Tagged With "Clients"

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Re: 6 Reasons Why Flat Rate Service Program Will Change the Copier Industry

TomO ·
Art, a terrific take on the changing forces in the business model of the industry. Moneyball has arrived in the imaging business.
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Re: 6 Reasons Why Flat Rate Service Program Will Change the Copier Industry

Art Post ·
Thank you Tom, writing it brought back some awesome memories
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Re: Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner

Larry Kirsch ·
Thank you. Very helpful. Kindly continue to post further updates. Have a great day.
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Re: Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner

Old Glory ·
Slight correction...both the IM 430F and the IM 430Fb are 43 ppm. Additional info...the 430F (SP 501) has a Service Maintenance platform while the 430Fb (SP 502) has a User Maintenance platform. The SP 510 and SP 502 are printer only versions of their respective MFP's. As far as I know, the SP's and the IM 350 (350F without a standard fax) have not been launched yet. It is interesting to note that the service training does not reference the MP 301SPF or the MP 402SPF at all. The new IM units...
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Re: Buyers Are Liars!

Jason H ·
Unreal! I had to have this talk with a rep the other day. This girl sees the positive in everything and is about as happy go lucky as anyone I've ever met. She didn't believe me that buyers are liars. She got strung along with a customer that was going to lunch with her, having a glass of wine in the evening with her, all the while telling her she would have an order soon. She stopped by her office and there was a brand new machine sitting there and it had been there for a couple weeks.
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Re: Buyers Are Liars!

Art Post ·
@Jason H thanks, I just needed to vent. The longer you're in this business you realize that an order is not an order until the copier has been delivered and sometimes that's not a done deal either.
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Re: Buyers Are Liars!

Jesse ·
That's awful Art. I'm sure many of us can relate to that story in one way or another. This was a first for me; I was working a new account for over a year, they were completely unorganized and had no handle on the printing/copying expenses throughout the country. The whole time my contact was telling me that we were going to get the business and that I've shown him that his account was mismanaged. Then the infamous "ghosting" occurred, no calls back, no responses to e-mail. Then at 10pm one...
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Re: Buyers Are Liars!

Jayjay4535 ·
Preach! Oh how about this one: when the net - new prospect speaks horribly about their current vendor, how bad their service is, and how much they want to move to someone else. You provide a fantastic proposal, they tell you how great it is, and thats when the crickets begin. You find out a couple weeks later when you finally get them on the phone that they decided to stay with their current vendor, because of one of the following reasons: 1. They didnt want to upset the status quo 2. All of...
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Re: Buyers Are Liars!

Art Post ·
Yup, seen all of that and had all of that done to me also.
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Fenergo Launches Fen-Host, a Cloud Managed Service

Art Post ·
DUBLIN , Oct. 10, 2019 /PRNewswire/ -- Fenergo , a leading provider of digital Client Lifecycle Management (CLM) software solutions for financial institutions, has announced the launch of Fen-Host, a fully managed services cloud offering. The move is a direct response to the growing acceptance of cloud amongst financial institutions and requests from the Fenergo client community. Research by Fenergo found that 56% of global financial institutions are prioritising cloud in the next 12 months...
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Being Comfortable With Yourself Can Go A Long Way in Sales

Art Post ·
Be creative, be authentic, be knowledgeable and be passionate are all great traits for sales people. For most sales people it takes time to feel comfortable with who you are and the message that you want to bring to your clients. It's not something that you can change over night. It's something that successful level sales people develop over time and sometimes it's coupled with trial and error. The great thing is that we all learn from our mistakes. Trust me been there done that. Clients Can...
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Enabling Innovation is both Old and New

Art Post ·
I'd like to introduce Mitch Filby as our guest blogger. I had the chance to catch up with Mitch at Itex 2019 in Las Vegas earlier this year. Mitch and I connected many years ago through this site and I've been asking if he would write a blog for us. Mitch is from Australia and is Managing Director of First Rock Consulting. Enabling Innovation is both Old and New Will divestment, organisational and structural splits, re-investment and a greater focus on core business help to save the office...
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Why Don't You Have a Copier Technology Budget?

