TRAINING MODULE
EUROPEAN UNION-PURCHASE OFFICER
(EU-PO)
For
Version
Created by
Release date
Trainee EU-PO (German Speaker)
1.0
Amit Yadav
07/08/2020
EU- PO Training Document (Confidential)
About us
Vaka Enterprises is one of the leading international suppliers of used
photocopiers, Toners and spare parts. We do sell used photocopiers
and wide format printers globally.
We are reliably able to provide 700-1000 qty/month of used
photocopiers. We can build a customized consignment for our clients
with high quality and competitive price.
Vaka Enterprises is best source for you if you are buying Xerox and
Konica Minolta used copiers. We trade in wide range of products of
various brands like Xerox, Konica Minolta, Ricoh, Canon, Sharp,
Toshiba and Kyocera Mita.
We sell second-hand photocopiers throughout the world. We have
more than 25 years of experience in safely handling the loading and
arranging shipping at very reasonable price to our customers.
We have following warehouses:
1.
Piscataway, NJ, USA
2.
Jebel Ali Dubai
3.
New Delhi, INDIA
4.
Lyon, France
Websites:
www.photocopier.us
http://copymachine.us/
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2
https://www.facebook.com/copierEurope/
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EU- PO Training Document (Confidential)
Our Business model (For internal use only):
Introduction
There are 5-6 main Copier manufacturers: Canon, Ricoh, Xerox,
Konica Minolta, Kyocera Mita, (HP, Samsung is also sort of copier
manufacturer but they are more in smaller printer) but we deal
mainly in bigger Copier (at least A3 size paper and 35 CPM*) or
more. Though we prefer bigger (High Speed) Copiers with 50, 60,
80, 100 or more CPM. Out of these Xerox and Konica are known for
colour Copiers and Konica black and white models are not that
popular, And Ricoh and canon are more popular for big (50cpm or
more) black and white and their colour copiers are harder to sell.
We buy used copier machines from the Western and northern
European countries (end of the lease product, typically 5-7 years
old) and send those machines to Asia and Africa. (*CPM= copies per
minute)
So how does copier market works...
All these copiers in offices are mostly owned and leased by leasing
companies (canon and Xerox have their own leasing companies and
some banks etc also do the same)
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And every 3-5 years a new model of copiers is launched and the
salesman (Normally from Copier manufacturer or dealer) goes to
the office of client and tell them that your copier is old technology
and out of lease and would cost 200€/month to service/maintain
and we have launched a new model for €2000 and if you're buy the
new model we would buy back your old Copier for €500. And this
new model has Bluetooth/Wi-Fi and it can make coffee for you etc.
etc. But for copier dealer actual cost of new Copier is just €1000, so
they are still making €500 profits.
3
For machine users (Let's call them M/s ABC GmbH) it's hard to keep
those Machine at the end of lease because Photocopier are service
intensive product and it is hard to keep those Machine without
maintenance But it's illegal to throw those in dustbin also because
they have many parts which can harm environment.
EU- PO Training Document (Confidential)
So ABC GmbH thinks that it is better to buy a new Machine for 1500
rather than paying 200 per month in service. And they get good
leasing terms from Xerox financial services so they agree to buy this
new copier, So Xerox supply the new machine to ABC GmbH and
takes the old Machine.
Now Xerox/leasing company/dealer has another problem what to do
with this old Machine?
So now they have three options
1) Either to recycle this photocopier
2) Or to sell someone local, another ABC Gmbh
3) Sell to someone abroad
1) Recycling is a bad idea (for them) because it would cost
them money.
2) Selling local is also bad idea because of they sell to a local
company they would be killing their own Market (because then the
local company won't buy new Machine)
3) Is good idea because they can also get some money back
by selling....
But there is a problem if they sell abroad... Let's say to Ukraine...
Then it is bad for Xerox Ukraine (which is technically a same
company but run by different people) So bank or leasing company
can't sell these Machine to a company in Ukraine, so what they do
they sell to a local company in Germany.
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1) Collectors: Small one or two truck companies, who mostly
collect used photocopier and sometime other equipments too
(Lets call them XYZ-C GmbH)
2) Recyclers : E-waste recycling companies (Let’s call them XYZ-R
GmbH)
4
There are three types of buyer who would buy used photocopier in
Germany.
