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October 2018

Selling Copiers in the Seventies

Selling Copiers in the Seventies with Darrell Leven

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It was good to see Darrell Leven at the recent BTA National Event in New York City a few weeks ago.  During one of the breaks we had the chance to chop it up a bit about the imaging industry.  Where we started and how we go to where we are today.  During that chat is when I found out that Darrell started selling copiers in the late seventies.  I asked if he would mind contributing to our Selling Copiers in the Seventies blog.

Here's Darrell!

What year did you start in the industry and what was your first position?

June 1, 1977    

Territory Sales Representative  

Modern Business Systems, Inc.

Started the Quincy IL sales territory.   Went there with a Savin 770 and a Savin 220 in the back of my station wagon.   They were the only two machines in the territory when I got there.   Three years later, had sold 423 copiers, had 4 technicians and a branch administrator in the new Quincy Branch Office. 

What company aka manufacturer or dealer did you work for during the seventies? 

Modern Business Systems, Inc.   Jefferson City, MO   (headquarters)

Territory Representative 1977-1981

Branch Manager   Springfield IL 1981-1984

Corporate VP Marketing   1984-1987

I sold Savin as a territory rep.

Initially I sold the Savin 220 (coated paper) and the Savin 770 Plain Paper machines.

Soon the Savin 780 with ADF was added to the mix.

Later the 700 series was speed/ feature upgraded to the 870 and 880.   The Savin 895 was added to the product line to offer reduction and 11 x 17.

We had a kick ass 60 month M-2 lease plan.

If you worked for a dealer please tell us what brands you sold?

Savin was the core product we sold in the 60’s and 70’s   In the 80’s, switched to Ricoh, added Panasonic and Konica copiers.   Also sold Exxon fax, Compucorp word processing and OKI white boards

What was the percentage of copier sales people that made it past two years?

 70%

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

It was a great time to be in the industry and Modern Business Systems was an outstanding company and industry leader.

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

Really nothing, it was an exciting industry, great people, great team and the money was great.

We had fun every day.   We kicked ass and took names.

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

Salary and commissions….lots of bonus opportunities and sales incentive contests.

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

Cold calls, networking, community involvement.   I enjoy meeting people so all was fun.   I would credit most of my early success from referrals from the people who bought from me.   I knew more people in Quincy and the surrounding area because of cold calling than most people who had lived there their entire life.

What was your favorite brand and model to sell and why?

Savin 880   Great machine, feature rich with AutoFeed and was the highest commission machine.

What type of car did you use for your demonstrations and how many demonstrations would you perform in a week demonstration?

First car was a 1973 Ford Galaxie station wagon.   Soon traded for a 1979 Ford Econoline Van….to haul 4 copiers rather than two in the wagon.   As a new rep in a new territory, I sold and installed all the copiers….needed a high volume delivery vehicle.

Our goal was 20 demos a month.

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

There are many but you would have to know the characters in the stories.

Prospects used to get excited when you showed them that the big orange lever on the side of the Savin 770 Copier could switch paper size from 8 1/2 x 11 to 8 ½ x 14 ….. that was a big selling feature over the Xerox 3100….it only has one size cassette in the machine.

What is the biggest problem you seeing facing the industry today?

Change and Profits.

What was your quota back in the seventies, was it revenue, GP, units?

Modern worked on a unit value system. Each machine had a unit value assigned.   Units also were paid a commission amount.

Back in the seventies Minolta copier models started with EP and Canon with NP. Do you know what those stood for?

 Not sure….guessing

EP - Electro Static Process      Excellent Process / Electro Process/ Excellent Prints/ Every king of Paper/ Extra Profits ?????

NP – Nano Particle          No Problems/New Process/Near Perfect/????

Note from Art:  The last question was interesting since Canon and Minolta were always competing against each other. The EP stood for Electrostatic Process ( the joke in the industry was eny paper), as far as the NP, well I'm really not sure and hoping someone can and tell us.

Thanx Darrell!

Darrell Leven National Sales Manager BEI Services   816-729-7037

 
3 comments
R.J. Stasieczko

A Halloween Tale of an A3 Copier’s Death (Part Two)

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Part Two - A4’s

Murder charges dropped in A3’s death.

Well, a few days ago we all heard of the apparent suicide of an A3 copier. The police report outlined that the A3 copier became so distraught over a new A4 its owners had on demo, it jumped from the office window.

Today there is an update. It seems that a local judge has thrown out all attempted charges leveled by an A3 manufacturer who believes the unfairness of A4’s capabilities and price points should have caused them to realize that A3’s would flee from hallways and could jump out windows.

Here are some points in the Judges 90-page opinion.

“The A3 manufacturer’s ignored customers desired outcomes; it wasn’t printing or coping on 11/17 size paper.”

“The A3 manufacturer’s are too Product-Centric, and must become Customer-Centric.”

“The A3 manufacturer's equipment takes three service calls to one on an A4 at like volumes.”

We reached out to the A4 copier/printer accused of killing the A3, the A4’s legal team replied to our request for comment through its A4’s cloud printing platform.

See comment below.

“A4 is just better, we A4's understand why the A3’s sees no hope. The world of print equipment and its services is quickly changing, and A4 is the better customer experience.”

Ray Stasieczko

 
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This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago, The Last Week in October 2003

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Wile reading through the threads I re-read a post that I wrote about my brother fifteen years ago. It was this week fifteen years ago that he passed away.  Even though we had our differences he is missed.

Enjoy the threads from 15 years ago this week!

