newsletter volume 1 3rd quarter 020713

and Darrell in Indy. I’m sure it

seems like the sales only come in

the last week of the month, but I can promise you it is by no one’s

choice. You all do a great job getting everything on the truck

and delivered. Thank you to

everyone for all of your dedica-tion to our Team.

As I mentioned, our KY/IN Market

is doing great so far this year.

I’d like to share some of our financial results with you

through the 3rd quarter. At the end of December, and therefore

the 3rd quarter, the KY/IN Mar-

ket is in 2nd place in the Central Region for Total Revenue versus

plan. We billed nearly $33 mil-

lion in the first 3 quarters, which represents 107% of our plan

YTD. The Indy Branch led the way finishing 125% of plan, which

represents a 25% growth over

last year and put them in 1st place in the Central Region out of

24 branches. Great job Team Indy!

Even more importantly, we did so profitably, and finished in 2nd

place in the Region at 109% of plan. We finished 1st place in

Hardware gross profit, Service

gross profit, Service net income and Service cost of goods.

Sounds pretty great doesn’t it?

Well, ever wonder how we stack

up Nationally? Konica Minolta is

It’s hard to believe, but here we

are at the end of the 3rd quarter

already. It’s been quite a ride so far, as I’m sure most of you

would agree. Our KY/IN Market is doing very well this year! We

have a lot to be proud of and

most of all, it has been a true team effort. Our Salespeople

have done a fantastic job so far this year, bringing in a ton of

business, and in particular, a

huge increase in our Production business. Once the orders come

in, the fun begins for the rest of us. Admin has done a phenome-

nal job of keeping the orders

moving through the process and getting as much billed as possi-

ble, month in/month out. Our

KY/IN Team broke a record in October, again in November, and

again in December for revenue billed in one month. The fun

doesn’t stop there though. Next

comes the setup, delivery and network installs. We started a

new setup facility at Brooks this year for our KY deliveries. Jim,

John and Paul are doing a fabu-

lous job getting machines out the door. But they, like in Indy, can’t

do it alone. A special thanks to all of our Service personnel who

chip in and help get the end of

the month setups done. We will be adding a full time setup per-

son in Indy soon, so stay tuned. I’d also like to thank our Logis-

tics team members; Jason, Billy,

Phil and John in KY, and Glenn

pretty big in the United States,

and we are just Kentucky and

Indiana, right? Well, here it is… We currently sit in 4th place out

of 24 Markets! Not too shabby for the “new guys.” Oh, not that

impressed yet? How about this…

We are #1 in the Country for Total Gross Margin (profit) and

Hardware Margin!

Finally, I’d like to recognize Greg

Phillips, our Sales Manager in the Louisville Branch. At the end of

3 quarters, Greg is the #1 Sales Manager in the United States!

Not done yet… Congratulations to

Cory Macke and the team in Indy for finishing the 3rd quarter as

the #1 Branch in the United

States! Great job guys!

Check out the standings at the end of the newsletter for our full

sales team results.

In closing, we have “righted the

ship.” Now it’s time to hold the wheel and keep the pedal to the

metal for the final 3 months.

Let’s all keep up the great work you all have contributed up to

this point, and let’s finish the year strong! Thanks for every-

thing that you do.

-Craig Miiller, KY/IN Market

Vice President

KY/IN Market Is Excell ing!

Konica Minolta

Kentucky/Indiana

Market Newsletter

What’s Happening Around the

KY/IN Market?

Inside this issue:

Market Sales Update 1

Market Service Update 2

INDY Sales & Service 2-4

LOU Sales & Service 4-7

LEX Sales & Service 7-8

BG Sales & Service 9-11

Sales Team Results 12

3rd Quarter Volume 1, Issue 1

Within our service department,

Q3 brought some strategic

moves to better align our sup-port staff to ensure that we

continued to exceed the level of service that our customers

expect from us. This includes

the hiring of 5 additional techni-cians, the promotion of 4 individ-

uals to team leaders and the realignment of regional support

staff to better support the mar-

ket. On the continued quest to increase our solutions support,

every service manager was required to complete 3 learn

tracks (Pharos, Print Groove and

MPI), and at the same time we realigned the territory of our

MSE (Tim Blevins) to now cover

the Kentucky/Indiana market.

Although we did not have a blow out Q3, we still managed to ex-

ceed our service revenues by

1.3% and our service profit by 4.1%. We also saw a vast im-

provement with our initiatives, which included an increase in V-

Care connectivity from 6.6% to

17.4%, and an increase in mod

3’s from 11.9% to 31.8%. We

would not have been able to pull this off without the participation

of every individual within our service organization, (Thank

You).

