January 2018

This Week in the Copier Industry 15 Years Ago, The First Week of February 2003

Ok, I get it, seems like 15 years ago there were some active weeks and maybe a few slower weeks with threads.

What I did see is a thread from Monte!  Which is really cool, Monte and I speak from time to time and we've developed a relationship over the years. It's really something when you can develop that kind of relationship by communicating in a forum.  There's been many times that Monte helped me get a deal because of his knowledge and I'm sure I've helped him out a few time also.  But, that's what the Print4Pay Hotel forums is all about. We help each other in our industry to sell more and support our families! 

Ricoh Quarterly Report 03

, thanks to brisk sales of digital cameras, and said it expected a further increase in 2003, which would be its fourth record-breaking year in a row. Most Japanese companies begin their financial year in April, but Canon's begins in January. SMALLER RIVALS BAND TOGETHER The office equipment and digital camera markets have been two of the brightest spots for Japan's struggling high-tech manufacturers. Ricoh's smaller Japanese rivals, Konica Corp and Minolta Co Ltd , unveiled a merger plan last
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Ricoh Printers and IPDS

I am not sure what IPDS is but I have a customer that needs it and is wanting to buy an AP3200. Does this machine support IPDS? Thank you for any help or info.
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Re: Ricoh MFPs with Meditech

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Been there. I just set it up with whatever HP driver they are currently using and print to my device. I'll usually install two drivers printing to the same device. One has the Ricoh driver installed and the other one is labeled MedTech_Ricoh and uses the HP driver. Thanks! Lee
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Re: OCR and Scan Router Pro

I would try it at your location first, all we used for the ID450DE was the Ricoh Twain Driver for Scanning and then told it where to out the file on the scan server.
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Re: OCR and Scan Router Pro

of a Ricoh Scanner/Printer Option. See your local dealer for offer details and restrictions. Ricoh DeskTopBinder V2 Professional Ricoh's DeskTopBinder V2 Professional personal document management software offers: - Easily Accessible Data/File Storage and Retrieval · Store up to 1,000 documents or images in up to 100 customizable folders. · View or clip multiple files together no matter what the file format. · Instantly search and retrieve files by searching Document/Section Name, Note Content
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Re: What A Month!

Spressomon: wow, was this one deal or a few, you got to teach me more about the gov sales. I'm ready. Did you still get the 1% for the financing too? Art
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Rich
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Re: Canon 5000 and 5000 i pricing

Thanks Art. I have been able to find out some costs for these products, but still no competitive street pricing that is out there. The iR5000 (non i version) has a cost of $ 9,135.00 The iR5000 i has a cost of $ 12,810 and comes with 10 seats for ecopy and desktop veiwer The printer kit (board) is $ 1,943.00 The basic finisher F-1 is 1,785.00 and the saddle stitch finisher is $3,150.00 Keep in mind these are rep prices and have been bumped roughly 7% If anyone knows any more about street...
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Re: Ricoh Printers and IPDS

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The Axis 5470e works well, but the Axis support stinks. Why don't you give Mike DeBenedetto with Ricoh a call at (973) 882-2000 ext. 3173 and see if he can advise you on this? Thanks! Lee
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Re: Xerox 265 Field Report

THE XEROX 265 FAMILY WAS CODENAMED 'LAKES' WITHIN XEROX. WHEN IT 1ST CAME OUT, IT HAD HUGE PROBLEMS, SOME OF WHICH WERE CORRECT, AND SOME NOT. I HAVE SEVERAL P4P SITES WITH THE 265 AND ALL BUT ONE DISLIKE THE PRODUCT.
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OCR and Scan Router Pro

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I have a customer that wants to automate scanning and ocr with a Ricoh product (not ecabinet). Can Scan Router lite or Scan Router Pro OCR a document and save it as a pdf?
-=Good Selling=-

This Week in the Copier Industry Ten Years Ago, The First Week of February 2008

Really, has it been only ten years since our MFP's incorporated color scanning?   Seems like we've had it forever.  One of the threads from this post tells about the Ricoh MP4000 which came with standard color scanning.

For me 2008 marks the start of the Great Recession here in the US.  Most of my business at that time was in the AEC market.  Thinking back, I lost almost 40% of my accounts to the Great Recession, some just closed up shop, while others went out of business.  Far as I'm concerned I did not see a comeback until late 2015.  I never want to go through that again.

Canon fires off warning on outlook

TOKYO — Japan’s Canon has blamed a slowing US economy weighing down camera and office equipment sales for a surprise drop in quarterly operating profit. The world’s largest digital camera maker warned yesterday its earnings this year would fall short of market expectations. Rival printer maker Seiko Epson left its forecasts for the year to March unchanged, despite strong quarterly results, citing an uncertain economy. Slowing US demand prompted Ricoh to cut its 2007-08 outlook. Canon had
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Global Imaging Acquires Better Quality Business Systems

into new markets in Kentucky. About Global Imaging Systems Global Imaging Systems focuses on small and mid-size businesses through regional core companies in the U.S. that sell and service document management systems such as printers, copiers and multifunction devices; network integration services; and electronic presentation systems. As an office technology dealer, Global sells products from various suppliers including Xerox, Sharp and Konica Minolta. Xerox acquired Global Imaging in 2007 and
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Ricoh, Savin & Lanier COG Users

Ricoh will be revising COG II and they are looking to us to add some input on how to improve, please post your suggestions below and I will forward asap!
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Xerox Unveils New Wide-Format Color Printers

-electric, drop-on-demand inkjet heads with dynamic variable dot imaging and intelligent interweaving print technology to deliver sharp images, smooth color transitions and increased performance with higher firing frequencies. Users can choose the Xerox Wide Format Color Server Pro RIP or Xerox Wide Format Color Server RIP as color server options. Pricing and availability The Xerox 8265/8290 and 8365/8390 Color Wide Format Printers are available immediately worldwide at a North American list price
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RICOH AFICIO MP C3500 NAMED BLI 2007 "PICK OF THE YEAR" FOR OUTSTANDING SEGMENT 3 BUS

RICOH AFICIO MP C3500 NAMED BLI 2007 "PICK OF THE YEAR" FOR OUTSTANDING SEGMENT 3 BUSINESS COLOR MFP West Caldwell, NJ, February 05, 2008 — Ricoh Americas Corporation, a leading provider of digital office equipment, announced that Buyers Laboratory, Inc., (BLI), has awarded the Ricoh Aficio MP C3500 the "Pick of the Year" award for Outstanding Segment 3 Business Color MFP. The Aficio MP C3500, suitable for any business environment with demanding print needs, was recognized for its excellent
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RICOH AND SWK TECHNOLOGIES TO PROVIDE EDUCATIONAL WORKSHOPS TO THE SAGE MAS 90™ AND M

measurably improve document workflow efficiencies. DSS is committed to creating new “document-centric” customer value that will revolutionize how individuals and businesses use digital and paper-based information. DSS offers a complete package of products, services and support programs to all of our channels, comprising of direct and indirect operations under the Ricoh, Savin and Lanier brands. Ricoh Americas Corporation, founded in 1962, is headquartered in West Caldwell, N.J., and is a subsidiary
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RICOH INTRODUCES THE AFICIO MP 4000B/MP 4000 & MP 5000B/MP 5000 DIGITAL IMAGING SYSTE

supplier of office automation equipment and electronics, with fiscal year 2006 sales in excess of $17 billion, an 8.4 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. Ricoh Americas Corporation directly or through its network of authorized
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Ricoh Updated Model Support for IPDS (SP C400DN)

Ricoh is pleased to announce the release of new model support for printing IPDS in IBM zSeries (S/390) and iSeries (AS/400) environments. RA2K Integration for IPDS is an internal software solution, which resides on the hard drive of select Ricoh print devices and enables users to send AFP/IPDS print jobs directly from their S/390 or AS/400 systems. This solution is designed to allow your customers to print professional laser-quality output, access standard finishing and paper size options
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Ricoh New Model Support for IPDS (MP C2000)

/400 •    Full Color and Spot color for highlighting columns in financial statements, logos on forms, sub totals and totals on invoice statements New Model Support: Ricoh MP C2000 All models include software and 5-year support agreement * These devices require PostScript to support IPDS
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Finally! Color Scanning for Ricoh!

RICOH INTRODUCES THE AFICIO MP 4000B/MP 4000 & MP 5000B/MP 5000 DIGITAL IMAGING SYSTEMS Black & White Copying, Printing, Faxing Efficiency with Color Scanning Capabilities West Caldwell, NJ, February 04, 2008 — Ricoh Americas Corporation, the leading provider of digital office equipment, today introduced the Aficio MP 4000B/MP 4000 and MP 5000B/MP 5000 Digital Imaging Systems. Ideal for mid to large-sized workgroups, the Aficio MP 4000B/MP 4000 and MP 5000B/MP 5000 offer fast speeds, greater
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Fakery aided school copier deal

delivered some of the equipment to personnel with the Memphis City Schools as part of his efforts to secure sales and maintenance contracts with them," Parker wrote. The letter said IKON couldn't verify Hobbs' claims. Likening Hobbs to a rogue salesman who acted alone at IKON, Parker advised the school district to do "whatever level of inquiry you think the matter deserves." Letter from a dead man As IKON turned over a flow of internal records, other concerns came to light, chiefly the purported
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Re: Duplexing 8 1/2" x 5 1/2" on a Savin CLP27DN

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Yes, the Savin CLP27DN can duplex statement size paper...I just tested and confirmed it this morning. Brian
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Re: Postscript and Windows Authentication

The word from Ricoh is that they are "aware of the problem" and hope to have a fix this spring. Wait & See how this pans out. Cheers no dice
-=Good Selling=-

The Most Important Sales Appointment You Can Make... It's Not What You Think!

"We never know the worth of water till the well runs dry"
Scottish Proverb

When hiking deep inside a forest, your vision sometimes may get blocked by the thick foliage. In order to successfully maneuver through it, you need to break out of the dense forest just to see the entire landscape.

Similarly, if you’re thick in the jungle called life, you might not be able to see tomorrow, let alone the next week.

The hustle and bustle of everyday life tends to get exhausting, zapping the energy right out of us! Sometimes it can be downright paralyzing! We have so many responsibilities pulling us in every direction. In our sales lives, we have the grind that exists in our day to day job. From family life to our social life through to our work life, most feel like we just don't have enough time to accomplish it all effectively.

"There cannot be a stressful crisis next week. My schedule is already full."
Henry Kissinger

THE PRIORITIZATION OF YOU

It's so easy to get caught up in the daily hustle and bustle of life. When it's all said and done we haven't set aside time for ourselves. We immerse ourselves in our work life and our personal life then fail miserably at finding time for ourselves.

I am a frequent flyer and during safety demonstrations on airplanes, flight attendants instruct passengers that in case of an emergency an oxygen mask will drop down. If you are traveling with children or adults that need your assistance, you must put on your oxygen mask first before tending to them. Why? If you aren't breathing it becomes next to impossible to help anyone else.

Your ability to function at your very best is no different. Take for instance your sales life. If you are so wrapped up in taking care of your clients, running and gunning, grinding it out to hit quota, your stress level increases your resources start to deplete and then BOOM it all hits at once becoming difficult to do anything.

Taking care of everyone else first and giving more importance to the work rat-race, ignoring the importance of you is a recipe for a long term disaster.

THE MOST IMPORTANT SALES APPOINTMENT

Set aside the images in the back of your head as your sales manager is hammering on you for more sales appointments. The single biggest appointment, the one you may be forgetting to add to your schedule is staring at you as you look in the mirror. It’s the most important one of them all! Make an appointment with YOURSELF!

This may sound a bit odd and you may be saying to yourself, "This is a bit weird" but it is the most important appointment you’ll ever make! Remember, you are just as important as everyone else in your life.

