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January 2021

MSP & MSSP & IT Industry Notes

MSP, MSSP and IT Notes Industry January 31st, 2021

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January 31, 2021

MSP. IT & MSSP Industry Notes

Sponsored by

Arcoa Group

Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.

What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients will see better results.

martinwolf M&A Advisors Acquires IT Exchangenet

  • martinwolf announces acquisition of IT ExchangeNet
  • IT ExchangeNet (ITX) engages with smaller mid-market IT M&A transactions
  • Tim Mueller and founder of ITX becomes President of martinwolf
  • "We have a long history together, and by officially joining forces, martinwolf and ITX has the opportunity to provide clients an expanded portfolio. I'm excited to leverage our combined network of buyers and sellers to create even more value in the years ahead." Tim Mueller
  • Will focus on transactions from 5M to 500M
  • martinwolf headquarters in Scottsdale, AZ
  • ITX headquarters in Cleveland, Ohio

Lumen Named an Approved Provider for Tech Programs in Georgia and California

  • Winn spot as approved technology provider for Georgia Technology Authority & California Network and Telecommunications
  • Means state and local government agencies and educational institutions in Georgia and California can now access Lumen's technology services and platform through each state's respective contract vehicle
  • Research shows that most IT leaders believe a century's work of technological advancements will take place in the next five years
  • As an approved service provider, Lumen can now offer a variety of voice, video, data, network and security services that support agencies in Georgia and California

Thrive Completes Recapitalization with Court Square Capital to Accelerate Growth

  • Announced that it has finalized a majority recapitalization with Court Square Capital Partners
  • Thrive to accelerate its Next Generation Technology including ServiceNow, Automation and AI
  • "We've been actively pursuing an investment in this space for a long time and believe Thrive's NextGen Platform provides a differentiated competitive edge in the marketplace," stated Matt Dennett, Principal at Court Square

Cloud4C collaborates with Google Cloud to build Centre of Excellence

  • Cloud4C, collaborating with Google Cloud to build a Centre of Excellence (CoE) for SAP and Anthos by Google Cloud
  • Aims to enable enterprises to accelerate their digital transformation journey on the cloud

TeamLogic IT Ranked #19 on the Franchise Times Fast and Serious List

  • Provides information technology services on a subscription basis to small and medium-sized businesses
  • Ranked #19, up six spots from 2019
  • Grew sales and units 76% and 47.8%, respectively, from 2017 to 2019
  • Two years ago, the company launched Cybersecurity Essentials
  • "Our franchisees are the backbone of our success," said Shapero. "We saw steady demand for the TeamLogic IT brand during 2020, and our franchise network continued to deliver essential IT services to the small- to medium-size businesses making us one of the most resilient businesses in our segment."

Xerox Expands Software Portfolio with Acquisition of CareAR

  • Expands growing software portfolio with the acquisition of CareAR
  • Career aimed at providing digital transformation tools
  • CareAR’s integrates with workflow leader ServiceNow

Fujitsu to embark on restructuring plan

  • Reorganization effect April 1, 2021 to promote growth initiatives
  • To realize a new structure for R&D, Fujitsu Laboratories, Ltd. will be fully integrated into Fujitsu Limited, and a new organization, Fujitsu Research, will be established directly under the CTO. Fujitsu Research will consist of two units: the "Technology Strategy Unit," which will be responsible for formulating a technological strategy for the entire company by consolidating research and analysis functions located throughout the group, and the "Research Unit," which will conduct leading-edge technology research.
  • To accelerate changes to enhance delivery functions (design, develop, deploy, operate, and maintenance of solution services) within the solution services business, 11 major SI group companies in Japan will be integrated into Fujitsu Limited, and 4 will be integrated into Fujitsu Japan Limited (hereinafter, "Fujitsu Japan Ltd.").
  • To expand its business in Japan, Fujitsu will integrate its solution services and product-related businesses for local governments, medical and educational institutions, local agriculture, forestry and fishery organizations, and local media, the business producing functions of Fujitsu FSAS Inc. and Fujitsu Network Solutions Ltd., as well as the four SI group companies mentioned above into "Fujitsu Japan Ltd."

Paper shipments continue to decline

Paper shipments continue to decline

  • Report from American Forest & Paper Association
  • Total printing-writing paper shipments declined 26% in 12/2020

Logically Acquires Nationally Recognized Network Support Company

  • Announced acquisition of Network Support Co. (NSC), a provider of managed IT services based in Danbury, Connecticut
  • NSC serves local, national, and international businesses across more than 35 industries
  • Seventh acquisition since Logically’s inception focusing on becoming one of the top ten managed service providers in the United States

Managed print services to grow - Research published by Technavio

  • The managed print services market will grow at 2% CAGR (cumulative annual growth rate)
  • Will reach $7.08 billion by 2024
  • North America will account for 39% of growth

Kofax offers new integration

  • Announced integration of ReadSoft Online, a software-as-a-service solution for invoice data extraction and accounts payable automation, with Microsoft Dynamics 365 platform
  • Will allow customers to transform procure-to-pay workflows and automate mission critical processes
  • Claim it will reduce invoice processing time by as much as 80%

Quocirca survey of remote workers

  • Study of employees who are working from home during 2020
  • 52% expect to work flexibly between home and office in 2021
  • 18% expect to work completely from home
  • 35% expect to return to office full time
  • 23% have been provided with home printer
  • 86% have printer at home
  • 42% have upgraded their home printer
  • 38% are covering home printer costs themselves
  • 40% are able to expense home printing costs
  • 56% believe they are more productive at home
  • 37% are concerned about security of their home printer
  • 34% are tracking documents
  • 57% miss the speed of office printer
  • 47% miss having someone else responsible for printer maintenance
  • 33% believe they will print more when they return to office

CyberSecurity

  • Froedtert Health of Milwaukee, Wisconsin, notified 760 patients that their PHI was exposed after being illegally accessed by a former employee.
  • Hendrick Health of Abilene, TX notified 640,436 patients that their PHI was exposed after ransomware attack.
  • Salem Clinic of Oregon notified 20,000 patients that their PHI was exposed after ransomware attack hit Metro Presort, which processes the clinic’s mail.
  • The Center for Alternative Sentencing and Employment Services (CASES) of New York, notified an unknown number of clients that their info was exposed after email phishing attack.
  • ADT Inc., headquartered in Boca Raton, Florida, notified an unknown number of customers that their video feeds from their ADT security cameras were accessed illegally by a former employee.
  • Einstein Healthcare Network of Pennsylvania notified an unknown number of patients that their PHI was exposed after email phishing attack.
  • HIPAA fines are not just from the feds! HIPAA Journal magazine recently reported on all the fines/settlements that were levied by state attorneys general for HIPAA violations.
  • Includes:
    • CHS = $5 million
    • Anthem = $48.2 million
    • Premera Blue Cross = $10 million
  • Modern Healthcare magazine warns against most common email compromise attacks:
    • Fake vaccine appointments
    • Fake invoices
    • Fake email requests
    • Fake job listings
  • Wandera Cloud Security published results of survey:
    • During pandemic, employees are twice as likely to connect to inappropriate sites and infect network with malware
    • Attacks now occurring on weekends, and less on weekdays due to remote workers
    • 76% of executive are worried about security issues caused by remote workers
    • 60% of employees are using personal devices to access company network
    • 52% have experienced a malware incident on remote device
  • Intel Corp. is investing claims that an employee illegally accessed to part of its quarterly earnings announcement before it was allowed to be released.
  • Proofpoint Security published results of survey:
    • 6% of chief security officers (CSOs) and chief information security officers (CISOs) that ransomware is now the biggest cybersecurity threat they face.
    • Other top security concerns:
    • Insider threats
    • Cloud account compromise
    • Email phishing
    • Business email compromise
  • Okanogan County government offices in Washington notified an unknown number of citizens that their info was exposed after ransomware attack.
  • The US Department of Health & Human Services reported:
    • In 2020, there was a 25% increase in reported PHI breaches
    • Breaches have more than doubled since 2014
    • At least 29 patients had their PHI exposed in 2020
    • Main causes for PHI breaches include:
      • 66.82% = hacking/IT related
      • 22.27% = insider breaches
      • 12.6% = paper records
  • The FBI issued a Private Industry Notification, warning businesses that hackers areattacking enterprises in attempt to obtain employee credentials
    • Using chat rooms and fishing techniques
    • Then uses stolen credentials to access network and steal info and insert ransomware.
  • Apple paid $50,000 to two white hat hackers to successfully finding some serious vulnerabilities and accessing Apple’s servers.
  • The European Medicines Agency warned that hackers who stole COVID-19 vaccine info, manipulated it before placing it online to undermine trust in the vaccines.
  • Malwarebytes Cybersecurity admitted it was hacked by same group that breached SolarWinds IT software.

 
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This Week in the Copier Industry 15 Years Ago

The Week in Copiers Fifteen Years Ago

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The Week in Copiers Fifteen Years Ago

First Week of February 2006

I thought I would mix it up a bit and post some historical points of interest for the first week of February.

  • Rock singers Buddy Holly, Richie Valens and the Big Bopper died in a plane crash. (1959)
  • The board game Monopoly first went on sale.(1935)
  • Astronaut Alan Shepard hits three golf balls on the moon. (1971)
  • The Beatles come to the U.S. for the fist time. (1964)

"Alan Shepard is the only person to hit a golf ball on the Moon. During the Apollo 14 mission he fitted an 8 iron head to the handle of a lunar sample collection device and launched three golf balls. They are still there!"

I'm sure Alan Shepard has this pre-planned and pre-approved to bring along the golf balls and the 8 iron head.  Developing a plan and putting the plan in action proves time and time again that we can accomplish anything we want.

Enjoy These Awesome Threads from 15 Years Ago This Week!

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Xerox Packs New Wide-Format Printer with

Art Post (Guest) ·
Xerox Packs New Wide-Format Printer with Powerful Features; Xerox 6204 Quickly, Economically Produces Maps, Blueprints and More Equipping print providers with the right technology to profit from the growing digital wide-format printing market, Xerox (Nachrichten/Aktienkurs) Corporation (NYSE: XRX) today announced the Xerox 6204 Wide Format Solution, a black-and-white copier and printer aimed at commercial print shops and architectural, engineering and construction companies. Xerox unveiled the
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New Océ TDS320 Print, Copy and Scan System

Art Post (Guest) ·
print quality that allows for fine details, sharp lines and text, smooth curves and a high level of gray scales. Coupled with the Océ Green Button approach, walk-up users can make scans or copies that are right the first time. Time-Saving Features and Fast File Processing Not only can users expect consistent image quality from the Océ TDS320, they can get it immediately. Timesaving Océ Radiant Fusing technology ensures high quality printing begins as soon as the printer receives a print or copy
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Xerox Offers New Specialty Media

Art Post (Guest) ·
and coated one side Xerox Supreme Gloss paper. Xerox DocuMagnet is compatible with the Xerox iGen3 110 press as well as Xerox DocuColor(tm) 2045/2060/5252/6060/7000/8000, DocuColor 240/250, DocuColor 1632/2240/3535, DocuColor 12 and the DocuTech 6100 series. Xerox Document Folders are fully printable, one- or two-pocket personalized folders designed for print-on-demand applications. The folders are easy to assemble, by first imaging the pre-scored 18 x 12-inch sheet and then affixing the pockets
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Aficio 3045 user quotas

turi (Guest) ·
both Canon and Xerox. Ricoh Netherlands say that the only way to to do this is through an external card reader or equitrack 3rd party software. Dose any on have any other idea. I thank you all for any advice you might have. PS with regards to my previous question regarding scanning to MAc, I thank all participants and promise to get back on the subject once I manage to solve the problem with the client as he is still finding problems to implement your suggestions and we will be visiting him this
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Re: Novell and Ricoh MFP's

Darth Vader (Guest) ·
Here is the response from my tech: The copier interactivity with Novell will be only in a printing environment if you want Novell to act as the print server for the copier. There is a NDPS gateway (a Novell print server software) for Ricoh devices that can be downloaded from Ricoh’s web-site. Other that that, it only will act as a file storage medium. No software, other than the Ricoh NDPS gateway, will be loaded to it like scanrouter, fax print driver, etc… You would have to have a windows pc
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Ricoh and nQueue!

Art Post (Guest) ·
WEST CALDWELL, N.J., Jan. 30 /PRNewswire/ -- Ricoh Corporation, a leading provider of digital office equipment, announced today that nQueue, a Phoenix-based information accountability solutions provider for law firms, has joined Ricoh's Alliance Program. As part of this alliance, Java-enabled Ricoh multifunctional devices will now be equipped to support nQueue technology that can streamline cost-recovery processes for law firms. After joining the Ricoh Developer Program in April of 2005, nQueue
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Well... you've got to READ this!