Going into our 4th quarter, we

plan to continue to expand and retool our service department to

better service our current and

future clients. This means Q4 will bring some vast improve-

ments when it comes to support. For example, improvements in

the way we support OPS. This

includes the use of advanced technology to help better identify

printer locations, DCA support

through our Digital Solutions Center and some significant

contract process changes to reduce the turnaround time to

activate OPS service contracts.

Q4 will also bring improvements to our Production Print Support.

We are currently in the process of finalizing a dedicated Produc-

tion Print Service Manager (to

the Kentucky/Indiana Market), as

well as a dedicated Production

Print Refurbish Technician who will be overseeing all Production

Print refurbishments for our entire region. There will also be

some territory realignments for

our Production Print Advocate (Dave Wyatt) to better support

the market. We also have a very aggressive training plan to ramp

up our field staff on C8000’s and

the KIP product and will be launching a 11x17 setting verifica-

tion process, as well as the ORU (operator replaceable unit) as a

standard package included with

all C8000 sales.

As you can see, Q4 will be a busy

quarter with many initiatives to better service our clients. I’m

looking forward to a strong finish this fiscal year.

-Ray Must, Area VP Service,

Midwest

Jim Woolums brought 9 people

to our product show in October

and closed 6 of the 9 in the 3rd quarter! These were all Produc-

tion Print devices and 4 of the 6 were new placements for Konica

Minolta. Greg job Jim, and keep

working on the other 3. 9 for 9 from a products show would be

unprecedented.

John Van Senus knocked out

Ricoh in a 40 machine new ac-count worth over $300k. John

The 3rd quarter in Indy was

great. We had stellar perfor-

mances from several different reps. We had 4 reps over plan

for the quarter (Jim Woolums, John Van Senus, Arden Redding

and Owen Schnetzer). We also

had all specialists over plan in the quarter (Steve King, Paul

Graham, Pat Byerley and Amy Hendrickson).

Here are a few of the notable achievements;

also sold 4 6000L’s into CRD’s in

the quarter.

After being out 90 days from a

trampoline injury, Arden Redding bounced back in the 3rd quarter.

Arden sold 2 C8000’s and both

are great stories. One was a new account in a new market for

us. The other was an unhappy C7000 customer, whom she

stayed on top of, and will now be

turning into a great reference

point for us.

What’s Happening Around the KY/IN Market?

Indianapolis Sales Achievements

Q3 Service Update from Ray Must

Continued on page 3

Owen Schnetzer sold the first

70HC and his first Production

Print sale in December. He knocked Xerox out of an account

they have owned for a long time with this win. This is an account

Owen stayed with and took to

Chicago the day before Thanks-giving for a demo.

Blythe Logan sold and installed

over 40 devices this quarter.

This is a testament to her work ethic and drive.

Seth Cromer and Arden Redding

teamed up to sell Seth’s first

production deal and the first perfect binder in the Indy mar-

ket. Great teamwork is growing

this current customer.

Steve King and Paul Graham helped 8 of 12 reps sell Produc-

tion Print in the 3rd quarter.

This accounted for over 1 million dollars in Production Print in the

quarter and 18 devices. This is a number we have not seen in Indy

in a long time.

Amy Hendrickson paired up with Mark Seitz to sell OPS and solu-

tions to a current customer. Mark and Amy took a great ap-

proach to grow an account that

could have been a competitive situation. This approach brought

value and kept things really profitable.

Overall, it was the best quarter in years here in the Indy branch.

Pam Reese and her team fin-ished over 179% for the quarter

and sold over 15 color Produc-

tion Print devices. It would not have been accomplished without

the work from Michelle Breckin-

ridge, Barbara Bush and Brenda Smallwood. We really appreciate

all that you do. All of these la-dies wear many hats for us.

Brenda helped put together

machines at the end of one month for us. For a branch that

is used to writing $900k per quarter, it takes a lot of extra

effort to bill over 2 million.

Glenn Brodnex and Darrell

Massingale, our warehouse team, really stepped up to get every-

thing out the door. Last, but certainly not least, Richard

Barnes and his team kept the

train on the tracks. Working from his executive wing and

private entrance, he kept our customers happy through a

large additional workload and

employee vacation.

We now turn the corner to clos-ing the year strong and building

back up the pipeline. We have

many people in a great position to be in the Bahamas come July.

January’s work will decide who

will be there. We have a product show on February 13th. Who will

be the “Jim Woolums” of this product show?

-Cory Macke, Branch Manager,

Indianapolis

also challenged in this quarter.

