Thought Leadership Video Series
Océ's Press Go! business solutions
Published on March 17, 2011
Richard asks Océ's Manager of Customer Development Paul England about their new Press Go! initiative to help their customer's business.
Richard Romano: This is Richard Romano from WhatTheyThink.com and welcome to the latest installment in our continuing educational video series and we’re here in Houston, Texas at the Oce North America Envision the Future Forum and I'm talking with Paul England who is the manager for customer development for Oce North America, so thank you very much for talking with us.
Paul England: Thank you.
Richard: In your presentation this morning you spoke about the Press Go! Initiative. Please talk about that a little bit.
Paul: Sure. Press Go! is our overarching name for our business development program and we started from scratch with a completely different approach. We asked customers what it was that they were looking for and what they told us is we don’t want another binder, what we want is a completely new approach, help us find answer quickly with credible answers from industry experts and help us, in a quick fashion, progress our business forward and so we really took a completely brand new approach. We started from scratch and put together a variety of things. We have a library of materials that are easy to go through. We also have a webinar series that we call the First Tuesday Webinar Series that has a variety of topics. We’ve already had a few calls. The first call that we had was on compensation plans, how do you pay your people when you migrate to a digital business. It’s a different world for sure. And the second one was on social media, integrating things like YouTube and Facebook and LinkedIn and things like that into your business plan and putting together a variety of topics moving forward ranging everywhere from integrating color into your traditional monochrome business to selling or pricing your products based on value as opposed to pricing them based on cost, being a marketing solution provider and a whole host of other topics. The topics are purely driven by input from our customers and from the field. It’s what people want to know and we try and put it together in a package that is easy to consume.
Richard Helmey: Our local rep asked me to attend and he told me that we would be talking a lot about not just the latest and greatest on the equipment packages and new developments on that end, but a lot about how to build our business and which to me is really the name of the game.
Richard: And what have you learned today that is going to help you meet some of the challenges you have been having?
Richard Helmey: We’re right now a print provider and which has kind of put you on the lower end of the value add scale and we’re trying to move up that scale to be a solution provider, so now the things that are in Press Go! I think are going to be very beneficial to us.
Richard: So Oce isn’t about just installing hardware and print engines. It’s about the entire managing a print business.
Paul: Absolutely. We really are looking to put together overall solutions whether that’s putting a piece of hardware in, whether that is providing an award-winning service organization, whether that’s providing a software and **** solutions or whether that’s providing things like business development, whether that’s through a contract or consulting or through a program like Press Go!. Our goal is not to simply place boxes out there. It’s to help our customers become happy, healthy growing customers that if they thrive we thrive right behind them.
Richard: So what’s been the response from your customers?
Paul: So far it’s been amazing. Customers have almost routinely said wow; this is exactly what we’re looking for. It’s when we were asking for some help and instead of dropping off 12 pounds worth of paper on top of me you gave me an easy avenue to find good answers, so it’s still a work in progress and it will continue to be a work in progress. We never will consider this program done. It’s always going to continually grow and have new content added to it, but so far the response of the materials that are already available has been very, very positive.
Richard: Great. Thank you very much. I appreciate it. Thanks.
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