Scan & Capture From the Copier

alike. When scans replace printouts and copies, it often translates into lower lease charges for dealers and diminished (high-margin) consumables revenue. In addition, selling and integrating scanning tends to complicate and lengthen the sales cycle, something many dealers want to avoid. "The MFP vendors are serious about selling scanning capabilities, but the channel isn't as serious or well equipped to sell scanning into the enterprise," says Don Dixon, a principal analyst at Stamford, CT
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Japan's largest office machine maker, said

performance was reported on Wednesday by fellow copier and printer maker Ricoh Co (Tokyo:7752.T - News), which said its net profit jumped 42 percent in the July-September quarter on the back of healthy sales of multi-function printers and cost cuts. Analysts were anticipating upbeat results from both Canon and Ricoh, especially after overseas peer Xerox Corp (NYSE:XRX - News) said last week that its quarterly profit more than doubled on brisk sales of colour copiers while printer giant Lexmark
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Transition to Digital Copiers Nearly Complete

copiers (18% CAGR) through 2007. The ROW region shows the highest growth for black-and-white digital copiers at 17% during the forecast period. Canon holds the highest worldwide black-and-white copier market share at 38%. Ricoh and Xerox follow Canon with second and third share ranks, respectively. Color laser copier shipments will increase from 209,000 units in 2002 to more than 480,000 units in 2007. The Western European region shows the highest growth for color laser copiers during the forecast
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Kyocera Mita Launches

October 16, 2003 Kyocera Mita Launches Vibrant Color and Black and White Device with Copy, Scan, Fax and Print Capabilities Strong print quality and finishing options for professional documents Fairfield, New Jersey, October 16, 2003 - Kyocera Mita, one of the world's leading document imaging companies, announced today the availability of its fully functional 31 pages per minute (ppm) monochrome, 8 ppm color digital workgroup system, the KM-C850D. The device is a comprehensive multi-functional
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When did Ikon start selling RMAP?

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Topic: Ricoh promo on no interest leasing works (1 of 1), Read 5 times Conf: BW: General Discussion From: Larry Jaggers ljaggers@ikon.com Date: Sunday, October 26, 2003 09:30 PM Every time I've promoted Ricoh products that qualify for the no interest leasing promo, my prospect has asked me to put together a proposal. This is an excellent promotion and is definitely raising eye brows. It would be great to carry it beyond December 31, 2003. When did Ikon start selling RMAP? I was under the
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Don't Call! Don't Email!

printing is taking center stage in the effort to make the advertising message fit the prospective buyer. Bruce noted that production costs for digital print have been reduced dramatically in the past decade. Canon, Heidelberg, IBM, Indigo, Xeikon, Xerox and others also have been able to improve digital print quality almost as dramatically as they have cut costs of acquisition and consumables. These changes have set the stage for the production of truly relevant direct mail advertising
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Re: Aficio 2022/27

Ok Jayson: You rocked the boat on the League and they kep th thread in reference to our site. Here is some additional info, all of these documents are on the Savin web site for dealers. Brochure Competitive Matrix Product Codes Compatibility Chart Configurator Chart Frequently Asked Questions PowerPoint Presentation What's New, What's Different Quick Reference Guide Sales Marketing Manual Training Exercises It seems like Ricoh sometimes gives its Ricoh Dealers and unfair
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Monday Sales Tip

"Nothing will ever be attempted if all possible objections must be first overcome."
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Published Xerox Promos

Open attached pdf.Sendme an email if you need this file art@p4photel.com
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Re: SERI Launch Date

Ah........, the long awaited SERI printer. This devices wroks in tandem with any of Ricoh's Digital Duplicators. It actually allows duplicators to print onto alternative media, such as "Tyvek", "Coated Stock" and other stock where the ink was not drying. The SERI dries the ink by passing the paper and ink from the duplicator under a UV light. This process also allows Ricoh to now release "transparent inks", meaning CMYK printing can be accomplished. To me the Seri gives us a new market, that
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Re: Is Nashua???

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Art, Aren't Nashua and Nashuatec two completely different companies? I imagine you mean Ricoh's Nashuatec ... which I know nothing about anyway. Good Selling! Darren
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SERI Launch Date

Does anyone have an offical SERI Printer launch date from Ricoh yet? Art
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Too My Brother

My Brother, my twin, my love. My brother Tony started in the business as a copier technician for Metrpolitan Calculator Systems in Mountainside, New Jersey in 1983. He was trained as a technician and repaired the old NP 120's, 210's and a few others. After two years at MCS he came to work with me at Copy Machine Specialists in Morganville, New Jersey. We sold Minolta copiers at that time, Tony came on as a sales person. He and I worked there until the the company went belly up in 1985, three
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Re: When did Ikon start selling RMAP?

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Do you suppose I could run Savin through Ricoh Leasing? I miss RMAP, Savin, as far as I can tell, doesn't have a program like that.
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Re: Aficio 2022/27

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Did y'all read Tara's post in reply to Jayson's? Man is she full of it. Good job Jay of putting her in her place. I went to the address you gave and there it is. If the same person does do both websites, then obviously that person gets a check from Savin not Ricoh. Just my .02 worth.
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Re: Automatic Meter Reads?

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Graham I have been having a lot of discussions with Ricoh on this very subject for many months now. As you know all the information is in the systems, and essentially the method of retrival and sending is also there, but without PCSM there is no current method of achieving this I understand. The good news is that Ricoh do seem to have recognised that this could have a tremendous impact on everybodies meter clicks as it could also picj up all pages going through on copy,scan,fax & print. They do
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Re: Aficio 2022/27

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See now, you Ricoh brand Ricoh guys got the launch packages. So maybe Savin brand Ricoh puts out the electronic information quicker, but I haven't received any hard copy launch info yet other than the price list from our DSM. You guys are SPOILED!
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Re: 2035/2045 SMTP Authentication

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There is a Firmware upgrade for all of the Scan to Email systems that has SMTP AND POP authentication in the update. All you have to do is upgrade the print/scan firmware and there it is. Graham
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Re: 2035/2045 SMTP Authentication

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Thankyou guys for saving me some time. Yes there is firmware to update the SMTP Auth. I was going to post a Screen shot to say Graham some of his precious time and I found my techs had not update the two in my office that are going out shortly. um, ah, I think there is a firmware update.
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Re: SERI Launch Date

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FYI, SeriPrint is compatible with JP5000/5500/8000/8500/TC2 only. When tied into the SeriPrint system, the unit is no longer able to print with the standard emulsified ink offering, as the SeriPrint unit has top mounted rollers at its' exit section, which would cause surface trailing as the emulsified ink would not have enough time to dry. Mind you, who would want to print with "dry-time consuming" inks when you can print with something that dries instantaneously, when "flashed" with UV? Great
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Re: 1105 GBC Finisher

SOB!!!!!!!!!! Why is Ricoh always last!
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Re: Citrix

Additional info for you... In Citrix, printing is OK. Usually Citrix is running in an environment where Windows is running in the back ground. Printing is no problem. Scanning is out. Unless you set up a separate PC with Scan Router and to that PC you scan what you want. If Citrix can see the folders on that PC, it can access the images. Fax will only work in Windows.
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Re: 1018D Single Tray

Yes you can! We did this about 9 months ago for a church. Just touched base with our service manager and besides removing the lower drawer, there is a paper tray control board in the lower tray that is still required after you remove it, and he said there is room to reposition it somewhere else in the system. Good selling! -Greg
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Re: Has everyone seen what GE Capital is doing?

