MFP Copier Blog

Memoirs of a Copier Sales Person "Never Stop Doing Your Home Work"

On My Way Home

I’m on my way home this evening in another driving rainstorm in New Jersey.  I have one stretch of highway that is 10 miles in length but has 35 traffic lights!  Only in New Jersey!

Hardly ever do I catch all of the traffic lights when they're green. As I sat at one of those red lights, I thought about how much time I spent working a wide format opportunity today.  That red light was symbolic to me because it reminded me that there are always obstacles in your way when you're striving to reach your goal of obtaining the order over your competitor.

Almost a week ago I had an email response from my jerseyplotters web site that a company was interested in a wide format MFP.  I followed up with a few emails and a call for the first three days and finally connected with one of the DM's on the fourth day.  As luck would have it,  we are flush with wide format demo MFP's in our office. We were able to set the demonstration and our prospect (DM) arrived and was able to see three of our wide format MFP's. 

Concerns of the Prospect

  • Price
  • Quality of Prints
  • Features

The Demo

Our prospect stated that he was not so interested in color because he believed that all of the ink based wide format MFP's would bleed or run if the paper got wet (at first I missed this and was more focused on price as his main concern). I could tell that this prospect had done his research.

We gave a quick look at the MP W6700SP, and then moved to our demo MP 3601(which has a killer price on it).  The prospect was also made aware of a pre-owned MP W3601 that we also have.  Sitting next to our MP 3601SP was our Color CW 2201SP demonstrator unit.  A few questions was asked about the CW2201SP and I made sure that I mentioned the Gel-Ink technology that prohibits the ink from bleeding or running if the document(s) get wet. All of the prospects focus was on the pre-owned MP W3601SP.  After a couple of trial closes I was made aware that there was another DM involved and our prospect was going to look at additional devices. 

Let The Ball Travel

I didn't follow up immediately but rather let the opportunity sit for a few days. I still had 35% of my month left at that time.  Sometimes you just need to be patient and things can come to you.  Right, nothing came to be thus a follow up call was placed two days ago.

Things Change

I was able to chat with the prospect and was told that he was not so giddy with the pre-owned device, but more focused on the demo MP W3601.  We ran through some lease numbers, some purchase numbers and finished up with that I would get him a quote for the pre-owned. 

The next day I had a call from the prospect and he starting asking additional questions about the CW2201SP color MFP.  He then let the cat about of the bag and told me that they were also considering an HP T2530, and he thought the HP T2530 has pigment ink. Okay let me explain pigment ink. According to HP's web site it's almost identical technology for the Ricoh Gel-Ink. It's basically toner but has a liquid carrier attached to it. Once the ink hits the pages, the carrier evaporates and the toner is left (so I'm told).

Research

Okay, this was something new to me, I was not aware that HP had that ink technology. I did some additional digging in the specs of the HP and found that the only ink that is pigment based is the mK Black (matt black), all of the other inks are dye based.  Dye based inks will run or bleed on the paper when wet.  HP uses the wording of hydrate and re-hydrate.  Thus this isn't really what the client is looking for. Chalk one up for me!

In an email later in the evening the client then asked if my CW 2201SP has an exit document stacker like the HP.  What?  I was not even aware there was an exit document stacker.  Sure enough I checked and was there was one that spec's to hold fifty pages. WTF!  I had nothing, my prints fall awkwardly into a catch basket.  Minus one on the chalk board and now we're even.

I then noticed that this formidable HP T2530 also has a dual roll feeder.  WTF again, this machine is kicking my ass with features. I can add a another roll feeder to my CW2201SP, however that makes me even more expensive than the HP. I'm thinking I'm now down one and wondering how the frack can I even the playing field.

I reviewed the specs again and noted that the max paper roll length is 300 feet. I found that kind of odd because I don't remember seeing 300 foot rolls of bond plot paper for sale on the web. I had a hunch that I should google 300 foot plot paper with a 2 inch core.  After a few web site visits I was finally able to find a supplier for 300 foot paper.  Some quick math told me that the 300 foot paper was more expensive than 500 foot paper.  After running the cost per square foot of 300 vs 500, there was almost a 35% savings by using the 500 foot rolls.  I then turned to an analysis of the clients volume over 5 years and saw that the client could save more than $1,200 just on the paper cost with the Ricoh CW 2201SP that could accept the 500 foot rolls. Okay, chalk one back up for me, now we're even. Here's the document I sent to the prospect

HP Chat 7

But, I needed to get ahead somewhere.  Thus I put my client hat on, accessed the great HP web site and had a chat with an "HP Expert".  I was able to confirm that if the customer wanted to print and scan PDF's that they would need the T-2530PS (post script), which is more expensive than the base T-2530. I really don't understand why HP would even offer the T-2530 if it can't print and scan pdf's.   Okay, I'm one up now.

Got back to the client with all of this and the prospect then tells me that he saw some videos on the web and that they are all showing CW 2201SP's printing color at about a minute a page.  Well, here we go again.  My knowledge of the specs led me to believe the speed was just over two "D" pages a minute. Since I had the demo unit, I did some testing on color prints. The first page was 47 seconds which is not close to 30 seconds for each drawing. After a few tweaks with the drive I was able to get the speed to 41 seconds, somewhat better but not matching what I wanted. I understand that all files are different and I'm not replicating the exact file. Thus, I made a video of the color print with a timer and I'm going to send that tonight or in the AM.

Note to Art

I went back to the Ricoh brochure to check the color print speed. Seems I over looked the size of the paper that is in the specs. Ricoh is specs A1 paper which is not 24x36 inches (“D” size). A1 is referenced as 23.4 x 33.1

Tomorrow

I'm going to try to get this prospect closed tomorrow. It's not done yet, but the buying time frame was within a week (hoping that does not change).  I feel that I’ve got a fighting change and I’m elated that I didn’t give up because there’s still a shot to win this. Never ever quit, because you just don't know what tomorrow will bring you!

-=Good Selling=-

 

This Week in the Copier Industry 10 Years Ago, The Second Week in May 2003

Very cool thread from Boston Mike below.  From all of the threads about the Color MFPs, I think we can say that 2003 marked the beginning of the road for color MFP's.  Fifteen years later color MFP's are common in the office today. Margins continue to erode along lower cost devices.

CANON Displays New Products At Digital Solutions Forum In Chicago

Printing Other products which made their debut at the show include the Canon imageRUNNER 110M with MICR print capability, IO Corp. 5755 Host to Net Gateway for host-based printing, LASER CLASS 510, and P-660 Card Printer, which is a device specifically designed for printing business cards. With respect to the Canon imageRUNNER 110M, Canon is expanding its capability to support transactional, On Demand print applications. Using interchangeable toning stations and MICR font security the Canon
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Sharp Document 3.0

client/server system that captures, organizes, retrieves and secures an organization's business documents. Doc2NET gives users the ability to simultaneously retrieve and view documents with structured indexing and full text searches, while offering output capabilities via fax, email and print. Doc2NET complements Sharp's Imager and FO-DC scanning solutions by providing a common document repository for a workgroup or small business. Unlike Sharpdesk, Doc2NET does not allow users to edit documents
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Re: color volume for 1232

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I'm back, and have an answer about the volume delima. You need to open the Aficio 1224C/1232C Sales Hand Book that came on the Launch CD (the one with the Video. Am I the only one who reads this stuff?) Anyway, in Chapter 1, page 1-3, it talks about "Target Office/Target Copy Volume". It has a graph and text showing the Max. Volume is 33.3K per month. The graph also shows the BW and FC Prints based on a max of 33.3K per month. It shows how much color can be done at 10%, 20% etc. up to
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Re: Canon Competition for 1232C

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We have not yet received any info on these products. In fact this forum is the first place I heard about them. I guarantee that the product the customer mentioned is the imageRUNNER C3200. IKON had been alleviating all 2058 inventory to make way for this product. I am not even proposing a b/w only segment 2 or 3 copier with the Canon and Ricoh products that have recently been launched that can cost effectively handle convience color and b/w. I've sold 3 units so far this month and all
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Trouble Codes

property of Xerox® corporation. Xerox® provided certain training for a person at each location. That person, though they were not paid, was bestowed with the title “Key Operator.” They were the only ones who were supposed to unlock the door to the machine, change toner, clear jams, add fuser oil and call for service. When machines (copiers, printers or fax machines) break down these days, they don’t usually just sit there. They often, but not always, display a message. The message may be spelled out in
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"MEAP-Enabled" imageRUNNER 5020/6020 Series