Acknowledge that you are important and start making appointments with YOU! Mark it on your calendar. Mentally phone yourself everyday first thing in the morning. Think about it there's no gatekeeper except the mental one!

Set the mental timer daily and when that time comes, don't miss it!

  • Set an appointment with yourself to read for 15 minutes
  • Set an appointment with yourself to exercise
  • Set an appointment with yourself to write thank you notes to your friends, people who mean a lot to you and more importantly your clients
  • Set an appointment with yourself to uncover what you could be doing better
"If you don't care of yourself then how can you take care your clients?"

INVEST IN YOU

Sales reminds of the National Football League. It's smash mouth, an in your face, full contact business sport. You get knocked down and you must rise back up. You must take rejection and brush it off just like a quarterback sack!

How many dials do you need to make in order to set up one quality appointment? I don't care if the number is 25, 50 or 75; it's downright tough!

The best call you can make, is to yourself. I guarantee you will get through 100% of the time!

Investing in yourself has the single best return on investment. Invest in learning a new sales skill. Invest in developing yourself personally and professionally. Invest in hiring a coach or mentor. Invest in building better relationships.

Invest in yourself and stay truer to true!

One must give to themselves first before they can give to others. This takes personal commitment but the rewards are well worth it.

THE OUTCOME OF INVESTING IN YOU

Sales today is more competitive than ever. Look no further than to professional sports. How hard is it to repeat as champions? It's extremely difficult as other teams raise their game to compete to take down the champions. You starting to get it? You must stand out from the competition now more than ever as a sales professional. One of the most effective ways to make that happen is to invest in yourself and your career.

Consider making the investment in enhancing your skill set and what this could mean to your sales career today, tomorrow and into the future.

Areas this could impact:

  • Potential earnings - By enhancing your professional skills this can translate to higher pay and commissions.
  • Job growth - Making an investment and gaining expertise within what you do allows you the opportunity to move into more advanced sales roles.
  • Job knowledge – Always be learning. This allows you to stay on the forefront within your industry. Learning new techniques can have immediate impact to your job.
  • Leading and motivating others – An investment in you may even help you transition into a leadership role. Think of the impact you could have on others as you inspire those around you to reach for higher goals.
"If you want to invest in something with minimum risk and a guaranteed big return, invest in yourself"

Investing in yourself packs a powerful punch!

It allows you to become the best version of yourself. As you invest in yourself watch out for the opportunities that come your way and the people who start turning to you.

Now, this one sales appointment you must not procrastinate in making!

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!

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.

The Exit Row

I just want legroom, I don’t want to be responsible for evacuating a plane. Do you ever wonder if the people in the exit row paid attention to the instructions; after all those doors don’t open themselves. Why is it that we trust those in charge? Is it a blind trust?

“Crisis Management has no patience for the unprepared or those with delusions regarding the tenure of their temporary comfort.”

Running a business and airline travel have a commonality. They both require someone to take charge and lead the exit when the alarm sounds. Unfortunately, both in the plane and in the business, people are occupying the emergency exit row seats who are not prepared. They never studied the manual, or they are in a dream zone thinking everything will be fine, and some will cower in the corner covering their eyes and ears afraid to even imagine an impending doom. So, I ask, in your business are you prepared? Who will open the emergency exit?

I believe all businesses should have an emergency exit row team. This team unlike those on the plane would be picked based on skill’s, and along with bravery, would have wisdom. This team would understand the importance and value of conflict in leadership, this team would challenge the relevancy of everything thought sacred, and without a doubt, this team could successfully guide the businesses exit off currently onto the temporary safety of what comes next.

Business leaders when was the last time you or your leadership team asked how your business could be defeated? Or when was the last time you discussed your strategy to exit currently? Too many leaders and their subordinates get bogged down in their current comfort of how great everything is. Of course, they seldom pay attention to the meaning of the word currently. They sit around the conference room and talk about how much better they are then their current competition.

Here’s the impending disaster when a business has an arrogance of greatness. Companies stubborn to their greatness don’t know who their competitor is because they refuse to imagine the emergent of the unknown disruptor. They assume their competitor is the same as yesterday, and they refused to challenge themselves or their deliverables current relevance. Unknown competitors come from unexplored places, and they win because the old way has a lack of imagination. So, stop wasting time congratulating yourself on winning against your current known competitor that’s your job. Today leaders must look for the unknown competitor. The competitor who changes the game bringing the new relevance.

“Without the ability to understand how we could be defeated we are at the mercy of those who plan and execute our defeat.”

On the plane, we hope for the best, in business, there is a much greater percentage of impending doom alarms sounding than those on a plane. So, be prepared and have a strategy to exit from irrelevancy to new temporary relevancy your growth will depend on it. In all reality, those who constantly search and understand how they can be defeated will always redefine their growth strategy. A company’s continuous growth is a product of their ability to continuously modify.

“The meetings to cheer our greatness must be balanced with meetings to fear and respond to our possible demise.”

In Closing: Next time you sit in the exit row don’t sit there just for the legroom be prepared to respond when the alarms sound.

R.J. Stasieczko

FeaturedDocuWare

Capturing a Few Days On & Off The Road with Mike Hellebuyck, Senior Sales Director with DocuWare

I was fortunate enough to spend some time recently getting to know Mike Hellebuyck, Senior Sales Director – West, at DocuWare and catch a glimpse of what life on the road is like for him.

As a sales director at DocuWare, he travels around the country, along with his team of Regional Sales Directors (RSDs), building successful business and personal relationships with Authorized DocuWare Partners and equipping them with the best tools and resources to sell DocuWare’s document management solutions.

Take a behind-the-scenes look at how he supports DocuWare Partners and why he loves making them thrive, with some fun stops along the way!

If any of this sounds like you want to be part of the action, learn how to join the global DocuWare community:  click here or contact Mary Williams at mary.williams@docuware.com.

Mike, thanks for the time today.  In sales, we are always reminded of  building relationships with our prospects.  Could you tell us more about yourself?

I was born and raised in Michigan, graduated in state, and have been in the ECM/document management space for roughly 16 years. I have 2 kids, Averie who is 6 and Hudson who is 3.  Outside of work, I enjoy vintage cars, fishing, hunting, and snowmobiling. I have always wanted to be in sales and knew it was my calling.  I started with DocuWare in 2012 handling MI, OH, IN and the Pittsburgh, PA area.  The territory was struggling to produce and I turned it into a top performing territory in just one year.

Pit Stop #tacobell What's the reason for the huge smile?

taco bell

I got to the hotel late one night and I was hungry.  The Taco Bell was actually adjacent to the hotel, within walking distance.  I walked over and the doors were locked – the sign said “drive-thru only.”  So I walked through the drive-through and proceeded to jump up and down next to the order sign in hopes of triggering the tire sensor for vehicles.  Obviously I don’t weigh as much as a car, so I waited for the next vehicle to pull around to trigger the sensor.  When I heard “welcome to Taco Bell, please go ahead with your order”, I replied “I’m not in a car, I’m walking through and need a Burrito Supreme and a Mexican Pizza… lots of hot sauce.”  I was then told I would not be served unless I’m in a car, so I approached the vehicle behind me, had the gentleman roll down his window and engaged in a 1 minute sales pitch on why he should help me out… well, it worked!  I handed him my cash and walked around the corner to wait.  He pulled up and placed his order along with mine and met up with me around the corner to deliver my late night snack.  

How many partners do you work with? How is it working with them?

Supporting my team of RSDs, I work with about a dozen partners. Some we work with a lot, others not so much, but the door is always open to get them more engaged.  It’s always fun working with the partners as there are a lot of personality mixes.  Being good at sales means being able to adapt quickly to partner’s demands, while juggling communications between them, the customer, and of course, corporate.  Understanding and realizing very quickly how you need to work with a partner and how to help them become successful can be difficult but also very rewarding; especially if they have the same passion as me. 

The best thing I can do for a partner is to add value to their business.  If I’m just a channel manager, I’m no different than the competition and that’s why I strive to be a true partner that can add value by engaging directly in sales efforts to win business.  In many ways, as a sales manager, I’m the DocuWare cheerleader, relationship manager, solution presenter, and corporate controller for partners - the glue that ties a lot of things together.  I support corporate initiatives to partners, along with working side-by-side with sales representatives to help them through challenges; I’m their shoulder-to-lean-on and the motivator to get greatness out of them. 

The biggest joy for me is watching a partner grow from not producing much to reaching the top echelon of our partner rankings. The entire company gets on a roll and you see the momentum and teamwork.  Everyone gets excited and it makes my job very rewarding.    

How different is each week? Are some months busier than others?

Each week holds new journeys. Sometimes the events can be similar but the audience is always different so it stays exciting.

The busiest months include every month! And the last few days of each month are especially busy with all of us pushing hard to get deals done. If I had to choose just one, I’d have to say that September of 2017 was the busiest month in DocuWare history from a raw sales number; I’m not alone in saying it was also the busiest month for every RSD.

Almost looks like a scene from Wayne’s World and you guys were getting ready to blast out a rendition of Bohemian Rhapsody, right?  Just kidding, seems like you all were having a GREAT time. In the car

DocuWare RSD Mark Michonski, ComDoc, Inc. Document Management Specialist Ron Holtzer, and myself were on our way to a prospect appointment and game-planning how we were going to attack and close the deal.

What do you like best about your job? How are the relationships?

I would be lying if I didn’t say the opportunity to make as much money as I can, but that’s about me! Other than myself, I truly enjoy building relationships and watching the hard work pay off by a partner becoming successful and building a thriving DocuWare business.

I'm hoping that’s a sack of cash you’re toting around!  

mike on his way

I had landed in Pittsburgh, PA and was early.  My counterparts were in another meeting so I had a little time.  I decided to Uber to a casino in Downtown Pittsburgh and play a slot machine while waiting on my team to meet for lunch at the casino’s restaurant. No, I didn’t win, but was able to talk to the Accounting team at the casino about the benefits of DocuWare.  If you lose enough, you can talk to anyone!

How do you manage your work relationships vs time spent with your family?

mike at home

These are my kids, Hudson and Averie.  My wife Amy is hiding from picture in back.  I was on my way out the door heading to the airport.  I wanted to get a goodbye shot and the kids wanted to be part of the fun, so they are waving hi and bye to all of you!

I miss my wife and kids while on the road but I know that I’m in a great industry and the opportunity is there to make a very good living as long as you work hard.  I know that if I can make my partners successful, it will make me successful. Having a roof over my head, food on the table, and a good education for my children is the most important thing for my family.  Fortunately, the good news is: I’m usually at home on the weekends! 

How do you help your partners succeed?

I help them succeed by getting their commitment to do things that I know have proven results. In my opinion, the secret sauce to being successful in this business is determination and patience. You also have to offer fair compensation plans; if you don’t, sales reps will simply not push the solution. I help my partners through these scenarios with proven solutions and open communication.

Hoping you're on your way home?

20171011_195043

I was heading off to California for another week of travel.  I was lucky to see my flight wasn’t cancelled due to weather coming into town.  It’s always stressful with flights; you have to be very diligent about finding alternate options on the drop of a dime.  

What’s the best traveling story you have?

I was on a long road trip and it was late. After morning presentations in Buffalo, NY, I hit the road for my trip to Dayton, OH. At approximately 10:45 p.m., I received a text/call from a partner that had his demo system crash; he had a very big presentation the following morning and needed help.  I couldn’t do the meeting for him remotely based on my travels, so I pulled off the next exit and pointed my car in the other direction.  I made it to his house at 12:00 a.m. (midnight) and sat in his kitchen downloading my Virtual Machine shell to his laptop and configured a demo.  While I was working in his kitchen, he looked at me and said “I can’t believe you are here…. I just can’t believe you are here right now”!  At the end of the day or night, so to speak, he had his demo up and running for his morning meeting and was able to present and close the business a few weeks later.  I left his home at 1:00 a.m. and kept driving another 1.5 hours to my hotel.  