There were more than 65 units

that went through our shop during this period. Jim Stine set

up 8 production units in the shop. Vince Guieb and Rich

Giddings, the team leads, man-

aged shop activity, rotated tech-nicians into the shop, and com-

pleted set ups as well. Special thanks to John Spivey, David

Hayward, Williams Stephens, Jeff

Wetzel, Denny Johnson, Mike Lair, Mike Foshee and Ray Wise

The Indy Production and Office

teams were very busy in the 3rd

quarter. Our aggressive sales force has increased our Produc-

tion Print MIF by 11 units, with 2 of them being C8000’s sold in

December. We now have 5

C8000’s in the field that are performing extremely well,

thanks to Jim Gillian, Tim Howe and Don Smallwood, our Produc-

tion Print Team.

The Office Systems Team was

for their contributions to get

every unit completed.

We deployed 45 units to the

Lutheran Medical Group in Ft. Wayne, IN. These units, all locat-

ed at the hospital, had to be

installed and networked seam-lessly to avoid any loss of down-

time. Williams Davis, Robert Shull, Mike Summe and Darrell

Harper were all complimented

on their quick and professional

service from the Procurement

Volume 1, Issue 1

Indianapolis Service Department Gears Up

Continued from page 2

Continued on page 4

Officer, Delphine Streit. Great

job guys!

We also had several individuals

complete training in this quarter:

Jeff Wetzel– C280 & C360 (Jeff

received a GOLD SEAL in this class)

John Spivey– Bizhub 423, 363, 283 & 36

William Stephens– C652, 552 &

452 Michael Foshee– C754 & 654

David Hayward– Bizhub 950 & 920

James Stine– eCopy

Patrick Byerley– NSI Autostore

We would especially like to rec-

ognize our TOP TECHNICAL PER-

FORMERS of each month:

October– Williams Stephens November– Williams Davis

December– Robert Shull

I would also like to thank the

entire Sales Department for loading the wagon; Michelle

Breckenridge, Barbara Bush and

Brenda Smallwood of our Admin Group, and Glenn Brodnex and

Darrell Massingale of Logistics.

We’ve had a December to re-

member, so now let’s knock it

out of the park this quarter and

finish 1st!

(Maybe Craig Miiller will keep his

promise and change the name to the IN/KY Market)

-Richard Barnes, Sr. Branch

Service Manager, Indianapolis

-Train on a new solution every

month

-Have fun and make money!

These goals will not be easy. The competition is knocking at our

customer’s door and we are

seeing some desperate pricing and programs out there. Taking

business away from the compe-tition will be a hard fight. Ex-

ceeding activity goals will take a

concerted effort from all, but it is necessary to maintain a

healthy business. Solutions separate us, so we all need to

get better at understanding our

customers and prospects needs. It can be all done, but it will take

great effort from everyone. I

know we can do it and I am fired up as we finish 2012 and head

into 2013.

Dan Wempe led the branch in

production sales for the quarter,

with $465,750 in revenue. Dan’s

December included C8000’s at

Traffic Builders and Clark & Riggs Printing, which were brand

new placements for the branch., as well as a new placement at

Allegra East for a KM 1200 in

December, Dan also placed a C7000 at Quantum Graphics, a

current customer. Together with his team, (Robert and Greg),

they have been working hard and

it was great to see all of their hard work pay off.

Amanda Puryear finished as the

sales rep of the quarter at 441%

of plan. Amanda had 2 great orders that put her on top. One

of the orders was at Papa John’s

International for 40 units. This order included card readers, as

the account wanted to be able to authenticate at the device and

track color. The other order

was at Elizabethtown Community

The Louisville branch had an

outstanding 3rd quarter, that

included great efforts from everyone. While sales were

great, the way we got there was impressive as we had a mix of

large orders, small orders, solu-

tions, single deals, OPS and Production Print. We also kicked

off our team goals for 2013 that include:

-Everyone exceeds sales plan– 100% is minimum

-Every proposal includes a solu-tion

-Everyone reaches/exceeds a

clearly defined activity goal -Close a C8000 every quarter

-Every rep has a 25+ OPS order

per quarter (printers on every proposal)

-25% of sales come from zero based business

-Convert legacy base to Konica

Minolta


Louisvil le Sales Has Outstanding 3rd Quarter


Continued on page 5

College for 24 units. This was a

hard fought victory, as the ac-

count brought in Xerox and IKON, but in the end Amanda’s relation-

ship and perseverance paid off.