Art Post ·
I was in the field today and was helping one of my clients figure out an issue with his desktop MFP. This client is also on the board of a non-profit organization that has a seven year old color A3 MFP. Yes Ray, they need 11x17! Why do some clients have seven year old MFPs? It's because they made a purchase and can't come to grips with spending additional dollars to get a new MFP. Thus, I told the story of WHY ninety percent of my clients lease their MFPs. In fact a little more than eighty...
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MSP & MSSP Industry Notes for October 27th, 2019

Art Post ·
October 28th 2019 MSP & MSSP Industry Notes Sponsored by Arcoa Group ARCOA has established itself as an industry leader in the recycling and processing of electronics scrap. Our management has over 30 years of experience in scrap and precious metals recycling. As an R2:2013, ISO 14001:2015 and OHSAS 18001:2007 certified electronics recycler, we can assure you that all of our material processing is done in a safe and environmentally responsible manner. Office1 Partners with Chaparral...
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Want to SEE an actual copier quote get created in under 3 minutes?

Art Post ·
Note from Art; I use this tool almost everyday, it saves incredible amounts of time and can simplify the process for new reps for quoting. In addition many of us senior reps need manage our clients with emails, phone calls, on-site and your time becomes limited. Thus this tool becomes the perfect choice when you need to get a quote/proposal finished in minutes. As @Ray Stasiezcko would say Jesse is bring the future of quoting to the present Enjoy ! Want to SEE an actual quote...
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Wide Format for AEC Market & New Features I Would Like to See

Art Post ·
If you've been selling wide format MFP's for some time I think you'll agree that the manufacturers have been slow on refreshing most models from most manufacturers. Aside from KIP with the recent introduction of the KIP 600 toner based color wide format MFP (multi-functional product), the others are just regurgitating the same tired outdated wide formats for the AEC (architect, engineers and construction) market. Five plus years is a long time to wait for a refresh of an existing model or...
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A Great Tip for "Why Referrals Still Matter"

Art Post ·
Wrote this many years ago when I first started writing, I clean up a few things and added a few things to keep the blog current.    Clients are more skeptical than ever. How do you win the sale when your prospect knows nothing about you,...
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Position Yourself as the Print Assessment Guru

Art Post ·
Do you feel that you're the one of the best at selling MFP's & MPS? Do you consult more to the end user and then let the customerpry the orderfrom you? Are you consistently producing print assessment reports for customers that have an ROI? If so, you need to add this weapon to your arsenal. In your territory look up the 10 largest CPA firms. Once you have them, be prepared to make the calls to success! CPA firms rely on selling their services. They have...
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A Few Reasons Why We Still Need to be Closers

Art Post ·
In recent months I've been reading more blogs and LinkedIn pulse articles that are touting the new sales methodology , the more I read the more I hate them. After doing research on the author I find that the author was never in sales or had a really short career (thus the reason they are writing and not selling).  The one common thread in most of these articles, is the point that clients aka prospects do not want to be closed with the old traditional selling...
Blog Post Featured

What is Business Workflow? "Part One"

Art Post ·
Workflow has been on my mind a lot in recent months.  In order to remain current and successful in this industry I need to step it up a bit and be looking for additional workflow opportunities. What is workflow?  It's my guess that we'll see many different definitions of workflow from the different guest bloggers I have lined up.  For me, workflow means that I can shorten a manual business process, which would then save the client hours of labor. In addition, the client...
Blog Post

Selling Copiers "Reading Between the Lines"

Art Post ·
Cone of Silence Muchof the content that I use for my blogs comes from the daily grind of selling hardware & software. There will be days when I hear something unique,have a conversation witha client or aspark if imagination that will cause me to write. Actually, yesterday wasone of those days.Our VP of Major Accounts came over to my humble abode of 24 square feet and asked me about an he email he had received from a potential...
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57 Days of Selling "Day 49"

