This Week in the Copier Industry 5 Years Ago (First Week of March 2014)

 

Avoid Insulting the Customer
Obvious, right? Well, people do it without even realizing by using comments like "did you understand that?" and "are you following what I'm saying?". This automatically shrinks the customers' intelligence and ability to catch on. It is down to your own ability to make the customer understand and therefore if you feel the customer is failing to do so, use comments such as "did I explain that clearly" and so on.

Enjoy these threads from 5 years ago this week!

Global Document Outsourcing Market 2014-2018 with Lexmark International Inc., Ricoh Co. Ltd., and Xerox Corp. Dominating

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market has also been witnessing the expansion of services by providers. However, the lack of flexibility with SLAs could pose a challenge to the growth of this market. Key vendors dominating this space include Hewlett-Packard Co., Lexmark International Inc., Ricoh Co. Ltd., and Xerox Corp. Other vendors mentioned in the report are American Reprographics Co., Canon Inc., Konica Minolta Holdings Inc., Kyocera Document Solution Inc., Pitney Bowes Inc., Toshiba Corp. Commenting on the report, an
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This Week in the Copier/Office Equipment Industry 10 Years Ago First Week of March 2004)

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product launch on the new color systems,32/24 and 38/32, and we were told that Savin will have the re-labeled Toshiba the first week of June. As Jay has said it is not a document solutions system, but to be the graphics system to Reply by Graham likely not try to break it. The same goes in reverse too, Lanier dealers can not sell on GSA contracts cuz they don't have a GSA contract. Hope that helps Graham Also, the Lanier LP020 C is a Ricoh CL 3000 RE: Printer Cost Security Manager
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Canon Information and Imaging Solutions, Inc., adds glovia OM, a Cloud Based ERP System to its Solutions Portfolio

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MELVILLE, N.Y., Mar 03, 2014 (BUSINESS WIRE) -- Canon Information and Imaging Solutions, Inc. (CIIS), a wholly owned subsidiary of Canon U.S.A., Inc., announces that it now resells glovia OM, a cloud based Enterprise Resource Planning (ERP) system built on the Salesforce1 Platform. Bringing together Canon’s imaging technologies and information management expertise, CIIS provides consulting, professional services, and solutions in the areas of Business Process Automation, Sales Marketing
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DocuSign and Xerox Offer Businesses Digital Transaction Management Solution to Meet Growing Customer Demand

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solution.” The DocuSign Digital Transaction Management platform delivers: Faster, More Cost-Effective Transactions: DocuSign eliminates the time and costs of printing, faxing, scanning, and overnighting documents, as well as manual data entry and associated errors when processes revert to analog. Improved Compliance with Less Risk: DocuSign offers a complete, legally binding audit trail that helps organizations of all sizes, industries and geographies ensure processes are followed to improve
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New smart color MFPs from Ricoh continue to redefine information access

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RICOH MP C2003 and MP C2503 offer more ways to access information and manage documents beyond the office. Mobile print users with wireless access can now utilize the free RICOH Smart Device PrintScan app , which lets smartphone and tablet users seamlessly print and now scan directly from these new Ricoh MFPs to mobile devices, as well as send scanned data to or print from their cloud storage services. And while most mobile printing apps offer only basic printing functions, Ricoh's new app enables
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Canon to explore ‘almost unlimited’ industrial print opportunities with software and finishing partners at InPrint 2014

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automation), ERPA (software for packaging), eurolaser (hardware for laser cut and finishing) and Welte (hardware for coating and finishing), will complete the visual workflow line-up and help to demonstrate the wide-ranging application possibilities for the manufacturing industry. “Digital printing increases the design freedom of products meaning that printers, and indeed print buyers, are no longer restricted to the maximum five colours used in screen printing. Millions of colours are now at their
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Cloud-Based Color Management Powers Canon Solutions America's COLORlynx Technology

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MELVILLE, N.Y., March 3, 2014 (GLOBE NEWSWIRE) -- Canon Solutions America, Inc., a wholly owned subsidiary of Canon U.S.A., Inc., today announced the release of a cloud-based calibration profiling solution designed to support the Company's imagePRESS(R) series of digital presses. The new Canon Solutions America COLORlynx offering leverages ORIS color calibration and certification software to create Calibration Profiles for imagePRESS digital presses. The US release marks the first time CGS
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Fortune Magazine Ranks Canon as One of World's Most Admired Companies for 2014