This looks like a great lunch spot to catch up!

At the table

TBS Ohio Solutions Architect Mark Parianos, DocuWare RSD Mark Michonski and myself were having lunch overlooking a river near Cleveland, OH.  It was a nice place to eat, strategize on upcoming sales calls and recap the previous days’ events.  It also provided a great opportunity to really connect with our partners to build relationships, which is very important. 

Why should dealers partner with DocuWare? What’s the best thing about working with the DocuWare team?

It’s simple. DocuWare provides companies the best opportunity to build a successful, sustainable document management business.  There are a lot of products out there, some very similar to DocuWare.  Your company can choose to represent any of them, but with DocuWare, you are investing in both a top product and a special kind of partner relationship. 

We are truly dedicated to your success and want to be directly involved in your company to build your DocuWare business.  Many times you are left on your own shortly after signing on with a product, and unfortunately many of these companies fail.  Sink or swim!  We do not play that way.  We have a well-balanced team of RSDs with an entrepreneurial spirit, dedicated to heavily engaging with partners to excel.

If I were a company looking at reviving or developing a new a document management business and had dedication and persistence, I would definitely consider DocuWare.  My team and I will get it done with you.

Please feel free to look me up on LinkedIn and connect - I’d love to get to know you and bounce ideas around!

The Ten Yen Trip

I guess this could have been my first blog!  Back in 2002 I wrote a journal while on a Ricoh sponsored trip to Japan. I found it today buried in the forums when I did some searching on threads from 2003.  It does bring back awesome memories and I thought it might be a good read for all.  Please enjoy and feel free to comment at the end in the reply section

June 4, 2002

To Japan and Back: Tales of a “Sell the Solution” Winner

“Sell the Solution,” a successful nationwide sales contest organized by the Digital Duplicator Marketing group, wrapped up this spring with the naming of three finalists and the announcement of an international finals, pitting the top U.S. sales reps against several of their worldwide counterparts. A weeklong vacation in Japan followed the finals of the contest. Art Post, digital duplicator rep for Century Office Supply in Middlesex, New Jersey, took the time and effort write a journal of the trip. We pass it along to you with a nod of thanks to Art.


The Ten Yen Trip

Monday

2018-01-21_21-23-43It’s 2:30 a.m. Tokyo time. I have an aisle seat on a half-full Boeing 777 that will take the next 13 hours and 10 minutes to deliver myself and the other “Sell the Solution” finalists to our final contest presentations in Japan. After the contest finale we’ll be vacationing for several days in various destinations around the country. For the record, it costs ten dollars to make a phone call during the flight, no cell phones allowed. Movies and games are free. We’re on our way.

We’re currently over Canada, just north of Green Bay. Many Japanese parents on the flight  with little ones that are parading their kids up and down the aisles. I'm not sure who’s benefiting more, the parents or the kids.

Sirloin steak and rice for dinner on the flight. Later we have teriyaki chicken with soba noodles for a snack. We arrive at Tokyo at 1:40 p.m.

After an hour of processing at customs we take our bags and set out on what turns out to be a two-hour search for Kato, the digital duplicator product planning team manager, who’s scheduled to meet us.

When I finally meet Kato (see the “Ten Yen” incident,” below), he has four other RFG people with him: Enrique from LAD; Luis from Caracas, Venezuela; Kathy Zendal from Savin Chicago, and Russ Accocelli, a Savin DSM. Kato buys us tickets for the subway and for the bullet train trip we’ll take to Sendai.

It's 7:30 p.m. and dark; we’ll be arriving in Sendai soon. The trip north has taken us through a spectacular variety of scenic countryside: rice paddies, mountains and rolling hills that remind me of Gettysburg, Pa.

8 p.m. We arrive in Sendai. Mike Kaneko calls and we join him and Todd Takahashi for dinner at a small Japanese restaurant. We enjoy a few beers, along with beef gravy, tofu and teriyaki beef tongue. The soup – a concoction of hot water and green stuff floating in a bowl -- is actually very tasty. A few shots of sake, and it’s outside to meet Margaret Tam and Sam Brinkley, our two other finalists.

Tuesday

2018-01-21_21-19-35Up at a jet lag-induced 4:30 a.m. I shower and meet Sam for a walk at 5:45 a.m. We walk around the city looking for coffee, finding only cold cans of coffee in a vending machine. It takes me another day to learn that the vending machines also have the hot stuff. We wander into a market that sells every kind of produce you can imagine, and some you can’t. We see many signs for those giant Japanese corporations.

Breakfast back at the hotel. The food’s not bad, not that good either. On the menu were eggs, bacon, sausage, cereal, cauliflower(!) and coffee. We meet additional Ricoh people from the UK, China, Australia, and, of course, Japan. After a few hours we boarded our bus, and it’s off to the factory.

I'm thinking the trip was about forty minutes and begin a three-hour tour, taking a look at new 75 ppm and 60 ppm machines as well as the latest JP series digital duplicators. After we're done with the tour we then have some time to rehearse our presentations, scheduled for later in the day.

DSC00237A few notes of interest: De-dusting is required procedure before we enter the factory; so is the wearing of slippers on the tour. We’re surprised to see that women assemble all of the copiers and digital duplicators. We see how the new 60’s & 75's are built and made ready for shipping, and we preview the new JP5500 digital duplicator, including a new paper-feed unit, available in European markets, for the JP series.

During the tour, a man from Totturi Ricoh explains that he’s set up a Digital Duplicator Club at home for all his customers. It’s a special area where customers can view sample prints, rent color drums and ask questions.

Lunch is an assortment of sandwiches (tomato, cucumber and egg salad), after which we begin our presentations. At the same time, we’re treated to a new technology that will be launched in Europe in the summer. It's called Seri-Print, and it operates with two UV lamps that cause a chemical reaction with the ink and allow printing on all types of media, even coated stock. It’s even compatible with the TC-II for making full-color prints with a dual-pass process. UL approval for the US market is pending, we’re told.

DSC00301My presentation, right after lunch, goes well, I think. We wrap up our presentations and head for the awards ceremony at a local hotel conference center. There we enjoy beer and ****tails, along with some unfamiliar but very interesting food. I meet 20 or 30 executives from Ricoh marketing as well as the new president and chairman of the board.

Sam, digital duplicator rep from Systems + Solutions, Miramar, Florida, wins the award for the best presentation among the many given by reps from around the world. Congratulations, Sam.

DSC00341At eight we’re treated to traditional Japanese drum playing. Drummers old and young dressed in ceremonial costumes bang on ancient drums of all different sizes. They’re incredible! We’re even allowed to bang the drums ourselves! I later learn from Mike Kaneko that they had volunteered to play, so that they could stay sharp for upcoming competitive tournaments.

Around 8:30 we head back to the Metropolitan Hotel in Sendai. I’m asleep in seconds.

Wednesday

DSC00207Up at 4:30 again! I go for a short walk and buy a cool can of coffee. We leave on a bullet train for Tokyo, where we change to another bullet train headed for the historic city of Kyoto in the southern part of the country. We arrive in Kyoto at two in the afternoon.

The ancient city served as the capital of Japan until 1865, when it was moved to Tokyo. We’re staying at the New Mikayo, directly across the street from the train station.

Kyoto is rich in history and boasts many impressive temples and shrines. It has a population of nearly two million, and we’re told it gets a few inches of snow annually. We stow our baggage and head to Kyoto Tower. On the way, we see literally thousands of middle school students on class trips pouring out of the train station.

DSC00365At a busy mall in the train station, we look for and find the Mikiuno Pearls for my wife Kathy. I also buy a T-shirt and kimono for Ryann, my three-year-old niece. That night, Hiro, our Japanese guide from Ricoh, buys dinner for us at a traditional Japanese restaurant. Sam and I chuckle at the small portions but continue to eat. We’ve been hungry every day. After dinner we walk around town looking for a bar or a club to hang out in.

Kyoto has no skyscrapers. Instead, we see many two- and three-story buildings among the thousands of apartments and homes. Once we’re off the main streets, we find all the roads surprisingly narrow. Lovely ornamental trees and azalea bushes adorn many of the homes. The nighttime temperatures are in the low 70s with no rain.

Thursday

Finally! A morning when I can sleep past 4:30. The whole crew meets for breakfast and we embark on our private sightseeing tour in a cool, comfortable bus.

DSC00385Our guide, who speaks excellent English, seems to know everything there is to know about the area and gives us an informative and entertaining tour.

We visit several shrines and temples, as well as an authentic shogun castle, complete with moats, walls and squeaky floors. (The latter were designed to squeak as a way to warn the resident shogun of an intruder in the house.) Both moats are filled with colorful koi of all imaginable shapes and sizes. The garden, even with hundreds of schoolchildren roaming about, is lovely.

DSC00393Many of the schoolchildren, it seems, are learning English, and their teachers have assigned them the task of approaching Westerners and reading questions for us to answer. The kids are adorable and thoroughly enjoy Sam and the rest of our group. We take pictures of each other and Sam regales the kids with a lesson on how to roar “Hellowwwwww!” It’s a big hit with the little ones.

DSC00432We see a shrine that’s covered in 18k gold foil. Most of these temples and shrines have stands selling snacks and souvenirs. I try a strange-tasting green-tea gumdrop covered in curry spice, and survive. We visit another temple, this one built in the late 1800's, among some truly spectacular gardens.

We lunch at The Kyoto Handicraft Mall, where Luis drops 100,000 yen buying gifts for his employees.

Next were off on a strenuous hike to the Shrine on the Mountain, a collection of buildings, mostly made from cypress trees, constructed hundreds of years ago. Some of the main support beams appear to be at least five feet in diameter. The walk to the Shrine follows a narrow street lined with shops. Sam and I grab a beer to strengthen us for the steep climb.

It’s back to the hotel to get ready for the much-anticipated miako/geisha dinner. The restaurant and gardens are beautiful. We sit on the floor and are entertained by one miako, junior geisha, and one geisha. The meal, called Shabu Shabu, consists of boiled beef with vegetables in oil.

DSC00508
After breakfast, we board the 170-mile-per-hour Bullet Train Nozomi for the trip back to Tokyo. Beer drinking and smoking are allowed, and attendants roam the aisles selling refreshments. Fare for the train trip to Tokyo: about $100.00.

japan0380We arrive in Tokyo around 1 p.m. and promptly check in to the Meridian Pacific Hotel. A change of clothes and we’re off to a nearby Friday's for a traditional (?) Japanese meal of ribs, beer and nachos. Later Sam and I take a $40 cab ride to Electronic City to try and buy a cell phone. To our amazement, no one will sell us one. Sam buys a Sony Clie' PDA, and I pick up an MPG player for my son Nick

There’s no time for a cab, so we head through the pouring rain to take the subway back to the hotel. Inside the station is an overwhelming mass of humanity. Worse, we have no clue what tickets to buy. Red? Blue? Green? Combo? Who knows? I remember the electronics shop’s owner’s good English and walk back to ask for help. To our amazement and appreciation, he comes back with us and buys us the appropriate tickets. He even walks us to the right track.

japan0427So here we are, Sam and I, two large Americans carrying shopping bags and powder blue umbrellas, traveling among average Japanese on an obscure rail line that rarely carries tourists. Cool.

We arrive back in time for the farewell party on the top floor of the hotel. All the top marketing people for Tohoku Ricoh are there along with Kirk Yoshida's boss, Mr. Sugita.