I would also like to congratulate

our other sales team members that finished over 100% for the

quarter:

Dan Wempe– 207%

Rick Lusardo– 149% Gwen Foster– 142%

Todd Barbour– 129% Ben Miller– 112%

Our OPS leader for the quarter

was Lisa Tyler, with $68,405 in

board credit. Lisa has worked hard to flip her legacy Office-

Ware accounts to the new Konica Minolta OPS platform and suc-

ceeded in converting Farm Cred-

it Services. I know she has sev-eral others that she is currently

working on. Some other players got in the OPS game this quarter

as well. Congratulations to Todd

Barbour ($38,136) and Rick Lusardo ($10,242) for closing

OPS deals this quarter. Ryan Sampson, our branch OPS Spe-

cialist, also exceeded the quota

year to date and stands at

105.5% of plan.

One quarter to go! We have crushed it to this point. Time to

finish off this fiscal year and

head into 2013 running.

-Jay Mallory, Branch Manager,

Louisville

We also brought on 2 new team

members– Gwen Foster and Kelli

Perkins. We are looking forward to seeing both of them on the

leader boards soon. Thanks to all my team for a great quarter.

Let’s keep the momentum going

and I’ll see you all on the beach in the Bahamas.

-Greg Phillips, Sales Manager,

Louisville

The 3rd quarter was a very

exciting time for the members of

Team 1– Louisville. Not only did we exceed plan by 136%

(October 195%, November 257% and December 253%, for a total

of 236% of quarterly quota), we

also had 5 reps above quota for the quarter and 2 more within

striking range. We currently have 6 reps above quota year to

date!

During the 3rd quarter, we saw

3 reps bust on to the national scene with top 10 rankings–

Amanda Puryear is the #1 NAE

Gov./Ed rep in the nation, Todd Barbour is the #2 ranked NAE

Finance specialist in the nation

and Rick Lusardo is the #7 ranked NAE Health Care rep in

the nation (numbers based on rankings through November

2012).

Volume 1, Issue 1

Excit ing 3rd Quarter for Team 1- Louisvil le


With the turn of the calendar

year, we are finally beginning to

see what the Louisville Service team is going to look like at full

manpower. I am very excited to welcome the 3 most recent

members of our team; Isaac

Conn, John Davis and Randall Stepp. Isaac comes to us with 8

years of experience in the indus-try at Duplicator Sales. John is

transferring to us from the

Denver, CO Konica Minolta branch and has several years of

experience. Randall is coming to us with years of Panasonic and

Sharp experience, spending the

last 9 years with the Miller Com-pany. We are expecting big

things from all 3 and I am fully

confident that they will be great additions to the Louisville Team.

All 3 are in the field taking ser-vice calls, and we should now see

the team delivering the response

times that we have all be accus-tomed to and delivering the high

level of service that this team has always taken pride in. Wel-

come aboard guys!

With the latest additions to the

team, we will be immediately

transitioning Lindsay Walton to

our Production Print team.

Lindsay has already completed the C6000/C7000 training and

will soon be going to the C8000 class. She has proven herself

fully capable of excelling in this

role and I am certain that this will be a very smooth transition

for her. Congratulations Lind-say!

Our next step in our team devel-opment is to get our entire ser-

vice team through Emperon training and have all team mem-

bers fully trained to complete a

Level 1 installation by the end of 2013. This is a very important

piece of the service puzzle and

we will take a very aggressive approach to making this happen.

I would also like to thank ALL of our service team members for

their hard work throughout this

transition and for continuing to take great pride in their work

and the desire to take care of our customers. I am certain that

we will SOON be able to look back

on the past 18 months and real-ize that all of the changes have

made us a much stronger team.

Again, thanks for all of your

continued hard work!

I would also like to congratulate

Jody Lucas and Michael White-head on being promoted to the

position of team leaders. Jody

and Michael will be conducting field audits, coaching on call

process and making sure that we are consistently delivering a high

level of service to all of our

clients. Congratulations!

Finally, I would like to send kudos to Paul Hart, John Butler and Jim

Camp for the great job that they

are doing at the BSC getting all of our customers setups and

CPO requests ready for our

customers in a very timely man-ner. We appreciate all of your

efforts behind the scenes to make this happen!

-Jody Vest, Sr. Branch

Service Manager, Louisville

Our Norton onsites (Jeff Smith,

Barry Cushman, Rick Schmidt

and Brandt Dimeler) have been doing a great job sustaining our

level of customer service that Norton has come to appreciate,

even through the changes the

conversion brought and the addition of their new handheld

devices. I hope to continue to tweak and streamline the inven-

We are finally getting over the

conversion hurdle and close to

wrapping up all of the loose ends. Parts and supplies have

been inventoried and we are currently in the process of rear-

ranging and organizing the ware-

house to better suit the techni-cians and our current needs.