Art Post (Guest) ·
vendors who do not consider incorporating solutions into their sales model may be left behind.The office document solutions market is a natural extension of the broader office equipment market, which includes the sale of copiers, printers, fax machines, scanners, and related multifunctional derivatives of the first three. Today, the office equipment market is mature, showing limited growth year-over-year and declining hardware margins. It is characterized by intense competition, pricing pressures
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Re: Demo Originals

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I haven't used demo originals in years. The reason I stopped using pre-printed originals was a customer to whom I was demonstrating a new Ricoh 5535 to asked me, "If you want to sell me this machine, you need to show me how MY orginals look, not YOURS!" That did it for me. It also freed up space in the briefcase for other essential forms, like sales orders.

Sharp Introduces 8 New MFP's

Art Post (Guest) ·
See attached pdf
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Novell and Ricoh MFP's

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Are there any shortcomings with the B&W MFP's playing with Novell? Have a meeting coming up, and I must admit, I almost never see Novell in my area. Talked to our IT guy, (not Novell Certified), and he said he was unaware of any issues. I just...
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OKI Printing Unveils Printable Unwoven Paper

Art Post (Guest) ·
OKI Printing Unveils Printable Unwoven Paper TOKYO & LONDON--Jan. 27, 2006--OKI Printing Solutions has announced what it dubs a “technological breakthrough” that will allow the Japanese market to print in color on unwoven paper with two of the company's leading A3 LED color page printers, the C9600 and C9800. Printing on unwoven paper had previously been possible only with an offset printer. OKI, however, has optimized the inner fixing temperature control and toner transcription rate of the
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Postal Service Coin Op

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I had a small Post Office call and ask about a machine to be used as a coin op for public use. I told the Postmaster we did have refurbished copiers in several public libraries that used them for the public. This Postmaster faxed the requirements that they wanted a vendor to provide. First, the vendor would have to provide a machine with a digital coin op that accepted both bills and coins. Second, the vendor would make the coin op's charge $15 cents per print, but in turn, PAY the post office
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Scan to Print with IS300e/CL7000

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I am trying to install an IS300e to a CL7000 so the customer can print from the scanner. The scan to folder works well, but when I try the scan to print, there is no printer to select under the "Select Printer" screen. I followed the directions from the owners manual with the setup, but I cannot print a page from either the glass or the ADF of the scanner. What am I doing wrong?
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Re: Aficio 3045 user quotas

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I actually had a user request the same thing. The only solution is a third party product. However I don't think Canon or Xerox can do this. Can any Canon dealers or old xerox guys confirm this? Good Luck

Re: Aficio 3045 user quotas

Darth Vader (Guest) ·
All of our school districts are asking for the same thing. A salesman in one of our branches has been installing keypads from HECON (about $515.00 from a 3rd party distributor here in the states). Unfortunately, that 3rd party distributor closed down. We were just discussing trying to contact HECON directly to see if they will sell to us...you might try the same thing. I, too, would be interested in hearing about the competition...according to our local school districts, Ricoh is the only brand
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Re: Aficio 3045 user quotas

turi (Guest) ·
Dear All, You have left me speachless. I realy appriciate the prompt replies from all. I feel a bit better knowing that I am not the only one to meet such problems and a better feeling of not being alone. One cna easily say that this is realy a site built by Genteleman for Getleman. Will keep an eye open to see if any one comes up with any report of Canon/Xerox machines. regards to all .
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480w front copy output

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Does ANYONE know of a solution to effectively allow for large size prints (longer than 24") to exit out the front w/out falling on the floor? The old 7030D could do this...I know Ricoh has no such device, but I'm hoping to find a way without drastically extending the depth of the machine. thanks, greg.
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Document Routing Platform Supports Distributed

Art Post (Guest) ·
, processed and distributed. The AccuRoute platform supports major MFDs that scan or capture documents and send or transfer them onto a network, including devices from Xerox, HP, Lexmark, and Ricoh, among others. AccuRoute 2.1 features include the following: Walk-up access to AccuRoute at devices that are Java-enabled. Billing process optimization by integrating with cost recovery systems from such companies as Billback and Control Systems. The integration of AccuRoute, the billing systems and the
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Re: Novell and Ricoh MFP's

Darth Vader (Guest) ·
Our technicians are Novell Certified. I'll forward your question to them and see what transpires. In fact, I will be installing a 3025 SPF as soon as it arrives from Ricoh, and it will be on a Novell network. We placed the order Monday; so, it will probably be here one day next week. When is your meeting?
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Re: Sharp Introduces 8 New MFP's

Art Post (Guest) ·
are among the first of many partners who will deliver integrated software on Sharp's MFPs.” In the general session, Liberty, Kofax, Equitrac, and eCopy previewed their software running on Sharp MFPs in such vertical market applications as financial, legal, healthcare, insurance and manufacturing. According to a company statement, Sharp OSA streamlines document workflow and enhances productivity by making the MFP a gateway for document-based business communications. The architecture permits
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Re: DMAP/ ORDERING

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30th, and the system was replaced with the 3030. If the big guys want us to increase the sales, they better look at the problem areas in Processing first. We hold up our end of the deal.
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Re: Refurb Wide Format & Plotters

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My last email from I.C.E. (International Copier Exchange) had nearly 1,000 RFG units listed including some wide format 866-503-2679
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Re: Novell and Ricoh MFP's

Darth Vader (Guest) ·
You're welcome! I'm just glad it helped. Lord knows I've been helped by the people on this site MANY times. If you run into anything more in depth, send me an e-mail, and I'll forward it to my techs. We like to see the Ricoh Family win bids!

Re: CFG & SSL Reader problem with Plotbase

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well, since the 7030 software was never supported as a ricoh product... always a third party ALSO, 3 out of 60 - what, less than 5 %, AND, I think they were all demo licenses - those are the ONLY licenses that will ever expire.
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Re: Aficio 3045 user quotas

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Neither a card reader or Equitrac is the right answer. Equitrac is a print accounting software. What you need is a Print management software and if it is under $1,000, it probably isn't going to do what you need. I would name names but I'm not sure which ones do what you ask but I know it is out there because I have seen demos.
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Re: CFG & SSL Reader problem with Plotbase

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3 out of 60 wide format plotters with the full Ratio print and scan licenses.
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Re: Aficio 3045 user quotas

Jomama (Guest) ·
I think Print Audit will do it. Copy Guard is another one. But it has to be 3rd party for sure.
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Re: Postal Service Coin Op

copier_doc (Guest) ·
Personally I'd tell them where to go stick it... Public walk up machines can be enough of a pain without all the extras your PO wants.

Re: Driver Installation Problem

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Just FYI, without SNMP, you can still install the driver, it will just give you annoying error messages saying it can't detect the printer state (because it uses SNMP to communicate that info). FTP won't affect this part of the install. Domain and workgroup might affect it. The way I usually test my user rights is to open the spool folder on the server from a client and make a new folder. If I can do that across the network, I should have all the rights I'll need to accomplish anything.
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Re: Power Outages

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Same here and I'd say our population of Ricoh wide format is in the 40s. How I would handle it: We have a "leave-in-place" electrical monitor. We would attach this device to the power outlet and let it take continuous reading for 2-3 days. If electrical anomolies are detected, that is the customer's problem not ours. The customer would need to provide us with adequate, stable power. Any maintenance problems tied to these electrical anomolies would not be covered under their normal maintenance.
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Re: Savin 3515mf fax problem

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Speaking of the 18's fax modem, has anyone experienced this....I installed a DMAP 2018d with an all-in-one kit. After I entered the customer's quick dials and exited to show them how to access the dials, they did not appear. I went back to user tools, and could not access the address book management. It did not appear at all. I turned the machine off and back on, and the address book management key reappeared. I could not get an answer from tech support. Any ideas?
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Re: Savin 3515mf fax problem

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quote: Originally posted by John Roof: Speaking of the 18's fax modem, has anyone experienced this....I installed a DMAP 2018d with an all-in-one kit. After I entered the customer's quick dials and exited to show them how to access the dials, they did not appear. I went back to user tools, and could not access the address book management. It did not appear at all. I turned the machine off and back on, and the address book management key reappeared. I could not get an answer from tech support
-=Good Selling=-
 
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Attention Salespeople... Listen To The Clues And Start Dialing Up The Social Phone.

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"We live in a technological universe in which we are always communicating. And yet we have sacrificed conversation for mere connection."
Sherry Turkle

Today's business world is fast paced, highly connected and socially driven. Technology is everywhere. Transformation is happening at rapid rates.

What keys are you using to unlock the door and gain a seat at the business table?

One huge and monumental difference between a sales professional and a sales rep is their ability to prospect.

Sales professionals consistently open up new conversations, connect with more new people and open up more new relationships without hesitation. What can be said about you?

I would like all of you to stop for a moment and give this a thought...

In a highly connected, digitally driven and socially connected business world; how are you capturing the attention of today's buyer?

Are you prospecting with a proactive or reactive mindset?

"If we operate in a digital society then why are salespeople prospecting with an analog mindset?"

IT IS ALL ABOUT MINDSET

Sales professionals adjust and adapt to how they get in front of more new opportunities.

It is about having a no excuse mindset. This means they adjust their prospecting strategies as:

  • Developing new business and nurturing relationships must be practiced with patience and reeled in with conversation
  • Being relevant and memorable is the new differentiator
  • Becoming valuable, visible, and vocal is a must
It is time for the sales world to take off the digital diaper

WHAT DO YOU DO NOW?

Sales professionals learn to socially adjust their mindset when it comes to business development.

Sales professionals learn to repurpose downtime and off time. They are diligent and extremely proactive when it comes to prospecting.

Check this out...

We all know after 5:00 PM most business doors are locked, however; the internet is open 24 hours a day, 7 days a week, 365 days a year.

Sales professionals understand that the social window is always open for business, even on the weekends.

HOW ARE YOU COMMUNICATING?

It is time for the sales profession to start using the social phone.

More mad props to my friend Kenny Madden and his witty humor as he has brought to life the social phone.

"A smashing together with absolute discipline the very best of email, InMail, Voicemail, offline/online, LinkedIn, Twitter, Facebook, Instagram into one beautiful integrated approach - 'the social phone'.”

The social phone allows you to listen and communicate with the voice of your clients and prospects.

By engaging in online conversations and leveraging social networks, you create the opportunity to listen to the voice of your potential clients.

The more intimate, authentic, genuine relationship you can establish, the more loudly you’ll hear their voice.

"The art of conversation lies in listening."
Malcom Forbes

As humans, we crave social interaction.

How can you apply this to growing your sales?

All day, every day think 'social' and then ask yourself...

How well am I using 'social' to grow, nurture, enhance and influence my networks?

SOCIAL LEAVES CLUES

The outcome of your sales life is your choice.

Are you uncovering the clues?

“Long ago, I realized that success leaves clues, and that people who produce outstanding results do specific things to create those results. I believed that if I precisely duplicated the actions of others, I could reproduce the same quality of results that they had.”
Tony Robbins

Success does leave clues. Tony Robbins has spent his career obsessed with finding those clues and applying them, not only to his own life, but to the lives of thousands of others.

He went on to say this...

The DOING is what is going to separate those that achieve massive levels of success and those that do not - non action-takers are “dabblers”.

Dabblers do not achieve massive results

If success leaves clues, then I am here to inform you that social leaves clues.

It is up to all those in sales to pay attention to the clues their clients and prospects are leaving them.

It is up to all those in sales to socially listen and consume the digital breadcrumbs that are being dropped all over the social landscape.

SALESPEOPLE... YOU MUST DIAL UP SOCIAL LISTENING

Business times they are different. When you don’t pay attention to what your audience is saying, your current clients; you’re basically giving key information to your competitors.

  • What is important to your clients?
  • What do they love about you, your service experience and your company?
  • What are those in your industry talking about?
  • What are potential clients taking about?

Social listening allows you to leverage social media tools to monitor, track and uncover information; allowing you to open up and engage in conversation as another form of prospecting - social prospecting.

The more you know, the more you grow.

Social listening can be used to:

  • Help understand your marketplace
  • Help understand your competition
  • Help understand your clients
  • Help understand your prospects
  • Help understand your buyer
  • Help to provide a great experience

Social listening provides you the opportunity to gain a better insight of what your targeted prospects and more importantly your clients are thinking.

This allows you to enhance your position in how you open up conversations to deliver what they need, when they need it.

Social listening and social prospecting help you to identify potential opportunities outside your established audience using social platforms as an effective means to augment your prospecting methodologies.

Will you listen to new learn new things?

ONE MORE THING

The more you search, the more you find.

The more you learn, the more you do.

The more you collaborate, the more you communicate.

The more you communicate, the more you connect.

The more you connect, the more you learn, the more you know, the more you grow.

Are you listening to the clues?
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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 heartfelt 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! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

No alt text provided for this image

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

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 LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.