Saturday

5:15 p.m., Tokyo time. An uneventful takeoff and we’re over the Pacific, enjoying drinks and peanuts. I have a military man seated next to me who promptly puts a blanket over his head and falls asleep. Hopefully, the movie will start soon.

6:15 p.m., Tokyo time. We eat pork, rice, salad and cake with chopsticks and enjoy another beer. We’re over the Pacific with the sun behind us, approaching the International Date Line at 32,000 feet at a speed of 593 mph. Time in Tokyo, 6:15 p.m. time at our present location, the Bay of Okhutek, 7:15 p.m. Time in New Jersey, 5:15 a.m.

3:13 a.m., Tokyo time. Over the Great Lakes, and the flight attendants are getting ready to serve the last meal. Newark, here we come.

Back home, what a great trip!

“The Ten Yen Incident Revisited”

Finally, after 14 hours of imprisonment in a flying aluminum tube I could start to enjoy my Japan trip. 

I emerged from customs and passport control with flying colors and proceeded to the terminal to be greeted by Kato (Ricoh Japan rep).

I arrived at the end of the terminal and looked for a Kato or a Ricoh sign. After many minutes of looking there was o sign, no Kato! No problem, I thought. Hiro Ricoh USA rep) from New Jersey had given me Kato’s cell phone number.

Well, it wasn’t as easy as I thought. I had 22 American dollars on me, so I headed for the currency exchange booth. Then it occurred to me that I had AMEX Traveler’s Checks. I gave one to the teller, who promptly refused it. Ok, back to plan A; I exchanged the $22 for about 2,400 yen and headed for the phone. 

A sign on the pay phone read, “10 – 100 yen.” Well, thinking positively (and cheaply). I deposited 10 yen and dialed the number, which began to ring. Kato promptly answered, and I replied. “Kato, this is Art from Ricoh. I’m at the …click. Disconnect tone. No problem, I thought, I must have caught a bad line. I deposited another 10 yen and redialed.

“Kato, it’s Art from Ricoh. Where are…” Again, the disconnect tone. Starting to get the idea, I tried again and blurted out as fast as I could, “Kato, I’m at terminal one. Where are you?” “I’m at…” Kato replied. Click, mfer I thought!

Enough of this! I went to the phone card machine and bought a thousand-yen card. Now I could talk to Kato as long as I liked.

I figured out the phone card and got through to Kato on the third try. “Wait outside the terminal,” he said, and I happily complied.

Another 15 minutes, no Kato. I went back inside and called again. “Stay where you are,” he said. “I’m between the terminals and on my way.” Eventually we decided to walk toward each other instead. I grabbed my things and headed for terminal two. 

A few more minutes of searching and there was Kato with the Ricoh sign. He advised me that there were others that he had met and that I was the last one in the group. He led me to the others, who were sitting down, all together by the escalator, behind the phone booths at terminal one, where I had been calling from the whole time.

-=Good Selling=-

This Week in the Copier Industry 15 Years Ago (Fourth Week of January 2003)

Going back fifteen years ago can be pretty cool.  I had not idea I posted a journal for my trip to Japan back in 2002.  It was buried in the forums and this quick search pulled that thread up.  I'll be posting that as a blog in a few minutes for everyone. 

Enjoy these awesome threads from fifteen years ago this week!'



IKON Ricoh and Canon Rebates

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I heard from a reliable source today Ricoh (and Canon) have an exclusive cash rebate for IKON Sales Reps if they sell a new unit and take out the other (i.e. sell a Ricoh system and get up to $3000.00 rebate if it is replacing a Canon copier...and the reverse too). Another nail in the Independent Coffin! Dan
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Ricoh US Press Release

Ricoh to 2000. RICOH U.S. will implement Visual Elk(tm), StayinFront's enterprise-wide solution for managing and integrating all points of customer interaction, Panorama(tm), a powerful data analysis and decision support tool and add-in solutions to include: Opportunity Management, Solution Selling and Knowledge Management. Thomas R. Buckley, chief executive officer of StayinFront said, "Total cost of ownership isn't just a short-lived theme in today's enterprise technology buying decisions, it
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Sell the Solution Contest Journal

From: Docusultant (Original Message) Sent: 10/7/2002 5:29 PM Art Post journal June 4, 2002 To Japan and Back: Tales of a “Sell the Solution” Winner By Art Post “Sell the Solution,” a successful nationwide sales contest organized by the Digital Duplicator Marketing group, wrapped up this spring with the naming of three finalists and the announcement of an international finals, pitting the top U.S. sales reps against several of their worldwide counterparts. A weeklong vacation in Japan followed
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Ricoh & Codehost Announce....

. The Company oversees Ricoh operations in North, Central and South America, including the Savin, Gestetner and Lanier brands. For fiscal year 2001, Ricoh Corporation sales exceeded $2.7 billion. Information about Ricoh's complete range of products and services can be accessed on the World Wide Web at www.ricoh-usa.com .
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Re: Konica

black & white printers, multifunctional products, software and network solutions, and professional services. Konica provides world-class service through its extensive network of direct sales offices, authorized dealers, resellers and distribution partners located in the United States, Canada, Mexico, Central America and South America. For more information, please visit Konica on the World Wide Web at http://www.konicabt.com . All terms, product and company names used in this document may be
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Why Are Parts So Hard To Get?

equipment is not that easy. Like you didn’t know that! Parts sourcing After-market is practically non-existent For parts that is. There are, of course, suppliers for consumable items and supplies. Unique parts such as gears, solenoids, electrodes, etc. are only produced by the manufacturer. Even if a machine is marketed by a huge company (such as Xerox®,) if they did not manufacture it, they don’t manufacture parts. For example, if Lanier marketed a machine manufactured by Toshiba, the
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Xerox & BERTL.. THe WAR continues...

open to the public. BERTL's $53-million claims/counterclaims against Xerox principally arise from: Xerox infringements of copyrighted "LabCheck" reports Xerox misuse of BERTL trademarks Xerox appropriation of BERTL trade secret(s) Xerox falsely advertised winning BERTL awards (on sales promotion material) for Xerox copier-printers Xerox breaches of access license(s) to BERTL's website Xerox defamation of BERTL · Xerox defamation of individuals employed by BERTL. BERTL had attempted to resolve
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Xerox Beats Earnings........But for How Long?

Sales down 7% Xerox Beats Expectations in 4th Q Tuesday January 28, 4:31 pm ET Xerox Corp. Beats Analyst Expectations in Fourth Quarter; Shares Jump STAMFORD, Conn. (AP) -- Xerox Corp. shares jumped more than 17 percent by midday Tuesday after the business machines maker reported it earned $19 million in the fourth quarter, much better than analysts had expected. ADVERTISEMENT Earnings per share for the three months ending Dec. 31 were 1 cent, in contrast to a loss of $140 million, or
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Making It Different by IBM & Ricoh

Differentiation is the Name of the Game in 2003 In a marketplace where so many companies are selling the same engine (box), finding a way to differentiate that engine from the way in which the original manufacturer positions its offering (as well as other resellers of the same engine), is a challenge that is facing many digital imaging technology providers today. Differentiation - IBM-style Let's take IBM as an example of one manufacturer taking another manufacturer's engine (in this case
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Re: Our Doc Mall Account

At some point in time, we may not be able to keep all of the brochures and information on the web site. It will just be too much information and the cost associated with it. We can also post private pricing, like Sharp, Toshiba, Canon etc. Let me know Art
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Xerox & KPMG

US regulator to charge KPMG over Xerox David Teather in New York Thursday January 23, 2003 The Guardian The securities & exchange commission is to file civil fraud charges against KPMG for its role in an alleged accounting fraud at the copier firm Xerox. The ADVERTISEMENT complaint from the US regulator is expected to be filed in a New York federal court as early as next week and will also charge several individuals, including three cur rent and one former partner of the accounting firm. In
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Re: GEM Program coming to an end?

I believe that Ricoh has created a monster with their purchase og GES, SAV, Lanier, and the formation of Ricoh US. I believe that the right hand does not know what the left hand is doing. Look at the guys they put at the top, formed execs of bankrupt companies!! I had the same situation with an account that had a rental agreement under Savin. They would not approve the GEM order. Well we raised enough stink to change it. I had to take $900 hit! Art
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Re: GEM Program coming to an end?

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rates that would come back to Ricoh thus increasing their margin. This, due to the ultra competitive RMAP lease rates, would have left a valuable program intact, allowed us to remain very competitve, appeased the GSA Contract folks and increased Ricoh's average gross margin. But heh...what the heck do we know...were just copier salespeople :-0 Like I have said for several years...you would think, by the very difficult nature of doing business with Ricoh, their corporate goal is SALES PREVENTION. In
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Re: IKON Ricoh and Canon Rebates

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Art, yea I know Ricoh has a rebate program but only if you purchase the product at the highest dealer price; can't be used for DMAP, RMAP, GSA, etc. (in other words it is not a real program most of us could use). We just lost a deal to IKON with both proposing the Aficio 1055. It looks like, even though the account is a 'down-the-street' type of account, that IKON had pricing that equates to DMAP 8. IKON is in an enviable position regarding being able to 'play' Ricoh against Canon and visa
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Re: Obsolete Equipment

their old and existing equipment vs. what they would spend new equipment and how what they have and new stuff can mesh together to increase their productivity. During this process we are really selling the solution rather than going out with the typical sales call that goes something like this... "So, we were wondering if you are thinking about upgrading your copier today", or "Looks like your lease is about to expire so we better talk about an upgrade" these approaches rarely work in today's
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Re: Obsolete Equipment

From: Docusultant Sent: 12/18/2002 1:02 PM I go with the approach of calling first (if not sucessfull), I will then pay a visit. I try to find out in advance what type of business my customer is in. Once I have this information I will then think of ways to save the customer money with new digital equipment (easiest part of my job). From there, I will try to arrange an appointment or get the decesion maker on the phone. I will then shoot the "cost savings" to him or her and listen to what they
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Re: IKON Ricoh and Canon Rebates

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Thanks Jeff! Was the info I received correct regarding these rebates/spiffs coming from Ricoh and Canon Corp? Dan
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Re: Re-Post from MSN GEM Buy Outs

From: pkpetenj Sent: 11/16/2001 6:16 PM We just had a big meeting with Ricoh Major account manager Joe O'neil on the RMAP/GSA/GEM programs and when and how to use them. If you use gem/gsa pricing you can use the 0% interest lease for 12, 24, 0r 36 months as well as the LTOP $1 purchase. You must use the RMAP lease and Credit approval. The leasing is run through DLL. You should also be aware that Ricoh will eat "property tax" not sales tax on any RMAP deal. Also the AP3800,AP3200,and AP206 are
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Re: Toshiba Press Releases

, which currently does not sell Toshiba products and services, will become part of Toshiba's TOPAC division, a network of acquired Toshiba equipment dealers. In business for more than 66 years, HBS is the 15th acquisition by TABS of a competitive line dealership to date. Former HBS owner and president, R.D. Kerley, will remain within the company to oversee business expansion, marketing and day-to-day operations. In February 2002, TABS also acquired Connected Office Products, Inc. (COPI) as a part
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Minute Man Press

----------------------------------------------------------- From: tedkochman Message 1 in Discussion Since the League is down AGAIN, does anyone know about the Minuteman Press Program. Do you run the leases through Ricoh Leasing, or do you find a third party lease company? Also, does anyone know what the comp. is on this program? Thanks, Ted Reply Recommend Delete Message 3 of 12 in Discussion From: ricohaficio Sent: 2/6/2002 4:01 PM Wrong! There is a DMAP Level 9 that is only given to RBS, IKON
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Tech Stuff

The technical service staff has become part of the selling team. After a customer shows initial interest in obtaining a connected product, the service department is brought in to bring credibility and do-ability to the pending sale. At the very start of the sales process, technical assistance is necessary. Long before a site survey is requested, long before a request for integration, long before network training is begun, long before assistance with follow-up training is required. As most will
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Scan Many........ Print Few by Ronelle Ingram

“Scan Many, Print Few” By Ronelle Ingram 23-Jan-03 Scanning is increasingly becoming an issue to be examined and manipulated by both the buying customer and selling dealership. Heavy users of the scanning function, can create havoc with the profit margins anticipated under traditional maintenance agreements. As endusers continue to use traditional copiers as scanners, new servicing issues are emerging. Most copiers that scan have two separate meters. One meter that counts the scans and
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GEM Program coming to an end?