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I have upgraded 7 GE leases in the last 6 months and sent the machines back because the upgrade and buyout were too high, so the customer opted to send back the equipment. Also had GE call and try to charge the customer an additional $250 on a Toshiba system we sent back for the customer because one tray would not feed paper 3 weeks after their return warehouse received the machine. It wasn't annotated on the delivery receipt from the carrier. But when we offered to send a replacement part
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Re: 2035/2045 SMTP Authentication

Do any of the Ricoh Products support SMTP Authentication? Answer /Currently, ScanRouter V2 Professional (version 2.0), the FAX 5510NF, the Aficio 2090/2105 (with the latest firmware),and the 60/75 CPM machines (with the latest firmware) support SMTP authentication. We expect all Networked FAX products released after the FAX 5510NF to also support SMTP Authentication. Please refer to the documentation for ScanRouter and / or the FAX 5510NF on how to enable / use SMTP Authentication.
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For Immediate Release

For Immediate Release Contact: Art Post VETERAN BUSINESS JOURNALIST SCOTT CULLEN CHECKS IN AT THE PRINT4PAY HOTEL HIGHLANDS, NEW JERSEY, October 31, 2003¾ The Print4Pay Hotel: The Imaging Professional’s Resource Center, a Website and message board focused on providing extensive imaging product information to resellers as well as a forum for imaging industry personnel to share knowledge, has announced that Scott Cullen will contribute imaging-related editorial content to its Website. Scott, who
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DOCUTECH REPLACING

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I'am in the progress of replacing a very under used Docutech with a 2090. The problem I'am having is they scan in poor orginals into the desktop and clean them up before printing them out. To me this is a software application. Any ideas what software they can purchase to do the same thing or can they scan in using tiff, pdf an do the same thing.
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Is Nashua???

I would like to know how Nashua operates in South Africa, do you all sell direct, are there any dealers, and how are sales in general? Thanx Art
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Receiving faxes digitally

Hey everybody, I have several clients who purchased 4410NF and 2035PSF units. They want to receive axes digitally and view them from the HDE's rather than print when received. Has anybody had experienced "viewing faxes with the web browser" on the 2035PSF?? Has anybody done the "forward to e-mail" on the 4410NF? Your imput would be helpful!!
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Re: New Wide Format

I think know this one. It is the 3rd or 4th generation of a Digital High end WF, sold in Japan only. I do not know latest print speed but should be over 12.6 meter, as this was print speed of predecessor. Main target is products like the TDS800 and Max 200.
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Re: When did Ikon start selling RMAP?

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True, but I was thinking the 48mo. No Interest that Ricoh Lesing also offers. I think it is pretty much a given that almost everyone's 36mo. is at least Interest Free, but not their 48mo. I would like to know if he is talking 36mo. or 48mo. also. Will someone reply to his post on the AF and ask that?
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Re: When did Ikon start selling RMAP?

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Fleet has some special Savin Rates. They let you use them for any RFG machine.
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Re: Friday is 20% of your sales week

Thhis is interesting,... with the rest of the working world thinking sales people have an easy high paying job and they just play golf or do whatever on Fridays, I think that your clients appreciate your presence on this day; as they are stuck in their daily grind. I usually myself and my colleaugues write alot of business friday afternoons. just my thoughts, what do i know?
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Re: Has anyone sold?

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Art The 1910 / 400N / 600N are not actually available here yet ( next two months) but at the launch by Ricoh UK last weekend they said the AP1910 was a badged Lexmark machine, but they SWORE the 400 & 600 were their own manufacture despite being challenged on it by a few people David
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Re: DOCUTECH REPLACING

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OK, here is the Stupid Question: Are they scanning the docs in on their Docutech? I don't believe they can. Then, it is a software issue. All you are doing is changing the delivery system by which the documents get from paper form to electronic form. What they do with those documents after they scan them into their system has nothing to do with what machine scanned them in, or what machine they will be printed on. The Docutech doesn't miraculously clean the image up before printing (does
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Re: Aficio 2022/27

We don't have ours yet!! Maybe Ricoh will get the hint and have everyone launched at the same time
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Re: Receiving faxes digitally

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I've done the 2035's. If they want to view them on the web browser, you have to set the machine up to store instead of print the faxes. This setup in under the Fax function in the User Tools. Then all you have to do is type in the IP address in your browser and it will find the machine. Select the fax, and then you can view the stored faxes.
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Re: The P4P National Convention

Maybe Vegas when Ricoh has Agenda, or since we are Global, maybe Aruba and everyone could attend!
-=Good Selling=-
 
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This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago, The Last Week in October 2008

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We're in to the last 8 weeks of the year.  Prospecting that was done in July & August will now start to pay dividends and carry you through the end of the year. If you're just prospecting now for November and December then you're toast!

Enjoy the threads from ten years ago this week!