 
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This Week in the Copier Industry 10 Years Ago

The Week in Copiers Ten Years Ago

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The Week in Copiers Ten Years Ago

First Week of February 2011

Who remembers these funky colored Panasonic copiers?  If I remember correctly it was a few years after the launch of this copier that Panasonic folded the tent. I would tend to think that after seeing a demonstration of this copier the colors would stick in the buyers mind. However we all know smoke and mirrors don't work, it's all about the excellent support and service we provide!

Enjoy These Awesome Posts from Ten Years Ago This Week



Konica Minolta joins HID to promote secure print solutions

Art Post (Guest) ·
Konica Minolta and HID Global announced Konica Minolta’s new membership in the Advantage HID Connect Partner Program to advance secure print authentication solutions. Backed by HID proximity and iCLASS technology access control cards, PIV and common access cards, Konica Minolta can now offer customers the added feature of using physical access cards for secure print authentication from their bizhub multifunctional products – print, copy, fax and scan all in one system
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ProcessFlows signs Distributorship with Equitrac to Sell Print Management Software

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and promote environmental sustainability. ProcessFlows identified Equitrac as the preferred print management software to distribute and we are confident that their expertise and consultative approach will result in a beneficial partnership.” As organisations look for ways to economise and ease their consciences with regard to saving the planet, printing costs are being scrutinised. Equitrac builds on incumbent print solutions to centrally manage output from all copiers, printers, multifunction
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J--XEROX COPIER MAINTENANCE

Art Post (Guest) ·
J--XEROX COPIER MAINTENANCE Posted on: Wed, 02 Feb 2011 06:17:42 EST Symbols: XRX Feb 02, 2011 (FedBizOpps via COMTEX) -- NOTICE TYPE: Presolicitation Notice DATE POSTED: 01-FEB-11 OFFICE ADDRESS: Department of the Army; Army Contracting Command; Pine Bluff Arsenal Contracting Office (RI-CC); ATTN: CCRC-ISP, 10-020 Kabrich Circle, Pine Bluff, AR 71602-9500 SUBJECT: J--Xerox Copier Maintenance CLASSIFICATION CODE: J - Maintenance, repair & rebuilding of equipment SOLICITATION NUMBER
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Egypt's Protesters Rediscover The Fax Machine

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-controlled fax machinery. "That cut transmission time for a page from six minutes to 10 seconds," Time observed, "and copy quality improved dramatically. Moreover, a fax no longer hogs office floor space. Most fit on desktops." In peaceful times, you don't really need a desktop fax machine anymore. Faxing capability is built in to many multipurpose printers — and you can zap faxes from any Internet-linked computer using certain websites. One can also utilize other faster technologies, like e-mailing a
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NBS Print & Copier Support Services

Art Post (Guest) ·
The NBS currently leases two copiers and two printers from FreeState Copier Service Corporation. The NBS has purchased 1.3Mill print/copy services which have sustained the NBS for approximately 5 years. The NBS currently prints/copies of about 52,000 pages monthly (624,000 annually). NBS requires the vendor to provide all devices, maintenance services, toner and all consumable costs relative to the required services and supplies, not including paper. Additionally the NBS intends to acquire a
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New York Issues Solicitation for Printers, Copiers, Scanners and Multifunction Produc

Art Post (Guest) ·
New York Issues Solicitation for Printers, Copiers, Scanners and Multifunction Products (Targeted News Service Via Acquire Media NewsEdge) By Targeted News Service WASHINGTON, Feb. 7 -- The New York Office of General Services issued the following bid invitation notice: CENTRALIZED CONTRACTS FOR THE ACQUISITION OF OFFICE IMAGING EQUIPMENT (Printers, Copiers, Scanners and Multifunction Products)# 22292 Group: 75525 Class Code: 43 Invitation for Bids (IFB) solicited by the New York State Office of
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New Synthetic Paper Provides More Opportunities for Digital Printers

Art Post (Guest) ·
Wednesday, February 02, 2011 Contact InformationAl Grant Manager Fusion Digital Paper 3307484555 al@fusiondigitalpaper.comFusion Digital Paper™ officially launches a unique line of synthetic products made specifically for digital imaging. Fusion Digital Paper™ allows printers to take jobs that previously had only been printed via traditional offset, and now allows them to be run these jobs on their digital equipment. Therefore, consumers can now digitally print projects on products with similar
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More details on version 5.0 of Canon’s uniFLOW solution option for imageRUNNER ADVANC

Art Post (Guest) ·
- More details on version 5.0 of Canon’s uniFLOW solution option for imageRUNNER ADVANCE MFPs: o Based on software from NT-Ware Inc. of Germany o Uses OCR engine from IRIS of Belgium o Authenticated access for scan to email o Integration with MS Exchange o User defined workflows o Server based application o Ability to restrict user access to specific Canon MFPs, functions and features o Able to restrict color printing o Able to capture an image of every print, copy, scan and fax from both Canon
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Ricoh Enters Unified Communication System Business

Art Post (Guest) ·
in the office and production printing markets. Ricoh works with organizations around the world to modernize work environments and optimize document efficiency. With more than 108,500 employees worldwide, Ricoh operates in Europe, the Americas, Asia/Pacific, China, and Japan. Ricoh's worldwide sales were more than 2,016 billion yen ($21 billion USD) in the year ended March 31, 2010. February 7, 2011 Ricoh Company, Ltd
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Re: The Top 10 of 2010

Art Post (Guest) ·
Gintel: No Joke with the MPS Tea Party. At this point I'm thinking it's a cult and not a practice! Every day I'm sorting through alerts and there's got be be 20 a day related to MPS, and it's be going on like this for a year or so now. Everyones got an opinion, a solution and a strategy that will garner oodles of dollars for the dealers! It's sheer madness in the blogosphere with MPS, hey I got nothing against MPS, the idea originated with copier sales people replacing laser printers and faxes
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"Cloud Print Cost Calculator" DOCUWISE Releases its Free Online Cost Per Copy Print C

Art Post (Guest) ·
you pay for cartridge, giving you a rosy best case scenario.” “Our calculator gives you real world costs based on all the possible print environment factors, your print volume, cost for supplies, service, maintenance, repair and parts.” “You can calculate the cost for one printing device or your entire fleet of printers, copiers and MFPs, color or monochrome. " explains, Harris. "It goes much further than that," adds Harris. "Since DOCUWISE is OEM-neutral the calculator even performs product
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Solicitation for Wide Format Digital Copier, Plotter and Scanner

Art Post (Guest) ·
Board of Education Procurement Buyer: Jacy C Earls Solicitation Type: RFP Contact Information Contact: ANDY ONUKWUBIRI Title: Wide Format Digital Copier/Plotter/Scan E-mail: onukwuba@qacps.k12.md.us Address: Queen Anne's County Board of Education, CONSTRUCTION PROGRAM MANAGER, 202 CHESTERFIELD, AVENUE City: CENTREVILLE State: MD Zip: 21617 Phone: (410) 758-2403 Ext: 140 Fax: (410) 758-8200 Line Items Line: 001 Commodity: 20471 Quantity: 1.00000 UOM: EA Specifications: REQUEST FOR PROPOSAL NOTICE
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Shawnee County Commission may be looking for a copier!

Art Post (Guest) ·
  Contracting with Century United to lease a Sharp copier to the election commissioner's office for four years. Commissioners considered making that move Jan. 27 but deferred action on it to give election commissioner Elizabeth Ensley time to look into the cost of buying a copier. http://cjonline.com/news/local...-hikes-county-agenda
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Need help with 6279 Xerox please!

Art Post (Guest) ·
1. What is the cost to turn the system into a 9ppm device? 2. When one roll of paper expires will the print job route to another paper roll? Any negatives on this systems, or any positives? Thanx
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5 criteria for selecting a managed print services company

Art Post (Guest) ·
relationship ensure that you are able to work with your MPS partner every step of the way, with constant feedback and service delivery throughout the duration of your managed print services contract. About the Author Bob Jones offers advice for businesses seeking the reliable managed print services, telephone and printer audits or green printing options.
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OKI Printing Solutions Evolves Managed Print Services Program; New Flexible and Modul

Art Post (Guest) ·
business model or be utilized as a standalone offering. OKI Printing Solutions differentiates itself by providing a full suite of customizable service offerings that can be used by any size partner to develop or enhance their MPS business model. MPS industry expert Tim Brien joined OKI Data Americas in 2010 as Director of MPS Sales, to evolve the company’s Total Managed Print program with the goal to increase its benefits to the channel. “The goal of the Total Managed Print program is to enable a
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Ricoh and Microsoft Partner in Cloud Business

Art Post (Guest) ·
News Release Ricoh and Microsoft Partner in Cloud Business Combining Microsoft's cloud services with Ricoh's nationwide sales and support structure to drive enterprise IT deployment and utilization Ricoh Co., Ltd. (head office: Chuo-ku, Tokyo; CEO, President and Representative Director: Shiro Kondo), Ricoh Japan Corporation (head office: Chuo-ku, Tokyo; CEO, President and Representative Director: Kenji Hatanaka) and affiliated sales companies in Japan (hereinafter referred to as the Ricoh Group
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Ricoh Makes "Global 100" List for 7th Year in a Row

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States followed with 13, then the UK and Canada. 34% of winning companies were new to the list. Ricoh was ranked 71st out of 100, considerably higher than last year's 95th ranking. This long Ricoh run in the Global 100 is a further testament to the company's total commitment to environmental preservation and its sense of responsibility as a good global citizen. Global 100 Key Performance Indicators Definitions • Energy Productivity: Sales / Total direct and indirect energy consumption
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Re: New Ricoh A4 Color It's Here!!!

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OK Rant Time. Regardless of how good or bad this new Ricoh turns out to be check out the piss poor brochures Ricoh gives us to sell these things compared to the Sharp or Konica. I realize us dealers are the bastard stepchildren to Ricoh but come on!!!!! http://lanier.com/products/bro...color_mfp/LD130C.pdf http://files.sharpusa.com/Down...w_MXC311_401_bro.pdf http://www.biz.konicaminolta.c...?co=index_footer_pdf
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Re: New Ricoh A4 Color It's Here!!!

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Try this. Print out the three brochures and look at each of them on paper. Then ask yourself this "Which marketing company would you hire to make a brochure for you......the producer of the Lanier Brochure, Sharp Brochure, or Konica Brochure? Forget the equipment for a minute and just look at the brochure from a presentation standpoint.
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Need help with OCE & Xerox wide format!!!

Art Post (Guest) ·
I have an existing account with a 480W, he is looking to upgrade and will be looking at OCE & Xerox, please can anyone tell me what they can expect to pay for a cpp per square on a 10+ OCE & Xerox (everything included except for paper)? Also whats the street price of some of these units like the TDS 800?
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Geauga Department needs Copier in Ohio!

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Projections for 2011 will include adding one driver, replacing one car, one copier, two salad stations, and four computers. http://www.news-herald.com/art...52493.txt?viewmode=2
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Copier & Office Humor

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they need a hand. When they say yes, hand them a photocopy of your hand. It's even funnier if you do it with color copiers. 3. Speak: Place a sign on your copy machines that says "New Software Installed: Voice Activated - Speak Your Command." Hide and watch. 4. Coffee: Have a coffee drinking contest and record it to be a viral sensation on YouTube. 5. Congratulations: Proudly walk around with your calculator and hand out cigarettes. When they ask what the occasion is, say "It's a boy!" 6. Nerf
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Re: The reason why Ricoh Bought Ikon

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quote: Originally posted by SalesServiceGuy: Is any copier vendor begun to charge for MFP scans yet? I think I read somewhere recently where some vendor gives 45k free scans before the meter starts to charge. What Meter???????
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Re: The reason why Ricoh Bought Ikon

Art Post (Guest) ·
Chuck, it's a Ricoh box and similar to one of their laser printers. It looks Ricoh from top to bottom and side to side.
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Re: The reason why Ricoh Bought Ikon

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quote: Originally posted by yeti: What is Canon doing these days? I never see them in the field. Revenue for the quarter rose 12% to 1.068 trillion yen from 954.1 billion yen. "There's no sign of any slowdown in the sales of our new products," said Executive Vice President Toshizo Tanaka. For the whole of 2010, Canon's net profit jumped 87% to 246.60 billion yen from 131.65 billion yen in 2009, while operating profit rose 79% to 387.55 billion yen from 217.06 billion yen. I don't know about in
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Re: The reason why Ricoh Bought Ikon

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I'm in allot of deals in the US and I never hear of anyone going up against Canon, I wondering who they are selling to.
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Re: Canon Merges Océ India Subsidiary

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Jason: Were you always an Oce Dealer? I know you guys are Canon & Ricoh.
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Re: New A3 TASKalfa 305/255

