BIG in office automation10 Aug, 2007 By: Fraser Advanced Information Systems imageSource
BIG in office automation
When asked what innovative strategies has Fraser Advanced Information Systems
implemented to reposition itself or add market share, the company notes that
they have transitioned their core competency three times. First, from a copier
company, then second, to a document imaging provider selling archival solutions
in the late 1990s.
Third, they formed a professional services group that is a certified
Microsoft ISV provider. This group consists of a sales manager, three sales
people, four developers and a project manager and has been instrumental in
developing their own software suite, ImagEze.
Fraser is an authorized management specialist for Canon, Sharp and Muratec
Multi Function Products and Fax machines. Since 1971 Fraser has led the way in
office automation and workflow management solutions, becoming one of the largest
information management companies serving eastern and central Pennsylvania, New
Jersey and Delaware.
Recent growth patterns and/or profit pattern strategies have been
implemented whereby the company has designed and developed its own document
management software suite, selling to clients and marketing to other dealers.
Fraser notably provides advanced technology designed to improve their clients’
document management and information workflow. From document storage and
management systems to reprographic products and e-commerce applications,
including digital and color MFPs and much more, the company helps customers
streamline their networking solutions by automating their workplace. They
proudly are one of the first dealers to develop image enhancement OSA
applications for Sharp MFPs, which improve copy quality of documents.
Winning Sales Formula
Some of Fraser’s challenges and the steps taken to overcome them include
just finding good sales people. But they have "a plan" in use: all sales
managers are required to have a candidate tracking sheet, using the Great
Employees Only formula: instead of looking at sales stack ranking, the goal is
to stack rank the managers on a recruiting chart. Rather than holding a sales
meeting, a recruiting meeting is held with the primary focus being on
recruiting. Stats are kept on a hiring and dehiring funnel.
The company has built their reputation on service after the sale, providing
quick, reliable response from six regional offices. Their ‘Best Practices’
service is achieved through ongoing training within their Certified Sharp and
Canon Training Center, which enables their skilled technicians to remain at the
forefront of technology. When describing their innovative customer
retention-focused program, they site OMD iManager which allows customers to
easily go to their website to enter service calls.
Locally, they hold Lunch and Learn and Share the Knowledge programs monthly.
Their customer appreciation nights are also popular events; lobster fests and
their "Reading Phillies" baseball games. Recently, they partnered with Sharp
Electronics as a platinum sponsor for a hospital golf outing. Fraser is also
active in more than a dozen Chamber of Commerce programs in their area.
Internal Intranet Portal
In an effort to increase internal productivity and communications, Fraser
promotes improved business processes through its internal intranet portal.
Their internal intranet portal, which is their default or home page, gives their
team members access to stored document libraries to aide them in their daily
tasks while helping to support their clients. On a personal note, their home
page contains team members’ birthdays, anniversaries, sales awards, photos of
new team members, success stories, case studies, the company policy manual, and
benefits information. This tool enhances the flow of communication to all their
Health is Wealth
Fraser believes strongly that your health is your wealth, and promotes this
through their Fraser Wellness Team, consisting of seven team members from all
departments. Sponsored health screenings are offered in all their offices, and
have contributed to changes in life styles for some of their team members,
creating an awareness of claiming a healthier lifestyle for many. The Wellness
Team runs many events throughout the course of a year, consisting of creating
healthy lunches, health tips on their internal portal, planned team walks (a big
hit), their "10,000 Steps" (a walking program with pedometers), the Maintain
Don’t Gain and Thirsty Thursdays (free drinks to hydrate in the summer), Fresh
Fruit Fridays (free fresh fruit in the lunchroom), and even has produced a
wellness calendar made up of employee team members. Bottom line? Yes, good
health is first and foremost!
Perfect Image Award Winner
Fraser is definitely an award-winning company in many areas. One area of
note garnered them a Perfect Image Award for Best Implementation of Technology
Strategies, presented by the publishers/producers of imageSource and the ITEX
convention. Perfect Image Awards are annually given to those few dealers (less
than 8 awards overall) that are chosen to be best in an industry category.
Besides reflecting excellence, these awards have been impartially judged by a
panel of the industry’s most notable peers and experts. Last March, Fraser
picked up their award at the celebrated award/dinner presentation held at the
Aladdin Hotel in Las Vegas during ITEX week.
From state-of-the-art technology to outstanding customer service, to a
wellness approach for staffers to a deserved industry award winner, Fraser
Advanced Information Systems team reflects not only the desire to better
business, but is an organization concerned for all involved, on every level.
Director of Marketing, Linda Hoffman, says one of hers and the company’s
favorite statements sums it up best. " We remain committed to providing you with
‘More Choices and Better Solutions’ for office automation. " And that is, as
they say, just for starters.