The light at the end of the tunnel is finally visible!

tory and supply replenishment

as we brainstorm the Norton

processes. Ann Walsh-Jones has convinced Norton to allow us

to bring back the printer inven-tory to our warehouse so that

we can manage internally and

better facilitate the end user needs, with loaner printers and

swaps. This should be an added bonus to cut down the lag time


Louisvil le Service Finally Getting Over the Convers ion Hurdle

Louisvil le Service Team Keeps Growing

Continued on page 7

we faced with the old process.

Tynetia Woods, a recent addition to the team, has been a huge

help maintaining the Norton tickets and all things Norton

related.

We’ve come a long way and still

have a long road ahead of us, but we have definitely made huge

strides. Here’s to a successful

and profitable 2013!

-Amy Baker, Branch Service

Manager, Louisville

copy, as well as needed a stor-

age and retrieval system to allow

for quick and more accurate storage of documents. The sale

included 7 MFP’s, as well as Pha-ros and Doc Record, for a com-

plete solution to the account.

The total sale was over $100,000 in revenue for hardware and

solutions combined. Darya (Goble) Buneyeva has made the

transition from OfficeWare to

Konica Minolta seamlessly. She has certainly enjoyed having a

great line up of production devic-es to sell. Darya has sold sever-

al production units that include

multiple C6000’s, C7000 and multiple monochrome production

units. Her most competitive win

was to Ephraim McDowell Re-gional Hospital. She was able to

unseat Toshiba in the Print Shop and held off other competitors

vying for the business. Seana

Spurlin is beginning to make an impact as well. She has recently

penetrated several zero based accounts with some work group

devices. These devices look to

be just a small step in the right

direction, as our relationship with these accounts are in their

infancy. Seana has a couple more zero based accounts in her

sights that I look forward to

writing about next quarter. Brittan Wiley has had quite the

transition, as her largest ac-count is a managed print account

with over 300 HP MFP’s. The

challenges have been many, but she has persevered and is look-

ing to continue the great work, while looking to grow Konica

Minolta placements where possi-

ble. She has a good pipeline, that if history tells me anything, she

is about to have a great end of

the year. Following the sale of his Dealership (Kopy Kat), Ken

Kelley came to Konica Minolta in a new role, Commercial Print

Specialist. Ken has already

placed several Production Print units and is committed to making

Konica Minolta the dominant player in our market place as it

The 3rd quarter in review… Wow,

it is hard to believe that the start

of the new year was also the start of the last quarter for

Konica Minolta. The calendar year may have changed to 2013,

but our focus and energy is

clearly on the end of the year.

The selling months of October, November and December were

good for the Lexington branch.

We made a big comeback toward our yearly quotas. After falling

well of the pace the 1st quarter, we are now back in striking dis-

tance and sit at 83% of our year

to date number.

We have had several victories

the last few months. Carol (Feischline) Huff has made a big

impact on the office with several sales that include one of her

latest to Rector Hayden Real

Estate. Carol uncovered during a recent analysis that the account

needed to be able to charge back to their sales staff for print and

Volume 1, Issue 1

Lexington Sales Have a Great 3rd Quarter


Continued on page 8

relates to Production units. Tina

Thomas, also new to Konica

Minolta from Kopy Kat, is doing a great job. She has sold a num-

ber of devices to LFUCG (Lexington Fayette Urban County

Government), Sayre School,

Winterwood and others. Tina has had success selling solutions in

the past and we have already begun adding some software to

some soon to close deals.

Speaking of end of year come backs, Donny Welch is poised to

have a great last quarter. He has a solid pipeline that should

produce his best quarter at

Konica Minolta. Last, but not least, is Cheryl Eadens. Cheryl

came to us from Kopy Kat and

has had several sales to date.

She is working hard to learn new

systems and ways of doing things, while also upgrading

some old customers and con-verting some new ones to Konica

Minolta product.

With the acquisition of Office-

Ware in October of 2011 and the more recent purchase of Kopy

Kat in August of 2012, the team

has had many changes and much to learn; from product, ordering

processes, CRM data base, sales team members, roles and man-

agement. Through it all they

have worked diligently to per-form their jobs. They have main-

tained positive attitudes as the

challenges with the back end

conversions continue and re-

gardless of the challenges they have faced, kept the interest of

the customer first while working to meet and exceed quota and

grow our new Konica Minolta

branch here in Lexington.

In closing, I want to thank every-one from all disciplines of our

organization. I truly feel we are

in a unique position to be the preeminent provider of Office

Solutions in our market place.

-Shawn Mountjoy, Branch

Manager, Lexington

We were able to complete sever-

al much needed training courses in the quarter. Ken Lavoie, Bob

Verhoeven and Randy Reynolds completed the BH C364 WBT

course. Tom Detzel completed

the Kip 7100 course, for which he obtained the Gold Seal Award for

being one of the top technicians in the country for this device!!