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Have it for some (not all)options HID Card Reader Holder for Card Authentication Kit(B) $89 Cabinet na Riser for Mainframe with Paper feeder/Mainframe with Stand $139 Copier Stand $249 IB-50 Gigabit NIC (Dual NIC) $349 128MB Memory Upgrade na 512MB Memory Upgrade na 1GB Memory Upgrade na Fax System (U) Fax Board $519 DF-470 500 sheets document finisher $789 AK-470 Bridge unit for installation of DF-470 $79 PF-470 500 sheets paper feeder $549 PF-471 500 sheets x 2 paper feeder $819 Card
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Re: OCR from MFP w/ out software

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What about installing a print driver? I believe that counts as software. Is he really concerned about installing software??? IT Directors usually want to have a little problem in their world to prove their worth - how else to wreak a little havoc than install some software from a copier dealer?
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MBM announces Destroyit hard drive punch

Art Post (Guest) ·
Charleston, SC: MBM Corporation is proud to announce a groundbreaking addition to its Destroyit business shredder line—the 0101 HDP hard drive punch. Hard drives from discarded computers, printers and copiers pose a substantial risk to a company’s data security. Many people are unaware the information stored on them can be easily reconstructed using freeware readily available on the internet. Until now the machines needed to effectively neutralize these drives were slow, cumbersome and
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First touch screen controlled MFP

Art Post (Guest) ·
everyday office tasks, such as scanning documents directly to appropriate destinations. Within months, it will be possible to enhance the new MFPs with full internet access and Cloud connectivity. Internet access will allow the browsing and printing out web content such as maps, instructions, research material and photos, without the need for a PC. Cloud connectivity will let businesses reach beyond the firewall to run Software as a Service (SaaS) applications developed by Sharp's Technology
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Emery O. Johnson, who founded E.O. Johnson Co passes

Art Post (Guest) ·
and called 3M. During the call, he was told he would need $20,000 to get started. Johnson told the Daily Herald in 1999 that he cashed in his insurance policies and liquidated other assets to raise $15,000. Soon after, Johnson opened E.O. Johnson Co., which served as the area's 3M copier sales and service office in Wausau. "I was working on a shoestring," Johnson said in a 1999 interview with the Herald. "But anyway, it worked out, and eventually we made enough money so that we could handle it
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Can you trust the Cloud?

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A good white paper from Xerox XGS.
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Re: Canon Merges Océ India Subsidiary

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I am one of those. I'd be shocked if Canon continues the Océ name in the US. I have represented Océ products for over 17 years and while I can say without a doubt they are some of the best machines made, I've never had a customer choose the "Océ" name over others. To clarify, they choose the Océ PRODUCT, but not the name. I imagine most dedicated Océ customers would be thrilled to buy the product from a Canon direct outlet. Reasons people don't like Océ: They can't spell it and they can't say
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Re: The reason why Ricoh Bought Ikon

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quote: Originally posted by GMAN: the upcoming Ricoh A4 device (manufactured by Samsung and re-labeled as Ricoh) for delivery and install." Whoa, GMAN is the C300/400 a Samsung designed and produced box? I thot it was RICOH designed and manufactured????
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Re: The reason why Ricoh Bought Ikon

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Being a Canon dealer, I'd say there's not one particular market focus, we sell to everyone from Mom-and-Pops to Enterprise.
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Re: The reason why Ricoh Bought Ikon

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There are 3 Canon dealers of size in the Dallas market, & at least one of them is in virtually every deal. One that has a 90 minute response time has been growing like crazy since they came into the market in the mid-2000's. Those 3 dealers probably do $50mm-$65mm per year, & there's also a CBS branch here. Canon does a lot of business in DFW.
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Re: Email 2 Ricoh America Corp about RBS

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I'm going to go out on a limb here and say that the low, low, prices some people have seen from RBS are not below "cost". They may be below the price Ricoh sells them to you, but as long as they are at or above the actual production cost, there's not a legal issue. Also, it seems that the only entity that could file a claim against "Dumping" would be a manufacturer of the same product. In the example you posted, it was apple juice. To make a similar claim for MFPs, we'd need to find a domestic
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Re: Rumor has it.....

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I understand that RCL is still wanting a higher price than RUS is willing to go to market with. SO, Ricoh is holding off launch until they can negotiate with Japan for a better price. Other than that, all set to go.
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Re: New Ricoh A4 Color It's Here!!!

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Fisher....what is wrong with that Lanier brochure? From what I have seen in the past this a typical Ricoh style brochure? Is it too wordy and busy? Enlighten us.
 
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This Week in the Copier Industry 5 Years Ago

The Week in Copiers Five Years Ago

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The Week in Copiers Five Years Ago

First Week of February 2016

I just finished the first month of 2021.  Thus the first month of 2021 is in the books and so far so good even with no end of our Health Emergency being lifted in New Jersey.  We must look to the future an accept that change is good and we're going to change.  Because without changing we can't move ourselves or our industry forward.

Enjoy these awesome copier threads from 5 years ago this week



Managed Print Services Account Manager Sales in Buffalo

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ComDoc, a Xerox company Thrive in a sales leadership role with a growing technology company. This position is responsible for growing the Managed Print Services (MPS) business within a specific branch marketplace. Works independently, as well as through and with general sales team to identify and close MPS opportunities. Ensures branch territory is covered and quotas are met. Responsible for selling printer maintenance/service agreements to current and new customers Works with territory Account
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Konica Minolta Completes Installation of Savioke Hotel Delivery Robot

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productivity.The All Covered IT Services division offers a range ofIT strategy, support, project and cloud computingsolutions across all verticals. Konica Minolta has won numerous awards and recognition, includingplacement in the Leaders Quadrant on the Gartner2014 Magic Quadrantfor Managed Print Services (MPS) and Managed Content Services (MCS). Konica Minoltahas been recognized as the#1 Brand for Customer Loyaltyin the MFP Office Copier Market by Brand Keys for eight consecutive years. Konica Minolta
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Konica Minolta Introduces New bizhub MarketPlace App for Scanning Directly into FamilySearch

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, project and cloud computing solutions across all verticals. Konica Minolta has won numerous awards and recognition, including placement in the Leaders Quadrant on the Gartner 2014 Magic Quadrant for Managed Print Services (MPS) and Managed Content Services (MCS). Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for eight consecutive years. Konica Minolta, Inc. has also been named to the Dow Jones Sustainability World Index for
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Ricoh delivers affordable and superior color image quality to small offices and workgroups with newest laser printer

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MALVERN, Pa. , Feb. 2, 2016 /PRNewswire/ Ricoh today unveiled its latest solution to help small offices and businesses produce superior quality color prints at an affordable price. The ENERGY STAR certified and EPEAT Gold rated* RICOH SP C435DN color laser printer is designed to help ensure business workgroups don't miss a beat and get more done faster in today's demanding work environments. With the RICOH SP C435DN, budget conscious users can produce more marketing collateral print jobs in
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Canon Announces uniFLOW V5.4 the Latest Version of Its Award-Winning Single Platform Output, Device and Scan Management

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-leading print and scan management capabilities of previous versions, uniFLOW V5.4 introduces highly secure workflow-enabled scanning to the Canon imageFORMULA ScanFront Network Scanners, and extends highly secure printing to the OcÉ ColorWave and OcÉ PlotWave Large Format Printers and deeply integrates with OcÉ PRISMAdirect® used in print rooms. “The demands of the office environment are continually evolving, and Canon is committed to refining our solutions to provide the best possible resources as
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Canon U.S.A. Rings in the New Year with Prestigious Industry Accolades From Buyers Laboratory LLC

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without the use of metal staples, helping to reduce waste and allowing for easy shredding and more efficient paper stacking. Outstanding Color Printer for Mid-Size Workgroups: Canon imageRUNNER ADVANCE C350P System Designed for mid-sized to enterprise businesses, the imageRUNNER ADVANCE C350P color printer helps provide high-volume offices with impactful, vibrant color and sharp, well-defined images for business presentations and documents thanks to Canon's exclusive V 2 Color profile. Featuring a
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Canon U.S.A. Receives Awards from Buyers Laboratory for imageRUNNER ADVANCE Series

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C250iF models along with the imageFORMULA DR-G1100 have been recognized with BLI Winter 2016 “Pick” awards. “Based on the results of the model testing, Canon’s portfolio of A3 MFPs gave a very strong showing in the lab this year,” said George Mikolay, BLI’s senior product editor for A3 Copiers/MFPs. “The Canon line of A3 MFPs is not only a highly reliable portfolio, but also offers ease of use and seamless integration into pre-existing workflows.” Junichi Yo****ake, senior vice president and
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Canon U.S.A. Unveils imageRUNNER ADVANCE MFPs; New Management Solution

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printing, central device management and an extension of the previous version’s print room features for a wide range of products. Expanding upon the market-leading print and scan management capabilities of previous versions, uniFLOW V5.4 introduces highly secure workflow-enabled scanning to the Canon imageFORMULA ScanFront Network Scanners, and extends highly secure printing to the OcÉ ColorWave and OcÉ PlotWave Large Format Printers and deeply integrates with OcÉ PRISMAdirect used in print rooms
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Five Awesome Apps for Imaging Industry Sales Reps

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my contacts were already using Zello. My first inclination is that this would be an awesome app forinstant access to the sales team. In additionthe sales team can have quick access to their managers and other key sales or support people. It's a Free app! PrintAnalyze I first learned of Print Analyze about a month ago. My first impression was that the synthesized was a little funky, however I loved the fact that I could get immediate data on almost any printer and copier that was manufactured
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KYOCERA Document Solutions America Sets a New Standard in Industry’s Most Dynamic Color Market Segment with Next Generation Compact MFPs

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, scan; Optional fax capabilities; Banner printing through the multi-purpose tray (TASKalfa 406ci/356ci); Apple AirPrint support; Mobile Printing capability, and Eco Friendly Energy Star 2.0 “Feature for feature, combined with robust finishing options, the TASKalfa 406ci series surpasses many A4 multifunctional printers in the market today,” said Douglas Cole, director, Product Marketing for KYOCERA Document Solutions America. “These robust MFPs combine exceptional functionality to streamline
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Ricoh to launch its largest range of new Communication Services products at ISE 2016

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the event), please register at www.iseurope.org using the exclusive Ricoh code 915577. You can also register for the event at www.ricoh-europe.com/ise2016 . Page Top | About Ricoh | Ricoh is a global technology company specialising in office imaging equipment, production print solutions, document management systems and IT services. Headquartered in Tokyo, Ricoh Group operates in about 200 countries and regions. In the financial year ending March 2015, Ricoh Group had worldwide sales of 2,231
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BTA Southeast to Host Spring Break March 18-19 in New Orleans, Louisiana

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(March 18-19 Breaks Sponsor), Hytec, Image Star, Impression Solutions (March 19 World War II Museum/Dinner Sponsor), Katun, Laserfiche, Laser Pros International, Lease Corporation of America, Lexmark, LMI, MSE, Muratec, NA Trading and Technology, Nuance, OKI, OnePak, Panasonic (March 18-19 Breakfast Sponsor), Parts Now, PHSI, Polek Polek, Print Audit, Q2, Supplies Network, SYNNEX, Tesseract, TonerCycle/InkCycle, Toshiba, TSAWorld, Wells Fargo and Xerox (March 18 Reception Sponsor). BTA members
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Canon Delivers Advanced Solutions for the Legal Industry at LegalTech 2016

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New York Hotel, from February 2-4. At the show, Canon will debut the third generation of imageRUNNER ADVANCE multifunction systems with their high-volume, black-and-white models ready to support the demanding needs of a busy firm. Universal Login Manager comes standard in all models, helping firms to better manage print and document costs by controlling employees’ access and usage. These new models also include support for mobile print workflows, and firms using the Worldox™ document management
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drupa cube Partners with The Medici Group: Keynote by Best-Selling Author Frans Johansson

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February 2016 FOR IMMEDIATE RELEASE Press Contact: Anne Meerboth-Maltz Tel. (312) 781-5185 Fax (312) 781-5188 Email: ameerboth@mdna.com Messe DÜsseldorf North America 150 North Michigan Avenue Suite 2920 Chicago, IL 60601 drupa cube PARTNERS WITH MEDICI GROUP TO INSPIRE OUT-OF-THE-BOX THINKING Best-selling author Frans Johansson and other thought leaders to deliver keynotes during drupa 2016 Four months before the start of drupa 2016, the world's leading trade fair for print and
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Stratasys Helps Bridge Adoption Chasm in 3D Printing, Making the Power of Additive Manufacturing More Accessible and Economical

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accelerated adoption of 3D printing with a simplified design-to-3D print workflow, greater ease of use , expanded color spectrum and better value . By far the market’s most versatile 3D printer, the enhanced Objet Connex3 is being unveiled at SOLIDWORKS World 2016 in Dallas, Texas (Stand No. 503). “Rapid quality and performance innovations across 3D printer technologies are driving both enterprise and consumer demand, with unit shipment growth rates for 3D printers increasing significantly
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Discussion about Sharp Corp & Possible Foxconn Take Over

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In recent news it seems that Sharp Board of Directors is favoring and wants to explore the Foxconn takeover aka buyout more. Foxconn offer is almost twice that of Japans INCJ (Innovative Network Corp of Japan). From what I've read, is that INCJ is a public-private partnership between the Japanese government and 19 major corporations. (got that from wiki). The government of Japan also provide monetary guarantees to INCJ. Foxconn is located in New Taipei City in Taiwan, in the Republic of China
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It's A Deal: Foxconn Is Buying Sharp Corporation

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Taiwanese manufacturing and supply firm Hon Hai Precision Industry Co, or more readily known as "Foxconn," will acquire Japan's Sharp Corporation for $5.5 billion, Reuters reports . The deal is expected to close by the end of this month and the amount that Foxconn is offering would make it the largest acquisition by a foreign company in Japan's tech sector to date. Upon word that Foxconn chief executive officer Terry Gou had flown to Japan to meet with Sharp executives, Sharp’s shares rose 10
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Sharp Board Under Pressure to Consider Taiwanese Bid Over Japanese Offer

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Sharp Board Under Pressure to Consider Taiwanese Bid Over Japanese Offer Japanese government-owned investment fund has upper hand despite Foxconn’s higher offer TOKYO—The board of Sharp Corp. is scheduled to meet Thursday to weigh competing takeover offers from a Japanese government-backed investment fund and Foxconn, but it is under growing pressure to postpone a decision to examine the Taiwanese electronics assembler’s bid more closely,according to people familiar with the situation... read
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New Ricoh MP C2011SP A3 Color MFP??