) addresses, network or host folders and files, and document management applications such as Canon imageWARE, all in one single time saving operation. The imageRUNNER 5020 / 5020i and 6020 / 6020i have monthly copy/print volume ratings of up to 200,000 and 230,000 impressions per month, respectively. All of the models offer the extensive print driver support and document security and finishing capabilities that have made the Canon imageRUNNER line the 2002 U.S. digital copier market share leader
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Xerox 1632 Question

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Is this a true Color Copier or more of a B to C machine like the 1224-32 any feedback would be helpful! Thanks Graham
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Xerox BtoC machine

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I'm hearing that Xerox has come out with a BtoC machine like our 1224-32 system. Has anyone else heard this?? Thanks Graham
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Konica 8050 50ppm Color and B&W

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Just got the brochures in today and should have a machine in the next two weeks. This thing looks mighty impressive but as I said before target market is the higher volume p4p customers.If you would like I can scan in the spec sheet or brochure let me...
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Toshiba Help Needed

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Here's the situation: The bossman has a Dr. friend who bought a used Toshiba 4550 off e-bay (some friend huh). Anyway, the 20 Bin sorter stops and jams at the 15th bin. The doc asked the bossman if we could look at it, and being stupid, he sent out a tech. While looking at why the sorter stopped at the 15th bin, the Toshiba through a wrench code. Here is the problem, our tech doesn't know how to clear the code. There is no code number, just the red wrench. Does anyone out here sell Toshiba and
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Minolta Digital

Can anybody help me with some knowledge about Minolta Digital? Any dirt on these products would be helpful. Thanks
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citrix printing???

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can someone tell how do i reply to my customer who is concerned about putting a 4510 on network, he's asking about citrix driver. I don't know what citrix is and how to reply
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Re: Canon Competition for 1232C

( BW)(IL-CANON-U.S.A.-5)(CAJ) New Canon imageCLASS C2500 & imageCLASS C3500 Bring Versatility, Affordability to Color MFP Market Business Editors/High-Tech Writers CHICAGO--(BUSINESS WIRE)--May 6, 2003-- Color Multifunction Solutions Allow Small Businesses and Workgroups to Scan, Send, Print, and Copy -- In Color Canon U.S.A., Inc., a subsidiary of Canon Inc. (NYSE: CAJ), today announces the introduction of two new digital color printer/scanner/copiers specifically designed to address the
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Re: color volume for 1232

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Whenever I get a CD, I download everything and print jsut about everything up. Then, when I get a chance, I glance through it. You never know what useful info you will find that the Service side (and for that matter the Sales side) never knew was there. The problem I have is trying to remember where I saw the info in the first place!
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Re: color volume for 1232

Ted, Hold the phone! The page you are referring to references page volume of 8,000 / 5000 then below that changes to developments. Developments must be divided by 4 to convert to letter size pages. The accompanying bar graph with color black ratios uses the developments numbers, but says copies. I think the person who put this together does not understand the difference in copies and developments. If you look in the sales information guide on the launch CD which is in the reference folder, you
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Re: RBS Quote/Proposal

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Nice job Art. Be aware that RBS is coming to a town near you. In Florida they are in Tampa and have a branch office in Sarasota. Will be in Orlando, Miami and Jacksonville soon. If it is not bad enough to compete against Savin, Gestetner, Lanier, Ikon and another Ricoh dealer on some deals. That's (6) Proposals for Ricoh equipment to one customer. I guess one more from RBS couldn't hurt.
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Re: Xerox 1632 Question

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I have not personally seen the output, but from what I have heard it is more of a business color quality. I had a Xerox agent try to position it as a solution in a print for pay against a 6513 and the customer did not see the Xerox as a viable competitor. The DC 12 and 3535 are the only two products that I believe fit the creative color category.
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Re: Band With Auto-Negotiaion

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It sounds like you are refering to having a 10mb or 100mb network. All of the ricoh network devices I'm familiar with use Auto-detect to determine the speed of the network but then they set that value and do not detect again. So when the printer is turned on it looks at the network and detects 10mb speed, and sets the card to 10mb. If the network chances to 100mb the printer does not detect this until it is turned off and on again.
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Re: 3850C

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This is true for any GW archetechture Maching printing from G3 and G4 macs.
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Re: Canon Competition for 1232C

Flying_birdman: Thanx for the brochure on the 3200, can you also upload a brochure for the C2500 and C3500? Maybe provide some insight on this new Canon product? Thanx Art PS Graham, can you please upload this pdf to the Canon section.
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Re: 3850C

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The 3850 is not GW archetecture. GW archetecture refers to the ricoh controllers only.
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Re: color volume for 1232

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Not only have I not yet read all the 1224/1232 launch material, my Ricoh trainers obviously did not either. You see Ted, with people like you monitoring this sight, I may never have to read a manual again. Thanks once again for being here.
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Re: citrix printing???

I'm no expert, but my understanding is Citrix runs on a Unix platform. Usually requires the mini PCL drivers and limited functionality at the output device. But recent drivers that Ricoh has updated supposedly offer additional functionality like duplexing. Bottom line Ricoh products can connect to this environment, probably depending on the version of Citrix. But you have to be mindful of sharing what functions you will be able to access. Best bet is to put it on as a trial, based on a pre
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Re: 3850C

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Well, I think GWA refers to the controller almost exclusively. Ground Work Architecture as I understand it refers to the fact that the components such as memory, hard drive, networking, etc. in the controller, are shared by the system and accessed as needed. This is why the old systems needed 2 network connections for printing and scanning and now we only need one (because they didn't have this).
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Re: color volume for 1232

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Ridldle Me This Brad...when it is talking about BW only, it states 33,333 is the MMV. Wouldn't doing black only use only ONE dev.... The Black. You wouldn't divide this by 4. So, it still makes sense the way I stated that if they are talking pages on the BW, then they must be talking pages on the color. You can't be talking pages for BW and Dev. for the Color on the same chart...but then again this is Ricoh, the Master of Ambiguity!
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Re: color volume for 1232

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One more thing, it says the "target volume" is 5K/8K per month. That is best case senerio, or what Ricoh would want the customer to do. In reality, the machine can do more than the "target volume". This number is called the "Max. Monthly Volume". That is what is being referenced in the chart.
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Re: Minolta Digital

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Minolta traditionally has had really poor document feeders. I used to sell them and placed three in a mortgage company. Our service tech was consistently there changing feed rollers and trying to make them run properly.
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Re: Minolta Digital

I started in the idustry with Minoltas. I later learned that they were service intensive and only as "good as the technician". They were the prima dona of copiers when it came to servcing. Minolta's are not that popoular in our area. Wish I could give you more info. Art
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Re: 3850C

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OK I was only thinking of the 3850. I couldn't think of an example of a machine with GWA and a Fiery option, the 2105 is one. The "bug" we are speaking of only applies to Ricoh controllers in GWA machines. That should be more clear =)
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Re: NEED SERI PRINT INFO!!!

