Ricoh Revs Up Its Dealers

Brodigan spelled out “rules of engagement” that will be adhered to in the field by Ricoh direct salespeople, its dealer network and recently acquired IKON Office Solutions personnel to eliminate account conflict and redundancy.

Hede Nonaka, executive vice president, marketing and DSSD, discussed Ricoh’s REV (Real Enhanced Value) approach to selling based on value, not price, in a soft economy. He cited process improvement, information security, total cost of ownership, regulatory compliance and environmental sustainability as the five key issues facing businesses today.