Art Post ·
I figure by the end of this week, I'll down to counting the hours left until the end of the sales year rather than the days. I need quite a lot of meetings and appointments to go just right, and I'm coming around the notion that I may not be able to get to where I want to be. I've never been a quitter and at this point, I'm not going to lay down and give up. There was not much going on today, it was my plan to be in the office all day to see if I can gather some additional appointments for...
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Clarient Global Adopts IBM Cloud, VMware for Enhanced Private Cloud Capabilities

Art Post ·
ARMONK, N.Y. , Sept. 28, 2016 /PRNewswire/ -- IBM (NYSE: IBM ) today announced that Clarient Global LLC ("Clarient"), a joint venture established to transform client data and document management in the financial services industry, has selected VMware Cloud Foundation on IBM Cloud to continue to enhance its existing SoftLayer private cloud implementation for its Clarient Entity Hub platform. Clarient Entity Hub allows users to securely upload, maintain and share information about legal...
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57 Days of Selling Copiers "Day One"

Art Post ·
Had a bit of extra time this AM, since my first appointment was at 9AM. No sense in leaving the house at 7AM to get to the office at 8AM and then travel an hour to my 9AM appointment. I scheduled the 9AM appointment (net new) last week, it was more of a follow up appointment to make sure I'm in play for 100 plus units. Still many months away, but I already know the players, it's gonna be tough to knock out the incumbent. Appointment went well, I squeezed some additional info out of them.
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One Point One Group LLC Collaborates With Canon Information And Imaging Solutions, Inc.

Art Post ·
FLOWER MOUND, Texas , June 8, 2016 /PRNewswire/ -- One Point One Group, LLC, today announced that it has become a Solutions Partner for Canon Information and Imaging Solutions, Inc. (CIIS), a wholly owned subsidiary of Canon U.S.A. , Inc., and is now able to bring together its expertise and well established practice in implementing Salesforce solutions for business clients with business process automation capabilities provided by Canon. Clients who need to bring information from their...
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Little Diddy about our vCIO

Art Post ·
There's an old saying that excellent CEO's and business owners surround themselves with excellent people. Popamora Point Last Saturday morning, the wife and I decided to take a short 5 minute ride to our poor persons beach club on Sandy Hook Bay. Popamora Point offers a secluded sandy beach, calm waters, and a kick butt view of the NYC skyline. There's no more than twenty parking spots, thus we needed to get there early. That weekend, just like any other weekend is time for me to turn off my...
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VirtualArmour Initiates Proactive Personal Protection Analysis Across Entire Client Base in Response to Equifax Breach

Art Post ·
VANCOUVER, British Columbia, Sept. 22, 2017 (GLOBE NEWSWIRE) -- Premier Managed Services Provider, VirtualArmour International Inc. (the “ Company ”) (CSE:VAI) (Frankfurt: 3V3 ), responded to the Equifax breach – one of the largest breaches of personal data ever reported in the United States – by initiating Personal Identity Protection Analysis for the executive leadership of its entire client base as part of its Managed Security Service. The comprehensive analysis provides intelligence on...
Blog Post

6 Reasons Why Flat Rate Service Program Will Change the Copier Industry

Art Post ·
I remember when plain paper copiers used rolls of paper and not sheets. I remember when the glass on the copiers had to move back and forth. I remember when copiers used liquid ink (toner) to produce an image. I remember when you used a dial to set how many copies you wanted to make. Yup, it's been a pretty incredible journey to see the industry evolve over the last 38 years! Back in the early eighties their was only one plan for a copier maintenance agreement. We included "x" amount of...
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Navisite Upgrades its Managed Desktop as a Service (DaaS) Solutions with VMware Horizon DaaS 8.0

Art Post ·
LAS VEGAS , Aug. 27, 2018 /PRNewswire/ -- Navisite , a part of Spectrum Enterprise, the enterprise-focused arm of Charter Communications, Inc. (NASDAQ : CHTR ), today announced that it has upgraded its Managed Desktop as a Service (DaaS) solutions with support for the new VMware Horizon DaaS 8.0. An expanded list of add-on services from Navisite enables clients to customize their environment to meet their precise business needs. Navisite, a member of the VMware Cloud Provider Program, is one...
Blog Post