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Has anyone seen or heard of this system in the US? I picked this up in a google alert and seems to be a new model for Ricoh Europe. Yet, they are still marketing the MP C2003 and MP C2503. Seems this is an A3 Color MFP with a speed of 20 pages per minute. Here's the link: http://www.ricohprintersandav....d-award-winning-mfd/ Here's the Ricoh Link: http://www.ricoh-europe.com/pr...p.aspx?view=overview
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Sharp Corporation board picks Hon Hai offer over state-backed fund rescue

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Sharp board members have decided to give Hon Hai preferred negotiating rights, choosing the Taiwan firm's offer over a rescue plan from a Japanese state-backed fund, a source familiar with the move said on Thursday. Hon Hai, also known as Foxconn and one of Apple's key iPhone assemblers, offered over 700 billion yen ($5.9 billion) for Sharp, more than double the amount of investment proposed by the fund, according to Japanese broadcaster NHK. Both Sharp and Hon Hai declined to comment. read
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Foxconn says agreed with Sharp on most points of a takeover deal

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invest around 659 billion yen ($5.6 billion) in Sharp, sources familiar with the matter have said - which would make it Foxconn's biggest deal to date and the largest acquisition by a foreign company in Japan's insulated tech sector. "We have a consensus," Gou told reporters. "The rest is a process ... I don't see a problem completing this process." The meeting with Sharp executives came one day after Sharp's board decided to focus on Foxconn's offer over a rival bid from a Japanese state-backed
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

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Art, once the app is downloaded, how do you get login information. Is this a software as a service? Is there a monthly fee? Thanks!
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

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There is a monthly fee, sign up for the webinar for the 9th or the 15th of February please, here is the link https://www.p4photel.com/calendar
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Re: Konica Minolta Completes Installation of Savioke Hotel Delivery Robot

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Re: Konica Minolta Completes Installation of Savioke Hotel Delivery Robot
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Re: Konica Minolta Completes Installation of Savioke Hotel Delivery Robot

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This is pretty awesome right?
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Re: Does Your Copier Dealership Offer A Bakers Dozen?

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I was explaining the Bakers Dozen to a rep about a week ago. I used it all the time about 17-18 years ago. It was an easier sell for people that were opposed to a lease.
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Visioneer Joins TWAIN Working Group Board of Directors

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PLEASANTON, Calif. , Feb. 3, 2016 /PRNewswire/ -- Visioneer, the maker of Visioneer and Xerox DocuMate brand document scanners, has joined the board of directors of the TWAIN Working Group (TWG), a not-for-profit technology industry organization created to provide and foster a universal public standard which links software applications and image acquisition devices. Visioneer's chief technology officer, Jon Harju , has been elected by the TWG board as its chairperson. He succeeds Pamela Doyle
Blog Post

BYOB... It is Not What you are Thinking...

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conversion rates. The goal... drive more sales revenue. The question becomes, how do you become more recognizable? How do you build your authority? How do you build becoming the subject matter expert? How do you create your following? In a previous post "Are your salespeople providing a reason to be hired?" I encouraged managementto coach and lead their sales team; guide them to create their professional brand by helping them build their credibility, trust and value through their website; their
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Ricoh Assembly line

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Ricoh Assembly line
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Ricoh Assembly line

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Ricoh Assembly line
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Ricoh Assembly line

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Ricoh Assembly line
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Ricoh Assembly line

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Ricoh Assembly line
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Ricoh Assembly line

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Ricoh Assembly line
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Ricoh Assembly line

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Ricoh Assembly line
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Ricoh Assembly line

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Ricoh Assembly line
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Ricoh Assembly line

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Ricoh Assembly line
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Re: New Ricoh MP C2011SP A3 Color MFP??

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I can remember when 6 ppm was fast output for color...the Ricoh 4506C.
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Re: BYOB... It is Not What you are Thinking...

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year line, work the clock baby), woe is me. There is so much you can write for example. The other day I had a call from a customer asking me if they could shift sort with the new copier that I sold them. I explained the feature, where it's at, and then spoke about the program mode. THIS IS SOMETHING THAT YOU CAN turn into a blog post. I've done it before! In addition, another way to come up with content is to give your own assessment of a recent press release for a device that you sell. Just
 
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Memoirs of a Copier Sales Person

8 Tips from Selling Copy Machines in the 80's

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I came across this blog I wrote from 8 years ago on my old site.  Cleaned it up some and thought it would be a good read to share with everyone.

8 Tips from Selling Copy Machines in the 80's

When you've been in the business as long as I've been there always seems to be that little something that you can write about.

I was taught that after every order/sale I would then ask Mr. or Mrs. Right for three referrals that I could call on.  Seems back in the 80's everyone wanted (not needed) a plain paper copier.

I'll go out on limb and bet that at least 70% of today's reps that are selling copiers today probably always thought that copiers always printed on plain paper!  Yet that was not the case. In the eighties every business wanted a plain paper copier.  The ability to copy on bond paper saved companies money, they were easier to maintain and made filing copies easier.

I also remember that we were trained after every sale to ask "Would it be possible to get the name of two or three businesses that may be interested in our services"? 

That was then, and to tell you the truth the last time I used that pitch is when a prospect asked for a better price, I would then answer with, "If I give you a better price will you sign the order today and give me three referrals of businesses that would need a plain paper copier?"

It does bring back memories of things we used to do. Here's a short list of how we did things in the 80's:

1) Send a Thank You card for every sale you made.
2) Send a check for $25 or an in house credit to a customer that gave us as a reference and we made the sale.
3) Ask for referrals after every sale you made.
4) Knock on the doors of the businesses next to the customer you just made the sale to.
5) Give a check to the technicians for leads (they loved this, and I was very generous to our techs.
6) Send Christmas cards (I sent them with my name and the dealership name).
7) Call an existing customer and ask them if they know of anyone who is interested in my services (offer them free toner if a sale goes down).
8) Call and ask for a letter of reference to put in your binder of references

I'm sure that some of you are still doing a few of these today, but I plan to pick up my game with mailing Thank You cards again, asking for referrals after the sale,  and calling an existing customers to see if they know of anyone they could refer me to.

-=Good Selling=-

 
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Memoirs of a Copier Sales Person

COVID19 Remote Working Day Two Hundred and Nineteen of Selling

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COVID19 Remote Working Day Two Hundred and Nineteen of Selling Copiers

It's Wednesday and it's already been a long, long week for me.  I was able to secure a net new at the end of last week for about $30K.  Thus I came out of January at about $90K.  A nice head start for the quarter.   However there is always the good with the bad, and that bad part is that another net new for $35K has gone back in the weeds on me.

Thus February is going to be somewhat of a challenge to get to my quota.  In addition February only has 20 selling days!  That's 10% of my month lost before it starts.

After two hundred and nineteen days there is still no relief in site for businesses getting back to full staff in New Jersey.  Our Governor is stating that he is hoping that New Jersey will be somewhat back to normal in July. In addition I've heard that he would not lift the health emergency order until we have 60% of the NJ population vaccinated.  By my calculations at our current vaccination rate it would take just about two hundred days which is more than six months.

Better Call Art

The last part of my day was the best part of the day for me because I had a chance to help one our reps with a wide format opportunity.  When you have a wide format opportunity I like to say "Better Call Art". 

We took about 45 minutes to go over some notes for the wide format opportunity and strategize how on it would be presented via a MS Teams Meeting.  This opportunity was in the last couple of months with their current wide format and wanted to move to another device that offered color print as well as color copy.  Much of our conversation was centered around the cost per square foot for service/supplies along with some new features that we thought would help the client. 

Little did I know that our rep wanted me to stay on the MS Teams meeting while he email the proposal and then called the client in.  The call to the client went through and there I was doing my best imitation of Silent Bob.  Listening is key right?

  With MS Teams we have the ability to do a text chat and before I knew it I was coaching him through the call with specs, numbers and features for the device we were offering. I then realized what a useful tool the chat feature is and having the ability to listen in on the call and be the Silent Bob and offer up questions and answers for our rep. 

After the called ended we stayed on the MS Teams meeting and gloated about how cool it was to have a Silent Bob on the call.  I guess that's virtual coaching at it's best.  We'll find out more tomorrow about how well we did.

Wide format is such a great product to sell because there's not that many of us that understand the specs, and can speak the language anymore. In addition there's only three major players in the AEC wide format market place. 

Tomorrow we have our annual sales virtual kick-off event.  Should prove to be interesting since it's all virtual.  I have short time to prospect in the AM and then it's a real trip to the office!

-=Good Selling=-

 
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Selling Copiers in the Seventies

Selling Copiers in the Seventies with Ed Doyle

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Selling Copiers in the Seventies with Ed Doyle

Last week I had a chance to connect with Ed Doyle via a Linkedin thread I posted about "The Week in Copiers Five Years Ago".  Ed accepted my offer to be interviewed for "Selling Copiers in the Seventies" and gave some excellent content of the copier world back in the seventies.  Ed is now retired and I like to think of retirement as every day is a Saturday.  Please feel free to post a reply or even give Ed some kudos!

Selling Copiers in the Seventies



Art: How did you find your way into the copier industry? (feel free to us a story of how that happened)

Ed: I am originally from Milwaukee but attended U of SW Louisiana on a football scholarship. After graduating I returned home and secured a job as a sales engineer for a manufacturer in Chicago. After 4 ½ years of salary and a small bonus I decided I wanted to find a more commission-oriented job AND relocate back to Lafayette La. Working with an employment agency I was hired by Lanier and started 4/1/78 selling 3M copiers. Probably my most ridiculous story was cold calling door to door and convincing the owner of a pawn shop to see a demo. Shortly into my demo started he asked me if I was trying to sell him the copier (he thought I wanted to pawn it)!

Art:  What company or manufacturer did you start with, what was your title and what year did you start.

Ed: My favorite 3M model was the Secretary III, mainly because it sold for $9,995 and it was FAST at 25cpm. The bread and butter were the coated paper VQC III of which I sold 7-8 a month in my 2 ½ years in a territory.

Art: If you worked for a dealer or manufacturer please tell us what brand(s) you sold and what was your favorite model top sell and why that was your favorite.

Ed: We had a great team in my time in Lafayette and I would say the average number of reps making it past 2 years was probably 70%. The Lanier training and support, at that time, as well as the hiring model made for successful reps.

Art:  What was the percentage of copier sales people that made it past two years and why made them last or not last so long?

Ed: We had a great team in my time in Lafayette and I would say the average number of reps making it past 2 years was probably 70%. The Lanier training and support, at that time, as well as the hiring model made for successful reps.

Art:  What did you like the most about your job in the seventies?

Ed: I loved the fierce competition within the sales team to be the Salesman of the Month/Quarter. It absolutely drove me…… Also, the money was great!

Art: What did you dislike the most about your job in the seventies?

Ed:  Probably the toughest was the boiling heat of Louisiana and wearing a coat and tie every day on every call.

Art: What was the compensation plan like, was there a salary, what is just commissions or was there a mix of salary and commissions?