Weekend Copier Notes from 10/26/08

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WEEKEND MFP INDUSTRY NOTES 10-26-08 The following is a quick review of copier/MFP industry news from industry publications. Kodak’s print controller division, Creo, announced that it will produce a Japanese version of its products to expand its reach worldwide. The first product it will launch in Japan is a controller for the Konica Minolta bizhub PRO C65XX series, even though it also partners with HP & Xerox as well. Xerox announced that it will fire 3,000 employees to cut costs. Details
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Konica Minolta Launches Sleek and Quiet bizhub C20 Series of All-in-One Printers

Ramsey, N.J. – October 16, 2008 – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, today unveiled the bizhub® C20 Series of all-in-one printers (AIO). Serving both small offices and multi-platform workgroups with seamless productivity, the sleek bizhub C20 and bizhub C20X AIOs are color tandem, multifunctional document services workhorses. Equipped with Konica Minolta’s new
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SHARP TO BEGIN SELLING NEW FRONTIER SERIES NEXT MONTH

SHARP TO BEGIN SELLING NEW FRONTIER SERIES NEXT MONTH First available units - MX-C311 31 PPM MFP and MX-C401 40 PPM MFP – deliver acclaimed Sharp performance in a stylish A4 footprint MAHWAH, NJ, October 22, 2008 -- Sharp today announced that the first models in its new Frontier Series, the MX-C311 and the MX-C401, will begin shipping in November. The MX-C311 and MX-C401 are the first in the new line of A4 Multifunction Peripheral (MFP) and printer products that are designed to meet the needs
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InfoPrint Solutions Rolls Out Largest Ever Workgroup Printer Line

businesses look big while cutting costs • Konica Minolta Launches Sleek and Quiet bizhub C20 Series of All-in-One Printers • HP Unveils Innovative Large-format Printing Solutions • CANON INTRODUCES NEW 24-inch S-SERIES LARGE FORMAT PRINTER Boulder, CO, October 22, 2008 – InfoPrint Solutions Company, a joint venture between IBM and Ricoh, today announced the expansion of its broad portfolio of workgroup solutions. This brings to market several new, lower cost products to provide users more
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MFP Copier Sales Tips "Distance Yourself from The Pack"

Thursday, October 30, 2008 MFP Copier Sales Tips "Distance Yourself from The Pack" Whew! I must say that they last ten years selling for a Ricoh Dealership has been interesting. When I first started with my dealership back in 1998, Ricoh has just purchased Savin and Savin purchased Gestetner or something like that. Anyway it was easier to sell Ricoh when there was not a saturation of the marketplace that we have today. We all know that Lanier, Savin, Ikon, and Ricoh Business Systems all have
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Canon Printing With Clear Toner

, Imaging Systems Group, Canon U.S.A. “The ability to produce consistent color reduces the need for multiple prints, bringing down overall printing costs. In addition, the clear toner enables designers and graphic arts professionals to expand their capabilities and offer a wider array of innovative printing solutions. This new model will further establish the Canon imagePRESS line as an industry leader.” The unique clear toner feature of the Canon imagePRESS C1+ introduces to the creative market a
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From Start to Finish, Xerox Boosts Productivity of Nuvera Printers with New Automatio

The latest enhancements for the Xerox Nuvera 288 EA Perfecting Production System are debuting at Graph Expo, the printing industry’s largest annual exhibition in North America, Oct. 26-29 in Chicago. Enhancements to the industry’s fastest digital duplex monochrome cut-sheet printer are: CEM DocuConverter™ cuts, slits and stacks oversized printed sheets with multiple images to deliver complete document sets on a convenient conveyor, ready for offline or near-line finishing. A high-capacity sheet
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GRAPH EXPO: Canon Unveils Black-and-White Printer

Graph Expo debut this week at the Canon booth (#3000). “Our imagePRESS product line and award-wining imagePROGRAF large format printers have set the standard for image quality and productivity in the digital production and large format printing markets,” said Tod Pike, senior vice president, Imaging Systems Group, Canon U.S.A.. “With their industry leading technology and innovation, such as the innovative use of clear toner on the imagePRESS C1+, the new products, along with the acceleration of
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Konica Minolta Launches Bizhub PRO 2500P at Graph Expo

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October 26, 2008 08:00 AM Eastern Daylight Time Konica Minolta Launches Revolutionary bizhub PRO 2500P Series Konica Minolta Delivers Power, Speed and Cost-Efficiency in New High-Volume Systems – Up to 250 Duplex Prints per Minute, 13,800-sheet Paper Capacity, and Production-class Finishing Options Innovative New Print System on Exhibit at Booth #4816 at Graph Expo 2008 – McCormick Place South in Chicago on Oct. 26-29 GRAPH EXPO 2008 CHICAGO--(BUSINESS WIRE)--Konica Minolta Business Solutions U
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Konica Minolta first-half net income down 22%;

electronic components said net income fell to 29.28 billion yen ($297.46 million) from 37.64 billion yen a year earlier. Sales were up 1.5% to 532.97 billion yen. Konica Minolta cut its net profit outlook by 40% to 42 billion yen from its May forecast of 70 billion yen. Sales for the fiscal year are expected at 1.04 trillion yen, compared to its earlier forecast of 1.11 trillion yen.
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Canon Cuts Full-Year Forecast for Profit Gain to Drop

projected to drop 23 percent to 580 billion yen this year. Canon earlier predicted 770 billion yen. The company, also Japan's largest business-equipment maker, said its sales of office gear such as copiers and printers will probably reach 1.16 trillion yen this year, missing the 1.29 trillion yen forecast in July. Xerox Corp., the world's largest maker of high-speed color printers, said last month it's experiencing a slowdown in North America, Canon's second-biggest market. The Norwalk, Connecticut
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CANON INTRODUCES NEW 24-inch S-SERIES LARGE FORMAT PRINTER

Lake Success, October 15, 2008 – Canon U.S.A., Inc., a leading provider of office imaging systems, inkjet technology and digital photography equipment, today announced the release of the imagePROGRAF iPF6000S, a 24-inch wide large format printer using eight colors of LUCIA pigment ink, specifically targeted for graphic art professionals and print-for-pay (PFP) establishments. The iPF6000S is a new addition to Canon’s award-winning, speedy, eight-color large format printer line, the S-Series
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Ricoh Trade-in program from Canon