Dan Hamner completed the BH

951 differences BWT course. Nice work by all and great job by

Tom!

Top Tech winners for the quarter

area as follows:

Oct– N/A

Nov– Ken Lavoie Dec– Daniel Browning

The 3rd quarter saw a lot of changes and challenges in the

Lexington branch. With the con-version of Kopy Kat done, we

added 2 new team members,

Daniel Browning and Maurice Andry. Both are now settling

into their new roles and making a huge difference to our success

in customer service. As with any

conversion, you always hope they go smoother than what they

actually end up, and that was certainly the case with Kopy Kat.

With that being said, I think we as

an entire team (admin, sales and service) have done a pretty good

job of resolving customer issues

quickly, which will ensure we keep the customers we brought

over long term. Thanks to all who helped with these issues.

Excellent work guys!

Thomas Nelson, one of the Kopy Kat technicians that came over

has decided to take a position

with a Konica Minolta dealer in Key West, Fl. I wish him the best

of luck, he will be missed! So with that, I am looking for a

replacement and if you know if

anyone that would be a great addition to our team, please have

them contact me. This could be a great opportunity for you to

get some extra money with the

employee referral program.

-Mike Kays, Branch Service

Manager, Lexington


Lexington Service Changes and Challenges


The Bowling Green sales team

had a soft finish to the 3rd quar-

ter, finishing December at just over $105,000. Sales rebounded

strongly in the last week of the month, but not in time to get

deliveries scheduled. Close to

$75,000 will carry over into January with sales to Bell, Orr,

Ayers and Moore, Professional Tax, Halton and Infinity Molding,

all getting wrapped up too late to

count in December. Additionally, we have a few requisitions mak-

ing their way through purchasing at WKU.

The branch was already running slightly behind YTD, so the weak

finish in December knocked the

team down to 79% of target through 3 quarters. With Janu-

ary’s carryover and a few pend-ing Production Print opportuni-

ties, we are confidently hopeful

of finishing the year above AOP.

Tara Carnes is leading the branch in sales for the year with

just over $503,444 in revenue

and 139% of plan. Much of Tara’s business is written in the sum-

mer and early fall, and this year is no exception. December is

always a challenge for govern-

ment and education with WKU shutting down early, as well as

most schools. Tara only finished the quarter at $73,095 for 60%

of target with most of those

sales in October and November.

Allison Balentine and Jon Cross are neck and neck for the num-

ber 2 position, both finishing the

quarter short of target, but both still right at 80% of plan, YTD.

Allison actually finished as the

branch’s Top Rep for Q3. Tim

Williams, Wendy Whitaker and

Amy Miller all had significant

contributions during the quarter, but need to have some substan-

tial hits in the 4th quarter to challenge the leaders. Wendy

has one Production Print oppor-

tunity alone that can propel her back into the fight, and with the

late sales in December, that will book in January, Wendy has a

good chance to make some noise

in Q4.

There were several noteworthy

sales made this quarter, includ-ing 3 new Bizhub systems to

Halton Company in Bowling Green and Scottsville. Allison

secured orders for a C454, a

C36 and a 363, replacing Canon devices in this account. Allison

also has helped cover the TJ Sampson account in Glasgow and

placed several new devices at

that facility. Wendy Whitaker stepped up and was able to re-

place most of the remainder of the Lanier devices at Deaconess

Women’s Hospital with her sec-

ond order this fall, for over $25,000 in new Konica Minolta

machines. Tim Williams added orders for Pisoni Real Estate,

Bean Insurance and Pathway

house to finish up December. Amy Miller also added a last

minute sale in December with an order for Cayce Mill Supply’s new

office in Mayfield.

January through March has

always been a strong quarter for

the Bowling Green branch. With 3 months to go, we are counting

on the entire team to produce big results and our recent suc-

cesses with Production Print

appointments in Evansville and Marion should help that cause.

In addition to Production Print,

we have several key OPS pro-

posals working and with Konica Minolta’s generous War Chest

program, we should be able to help spur enough upgrade busi-

ness to hit our mark.

January will also be the first

month for our new Bowling Green team member. Nikki

Hatcher joins the Bowling Green

office as our new Healthcare Specialist and will start towards

the end of the month. Nikki will be involved with a significant

amount of training, but with our

strong presence in healthcare in Southern Kentucky, we expect

some quick contributions from

Nikki. Please join me in welcom-ing Nikki to the team.

