Dare To Double or Triple Your Profit Margin
Who Else Wants To Double or Triple Your Profit Margins and Explode Their Revenue?
How To Take Your Business Revenue To The Next Level …In Three And A Half Days Of Training
Dear Fellow NAID Member,
I’m writing this letter after getting back from a long bike ride. I have a really cool high-tech bike that I just love. Plus it gives me some exercise after I’ve been sitting too long in front of a computer.
Do you know what upsets me? My fellow NAID members are worried about maintaining their revenues when paper prices fall again. I thought, “If only my fellow shredders would learn about document imaging and diversify their business, they would have less to worry about when commodities fluctuate.” Shredders can take control of their revenue and create a solid revenue stream with profit margins higher than shredding. Plus, the added service offering would give them the opportunity to have more shredding revenue!
It’s true that some of the best coaches, especially in sports, were not always the best players. But when it comes to learning how to run a business and providing a new service, there is no way to train someone else unless you’ve lived that business yourself. I’ve been selling Document Imaging since 1993 – and I sold it as its own service without the benefit of selling it to customers that already bought another service from me. I built a multi-million dollar business in Document Imaging before I ever offered any shredding or storage services.
If all you have been taught is that scanning is a penny business with low margins for archiving paper documents, you have been left out in the cold and are missing a lot of lucrative revenue opportunities.
The first thing I want to do is warn you that this is a long letter. I want you to have all of the information you need to really understand the business of Document Imaging and what it can do for your records storage business. I’ll make you a promise: Reading this entire letter could represent a major turning point in your business and it will be well-worth the few minutes it will take to read and digest it.
The money your competitors are taking from you…
A little later, I’m going to tell you about upgrades that you can sell that cost you nothing to provide (YES, FREE profits), but right now I’m going to tell you how much business you’re leaving to your competitors and don’t even know it.
How I became an expert
Before I tell you how to find out more, I’d like to tell you a little about myself. I got into this industry back in 1993 as a Sales Professional, after having a successful career as a Life Insurance Salesman. My job was to contact every customer that this company ever had that didn’t use their services anymore, and try to get them back again. The boss handed me an old list of company names with no contact information, gave me a desk and a phone, and expected me to find out what happened wrong that caused them to stop ordering from us and convince them to come back. I didn’t even know who it was that the company had a problem with, or if they even still worked there. (What I didn’t know at the time was that my new employer had fallen on tough times and had staked the outcome of his business on me and my skills.)
But I figured it out quickly. I had to, because my commission checks were based on results; if I didn’t sell then I didn’t get to eat. I learned how and when to cold call and find out how to approach the lost customer and convince them to give us another try, without having them throw something at me. I learned how to make such raving fans out of them, that they even referred me to friends of theirs. It got to a point where they would just ask for me when they called, because they were so used to the great customer service that they would get.
What happened next was a “blessing in disguise.” I started to bring in so much business, that our Production Department couldn’t handle it. They were starting to miss deadlines to customers that I myself made promises to. Not only were we missing deadlines, but we were missing pickups too. When a customer called for a rush project that they needed back in a few hours, it took our delivery guy two hours to get there when they were only several blocks away. When my customer’s deadline was 9:00 am the next morning, it was getting back to them at 10:00 am after they had already called looking for it. Because of this huge increase in business with no active manager on premises, and an absentee-owner, no decision-maker noticed that we were too short-handed in our Production Department and our Delivery Department. Oh no, I thought. What was I going to do to resolve the problem? They needed someone to manage them and give them guidance, and I was just the guy to step up and take control to solve the problem. So I met with the Production staff and asked them to teach me how to use all of the different equipment. I asked them to show me all of the “tricks of the trade” so I could help them out in the evenings. I stayed late at night several nights a week and knocked out my own customers projects myself while the rest of the crew worked on other projects; I stayed so late that downtown Miami looked like a ghost town from all of the businesses that were closed for the evening. The only people out there between me and my car in the parking lot were the homeless. Needless to say, it was kind of scary, but I did whatever it took to take care of my customers and to grow my territory.