Ray Bauer has printed brochures and also details on the official launch of the SeriPrinter. If anyone has direct questions they would like to ask, I would be only too happy to reply.
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Re: Canon Competition for 1232C

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Since we just launched Canon, I am having info sent on these products. When I get it, I will post it.
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Re: ScanRouter Doc. Server Question

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Then what does purchaing the ScanRouter Document Server get you? Just for one user? Who should I call at Ricoh? Anyone know?
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Re: RBS Quote/Proposal

The penciling was done by the customer, they just added NJ sales tax to the lease. Art
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Re: RBS Quote/Proposal

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Thats cool but try Lanier, Ikon, Gestetner, Savin, RBS and 3 independant dealer in NY!
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Re: Xerox 1632 Question

You may want to watch out or the IR3200. Canon has a little monster on it's hands! Great quality at a great speed....
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Micro Press Question

Can anyone tell me how the numbering function works with Micro Press and our HV system. 1085,1105,2090,2105? We are looking to do sequential numbering of single sided prints. Plus, we have 50 different forms and will need to do these for each. Art
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Need Dealer to move a system

and to honor Ricoh National Service and Supply. Need to move from Conway, SC to Fayettville, NC. Can anyone help? Art
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need for specs and picture of TC II

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Can anyone get me official spec page and/or photos of the TC II?? Also, how does this print two colors in one pass without the first color getting smudged on the second master?? Randy
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P4P Saves the Day

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FYI to all members of the P4P Hotel. My company just had a very important customer call up with an OCR questions on the 1232C S/P and needed an immediate answer. I remember a message that Art Post put on here about a month ago and it was EXACTLY when the customers needed. It was the 1232C S/P using Textbridge 11. Thanks to Art and P4P Hotel saving the day!
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Globals's Gonna Make A Run (Get on Board)

same time, Standard & Poor's affirmed its 'BB-' corporate credit rating on Global Imaging Systems. The outlook is stable. Tampa, Fla.-based Global Imaging is a distributor of automated office equipment solutions, network integration solutions, and electronic presentation systems to the U.S. middle market. The company reported long term debt outstanding of $194 million as of March 31, 2003. The proposed debt issue is part of a recently announced refinancing plan; the current rating and outlook
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HELP! Turning Off Image Rotation on 650

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I need to turn off Image Rotation on an aficio 650 so that Mixed Originals print properly and don't rotate the 8 1/2 x 11 sheet! I can't find it in the user tools.
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Color Laser under $800 bucks for 4 PPM!

printing services, and intelligent printers. The newest additions to the TPM offering include the HP Web Jetadmin Report Generation Plug-in and the HP Print Server Appliance 4250. The Print Server Appliance 4250 is a server dedicated to printing that can increase productivity through automatic driver distribution, spooling and print queue hosting -- for a fraction of the time and money normally spent on these activities. Providing online reports and graphs showing printer usage, the Web
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Band With Auto-Negotiaion

Has anyone ever heard of a situation where the printer can effectively handle band with changes on a network. The IT people call it Auto-Negotiation. Was wondering if anyone new if the 2610N will be able to handle these types of fluxuatinos. Apparently HP and Lexmark cannot. Or could this be a problem where any printer may struggle and the problem can be coming from a different source? Thanks, Brian Miller
-=Good Selling=-

This Week in the Copier Industry 10 Years Ago, The Second Week in May 2008

It's been ten years since Ricoh introduced the W7140 and W8140, couldn't believe that when I saw this in one of the threads below.  One of the threads was also about the Ricoh 760 scanner. What a difference ten years makes.  Ricoh no longer offers scanners and in the US they only offer one Ricoh manufactured digital duplicator.  Ah, times do change!

IKON Introduces New Printer Line

www.ikon.com . About IKON IKON Office Solutions, Inc. (www.ikon.com) is the world's largest independent channel for document management systems and services, enabling customers to improve document workflow and increase efficiency. IKON integrates best-in-class copiers, printers and MFP technologies from leading manufacturers, such as Canon, Ricoh, and Konica Minolta, and document management software and systems from companies like Captaris, Kofax, EFI, eCopy and others, to deliver tailored
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Samsung Deals another Blow to MFP Giants (Ricoh, Canon, KonicaMinolta)

You here it from me over and over, A4 devices are the way to go!Samsung has launched their 6555N Multifunctional System, a 55 page per minute device that incorporates a go here for rest of story
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Weekend Copier Notes from 05/11/08

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4 tandem OPC drums, making paper jam removal difficult, and end user may inadvertently scratch or damage drums when removing jams o Comments from BLI on image quality:  “color saturation was below average”  “output generally not bright enough”  “smoothness, sharpness and color halftone rage were average”  “flesh tones were too red” - Street pricing seen in print for pay market: o Canon imagePRESS C6000VP w/Fiery/LCT/stacker/booklet-maker for $194,000.00. Color click @ $0.052 and b/w clicks
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Océ transforms wide format printing industry with introduction of new Océ CrystalPoin

paper, producing crisp, waterfast high quality images with extremely accurate dot placement. Color and black & white on inexpensive plain paper The first printing system to utilize Océ CrystalPoint technology is the Océ ColorWave 600. With the Océ ColorWave 600, customers can print both color and black & white on lower cost untreated and recycled paper. Most existing color wide format products require specially coated inkjet paper. The Océ ColorWave 600 also prints an A0 sheet (one square meter
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RICOH ADDS MBM CORPORATION

finishing equipment for the graphics and printing industries, is joining Ricoh’s Technology Alliance Program as a bronze member. Working with MBM supports Ricoh’s on-going commitment to align itself with partners who share in its vision and dedication to provide the best possible resources for its customers. MBM’s primary divisions focus on security and finishing, including products such as SHREDMAN™ business shredders and Kutrimmer® trimmers, respectively. With identity theft affecting more than
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RICOH’S DOCUMENTMALL™ RECEIVES BOOST FROM KARORA TECHNOLOGIES

.J., is a subsidiary of Ricoh Company Ltd., the 72-year-old leading supplier of office automation equipment and electronics, with fiscal year 2007 sales in excess of $19.4 billion, a 7.3 percent increase over the previous year. Ricoh Americas Corporation is a leading provider of document solutions. Ricoh’s fully integrated hardware and software products help businesses share information efficiently and effectively by enabling customers to control the input, management and output of documents
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Re: usage management

I sold Konica Minolta for 3 years and worked with Konica/Minolta products for 7. One of the major differences between Konica Minolta and Ricoh is administration and ease of use. It is true that Konica Minolta has this feature. The problem with it is that you can not make the quotas time sensitive. It can start to get confusing to the end user when they have to go back in and allow another 100 copies. Ricoh does not have this feature because the designers probably thought that it would
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usage management

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My prospect has told me that the Konica Minolta product they are looking at offers the capability to set specific copy quota's for users so that they may have unlimited b&w, but have 100 color copies per user for example. #1. Is anyone familiar with this feature on the Konica Minolta systems or other manufacturer's systems? #2. Assuming Ricoh products don't offer this, how would you handle this question? Thanks for any input!
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Ricoh Laser vs HP Laser Video

Hello folks. Cut and paste or even click on the link below and watch the U-Tube video on the HP vs the 5100N. We beat them in every category except paper handling. http://www.printershowcase.com/comparison/HiSpeed_Desktop_Laser.asp
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New Ricoh Wide Formats shown at IRGA

MPW 7140 14ppm MPW-5100 (upgrade path from Ricoh 480W) 10ppm Embedded RW-7140 and External RW Controller: Options: Scan, DWF,VIC,CGM Scanning (150-600dpi) (150-1,200TWAIN) Embedded color or external (7140 only) scan2email, scan2file, scan2print, (LED or Color Ink Jet) It's about TIME!!!! More to come soon!
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Production Print Manager needed in California

We have a client in the Bay Area of California (San Fran/Oakland/San Jose) that is looking for an experienced leader with a production print background to build a production print team. Outstanding product line - both hardware & software/solutions, as well as the service and support to back it up. Very aggressive compensation package for the right candidate. If qualified & interested, please forward a copy of your resume to dialrecruiting@comcast.net. You can reach us at 609-567-7889.
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Re: usage management

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If you ignore the cost recovery aspect of Ricoh's Print and Copy Vending Embedded Solution, it may work for you. I assume you would be able to set B&W values to 0 and set color values to 1 with a one hundred limit and get what you need. This is a new product so I haven't actually worked with it. In case my attachment didn't work, the brochure number is R2480.
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Re: Print Management

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My experience with Print Director has just been training. It is just PrintAudit product relabeled with Ricoh's name but I still prefer to get stuff from Ricoh if possible. I think by keeping everything Ricoh (when possible) helps keep everything Ricoh (when possible) if you know what I mean. If everything is from Ricoh, they are less likely to go non-Ricoh when the opportunity arises. I can also promote the idea of keeping everything Ricoh as long as I haven't done a bunch of 3rd party stuff
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Pelican, Fuji Team To Offer New DocuColor Business

volume, high margin print contracts. In a special arrangement with FujiFilm USA, customers of the DocuColor series digital printers will receive a free demonstration copy of the software with their purchase. Certified technicians from FujiFilm USA will install the software and owners of the printers can contact Pelican Software directly to become a Publisher of their memory book applications! Pelican Software is currently used to produce over 125 MILLION printed memory book pages per year
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Spring into Action with Documentmall!!!!

