This snipett is from our two day sales course specifically focused on how to sell imaging and it's services. (508) 637-1416 -Byron

1. Byron
Aulick,
CDIA
Provided
by
April
Aulick,
CDIA
(508) 637-1416
www.datavault.com

2. No
part
of
this
document
may
be
reproduced,
electronic
or
printed,
stored
or
transmitted
electronically
or
mechanically
without
the
expressed
written
permission
of
an
executive
or
director
of
DataVault,
Inc.
For
permission
or
if
you
suspect
that
this
document
or
any
portion
thereof
has
been
unlawfully
copied,
please
contact
DataVault,
Inc.
at
1-­‐877-­‐798-­‐3282.
This
publication
is
sold
subject
to
the
condition
that
it
shall
not
be
resold,
traded,
given
away,
lent
or
otherwise
circulated
without
the
publisher’s
prior
consent.
DataVault,
Inc.
accepts
no
liability
for
any
claims,
demands,
losses,
damages,
costs
or
expenses
suffered
or
incurred
howsoever
arising
from
or
in
connection
with
this
courseware.
The
information
in
this
document
is
subject
to
change
without
notice.
All
trademarks
are
the
property
of
their
respective
owners.
Copyright
©
2010
by
DataVault,
Inc.

3.  First
a
thank
you
for
attending
our
Scanning
Business
Startup
Workshop
 We
believe
NOW
is
the
time
for
digital
imaging!
 We
will
provide
you
with
the
information
you
need
to
come
to
a
decision
on
starting
your
business,
or
if
you
have
an
existing
business,
how
to
take
it
to
the
next
level..

4. April
Aulick
Byron
Aulick
• CEO
&
Co-­‐founder
• President
&
Co-­‐founder
• CDIA+
Certified
• CDIA+,
PDI+,
Project+
• In
the
industry
for
more
Certified
than
16
yrs
• In
the
industry
for
25
yrs
• Running
a
scanning
• Involved
in
all
aspects
of
dept
for
15
of
them
EDM

5.  What
is
paper?
 Scanning
Opportunity
 Potential
 Drivers
 Elements
 Details
of
all
phases
 Case
Studies
 Pricing
 Profit

6.  Research
phase
 Looking
to
start
a
new
business,
getting
ideas
 Want
to
know
more
about
this
type
of
business
 Seriously
contemplating
this
type
of
business,
need
more
info
 Already
know
you
want
to
start
the
business,
but
don’t
know
how
to
begin
 Now…
your
turn..

7.  Paper
is
a
form
of
media
that
has
been
used
to
write
information
on
since
the
beginning
of
recorded
history.
 Paper
is
the
‘expected’
media
that
corporate
knowledge
is
written
on.
 Paper
is
tangible
and
physical.
 Paper
is
crucial
to
business
decisions!

8.  There
is
a
window
of
opportunity
for
helping
companies
convert
paper
files
into
digital
records.
 Paperless;
NO,
but..
less
paper;
YES
 All
benefits
of
electronic
filing
require
scanning
first
!
 If
the
Supreme
Court
of
USA
scans,
the
stage
is
set..

9. Industry
Sub
Record
Types
Medical
Hospitals
Patient
Records
Clinics
Progress
Notes
Private
Practices
Lab
Results
Dentists
Intake
Documents
Pain
Management
Mental
Health
Specialties
Finance
Banks
Credit
Applications
Credit
Unions
Credit
Reports
Mortgage
Lenders
Loan
Documents
Loan
Processors
Utilities
Gas
Co
Service
Cards
Electric
Co
Meter
Reading
Recordings

10. Retail
Franchises
Financials
Store
HQ
Bills
of
Lading
Stores
Purchase
Orders
Product
Inventory
Sheets
Professional
Services
CPA’s
Contracts
Lawyers
Corporate
Records
Government
Contractor’s
All
Types
Contracts
Financials
Sub-­‐Contracts
Education
Public
Schools
Student
Records
College
and
Universities
HR
Records

11.  Instant
messages,
SMS/text
messages,
blogs,
RSS
feeds,
wikis
and
email
are
yet
to
be
managed
better.
 These
collaborative
tools
create
content,
lots
of
it!
 There
are
industries
that
still
are
paper
intensive:
 Banking,
mortgage
lenders,
etc.
–
Loans
need
signatures

12. IMPROVE
BUSINESS
PROCESSES

Become
more
efficient
through
quicker
access
to
records

Improve
customer
service
by
having
customer
data
instantly
available

Automate
workflow
to
increase
productivity

Gain
shared
access
to
critical
business
data

Make
working
on
projects
much
more
manageable
through
improved
collaboration

Eliminate
lost
or
destroyed
records

Free
up
much
needed
floor
space
and
replace
paper
storage
areas
with
revenue
generating
activities

Share
information
easier
with
other
locations

Secure
and
protect
data
assets

Backup
ALL
company
data
for
added
protection

Control
and
manage
information


13. MEET
COMPLIANCE
REGULATIONS
Streamlining
business
processes
makes
it
easier
to
comply

Most
businesses
have
compliance
regulations
to
meet

There
are
regulations
at
both
the
federal
level
and
the
state
level

Industry
specific
requirements

Medical
–
HIPAA
(Health
and
Information
Portability
Act

Federal
Government
–
EFOIA

Financial
industry
–
GLBA

Fast
and
efficient
response
times
to
eDiscovery
requests

Massachusetts
General
Law
93h
(or
similar)
for
all
businesses
that
sell
to
any
resident

14.  (handout)

16.  ..that
is
the
“million
dollar”
question!
 Expected
 Used
to
 Comfortable
with
it
 “always
done
that
way”

17.  First
–educate
 Second
–identify
existing
costs
 Third
–assess
[or
not]?
 Fourth
–demo
 Fifth
–case-­‐studies
of
similar
 Sixth
–handle
objections
 Seventh
–ask
for
business
 Lastly
–refer
to
above!
Now
they’re
on-­‐board..