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We received this attachment yesterday. It looks like Canon is offering anywhere from $100-$8,000 to replace Ricoh units with Canon gear, and part of the program is that the rebates must be passed on to the customer. And the fall-out from the IKON acquisition begins...
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InfoPrint’s Mailroom Integrity Solution Automates Operations for Transactional Printe

and reduced errors by streamlining the print and mail process. The solution itself is built on the InfoPrint ProcessDirector (IPPD) backbone, packaged along with modular features including vendor-neutral inserter management, document-level control and tracking, and fully auditable reports that can confirm every document is mailed accurately, every time. This solution offers leading edge, highly scalable technology, allowing transactional printers and service bureaus to address today’s need for
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Ricoh Unveils Independent Solutions Vendor Program

specifically by the channel, makes it much easier for Ricoh direct and dealer field personnel to engage RiSVP members in joint selling opportunities. With RiSVP member products now available right from Ricoh, the direct and dealer channels are provided more opportunities for new revenue growth combined and simplified sales operations. “RiSVP member products are critical to delivering a total solution that addresses our customers unique needs,” said Hede Nonaka, executive vice president, Ricoh Americas
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Xerox FreeFlow Suite of Workflow Software Extends Automation Across Simple and Comple

involvement, saving time and money. The new offerings are: FreeFlow Print Server version 7, the company’s most powerful print server, delivers enhanced color matching, an intuitive interface for simple job submission and customizable security features. FreeFlow Output Manager version 7 software, integrated with Xerox office printers, allows users to scan hard copy documents and route them from a remote multifunction printer (MFP) to the appropriate production device when larger quantities or
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RICOH CUTS FY08 NET PROFIT OUTLOOK TO 18% DROP ON EUROPEAN SLUMP

TOKYO, Oct 29, 2008 (AsiaPulse via COMTEX) -- RICOF | Quote | Chart | News | PowerRating -- Ricoh Co. (TSE:7752) said Tuesday that group net profit will likely fall 18 per cent to 87 billion yen (US$883.9 million) in the year ending March 31 after earlier projecting a 1 per cent rise to 108 billion yen. The yen has risen more sharply than expected against the euro, likely prompting the firm's second straight annual net profit decline. Sales are seen dropping 3 per cent to 2.15 trillion yen
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Xerox Scores Big in 2008 Must See 'ems Awards at Graph Expo

being shown for the first time in the U.S. at Graph Expo. With its high-definition image quality, it enables production of high-end collateral, direct marketing and photo specialty products - the type of jobs that typically generate the most profits. Xerox 700 Digital Color Press - Also making its U.S. debut, the 70-ppm system delivers production capabilities at an entry-level price and opens the door to affordable digital printing and profitable color print applications. The press offers
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New Lexmark color laser printers, MFPs help small businesses look big while cutting c

laser printer models deliver unique 4800 Color Quality mode for stunning color images and graphics, along with true 1200x1200 dpi for extra quality and detail in customer-facing documents. The Lexmark C540 Series is the only color laser family under $500 to offer this level of print quality. The series also features a unique, four-in-one color laser printhead that delivers precise color registration. The Lexmark C540n is an easy-to-use small workgroup color laser printer that prints at speeds up
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Ricoh Rumored to have acquired small dealer

Rumor has it that Fairfax Communications will be aquired by Ricoh Americas Corp. Fairfax is located in Bethel, CT.
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Ricoh cuts Jobs

I just read that 50 employees were let go at Ricoh at all levels. Were there any major people axed or anyone we know. Art
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Five Steps for Embracing Crisis

jobs. She also recognized a big weakness: her lack of expertise in finance and R&D. To compensate, she had her own people tutor her. She also surrounded herself with leaders whose own skills sets balanced hers. The result: an amazing and continuing turnaround at Xerox. • Be yourself. In a crisis, the pressure to compromise your values can be immense. With employees, shareholders, and the media demanding a response—and your career potentially hanging in the balance—there's a temptation to take
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Notice to All Copier Employees

Notice to All Employees As of November 5, 2008, IF President Obama is officially elected into office, our company will instill a few new policies which are in keeping with his new, inspiring issues of change and fairness: 1. All salespeople will be pooling their sales commissions into a common pool that will be divided equally between all of you. This will serve to give those of you who are underachieving a "fair shake." 2. All hourly employees will be pooling their wages, including overtime
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Re: Lease Approval Poll!

I've heard the same from a few other sales guys.
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Re: Gathering Competitive Quotes

Here is a Toshiba Quote from one of our local lowballing toshiba vendors.
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Re: Ricoh Trade-in program from Canon

time for us to start using our own serial numbers and pull ricoh serial numbers off of all machines.
Reply

Re: imageRUNNER C1022 unveiled

yeah, I did not want to hot link on the blog to the canon picture. Here I felt I could do it.
-=Good Selling=-
 
0 comments
Flate Rate

Five Reasons Why Copier Dealers Need to Implement Their Own Flat Rate Program

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On Saturday I received an email from a Print4Pay Hotel member stating that one of his largest accounts is under siege with Konica Minolta's new unlimited click program.  The KM unlimited click program is hot with the KM sales team because it gives them a different talk track with the client. The KM reps will be pitching unlimited clicks, simplified billing, no overages. The competition will have their old out dated legacy cost per page program. Can you guess who will win the majority of the orders?

Flat rate is no flash in the pan. We’ve uncovered some additional points as to why every dealer needs to have a flat rate (from here on it, we're going to call it flat rate) program. I believe that dealers can offer two programs for their clients. Keep your legacy cost per page program, and also have a flat rate program.

Maybe think of it this way with having two options for your clients.  Ditch the old maintenance agreement that does not include supplies and only offer cost per page agreement with supplies and then have a flat rate program.

Five Reason's

  • Keeping up with the Jones. As your competitors change, you also need to change.  Remember the saying, "if you can't beat them, then join them".
  • Volumes are declining, so leaving your revenue model pegged to pages should be concerning
  • Decrease costs associated with meter billing
  •  Increase profits
  • Customers hate meter billing, and we should start changing the focus to the customer experience



Our current sales comp model encourages the overselling of everything. BEI tells me that 80% of the 5 million machines they monitor are producing less that 8,000 pages per month. So unless there is a specific need for 11X17, or special paper finishing options. The vast majority of these machines can be replaced with something cheaper than our current A3 and more reliable.

Customers will start demanding this change with alternate channels from which they can purchase product and flat rate “warranties” to protect them. 

When it comes to developing your flat rate program there's quite a bit of analysis that needs to be completed first. 

We've scheduled a webinar for the 19th of November to help you get started.  Get ahead of the curve, and learn as much as you can about developing your own flat rate plan. Please RSVP now and we'll send you the registration link as soon as it's ready.

How to Implement Your Own Flat Rate Program will be hosted by BEI Services.