Spring Into Action DocumentMall New Account Promotion -- Valid thru June 15, 2008 Dear Reseller: DocumentMall is pleased to announce the Spring Into ActionCustomer Incentive now through June 15, 2008. The Spring Into Action Promotion offers your customers extraordinary savings – up to 80% – on select DocumentMall Starter Package and MFP Bundles for a complete document management and storage solution. Take advantage of this opportunity to increase the average revenue per MFP sale by offering
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Glue Binding Machines

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With the new Ricoh 906ex series there is inline glue binding. It costs a fortune. Does anybody have any insight into standalone glue binding machines for high volume binding? I have a prospect who uses a standalone Xerox Docubind.
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Automated Fax Reception

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On a recent install of a Savin 9050 with fax option, the customer is not able to receive incoming automated telephone orders from Verizon via the fax option. Ricoh says this is an issue they are working on but have not come up with any solutions yet. The system they had before was the Savin 4035e, and the automated faxes came through fine. Any suggestions other than what Ricoh is telling us?
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Re: Default Username & Password

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Let me inform you of the DISASTER that this can create. The supervisor password should NEVER be accessible for the sales staff or the end-user. The reason for this is if the supervisor password EVER get accidentally changed, (Believe me, sales and customers say that) You CANNOT fix it. You must replace the MAIN board and / or replace the NVRAM which is a nightmare/ and very costly. Just beware of who knows of this specialty login. That is probably why this login has been held in such secrecy
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Re: New B/W 25-50 PPM Engines Receive 2008 BBB Editor's Choice Award

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I'm gonna go out on a limb here and guess these are Ricoh machines?
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Re: IS760 Scanning Options for speed.

You will increase the speed with the scuzzi, i think dtb and twain is slowing the process down. I have placed one of these in a title company and used the network board and scanned to folder, customer was very happy and the speed was very good. Go with the network board option and mirror what the Xerox is doing.
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Re: Sales Tips

Make a plan for attaining goals that you believe will make you happy. Your mood will very likely increase as your pursue your goal because you will feel better about yourself for going after something you value. And, you will begin to see more sales, which equal more $$$$$.
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Wide Format Scanner Buyer Guide

Found this on the web, good stuff for all of us who are or are thinking of selling wide format scanners. The Quatra is also listed!! See attached file
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MP4000/5000-Rx fax problems

Somebody else must be seeing this...Our MP4000/5000 machines cannot recieve faxes properly when they are generated through IP servers. The line opens but the comm link takes forever and we recieve each page three times. We have set Fax SP1-104-003 bit2=1 per Ricoh Tech Support. Symptoms remained but only the last page came through. Monitor report shows error code 06-21 after each attempt. All incomming faxes from traditional sources work fine. I am being told Ricoh is aware of the problem
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Student proposes chalk as flier alternative

I was so glad to read that the University has finally banned the practice of taping fliers to the concrete on campus. This long overdue policy will not only save the University money, but it will also be a benefit to the environment. Supplies like tape, paper and ink will be spared, and copiers/printers will be less stressed. Furthermore, multitudes of trees will be saved. And despite the fears and worries of some, there are feasible and well-proven alternatives. I would like to offer up one
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IS760 Scanning Options for speed.

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I have an acct. that is testing one of our is760d scanners. Their requirements are all docs will be 400dpi uncompressed Tiff. they have given me some comparisons to a xerox workcenter 7655 they have. Ex. 400dpi 1 sided b/w 60page doc took 36 seconds on xerox. and took 1:36 on the Is760d using usb to pc running dtb with twain driver. Has anybody have or done a comparison of USB vs Ieee1394(firewire) vs SCSI vs Network. Also what about twain vs isa drivers and compatible apps. does the hardware
-=Good Selling=-

Take Aways From MY Recent Trip to InfoFlex 2018

The next time I go to Indianapolis it's going to be by plane and not by car. It was a last minute decision on whether to make the trip or not.  Thus when I looked at the flights and saw that the cost was almost a thousand bucks, I decided the make the drive. On the way out I did two six hour drives and stayed over night in western PA.  But, the trip back I had to make in one day.  It was fourteen hours from start to finished and I was mentally drained by the time I arrived home in Highlands.

Muratec America

A few weeks ago I was notified by my friends at Muratec America (Division of Konica Minolta) about the InfoFlex Event in Indianapolis.  The InfoFlex event is for those businesses and professionals that use the process of flexography to print labels. 

Here's the definition.

Flexography (often abbreviated to flexo) is a form of printing process which utilizes a flexible relief plate. It is essentially a modern version of letterpress which can be used for printing on almost any type of substrate, including plastic, metallic films, cellophane, and paper.

Flexography

There's a few reason why I wanted to go.  For starters a recent blog from GAP Intelligence stated that the digitization rate of four percent. That means that only 4% of the presses in use are digital. That market is ripe for the penetration of digital label presses.  In addition, there are not many players offering digital label presses.  

Secondly, I needed to learn more about Flexography and how those presses work.  My last reason was to learn more about the label presses that are being offered by Muratec America.  It's a different world from copiers, however it's a channel that is still thriving and when it comes down to it, it's all about putting ink or toner on substrates.

I walked the show floor twice before I gathered up the gumption (I had no clue as to what 90% of the vendors were selling) and thought of the questions that I wanted to ask. To everyone, I introduced my self as a beginner with Flexography. To my surprise everyone was willing to answer my questions and help me better understand flexography. Everyone that I spoke to was aware that digital presses (ink or laser) is the wave of the future.

Takeaways 

1) My biggest take away is that Flexo presses are very similar to off-set presses.  There are still plates, make readies  (labels), waste, press cleaning, drum cleaning and set up times. Can take up to 25 minutes to 

2) Flexo Presses can start at about $800K and go in to the millions of dollars!

3) Short run labels of 500-5,000 are frowned upon especially if they have a wide web flexo press.  

4) Flexo Presses can create full color labels capable of cold foil, spot varnish and variable printing. Cost is measured in MSI (cost per one thousand square inches).

5) Flexo printing at least with some of the older devices still needs a craftsman to dial in the press and make it hum.  Same as off-set.

6) There are no generic digital inks for Memjet or PageWide print heads. At least that's what I was told.  I did have a conversation with a rep from TOYO inks and he stated that they do have a digital ink division (suggested that I speak to someone in their digital ink division), however they may have a relationship with HP.

Direct Correlation 

For me the beginner, I see the direct correlation between off-set and Flexo for the placement of digital label presses.  For those that want to get into this lucrative field we can take the same path that we used to replaced off-set presses many years ago.  We're not go to be able to replace those Flexo presses at the start, however what we can offer is an alternative digital technology that can enhance a company that is using Flexo Presses.  We need to address and attack the short run orders that that are turned away or are making a much smaller margin. Focusing on those short run orders to find placements for digital label presses.

2018-05-13_12-18-15

Consumables & Maintenance

Ink, ink and more ink.  Since there seems to be no generic inks available, selling label presses that uses the Memjet or PageWide print heads will make your dealership the "go to" source for the ink.  If you're thinking about click charges there is none.  Maintenance Agreements should be billed as "device billing", which means that the dealership can charge a month or annual cost with unlimited usage.  

Comment

After a recent post on Linkedin about the event. Ray Stasieczko offered the comments below.

"Not without a solid business plan to understand the market potential and true cost to deliver. A dealer selling 5 or 10 won’t provide the ROI. These are no different than Production Print equipment too many chase revenue instead of profit".

