DS 64 Bundle
Your company has a DS64 that is on a lease with 18 months left. When would you contact this client and what would you say to ask for an appt?
Double points to Role Play
Now to do a mid-lease review.
I'd like to review your satisfaction level with Quadient, some changes within USPS as well as changes that have occurred in both of our companies.
Your customer sends out 1000 invoices a month. They are variable pages and they print by page count. What would you ask about their process?
Role Play for double point
What types of things do you pull out of the print stream?
What other generic documents are you adding to the invoices?
Which invoices (if any) are you emailing to clients?
Your customer currently has a non-optimized invoice which is currently only asking for a payment. You are presenting the animated Power Point. Tell me the impact to the customer by adding color to the statement and making it easier to read
faster cash flow
less customer service calls
What is 3 Dimensional Mail and how do you talk to your customer about putting your mail on the platform?
Team Vote on Response
You uncover that one of the things your customer prides themself with is "customer service".
So.... what do you say next? Hint... you want to talk about how they communicate to their customers?
Tell me more about how you excel in CS?
Have your customers ever requested that you communicate with them differently?
Your customer processing invoices and statements on the DS64. You don't remember much else about their jobs. They have agreed to an appt to review my account and know that my lease is currently not due. Name 2 things that you would want to know about the statements and invoices to see if the DS64 Bundle would be a good solution? Roll play the questions with me for double points
variable pages
pulls
suppressions
number of pages
Your customer asks.... What does Quadient do? How do you answer?
Quadient helps customers to optimize the communications you send..... no matter how you send it.... physical, outsourced or digital and provides you wiht the flexibility to evolve at your own pace.
You are doing the animated power point presentation with a customer. Tell me the impact of adding an "if-then" statement to add advertising on the invoice...
Role play this with me
increased revenue
One of your companies recieves about 5% of their invoices back due to bad addresses. List 2 ways that this impacts the revenue of the company.
Role play for double points
slower cash flow
Higher operational expenses
lost sales
bad customer relationships
You ask your customer if they have a digital strategy and they tell you "we already are able to email our documents". What now?
Can you tell me a little bit more about that?
Dig deeper into what documents and if there are any documents that they are not able to digitize
You have created some interest in using OMS to put scanning on their invoices. The customer has asked you how the marks will get onto their documents? Explain to them how this happens and what types of files we accept
Role play for double points
Our solution is designed to work with .pdf documents. During the installation process, my pre-sales team will ask for a sample of your documents and put the scan marks in the appropriate positions for the inserter to read them. Our service technicians will set up the inserter to read the scan marks.
You are calling on an account that has 24 months left in their mailing machine lease. Why do you want to meet with the operations manager and what will you say to get an appt?
It's time for your yearly review. During this review we will be covering your current satisfaction with Quadient, changes in USPS and Changes with Quadient. Ill bring your lease contract, your 3 year postage and service history as well as some USPS changes. Are you free on any of the below days/times?
You are working with a city who currently has your inserter. How would adding a advertisement impact their operation
Double points for role play
community events
How would you start a conversation about how a customer is printing their invoices?
Double points if you can role play
are you printing by page count?
Are you pulling documents out of the print stream? Why?
why should a customer look to create documents electronically?
Role play for double points
lower cost
higher customer satisfaction
Your customer has agreed to discuss the DS64 that is on lease and has 9 months left. What 2 questions could you ask to determine if the DS64 bundle is something they could use. Please remember to tie these questions back to what the bundle is for.... merge, group, suppress, envelope page count and barcoding
Manager Decision on points
Your customer prints their documents by page count. How would OMS be useful and what would be the impact to revenue and expenses
You can add integrity to the document and print in 1 print stream thereby reducing labor expense.
Your customer has issues with their clients not paying their bills on time. What depts could that impact in their operation? How would you help them with this?
Role play for double points
ACCOUNTING
CUSTOMER SERVICE
make bill easier to read; put past due balance in red
You pull your postal comp statement and notice that your company is doing 25,000 pieces of first class mail and that the average postage cost is .53. What does this tell you? What questions do you want to ask?
Their envelopes have multiple pages in them. What is inside of the envelope
Your customer has 3 locations that all send out invoices. What questions would you ask about this?
Why would each office do their own invoices?
Have you ever thought about centralizing your print?
You uncover that the customer has the following needs for OMS.... barcoding due to variable page count, Suppressing due to Credit Pulls. They currently have 1 person spending about 2 hours/week doing the manual process of sorting. Your customer asks... How much is the software? How do you answer?
Team Decision on Points
What are the 3 of the 5 things that OMS can do?
Add integrity marks
Merge like customers into the same envelope - 2 separate invoices going to same customer
Group different documents into 1 output - invoice/statement/privacy notice
Suppress document that should not be printed - $0 balances, Credit Amount
Separate output by envelopes (1-5 in #10)
Your customer tells you that they do 1000 invoices a month. Name 3 things that you would want to know about those invoices.
Double points if you can tell me what the impact would be to the company with a better solution
Team decision on points
The VP of Operations mentions that they have struggled with customers receiving their communications. This has impacted the accounting dept and customers service since the customers are calling into operations to get their questions answered. What questions would you ask next?
Can you give me an example of this?
What impact has this had on your organization?
If you could envision a system to fix this, how would it look?
You are talking with your customer about creating documents electronically. They ask you "how is this done?" How do you answer?
It's pretty easy. In addition to the mailing address, you would put an email address in the file. I'd like to dig deeper into how this would work with your files by setting up an appt for my workflow analyst to discuss the details with you.