Tell me what is going on here. We just tried to order a 1035 for a hospital under the GEM program and the order was not approved because it was a "Ricoh US Account". We called Ricoh and were told that someone in the "Ricoh Family Group" had registered this account and would tell us nothing more. My question is How and Why. How do you "register" a GEM account and why would you if they automatically qualify for D3 pricing? We sold two 1035's to this account just two months ago but apparently
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Re: Copiersusa.com

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Found out from the my DSM that the company is a fraud and is not a ricoh dealer. His response was to figure out if my customer had bought from them and get a serial number. He has had numerous complaints from Florida dealers on that company
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Re: IKON Ricoh and Canon Rebates

Dan, I knew we had this for Ricoh Dealers, however I suspect most Dealers not not share the "trade in Allownace" with their reps. I know we get it, but some how, and most of the them time it does not filter down to us. Art Does anyone have any Trade allowance info to share, that way we can bring these to the attention of our managers? Art
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Re: 6513 vs Canon 2058

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FYI: I was just looking through the BLI Winter 2003 Printer Spec. Book and noticed that the Canon Color imageRUNNER C2058 states that it will do up to 90-lb Cover. But there is *** after that. The *** states "Up to 90-lb cover for Canon-branded media ONLY. Special restrictions apply" (emphasis added)
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Re: 6513 vs Canon 2058

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(Posted last message too soon) So now you have to purchase their paper stock in order to use 90-lb cover through the drawers or bypass. Interesting selling point to remember!
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Re: Obsolete Equipment

From: Docusultant Sent: 12/18/2002 4:05 PM Easy, and please remember that I do alot of "down the street" sales. List price of equipment is $10,000, payments are $200., I always use 2 as the rate factor for 60 months. I'll tell the customer they do not have to make payments for six months. Our leasing company bills 30 days in arrears, that means I need to come up with 5 payments. I take it (the five payments) of the GP and pay it right to the leasing company or too the customer. This is also a
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Re: IKON Ricoh and Canon Rebates

rebates for replacing 350/450, FX10, and analog Ricohs. Let me know is you want the rest of them Jeff
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Re: IKON Ricoh and Canon Rebates

These rebates are direct from Ricoh, and I believe these are aval. to all dealers. Jeff
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Re: What A Month!

From: ricohaficio Sent: 3/8/2002 6:33 PM Great job!, I was 123% of plan for the quarter and 310,000 in total dollars. Feb GP 16,200.00 Ya got me beat. How was everyone else? My last 5 deals I have sold an AP3800C (all with different options)to all and along with a copier.
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Re: What A Month!

From: pkpetenj Sent: 3/9/2002 8:00 PM I was "low volume specialist" in Feb. The biggest thing I sold was a connected 1022. (but that seemed to have been the case for everyone in our branch). I had 8 units including one fax, 4 printers, a connected 1018, and a 1013. Total revenue was 22,800 with 3,000 in GP. ( But as Art knows, my plan comps me on below base deals 2-8% of total dollars). But this month will be another story. God Selling folks!
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Re: What A Month!

From: witte Sent: 3/14/2002 7:18 AM Well Art sales weren't the best but GP was up there! 5 units $32,756-Sales $11,935-GP
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Re: What A Month!

rom: Graham Sent: 10/4/2002 1:36 PM Whew....All closed this week. What a way to start the month.... Gotta love the first of the fiscal year 2 Ricoh Fax 3 Panasonic Panafax 1 Panaboard 1 1045 Loaded Connected 1 Aficio 4506 1 1018D Connected 2 Lanier 2138CMF (Which is the same as the 3800CMF) 1 Lanier 2138E (same as the 3850 ricoh) $70,000 week, not to shabby Whew! And Next week I have a 1060, 6513, and 1018D closing for a small p4p customer.
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Re: EB 70 & Novell

From: ricohaficio Sent: 12/5/2001 10:12 AM I have not yet had the opportunity to work with the EB70 with the Aficio 551/700. I will forward this message to someone who may be able to help. Art
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Re: Re-Post from MSN GEM Buy Outs

From: ricohaficio Sent: 11/16/2001 12:33 PM I am going thru GEM/GSA RMAP leasing, is there anyway to still get GEM pricing and use another leasing company? With the $1.00 rate on the buy-out we are out of whack with the monthly payment. Art
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Re: Re-Post from MSN GEM Buy Outs

From: ricohaficio Sent: 11/16/2001 2:25 PM By all means, we ahould all post our leasing compnies and info and rates in the "Leasing Lounge" on this site. Good One!
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Re: Re-Post from MSN GEM Buy Outs

From: ricohaficio Sent: 11/19/2001 5:16 PM "Berto" Thanx for the info, here's what happened. I had to quote GEM because of competition (other ricoh dealers). The customer then asked if I could roll his old lease with the equipment lease from GEM. Being that I am a novice with GEM, I said absolutley! Hence my first problem. But here's what I'm going to do. We are going to install the aficio 1045P, and draw up a GEM order (check with order), we will do a dealer buyback and then finance the
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Re: Punch Unit Question

Don't know if you are needing this in an 85cpm unit but I notice that the new Ricoh Aficio 1090 will have 6 customer replaceable diesets including GBC!!! Surely one of them will meet your needs.
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Re: Punch Unit Question

The only information I have I got from P4P Hotel. Under the "Announcements" Topic, Ted has posted a Ricoh's Rollout Schedule for January-April 2003. In that it says the 1085 is being replaced with the 1090 and under "New Hardware Options" it says it will have GBC Online Punch, and choice of 6 replaceable customer diesets which I am guessing are the punch units.
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Re: Can Scan Router Lite do an FTP push as a pdf?

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I can take SR Lite and put the document in a folder on a hard drive somewhere (anywhere) on the local network. FTP (which you can't do with SR) would be able to send it anywhere on the local network or WAN based upon an IP Address. Using FTP, you could send the scan overseas if you wanted to. Most network admins shy away from FTP as much as possible and seem to like the scanrouter setup much better. FTP is considered a security risk on the network. We also sell Konica, which is big on FTP
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Re: Points added to lease rate factors

today I will not use them for 60 month rates. What I question is that they did not change the 48 nor 36 month rate. the 36 month rate is .0273! Maybe we have padded the 60 month and the salespeople who do not ask will just pay the price. Fred C, can you comment on your industry as a whole? We have a registered member who is VP for a Leasing company. Art
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Re: Points added to lease rate factors

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Art, you've got to look at it this way. there is almost no residual on a machine that is 5 years old these days. Most 5 year old digitals are junk. Would you sell an Aficio 400 or 500 now? They're only 5 years old. The machines on 3 or 4 year leases do have value. You and I are both selling used 550's and 650's. They still are decent machines. In a year or so, however, they too will be basically junk. So from the leasing company's view, a 5 year FMV lease is a write off when they get it
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Re: Do We?

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Art, you need to post this question along with the story on the League. Let's see what kind of answer we get from Ricoh.
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Re: 1035?

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Art, There must be a problem with the settings on your 1035. I scanned mixed originals on a Savin 2535 in our office and it printed them as mixed originals without any intervention on my part. If I can be of any help, just let me know. Brian
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Re: Tech Stuff

From: spressomon Sent: 3/20/2002 7:11 AM Most of us are not actually 'owners' of the companies we work for. Therefore some of us have a hard time taking compensation we have earned from our commissioned sales to provide a little bonus money for our good, go the extra mile, technicians. But I can tell you from experience, as many of you can attest to, an extra $50 here and there, for the techs that really excel in your accounts, makes all the difference in their total performance and customer
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Re: pdf printing

From: ricohaficio Sent: 1/27/2002 6:28 AM I had the same problem, but with an AP4500 Printer. Our solution was to max the ram memory and also on turn off collation on the first printer driver screen. We also ran a crossover cable to eliminate the network. End result max the ram memory and turn off the collate feature. Hope this helps, let me know how you made out.
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Kofax Seminar in Phili

978-929-9356 Shirley Kemp shirley_kemp@kofax.com 301-607-0300 Marni Carmichael Kofax Image Products Sales Specialist 949-727-1733 ext. 384 949-727-3099 (Fax) marni_carmichael@kofax.com
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Keep going, keep knocking...

system until he is ready to move, how is that? He was silent..................., then stated that he'll think about it and to call him on tuesday (a week away!). I busted him three times and he is good existing account and figured ok, we'll wait. With that he said to call on tuesday and I said, I will! (eagerly). My customer then told me to go to the next town and see his friend, he had told him about the FW470 and he said his friend was interested. We'll since I had so many sales an
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What A Month!

From: ricohaficio (Original Message) Sent: 2/2/2002 9:24 AM This can be a topic of discussion for each month. Would like ot hear from everyone, good or bad, too see what type of numbers were posted. I had a very good month. 8 units $92,500 in total dollars $14,500 in gross profit
-=Good Selling=-

This Week in the Copier Industry 10 Years Ago (Fourth Week of January 2003)

There's an excellent thread here from John Roof, with many responses as to what happens when the client misses their LOI opportunity to the leasing company.  It's an excellent read for those that are not familiar with office equipment leasing.  Customer Hand Holding

Weekend Copier Notes from 1/27/08

target current Ricoh, Gestetner, Lanier and Savin dealers for acquisition) - Ricoh announced it has sold an InfoPrint 5000 production color inkjet system to Fiserv, Inc. It will be used by Fiserv’s Personix division to produce full color transpromo documents (statement marketing). - Ricoh’s Print Director software won a “Pick of the Year” from BLI. - Oce’ announced it will offer Kodak Creo print controllers for the CS650 and CS620 models, which are relabeled Konica Minolta bizhub PRO C6500s. It
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Weekend Copier Notes from 1/20/08

paper makers admit to cheating in the marketing of “recycled paper”. Nippon Paper Industries of Japan, Oji Paper Co., Daio Paper Corp., Mitsubishi Paper Mills Ltdl, & Hokuetsu Paper Mills Ltd. were apparently caught exaggerating about their recycled paper, as they falsified data showing how much of the content was actually made from recycled stock. Xerox, Canon, Konica Minolta & Ricoh all cancelled contracts after the revelation. - Okidata announced two new desktop color LED printers, the C
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Re: Tom Salierno & Global??