How was this a blessing, you ask? Well, without having to take over the Production Department myself, I would have never known that I was more than just a Salesman. Before long, I put two and two together and decided to open up my own copying and scanning company. I founded CopyScan in 1995 and have never looked back. Today, over 16 years later, CopyScan serves some of the region’s largest law firms, medical facilities and state government agencies with high-volume document scanning and duplication services.
Because I have learned from the ground up and have continued to have taken my business to the next level, I am a proven expert in Document Imaging.
Vocabulary & Pain: The Keys That Enabled Me to Get More Than My Fair Share of Scanning and Imaging Revenue in My Market
I built the biggest Scanning Operation in South Florida – even bigger than the local branch of one prominent national company. Do you want to know how I did it?
The answer is that I cracked some of the best markets in Document Imaging. It took me a long time to learn these tactics and techniques to sell effectively and build significant volume. But I did it, starting slowly and then gaining momentum until I had a production facility that was always flying and full of work and a business that enjoyed fabulous profit margins, not skinny ones.
You see, each market has its own vocabulary. If you don’t know your customer’s vocabulary, you won’t have the credibility that you need to gain their trust. I spent a long time learning the vocabulary of different businesses, the vocabulary of different industries, the vocabulary of the systems of Fortune 500 companies, and best of all, the vocabulary of specialty niches, like litigation.
I also learned that each market also has its own pain. When you understand your customer and you understand their pain, you can offer a solution that alleviates their pain and gains you a customer. So I had to learn their businesses, what they spend their time doing, and what causes them pain on a daily basis. I knew that unless I spent the time learning their pain effectively, I could sell them solutions in the form of Document Imaging.
One of the most important things I learned was that each market has different gatekeepers and different ways to gain the trust of the gatekeeper. When you understand the structure of different types of businesses, organizations, or firms, you can navigate the sales process more easily and build your customer base. I now navigate with ease.
Marketing and selling your Document Imaging services is vital. If you set up a great production center, but you don’t sell, you’ve wasted your money. I assume waste avoidance is high on your list of operations objectives. Isn’t that right? I knew that I couldn’t just get some equipment and the customers would come because I said I was open. I knew I needed to fill my facility with sales volume and keep it running hot. That I did, and I built myself a great business – and a great life too!
Get the Expert Knowledge that You Need
So how can you do what I did and achieve the same level of success?
Well, you will need to learn how to set up and optimize a Document Imaging facility with the right equipment, software, and management systems… So that you can either start and hit the ground running, or take your current imaging business to the next level. Even owners of already successful records storage companies that have already been scanning documents have asked me how to make improvements.
You will need to learn how to go way beyond Scan-on-Demand and sell Document Imaging to customers and markets that you may never have thought of… So that you can increase your revenue significantly beyond its current level.
You will need to learn how to expertly market and sell into the highest margin markets … So you don’t have to worry about engaging in price wars in the lower-end commoditized imaging markets where you make pennies instead of dimes and quarters.
You need to get an insider look into the Document Imaging process, not just with a tour, but with a hands-on half day … So that will leave you confident that you know how to manage production, especially as volume increases.
You will need to learn secrets that others, who profess to be experts, don’t know how to teach you … So you don’t need to learn this business the hard way with over 20 years of hard work and costly mistakes.
Yes, YOU Too Can Learn How To Take Your Scanning And Imaging Business To The Next Level with Operations Excellence
My business was scanning medical records long before ARRA and EMR software made the market explode. But, when the markets started breaking wide open, when EMR became a well-known term, and when paperless document management became something that companies began to invest in widely, I knew I needed help. I brought in my partner Gina, a former Fortune 500 VP of Operations with 17 years of operations experience.
I knew that I could sell like crazy, but I was afraid that my current staff couldn’t handle what was needed on larger and more complex projects. Over the last two years, while my revenue has soared, my house has also stayed in order because I have a director who knows the value chain of my business and has created policies and procedures for a much higher volume business than the one I started from scratch in 1995.
