This Week in the Copier Industry 15 Years Ago (Third Week of June 2004)

 

Each week I try to go back and pick out an interesting thread from many years ago.  The one I reread for this week was "Sell Solution - Not Price".  Dang it's been fifteen years since that thread.  There are many excellent responses from Steve, Scott, Neil, JSWin & Old Glory.  What's old becomes new you can view that thread here "Sell Solution Not Price".

Enjoy these most excellent threads from 15 years ago this week!

Canon U.S.A. and eCopy Honored

printers as well as Minolta, Ricoh, Sharp, Savin, Kyocera-Mita, Toshiba, Konica, Danka, Kodak. Low prices. fuseroil.com Smart Savings - Canon Printer Ink InkSell.com has prices discounted 70-80%. Same-day shipping and FedEx 2-day service for only $4.95. We also offer 5-star customer service. Click here to save on Canon printer ink. www.inksell.com Canon Printers - CDW Shop CDW.com for desktops, notebooks, printers, electronics and more. Check out CDW Smartbuys for great savings on the technology you
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Ricoh Printers Make Desktop Color More Affordable

Aficio® CL1000N, Aficio CL2000/CL2000N and the Aficio CL3000e. This new suite of color printers expands Ricoh's printer offerings to meet user's needs. In today's work environment, users are printing all types of documents such as e-mails, information from the Internet, reference materials, internal documents, among others. These documents are often printed in black and white to save on the cost of printing. However, when it comes time to print special projects, presentation materials, or critical
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Konica-Minolta Bizhub C350

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Does anyone have any competitive info. about this machine. I have a 1224 proposed and I'm wondering how they compare and what the MSRP is on the Konica. Thanks
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Ricoh 2035/2045 v.s. Canon

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I'm putting together a proposal for a prospect who is loyal to their Canon rep. Basically, I will have to low ball on the price and hope to at least put some friction in the love affair. The prospect is mostly interested in scanning. Can anyone give me any advice on how the Ricoh 2035/2045 might be superior to the Canon machines I may see? Thanks for any help. Jerry
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Ricoh Plans To Triple IT

Ricoh Plans To Triple IT Service Sales In Five Years Nozomi Toyama, 06.04.04, 1:10 PM ET Ricoh, a major maker of office equipment, plans to more than triple its sales from information technology and communications services over the next five years to 100 billion yen, the Nihon Keizai Shimbun reported, citing company sources. The sales goal was set in tandem with the firm's launch of services ranging from planning and building IT and communications systems to installing and managing them, the
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INTRODUCES THE AFICIO 1515

a leading provider of multifunctional document systems, including color and black & white digital imaging systems, facsimile products, printers, scanners, digital duplicators and wide format engineering systems. Additionally, Ricoh offers a wide variety of document and printing solutions directly and through partners that enhance office productivity and document workflow. Ricoh Corporation directly or through its subsidiaries markets and distributes products under the Ricoh, Savin, Gestetner
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Minolta Di520

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Customer has 4 year old Minolta Di520 running 360k per year. Would I be okay replacing with 45cpm ricoh or do I need to move up to 60cpm. Customer really interested in document server so I want to stay away from 55cpm ricoh because that document server is pretty limited. Thanks for any insight especially any weaknesses of this Di520.
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Lock In Your Customer by Bundling Value-Added Benefit and Sell More Copiers

. Sales reps who make the transition from hardware sales to solution sales will prosper in this rapidly emerging industry. Digital scanning devices have a technological lead over printers and other devices that you can leverage. EPM enables the copier sales force to take advantage of the advanced capabilities of the new breed of machines and helps sell more hardware at higher margins. Steve Breault Virtual Copier Software
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Sell Solution - Not Price

Today's digital copiers are the gateway for a company to manage paper, whether it is physical or electronic. With the proper electronic paper management software solution that integrates with your digital copier you can be selling a total value that far exceeds just the value of photocopying. By bundling electronic paper management software with your copier you can offer companies the ability to scan, store, retrieve, and manage paper electronically; saving companies many times the cost of the
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Re: Sell Solution - Not Price

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We are trying to beat our competition in this arena. Locally it is primarily Xerox and Konica-Minolta. What is the most basic software you would recommend for OCRing with the ability to manipulate and maintain layout? What does it retail for? Thanks for the help.
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Re: Konica-Minolta Bizhub C350

I am a Konica & Ricoh dealer. The two units do not compare at all!! The MSRP is a little higher on the bizhub C350, but the quality and reliability is VERY superior to the 1224. I have sold (2) C350's in my market directly from an in-house demo. The C350's MSRP is below the new 2232/2238 from Ricoh and is still better in quality (in my opinion). The only negative is the C350 does not have a fax option available. Hopefully your Konica/Minolta competition isn't up to speed and doesn't sell it
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For All the Sales Gurus

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I was wondering if their is an opportune time to contact certain vertical markets during the calendar year. What made me think of it was several situations with Accounting firms we have at this time. Tax season is over for them now and they are more...
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Has anyone hear of this....?