Former Ricoh U.S. President Joins Xerox’s Global Imaging Systems TAMPA, Fla.--(BUSINESS WIRE)--Global Imaging Systems, a Xerox (NYSE: XRX) company, has named Thomas Salierno Jr. as senior vice president of acquisitions. Salierno is the former president and chief operating officer of Ricoh U.S. Over the course of his 30-year career with Ricoh and Savin Corp., which was formerly a subsidiary of Ricoh, Salierno held a range of senior management positions, including chief financial officer
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Konica Minolta Bizhub C451

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Help! I need competitive information vs. the C451. I've proposed a Savin C4540, but the Bizhub specs seem like they have the advantage. Are there any holes I can punch in the C451? If not, I may need to change products or continue to sell our company, service, etc... Thanks for any input.
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Canon Sales Figures

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I could have sworn I read this info in the "Copier news weekend roundup" but my search through the archives has turned up nothing... The news piece I was looking for said something about Canon's sales, broken down by IKON and CBS and mentioned their growth in CBS. Am I going crazy or are my searches just not finding it?
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Xerox Reports Q4 2007 Earnings Of 41 Cents Per Share

EPS guidance of $1.31 to $1.35, and we are increasing our guidance for full-year operating cash flow.” The acquisition of Global Imaging Systems, which provides a broader distribution to small and mid-size businesses in the U.S., led to a 10 percent increase in equipment sales, including a 5 point benefit from currency. In 2007, Xerox introduced 39 products, more than twice the number of products it launched in 2006. More than two-thirds of Xerox’s equipment sale revenue comes from products
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Re: Weekend Copier Notes from 1/20/08

On the new Aficio C900 what is the total bit depth of the machine? Does it compare to 8-Bit Color Depth that Konica Minolta, Canon & Xerox use?
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Re: Postscript and Windows Authentication

Thanks Art. We are using simple authentication here and found that it does work when using direct tcp/ip printing but not when going through a print server. The other brands of copiers that we deal with (Toshiba, Sharp, Kyocera) don't have that problem with their PS drivers. Interesting to see what the bug in their driver is. Thanks no_dice
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VA Medical Centers and SEWP Contract

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I just want to post an issue that I was made aware of two days ago. I work with a large VA medical center and have a 14 year relationship with the same contracting agent who handles their copier aquisitions. This facility has about a 50/50 split of Ricoh and Xerox. With all Ricoh's being from my company. Here is where it gets interesting. In a follow up call with her I was told that she recently had a visit from an RBS health systems account manager. The VA has recently been mandated internally
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e-STUDIO™523/603/723/853 and e-STUDIO™523T/603T/723T series nationwide.

Toshiba Serial Filter, which produces crisp, sharp text and line-art, while maintaining deep black fills. The Toshiba e-STUDIO523/603/723 and their T equivalents offer print speeds of 52, 60 and 72 pages-per-minute respectively, while the e-STUDIO853 prints at a blistering 85 pages-per-minute, ensuring efficient document output throughout the product line. All models scan at 71 scans-per-minute at 600 dpi when copying, and 83 scans-per-minute at 300 dpi when scanning to file. The e-STUDIO853 features
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Ricoh introduction of the MP C6000 & MP C7500

Ricoh is excited to announce the release of the Ricoh Aficio MP C6000 and MP C7500 Color Digital Imaging Systems. These new systems extend Ricoh’s color portfolio and combine high speed imaging with versatile functionality, simplified operation, and superior reliability. The MP C6000/C7500 are designed to support the document workflow and productivity needs of today’s networked general business offices, as well meet the light production requirements of Central Reproduction Departments (CRD
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New Ricoh MP5000

UK MP5000Taking office productivity to a whole new levelThe powerful, black-and-white multifunctional Aficio™MP 5000/MP 5000B raises the bar for office productivity. Upgradeable and customisable, it combines straightforward document and device...
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Savin 3535 Random Prints garbage

Hello all! I have a bank customer with a C3535. Occasionally, when printinig to it, the job will print as garbage. From what their IT guy tells me, it's usually from .pdf files but happened with a word doc the other day. Today, they received a 754 page fax from someone (don't ask me why) but, it all printed as jibberish I don't think the two are related but, who knows. Aslo, looking back at the SC history, it's logging a SC991 every few days. Running all latest firmware and drivers. Thanks in
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Re: Big changes afoot with the new mp4000 and mp5000

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I confused...the Savin 8045 is the Ricoh 3045 isn't it? Aren't you well past that?
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Re: Postscript and Windows Authentication

I've got the same problem with trying to print to a C4500 or a C410. The problem is likely their PS driver. Ricoh is aware of the problem (I demo'ed the problem to some regional sales types) and they should get back to me. If it isn't fixed we probably won't buy Ricoh. If I see a fix, I'll post it. no_dice
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Re: Konica Minolta Bizhub C451

certain lock out features of the Savin/Ricoh that may help gain the advantage. Such as ecopy desktop software, benefits of adding DocumentMall in the future, embedded print solutions, and Web Image Monitor. 4. Key in on Ricohs RPCS Driver, not one has anything like it, show the customers the advantage of RPCS over the KM PCL drivers, the ability name scanned files at the MFP, the ability to preview, rotate and send files with ecopy OP Share Scan whether the embedded solution or the external solution.
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Re: Big changes afoot with the new mp4000 and mp5000

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Word from Savin is that they are due to launch this afternoon or Monday morning. I had an order held up because the Savin 8045espf's were discontinued. If I get the launch packet Monday, I will pass it on.
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Re: Customer Hand Holding

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I concur with Old Glory. If my income rides on my customer I will become a babysitter. I encourage all of my sales reps to handle the letter of intent for them and make sure it gets to the leasing company. Though it is their reposnsibility it will always snowball to us if the lease goes into renewal. To avoid this I make sure all reps use documents with no renewal clause in it just month to month. I know renewal clauses were designed to protect base but in the long run it just leaves "ill-will
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Re: Big changes afoot with the new mp4000 and mp5000

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I was saying up until today, I was not able to order the 8045 (Ricoh 3045). I had not seen the launch information on the new systems yet.
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Re: e-STUDIO™523/603/723/853 and e-STUDIO™523T/603T/723T series nationwide.

Does Toshiba Manufacture any boxes anymore???
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Re: New Ricoh MP5000

increase our B/W MIF for future B2C conversion. RICOH AFICIO MP 4000B/MP 4000 and MP 5000B/MP 5000 SERIES HIGHLIGHTS: Faster Speeds. Standard Full-Color Wide VGA 8.5 Inch Color Touch Control Panel. SP/SPF models equipped with standard B&W and Color Scanning plus RPCS & PCL Printing. Larger Paper Capacity – Holds a maximum of 4,400 sheets! High Compression PDF reduces file size with no compromise to image quality. A variety of finishing options that includes stapling, hole punching and booklets
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Re: Weekend Copier Notes from 1/20/08

found this for you: Source: Press release issued by the company, unless otherwise noted. 15th January 2008 – (SEE COMMENTS FROM CARY SHERBURNE BELOW) - Global printing manufacturer Ricoh, predicts that the production printing market will grow to €12.8 billion by 2013 . It is Ricoh’s vision to expand its presence in this market and become a leading force by 2010. Drupa 2008 is the platform for Ricoh to introduce the Ricoh Pro C900 and C900s a new colour digital printer and multi-function device
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Re: KIP 3000

The reviews on the Ricoh are just aas good! Find out what the customer is looking for the wide format to do besides copy. Look for key features where 2400WD will excel: 12x18 paper tray Easy Scan2Folder (no KIP Request) RPCS Driver is great is only printing pdf's and tiffs, maybe combine a 5 user license of e-copy for markups. The ability to stack originals for scanning (Kip has to be done at a time) Two Paper Output sources for Ricoh (One for KIP) Dig a little deeper for their needs and find a
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Re: NEW Ricoh C900!! HV Color Printer

It will print up to 90 copies per minute even on heavy stock weights up to 300 gm2, with duplexing at full speed. The sheet format is SRA3 (the maximum is 33.2 x 487.7 mm) and there’s provision for up to 11,000 sheets (80 gm2) in the input trays. Resolution will be a “true 1,200 dpi,” and Ricoh says it has developed a new toner that offers both wide colour gamut and fusing at lower temperatures, allowing a wider range of stocks to be handled. It will be able to handle coated papers and labels
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Re: NEW Ricoh C900!! HV Color Printer

15th January 2008 – (SEE COMMENTS FROM CARY SHERBURNE BELOW) - Global printing manufacturer Ricoh, predicts that the production printing market will grow to €12.8 billion by 2013 . It is Ricoh’s vision to expand its presence in this market and become a leading force by 2010. Drupa 2008 is the platform for Ricoh to introduce the Ricoh Pro C900 and C900s a new colour digital printer and multi-function device offering heavy production capacity. Also launching is the Ricoh ‘Pro’ brand, for easy
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Re: VA Medical Centers and SEWP Contract

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You are not alone. I have a hospital that is exclusively Ricoh and has been for many years but they are being pestered by the RBS rep to switch over. We were able to get Ricoh to step in and tell them to back off and they promised to get us comparable pricing. Time will tell whether we can save the account. I fear this is only the beginning for this account and others.
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Re: Konica Minolta Bizhub C451

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Re point 4 - careful on that one. Konica has made significant improvements to their print driver interfaces as well as to their walk-up interface. Over the years that I've been on this board, I often would sing the RPCS driver's praises as a competitive advantage. I can't do that any more. The only thing I don't like is that Konica limits the number of characters you can use to rename the file at the walk-up panel, but other than that I have no quibbles with their usability any more.
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KIP 3000

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Does anyone have any competitive information on the 2400wd vs. the KIP 3000? I have a prospect that is looking at the KIP because they said the reviews are better and is fairly set on it, but I don't want to let it go if there are some benefits of the Savin.
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Customer Hand Holding

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that I am! The only saving grace to this story so far, is that the response the customer gave to me that she does read the fine print on contracts, is that she copied "her boss" into the same email to me!! I'm waiting to see if the blank hits the fan when her boss realizes what she did.
-=Good Selling=-

A Heart That Serves: 3 Ways A Servant Mindset Drives Sales Revenue

“Always listen to your HEART. The wisdom of your heart is the connection to your authentic power - the true home of your spirit” 
Angie Karan

One of the fascinating aspects about the people who lead us, whether they are good, poor or indifferent, is the fact we can learn a thing or two from them.

Some teach us how to lead while others demonstrate how not to lead. What makes the difference in a strong leader versus a weak one? Is it their personality? Is it their skill set? Is it their life experience they possess?

While all of these are factors there is one thing I believe sets apart strong leaders from weak ones... THEIR HEART

"A leader with a noble heart can give us what we all search for—a sense of purpose, meaning, and nobility." As Lolly Daskal so eloquently says in her article, Make A Difference: Lead With A Noble Heart

SALES REPS WHO LEAD

True leadership from a sales perspective is the ability to affect change and influence people inside your clients and prospective client's places of business. You, as the coach need a game plan just as a general needs a plan of attack or someone running for office needs a platform. If you are truly going to lead others, then I suggest you bring a proactive thought process to how you lead yourself.

One of the most influential people in the history of mankind, once said, “Whoever wants to be great among you must become a servant.” – Jesus of Nazareth

This perspective, however, smacks many in the face of how most people tend to live their lives. Most people don’t want to serve. They would much prefer to be served.

Is it possible these words can apply to those in sales? I wholeheartedly believe they can...

  • Servants make themselves available to serve
  • Servants pay attention to others needs
  • Servants do every task with equal dedication
  • Servants are faithful and they are 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.

LEAD WITH THE HEART - SERVANT LEADERSHIP

There is a world of difference between being a vendor who takes orders and being viewed as one who brings value.

Do you view and treat your customers as customers or clients?

A vendor or customer mindset defaults to a defensive or reactive position, missing opportunities to help and to increase your value by being able to build a dependable, mutually profitable relationship.

Truly successful sales reps lead with the heart and seek to serve their clients and prospects. The most high-valued sales relationships will be peer-to-peer in nature. This is a huge mental and strategic shift most find exhausting.

Adopting a servant leadership mindset takes a conscious effort by learning and committing to develop self effectiveness in areas such as:

  • Listening
  • Empathy
  • Healing
  • Persuasion
  • Foresight

Think about stewardship with your clients and prospects. Make the commitment to grow relationships not for sales sake but to genuinely and with a sincere heart build a great community of clients.

Servant sales leadership is a journey. It is conducive to sales reps with a grit and growth mindset.