If you want to explode your revenue like I did, you need an expert like her too. It would be advantageous for you if you could learn from the beginning how to set up your operations so that you have everything you need to grow into a larger operation without having growing pains or take what you already have to the next level by having excellence in operations like my business has achieved. My business has thrived because of the expertise Gina has brought to the table. She’s really something else. She has an engineering degree, of all things, and has the most impressive analytical brain I’ve ever seen in action. She solves problems and creates perfect order where there could be complete chaos. She studied finance and got an MBA, which makes her so incredibly valuable to me in making all of the pennies fall in line to keep our margins running high. You wouldn’t believe what this incredibly talented brainiac looks like. This is her, and believe it or not, she’s old enough to have 20 years of experience to share with me every day in my business.
You need that kind of expertise to grow your business too.
You Deserve To Take Your Scanning And Imaging Revenue To The Next Level! Crack the Medical Market.
Everyone wants to crack the EMR market. There is so much business to be gained, but selling to medical offices is difficult. Plus, if you aren’t well-versed in attestation and how to access the stimulus funds, scanning of medical records is a really hard sell.
I brought two EMR experts to my business so I could learn all about EMR software, back-scanning, and day-forward scanning, and how to get the all-important stimulus funds to pay the medical office’s scanning bill. I also learned how to get financing for medical offices to make it easier for them to go paperless. Providing financing makes for an easier sale! Don’t you want easier sales? This team of medical sales experts taught me everything I needed to know to crack the EMR market and get some great scanning jobs.
The Truth About How To Double Your Imaging Profit Margins. The most lucrative markets you never considered.
Most of you have learned about Scan-on-Demand and that’s great. If you are already doing Document Imaging for your storage customers, you’re ahead of the curve because you have staff that knows how to operate the equipment and you have some basic workflow set up.
What I learned after introducing storage and shredding was how to sell Document Imaging as a service that will also help me gain more storage and shredding revenue. More important, however, I always wanted to sell Document Scanning and build revenue in my highest margin area of my business. The highest margins are gained in Imaging, not in any other part of my business.
I always sought to learn about new markets to enter so that I could go after much higher margin work. The best, highest margin, routine annuity Document Imaging customers may not be storing their boxes in your facility. I know how to get their business. Don’t you want to know how? Here’s a hint: the highest margin work is all about the need to have and hold and access and use documents, not the need to store documents electronically. Customers who are scanning documents for archive purposes will always seek the lowest prices because they know how much it costs to just keep those documents stored in boxes. Those are not the customers you should be seeking. In fact, those are the customers I avoid like the plague. And I have the luxury of doing that because I sell high margin work, not penny work. If you want to really get into the Document Imaging business, you need to learn how to sell outside of the archive realm and into the realm of document access.
Why I started training others
I built a successful Document Imaging company before I ever offered any other document services. While I have enjoyed making money storing and shredding documents, the core of my business is and always has been Document Imaging. What happened is that, as the markets started changing, everyone wanted to diversify their businesses to thrive. I was approached over and over and over again to teach what I know about how to build a successful Document Imaging business. Success in Document Imaging means that I can sell more storage and shredding, but I can also sell and sell and sell Document Scanning and Imaging!
So my partner Gina and I introduced our Scanning School. We put together a training team that combined my sales and marketing expertise in Document Imaging with Gina’s operations expertise. But we didn’t stop there. We rounded up EMR experts, who know how to sell software and services to medical offices and provide turnkey systems that are a win-win-win for our scanning business, their software business, and of course the medical office. And we didn’t stop there. We found an expert in ECM systems, data storage, OCR technology, and specialty scanning services who teaches how to sell total solutions, not just scanning, and how the solution sells the scanning.
We offer our program in sunny Fort Lauderdale, Florida and give our students three days of sales, marketing, operations and management concepts. We also give a half day of hands-on training in our facility so that they can learn first-hand how to operate scanning equipment, use scanning software, and manage a production facility.