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), ranks third overall in U.S. patents registered in 2013 and is one of Fortune Magazine's World's Most Admired Companies in 2014. In 2013, Canon U.S.A. has received the PCMag.com Readers' Choice Award for Service and Reliability in the digital camera and printer categories for the tenth consecutive year, and for camcorders for the past three years. Canon U.S.A. is committed to the highest level of customer satisfaction and loyalty, providing 100 percent U.S.-based consumer service and support for all
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MT BUSINESS TECHNOLOGIES, INC. BECOMES A RICOH CERTIFIED MANAGED DOCUMENT & BUSINESS PROCESS SERVICES PROVIDER THROUGH CHAMPS PROGRAM

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Plotters. For more information about MT Business Technologies, Inc. please visit http://www.mtbt.com | About Ricoh | Ricoh is a global technology company specializing in office imaging equipment, production print solutions, document management systems and IT services. Headquartered in Tokyo, Ricoh Group operates in about 200 countries and regions. In the financial year ending March 2013, Ricoh Group had worldwide sales of 1,924 billion yen (approx. 20 billion USD). The majority of the company's
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Ricoh continues commitment to honor innovations in environmental responsibility with Ricoh Sustainable Development Award

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print solutions, document management systems and IT services. Headquartered in Tokyo, Ricoh Group operates in about 200 countries and regions. In the financial year ending March 2013, Ricoh Group had worldwide sales of 1,924 billion yen (approx. 20 billion USD). The majority of the company's revenue comes from products, solutions and services that improve the interaction between people and information. Ricoh also produces award-winning digital cameras and specialized industrial products. It is known
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31 Ways to Close More Sales #30 of 31

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new payments, the savings and the new features. Send those little “sign here” sticky notes and request that the document is emailed or faxed back to you. Again, there's nothing to lose, the worst that will happen is that they will finally return your call or email. -=Good Selling=-
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Lease Maestro Checks into Print4Pay Hotel

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Years ago I can remember reading an article that stated something to the effect that an average CEO achieved greatness by surrounding him/her with great employees. I've always envisioned the Print4Pay Hotel forums as the place to go in the Office Equipment Industry to ask questions, glean knowledge, along with getting quick and timely answers that can help us sell more and provide for our families. Thus, I'm always thinking of ways to add value to our Print4Pay Hotel members. Today, the Print
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Re: 10 Ways to Make your MFP & MPS Proposals Standout!

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that will make you stand out. Make sure that you spell out what your solution or feature is going to do for them (whats's in it for them) such as: "On our assessment we noticed that there are many prints being left on the copiers and printers that are never picked up, in addition these documents have personal information on them. Our device agnostic Print Secure software will eliminate those pages being left on the printers and copiers, and in additional all of the pages that are printed will have
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Savin 2090

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Was there such a model? Looks identical to the Ricoh 2090, however, I though Savin was not using Ricoh models many years ago. Art
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Xerox-Government and Transportation Sector Technology Delivery Center Achieves ISO 9001 Quality Management System Certification

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organizations. Learn more at www.xerox.com . Note: To receive RSS news feeds, visit http://news.xerox.com/rss . For open commentary, industry perspectives and views visit http://www.linkedin.com/company/xerox , http://twitter.com/xeroxcorp , http://simplifywork.blogs.xerox.com , http://www.facebook.com/XeroxCorp or http://www.youtube.com/XeroxCorp . Xerox®, Xerox and Design® are trademarks of Xerox in the United States and/or other countries. SOURCE: Xerox Media: XeroxCarl Langsenkamp
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10 Ways to Make your MFP & MPS Proposals Standout!

