1. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 1 The Colortrac SALES WORKSHOP

2. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 2 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

3. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 3 Colortrac Workshop - The Market 3640e 4260e 3680e 4280e 5480e 42160C 24120

4. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 4 Colortrac Workshop - The Market 3640e 4260e 3680e 4280e 5480e 42160C 24120

5. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 5 Colortrac Workshop - The Market 3640e 4260e 3680e 4280e 5480e 42160C 24120

6. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 6 Colortrac Workshop - The Market 3640e 4260e 3680e 4280e 5480e 42160C 24120

7. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 7 SALES SIDE Colortrac Workshop - How many leads > 4000 as mailshots> 2000 as e-shots Yellow pagesspecialist databasesexhibitionsweb site hitsmagazine ads. 100 QUALIFIED GOOD LEADS Call prospect to check if received call prospect to discuss needsSend out quote and datasheet DEADACTIVE arrange demo / collect orderDEAD prepare and carry out demo, requote if necessary Purchase, install, train, invoice call centre mktg MARKETING SIDE Qualification + database update Referral, rpt business

8. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 8 Colortrac Workshop - Leads success rate The 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 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

9. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 9 Colortrac Workshop - The follow up call prospect to discuss needs OUT OF OFFICE EXCUSES TIME IN OFFICE BUDGET ? YES DEMO NEEDED ASK FOR ORDER BUY / DEMO ? BUY ON -SITE / DEALERSHIP? GOOD DEMO DEAD BAD DEMO BAD QUALIFICATION NO / NOT YET CALL PROSPECT TO CHECK QUOTE RECEIVED OK GOOD QUALIFICATION ! FEED BACK THE ANALYSIS GOOD DEMO

10. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 10 Colortrac Workshop - Lock-outs Lockout: No streaks, reduced maintenance, reduced running costs Advantages:

11. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 11 Colortrac Workshop - Lock-outs Lockout: Stable fully electronic compensation system (no motors) Advantages:

12. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 12 Colortrac Workshop - Lock-outs Lockout: Less temperature and surroundings induced optical problems Advantages:

13. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 13 Colortrac Workshop - Lock-outs Lockout: Advantages: Low frequency of firmware upgrade (no fixing problems in the field)

14. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 14 Colortrac Workshop - Lock-outs Lockout: Sheet-feed, high accuracy console and flatbed models Advantages:

15. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 15 Colortrac Workshop - Lock-outs Lockout: ScanWorks is unique because scan settings can be tested / adjusted / stored in the computer without rescanning for increased productivity Advantages:

16. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 16 Colortrac Workshop - Demonstrations Make sure the scanner, software and printer connection have been tested completely BEFORE the demo appointment Whether its 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

17. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 17 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?

18. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 18 Colortrac Workshop - CopyWorks SCANNER + COPYWORKS set the expectation first Good 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

19. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 19 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.

20. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 20 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 - its not needed! AVOID... D. Lengthy discussion over small colour deviations. Its not perfect but its INCREDIBLY CLOSE, easy to use and low cost

21. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 21 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

22. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 22 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 definition C. 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

23. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 23 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 PROFILING Keep 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

24. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 24 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

25. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 25 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

26. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 26 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

27. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 27 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)

28. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 28 Colortrac Workshop - FAQs For the latest - see www.action-imaging.com

29. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 29 Colortrac Workshop - Finding Support Documents For customer information: FAQs

30. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 30 Colortrac Workshop - Finding Support Documents For customer information: Apps. Bulletins

31. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 31 Colortrac Workshop - Finding Support Documents For distributor information: detailed/ confidential STEP 1

32. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 32 Colortrac Workshop - Finding Support Documents For distributor information: detailed/ confidential STEP 2 REMEMBER TO SAVE THE PDF FROM YOUR BROWSER USE RIGHT-MOUSE CLICK THEN SAVE TARGET AS

33. WORKSHOP Markets LeadGeneration The Demo Support Follow up The Order Sales Workshop Sept. 2003 33 The Colortrac SALES WORKSHOP QUESTIONS MARKETSLEADSORDERDEMO << PRESS THE PANEL AT ANY TIME TO RETURN TO THIS PAGE