Change is Good, Especially When it Comes to Scanning Documents with Copiers

Art Post ·
Change is good, right? I'm going to change is even better. Being the same old you and doing the same old thing when presenting copiers can be prove to be a bad thing. Everything is changing at break neck speed in our industry. Thus last week I thought I would change it up a bit. Instead of providing the same old boring talk track of speeds and feeds. I opted for making one short power point presentation (5 slides) that centered around scanning workflows. There were no pictures of copiers, no...
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Compliance Launches Two New Innovations to eDiscovery Managed Services Platform

Art Post ·
NEW YORK , Sept. 26, 2018 /PRNewswire-PRWeb/ -- Compliance Discovery Solutions , an integrated eDiscovery services and managed review provider, today announced two new enhancements for Compliance's Discovery-as-a-Service (DaaS) 2.0 environment, CI Login and CI Archive. CI Login is a comprehensive security and authentication platform that provides custom landing pages and an application launch pad giving clients greater flexibility, security and accessibility to the Relativity platform. This...
Blog Post

Ten Reasons Why the New Ricoh IM 350F, IM 430F and IM 430Fb is a Winner

Art Post ·
It's been sometime since Ricoh introduced the MP 301 (A4 black MFP 30ppm). Five years is a long time to hang on to a model, especially when A4 devices are being introduced left & right. There's a new kid on the block of A4 devices. Ricoh is now offering the IM 350f (37ppm), IM 430F (43 ppm), and the IM 430fb (45ppm). All devices come standard with copy, print, fax and color scan. Anyone can get the speeds and feeds on these devices, but I wanted to dig a little deeper and express what I...
Blog Post

A Recent Copier Appointment That Went From Bad to Good

Art Post ·
My second appointment of the day proved to one of the most enjoyable appointments I've had in recent memory. It was with an existing account that was in the last 3 months of a 36 month lease for an A3 color MFP. The account only has one, but so do most of my accounts. I'd like to say I flourish with onesies and twosies. Just a tip for some of you that may be new in the copier business. When quoting leasing always lead with a 36 month lease. There are two well maybe three reasons for that.
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iManage Introduces iManage Work 10.2 for Document and Email Management

Art Post ·
CHICAGO, Aug. 14, 2018 (GLOBE NEWSWIRE) -- iManage , the company dedicated to transforming how professionals work, today introduced iManage Work 10.2 , the latest version of its market leading document and email management application. iManage Work 10.2 delivers powerful features, new supported platforms and enhanced search capabilities designed to enhance user satisfaction and adoption while enabling IT organizations to more rapidly take advantage of new iManage product innovations. iManage...
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Why We Decided to Make Our Own Copier Quoting Tool

Art Post ·
Why We Decided to Make Our Own Copier Quoting Tool Getting clients good information is critical to a sales process and we have taken a lot of time and energy to create quotes that are easy for us to make, and give the client a good feeling about the options they are choosing. I would not want to go to a car dealership and have them only want to show me one car, or to a realtor and only see one house. We like to see options when we buy stuff, so I thought about how can it be easy for clients...
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How To Use a Thin Client as a Printer Server

Art Post ·
By Tom Fenton 02/12/2019 When I upgraded to Windows 10 from 8.1 last year, I found that my printer was no longer supported and after a long and fruitless search, I could not locate a Windows 10 driver that would work with it. I acquired my printer, an IBM, Lexmark, Ricoh Infoprint 1352, at the beginning of this century: a 40 PPM monochrome laser printer designed for the small to midsize business (SMB) market, which has been a workhorse for me for the last 15 years, and has never given me any...
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This Week in the Copier Industry 10 Years Ago, The Third Week in July 2008

Art Post ·
There's a thread below about "tray tolerance" and one of the items in that thread mention Plot Client. Which reminded me about the install of a recent MP W6700, and my only client that was using Plot Tools for a W3601SP. When pricing the device I forgot all about their needs for "batch" plotting and did not figure in the cost for the Ricoh "Print, Copy, Tool". Luckily all went (at least so far) as I remembered about the web printing tool that Ricoh offers. I'll keep my fingers crossed on...
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CompassMSP Acquires North Florida Managed Service Provider