A HEART THAT SERVES DRIVES SALES REVENUE

Actions speak louder than words when serving with the heart

Those who lead with the heart help buyers discover how to make decisions and manage possible change by using their own values. This can be done by:

  • Helping to resolve their issues with familiar resources
  • Getting all necessary buy-in from whomever is involved in the final decision
  • Implement the new solution without facing major disruption

Sales rep who lead with the heart are avid listeners of the... Selling From The Heart Podcast

Those that lead with the heart seek out authentic and genuine ways to continually serve those that mean the most to them, their clients!

SEEK TO ALWAYS PUT YOUR CLIENT FIRST

You must put your client's perspectives and needs far ahead of your own to give yourself a fighting chance. Putting them first is not complicated. It's about making them feel important and valued. If they need help, there should be absolutely no hesitation. If there is a question, every effort should be made to answer it. If there is a complaint, every effort should be made to rectify the problem immediately. Client satisfaction should be at the forefront in any reasonable situation.

Instead of worrying about being interesting, we need to first be interested. Develop empathy for your clients. Start to gain an understanding of what motivates them and how this can align to what you can deliver.

Your clients come first, no matter what, no ifs ands or buts! This is the only way of doing business and living the sales life. If you take care of your customers, they will take care of you.

SEEK TO UNDERSTAND FIRST THEN BE UNDERSTOOD

Listen closely to your clients and prospects. Seek to understand their needs, concerns, desires, issues, challenges and current initiatives within their business. An amateur sales rep sells products, a true professional sells a solution to the problem.

By seeking first to understand, you can turn a transactional opportunity into a transformational opportunity. Position yourself on the same side of the table looking at the problem instead of staying on opposite sides of the table staring at each other.

SEEK TO OPEN UP CONVERSATIONS

If you truly want to get to know your clients and prospects then take the sales hat off, roll up your sleeves and engage in healthy conversation.

Here lies a concern...

How many sales reps have meaningful conversations with their clients outside of the selling process?

The best of the best know how to bring conversation out in the open. It is about uncovering the conversation your client or prospect is having with themselves. This enables open and honest communication to what is really going on providing the freedom to engage in a mutually beneficial relationship.

If your client's don't feel like they are being heard or understood, they may withhold critical information as to where they really are within their buying decision, which may diminish or eliminate your ability to impact the outcome.

Develop conversations, not sales campaigns. It is not about your agenda, it is about opening up a human to human conversation. It is not about you it is about helping them. Develop a sincere desire and demonstrate you are interested in their world and what motivates them. They can smell insincerity and commission breath a mile away!

IN THE END - WIN THE WAR AND THEIR HEARTS

In a business world where sales reps are viewed upon with negativity, an authentic, real-deal approach is a breath of fresh air. It may result in losing a few battles but those who put their hearts and clients first are guaranteed to win the war.

  • A servant sales rep has an authentic desire to serve
  • A servant sales rep is all in
  • A servant sales rep is focused on serving the needs of the person sitting in front of them

Whoever wants to become a sales professional must become a SERVANT!

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!

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.

Jersey Shore Surveyor Selects Pre-Owned Ricoh W3601SP

Recently a Surveyor in Monmouth County selected a Pre-Owned Ricoh W3601 as their choice for a wide format MFP.  On occasions I will ask the client why did you select the Ricoh W3601 to move forward with?

The client responded with, “it wasn’t just the Ricoh MP 3601, it was more about what I could do with the Ricoh W3601.  You took the time to tell me how I could improve my process from cutting and pasting surveys to scanning and editing those surveys in a digital format”.  Other sales people were just focused on price and how to close the deal. You took your time and gave me a reason to buy from you”.  I was flattered, this is why I do what I do. read the rest here on jerseyplotters.com

If you need to know more about how I'm ranking at the top of google with my jerseyplotters give me or jesse a shout!

Should I Lease or Buy a Ricoh MP6700SP in New Jersey?

Should I lease or should I buy the Ricoh MP6700SP wide format? It’s a question that I’ll field at least a few times a month. MP6700SP In order to answer that question, I’ll need to give a little history about the Ricoh MP6700. The one great feature of the Ricoh MP6700SP, is that it’s a…

Read More

Note from Art: Content is King, I've wrote about 17 blogs in the last year and it's paying off.  My goal is to attract those that are in the market to me. This is something I believe every dealership should be doing.  It's an investment, but isn't everything?

If you're interested in having me write the content and manage a site for you, then please send me an email apost@p4photel.com 

-=Good Selling=-

The Wrecking Ball

Recently while walking through downtown as I looked around at all the modification taking place, it validated my thinking of how nothing remains as it was once intended. The marvelous of technology consistently change our intentions and speed up the tenure of relevancy. Eventually, we need to bring in the wrecking ball and deconstruct the past to construct the future. Many will hope for more time, some will be victims of time, while a few others will continue being ahead in time.

Sears is a great example of holding on to the past betting time can save them. Sears is a victim of their obsolescence caused by their lack of imagination. They continue to hold on to yesterday as they watch all of their resources disappear. They’ve allowed their assets to fade away. Instead, when they were plentiful, they should have used them to de-construct their irrelevancy and construct their new relevance. Their stubbornness to modify is forcing them to liquidate assets to pay their bills; bills customers used to pay for them. Sears lost control of their de-construction, and along with that, they had no relevant architecture to construct something new.

Like the taxi industry, Sears did not listen to the marketplace they instead listened to their delusions of recreating yesterday’s glory. They can not see through their current stubbornness to what they could have been, and now their demise is probable. One would have to ask. If Richard Sears were alive today would Amazon be called Sears? Some will blame the retail apocalypse for destroying Sears. The truth is,  It’s a lack of imagination and their stubbornness in maintaining a yesterday’s marketplace as their customers shop in tomorrows.

Watching the reactions to market disruptions is interesting. Those who can disrupt themselves have more control they understand when to bring in the wrecking ball destruct their obsolescence and construct their new relevance. However too many industries experiencing disruptions are reacting like, Sears they hold on to the past watching their assets deplete. Then there are others who are obsessed with buying more market share of what the market already determined it doesn’t want or doesn't need as much as it used to.

"When a marketplace concludes where the line of growth ends. Nothing can raise that growth line whether based on good intentions, large investments or buying market share through acquisitions; nothing can move the line of growth above were the marketplace decided to draw it."  

All the growth in a declining market is only temporarily borrowed or obtained from those exiting. Only through innovative construction in a declining market is there a path to new revenues and profits. If the acquisitions bring diversification, the strategy makes sense. As an example, why did Sears buy Kmart instead of a software company or logistics company? Why are taxi companies buying other taxi companies? Should they instead be investing in driverless technology or something else their imagination could show them? Regardless of the industry buying more of the same makes sense in a growth market, and buying diversification makes sense when your core deliverable’s market is in decline. When more of your revenue growth is coming from acquisitions rather than customers, it’s time to change who you acquire. Buying customers is easy keeping customers takes relevance, and relevance is the ability to listen to and react to what the marketplace is telling you. The desperation to grow revenue can overtake the discipline to grow profit; especially in declining markets.

We have all heard the saying; “The worst time to go shopping is when you're hungry. You always buy too much, and most of it goes bad before you eat it.”  That is also good acquisition advice.

Amazon’s acquisition strategy will influence the future innovators and cause current leaders to re-think their philosophy of investing in more of the same. Jeff Bezos has taken diversification to a whole new level. Bezos does not invest in something because he’s comfortable with its deliverable, he invests in what the market wants and then gets comfortable delivering it. He listens to the market not the emotional baggage of comfortableness. As this new innovative world continues shorting the life of relevancy. Many leaders will face the decision to call in the wrecking ball to deconstruct their past and construct their future.

“Bussiness Complanacy is the enemy of what could be. It will embed itself in the insecure first as it attempts to confine status quo.”  

R.J. Stasieczko    

Sales Leaders: 3 Things Your Sales Reps Consistently Do To Shoot Themselves With Complacency Bullets

To win consistently sales reps must have a plan. It must be a solid strategy which gives them 'THE' edge, the 'IT' factor over their competition; continually driving sales opportunities through the pipeline all the way to the finish line.

Spending my career in an extremely laggard, slow in adapting to change and highly traditional sales channel, is challenging all by itself. I chose to be different. I thrived in it, I embraced it and personally challenged myself hence my article 3 Things I Learned As A Major Account Copier Rep On The Streets Of Los Angeles.

I’ve been part of countless conversations with sales leaders and managers over the years, trying to understand how to motivate sales reps to do more than the bare minimum they have grown accustomed to doing. This reminds of the 5 Things Top Sales Reps Do And Why Most Just Shoot Themselves With Complacency Bullets.

THE PROBLEM IS GETTING BIGGER BY THE MOMENT

Inside the vast majority of sales teams, sits so much opportunity. The opportunity to blow right past sales targets, crushing the competition while taking no prisoners. However; the opposite is wreaking havoc within sales teams. Sales leaders are becoming silently frustrated by the actions brewing and festering inside their sales teams. So much potential, so much opportunity – stalled and squandered. 

On the flipside, many of these frustrated leaders also fit the description of average and complacent as they mirror the behaviors bestowed upon them by their sales team. An entire different issue for another time and day.

Time to open Pandora's Box. You can no longer sweep these actions under the sales rug and pretend they don't exist. What may have seemed small or innocent throughout the years has now turned out to be detrimental to sales growth with far-reaching negative consequences within your sales department.

THE REAL STORY INSIDE MOST SALES TEAMS

Your sales reps didn't start off their career saying “I just want to be good enough.” Most worked their asses off as they progressed through their sales journey.

Sports athletes don’t come out of rookie training camp with the attitude of... I’m shooting for average – average skills, average income and average performance.

They also didn't start out with the goal of hanging on, doing enough just to 'get by', or 'figuring out' how to survive until they could inherit another sales reps accounts.

Well, at least not in the beginning, correct?

They learned that mindset. They learned that behavior. They learned to settle. Whose fault is that?

I am positive the mind can be convinced of almost anything especially if it is being told the same story over and over again.

So here lies the question...

Are you really happy with average results from your sales team or have you just convinced yourself that’s the case?

Spend any amount of time in sales and one feels the pressure. The pressure from within organizational structure, pressure from clients and pressure from competition. I am a firm believer pressure is self-induced and has been brewing for years within the sales world.

Most have succumbed to one simple word... COMPLACENCY

3 SIGNS OF COMPLACENCY IN YOUR SALES TEAMS

As Alfred A. Montapert said:

Do not confuse motion and progress.
A rocking horse keeps moving but does not make any progress.”

If you aren't worried about the problems nor the signs … why should your sales team be worried?

A BELOW AVERAGE LINKEDIN PROFILE

I dare you... Look at each and every one of your sales reps LinkedIn profiles. Do any of them provide a clear path for visitors (your prospects or clients), sharing why they are the credible experts they so adamantly believe they are?

Your honest impression of what you just saw is the exact same thing your clients and future clients think... absolutely nothing! Zero, zip, zilch! Your thought process has been affected by spending 30 seconds spanning crappy LinkedIn profiles.

With the buying journey virtually starting out as an online search or visit to a website, my question to you is... How much business are your sales reps potentially missing out on because their LinkedIn profiles have a broken window?

Check out this article from Google  "89% of B2B transactions begin online", according to Google research.

Your sales reps come to work wearing business attire then why on earth do they look like this online?

Most have succumbed to one simple word... COMPLACENCY

Would you decide to do business with any one of your sales reps based solely upon viewing their LinkedIn profile? First impressions do matter, correct? I thought you would agree.

What are you doing to replace the complacent mindset?

BELOW AVERAGE NEW BUSINESS GROWTH

Has their complacency led to resting on the past fruits of their labor?

Sure, your sales reps must proactively manage their current account base. I do think it is fair to state that 100% of your client base isn't going to turn over in a given year. They must take into consideration deals getting pushed or even worse losing an account.

