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April 2007 Kyocera newsletter & Sales Management Ranking

April 2007 Kyocera newsletter & Sales Management Ranking

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Published by Michael Focia
Kyocera newsletter describing sales success & Manager Ranking
Kyocera newsletter describing sales success & Manager Ranking

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Categories:Types, Reviews
Published by: Michael Focia on Oct 23, 2012
Copyright:Attribution Non-commercial


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Page 7
Talk on the Street
April 2006
Gone in 60 Seconds. Some Times, Timing is Everything.
Located in Montgomery, Alabama, Deanco is one of the largest auto auction houses in the southeast U.S.,employing approximately120 people throughout the region. When Mike Focia, Sales Manager for the NohabMontgomery location, cold called the prospect, Mike McCurley Deanco’s owner, he wasn’t happy with his existingcopier vendor relationship nor the performance of the equipment. At the time Deanco had an analog copier, anun-connected digital copier (which they just purchased) and a number of OKI Printing Solutions impact printers. Inparticular, the new copier, purchased in March 2005, had several service issues. It was constantly jamming andthe service department was non-responsive. Deanco was just looking for a more reliable copier and better ser-vice. Or so they thought.Mike Focia got permission to do a document discovery and work-flow analysis. What he un-covered was way beyond your typical“copier” application.One of Mike’s first discoveries was that the account was printingall of their AS400 reports using older OKI dot matrix printers. Theywere also using various color printers and a stand alone fax to cor-respond with clients and auto companies. One of the more labor and paper intensive applications Mike discovered was the “paper trail” initiated by the auto companies when a vehicle was sold.Take for example Honda.Deanco was auctioning off 300 Honda Motor vehicles a week. AtHonda’s request they had to generate a 10-20 page report for 
vehicle sold... place the documents in a clear protector... put them in a binder and overnight to Honda Mo-tors. Additionally, they would have to retrieve information in these books at later times which involved “sneaker net” trips to the attic, pulling the specific car out of the binder and faxing or emailing pages on demand to theclient. In addition, auction books, which are printed for each auction held, were being outsourced which placedsignificant time constraints and added to the cost of each event. Mike had a better plan.First, Mike received an agreement from the owner that, if Nohab could save Deanco 35% in their document costs,Nohab would earn their business. Second, Mike spent time with users to understand the current workflow process
making any product recommendations. The time spent was well spent... for the customer, Nohab andMike.Based on his assessment of the situation, Mike proposed a fully enabled KM-3035, KM-5035, KM-C2230 andFS-C5030N along with two FS-1020D’s to replace the OKI printers.The new workflow calls for all documents to be scanned to the server using KM Document Flow then burned to adisc and electronically sent to Honda Motor Corporation. The result is a much more fluid workflow, improved turn-around times, elimination of overnight courier expenses, “sneaker net” and a reduction in headcount. Further-more, ledger and letter size saddle stitched booklets are created in-house thereby eliminating outsourcing costs.Archived files can now be accessed electronically and emailed or faxed from a Kyocera device. 30 days after the initial call, Deanco Auto Auction is a happy
Nohab customer generating in excess of 50,000 pages per month.Owner Mike McCurley said that they could handle another 1200 cars every two weeks without adding any addi-tional staff and this was a successful breakthrough in the way business can now be done. Mike McCurley stated:
“You don’t know what you are missing that which you never had. Thanks to Kyocera we have a much more prof-itable business model that we can now role out to other auction houses.

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