-Dude Henton, Branch

Manager, Bowling Green

Volume 1, Issue 1

Bowling Green Branch Sales in Q3

There has been a lot going on in

the Bowling Green service de-

partment over the last few months. We have all had our

learning hats on for the last year, and especially since the

SAP conversion in August. The

service team has been learning and implementing a new way of

doing service calls. Our techni-cians switched from filling out

paper and faxing in their calls, to

getting the call dispatched and closing them out with their

handheld device. This has taken quite a bit of getting used to,

after so many years of doing it

the other way, but it has proven to be effective. They no longer

need to call into a call center to

transfer calls, parts or even to do an inquiry about the call load,

parts pricing, etc.. Almost eve-rything they need to do can be

done on their device. Although

this has taken some “major” getting used to, the overall senti-

ment is that this is very much improved and efficient compared

to our old ways. We are still

getting the occasional, “How do you do this?” Luckily, service

planning is an e-mail or phone call away for answers. As for

me using SAP, let’s just say I

keep my SAP notes handy for reference material. Not many

days go by that I don’t need to look up or call someone for an

SAP related question.

Another big area that the service

technicians are getting used to is the Konica Minolta Core Metrics.

OfficeWare had many goals and

metrics, so we are used to that, but now there are so many dif-

ferent criteria in which to deter-

mine a high performing techni-cian. We are working through

those each month, and trying to

focus everyone on the new goals

and how to best obtain them. We are working toward changing the

mindset and practices that will yield the greatest result and

sometimes this requires break-

ing old habits and creating new ones.

Let’s look at some top perform-

ers for December:

Calls per day– Jason Arnold

Call Duration– Dan Hinton Response Time– Bill McCall, Mark

Glover, Mike Hutchison, Charlie

Swann First Call Completion– Mike

Hutchison, Jason Arnold

Call Backs– Bill McCall Parts $/call– Dan Hinton

V-Care– Chris King Mod 1&3– Paul Haley

Customer Hours– Mark Glover

Overall Top Tech– Jason Arnold

Some of the other focuses have been our company service initia-

tives. These include V-Care

connection, Image Yield en-hancement and Firmware up-

dates to improve/extend part life. Our branch has been work-

ing to get our Konica Minolta MIF

up to date with these initiatives. We have the 2nd highest V-Care

completion in our Market, coming in at just over 40%, but still have

a ways to go. Each team mem-

ber is expected to participate and get these done as part of

their Konica Minolta service call procedure.

Another area of performance that is worth mentioning is our

tech training initiatives. Here

are some recent achievements in our training:

Jason Arnold– Outward Master,

Office Solutions

Jason Arnold– Outward Master, Production Print

Jonathan Ehmen– Outward Pro-fessional

Mark Glover– Outward Profes-

sional Paul Haley– Outward Profession-

al Michael Hutchison– Outward

Professional

Christopher King– Outward Pro-fessional

William McCall– Outward Expert, Color

William McCall– Outward Expert,

Office Solutions William McCall– Outward Expert,

Production Print

William McCall– Outward Profes-sional

Mike Mecord– Outward Profes-sional

Charles Swann– Outward Pro-

fessional

We have several technicians that are now working on their expert

level certification, and many that

are finishing their professional certification. Be sure to con-

gratulate these guys when you see them on obtaining these

important certifications.

Another area of learning is de-

termining who to contact for various needs. I get many in-

quiries from technicians, sales

reps, managers and admin ask-ing, “Who does this?” or “Who do

I call to get this done?” We are starting to figure much of that

out, but it is a work in progress.

We have a great team of people and once we all figure out our

contacts, things will certainly

smooth out. I would also like to

take a moment to thank our


Bowling Green Service Update

Continued on page 11

Admin team in Louisville for

working so diligently to get our

orders processed and billed. It does not matter what we sell or

service, if we don’t get an invoice out, we don’t get paid.

In case you haven’t heard, the Fort Campbell contract is coming

to an end. After many years with Konica Minolta, Fort Campbell

has bid out the business and has

chosen Lexmark as their provid-er. We are in the early stages of

de-installing over 700 machines,

as the contract expires 1/31/13.

We will be utilizing multiple re-

sources and people to facilitate this effort. This decision had

nothing to do with service, but is still a hard pill to swallow. We

hope in time, they will give us

another opportunity to win the business back.

As mentioned earlier, there is a

lot going on. There are many

new things to learn and practic-es to adopt. Overall, our team

has done an excellent job of

working through the transition

and we should only see improve-

ments in our performance and efficiencies as time goes on.