publication called Digital Press Digest or a company that goes by KACOX. They promote Minolta/Konica machines
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Several Best-in-Class Awards from BERTL

Press Release Source: Canon U.S.A., Inc. Canon imageRUNNER and NetSpot Software Receive Several Best-in-Class Awards from BERTL Monday June 14, 8:30 am ET New Color-Enabled imageRUNNER C3100 Series and C6800, imageRUNNER Pro150+ and NetSpot Suite Are Best-in-Class in Color, High-End Monochrome and Cost-Management Categories LAKE SUCCESS, N.Y.--(BUSINESS WIRE)--June 14, 2004-- Canon U.S.A., Inc., a subsidiary of Canon Inc. (NYSE:CAJ - News) and the nation's market share brand leader in black-and
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Re: Leads in California

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: 408-517-3399 -------------------------------------------------------------------------------- Preventsys, Inc. http://www.preventsys.com WHAT IT DOES It provides a scalable automated system for network audits to measure compliance with security and regulatory requirements. (number of employees: 50) EVENT 06-02-2004--Announced the appointment of a new Vice President of Sales and a new Vice President of Marketing OPPORTUNITIES potential opportunity to provide… - sales training programs - software and systems specific to the sales function - recruiting for sales
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Re: Sell Solution - Not Price

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The basics you need to provide a solution are these: Web based access (no cost of deployment and low cost for training. Ease of operation ( no IT needed) Cost effective. Jim, I suggest you go to sentryfile.com and download a brochure. They have done a very good job of explaining edms and why it is needed and what to requir and what to avoid. A good starting point to begin your education. Thsi is the subjuect matter that has gotten Ricoh to require all of it's sales people to get CompTia's CDIA
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Re: Sell Solution - Not Price

Scott...... Hear! Hear! You are right on target! Those of us who live & breath solution selling welcome all inquiries. Hopefully this site will become a major resource base. Perhaps, with everyone working, sharing information and success stories, we can archive enough information to excite and motivate sales reps to dig in and take this rapidly emerging industry by the horns. The opportunity is enormous. Anyone who wants to talk "solutions", please feel free to give me a call 703.385.0101, send
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Re: Minolta Di520

Di520 is digital (I believe it was Minolta's first 50CPM/ppm digital). Most initial digital offerings from any of the manyufacturers that had a print controller were very slow and never came close to the advertised print speed! reps were reluctant or did not know enought to add the hard drive or increase the memory. There is a good chance that the Minolta prints very slow. If that is the case you will have a very strong position when you explain the state of the art technology, the standard HDD
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Re: Minolta Di520

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the 520 may have been the first of Minolta's digital systems but it was a workhorse. Th finishing unit woule do folding. I'd go with the 60...the capabilities of the doc server as well as printing speed, duplexing speed, the scanning all are value added vs. the 520
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Re: Minolta Di520

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Thanks for the input everyone, this is for a small private school. Their minolta isn't even connected for printing. They just want a basic workhorse machine.
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Re: Leads in Virgina

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Advance Auto Parts http://www.advanceautoparts.com NYSE:AAP WHAT IT DOES It operates specialty retail stores selling automotive parts and accessories. (number of employees: 22393) EVENT 06-11-2004--Announced intent to purchase and expand a new distribution center in the Lehigh Valley of Eastern Pennsylvania OPPORTUNITIES potential opportunity to provide… - products and services to support its technical infrastructure - products and services to support regional expansion. This may include
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Re: Leads in Ohio

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SamePage Solutions http://www.samepagesolutions.com WHAT IT DOES It provides Web-hosted scalable applications for customer relationship management, sales force automation and help desk management. EVENT 06-08-2004-- Announced the appointment of a new Vice President of Sales and Marketing OPPORTUNITIES potential opportunity to provide… - products and services to support increased sales activities - products and services to support increased marketing activities; services may include PR
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E-Reader Automates Meter Readings

E-Reader Automates Meter Readings Smart New Software Solution Now Available Ricoh is pleased to announce the availability of their proprietry e-Reader software. This small program takes a matter of minutes to install and set up on your network. The program records each Ricoh devices meter reading at a predetermined time each month and forwards it to Ricoh as an e-mail. This simple solution is proving extremely popular with businesses and organisations across the country who are no longer
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Question with plotbase w/240W

When jobs are sent to be printed, they are stored on the print server (plotbase software) in numeric sequence. Looks like in the order that they were sent. Question: Is there a way to sort these jobs by document names afterwards? Customer is using AutoCAD LT 2002 Thanx
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Re: Leads in Maryland

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Bluefire Security Technologies http://www.bluefiresecurity.com WHAT IT DOES It develops security software to protect wireless handheld devices, data and networks. EVENT 06-01-2004--$10 million in a second round of funding OPPORTUNITIES company expected to make purchases to support... - new product development - expanding domestic and international sales initiatives potential opportunity to provide… - sales training programs - software and systems specific to the sales function - products and
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Re: Leads in New Hampshire