EU- PO Training Document (Confidential)
3) Exporters: Professional exporters who mostly deal in copiers
only and have English speaking staff who sell these copiers to the
customers around the world. (Let’s call them XYZ-E GmbH)
IMPORTANT: Remember and understand these three terms
as they are important
XYZ-C GmbH are normally 2-3 person team (Though sometime one
person only). Who would go around with truck and collect machines
from different companies (ABC GmbH and similar). Sometimes they
get 100 Machine in one office sometimes they just get one.
Sometimes they get Copier which people in Ukraine loves to buy but
other times they get copiers which India wants, but sometimes
they get Copier which no one wants
And they have such agreement that they have to pick up every
Machine
And sometimes XYZ-E GmbH is also 30-40 employees and 10-20
trucks and big warehouse and work similarly but on bigger level.
So XYZ-C GmbH and XYZ-R GmbH collect 10-20 machines and sells
to this bigger XYZ-E GmbH
So your job is to identify and talk to XYZ-C GmbH and XYZ-R GmbH
and buy machines from them
I would give you list of machines and price we are looking for.
You would have competition from bigger XYZ-E GmbH (who sells to
Asia and Africa).
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Good Luck!!
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EU- PO Training Document (Confidential)
Further reading (German)
https://www.tintenmarkt.de/Blog/FAQs/TechnischeFragen/Laserdrucker/
https://www.digital-direkt.com/glossar
https://www.andres-kopiersysteme.de/wissenswertes/kopierer-abc/
https://www.best-kopiersysteme.de/wissenswertes/allgemeinebegriffe-rund-um-das-thema-kopierer.html
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6
https://www.druckerchannel.de/marktuebersicht.php?t%5Bba%5D
%5B%5D=SK&f%5B%5D=A3&so=_name
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EU- PO Training Document (Confidential)
Your phone call to customers:
KEYS to be followed during calls to supplier
{{{{Actions}}}}
Supplier
Vaka
He
>>>>>>>
Action to be done by you
The person you are calling
You
He/she
The person you are calling
Choose one of the option
Vaka: Hi, do you deal in second-hand photocopier machines or
toners?
>>>>>>>If supplier: No
Vaka: Sorry. {{{{You should
apologising}}}}
disconnect
the
call
after
>>>>>>>If Supplier:
Yes
Vaka: I am___ from VAKA enterprises, we are one of the
leading traders of used Photocopier machines and surplus
toner and parts. We have Warehouses in USA, Dubai and
India. Now we are looking to expand into Europe also.
Supplier...
Vaka: Who would be best person to discuss about purchasing
machines?
>>>>>>>If Supplier names someone else {{{{ask for
the Name and phone number of that person and Note Down
and call that person}}}}
>>>>>>>If Supplier answers: me
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Vaka: Which makes and models do you sell?
Supplier: {{{{Note Down}}}}
7
Vaka: What do you deal in mainly machines or toners or parts
or all?
Supplier: {{{{Note Down}}}}
EU- PO Training Document (Confidential)
Vaka: Do you have facility to load container with wooden
floor (For photocopier dealers only)?
Supplier: {{{{Note Down}}}}
Vaka: can you please e-mail us your inventory
deutchland@copier.in with prices you are looking for.
Supplier...
on
Vaka: Thanks for your time we would come back to you soon!!
Supplier...
Supplier's FAQ:
Question: Which models do you buy?
Answer: We deal in Canon, Xerox, Konica Minolta, and Ricoh
Question: What quantity you can buy?
Answer: We can take anything from 20- 1000 Machines depending
on price and Market demand
Question: Where do you sell?
Answer: We sell to lots of markets from USA and Dubai warehouses,
including to India, China, Egypt and many other Asian and Middle
East countries.
Question: Where do you have European Warehouse?
Answer: As of now we have warehouse in southern France in Lyon
(near Geneva), we are planning to come up with a new warehouse
in Lithuania soon
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Question: I have xxxxxx machines (or Toners), how much do you
pay for them?
Answer: {{{{Note Down xxxxxx}}}} Please send your inventory, I
would check and come back to you with offer.
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