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, in addition these documents have personal information on them. Our device agnostic Print Secure software will eliminate those pages being left on the printers and copiers, in additional all of the pages that are printed will have a banner on the document stating who printed that document." 4. If you have multiple systems to quote, why not add a floor plan showing the existing systems and what systems will be moved, replaced or retired. 5.Out line the prospects existing costs and then present the
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Re: Guide to Selling Copiers

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I read this thread with great interest but am doing pretty much everything already listed. My problem is in finding a customer who NEEDS a new solution. Our Savin line (Ricoh) do not wear out! Our dealer supports our machines for as long as we can get parts so I have equipment which has been in the field for 8-10 years and can't get them to upgrade. Why should they? If it ain't broke! Then there is no loyalty anymore and when some decide to buy new they go the cheapo route and get a Kyocera
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Bustling Businesses Manage The ‘Document Storm' With Enhanced Scanners From Kodak Alaris

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, highly robust, A3 rotary style desktop scanners capable of scanning multiple document types. The i3000 Series Scanners have increased scanning speeds including the KODAK i3400 now at90 pages per minute (ppm).Existing i3000 Series Scanner customers can upgrade the speed on their models with a free download from kodakalaris.com/go/i3000series. Kodak Alaris is adding two new models to the i3000 Series – the KODAK i3250 Scanner and the KODAK i3450 Scanner. Eachincludes a built-in, book-edge A4 flatbed
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RICOH Pro L4130 / L4160 Question

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Has anyone sold any of these yet or better yet have you seen one since the launch?
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Compass Announces New UCC Tracker Module!

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doing a current print environment analysis. “Having the ability to better manage competitive UCC data through the new Sherpa import tool, takes Sherpa from a good sales prospecting tool to a great one! We are very excited about this new capability,” states Rachel Rhodes, Platform Solutions Sales Specialist, Datamax, Inc DBA Datamax Dallas. Sherpa UCC Tracker will allow administrators to choose how far prior to the lease expiration an activity should be generated for the reps to begin following
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EASY and Nolan Business Solutions Team Up to Deliver Document Management for Microsoft Dynamics GP

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, goods receipts and remittances. EASY for Microsoft Dynamics GP is one of the few solutions accredited by the Institute of Chartered Accountants of England and Wales (ICAEW) recognising ease of use, strong audit support and a robust technical architecture as some its unique offerings. “EASY has a great reputation for delivering easy to integrate, quality-engineered document management solutions and that is exactly our experience so far,” commented Mark Hennessy, Sales Manager at Nolan. “We have
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Fluid Networks Selects Thinspace Technology For Secure Remote Access Over Industry Giant

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Propalms OneGate and Propalms TSE for secure remote access over industry giant. Fluid Networks is a unique Managed IT Services Provider (MSP) built on decades of experience delivering custom technology solutions to small, medium, and enterprise businesses. Fluid Networks specializes in building and managing converged voice, video, and data networks with the goal of helping our customers realize increased productivity and true cost savings. More information on Fluid Networks can be found at www
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HTH Worldwide Selects Kofax to Optimize the Efficiency and Security of Medical Claims Submissions via Mobile Devices

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mobile app captures images of the highest quality and compresses them into small file sizes that are more efficient for transmission and archive purposes. The solution also improves security for members by not saving captured images directly on the mobile devices. “Prior to using Kofax Mobile Capture, we were managing a high volume of low quality images that were too large, illegible and difficult to process,” said Alex Wood, Managing Director, HTH Worldwide. “Working with these images was time
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HTH Worldwide Selects Kofax To Optimize The Efficiency And Security Of Medical Claims Submissions Via Mobile Devices

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images of the highest quality and compresses them into small file sizes that are more efficient for transmission and archive purposes. The solution also improves security for members by not saving captured images directly on the mobile devices. “Prior to using Kofax Mobile Capture, we were managing a high volume of low quality images that were too large, illegible and difficult to process,” said Alex Wood, Managing Director, HTH Worldwide. “Working with these images was time consuming, costly and
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31 Ways to Garner Net New Copier & Managed IT Business # 10 of 31

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virtual lead sharing group. -=Good Selling=-
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Re: Savin 2090

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The Ricoh 2090 was the Savin 4090...the Ricoh 2105 was the Savin 4105. I don't see anything that Savin ever labeled as 2090.
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Re: Guide to Selling Copiers