Ed: The pay plan was $800 a month draw plus commission. Base was 17% on coated units and 8% on plain paper unit + add on for maintenance, leasing and supplies.

Art: How did you go about finding new business, and what was your favorite of those methods and why?

Ed: Cold calling accounted for at least 80% of my business. Using the phone, call in leads and my own direct mail accounted for the remaining 20%.

Art: What was the first sales book that you read that and what did you take away from it?

Ed: The Five Great Rules of Selling. I made every rep I hired through my 40-year career in management read that book. Attention, Interest, Conviction, Desire & Close is the bedrock of selling. Understanding that structure, what it means, how to go through the steps is invaluable.

Art:  What type of car did you use for your demonstrations and how many demonstrations would you perform in a week demonstration (may you can find a pic an add it)

Ed:  I had a selling machine for a vehicle, a 1978 Ford Club Wagon Chateau. With the second-row captain’s chairs out and the third-row bench seat out I could fit one copier cart through the side door and two side by side in the back. Very few days did I go out with only two units. That way if I left a unit on trial or had to take one to install, I always had two left to demo (one coated and one plain paper).

Art: Can you tell us a couple of funny story about selling copiers in the seventies?

Ed: There were tons of funny stories. One that made its way to the very top at Lanier (the top was CEO Gene Milnor, a legend) was this: I was on a sales blitz and in the field with a rookie in El Dorado Arkansas, which was part of the Monroe, La. Office. We called on a one-man attorney who had an office upstairs. It was a gorgeous Spring day, and he had his window open behind his desk and his old 3M dual spectrum copier on a table next to the window. After a great demo his objection was, “that unit can really help me out and once this old copier dies, I’ll call you” You can imagine how many times I came back at him, but he wouldn’t budge. Finally, I said something like “so if I understand you, once your copier dies, you’re going to get the VQCIII, is that correct?” He answered an emphatic yes and I proceeded to unplug his copier and I tossed it out the window (during the demo I could see out and it was just an empty alley). He looked out the window, turned around and broke out laughing and said “you’re F***ing” crazy” I immediately told him we had plenty of these old units in stock to replace what I had just ruined and he thought a second and said “no thanks, I’ll get the new one”.

Art: What is the biggest threat you seeing facing the industry today?

Ed: Replacing clicks by improving the dealerships ability to sell MPS. Finding good people.

Art: If you had to would you do it all over again, if so what would you change?

Ed: Art, I would not change a thing, I had a blast and made a bunch of money and relationships that have lasted all these years. From Lanier to being a part owner it has been one heck of a ride.

Art: What’s the one piece of knowledge that you’d like to share with new reps entering our industry?

Ed: I tell every hire that they will NOT like every part of what it takes to be successful, that’s a given. Once they identify the thing they dislike the most (database entry, cold calling, using telephone etc.) then that is the area they must attack and not try to work around it. “Being successful is doing some things that you don’t necessarily like to do”. I played a lot of football and I can tell you I didn’t like Spring practice when it was 3 hours of full pads every practice and I hated two a days, but those practices made me a good player.

-=End=-

Special thanx to Ed for doing this!  I find some hidden gems with every interview I do from our veterans of the industry.  Maybe I should have launched a copier or two out the window also! Ed's Linkedin profile is here.

-=Good Selling=-

 
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MSP & MSSP & IT Industry Notes

MSP, MSSP and IT Notes Industry January 24th, 2021

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January 24, 2021

MSP. IT & MSSP Industry Notes

Sponsored by

Arcoa Group

Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.

What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients will see better results.

CTS Acquires ClearSky Technologies to Create a Comprehensive Offering of In-building Wireless ...

  • Communication Technology Services, a U.S. provider of in-building and campus wireless solutions, has acquired ClearSky Technologies, based out of Orlando, Florida
  • The wireless industry is seeing two significant shifts - the need for greater indoor cellular coverage for mission critical applications and the ability for enterprises to deploy their own private LTE and 5G networks
  • Acquisition provides Communication Technology Services a foundation of network solutions and expertise that is critical to the successful deployment of private LTE and 5G networks

Lexington IT firm acquires Ohio firm, expands into region

  • Reported on Wtvq.com
  • NetGain Technologies, a managed IT services provider in the Midwestern and Southeastern U.S., has acquired Arnet Technologies and LK TECH
  • Employees of both Arnet Technologies and LK TECH will join the NetGain team

Thrive Acquires Apex IT Group

  • Thrive, a provider of NextGen Managed Services, has acquired Apex IT Group, a leader in IT technology managed solutions for companies in the Greater Philadelphia region
  • Establishes Thrive's significant presence in the Mid-Atlantic corridor by expanding their Cloud & Cyber Security focused NextGen platform into the Apex IT client base
  • Apex IT Group, headquartered in Mount Laurel, New Jersey, delivers IT managed services
  • Apex IT Group will be a founding staple of Thrive's Mid-Atlantic region, overseen by Jason Shirdon, EVP & Regional General Manager, and formerly the President of EaseTech, a Columbia, Maryland MSP that Thrive acquired in late 2019

etherFAX offers Direct messaging connector

  • etherFAX, headquartered in Holmdel, NJ, announced new DirectFax solution enables healthcare organizations to send and receive PHI directly to applications with end-to-end encryption
  • etherFAX is provider of cloud-based fax server solutions
  • Announced it won contract for new solution from Starling Physicians, which has 30 offices across Connecticut

Quocirca report on print security

77% of organizations surveyed reported that printing will be a very important or critical aspect of their business in next 12 months

  • 64% experienced print related data losses in 2020
  • Average cost of data loss of $1.6 million
  • 78% will be increasing print security solution spending in 2021
  • 45% will go to their managed IT security services vendor for help with print security
  • Only 15% trust their MFP/printer vendor for print security solutions

Importance of print security article

  • Published by The Imaging Channel magazine
    In past 6 months, 2/3’s of organizations have experienced data losses due to
    insecure printing practices
  • 40% of IT decision-makers turn to their managed security service provider for print security advice
  • Microsoft stated that 44% of hacking targets were in the information technology sector, including equipment (printer/MFP) providers
  • Printers/MFPs are some of the most neglected devices on a customer’s network when it comes to data security
    • Cybercriminals are aware of this and often target printers/MFPs for that reason
  • The very remote monitoring and management technology that manage print services providers rely on, can also be source of security risk
  • DCA (data collection agent) could be transformed into a silent and effective
    command/control attack vector for cybercriminals

Fujitsu launches ScanSnap iX1600 and iX1400 scanners

  • Reported on betanews.com
  • New iX1600 and iX1400
  • iX 1600 has 4.3” LCD display and Wi-Fi
  • USB connect
  • Mac and Windows compatible
  • Uses ScanSnap software
  • iX1600 simplex scan speed of 40 ipm, duplex at 80ipm
  • Both will retail for under $500

Expereo certified as Advanced partner of Cisco's Cloud and Managed Services Program

  • Expereo, has been certified as an Advanced partner of Cisco’s Cloud and Managed Services Program (CMSP)
  • Expereo now a part of Cisco’s world-wide Advanced partners
  • Expereo is a provider of managed network solutions, including Global Internet connectivity, SD-WAN, and Cloud Acceleration services

Importance of print security article

  • Published by The Imaging Channel magazine
    In past 6 months, 2/3’s of organizations have experienced data losses due to
    insecure printing practices
  • 40% of IT decision-makers turn to their managed security service provider for print security advice
  • Microsoft stated that 44% of hacking targets were in the information technology sector, including equipment (printer/MFP) providers
  • Printers/MFPs are some of the most neglected devices on a customer’s network when it comes to data security
    • Cybercriminals are aware of this and often target printers/MFPs for that reason
  • The very remote monitoring and management technology that manage print services providers rely on, can also be source of security risk
  • DCA (data collection agent) could be transformed into a silent and effective
    command/control attack vector for cybercriminals

Fujitsu launches ScanSnap iX1600 and iX1400 scanners

  • Reported on betanews.com
  • New iX1600 and iX1400
  • iX 1600 has 4.3” LCD display and Wi-Fi
  • USB connect
  • Mac and Windows compatible
  • Uses ScanSnap software
  • iX1600 simplex scan speed of 40 ipm, duplex at 80ipm
  • Both will retail for under $500

Expereo certified as Advanced partner of Cisco's Cloud and Managed Services Program

  • Expereo, has been certified as an Advanced partner of Cisco’s Cloud and Managed Services Program (CMSP)
  • Expereo now a part of Cisco’s world-wide Advanced partners
  • Expereo is a provider of managed network solutions, including Global Internet connectivity, SD-WAN, and Cloud Acceleration services

The future of print in the digital workplace – Global Market Insight Study

  • Reported on itweb.co.za
  • Digitization is also set to accelerate
  • Print simply is not going to disappear any time soon
  • “The ‘less-paper’ office is more likely than the paperless office”
  • 78% say printing is important to their daily business
  • dropping to 64% that expect it will still be important in 2025

Global PC shipments increase

IDC reports that sales are up 26.1% during last quarter

  • Reached a total of 91.6 million units
  • Growth fueled by work from home and remote learning during pandemic
  • Top manufacturers include:
  • Lenovo of China
  • HP
  • Dell
  • Apple
  • Acer

Toshiba partners with Barracuda

  • Barracuda Networks, headquartered in Campbell, CA, is supporting the development of Toshiba’s global managed IT services blueprint
  • “We have seen a lot of print companies that have been acquiring security centric or security capable managed service providers, so that they can go and provide more services to their customers, and they have proven to be extremely successful. I think we will see more and more organizations looking to see how they can change their focus,
    how they can do more for their customers, how they can retain their customers, how they can find new customers, and we are well positioned to help them do that.”, stated Jason Howells, VP of Barracuda
  • Has also provided Toshiba’s printer/MFP division with ongoing marketing tools and support, including access to partner portal
  • Is now running weekly training sessions for sales force
  • Portfolio of security products including email, network, application, cloud, as well as managed services and data protection

Cybersecurity

  • ZDNet magazine now reports that 50% of hacking attacks on healthcare industry involve ransomware.
  • The federal government announced that the year 2020 set a record for number of breaches in the U.S. healthcare industry.
  • Socialarks, a social media management company, exposed 400 gigabytes of personal info from 214 million users due to an unsecure online database.
  • President Donald Trump officially signed HR 7898 into law on January 5, 2021The HIPAA
    • Safe Harbor bill amends the HITECH act to require the Department of
      Health and Human Services to incentivize best practice cybersecurity for meeting HIPAA requirements.
    • The legislation directs HHS to take into account a covered entity’s or business associate’s use of industry-standard security practices within the course of 12 months, when investigating and undertaking HIPAA enforcement actions, or other regulatory purposes.
    • requires that HHS take cybersecurity into consideration when calculating fines related to security incidents
    • required to decrease the extent and length of an audit, if it’s determined the impacted entity has indeed met industry-standard best practice security requirements.
    • “this provision serves as a positive incentive for health providers to increase investment in cybersecurity for the benefit of regulatory compliance and, ultimately, patient safety,”
  • A global law enforcement operation has taken down DarkMarket, which Europol describes as the world's largest underground marketplace of illegal goods on the dark web.
  • DarkMarket has generated $170.2 million in revenue by selling drugs, malware, credit cards and more
    • arrested a 34-year-old Australian alleged to have operated DarkMarket
    • also shuttered 20 servers used to host the illicit market located in Moldova and Ukraine
    • DarkMarket had more than 500,000 users, including 2,400 actively selling content, resulting in more than 320,000 transactions
  • Rogue malware that can hack into an Android-based smartphone is up for sale on the Dark Web for as little as $29.99
  • Leon Medical Centers of Florida notified an unknown number of patients that their PHI was exposed after ransomware attack
  • Promutuel Insurance company notified 630,000 customers that their info was exposed after being posted online by a ransomware hacker.
  • Banner Health, headquartered in Phoenix, AZ, announced it has agreed to pay $200,000 to settle allegations of not providing patients with timely access to their PHI.
  • Check Point Cybersecurity announced that its research shows that 43% of all email phishing attempts are attempting to pass themselves off as messages from Microsoft.
  • Wall Street Journal reported that the TikTok app is exploiting a loophole to collect unique identifiers from millions of Android-based smartphone users and provide to Chinese government.
  • Ring, the video doorbell company, notified an unknown number of customers that their info was exposed after a security flaw was discovered.
  • Clearfield County government of Pennsylvania notified an unknown number of citizens that their info may have been exposed after ransomware attack.
  • Beebe Medical Foundation of Lewes, Delaware notified an unknown number of patients that their PHI was exposed after a ransomware attack.
  • Stormont Vail Health of Topeka, Kansas notified an unknown number of patients that their PHI may have been exposed after an employee illegally shared website access to outsiders.
  • The Puget Sound Educational Service District notified an unknown number of students in King and Pierce counties of Washington, that their info may have been exposed after ransomware attack.
  • Clark Hill Law Firm, headquartered in Detroit, MI, notified an unknown number of clients that their info may have been exposed after cyberattack.
  • United Nations Environmental Program notified 100,000 people that their info may have been exposed after cybersecurity incident.
  • Start Skydiving of Middletown, Ohio notified an unknown number of employees and customers that their info may have been exposed after being illegally accessed by a former employee.
  • Galstan & Ward Family and Cosmetic Dentistry of Suwanee, GA notified 10,759 patients that their PHI was exposed after ransomware attack.
  • Gastroenterology Consultants Ltd. of Nevada notified an unknown number of patients that their PHI was exposed after ransomware attack.
  • Golden Gate Regional Center of San Francisco, CA notified 11,315 patients that their PHI was exposed after ransomware attack.
  • Taylor Made Diagnostics of Virginia notified 3,464 patients that their PHI was exposed after ransomware attack.
  • Warren-Washington-Albany ARC of New York notified 1,000 patients that their PHI was exposed after ransomware attack.
  • New Jersey Dental Hygienists’ Association notified 160,000 patients that their PHI was exposed after ransomware attack.
  • Reconstructive Orthopedic Center of Houston, TX, notified an unknown number of patients that their PHI was exposed after ransomware attack.
  • Paramount Dental Studio of Huntington Beach, CA notified an unknown number of patients that their PHI was exposed after ransomware attack.
  • Coldwater Orthodontics of Michigan notified an unknown number of patients that their PHI was exposed after ransomware attack.
  • Delta Dental Plans Association of Illinois notified an unknown number of patients that their PHI was exposed after ransomware attack.
  • All About potential Family Chiropractic of South Dakota notified an unknown number of patients that their PHI was exposed after ransomware attack.
  • Crozer-Keystone Health System of Pennsylvania notified 6,863 patients that their PHI was exposed after ransomware attack.
  • Capcom Video Games notified “thousands” of customers that their info was exposed after ransomware attack.
  • Pitkin County government in Colorado notified an unknown number of citizens that their info was exposed after cybersecurity incident.
  • Ronald McDonald House Charities, headquartered in Chicago, IL, notified 18,000 guests that their info was exposed after ransomware attack.
  • Excellus Health Plan, Inc., headquartered in Rochester, NY, has agreed to pay $5.1 million to the Office for Civil Rights (OCR) at the U.S. Department of Health and Human Services (HHS) and to implement a corrective action plan to settle potential violations of the Health Insurance Portability and Accountability Act (HIPAA) Privacy and Security Rules related to a breach affecting over 9.3 million people.
  • Gainwell Technologies, headquartered in Conway, Arkansas, announced that someone may have gained unauthorized access to 1,200 participants’ information in Wisconsin’s  Medicaid program.