-=Good Selling-=

 
1 comment

3 Core Attributes Of A Selling From The Heart Professional

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“Emotional competence is the single most important personal quality that each of us must develop and access to experience a breakthrough. Only through managing our emotions can we access our intellect and our technical competence. An emotionally competent person performs better under pressure." 
Dave Lennick, Executive VP, American Express Financial Advisers

Getting to the heart of the matter, if sales people are unable to uncover a personal or emotional need for the prospect to make a change, then they might consider breaking off the meeting, thanking them for their time and move on to the next prospect.

Yes, I know it may be harsh BUT all too often many sales people will continue down the journey without finding what motivates the prospect to buy, and then they wonder why they can't close the sale.

"It's not your motivation to sell, it's their motivation to buy"

No question about it, emotions play a part in sales. There's the emotional side of your clients and prospects, then there's the emotional side of individual sales reps.

Emotions play into every single decision we make and buying decisions are no different. It is my belief emotions and how well sales professionals manage it, is the key to winning more sales.

Sales professionals are leaders: they build relationships, cast vision, and motivate people to take action. Think for a moment... Can the Emotional Intelligence traits of effective leaders be applied to sales professionals?

"It's about having the heart to rise up"

Authenticity in a world full of sales fakes and being genuine with ones follow through is sorely lacking within the sales community.

CORE ATTRIBUTES OF A SELLING FROM THE HEART PROFESSIONAL

Emotional Intelligence parallels so well with Selling from the Heart professionals.

"If you're your authentic self, you have no competition"

AUTHENTICITY

Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what buyers want!

It's about moving from being seen as untrustworthy to being seen as authentic and genuine. Yes, you must become a bit vulnerable with yourself as this is where it starts. In order to build relationships and change the way people think, you need to understand who you are and what goods you bring to the table. 

Authenticity requires self-knowledge and self-awareness. A Selling from the Heart professional accepts their strengths and weaknesses. They are accountable to themselves. They are connected to their values and desires. They act deliberately in ways consistent with those qualities.

Plain and simple, at the core of a Selling from the Heart professional lies one word... CARE!

PRESENCE

A Selling from the Heart professional is self-aware and is highly capable of moving from being disconnected to being present in the moment.

"Your vision will become clearer only when you look into your heart. Who looks outside dreams. Who looks inside awakens."
Carl Gustov Jung

A Selling from the Heart professional continually works to hone in their craft. They are not lost in the anxiety about hitting quota or where the next meeting may come from, they are present in the moment. This is the huge X factor in sales.

In a prospect and or client meeting, they are present in the moment by actively listening. How many in sales are present in the moment? How many in sales are being real in the moment with their clients and prospects?

Unfortunately, many in sales are not present. Yes, they may be present in their meetings but how many are truly present in their conversations? Let's think about this... many in sales ask a few prepared questions, listen for a few key word responses then they pounce like a lion on their prey.

Being present in the moment is all about showing you care!

RESILIENCY

Being resilient is at the core of a Selling from the Heart professional. Sales people take a ton of hits, face a ton of rejection and hear the word "No" often. If you're to sustain success as a sales professional, you must learn to buckle down and move on.

We can ride the wave of taking down deal after deal but what happens when adversity hits? What happens when you lose a big deal or things just don't go your way? A Selling from the Heart professional controls their temperament, understands what self-management is all about and has developed a heartfelt shield of resiliency.

A resilient professional knows there will come a time when things don't go their way. They understand this so they buckle down and do the things necessary to prevent it from happening. They commit to planning, preparation and practice. They commit to keeping their sales and relationship funnel full of opportunities by making prospecting a non-negotiable activity.

"The work I do today will pay off tomorrow"

Slumps happen and your clients and prospects can smell it. A Selling from the Heart professional embraces a resilient sales lifestyle.

MY CHALLENGE

How can you adopt these attributes to become more effective?

Become brutally honest with yourself...

How clearly can you define YOU?

Every day ask yourself...

  • Who am I?
  • What am I most proud of?
  • What am I most grateful for?
  • What did I actually do yesterday?
  • What did I learn yesterday that I can apply to today to become a better person?

If you would like to know more about how to apply these leadership concepts to sales, please tune into the latest episode of the Selling from the Heart podcast (click on image below)

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart has launched! 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 and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

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, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

 
 
0 comments
R.J. Stasieczko

A Halloween Tale of an A3 Copier’s Death

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A Halloween Tale of an A3 Copier’s Death

As the copier homicide unit arrived, the scene was familiar. The office hallway barely lit the trash can next to the copier was laying on its side, the window was broken from the inside and when looking out one can see an A3 Copier laying smashed on the sidewalk below.

Recognizable by the owners manual still taped to the broken 11/17 paper drawer and the rainbow color on the sidewalk created by splattering CMYK toner. Yes, it appears there was another A3 Copier so humiliated by the A4 machine on demo it appears in leaped from the window.

The A3 rolled over to the window at the end of the hallway ripping its surge protector from the wall, and as it traveled towards the sidewalk below one could hear. “If only they did 11/17 paper I would have had value.”

So, if you wish to protect your obsolete A3 copier from leaping out the window.

Don’t allow it to see an A4 demo especially a Lexmark A4 .

Instead replace your A3 machine late one Friday afternoon, and as it's loaded in the Lexmark trade in truck tell it, it’s headed to an 11/17 farm. Unfairly I am sure a law firm will attempt to blame the A4 for being so exceptional it caused the A3’s death. If this happens I will update.

Ray Stasieczko

 
3 comments
Canon

6 Reasons Why Canon's New 715iF A4 MFP Kicks Butt

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It's not that often that I get the chance to blog about something other than a Ricoh MFP.  It's all not that often that I get excited about an MFP from another manufacturer.  However, the introduction of the Canon iF715 imageRUNNER ADVANCE Series has me chomping at the bit for a 75pp A4 device that I could sell.