Art Post ·
JACKSONVILLE, Fla. - August 1, 2018 - ( Newswire.com ) CompassMSP, a leading managed service provider (MSP), is proud to announce the acquisition of Integrity Consulting Group, a trusted technology advisor in north Florida since 2007. Bringing together the businesses will further enhance CompassMSP’s ability to serve as the client’s IT Business Partner, especially for clients in north Florida. It is the next step in Compass’ strategy to build a premier provider of managed services, including...
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To Recover or Not? That Is the (Ethical) Question in E-Discovery Managed Services Costs

Art Post ·
E-discovery managed services provide law firms with a competitive and financial advantage—from reducing capital expenditures, removing the need to upgrade software, purchase licenses or add human resources to operate and support software to providing a fixed monthly fee for better budgeting. All of these positives make for an excellent business plan. However, can a firm ethically recover its costs in a managed services partnership? Do the ABA Model Rules allow a firm to bill its clients for...
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Re: Share The Wonder of New Technology With Your Prospects and Clients

Art Post ·
Darrel, nice post. I've actually made the commitment to develop my own list of clients that embrace technology. From here on in, once a month I will publish my own "technology hub" newsletter and send through constant contact. May take me a few hours to do the first one, however, after that it should take no more than an hour per month. That one hour per month is time well spent and I hope to generate additional sales by keeping my clients updated with technology. Art
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Re: What is Business Workflow? "Part One"

margateman ·
Hi Art Dan Cellucci here from Copiers Plus. I have been at CP for 26 years. I have been doing a lot of workflow solution thru ricoh champs program and on our own with NSI Autostore etc I would love to be included in the blog etc Just wrapped up a workflow with Barcodes. Talk to you soon Happy Holidays. Dan
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Re: What is Business Workflow? "Part One"

Cragarry ·
FYI
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Re: What is Business Workflow? "Part One"

Larry Kirsch ·
Show up at prospects office...
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Re: Selling Copiers "Reading Between the Lines"

TML ·
Art, this article is a quandary that I'm sure everyone's experiencing more of. It's often you field the email request or phone request with the information they think they need and "just send me a quote". Unless they're a solid customer I almost always push for and get the appointment. I usually leave a voicemail, but not with the information requested, typically I ask for a call back and then also follow that up with a quick email saying I left a voicemail, give me a call back. I can attest...
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Re: Selling Copiers "Reading Between the Lines"

John Saramak ·
Art, well put and so true. We have to use the technology advances of email and vmail to keep up with the pace. We have to be very careful on choosing between the live personal transaction or electronic. First, if someone doesn't know who you are through a preceding live chat, there can be misinterpretation of what you leave them. They may not know how to take it, or ignore it regardless if the message conveys value. We always need to take into account that we don't know when an electronic...
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Re: Selling Copiers "Reading Between the Lines"

Art Post ·
TML Hopefully our VP of Major will be in today and we'll find out how that went. I will let you know. Art
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Re: Selling Copiers "Reading Between the Lines"

Art Post ·
John I'm going back to the eighties now, I will not email, fax, mail or give a pricing over the phone. If that's not acceptable for the client then they can go find someone else.
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Re: Selling Copiers "Reading Between the Lines"

txeagle24 ·
In the scenario your VP asked you about, I would let them know our typically delivery/install process and the associated timelines and would ask if they would like me to email them the necessary paperwork or schedule a time to review it together. If the contact says yes, we're likely moving forward in the process. If he says no, it makes it easy for me to find out why he is asking & gives me a platform for uncovering and addressing his objections. I would withhold any mention of...
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Re: The Quest for $200K "Still Time to Network"

mnchstr ·
I call used machines "Off Lease" and tell the prospect to think of them as a program car, still very good but someone else took the retail hit. I say if a used machine needs to be re furbished I don't buy them. I don't sell used machines with high meters with the exception of Ricoh's "Greenline", we don't know the meters on those and I'm not impressed with those, lots of quality issues.
 
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