I'm in agreement with the need for a solid business plan. But I'm not in agreement with the statement of a dealer selling 5-10 presses won't provide enough ROI.  With an average selling cost of $45K per press, the sale of 10 presses will create almost a cool half a million of revenue.  All of the ink consumables will be captured by the dealer, and depending on price a dealer may be able to capture much of the substrates that will be used.

Ray also stated that these label presses are no different that Product Print. I'm also in agreement with that. If your dealership is successful with selling Production Print, then the Label Presses should be a no brainer to move forward with. Think of it this way, if you can't get in the door with a Production Print, you may be able to create excitement and get in the door with Label Presses.  

"Too many chase revenue instead of profit".  I hear you Ray, but Label Presses allow you to chase revenue and extreme profit margins.  The high GP's for Production Print has already past in most major markets. There's too much competition battling for the slice of the pie with cut sheet opportunities.

Opportunities for GP

If the opportunities to make GP continue to dwindle with MFP's, then how the heck are dealerships going to keep their best sales people.  Let's not think about the old dogs like me, but those youngsters that are really good and you can't keep them because another industry offered them better opportunities to make bundles of cash.  Do we really want a continuous revolving door with sales people? I don't think so. Wouldn't we want to them to make bundles of cash with us?  Sales reps that make bundles of cash is also making piles of profit for the dealer.  

Change is Good

There are many discussions in our industry about the need to change, and not be complacent.  Yes, you can squeeze more profit from existing MFP accounts, and you can grow your business from acquiring other dealerships. But how long can that business model last with declining pages and everyone stealing each others accounts with net new pricing?

END

Will digital take over Flexo anytime soon? No, I don't thing so. Is there a market for digital ink or laser label presses?  Absolutely there is. It's all about becoming a fan of the channel, and doing your homework (just like copiers).

Boy does this bring back memories from my duplicator days!

-=Good Selling=-

Sales Professionals Lead With The Heart And Not The Wallet!

“The heart is a muscle, and you strengthen muscles by using them. The more I lead with my heart, the stronger it gets.”
Mark Miller

In society and especially within our business culture, an image of the heart is often associated with yielding kindness or weakness. However, the heart is strong and powerful, the driving force of life, one heartbeat at a time!

Your ability to succeed as a sales professional becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and misaligned sales tactics.

Sales professionals who lead with their heart and not just their wallet are able to connect with the emotional needs of their clients and prospects. They understand people have the need to be valued, respected, heard and acknowledged. By acknowledging and not forgetting the human element, heart-centered sales professionals maintain the wisdom to positively transform their clients business by helping them to do better business, a profitable one.

"A selling from the heart sales professional seeks first to be understood as they turn transactional sales opportunities into transformational experiences."

LEADING WITH HEART IS NOT A SIGN OF WEAKNESS

Honoring your heart is not a sign of weakness. This especially holds true within the sales world. True power resides with listening to your 'gut' and finding it within your heart by making a commitment to clear all that stands in the way of a heartfelt connection.

Sharing your knowledge is not a sign of weakness. Focus on how you can help your clients and prospects. Share your knowledge, your insights and what you can do for others rather than for yourself. I guarantee no one likes a know-it all, self-centered and stereo-typical sales rep... This does not build followership.

A HEARTFELT SALES PROFESSIONAL

I believe sales professionals must become...

  • Servants by making themselves available to serve
  • Servants by paying attention to others needs
  • Servants by completing every task with equal dedication
  • Servants by becoming faithful and trustworthy

If you want to be 'great', if you want to be 'successful', learn to become a servant. Stop selling…Start serving... Start being a leader of yourself.

A heartfelt sales professional commits to serving others. They walk, talk, live and breathe every aspect of a servant. They're humble, genuine and sincere as they roll up their emotional sleeves. A selling from the heart sales professional measures success not by their commission check but on the impact they've made on their clients. Loving their clients and obtaining results are their two-headed sales coin.

A HEARTFELT SALES PROFESSIONAL UNDERSTANDS VALUE

A selling from the heart professional recognizes the value in both their sales based tools and their heart based tools. They're skillful in building rock solid and credible relationships. They display kindness and concern as they truly understand these emotions demonstrate strength rather than weakness. 

Heartfelt professionals are not afraid to use the most powerful tools which come from the heart. They understand that by nature people are emotional and relationship based. They understand how to incorporate these skills to become an extremely powerful sales professional.

ARE YOU A HEARTFELT SALES PROFESSIONAL?

There's damage to your bank account when you neglect the human connection point within sales. A selling from the heart professional deeply touches the heart and minds of their clients.

If some of these traits sound familiar and resonate with you then you maybe on the way to becoming a heartfelt sales professional.

  • You're committed to personal and professional growth
  • You have compassion for yourself and others
  • You have the willingness to look in the mirror and come to terms with your own character flaws
  • You are committed to making a difference not only in your own life but in the lives of your clients
  • You listen before speaking

Your clients and prospects crave a genuine, authentic, real-deal and selling from the heart professional. I urge you all of you to lead a sales life full of authenticity and integrity rather than the pursuit of lining your sales wallet.

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

This Week in the Copier Industry 10 Years Ago, The First Week in May 2008

Don't have much time today, still trying to play catch with blogging and posting.  Just arrived in Indianapolis for the Flex Show.  Stayed tuned to @artpost, here and my linkedin wall for updates!

Weekend Copier Notes from 05/04/08

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-635 gloss coating system (aqueous or UV) o Incorporates a KAMA die cutter and stacker conveyor o Pricing unknown - Xerox announced that it will relabel CD-ROM duplicators made by Vinpower Digital, of Los Angeles, CA. The company also relabels LCD display from ProView and scanners from Visioneer. - Kodak announced it had sold an NexPress M700 (relabeled Canon imagePRESS C7000VP) to Antalis Graphics, a print shop in South Africa. - Kodak conducted a conference for print shop owners who use Kodak hardware
Topic

NETAPHOR SOFTWARE, INC. INTRODUCES USER TRACKING WITH NEW VERSION OF ITS PRINTER MANA

2.0 includes a new Jobs Analysis view, which tracks user printed pages, the applications and documents used, when jobs were printed and to what printer—the Who, What and When of user printer management. It provides all the printer data, analytics, notification and reports for organizations to control costs, support help desk operations and improve printer service. In addition, the new version of SiteAudit includes a Host Analysis view, which tracks print queue name, port addresses, queue use
Topic

Ricoh BK5000 Saddlestitch Unit %$#$%

1. In order to have the saddlestitcher you have to also have the SR5000 ($5,500)and then BK5000 SaddleStitch Unit ($7,360) for a total list price of $12,360. A little high if you just need to do booklets on the MP9000. 2. The BK5000 will only stack 30 finished booklets!!!!! Com on Ricoh, this is suppose to be a production unit????? 3. Needless to say, its my mistake I assumed the BK 5000 was similar to the saddlestitcher that was on the 2090 series machines, it is not and my current customer is
Topic

Canon and GBC

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I am up against Canon on a big color machine. I know the Ricoh high end color machines will do GBC punching on-line. The only machines that I can find that Canon supports are the B&W 7105/7095/7086 machines. Has anybody else run across a Conon Color machine that will GBC punch?
Topic

W2400 Embedded Printing

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Previously, we created 2 custom sizes for a customer (36x100 and 24x100). Both of these are longer than the customer will ever need but we created these due to the fact that all their drawings are different lengths and you could not create a custom driver for each. When they print to the W2400, the DIMM chip is set so that the printer will only print the "inked" area which is what we want it to do. The problem is that if you select the 24x100 customer size and there is no 24" paper in the
Topic

Ricoh Americas Corp. Makes Acquisition

Ricoh Americas Corp. acquired Associated Business Systems (ABS), a Ricoh dealer headquartered in Portland, OR, U.S. The acquisition signals a major expansion by Ricoh in the Pacific Northwest marketplace. Associated Business Systems will become a wholly owned subsidiary of Ricoh Americas Corporation and be known as Associated Business Systems—A Ricoh Company.
Topic

Print Management

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Has anyone tried any of the products from this provider? http://www.softwareshelf.com/I found these guys on the web and did a Webex with Danny Byrnes.Their products seem impressive and I'm thinking about offering them.If you've tried their products,...
Reply