18. Create
/
capture
/
acquire
Retrieve
/
Determine
/
Use
/
apply
meta
Repurpose
data
Control
/
Archive
Manage
/
Secure
Output
/
Share

19.  CAPTURE
PHASE
Pickup
Document
Prep
Scan

20.  INPUT
PHASE
Extract
Data
Key
Data
Merge

21.  STORAGE
/
RETRIEVAL
PHASE
Store
Access
Retrieve

22. Enterprise
Edition
Basic
Edition
(Limited
(Feature
Rich)
Features)
Audit
Trail
Logging
Search
&
Retrieve
Check-­‐in
and
Check-­‐out
View,
Print
and
Email
Version
Control
Collaboration
Tool
BOTH
ARE
MORE
SECURE
THAN
Annotate
/
Redact
PAPER!
Workflow

23. Users
have
assigned
access
rights
All
file
types
allow
for
Easy
to
set
better
file
management
policies
Search
text
Automatic
file
Search
by
index
within
a
purge
(rules)
criteria
document

24.  Jewish
Vocational
Services
(NJ)
 Non-­‐Profit
Agency
They
are
a
nonprofit,
nonsectarian,
community
based,
vocational,
education,
rehabilitation,
training,
health
and
human
service
agency.
The
mission
of
the
agency
is
to
help
members
of
the
community
maximize
their
abilities
and
potential
and
become
economically
self-­‐reliant,
productive
citizens.
___________________
They
started
a
scanning
bureau
with
our
help
in
February
2010.
Immediately
began
scanning
internal
files.
Received
their
first
major
contract
from
the
State
of
NJ
in
October
2010.

25.  Network
Imaging
(CT)
 MFP
Dealer
(Sharp,
Lexmark)
They
are
a
23
year
old
dealer
servicing
southern
metro
CT
and
parts
of
NYC.
Todd
is
the
President
of
BTA
North
East.
___________________
They
started
a
scanning
bureau
with
our
help
in
April
2010.
Immediately
began
scanning
internal
files.
Received
their
first
contract
from
their
accountant
in
September
2010.

26. STANDARD
DOCUMENT
PREPARATION
Hourly
charge:
$25
to
$35
per
hr
SPECIAL
HANDLING
Hourly
charge:
$25
to
$35
per
hr
STANDARD
PAPER
SCANNING
Per
page
or
image:
from
$.05
to
.15
ea,
based
on
volume
COLOR
SCANNING
Per
page
or
image:
from
$.15
to
.25
MANUAL
INDEXING
Per
document
set:
from
$.02
to
.15
or
per
hour:
$25
to
$35
Pricing
also
BASIC
QC
Included
varies
by
market
BURN
DATA
TO
DVD
Per
DVD:
up
to
$25
each
PICKUP
AND
DELIVERY
Per
trip:
per
mile
OR
per
trip

27. EXCEPTIONS
FLATBED
EXCEPTION
HANDLING
Hourly
charge:
$25
to
$35
per
hr
MAGAZINES,
newspapers
&
Per
image:
$1.00
-­‐
$2.00
special
items
(black
and
white,
up
to
11
x
17)
WIDE-­‐FORMAT
(black
and
white)
Per
image:
$1.00
-­‐
$2.00
sq
ft.
WIDE-­‐FORMAT
(gray-­‐scale)
Per
image:
$2.00
-­‐
$2.50
WIDE-­‐FORMAT
(color)
Per
image:
$3.00
-­‐
$10.00
SPECIAL
HANDLING
Hourly
charge:
$50
DOUBLE
KEY
INDEXING,
EXTRA
Hourly
charge:
$25
-­‐
$45
QC
AND
RE-­‐DOC
PREP

28. BOOKS
AND
OTHER
UN-­‐BINDING
AND
RE-­‐BINDING
BOOKS
Hourly
charge:
$25
-­‐
$35
SCANNING
BOOK
PAGES
Per
page
or
image:
$.15
-­‐
$.50
LICENSE
OR
CARD
SCANNING
Per
item:
$.10
-­‐
$.20
MICROFILM/FICHE/FORM
Per
image:
$.07
to
$.09
OCR
TO
WORD
AND
RE-­‐FORMAT
Hourly
charge:
$50
-­‐
$75

29. WHAT
INCOME
TO
EXPECT
SCANNING
SERVICES
ALONE,
WHEN
DONE
CORRECTLY,
CAN
BRING
IN
A
PROFIT
MARGIN
OF
UP
TO
80%
LET’S
SEE
AN
EXAMPLE

32.  ECM
Sales
Training
 Needs
Assessment
Training
 Existing
Relationships
 Seminars
(End
of
day
one)
 Webinars
 Get
certified
 Attend
local
AIIM
Chapter
Meetings
 Network
 Bid
on
state
and
federal
jobs
 Partner
with
a
prime
contractor