We offered our introductory bootcamp last June, and right out of the gate we had raving fans. Below are just a few of the comments we got.
Dwight Saxon of Saxon Archives: “I’ve been to other Document Imaging Schools… and this one was by far the best!” Saxon Archives has been doing document imaging for a year and a half, and Dwight said that Scanning School would help take his business to the next level. Dwight took advantage of the “bring your business partner, employee or spouse for free” and got two-for-one education to benefit his business.
Keith Kramer of ScanPro: “It was well-worth the money I spent.” ScanPro was started as a side business 8 months prior to Keith attending Scanning School. He attended because he wanted to get serious about going after document imaging revenue, not just have it be another service offering.
Anthony Coleman of Secured Document Storage “I learned that this can be a great way to build revenue in my business… Andy, Gina, thanks!… For anyone else who wants to learn about scanning, I recommend you come down here.” Secured Document Storage provides records storage and document destruction. They wanted to learn how to add another service to their business. Anthony took advantage of the “bring your business partner, employee or spouse for free” and got two-for-one education to benefit his business.
Paul Genaris of All-Shred: “I want to thank you for the course. It was well-worth the time and effort spent… We learned what the customer needs and how to fill that need…” Paul took advantage of the “bring your business partner, employee or spouse for free” and got two-for-one education to benefit his business. He got to learn all about selling while his operations manager learned about running the business and how to serve the customer’s needs.
Brittney Fritz of Pro-Shred: “They taught us a great deal. They were very up-front and honest with us. There were no secrets with them and they were very approachable. We learned a great deal about the different markets… and how to break into the business.” Pro-Shred in Wilburham, Massachusetts was not scanning prior to attending Scanning School, but now know what to do to enter the document imaging markets. Brittney attended with her boss Joe Kelly, taking advantage of the two-for-one education offered at Scanning School.
Rob Jessel of Saxon Archives: “We’ve been scanning for about a year. We took this class to learn more. It was the best $1500, or whatever we spent, to be here. It’s well worth any price and I recommend it.” Rob attended with his boss Dwight Saxon, taking advantage of the two-for-one education offered at Scanning School.
How Joe was Immediately Successful Using Scanning School Tips and Tools
I want to tell a story about my student Joe. (I have changed his name to protect his privacy.) Joe came to me and had been scanning documents for some time, but had never been able to sell beyond Scan-on-Demand and was frustrated that his revenue just wasn’t growing. Even though he had invested in scanning equipment and had a facility set up, it was sitting mostly idle. I taught him all of the vocabulary to talk to a law firm about the document production needs on a lawsuit, and he was able to score an account within days of our training. After that, I helped him improve his facility set-up so that his potential client was impressed when they came for a tour. The client left confident that Joe’s company could handle their work.
CASE STUDY: How Don Scored Big Using Scanning School Tips and Tools
Another one of my students owned a records storage company and had also been scanning documents for over a year. He had also been to other training classes, but was searching for better ways to grow his business. Don is a guy that is always seeking to improve himself and his business, so I commended him for his decision to come to Scanning School. At Scanning School, Don learned all about EMR software and how to align himself with the right EMR software company – one that can guide doctors through attestation and get their incentive funds easily. He learned that when you offer your medical office prospect a turn-key solution – that can even be financed when packaged with the right partner, that selling Document Imaging to a medical office is a breeze. He controlled the customer by providing all their needs in one stop so that they didn’t need to shop elsewhere for their EMR solution. We were so proud of him for scoring his very first EMR back-scanning project within days after leaving our school. (Don’s name has also been changed to protect his privacy.)
This is so important to your business, we are offering a special PRISM discount.
We’re offering a discount to PRISM members as a way to give back to an organization whose members can benefit greatly from learning new ways to market their existing imaging capabilities or enter the imaging market, if they haven’t already done so. We are also offering that you can bring a spouse, business partner, or employee for FREE because we know that two heads are always better than one when learning new business ideas. Use the coupon code “PRISM” to get $1500 off the normal price. The second person’s tuition is automatically included at check-out.