Re: Print Management

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What does it offer that Ricoh's Print Director does not?
Reply

Re: Need Input for Color Deal

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Customer bought: 2 - Savin CLP240d Color Printers 2 - PB3010 Large Capacity Trays 2 - SR3030 Finishers for Output $7,250 each CPC - $.0582 with toner for color CPC - $.0135 with toner for black
Reply

Re: Weekend Copier Notes from 05/04/08

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Thanks! I always love to see this info! quote: - Netaphor Software of Irvine, CA launched new software for tracking clicks on printers and MFPs. The new software, called SiteAudit 2.0, supposedly is the only software that can track clicks without the need to load software on each individual workstation. I know of several print tracking solutions that do not require software loaded on the client. some examples off the top of my head: Canon Netspot accountant (now called imageWare something-or
Reply

Re: tracking software

John: I did a few searches and found nothing, maybe you need to use to programs to accomplish what you need. Time tracker and Print Tracker.
Reply

Re: W2400 Embedded Printing

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Just found out that the problem is not resolved when printing out of Catia V5. Anyone have any knowledge of Catia and why this might be happening?
Reply

Re: SMB Scanning and conflicts

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I have installed several MFP's w/ SMB Scanning on networks that have multiple workstations/domains and routers w/ wireless or no wireless. Of course you have to have one of the workgroup/domain names listed in the SMB workgroup setting on the MFP. This is the first step for ANY SMB installation. The default from Ricoh is WORKGROUP. Which fits to about 90% of the existing networks. But, occasionlly you will have to change this if there is no WORKGROUP located on the LAN. If you have 5 workgroup
Reply

Re: Print Management

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Excellent question! I'm not really sure, I'm not familiar with Print Director, but have read up a little on it since reading your post. One appealing aspect of the Print Manager software is that it costs about $700 for a license for 1 print server with unlimited users. Have you sold Print Director? What has been your experience with this product? Thanks!
Reply

Re: Ode to the Copier Repairman

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Oh, that was too good!! I'm printing this out and hanging up in our shop right now! Edited to say: our techs love this. John, do you get author credit?
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Re: Ode to the Copier Repairman

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No credit to me, I'm just a salesman! Honestly, I found it on the web this morning while I was looking for a cute copier cartoon to put on my monthly sales flyer. I cut out the pictures (inside of a copier, we've all seen them before) and pasted the rest. Glad you liked it.
Reply

Re: SP C221SF toner yield

I believe the starter cartridges are only good for 500 prints or so, and the max with new is only 2,000. estimated cost per page is .18 cents if you get the yield. Very expensive to run color, however good for LV mono, where they would only do 200 color pages a month.
Reply

Re: SP C221SF toner yield

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quote: Originally posted by Art Post: I believe the starter cartridges are only good for 500 prints or so, and the max with new is only 2,000. estimated cost per page is .18 cents if you get the yield. Very expensive to run color, however good for LV mono, where they would only do 200 color pages a month. Launch info says starter is 1,000 yield but it does seem more like 500, if that.
Reply

Re: WOMEN IN POWER

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Agreed, but lighten up on the handshake. A bone-crushing handshake is a horrible impression on anyone but especially on a woman. You would think this would be common sense, but I've had this discussion with several customers about other sales people who think a "Firm" handshake means the other person walks away in agony.
Topic

tracking software

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Here is an interesting situation I happened upon yesterday. I have a P4P customer that provides workstation computers to customers at a rate of $.20 per minute and also allows them to print to devices behind the customer counter. The customers are billed on the honor system (not smart). I was told by a Manager that they used to use a program that would track the users time once they logged onto the PC and also would track the prints and to which device they had been sent. This program was
Topic

Plotbase upgrade

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I've added the PS option, dwg/dfx convertor and scanning to a 240W we have in the field. After updating the TAN, I was unable to print the CAD files through Plotclient Win (there is no AutoCAD present). I received an error that the file format was not supported. In talking w/ tech-support, I understand I have Plotbase 3.3 and need to upgrade to 3.7.1 which I'm downloading from the TSC website. Can anyone give me pointers on thr proper procedures and/or things to look out for?
Topic

SMB scanning and Administrative Login

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When SMB scanning from an MFP, I believe it's necessary to set up the MFP with administrative login rights. I'm running into a problem with a client who wants the scanning to go to their 2003 Small Business Server, but wants the password to change every week or month. How would you guys deal with this? The product is a Savin C2525. Thanks for any help!
Topic

Art Post - Image Source Magazine

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For those that subscribe to Image Source magazine, Art has written an article in April's edition on the Sales Pipeline. Congratulations Art! on a great article. As I was reading through the article, I realized I had read most of the article before on the p4p. Thanks again for all the time and work you put into the p4p!!
-=Good Selling-=

Print Services, a Race to the Bottom or a Race for Winning

I  recently attended the Lexmark Roadshow held in Vegas. The theme was winning, and the after-hours fun was driving exotic sports cars at Speed Vegas. Lexmark can win the A4 race and here’s why. Lexmark isn’t listening to the noise of keeping things as they were or temporarily are. Lexmark has always lived in and is doubling down on A4. A4 is the future and those who dismiss this will be left in the past.

It seems amazing the speed of these small footprint output devices. All of which have duty cycles enabling them to replace Tens of millions of A3 devices. While the rest of the manufacturers are racing towards approvals from outdated dealer programs, or have pulled into the pit stops investing in production print equipment the lowest percentage of placements in the market. Production prints deliverable once controlled by one vendor now every vendor is toting their new light production printer thinking it’s as exciting as the Lamborghinis racing around the track in Vegas and as they fight to survive this small market share, they will destroy all possibilities to monetize it profitably. These manufacturers should be creating better A4 products with as few replaceable parts as possible.

The cost for a dealer to move into production print is enormous. The better investment is reinventing your sales and service platform to differentiate yourself. Learn how to deliver cheaper faster and focus on the space the majority of the customers you seek live segments one through four. 

The future will be unimaginable to those who still live in the eighties. The end-users who support the industry are more and more evaluating service as not how good you are when you show up. They evaluate service by how little you need to show up. 

The next decade will completely change print’s deliverable. Everything which is thought unchangeable will indeed change and those in the industry who understand the importance of continuously modifying will prevail. The future will challenge today's leasing strategies, today's billing strategies, today’s sales strategies, and most importantly today’s management strategies.

The new competitors will come from places once thought impossible. The industry must explore and welcome the introduction of ways to monetize print’s decline. Chasing clicks is not the industry’s future. Without the ability to reinvent themselves the industry’s collaborators get circumvented by the new innovator. 

So, my advice to those selling A4 stop competing against other A4’s go after A3 in all segments one through four. The volumes are low, and the end-users acceptance to replace A3 with A4 is growing quickly. The growth of the pull-economy will increase the acceptance of lighter out of the box set up, and service free equipment. All dealers must prepare and continuously modify to maintain profitability.

R.J. Stasieczko

Memoirs of a Copier Sales Person "The Tag Team Cold Call"

Who remembers Ricky Steamboat and Jay Youngblood?  How about Mr. Fuji nd Professor Tanaka?  If not,  I'm sure you familiar with the likes of The Hardy Boyz and also the The Hart Foundation in the nineties. 

If you've never watched Professional Wrestling then you've missed out on some great entertainment. Growing up and then watching Pro Wrestling with my son was always a treat when there was a tag team match.  Yeah, those matches got way out of hand and pinning ones head to the floor just so they couldn't tag there partner was wild!

All of this leads me to a few moments I had with a former rep in our office a few days ago.  That rep had stopped in for a visit and caught me for a few minutes before I was going out for appointments.  We spoke about the cool things in life for few minutes, and I then asked to tell me more about what he sells. As he got more into depth I saw that we could share many accounts.  In fact there seemed to many existing accounts that we could share with each other.

Rather than just asking for a list of names and contacts to call (because that usually goes nowhere after talking about it).  I stated why don't we go cold calling together?  I'll bring up 25 companies of existing and net new that I'd like to hit and we'll knock then out together (tag team those accounts).  You hand out yours and I'll hand out many.  Matter of fact, next week you do a list and we'll hit those 25 companies also!