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material development, advertising, and direct marketing services PARTNERS none stated PEOPLE Richie Faubert President and Chief Executive Officer Mayank Bulsara, Ph.D. Co-Founder and Chief Technology Officer C. Wade Sheen, Ph.D. Vice President of Business Development Mark Lombardi Vice President of Sales Bryan Lord Vice President of Corporate Development and Administration 603-870-8774 Nicole Gerrish Director of Device Marketing OFFICE(S) AmberWave Systems Corporation 13 Garabedian Drive Salem, NH
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Re: Leads in Texas

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Infraworks Corporation http://www.infraworks.com WHAT IT DOES It develops and markets digital file security software for enterprise. (number of employees: 65) EVENT 06-02-2004--$7.45 million in a Series B round of financing led by SpaceVest OPPORTUNITIES company expected to make purchases to support... - sales - marketing potential opportunity to provide… - software and systems specific to the sales function - products and services to support a field sales force - sales training programs
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Re: Sell Solution - Not Price

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One of the hardest transitions that most companies face is that one which takes us from "boxes" to solutions sales. How easy it is at the end of a slow month to revert back to the slam mentality. and Scott, you are right. We simply have to keep our focus on talking points that lead the client toward a solution to producing and managing of their document.
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Re: Sell Solution - Not Price

I for one, when cold calling am never going to drop off a hardware brochure. Unless it is for a duplicator or wide format. I will drop off an document solution brochure, whether from Ricoh, Virtual, Doculex or Sentry. I believe I can cover all of the bases with these products. I have to focus on becoming an expert on managing the flow of paper. I do not need to concentrate on as much speeds and feeds.
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Re: Sell Solution - Not Price

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Art, you said, "I will drop off an document solution brochure, whether from Ricoh, Virtual, Doculex or Sentry. I believe I can cover all of the bases with these products." What separates Virtual Copier, Doculex, and SentryFile? Why all three? What criteria determines which of these is best? I'm just getting into this stuff and would appreciate some direction.
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Re: screen resolution for aficio 240 plotbase

We had a problem yesterday when we scanned and image to plotbase. We set the scan DPI higher than 200 dpi, we then scanned and saved as a pdf file. We then were able to view the file in Adobe. However when we printed all we got was a blank page. We have to back down the scan dpi to 200 and all worked fine. We have submitted an alert and we are waiting for a response.
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Re: For All the Sales Gurus

Yes it is. Vertical market prospecting and selling. Churches (Christian) A couple to three weeks after Christmas: I have had more activity with churches at that time of year. Schools: In NJ, the new year budget year starts in June (I believe), we try to make most of our calls during the first three months (June, July, August) and then follow up with Feb, March & April. Art
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Re: For All the Sales Gurus

Hi Bill: After 28 years in the sales and marketing business, I believe that NOW is always a great time to contact a prospect. Let them tell you the NOW is not the time. Present a powerful enhancement to their bottomline and NOW becomes a priority more often than some reps think. You did not specify a "product" you had in mind. That said, each of the vertical markets you mentioned is a PRIME candidate for electronic paper management EPM). For CPA firms just coming out of tax season; their
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Re: screen resolution for aficio 240 plotbase

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The same problem happened with plotbase,RW470. A winprint 300 DPI print driver solved the problem there with Adobe. I tried using the driver for the RW240, but didn’t work.
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Re: K&E 6800

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Looks like a Kyocera Mita, KM-4850w.
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Re: Has anyone hear of this....?

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I used to get all of those publications when I was at MBS. I always thought it was part of Minolta.
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Re: E-Reader Automates Meter Readings

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We tested this and it only sends the meter reads to Ricoh. Why would they go to all this trouble and not make it where it would work for the dealer community????? Has anyone else tested this?
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Re: Kyocera vs. Ricoh

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I believe that when the day is done you get what you pay for and the Ricoh products are superior. We only sell the 18ppm machine at this point.
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Re: Ricoh 2035/2045 v.s. Canon

Jerry: You said they are primarily interested in scanning. May I assume that they are interested in electronic paper management as well? If so, Canon may propose their fine eCopy solution as well. Virtual Copier is a powerful very cost effective solution and may help you jusify a premium rather than having to resort to price cutting. Give me a call and lets discuss what the customer is looking for. Steve 703.385.0101
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Re: Z-Fold Unit Type 2105 Option !!!!!!!!

I found out the answer after much searching. The Z-fold option is an accessory that is between 4 and 6 inches wide that fits between the print engine and the SR841. The SR90 is still able to be attached to the SR841. You can run Z-fold or booklet jobs through this set up. Of course, you can not do both in one print job. They would have to be separated. The bad news is that this option does not "C" fold. This is a requirement for my customer. My solution is to offer an offline folder from
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Re: Ricoh 2035/2045 v.s. Canon

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The Canon units I have seen all do TWAIN interface scanning. This means that you go to the copier, put the documents in the adf, go back to your pc and open the TWAIN interface and click on the scan button. Keep in mind this means no one can use the copier while you have your documents in the adf. As you know we can scan to the desktop, to a file folder on the network or an ftp folder. The other thing you need to know is where is this scan to be stored and why. How often will it need to be



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