  1. The Canon 715iF has an "up to" print speed of an amazing 75 pages per minute!  The reason I mentioned "up to" is because many MFP's will grind and run slower with different files.  However, if you want 400 pages of one document or walk up copying you're going to get that kick butt incredible speed of 75 letter size pages per minute.
  2. How about the single-pass duplexing automatic feeder that holds 100 sheets of paper. The feeder will also process a minimum size of 4-1/8 x 5-7/8 and then all the way up to legal size
  3. Simplex scanning for color and black is a cool 50 images per minute. Duplex scanning will run at a blistering 100 images a minute all @300dpi
  4. Image cartridge, you want yield.  Canon is touting 51,500 images for thier T03 black cartridge.
  5. Dealer cost is fantastic and plenty of room for margins and takedowns of competitive MFP's.
  6. uniflow, I think that one word pretty much sums it up.  While other manufacturers are just coming to the party with thier own versions of uniflow.  Canon has perfected it's comprehensive software solution. Delivering feature rich functionality secure printing, print accounting, secure mobile printing, device management and more.

Go check your clients current meters, and take a look at the amount of DTL (double letter aka ledger) size that they are printing.  I just won an order because I checked the meter of an MFP and the client had ZERO 11x17 in 5 years.  All of my competitors were offering another A3 devices.  We know who won that deal.

Point is most clients don't run ledger, and even if they do run a few hundred a year that's no big deal because you can sell them a stand alone printer for ledger prints.

What does the future bring us?  Will every manufacturer have two lines?  One for A4 and one for A3.  Ricoh recently released a 50 ppm color A4 MFP. Okay it's really not an A4 but an A3 device where they closed off the paper trays so that you cant fit ledger paper.

I'm impressed with this new line and I'm sure there's going to be a lot of Canon P4PHotel members that will kick butt with this new series!

-=Good Selling=-

 
0 comments

3 Confidence Building Tips To Become The Best Sales Version Of You!

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"Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy."
Norman Vincent Peale

Sales is hard. It’s not for the weak at heart. It requires the right mindset to really be successful.

One massively overlooked factor to becoming a great sales professional is the confidence you have in yourself.

If you fail to build sales confidence, you’ll consistently struggle to effectively sell. By 'confidence' per say, I'm not referring to fake it until you make it. I'm talking a deep, down inside of you confidence to become the best version of YOU.

"Successful people have the confidence to take risks that unsuccessful people try to avoid."

CONFIDENCE IS CRITICAL

Did you know that only 31% of salespeople effectively drive conversations with senior executives?

Startling isn't it? This is because a vast majority of those in sales lack the confidence to sell at a higher level. As your business acumen grows so does your confidence level. Soon, you’ll be viewed as a sales professional who offers real value.

How can your clients or prospects trust you if you don’t communicate like an expert?

Increase your confidence by:

  • Valuing yourself
  • Finding your passion
  • Changing your mindset
  • Building genuine and authentic relationships

BUILDING CONFIDENCE

How do you build confidence in a genuine and authentic manner in a sales world where one gets rejected frequently? Let's face it, most strategies out there are fake and quite disingenuous.

DON'T COMPARE YOURSELF TO OTHERS

The comparison game, especially in sales, is as old as humanity. Comparing yourself to others does absolutely nothing but place the power with the other person. Channel the focus and attention on you!

The comparison game is a mental game and is a waste of your time. Seek to catch yourself and avoid comparison triggers if the activity doesn’t add meaning or any real value to you.

“Comparison is the thief of joy.”
Theodore Roosevelt

The grass isn't always greener on the other side of the sales comparison game. It all depends on how you view yourself.

INVEST IN YOURSELF

Investing in yourself is one of the best return on investments. A true sales professional takes responsibility to develop their gifts and talents, in order to best serve their clients. You must love yourself before you can expect your clients to love you.

Look in the mirror and repeat after me...

  • I'm worth it
  • I'm of value
  • I will create the best version of me

Investing in yourself, sends a powerful message not only to you but to the business community. When you’re willing to say 'YES' to confidence and invest in yourself, your clients and prospects will provide you with amazing rewards.

LISTEN TO YOUR INNER VOICE

"The more you trust your intuition, the more empowered you become, the stronger you become, and the happier you become.
Gisele Bundchen

Don’t let the voice or opinions from others squash your inner voice. Develop the courage to follow your heart. Get real with yourself and ask yourself tough questions. Turn up the inner voice and get brutally honest with who you are.

"If you can't get real yourself then how can you get real with your clients?"

Listen to your inner voice and accept you for you. Self-acceptance allows you to slow down, pay attention, and take note of what is going on inside of you. The core foundation of a Selling from the Heart professional is authenticity.

Authentic sales professionals take responsibility for their choices. They know they're the authors of their own sales lives.

BE THE REAL YOU

Being the real you is scary. You need to get real and brutally honest with who you really are. Rip off the mask you're wearing. You can't wear the mask forever as this gets old and will eventually destroy your authentic self. Be the real you, not an imposter.

If you’re consistently nurturing your mindset, you will build up a tolerance against negative thoughts, procrastination, self-doubt and insecurities.

I encourage you to build confidence in your abilities. I challenge you both personally and professionally around these 5 areas:

1.   Seek to become an expert in your field of work

2.   Constantly crave feedback on YOU

3.   Become brutally honest with yourself

4.   Set goals and create a business plan

5.   Never ever stop learning

YOUR HOMEWORK: BUILD YOUR CONFIDENCE

On a daily basis develop a routine and self-reflect.

Building a self-confidence routine may be as simple as spending the first 30 minutes of every morning in solitude.

Asking yourself these questions...

  • What am I grateful for?
  • What am I proud of?
  • Am I focusing on the right tasks?
  • What went well for me?

Projecting just enough confidence helps you gain credibility, makes for a good first impression and helps you to deal with pressure that comes with being a sales professional.

What daily confidence building questions do you ask yourself?

If you would like to know more about Building Confidence as a Sales Professional, please tune into the latest episode of the Selling from the Heart podcast (click on image below)

I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and modern strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart has launched! 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 and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

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, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

 
 
0 comments
This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago, The Third Week in October 2003

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Crap there's a ton of threads below!  From 1998-2003 many of us in the copier industry ew nothing about network printing and scanning. In addition neither did our managers and techs.  The Print4Pay Hotel allowed us have a community where we could share experiences technical stuff and help meet our client expectations.  Fifteen years later and all dealerships have on staff IT people and knowledgeable technicians that can handle most everything. 

Enjoy the threads from 15 years ago this week!

