry out demo, requote if necessary
Purchase, install, train, invoice
call centre mktg
MARKETING SIDE
Qualification + database update
Referral, rpt business
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
8
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Leads success rateThe numbers game:
This is a 900:1 Operations to Sale Ratio assuming the indications of interest have been qualified properly at the start
10:1
10:1
3:1
3:1
From 900 indications of interest only 90 ‘potential customers’ may result
Out of these 90 ‘potential customers’ only 9 customer demos may be arranged
Out of any 9 customer demos only 3 will result in a further quote or verbal acceptance
Out of 3 final quotes only 1 will result in an actual sale
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
9
Follow upFollow up
The OrderThe Order
Colortrac Workshop - The follow up
call prospect to discuss needs
OUT OF OFFICE
EXCUSES TIME
IN OFFICE
BUDGET ?
YESDEMO NEEDED
ASK FOR ORDER
BUY / DEMO ?
BUY
ON -SITE / DEALERSHIP?
GOOD DEMODEAD
BAD DEMO
BAD QUALIFICATION
NO / NOT YET
CALL PROSPECT TO CHECK QUOTE RECEIVED OK
GOOD QUALIFICATION !FEED BACK THE
ANALYSIS
GOOD DEMO
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
10
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Lock-outsLockout:
No streaks, reduced maintenance, reduced running costs
Advantages:
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
11
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Lock-outsLockout:
Stable fully electronic compensation system (no motors)
Advantages:
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
12
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Lock-outsLockout:
Less temperature and surroundings induced optical problems
Advantages:
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
13
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Lock-outsLockout:
Advantages:
Low frequency of firmware upgrade (no fixing problems in the field)
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
14
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Lock-outsLockout:
Sheet-feed, high accuracy console and flatbed models
Advantages:
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
15
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Lock-outsLockout:
ScanWorks is unique because scan settings can be tested / adjusted / stored in the computer without rescanning for increased productivity
Advantages:
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - Demonstrations
• Make sure the scanner, software and printer connection have been tested completely BEFORE the demo appointment
Whether it’s a scan2file or scan2copy demo
ALWAYS BE READY FOR BOTH AND . . . .
• Check the scanner stitch and redo the calibration of the scanner. Remake the CopyWorks profiles if necessary/ check them• Know what your prospect wants before arrival and have sample scan materials, printer paper ready. Make coffee tea/ refreshments available• KNOW THE PRODUCT + KNOW THE USPs
Preparation:
P. 1
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - Onsite or offsite?
Is the demonstration to be in the demo suite or at the Customer premises?
Will it be abused with no chance of a sale?
Do they have a printer?I can do more demos
this way !
Can it be set up without disruption?
…but not always best for the shy potential customer
Will it increase my chance of a sale?
Is the simplest way to show a new model to an existing customer
Some buyers like to visit to see the range - a trip
The correct choice depends on the customer!
P. 2
At customer site
Can a demo unit be spared for 1 week?
In the Demo Suite
Can they come to you?
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
18
Follow upFollow up
The OrderThe Order
Colortrac Workshop - CopyWorks
SCANNER + COPYWORKS
set the expectation firstGood quality, accurate colour and fast. Not designed for very fine map detail reproduction
copy a big detail A1 at high res. normal quality colour onto matt paper - 8 mins
Avoid use of Map2 as this tends to black the copy
Avoid copying dark photographs as these can scan badly
copy an engineering drawing - talk about PPC breakdowns 1-2 mins
(HP1050C)
Show enlargement, avoid reduction (bad on small detail)
Leave thresholding settings at middle/default levels for perfect BW copies
Finish demo with A1 glossy info-poster onto glossy paper Where possible work with A1
landscape in scanner to plot across width of 36” plotter
P. 3
A4
or
Sales Workshop Sept. 2003
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MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - CopyWorks
A. Use gloss paper when copying a poster, photograph or fine detail and copy an A4 to get the demo started B. Use matte paper / low cost paper when copying engineering drawings
P. 4
C. Have examples of photographic, map, poster and engineering available and know how to get the best copy from each
Always remember to:
D. Consider starting with a small A4/A3 poster to get a fast start. Stress importance of ability to scan new documents while still printing.
Sales Workshop Sept. 2003
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MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - CopyWorks
A. Reduction - especially of line drawings
B. Copying extremely fine maps where certain optimized filtering techniques may perform slightly better than CopyWorks (at a cost) Suggest Scandy as an option where necessary
P. 5
C. Taking unnecessary time adjusting the controls for mono copying - it’s not needed!
AVOID . . .
