Scanning 101 BootCamp is an advanced course that will teach you how to sell document Scanning and Imaging services like a pro. This course will put you in the Document Imaging business, not just add imaging to your existing Records Storage business. If you only provide imaging services to your storage customers, you are missing out on so much imaging revenue and you need to come to Scanning School.
Yes, we teach you about equipment set up and how to set up your operation so that you can get started. And this course is absolutely appropriate for beginners who need to set up an imaging operation. But this is not only a course on the basics. What we will teach you is how to really be in the Document Imaging business.
Ray Barry, of Shred School, likes to ask the records storage industry, “Are you really in the shredding business?” If you only offer shredding to your storage customers and you don’t know how to sell it on its own, you are not in the Shredding business. Andy, the Dean of Scanning School, was Ray’s third graduate of Shred School in 2003 and can attest to that.
In the same way, if you don’t know how to sell Document Scanning as its own service and your Imaging revenue is based only on archive or on-demand imaging for your storage customers, you are missing the most profitable imaging business that’s out there.
Here’s why…
In 1995, Andy built CopyScan as a Document Copying and Scanning company without any other services. It was profitable standing all by itself until 2003, when he added Shredding. As he added other services, he found that Document Imaging is still the most profitable service he offers.
In order to sell imaging on its own, you need to learn a lot of new vocabulary. If you don’t understand what your customer will do with the images, how they will access them, and what system and software they are using, it will be impossible for you to do the consultative selling required to sell imaging.
Archive scanning is fine, but it competes with box storage, which is much less expensive. The misconception that most Shredders and Storage companies have is that Document Scanning is not profitable. That’s because they don’t realize that Document Imaging is not about Storage, it’s about Access. Archiving is only about Storage and is the Lowest Margin work you will do.
We will definitely teach you about Imaging for Archive, but we want to teach you Document Scanning for Image Access as well. The markets that need Document Image Access are the Most Profitable!
In order to do the lucrative imaging of litigation documents, you need to be able to speak litigation language. Our staff has been doing that since 1995. Selling imaging requires selling trust. Your prospect doesn’t trust someone that doesn’t know their lingo. If you are asked to scan pleadings into Summation format and OCR and Bates label them, and you don’t know what that means, you will NEVER be able to scan documents for legal proceedings.
At Scanning School, you will learn the language of litigation, as well as the process of litigation, so that you can have a conversation with a law firm like a pro. Since people will be suing other people for many years to come, don’t you want to create this revenue annuity?
In order to sell to corporations, you need to understand the vocabulary of business systems and the workflow that they use within their company. There is an entire language and specific vocabulary around business process. Andy’s CopyScan business partner (and Scanning School training partner) has 17 years of corporate experience and will teach you the language of SAP, BPCS, JD Edwards, and more. As someone who lived in the environment of complex business systems, she will teach you everything you know to confidently have the business process conversation like a pro.
In order to sell to manufacturing companies, you need to understand their pain around their document flow. At Scanning School, we teach you the language of MRP, ISO, TQM, and TPM. If you don’t know those acronyms, you need to attend Scanning School so that you can learn how to sell to a manufacturing company like a pro.
And yes, there’s medical records. Perhaps you are wondering why this subject is last. Medical record scanning is hot right now and will be for some time to come. But document imaging was profitable long before the health care bill provided EMR benefits to doctors, and it will be for many years after. We will teach you the language of EMR, EHR, and medical imaging. If a doctor’s office says that they want their PHI scanned for MD Logic and they need TIFFs and DICOM formats, and you don’t know what that means, they will not entrust their medical records to your company. Remember, knowing the lingo means gaining trust.
And here’s the best part: All of these industries will provide built-in Shredding Revenue and Document Storage Revenue. There is nothing to lose by learning the Document Imaging business. You have everything to lose if you don’t learn. CopyScan’s customers never bid their shredding work and the local competition doesn’t even know about the job. Since Document Imaging comes first, the rest of the customer’s document management needs are already taken care of before the documents are ready for shredding or storage.
So come to Scanning School. We want to share our document imaging success with you!