 
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Attention Sales World...Think And Act Like A Professional Golfer.

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“That’s why I’ve busted my butt on the range for hours on end and made changes to get to this point where I’m able to compete at the highest level in major championships. That’s where you want to be.”
Tiger Woods

The sales community has a fascination with sports analogies. How many times are comparisons being made between sports athletes and salespeople?

Let's all stop and think for a moment... Can you imagine a professional athlete operating with a sales rep's mindset? Allow that one to sink in for a moment.

I believe sales is a lot like golf. At the core essence, it's an individualistic game. You’re on your own. There is no team to pick up the slack when you’re down, it is all you.

In golf, you play alongside or against other players, you have the support of a mentor or coach, but you’re really playing on your own. Does some of this remind you of sales?

Every day is a new day for a golfer, it's a fresh start. Does this remind you of sales? It doesn’t matter how successful they were yesterday or the day before.

There is no taking it easy, no resting on their laurels and no complacent mindset for a professional golfer. Oops, this doesn't sound like sales.

Your success is based on how you perform today

In golf, the approach to every situation is different. The courses are different, the conditions are different, there are obstacles requiring different strategies and different club or iron usage. Unpredictable conditions present things that are totally out of their control. Golfers can catch a bad break, get a bad bounce or bad lie as they have to deal with it and recover from it.

This sounds a bit like sales, doesn't it?

In sales, no two selling situations are alike. Your clients and buyers all have different needs and requirements. They present obstacles (objections) requiring different approaches, tactics and strategies.

We all know, in sales things don’t always go as planned, as sometimes you get the proverbial bad bounce. Calls don’t get returned, appointments get cancelled, budgets get cut and contracts don’t get signed on time.

However, you still need to figure out a way to recover and bounce back. No salesperson enjoys a bad experience, but the great ones learn from it, erase it from their mind and they move on.

“Every mistake that you make, you learn from it and you move on and you try to make sure that you don’t do it again.”
Rory McIlroy

PROFESSIONAL GOLFERS WORK ON THEIR MINDSET

Those who consistently play great golf, have one thing in common - they work on their mindset. Wanting to play great golf is not enough. It is having the complete belief in themselves that they are capable of reaching the pinnacle, winning a major tournament.

As with a golfer, in order for you to achieve true success, you must limit your weaknesses, leverage your natural gifts, play to your strengths; to reach your full potential.

Success or failure is a driven by expectations and beliefs. Limited or negative thinking will produce a poor mindset which results in undesirable outcomes.

The space between your ears is a powerful predictor of success

PROFESSIONAL GOLF REQUIRES DISCIPLINE

Golf requires an extreme amount of self-discipline. It is all about preparation, planning, and perseverance.

If you want to excel in golf, not only do you need to play the game, but you must consistently practice. The rewards don’t come with every shot, every hole or even every round.

Any of this starting to sound familiar to you?

Each shot, each round, each day, will test their focus, temperament and will require them to think strategically.

"We create success or failure on the course primarily by our thoughts"
Gary Player

PROFESSIONAL GOLFERS PRACTICE

According to the United States Golf Association, a golfer is allowed to have 14 clubs in their golf bag. This may include three woods (driver, 3-wood and 5-wood), eight irons (3-9 iron), a pitching wedge and a putter. These are the 12 standards in a golf bag. They are allowed 2 more specialty clubs, rounding out to 14.

There is an old saying, "practice makes perfect" or "perfect practice makes for perfect play."

Here lies my concern with many of you in sales...

If a golfer has 14 clubs in their bag which are all designed to assist them in achieving success on the golf course, then my question to all those in sales...

How many tools are in your sales tool bag that you consistently use, practice and perfect in order to help improve your game?

Each club, iron, wedge and putter are designed for a specific purpose. In order for a golfer to achieve success on the golf course they must practice using each and every club in their golf bag.

Any of this hitting home? Are you starting to get it? How many of you are practicing on a daily basis your sales tools? Need I say any more?

A professional golfer knows how to use every club, iron, wedge and putter to the best of their ability, as they diligently practice with consistency.

Can the same be said for you?

How many hours per week are you practicing your sales game?

In order to consistently win requires practice. I encourage all of you to consistently practice removing these three things from your sales bag - Excuses, Ego and Fear.

  • Are you working on you? This means stretching your comfort zone.
  • Are you practicing pushing yourself and your abilities? Small steps every day reap gigantic rewards.
  • Are you practicing repeatably until it hurts? The best performers repeat their practice and do so at ridiculous lengths.
  • Are you committed to yourself enough to seek feedback and guidance? We all have unrecognizable blind spots. You can't improve if you don't know how you're doing.

AS WE ROUND INTO THE CLUBHOUSE

Arnold Palmer once said, “It’s a funny thing, the more I practice the luckier I get.”

The same can be said of you...

The more activity you put into your sales craft and workday, the better the results will be.

I believe selling is not about luck or chance, top salespeople may give the impression that it’s easy, but that has come from years of practice, and often many costly mistakes.

Here is the bottom line, you can’t shortcut the hard work needed to be successful in sales.

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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 heartfelt 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! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

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In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

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 LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.



 
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This Week in the Copier Industry 5 Years Ago

The Week in Copiers Five Years Ago

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The Week in Copiers Five Years Ago

Last Week in January 2016

Just like that the first month of 2021 is about to end.  When you earn a living based on your month to month performance it seems the time does really fly.  However that month to month evaluation of your performance means that you have a new chance to excel 12 times a year.

Enjoy These Awesome Copier Threads from 6 Years Ago This Week

Konica Minolta Ranked First Place for Two Consecutive Years at the 19th Nikkei Environmental Management Survey

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recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for eight consecutive years. Konica Minolta has also been named to the Dow Jones Sustainability World Index for four years in a row. For more information, please visit: www.KonicaMinolta.ca and follow Konica Minolta LinkedIn , Twitter @KonicaMinoltaCA, and YouTube . Rebekah Fougere, Director, Marketing Sales Support Konica Minolta Business Solutions (Canada) Ltd. +1 905.890.6600
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Canon U.S.A. Launches the New Océ Arizona 1200 Series UV Flatbed Printers to Capture the Imagination of Customers

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MELVILLE, N.Y. , Jan. 25, 2016 /PRNewswire/ -- The globally successful OcÉ Arizona printer series just keeps getting better as Canon U.S.A. , Inc., a leader in imaging solutions, today announced the global launch of the 4 th generation of the award-winning OcÉ Arizona ® Series flatbed printer for mid-volume print producers. Mid-volume print providers can now also think big The latest addition to the world's best-selling range of mid-volume UV flatbed printers have been designed for sign
Blog Post

Does Your Copier Dealership Offer A Bakers Dozen?

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It was the Eighties,we were in New Jersey, and I was leading the pack of six copier sales people. We were all in our twenties, single and making oodels and oodles of cash selling plain paper copiers! Station wagons, hatch backs, pickup trucks, copier guerney's, rolodex's, change for pay telephone calls, yellow page books, business street directory books, mucho phones, mucho demonstrations, delivering your own copiers, and training end users were the staple of the copier sales person in the
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Konica Minolta Awarded RobecoSAM Silver Class

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Minolta aims to become a sustainable global company vital to society and will contribute to solving social challenges through its business activities. For additional information about Konica Minolta’s sustainability, please visit: www.konicaminolta.com/about/csr/
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Ricoh launches new eco-friendly AR latex inks at FESPA 2016

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deliver sharper, richer, colour on a wider range of substrates with faster drying times and reduced energy consumption compared to the original latex ink will be highlighted. Print service providers will also learn how they can dramatically expand their indoor and outdoor sign and display graphics offerings. Expanded colour gamut for vibrant results Ricoh’s new AR latex inks are available in CMYK, plus orange and green for an expanded colour gamut. White ink is also available to enhance printing
Blog Post

How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

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convince the decision maker. She saw a printer, opened PrintAnalyze Full and noted the cost per page for that printer from the embedded Database. Then she asked the owner “Sir, how many pages do you print in your 3 factories?” Our owner stated. "strictly no idea", the owner then call the accountant. Five mins later, the accountant came in and said: “last year, we bought "x" reams of paper”. For a seasoned sales rep, that was enough to make an assessment. Easy to multiply by the costs per page
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Senior Sales Manager

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Job Description Responsibilities: Attract, hire, train, develop, motivate and manage members of a world-class sales organization. Aggressively stimulate, review and monitor all business activity for the branch and ensure achievement of activity goals. Ensure achievement of branch sales and profitability objectives. Accurately forecast annual, quarterly, monthly and weekly revenue streams. Provide quarterly evaluations of sales organization productivity. Understand each employee’s strengths and
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IT services seen as new sales driver by 2020

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TOKYO -- Canon Marketing Japan aims to reap 800 billion yen ($6.71 billion) in group sales for the year ending in December 2020 by building information technology services as its new pillar. That figure would represent a 24% jump from fiscal 2015, as outlined in the Canon marketing unit's new five-year plan. Parent Canon seeks to bolster business-to-business operations, which will be supported by Canon MJ's IT services. The company looks to boost sales for services such as cloud-based
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MEETINGS ARE MORE VALUABLE AND COLLABORATIVE WITH RICOH’S LATEST 65-INCH INTERACTIVE FLAT PANEL DISPLAY

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simple touch screen monitor displaying images from whichever AV device is connected and touch screen control is enabled via USB. The RICOH D6500 TouchPanel (Business Edition) is pre-configured with a controller that comes preloaded with Ricoh’s versatile software for multi-touch finger control, document annotation, page drawing, remote collaboration, and information sharing and saving tools required by business customers. “Meetings are a crucial part of the typical organization, yet are often
Topic

Surging 3D Printer Sales Mean More Potential Business for CHGT’s Online Portal

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HOUSTON--( BUSINESS WIRE )--Recent reports show 3D printers are flying off manufacturers’ production lines and store shelves, and that’s good news for Changing Technologies, Inc. (OTCQB: CHGT) revolutionary online printing portal, 6d3d.com , which aims to connect content creators around the globe with 3D printers. “3D printing is no longer the wave of the future… the future is here now” Tweet this According to a noted industry news site, sales of 3D printers skyrocketed 35 percent in 2015
Blog Post