After a few minutes we agreed that we would make this happen during the Month of July (he's getting married in June).  Yay!

Thus it will be the old guy tag teamed with the young guy for a few fun days in the field.  I mentioned fun, because it will be something different, yes I've gone cold calling with my manager and other reps. But being introduced to many companies where my friend has a relationship with should be awesome.

Cold calling needs to be fun, whether cold calling with a buddy (tag team), or just putting on your best attitude can be all the difference in the world.

Look for other sales people that you know that are outside of your industry and see if you can arrange one of those "tag team" events and I'm sure you'll have a blast and get a few leads.

-=Good Selling=-

Attention Sales Community... Do You Have A Sales Manifesto?

A manifesto...

Do good work every day... Stay noble... Be honest... Be perfectly clear... Be myself...

A manifesto is a declaration of one’s beliefs, opinions, motives, and intentions. It's simply a document declaring what's important to someone. This could serve as a statement of principles or even a call to action. A manifesto may challenge assumptions, foster commitment, provoke change or may even challenge the status quo.

Many of you may already have books or documents that are important to you which sum up your beliefs. For some, it might be religious text, and for others it might be parts of the Constitution.

It's a safe bet to say most sales professionals don't have a personal manifesto. Stop, think and reflect on this for a moment... could a public declaration of your intent, help you rise above the sea of sameness? May this change the perception around what you do?

BENEFITS OF A MANIFESTO

What makes a manifesto so valuable is it becomes a constant source of inspiration. It becomes something that can easily be read on a daily basis.

Imagine waking up in the morning, rolling out of bed, grabbing a cup of coffee or tea, self- reflecting before you start your day as you spend a few minutes reading your manifesto. This could help keep your mind focused as you remind yourself of your priorities. On a daily basis you're reinforcing your values over and over again.

Here's where this could make a huge impact to your sales career. Imagine sharing your manifesto with others. Think about sharing with your clients, prospects and friends. Imagine how this could elevate your status within their minds? It now becomes your public creed through which you're presenting yourself, your beliefs and your future self.

THE SELLING FROM THE HEART MANIFESTO

As I'm near completion of my first book, "Selling From The Heart... How Your Authentic Self Sells You" I got to thinking... how about incorporating my personal selling from the heart manifesto.

On the latest episode of the Selling From The Heart podcast, my co-host Darrell Amy and I roll out parts of the manifesto... You can listen to it now... or click on the image

THE MANIFESTO

Here's a sampling of my manifesto...

A selling from the heart sales professional is a new class - genuine, authentic, the real deal, in touch with who they are and are brutally honest with themselves.

A selling from the heart sales professional wages a war and becomes a minister to their clients in a profession riddled with unscrupulous, fake and disingenuous sales reps.

A selling from the heart professional leads with the heart and not the wallet.

A selling from the heart sales professional brings the human approach to sales by making it about their clients and what's important to them.

A selling from the heart sales professional seeks first to be understood as they turn transactional sales opportunities into transformational experiences.

WRITING YOUR MANIFESTO

I'm not going to tell you there's a right or wrong way to write a manifesto; the style is completely up to you. You may want to make it simple, straightforward and state with passion why you believe in each principle.

Write down your beliefs, motives and the intentions around each of the topics. Your manifesto is an opportunity for you to lay it all out there by being real, genuine and staying true to YOU. Lay all the cards out on the business table for everyone to see and absorb.

One tip, clearly define your purpose and stay true to your values. When you don’t know or you haven’t clearly defined your values, you wind up drifting along in your sales career and life.

Attempting to fulfill other's expectations instead of your own is brutal. Quite frankly, before you know it, your life becomes misaligned and unmanageable. Living a sales life without core values is exhausting, leaving you feeling empty, lifeless and exhausted. Conversely, living a sales life in line with your core values brings you purpose, direction, happiness and a sense of well-being.

Here's a short list of values to help kick start your manifesto...

  • Confidence
  • Discipline
  • Integrity
  • Knowledge
  • Service
  • Servant
  • Truth

AND REMEMBER

I feel confident this will elevate your status and enhance your sales career. I sincerely hope this inspires you to create your manifesto. Not only will this allow you to grow, but it will help you live out those beliefs. When all is said and done, the true hallmark of a sales professional is knowing what you believe, and having the guts to live it. This is what selling from the heart is all about.

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

 

 

DocuWare Cloud Solutions adopted by Major Telecommunications Contractor

General Construction Company Improves Cash Flow with Accounting Workflow Management Software

General construction contractor specializing in telecommunications, Total Environmental & Power Systems, Inc., implemented DocuWare Cloud in their accounting department to improve invoice approval times for employees in the field. Now, invoices can be approved from any mobile device. The solution boosted the accuracy of their cost accounting procedures by 90%, sped up invoice turnaround time, and improved cash flow.

Total Environmental & Power Systems, Inc. (TEPS) is one of California and Nevada’s top telecommunications contractors, helping to build and maintain cell towers throughout that region. The company also provides general facility maintenance services that includes the building and maintaining of HVAC and AC/DC power systems, radio frequency systems, distributed antenna systems, hydrogen fuel cells, generators and battery backup systems. With a fleet of more than 50 one-ton, four-wheel drive trucks, and a Sno-Cat ATV vehicle with all-terrain tracks and certified drivers, the company can make on-site service calls to any location; in any season. 

Requirements

TEPS knew it was time to upgrade their accounting workflow to something electronic but the final push came when they received a request from a large customer for electronic copies of TEPS material invoices to better understand the material charges. In addition, almost 90% of the invoices TEPS received were digital and it just didn’t make sense to continue to print and process invoices in a paper-based format.

The company began looking for a solution that met these requirements: 1) mobile-ready and accessible from any device, 2) cloud-based and would not need to be tied to their server and 3) easy to implement and maintain.

Solution

After some research, TEPS choose to implement DocuWare Cloud in their accounting department as it fit all their requirements. The solution was configured and implemented remotely allowing for a quick go-live date.  Of the company’s 75 employees, about 18 people were trained to use the system.

Benefits

The new solution allowed TEPS to easily offer better customer service by quickly emailing requested supplier invoices to their clients.   The system turned out to be a huge time saver as well; TEPS has shaved off 20 man-hours a month which were spent on tracking down payable invoices out for approval.  With DocuWare in place, “approvers” that are in the field on job sites can now review and approve invoices on their mobile device keeping the accounting process flowing smoothly in a timely manner.

 

The company’s receivable invoice turnaround time has also been reduced by 2-3 days each month, creating better cash flow predictions in a real-time setting.  With total transparency, better business decisions can be made, and more critical tasks can be taken on as a result of implementing DocuWare.

 

“DocuWare Cloud allows us to do our jobs a lot faster. I can see where in the process each invoice is and easily know who I need to nudge to keep the system flowing,” said Pam Souza, Controller for Total Environmental & Power Systems, Inc.

Prior to implementing DocuWare Cloud, any invoice under $1,000 was paid with no review. With the new solution in place, every invoice is easily routed through a digital approval process, solidifying that every purchase is legitimate, the price is correct, and that the cost has been assigned to the right job number.

 

“We found that a lot of our invoices had inaccurate job numbers. With DocuWare Cloud, we simply have our project managers look at every invoice, large and small, and make sure everything is accurate. If the job number is wrong, the approver simply makes a digital note for us to change it. It is very important to apply our costs to the correct job and I’m happy to say we’ve improved the accuracy of our cost accounting by 90%,” stated Souza.

On the accounts receivable side, TEPS has enhanced their invoice turnaround time, narrowing the gap between completing a job and invoicing for the work, positively impacting their cash flow.

Conclusion

The owners of TEPS are very happy with the contribution DocuWare Cloud has made to their bottom line and look forward to expanding it to other departments.

Are You Leading An Authentic Sales Life?

"If you're your authentic self, you have no competition"

Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what buyers want!