-Troy Richerson, Branch

Service Manager, Bowling

Green

Volume 1, Issue 1


11401 Bluegrass Parkway

Louisville, KY 40299

Phone: 502-491-2722

Fax: 502-491-2729

E-mail: [email protected]

Customer Feedback

Usually when a customer pro-

vides feedback, it’s based off of

some issue or problem. Here is a sample of one of the best com-

pliments that we could hope to hear, from Melissa at Traffic

Builders, where Robert Howard

has been very effective in devel-oping a new C8000 user that

was previously outsourcing all of their printing:

Most of the time in the past when a company says, “Oh, this guy is

great at what he does,” it is that

he is great for the company he

works for , but not a good fit for

us. But this time you guys hit

it on the head. Robert has

been great the whole way

through. We have had some

bumps, but we know that also comes with implementing new

technology. We were able to print a job yesterday and mail it

today. We are set to print a

larger job on Monday (qty almost 9000). Robert has a few things

he is working on to help solve any problems. I don’t have any-

these are problems we just

discovered today and Robert

said he would get back with us soon as he finds the answers.

Great Job Robert on doing an

outstanding job with this im-

portant new client, and for man-aging your time to do the same

with Clark & Riggs, back-to-back!

Volume 1, Issue 1

Sales Team Results

Participant Name Position Branch YTD % to Quota

AMANDA GOETZ NAE - Government/Education Specialist Louisville 195.99%

GWENDOLYN A FOSTER NAE - Healthcare Specialist Louisville 142.56%

TARA CARNES NAE - Government/Education Specialist Bowling Green 139.85%

RICK LUSARDO NAE - Healthcare Specialist Louisville 130.02%

JASON DALE Account Executive Indianapolis 125.94%

JAMES WOOLUMS NAE - Print for Pay Specialist Indianapolis 116.55%

CAROL L HUFF Named Account Executive Lexington 116.38%

TODD BARBOUR NAE - Finance Specialist Louisville 115.12%

JOHN C VAN SENUS SAE - Finance Specialist Indianapolis 111.28%

ARDEN E REDDING SAE - Commercial Print Specialist Indianapolis 103.00%

DAN L WEMPE SAE - Commercial Print Specialist Louisville 100.86%

DARYA BUNEYEVA Account Executive Lexington 99.56%

BLYTHE LOGAN MAE - Healthcare Specialist Indianapolis 92.93%

BEN MILLER Account Executive Louisville 80.19%

ALLISON BALENTINE Named Account Executive Bowling Green 78.81%

JON CROSS Named Account Executive Bowling Green 78.21%

PETER M BOPP NAE - Healthcare Specialist Indianapolis 72.42%

DEREK N CLARK Named Account Executive Louisville 69.87%

OWEN J SCHNETZER NAE - Professional Services Specialist Indianapolis 69.23%

KARI S ORRENDER Major Account Executive Louisville 68.31%

COURTNEY S PRITCHARD NAE - Education Specialist Indianapolis 67.41%

DEANNA L OWENS Named Account Executive Louisville 65.86%

KENNETH D KELLEY SAE - Commercial Print Specialist Lexington 62.44%

TIM WILLIAMS Account Executive Bowling Green 57.20%

WILLIAM H SIDERYS Named Account Executive Indianapolis 56.55%

CHERYL D EADENS Account Executive Lexington 56.43%

WENDY WHITAKER Account Executive Bowling Green 54.14%

BRITTAN WILEY Named Account Executive Lexington 49.36%

AMY N MILLER Named Account Executive Bowling Green 46.91%

LISA TYLER Major Account Executive Louisville 44.65%

BYRON D BOYER NAE - Faith Base Specialist Indianapolis 42.06%

SETH CROMER SAE - Legal Specialist Indianapolis 40.45%

MARK C SEITZ Account Executive Indianapolis 38.90%

SEANA SPURLIN Named Account Executive Lexington 38.85%

TINA C THOMAS SAE - Government/Education Specialist Lexington 31.46%

BRIAN WILLOUGHBY MAE - Healthcare Specialist Louisville 21.16%

DONALD R WELCH Named Account Executive Lexington 15.00%

WILLIAM PHILLIPS Sales Manager Louisville 150.73%

PAMELA D REESE Major Acct Sales Mgr Indianapolis 121.28%

CORY R MACKE Branch Mgr Indianapolis 154.52%

JAMES B MALLORY Branch Mgr Louisville 117.52%

SHAWN R MOUNTJOY Branch Mgr Lexington 85.66%

SANFORD E HENTON Branch Mgr Bowling Green 82.72%

GREGORY LEWIS Senior Production Print Specialist Louisville 105.54%

STEVEN L KING Production Print Sales Executive Indianapolis 120.00%

AMY E HENDRICKSON OPS Specialist Indianapolis 137.39%

RYAN G SAMPSON OPS Specialist Louisville 105.50%

PATRICK BYERLEY Solutions Engineer Indianapolis 214.05%

LEE D WALTON Solutions Engineer Louisville 66.88%

newsletter volume 1 3rd quarter 020713

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