Take notice and think about this one...

If anyone of your sales reps lost one of their top 5 accounts, how would they get to their budget numbers? 

Sales reps always must be on the look-out for new opportunities. You never know what may happen. This means ALWAYS BE PROSPECTING!

Losing sucks and so does a complacent mindset towards business growth. A healthy relationship funnel combined with a healthy sales funnel sure takes the sting away.

Here’s the deal, nobody on your team got to where they're at by being average. So why now allow them to sit back, cruising through sales life each month? Where's the hustle? Where's drive? Remember back to the beginning of the journey, everybody worked their asses off.

What would you do in 2018 if your sales team had no current clients to sell to? How well would all of them succeed? Scary proposition, huh?

Building their credibility online, learning how to digitally prospect and leveraging their network are great places to start. 

BELOW AVERAGE RELATIONSHIPS WITHIN CURRENT ACCOUNTS

If I had a dollar for every time I heard sales reps utter these words, "I have great relationships inside my accounts. Don't worry about it I own this account they aren't going anywhere," I would be a freaking millionaire. Then KABOOM the account is pulled right out from underneath their complacent little noses.

How many people do your sales reps truly know inside every single one of their accounts? Of course, we want to stay close to key decision makers but what about the influencers, stakeholders, department heads, lower level management or even gatekeepers?

The more you know the more you grow. One never knows who knows somebody who knows somebody. Your network is your net worth! Failure to spend the time to truly build effective relationships is a long term recipe for disaster.

Quite often, relationships are too shallow and narrow. Contracts are signed, solutions are implemented, end users are trained but few relationships are developed outside of the day-to-day contacts. These are highly risky operations. What happens if the only contact leaves the company? You’re sales reps are left with no advocate and no additional relationships. Plain and simple: complacency is putting your organization at risk of losing their most precious asset, your clients.

THERE IS NO SUBSTITUTE FOR BUSTING ASS

Sales is a numbers game with any industry. If your sales team is not consistently hitting budget numbers, there's a clear reason as to why. Be extremely honest with yourself. Find the weaknesses and work like never before to improve them. Find the strengths and make them even stronger.

Unfortunately, there are way too many sales reps looking for opportunities, just to get money and not really commit to doing the work, or to make a difference, to add value to their employers and to those they serve. The just don’t want to work. The truth is, hard work is a prerequisite to a true success. Your commitment and hard work is what sets you apart.

Commitment is what will catapult ones career. Squash complacent behavior!

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!

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.

This Week in the Copier Industry 10 Years Ago (Third Week of January 2003)

Interesting bunch of threads about Ricoh (Ricoh USA "Giant Changes Ahead" ten years ago. I'm guessing this was right before the Ikon acquisition.  Kirk was coming back, Alan was leaving, Gestetner brand was dropped and the rest is history.  

Weekend Copier Notes from 1/13/08

than anticipated (due to slow sales of Canon imagePRESS C7000VP and competition from Creo) - A large Sharp dealer in Chicago area unveiled its own print management program, called ImageFlex.: o Dealer is Des Plaines Office Equipment o Goal is to capture clicks made by desktop printers of various brands o One of the largest independent Sharp dealers in U.S. o Also authorized to sell Kyocera printers and Okidata color printers o Founded in 1955 by Vince Micelli, and run by son Chip - In a recent
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Ricoh USA " GIANT Changes Ahead"?

looking to cut costs, and maintain or increase profit it makes sense, right? You’ve got the Ricoh Dealer Channel, Savin Dealer Channel, Lanier Dealer Channel, and Ricoh Business Solutions all competing against each other . I believe it would make good sense to drop the Savin brand and move them all to Lanier or the other drop Lanier and make them all Savin (are you guys in Atlanta hearing me). Here’s an excerpt from a Ricoh Press Release last year “Ricoh’s Gestetner dealer network in the U.S. will
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NEW Ricoh C900!! HV Color Printer

summer. The 90ppm printer is aimed at high-end and mid-range variable-data colour printing, including transpromo work, and is expected to take on existing machines from manufacturers such as Xerox, Canon, Océ and Konica Minolta. Peter Williams, chief operating officer of Ricoh subsidiary Infotec Europe, described the 1,200dpi C900 as "truly unique" and said it was the "most visible product example of Ricoh's dedication to the production print market". The machine will be able to handle stocks of
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Re: Tom Salierno & Global??

Former Ricoh U.S. President Joins Xerox’s Global Imaging Systems TAMPA, Fla.--(BUSINESS WIRE)--Global Imaging Systems, a Xerox (NYSE: XRX) company, has named Thomas Salierno Jr. as senior vice president of acquisitions. Salierno is the former president and chief operating officer of Ricoh U.S. Over the course of his 30-year career with Ricoh and Savin Corp., which was formerly a subsidiary of Ricoh, Salierno held a range of senior management positions, including chief financial officer
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Canon Sales Figures

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I could have sworn I read this info in the "Copier news weekend roundup" but my search through the archives has turned up nothing... The news piece I was looking for said something about Canon's sales, broken down by IKON and CBS and mentioned their growth in CBS. Am I going crazy or are my searches just not finding it?
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Xerox Continues Broadening its Continuous Feed Portfolio with its Fastest-Yet Monochr

and as the company of choice that helps print providers "green" their offerings. To demonstrate its decades-long commitment to sustainability, Xerox is integrating green aspects into its 3,500 square-meter booth at drupa. The exhibit is built with environmentally friendly materials, including energy-saving lighting and re-usable components. "We operate in an industry that puts marks on pages and, therefore, our business inherently impacts the environment," added Allen. "However, there are ways
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TOSHIBA AMERICA BUSINESS SOLUTIONS INC. Introduces the Versatile e-studio™353/453 Ser

, please visit www.copiers.toshiba.com . About Toshiba America Business Solutions Inc. Toshiba America Business Solutions Inc. (TABS) manages product planning, marketing, sales, service support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Brazil, Latin America, and the Caribbean. Headquartered in Irvine, Calif., TABS has four divisions: the Electronic Imaging Division; the Toner Products
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TOSHIBA AMERICA BUSINESS SOLUTIONS INC. MAKES AVAILABLE THE NET-READY e-STUDIO™203L/2

Inc. Toshiba America Business Solutions Inc. (TABS) manages product planning, marketing, sales, service support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Brazil, Latin America, and the Caribbean. Headquartered in Irvine, Calif., TABS has four divisions: the Electronic Imaging Division; the Toner Products Division; the Document Solutions Engineering Division; and TOPAC U.S.A., Inc., dba
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RICOH INTRODUCES GLOBALSCAN 3.0

year 2006 sales in excess of $17 billion, an 8.4 percent increase over the previous year. Ricoh Americas Corporation directly or through its network of authorized independent dealers markets and distributes products in North, Central and South America. For fiscal year 2006, Ricoh Americas Corporation sales exceeded $3.3 billion, an increase of 7.4 percent over the previous year. Information about Ricoh's complete range of products and services can be accessed on the World Wide Web at www.ricoh
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RICOH INTRODUCES MOBILE HOTSPOT LINE OF PRINTERS

equipment, today introduced its new line of HotSpot printers. The SP C410DN-KP color printer and the SP 4100N-KP monochrome model are the industry’s first and only desktop printers that enable users to print documents from any Wi-Fi enabled location or device. Ricoh’s HotSpot Printers ensure convenient access to reliable laser printing from Internet-enabled laptops, cell phones or handheld devices without the need to download and install drivers or additional software. The two printers perform all
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Ricoh Introduction of the new GX3000S / GX3000SF / GX3050SFN

Ricoh is pleased to introduce the new GX3000S/3000SF/3050SFN desktop color MFPs. These three incredibly cost-effective systems bring all the advantages of full-color performance to small offices and workgroups in a flexible design that boosts productivity. The MFP Series features the innovative GelSprinter Technology: waterproof viscous inks, a permanent wide print head and a belt transfer system. All three 8.5” x 14” models have a fast print speed of 29PPM in color and black & white, as well
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Re: Leads in Illinois

support increased sales activities products and services to support a field sales force services to support increased business development activities products and services to support growth in target markets, including marketing, research and advertising services A. Kevin Harrell is Executive Vice President of Sales. Mr. Harrell most recently served in a senior sales management role at Eastman Kodak Company and previously worked for Creo Inc. and 3M. Jonathan Shean is Senior Vice President
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Re: Ricoh USA " GIANT Changes Ahead"?

. We wish him all the best for the future. I am also pleased to announce today that effective April 1st, 2008, Kiyo Shimizu, currently President, Ricoh Latin America, will assume Alan's responsibilities as Senior Vice President, Indirect Division. During his 24-year career with Ricoh, Kiyo has held positions in sales and supply chain management, as well as in the corporate offices of Ricoh Japan and Ricoh Europe, prior to his current post in Latin America. Between now and April 1st, Alan and Kiyo
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Re: Ricoh USA " GIANT Changes Ahead"?

Heard last night that in a Regional Meeting Nori Goto confirmed that the Savin Brand will stay, as their is too much turmoil. Supposedly Nori stated that the 3 brand strategy is good...for now Also heard form a high level friend in Canon, involved with acquisitions, not to count them out on a IKON purchase either.
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Re: Postscript and Windows Authentication

I've got the same problem with trying to print to a C4500 or a C410. The problem is likely their PS driver. Ricoh is aware of the problem (I demo'ed the problem to some regional sales types) and they should get back to me. If it isn't fixed we probably won't buy Ricoh. If I see a fix, I'll post it. no_dice
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Texas School board approves new copier contract

facilities, presented the only item on the special meeting agenda: to award a contract for photocopier leases and rentals to the Texas Association of School Boards (TASB) Buy Board. Salinas told the board that the current school district photocopier contract expires Jan. 31. He said for the last five years the district has had a contract with Xerox Corp. for a total of 83 copiers throughout the school district. Salinas said that total includes 57 low-volume, seven mid-volume and 19 high-volume copiers
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Re: Leads in Florida

potential opportunity to provide... products and services to support increased sales activities services to support increased business development activities products and services to support growth in target markets, including marketing, research and advertising services Deborah Faucette, R.Ph., is Senior Vice President of Sales and Marketing. In this newly created position, she will lead a new department that will enhance the effectiveness and profile of the company's consumer education
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Re: New Ricoh SP C220 Color Pinter!

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I participated in a Ricoh teleconference on this product yesterday and they said they anticipate the average monthly volume to be 1,500/mo.
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Re: New Ricoh SP C220 Color Pinter!

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According to the Ricoh cost fact sheet the targeted volume is between 9000 and 11000 per year. Retail CPC for toner and wastebottle is $0.17 The fuser and transfer unit is designed to last the life of the printer This is a disposable printer.
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Re: Job Seperator Sheet

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Not sure yet, probably a Savin 8045espf or C4540.
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Re: Job Seperator Sheet

job sep will allow a sheet of paper to feed from a different cassette, this is usually used to seperate print jobs, not sure about copy jobs. However I did set this up for someone on an AP9000 Ricoh Printer. It is not involved and can be done in 15 minutes or so.
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Re: Ricoh USA " GIANT Changes Ahead"?

Now another rumor surfaces that Tom Salerieno former CEO of Ricoh maybe going to work for s competitor.
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Re: Job Seperator Sheet

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Yeah, I'm actually working on trying to help another rep with this and that was my first thought. They have a Xerox now and like this, I'm going to try to introduce them to the benefits of "Hold Print", but I wanted to make sure that I could say "yeah our's does that to, but it may be better if you did this". Thanks.
Member

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Print Manager Plus

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Does anyone use Print Manager Plus for tracking purposes? If so, how does it compare to SMART Accounting or other Ricoh for capture of print and copy billbacks? Thanks, tkern
-=Good Selling=-
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