It may sound a bit touchy-feely but set aside some alone time, take a look inside yourself as sales is all about building credible, genuine and real relationships. In order to build relationships and change the way people think, you need to understand who you are and what goods you bring to the table. Here lies the issue for many sales reps, they don’t understand the value they bring to the marketplace because they haven’t spent the time investing in themselves.

Authenticity requires self-knowledge and self-awareness. Authentic sales people accept their strengths and weaknesses. They are accountable to themselves. They are connected to their values and desires and act deliberately in ways consistent with those qualities.

BECOMING SELF-AWARE LEADS TO AUTHENTICITY

Self-awareness means you know yourself so well that you become amazingly happy which in turn allows you to live an enriched and balanced life.

  • Are you living as the real you and not someone else?
  • Do your thoughts match your actions?
  • Does your walk match your talk?
  • Are you emphasizing the positive aspects of your personality?

Living a lie comes out sooner or later. Living a sales lies is even worse. I guarantee this will screw with your sales career.

KNOW YOURSELF

Getting to know yourself allows you to tap into the road of happiness and this is critical to your success as a sales professional. Your beliefs, your attitude along with your daily routines are mission critical.

Become brutally honest with yourself...

How clearly can you define YOU?

Every day ask yourself...

  • Who am I?
  • What am I most proud of?
  • What am I most grateful for?
  • What did I actually do yesterday?
  • What did I learn yesterday that I can apply to today to become a better person?

HOW TO REMAIN AUTHENTIC

I encourage you to listen to the April 24th episode of The B2B Revenue Executive Experience where Chad Sanderson and I discuss authenticity in sales.

Link to the podcast is here... tunein.com

Unfortunately, a tremendous amount of sales reps are taught old school manipulative sales tricks – strategies to sell as fast as possible. These sales strategies make it all about them and not the buyer.

"We must bring the human approach back to sales and make it about our clients, the buyer and what's important to them"

It starts by leading with the heart, not with the wallet. Breaking it down to the simplest form, sales is about helping somebody solve a problem. Your job is to tie it to your solutions or service to help solve it. Everybody is capable of finding their authentic self. It requires self-discipline.

Authenticity starts when you set the intention and muster up self-fortitude to be genuine. You must become keenly aware of what this looks and feels like, along with the willingness to act in accordance with your genuine nature. Warning, this means you may become a bit vulnerable and this is OK!

KNOW YOUR AUTHENTIC SELF

Knowing yourself is the process of understanding you. What makes you tick? Knowing yourself brings you face-to-face with self-doubts and insecurities. Self-reflecting upon this allows you to take a serious look into just how you're living your life and sales life.

Knowing yourself is a conscious effort; you must lead with intent and purpose. This is the same approach you must take with your career. You must lead your sales career with intent, purpose and authenticity.

Authenticity is a choice. It's not easy, but for sales professionals this is the difference between just getting by and making it happen. Self-reflect for a moment, asking yourself what does it means to lead an authentic lifestyle? It's hard work. It's looking right into the mirror, asking tough questions and answering them. You're in charge of your own sales career.

What's your plan, what do you need to do and when will you get there? It is totally up to you! Now go open the door to your authentic self! Watch what happens to your sales career!

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way!

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

 

 

Color Label Press University "Where to Find Color Packaging"

The turkey, provolone, onions, hot banana peppers and tomatoes sandwich had my full attention.  It was lunch time, I was starved since my wife had me doing this points for food thing.  Everything was no points except for the bread, and what the heck a little bread now and then isn't going to kill me right?

While reaching for my bottle of water I noticed I had no napkins, and being a polite eater I opted to search for the napkins instead of taking that first chunk out of my sandwich.  A quick glance around the restaurant and there it was, not the napkins but a beautiful stack of cardboard boxes.  I was truly in heaven!

There were twelve boxes in two stacks of six.  Each box was fully decked out with branding (the box was printed with color images) on all sides. After that wonderful distraction I was able to locate the napkins. I finished lunch and then proceeded to the counter to see what information I could get out of the employees.  I found out that the boxes were used for catering, and the location I was at used about 5 boxes per week.  I sat back down and looking up this company on the web and found that they have more than 2,000 franchise locations in the US.

Hmmm, I wonder if each franchise used 5 boxes per week per location. That's 10,000 boxes per week, 40,000 per month and almost a half a million for the year.  

Can you imagine the amount of ink that's used to imprint all four sides of the box? 

You might ask what I'm getting at right?  For a long time I've been harping about print migration and the need for dealers to follow the migration of print.  Those catering boxes is an excellent example of print migration.  

PKG-675i

Alas, I have nothing to offer that company to either reduce their costs, or bring that printing in house (I did find out that all of these branded boxes are out- sourced).  But if you were a Dealer for Muratec America a Konica Minolta Company you'd be knocking on their door with information about the PKG-675i.

The PKG-675i is capable of printing on corrugated materials (boxes). I'm no expert with the PKD-675i yet, but I would beat dollars to doughnuts that this company is definitely a suspect.  I told another sales person the other day that more often than not, we are sales detectives.  It's our job to investigate and find out more about the suspect with the use of the branded catering boxes.  Leave not stone unturned and you may find that these branded boxes could be a revenue bonanza.

Next time you're out and about, keeps your eyes peeled for corporate branding for boxes and or labels. I'm a firm believer that niche printing devices can be the Holy Grail for those that want to grow their print business.

You can find out more about the PKG-675i here

-=Good Selling=-

Memoirs of a Copier Sales Person "The Hunt for Wide Format"

I wasn't too excited that "The Hunt for Wide Format" was going to take place on a rainy day in Jersey.  I had two choices, one was to start the hunt in the rain or go back to office and make phone calls. I choose to do the hunt because working the phone lately has been terrible. In addition I can't afford to waste time when you can't get DM's on the phone.

My day started with a 9:30AM appointment with an existing account that has three separate equipment leases.  I placed a courtesy call a few weeks ago to see if their devices were running well. About a week later, my client called and wanted to meet. Which told me that there were some issue (none that I knew of).  By the end of the meeting I had addressed both issues and left with an upgrade opportunity. Not a bad way to start off the day I thought.

I pre-planned my hunt yesterday.  I culled my CRM for fifteen or so net new prospects for wide format and mixed in a few existing clients that I hadn't seen in sometime. The plan was for twenty-five stops after my first appointment.

I was armed with Ricoh MP6700SP wide format brochures and business cards.  In addition I carried a notebook bag that I received from a recent show that had Engineering embroidered on the out side of the bag. Thought that might help with the net new clients.

One of my stops was to an existing wide format Architect.  Luckily my Architect was in the office and what was suppose to be a meet and greet turned into a thirty minute appointment.  My client did not have a need to replace the existing device, however we yucked it up about getting old, the high taxes in New Jersey, and thought of leaving New Jersey.  My client then asked what the rest of my day was like and I responded with telling him about my next two stops.  He then told me that hew knew both principals and had worked with both principals in the past. In addition he asked that I tell both of them that my client said hello.

Alrighty then, I had a couple of additional arrows in my quiver when I tracked down the next two prospects.   Back into the car and down the road I went to my next two stops.  With those next two stops, I was not able to connect with either DM because they weren't in the office.  But, I was able to make the connection with the receptionist that I had a message for both DM's.  As soon as I got back in the car I accessed Linkedin and sent inmails to both DM's to connect. I'm good with that because I can make the connection between all three clients with the next email, inmail, or phone call.

The rest of the day proved to be unfruitful, not many of the DM's were around (I did not expect them to be). I was able to make note of three additional suspects with new construction projects that I passed.

One other funny note for today. I've been wanting to stop in this one account for sometime. I noticed that they moved about a year ago, however I kept driving by their place.  Today as I drove past their building slowly, I spied what type of wide format mfp that they have. I was stunned because the wide format was placed in front of a very large window. Soon as I saw it I knew the manufacturer.  I doubled back and then knocked on that door also.

Did I get any wide format opportunities today? No, I didn't. Did I get the opportunity to learn more about each business? Yes.  Was I able to identify future suspects?  Yup

Thus, there you have it.  One day each week every week for the rest of the year this old dog will be out in the field hunting wide format and any other copiers that I spy.

-=Good Selling=-

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