The $100 early bird discount will expire at midnight April 30th (EST) because the hotel needs an accurate count to determine which room to give us. Last time, we had so many last-minute attendees (who brought business partners too), that we ended up squeezing into a room that was half the size we needed. If you sign up by the early bird deadline, you not only get a $100 discount, you will also get VIP status, which gets you front row seating each day and dinner Thursday night with your instructors so you can continue learning. Use the coupon code “EARLY” to claim your additional $100 discount.
Immediately Usable Knowledge and Information
I’m so sure that you will have new & immediately usable knowledge, whether you are a newbie or have already been doing Document Imaging. If you don’t, I will yodel at the next PRISM conference.
Because we believe so much in what we have to offer and we want you to be successful, we have some bonuses for you.
Big Bonus #1
You will get a checklist of what you need to get started so that you can go back to your business and hit the ground running.
Big Bonus #2
You will get a 54-step value-chain analysis process so that you can see where your current operations can be improved and you can create and improve your policies and procedures. (This bonus can be used in your current records management business too!)
Big Bonus #3
You will get a free marketing analysis of your current website so you can sell Document Imaging. Your current records center website may not be set up right for you to sell Document Imaging to new customers, or even to your current customers.
Big Bonus #4
You will get a free analysis of your marketing and advertising materials. You need to make sure that your prospects are each getting the right message for their market.
Big Bonus #5
You will get a free analysis of your current Document Imaging production area layout. If you already have a production center, we will analyze your layout and workflow set-up so that you can make improvements.
What’s the cost?
For the cost of a cup of Starbucks per day, you’ll learn how to double or even triple your imaging revenue. The PRISM survey reported imaging revenue down. How can that be when there is so much opportunity in Document Imaging? Come learn with the pros who have over 20 years of experience.
How to Improve your Document Imaging Business or Start an Imaging Business
For $20,000, plus airfare, plus hotel expenses, I will spend a week with you and personally consult with you to set up or improve your imaging operation. Or you can pay $1197 (if you register by April 30th and use the coupon code EARLY) and attend Scanning School for the training you need to do it yourself.
You will learn how to set up and optimize a Document Imaging facility with the right equipment, software, and management systems… So that you can either start and hit the ground running, or take your current imaging business to the next level. Many of our students had already been scanning documents and have benefitted greatly – and learned way more than they ever thought they would.
You will learn how to go way beyond Scan-on-Demand and sell Document Imaging to customers and markets that you may never have thought of… So that you can increase your revenue significantly beyond its current level.
You will learn how to expertly market and sell into the highest margin markets … So you don’t have to worry about engaging in price wars in the lower-end commoditized imaging markets where you make pennies instead of dimes and quarters.
You will get an insider look into the Document Imaging process, not just with a tour, but with a hands-on half day … So that will leave you confident that you know how to manage production.
You will learn secrets that others don’t know how to teach you … So you don’t need to learn this business the hard way with over 20 years of hard work and costly mistakes.
To recap, you will learn:
- Scanning vocabulary
- File types
- File delivery
- Software for different markets
- Facility set-up
- Workstation design and set-up
- Hidden costs
- Hiring the right staff
- Value chain
- Developing policies and procedures
- Project tracking
- Measurements and Benchmarks
Project Management from A to Z
- The sales cycle
- Project costing
- Contract considerations to save your margins
- Scanning techniques
- Coding and indexing
- Quality control
- Measurements and continuous improvement
- The major markets
- The vocabulary of each market
- The needs of each market
- The message to each market
- Finding and reaching the markets
- Different techniques for different markets
- The gatekeepers, which vary by market
- Prospects by market
- The sales process
Questions we are Frequently Asked about Scanning School
Q: I’m new to scanning and have never run an imaging operation. Is your course too advanced for me?
A: Absolutely not. We start with all the basics so that even a newbie will learn everything they need to know to get started.
Q: I already have a Document Imaging department. Will I learn anything?