What is a Simple Workflow That Can Benefit Attorneys? "Part V for Print Audit LAW"

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firms, printing remains an unnecessary cost center and traditional copt recovery applications for Print/Copy can be antiquated, and expensive to maintain. Does this mean that law firms are moving to a flat disbursement fee? The Ilta Survey also states that Less than 3% of law firms in North America have created a flat disbursement fee to cover office supplies like Print/Copy/Scan/Fax. For an office equipment salesperson, this is a great opportunity to discuss a bundled hardware software program
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Canon Solutions America Sparks Innovation at the 2016 Best Value Conference

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format printing solutions, supported by exceptional professional service offerings. With the technology offerings of the Canon and OcÉ brands, Canon Solutions America helps companies of all sizes improve sustainability, increase efficiency, and control costs through high volume, continuous feed, digital and traditional printing, and document management solutions. A wholly owned subsidiary of Canon U.S.A., Inc., Canon Solutions America is headquartered in Melville, N.Y. and has sales and service
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12 Unexpected Productivity Hacks That Actually Work

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12 Unexpected Productivity Hacks That Actually Work 1) Work less. Not only does working long hours cause health problems , but there's a wide body of research that shows productivity actually improves with shorter hours. A 2014 study published by John Pencavel of Standford University found that how much employees get done takes a sharp dropafter50 hours of work in a week, and even more drasticallyafter 55 hours. The study found that employees working 70 hours per week actually produce nothing
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Re: IT services seen as new sales driver by 2020

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IT services are to account for 40% of sales by 2020, up roughly 10 percentage points from 2015 So, currently (2015) IT Services account for 30% of Canon's sales? This is getting to be a Very Crowded field here in the US of A!
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Global Wireless Printer Market Predicted to Reach USD 73 Billion in Revenues by 2019, According to Technavio

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and solutions that allow printer sharing over multiple networks while integrating with cloud systems,” says Technavio’s lead market research analyst for hardware and semiconductor research , Navin Rajendra. “By deploying wireless technology to share files, printing service providers are offering managed print services to companies through outsourced third-party vendor arrangements. It not only saves 30% of the total cost of printing but also provides better integrated and secured document
Blog Post

Don't Become Sales Settlers

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salespeople will bitch regarding their sales manager constantly riding their backs. Yet most sales managers tend to focus on the underperformers, and spend less and less of their time focusing on the top performers. As a recovering copier sales rep, I’ve been in bullpens and heard mutterings of “I don’t care what they’re doing if they’re hitting their numbers”. Coach, coach and coach my friends. This is why sports dynasties exist. Salespeople within Sales Teams are Tired and Jaded Often times this
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Re: IT services seen as new sales driver by 2020

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BCarroll Are you selling Managed IT, and if so, how is it going for you? Art
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Worldwide Spending on 3D Printing to Grow from Nearly $11 Billion to $26.7 Billion by 2019

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According to the Semiannual 3D Printing Spending Guide just released by International Data Corporation (IDC) the 3D printing industry is going to be rapidly expanding in the next three years. The global market intelligence and advisory services provider is predicting that 3D printing will expand globally at a 27% compound annual growth rate. IDC says that the nearly $11 billion industry in 2015 will balloon to $26.7 billion by 2019. This is one of the fastest rates of growth yet predicted for
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Foxconn details offer for troubled Sharp, Gou steps in: source

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Taiwan's Foxconn ( 2317.TW ) has detailed its offer for troubled electronics maker Sharp Corp ( 6753.T ), a person with direct knowledge of the talks said, potentially complicating a rescue bid led by a Japanese state-backed fund. Innovation Network Corporation of Japan (INCJ), still seen as a front runner, will go head-to-head with Foxconn in the bidding for Sharp, and its third bailout in under four years. Foxconn, formally known as Hon Hai Precision Industry, had already offered over 600
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Xerox to Split in Two; Carl Icahn to Get Three Board Seats

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Updated Jan. 28, 2016 5:19 p.m. ET 12 COMMENTS Xerox Corp. XRX 0.00 % is planning to split into two publicly traded companies, according to people familiar with the matter, making the century-old company the latest to slim down and narrow its focus. Xerox, synonymous with once cutting-edge technology, plans to divide itself into one company containing its hardware operations and another housing its services business, the people said. The company is expected to make the announcement
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Japan Won’t Give Up Sharp Without a Fight

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: Taiwan’s Foxconn Technology Group and a government-backed fund called Innovation Network Corp. of Japan (INCJ). Foxconn is offering $5.1 billion; INCJ plans to bid $2.6 billion. It sounds like a win for Foxconn. But in Japan, floundering companies have long relied on the state. Sharp’s management is leaning toward the lower offer, according to two people familiar with the talks. Shareholders haven’t griped publicly, and Sharp’s banks seem to be onboard. Critics see Sharp as proof that Abe doesn’t have
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Tips to Keep Your Sales Team’s Emails Landing in Inboxes and Out of Spam Folders

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“I’m sending you an email invite right now, but be sure to check your spamfolder” Doyour sales reps have to say this to leads over the phone? Hopefully they don’t, but if you run aggressive outbound campaigns, getting your company’s emails into inboxescan be an issue. Not all emails make it to their final destination, sort of like this cat: read the rest here
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Japan fund undecided on Sharp; Foxconn reportedly ups offer

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A Japan ese state-backed fund said on Friday it had yet to decide on its potential rescue plan for Sharp Corp, while a media report said Taiwan's Foxconn had raised its offer in a rival move for the struggling electronics maker. Innovation Network Corp of Japan (INCJ) officials have been discussing a capital injection of more than 300 billion yen ($1.7 billion) into Sharp and up to 350 billion yen of financial assistance from the company's two main lenders, sources have told Reuters. The fund
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Hon Hai CEO says Sharp to decide on investment within week

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Taiwan's Hon Hai Precision Industry Co ( 2317.TW ) said on Sunday that it was confident of its offer for Sharp Corp ( 6753.T ) and expected the struggling Japanese electronics maker to come to a decision on the issue within the week. The comments by Terry Gou, chief executive of the world's largest contract electronics manufacturer, came after he met with Sharp's board on Saturday in Japan. "I am not just bringing capital. I am bringing an entrepreneurial spirit. I am bring a culture of sharing
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Re: How One Simple (Smart Phone/Tablet) Print App Can Help You Close More Orders!

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sounds like a great tool in the right hands. Thanks looking forward to the meeting,,,
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Re: Ricoh America's Trying to Poach Dealer Account?

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It's not a two way street. The ROE from Ricoh states RBS can't poach dealer accounts but dealers can poach RBS accounts. These bastards in these direct operations are glorified used car salesmen at best, most of the time.
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75% of Europe’s workforce will be mobile by 2018, IDC research reveals

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-to-business brand dedicated to creating cost effective, professional in-house printers, applications and services which are designed to increase the efficiency of today’s and tomorrow’s businesses. The company is well-established as one of Europe’s leading printer brands, in terms of value and units shipped. For over 60 years OKI Europe has been delivering advanced printing solutions worldwide, introducing ground-breaking technologies that support the needs of businesses large and small. Our
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Re: Xerox to Split in Two; Carl Icahn to Get Three Board Seats

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I would bet dollars to doughnuts that splitting the company into two units will allow Xerox to sell the hardware portion and retain the services led portion. We will see
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Re: Xerox to Split in Two; Carl Icahn to Get Three Board Seats

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Hey look! Carl Ichan, he did this with HP, now he's doing it to Xerox and he's been trying to do the same thing to Nuance for some time.
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Re: Ricoh America's Trying to Poach Dealer Account?

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I am always hearing our sales people complain about dealers taking accounts from us. Then I read your blog and see posts about direct stealing dealer accounts. I always imagine if I were the buyer and how mad I would be if I found out who I can buy from is being limited. If I want to but a dell laptop I can compare dell with their dealers.
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Re: Ricoh America's Trying to Poach Dealer Account?

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msaeger posted: I am always hearing our sales people complain about dealers taking accounts from us. Then I read your blog and see posts about direct stealing dealer accounts. I always imagine if I were the buyer and how mad I would be if I found out who I can buy from is being limited. If I want to but a dell laptop I can compare dell with their dealers. It's crazy business out there, I would not mind having NO "Rules of Engagement" as long as the pricing was similar for both players. Ten
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Re: Ricoh America's Trying to Poach Dealer Account?

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It goes both ways. As a RBS employee I understand and follow dealer incumbent ROE but for the dealers their are no rules, I have had 100% MIF poached and lost significant deals because the dealer got better price support from Ricoh. If only we all played fair - but it's a one way street, so there is no "fair". The RBS employee here should ask himself if it's really worth it, and then go find someone else to sell to.
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Re: Ricoh America's Trying to Poach Dealer Account?

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I think I want to start buying our machines from RBS instead of Ricoh Distribution. The directs are the biggest whores now a days and the Japanese could care less as long as that factory keeps running. It's amazing to me how much they have screwed this industry up in the last 20 years.
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Re: Ricoh America's Trying to Poach Dealer Account?

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This is a 2 way street as I have heard of dealers TARGETING Ricoh direct accounts, it's a nature of the business. If the rep was taking that good of care of said upper education account, then there wouldn't be a problem, which it doesn't appear there was a problem.
Blog Post

Why We Love B2B (And You Should, Too!)

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sway tobacco use, social selling pundits are using scare tactics to sway salespeople right into social selling. My message to all sales teams, "Focus on getting back to the basics!" As a recovering copier sales rep, I admit I have old school DNA running throughout my blood. I have fond memories of 50 cold calls per day, feet on the street and phone to the ear. The skills I developed over 25 years ago formed the building blocks of successfully integrating social selling. Building relationships
Topic

How the Financial Industry Goes Paperless and Stays Compliant

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institutions have already rolled out paperless platforms, which make audits by the SEC and other regulatory bodies run more smoothly. More Than Just Going Green Last year, Canon Business Process Services performed a studythat found that more than 62 percent of respondents still manually handle more than 75 percent of their annual invoice volumes. Human resource records can become even bigger headaches when continuing certifications, tests, and specialty training must be tracked in addition to regular
Topic

Let There Be Light: Illuminating the 3 Dark Truths of MPS So You Can Make More Money

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Let There Be Light: Illuminating the 3 Dark Truths of MPS So You Can Make MoreMoney by Print Audit Are you the owner of an office equipment dealership looking to grow your MPS (Managed Print Services) business in the next 10 years? There are 3 dark secrets threatening your livelihood that you may already be aware of (or should be!). The question is, how can you turn them to your advantage? Read more of this post
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ITEX 2016 Announces Keynote Lineup

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. Cathy will assert that whether you believe 3D printing is hype or reality – she suggests you get in the game now, before your competitor’s do, and begin to manufacture the future. Laura Blackmer , SVP, Sales, Sharp Imaging and Information Systems of America, “ Millennials and Diversity – Building a 2020 Workforce ”. In this keynote, Blackmer will address the massive shift our workforce is currently undergoing as aging baby boomers are retiring, more women than men are graduating from college and
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bakers dozen lease.pdf

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Comment

Re: Ricoh America's Trying to Poach Dealer Account?

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In the days where a majority dealers are not exclusive to any one specific manufacturer we (dealers) are fair game as maybe we should be. If you are fortunate enough to have two or even three lines to choose from you always have the option to switch lines. I would contact your dealer rep and let him know that due "poaching" you will be presenting a different manufacturer option since you can not compete with pricing on the same equipment offered by direct. Fair is fair.
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Re: Print Analyze Lite App Webinar

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When I click on the Feb 9th event, it shows a start time of 8:00 EST. When I click on the event on the 15th, it shows a start time for the 9th of 9:00 EST. Can you please clarify?
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Re: Print Analyze Lite App Webinar

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Re: Print Analyze Lite App Webinar
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Re: Print Analyze Lite App Webinar

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Both events start at 9AM on the 9th & the 15th
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Re: Render pages in Publisher as monochrome

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This seems to have something to do with Publisher. Even when converted to Single Color and selected as black it clicks color. Bill, I don't think it's Ricoh exclusive...at least I hope not. The printer is just doing what the program tells it to do. Normally, I can work around this by printing the job to the Document Server and combining the job at the MFP. In this case, the customer wants to do a mail merge
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EFI Increases its Investment in China, Relocating its Asia-Pacific HQ to a New Shanghai

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market for printing technology by 2017, according to industry vendor association NPES and print research organization PRIMIR. China already is one of the top countries for EFI’s Cretaprint® ceramic tile printers, print servers and inks. EFI Reggiani textile and VUTEk® superwide-format inkjet printers also have a strong, growing presence there. And, the company has recently introduced a range of value-priced, dedicated roll-to-roll LED printers featuring advanced material handling capabilities
-=Good Selling=-
 
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