Attorney Leases a Copy Machine in New Jersey

I guess when you're in the business of selling and supporting imaging technology like multifunctional copiers and software sometimes I tend to forget that the potential customers that I visit maybe technology illiterate.

Take for example a recent law practice I visited a few weeks ago.  They had a 7 year old digital multifunctional copier that they were using for network printing and scanning.  The time had come when Old Betsy had delivered more than 800,000 pages to our customer and she was ready to retire to a third world country where Old Betsy would see limited activity.

The law office was small in size, however they were trial attorneys and pumped out reams upon reams of paper each week.  The initial thought track was to replace Old Betsy with a new and improved Ricoh MPC5002SPF, and of course they would benefit from many of the new features that included USB/SD card support, the ability to print from their iphone and ipad, and the increased scanner speed.   The law office had been scanning for sometime with the help of Abacus Law Software.  With Abacus they were utilizing the TWAIN scanning support, meaning that they would walk to the copier, place the originals on the glass and then walk back to the PC, engage the scan software that would tell the copier to scan the documents and then walk back to the copier again to retrieve their originals.  That's how it was done and the staff had assumed that this was the norm when it came to scanning documents.

Somewhere along the way I asked about how many pages were in each document.  I found out that each document could have from 50-200 pages.  With that, I then asked "when you access the document for review are you currently thumbing (using the mouse) to look at every page for a particular thread of information"? When they answered yes, I knew that they were a prime candidate for having those scanned files turned into search able .pdfs, the next question centered on "When you have these documents for review, can you markup or redact any of those documents electronically"?  I was asked "do you mean edit the document"?, I replied no (not yet), but to add highlights, do a strike through, or do a redaction?  The answer was no, and I moved to my next question, are you able to take a .pdf document and change it back to a word document?  Another no, but this time there was a question tied to the no, "do you mean that your machine will do this"?  I stated not only will it do the .pdf to word conversion (I later told them that this was OCR), but you'll be able to turn every scanned .pdf into a search able .pdf and you'll be able to markup .pdf documents at will.  Of course the law office could see the value of their new lease.  Countless hours could be saved with the help of software and in this case the attorneys would save time allowing them to bill more hours per week and month.

To make a long story short, we were able to secure the order on the first visit, we had to work out a couple of kinks as to if they wanted a server based installation or a local based solution.  The end result due to cost was a local based ecopy solution that resided on each client. But more importantly we've now opened the door to have a discussion for document management software solutions like Doculex, Intellinetics and maybe MS Sharepoint.

Looking back, I guess the key move was to dig a little deeper as to what they scanned and then what was the work flow once the documents were scanned, which led to talk track of the solutions that are available.

If you're looking to buy or lease a copy machine in New Jersey please give me a call or fill out this handy form.

=Greetings from Art=-


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