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Oh, I should also mention that this dealership has been in town for over 25 years and has a very well established base. However, those original clients are dying, retiring or selling out. No one that I speak to has ever heard of our business. In fact, they confuse us with another one with a very similar name. As my background is in advertising sales and marketing I took it upon myself to bring their website up to speed, to get our name out into the marketplace and establish a presence on social
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Re: Guide to Selling Copiers

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Personally, I think you went to work for the wrong person/company. We have new reps up and running on their own within six months, yes there is much to learn, however we continue the education process with them. They are still learning, and part of the business of selling is to make those mistakes do you do learn from them. You never gave me an answer about how much (potential sales) is in your current pipeline.
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Re: Guide to Selling Copiers

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Originally Posted by kathie: Oh, I should also mention that this dealership has been in town for over 25 years and has a very well established base. However, those original clients are dying, retiring or selling out. No one that I speak to has ever heard of our business. In fact, they confuse us with another one with a very similar name. As my background is in advertising sales and marketing I took it upon myself to bring their website up to speed, to get our name out into the marketplace and
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Re: Can You "Name That Copier?" Image #3

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Xerox 1028.
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Kofax Announces Finalists for Transform 2014 Awards

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services, insurance, government, healthcare, business process outsourcing and other markets. Kofax delivers these through its own sales and service organization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and Asia Pacific. For more information, visit kofax.com . © 2014 Kofax Limited. Kofax is a registered trademark and First Mile is a trademark of Kofax Limited. Source: Kofax SOURCE: Kofax Media Contact: KofaxColleen
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TinderBox for Box Extends Document Generation and Content Collaboration in the Cloud

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, Android and Windows Phone applications, and extended to partner applications, such as Google Apps, NetSuite and Salesforce. To learn more about Box, visit www.box.com . About TinderBox TinderBox makes sales people's lives easier by bringing the sales process online with a web-based solution that combines document generation and electronic signature. TinderBox enables sales and marketing teams to create, control, and close deals with data-driven sales documents in the cloud that drive sales
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Thomas & Betts Member of ABB Group Selects IntelliChief ™ Document Management Solution

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connectors, conduits and fittings as well as wiring management products for the construction, industrial and utilities markets. Thomas Betts will begin using IntelliChief as a document storage and secure retrieval solution, primarily accessing documents from its ERP system, Infor LX. Not only will the IntelliChief solution integrate directly with their Infor application reducing the manual effort to manage the paper overload, but it will also eliminate the re-printing cost of paper, toner, printers and
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Netsocket Announces SYNNEX Corporation as New Master Distributor for its Virtual Edge Solution

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enhance their value to customers for years to come. “The market for selling Infrastructure as a Service (IaaS) is exponential given the rapid adoption of cloud-based services by small and medium size businesses (SMBs), but the traditional hardware deployment model is still very costly, inflexible and complex to manage by both the user and the service providers who serve them,” commented Ashar Baig, principal analyst, Analyst Connection . “Purpose built and bundled solutions for MSPs, like Netsocket’s
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Welcome from Art

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Lease Maestro welcome to the Print4Pay Hotel!! Hope to hear from you soon and can't wait for your blog series!!!
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Re: Savin 2090

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Thanx, I could have sworn I saw Savin 2090, I'll have to go back and check
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Re: 10 Ways to Make your MFP & MPS Proposals Standout!

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Jeff: No yellow highlights here, however I did correct a few things and thanx for the heads up. As far as misspelled words, yup I going to have them every now and then. I try to make sure there are none, but there are times when many slip through. I'll try and do a better job, as far as grammar.... well, that's another story. When you work full time selling copiers and devote three hours a night to the web site every night, I do tend to get weary. Appreciate your comments.
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Re: Guide to Selling Copiers

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kathie: I hope that many other members will hop in on this thread! I face the same issues as you, since I sell the Ricoh line. I too have many systems in the field that are 8 plus years, however, I do have a base of systems that are leased. That lease base allows me to go in and talk to them about their end of lease options. Of course I don;t want them to buy the equipment, but I will dig deep into their needs to see if I can find pain, If I can find the pain, of course I'll have a shot at
-=Good Selling=-

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