D. Lengthy discussion over small colour deviations. It’s not perfect but it’s INCREDIBLY CLOSE, easy to use and low cost
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
21
Follow upFollow up
The OrderThe Order
Colortrac Workshop - ScanWorks
SCANNER + SCANWORKS
Unique GUI + real time editing, fast and easy to use
Contex need to re-scan to sharpen, change threshold, select an area, change bw points. Explain Rescan on the Scan button (developed using customer feedback)
Presets to save file formats, file naming and directory placements and
all scan settings Multiple users are not a problem with ScanWorks
Start by scanning A1 medium detail, colourful info poster at 200 dpi, speed
maximum. Progress to 400 dpi
Set the viewer for 1:1 then press F9 to see colour data fly past. Use horiz. view slider
For black and white use 200 dpi, black and white mono at max
speed, adaptive, TIFG4
Check that system will keep up with scanner, if problems reduce speed to 7 or turn off TIFG4 or Threshold in the computer
P. 6
Sales Workshop Sept. 2003
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Lead Lead GenerationGeneration
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SupportSupport
22
Follow upFollow up
The OrderThe Order
Colortrac Workshop - ScanWorks
P. 7
A. use ScanWorks to demonstrate the parameters required depending on the original - i.e. for a schematic in colour 150 dpi RGB, JPEG or 16 colours PNG may be all you need B. scan a fine detail map in colour 300 dpi but using colour reduction reduce file size without affecting the definitionC. demonstrate the action of Adaptive Threshold and explain how ScanWorks is radically different in the way it uses real-time virtual thresholding for black and white scans
Know how to:
D. demonstrate the power of the editor built-in to ScanWorks to clean-up colour scans as well as black and white scans - without an attached scanner
Sales Workshop Sept. 2003
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MarketsMarkets
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The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - General tips
PAPER LOADING TIPS
If lightweight paper multi-folds in the aperture or skews
Refer to Apps Bulletin #26 & #27.
Note: Using sliders adjustment
IS NOT ALWAYS THE ANSWER
PROFILINGKeep a clear head. This can require some practice to name and browse the files correctly
KNOW ABOUT RASTER EDITING, PREDITOR, COMPRESSION, 256
COLOURS, ICC/ sRGB AND FILE FORMATS
Know the basics of colour profiling theory
P. 8
Sales Workshop Sept. 2003
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Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - General tips
P. 9
For help with:
• scanning thin papers
• demonstrating Evolution effectively
• convincing the customer about Open Aperture
• Downloading sRGB to a scanner
• Learning about Adaptive Stitch
• Finding out more about the competition
go to www.action-imaging.com
Sales Workshop Sept. 2003
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MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
25
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Getting the order
Does the Colortrac meet the required specification ?
It is crucial that it meets the spec.
Colortrac have some unique technologies despite what the competition may say.
Can you afford not to buy into Colortrac reliability and technology ? Open Aperture, Adaptive Stitch, Electronic Stitch, Innovative sw . . .
Have you checked out and rejected the competition ?
Have you actually tried to use a Contex and listened to users’ experiences - reliability, warm-up time
Is the quoted price acceptable ?
Colortrac include the scanner software and free standard copy software with the basic scanner
WHEN DO THEY WANT IT ?
THE COLORTRAC WILL WIN ON MERIT. CLOSING TACTICS ARE RARELY NEEDED
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
26
Follow upFollow up
The OrderThe Order
Colortrac Workshop - FAQs
Colortrac recommend keeping the scanner on at all times if you expect to be scanning regularly. If turned on from cold near optimum quality results are available in less than 10 seconds with best results available by 30 minutes
This is a FireWire communication problem. Try using a 2m cable and/or increasing the memory in the computer
Should I leave the scanner ON overnight and at weekends?
My scanner keep scanning but stops sending the picture to the monitor!
Is the open aperture a dust problem?
No. Any dust build up needs to be large to cause a problem. If it is blow it away with compressed air. Maintenance is less frequent and cost free compared to aperture glass
Sales Workshop Sept. 2003
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MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
27
Follow upFollow up
The OrderThe Order
Colortrac Workshop - FAQs
From between 1 to 5 years depending on usage
2 years
How long will the lamps last?
What is the MTTF of a Series 4?
What can break on a Series 4?Very little. Perhaps the paper sensors are the most likely to be broken but only from rough treatment
What is the Series 4 warranty? Normally 2 years return to factory
What is the 24120 warranty? 1 year return to factory
What is the lead time for an order 3 to 5 days (5480e may be longer)24120s are special builds (ask)
Sales Workshop Sept. 2003
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Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - FAQsFor the latest - see www.action-imaging.com
Sales Workshop Sept. 2003
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Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - Finding Support DocumentsFor customer information: FAQs
Sales Workshop Sept. 2003
WORKSHOP
MarketsMarkets
Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - Finding Support DocumentsFor customer information: Apps. Bulletins
Sales Workshop Sept. 2003
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Lead Lead GenerationGeneration
The DemoThe Demo
SupportSupport
31
Follow upFollow up
The OrderThe Order
Colortrac Workshop - Finding Support DocumentsFor distributor information: detailed/ confidential
STEP 1
Sales Workshop Sept. 2003
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SupportSupport
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Follow upFollow up
The OrderThe Order
Colortrac Workshop - Finding Support DocumentsFor distributor information: detailed/ confidential
STEP 2
REMEMBER TO SAVE THE PDF FROM YOUR BROWSER USE RIGHT-MOUSE CLICK THEN ‘SAVE TARGET AS’
Sales Workshop Sept. 2003
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The DemoThe Demo
SupportSupport
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Follow upFollow up
The OrderThe Order
The Colortrac SALES WORKSHOP
QUESTIONS
MARKETS LEADS ORDERDEMO
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