A: Absolutely, yes! Many of our students already have been scanning documents and they have learned valuable things that have taken their business beyond Scan-on-Demand and have enabled them to get project work in markets they previously did not understand how to crack.
Q: How many instructors do you have at your school?
A: We have 5 instructors that each specialize in different areas of expertise so that you will get a very complete education.
Q: What’s the purpose of seeing your facility?
A: You get to not only see our facility and see the workflow and set-up that we use in our multi-million dollar operation, you will get to operate the machinery and work with our staff so that you will understand how the software and the process works so that you can confidently manage your facility.
Q: Are you selling anything? Are you just a software reseller?
A: We are not resellers for Digitech and are not providing this course so that you will subscribe to our storage account and increase our storage revenue. We want you to learn how to enter the Document Imaging business and will make recommendations on what you want to look for in equipment and software. Having said that, we can certainly sell you the software that we use and we are partnered with many different suppliers to provide turnkey solutions, if you desire. We want to help you get started in the most cost-effective way possible.
Q: My business already provides Document Imaging, but I would like to train my sales staff on how to sell to other markets. I have a large sales staff and don’t want all of them to travel. Will you come to me?
A: Yes, we provide on-site education at your location and we also provide consulting to help you improve your existing business.
Q: I love South Florida and I welcome the opportunity to go somewhere warm when it’s getting cool where I live. But will I have any time for fun while I’m in Fort Lauderdale?
A: Absolutely, yes. Although the bootcamp is intensive, you will have evenings to yourself. The Hyatt Pier 66 is a beautiful full-service property on the Intercoastal Marina, and right near the beach. You can take the water taxi to shops, the beach, and all of the nightlife if you want to get away from the hotel. We suggest you try to come a couple days early or stay a couple days after so that you can enjoy Florida and the wonderful Sunshine State weather.
Q: How do I get to Scanning School?
A: Fort Lauderdale, Florida (airport identifier FLL) is an easy destination by air and is served by every major airline. Many also have direct flights from where you live. The Hyatt Pier 66 is a short cab ride from the airport. If you prefer, you can fly to Miami International Airport (MIA), which is about an hour away to the south of Fort Lauderdale, or Palm Beach International Airport (PBI), and hour to the north of Fort Lauderdale.
Top Reasons to Come to Scanning School
- Learn everything you need to know to start or improve and imaging operation
- Learn from experts with over 20 years of Document Imaging experience
- Increase your imaging revenue significantly by learning to sell into new markets
- Increase your Document Imaging margins by learning the higher margin markets and how to sell
- Learn the value chain of a good operation. You can apply this learning to your current business and improve your storage operations as well.
- Double or triple your Document Imaging revenue
- Learn how to ride the current wave of technology and regulatory benefits and don’t get left behind.
- Bonuses worth over $10,000.
We give you a real-life, nuts and bolts, down-to-earth, step-by-step system for pumping out sales and providing scanning services that make you money … time and time again. Just one of the great techniques, tips and secrets of this course could easily pay for your whole investment many times over.
Don’t put off registering. This information could be invaluable to your business and could be worth hundreds of thousands of dollars in revenue for you and your family. Call, fax, mail, or register online today.
Andy Sokol, Dean of Scanning School
Business Results Systems
P.S. – Still not convinced you need this cutting edge course? Let me give you one more reason why I think this course is ABSOLUTELY ESSENTIAL for anyone serious about their future in the Document Imaging business, or even in the records storage business.
It’s simple. If you are not using the Scanning School System for Success, you’re losing money! Businesses, medical offices, and law firms need Document Imaging and will buy it from someone they trust as an expert with their documents. If you don’t sell Document Imaging, someone who does is taking your customers. You are losing revenue on both storage and shredding if you aren’t scanning. You will continue to lose revenue to companies that offer Document Imaging to your customers. That’s reason enough.
P.P.S. – Guess what? This course is most likely tax-deductible as a business expense because it is material that will improve your business. Visit http://www.scanningschool.com/register/ or click below to register today.