RIDING THE WAVE OF WORKGROUP COLOR

excellent image quality, the Xerox and Minolta models are ideally positioned for color applications within corporate environments. The second camp encompasses those manufacturers who are marketing machines where color is positioned as a feature. Consider the latest generation of workgroup products from Ricoh and Toshiba. These devices are a harbinger of things to come. While Ricoh holds the pioneering position in being the first to market with workgroup color devices—the Aficio 1224C and 1232C
Topic

Copy That: Xerox Still Heavy

glyphs and then printing them on the back of the document, there's less risk that the information will get lost. Let's say a document gets burned or ripped. If it had a GlyphSeal on the back, you could scan the remainder of the document, and Xerox's software could recreate the full original. You'd then simply print out the fresh copy. -Printed organic electronics. Liquid crystal displays and other flat-panel monitors are increasingly common. But they're still expensive to manufacture. With
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Kyocera Mita Introduces 21 PPM ECOSYS Monochrome Laser Printer for Under $600

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Kyocera Mita’s FS-1020D offers low total cost of ownership (TCO), small footprint and high-quality output Fairfield, New Jersey, October 20, 2003 - Kyocera Mita, one of the world's leading document imaging companies, today announced the availability of its next generation monochrome laser ECOSYS printer, the FS-1020D. The printer has a fast 21 page per minute output yield (first print out in less than 10 seconds), standard duplex and produces crisp 600 dpi graphics and text. Utilizing ECOSYS
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Re: New Products...

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Does anyone have any info on when the 2022/27's will be released? I need them by 11-15-03. Working a 150+ machine deal with multiple locations in TX and they love the 2090/105's, 1060/75's, 2035/45's, especially the scan-to-email on them and, and want them on the 22/27's also. Decision will be made on 11-15-03. We have eliminated Ikon, Xerox, (which had the account) and Toshiba. It's between Konica and Ricoh now.
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Competitive help with Toshiba

Anyone having consistent success against Toshiba? Anyone with any face to face competitive dirt on Toshiba? I would really be interested if there are any striking differences when the products are connected? Is Ricoh easier to use, easier to connect, easier to manage? Thanks.
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Ikon to relabel The Konica 8050 Color System

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Boy, I wonder what Canon is gonna say about this.
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Lexmark C752 is a printer that attacks the cost of color laser printing for businesses

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focus is to give our enterprise customers easy to use laser devices that provide vivid color printing at an affordable price." The Lexmark C752 is designed to meet the demanding and wide-ranging printing needs of large and medium-sized businesses. The Lexmark C752 can print up to 20 pages per minute (ppm) in monochrome and color, and offers a nearly 30 percent operating cost advantage over its closest competitor. High performance and affordability With a street price of $1,999 and money-saving
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Xerox Integrates Document Management

processes. By integrating XML into its offerings, Xerox Global Services is able to help clients such as Continental Airlines to ensure faster, more efficient aircraft maintenance, on-time departures and an estimated annual cost savings of more than $750,000. "Nearly all fundamental business processes are governed in some way by documents," said Thomas J. Dolan, president, Xerox Global Services. "By combining our expertise in document management with the new capabilities of the Microsoft Office
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Canon 3200 cpc

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Just ran into a Canon 3200 with .0765 cpc in color and .013 in b/w. Sell price on based machine with feeder, duplex and stand $ 10,100.
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Fridays Sales Tip

"Everything comes to him who hustles while he waits." Thomas Edison (1847-1931) inventor, salesman, frequently worked more than 40 hours straight
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kyocera KM 6330

KM 6330 15,200DF610 finisher .006463 ppm system
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IPDS Printing

Has anyone got 2035's or 4510's printing IPDS
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iR Canon 105 Imagerunner

iR 105 $43,700includes stitcher and InserterCPC 100K .0040 200K .0038 300K .0035
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Looking to add 1 - 2 experienced sales people

Fresno California is a hot and very competitive marketplace - the timid should not apply. My dealership has competed very well here for 27 years and were growing again. Want to join? Looking for a hunter/killer rep profile, one who enjoys eating...
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Xerox 2101

Xerox 2101 $46,299 includes Fiery, Bookletmaker and Paper Deck cpc min 200K .0039 6 months free warranty, supplies only ! .0019
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Ricoh Aficio 1075

1075 $20,501interposer, lcc, hole punch and finsishercpc .0055
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Aficio 551 / 1055 Print Controller Interchangability?

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Has anyone tried to install an Aficio 1055 Print Controller onto an Aficio 551?
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Re: Can we do this?

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Any printer that will accept PCL ... including non-Ricoh? That would open up a whole new client base.
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Re: 551-XP-Doc.Server issues

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Also try 800-57-Ricoh...they will help you even though it is pre sales...same people post or pre...might have to butch a little but they always help
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Re: 1200 Series User History

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quote: Originally posted by dalsteen: Savin C3210SP (Aficio 1232SP) Installed: 6/9/03 Color meter 1 per color development. On 8/27/03 B&W: 38,877 (mo. average 14,649) Color: 22,428 (mo. average 8,451) Update - 10/17/2003 Black Developments: 62,883 Color Developments: 30,477 - no issues to speak of yet, I just make sure and empty the waste toner about every three weeks..... maybe the issue with these is that they need to be run harder than Ricoh suggests, perhaps low volume is what causes
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Re: 1060 Memory Question

Aficio 1060 comes with 128MB of RAM installed, not 64MB. 2. By ordering the Print/Scan Kit Type 1075 you will need an additional 128MB of RAM for a total of 256MB of RAM. This is the minimum allowable for printing and scanning. 3. If you order the 256MB of RAM, you will max out the memory to a total of 384MB. There are 2 DIMM slots for RAM. TOP ... Post ... Reply ... Reply/Quote ... Email Reply ... Delete ... Edit Previous ... Next ... Previous Topic ... Next Topic ... Entire Topic Topic
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KM Launches Vibrant Color and Black and White Device

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with Copy, Scan, Fax and Print Capabilities Strong print quality and finishing options for professional documents Fairfield, New Jersey, October 16, 2003 - Kyocera Mita, one of the world's leading document imaging companies, announced today the availability of its fully functional 31 pages per minute (ppm) monochrome, 8 ppm color digital workgroup system, the KM-C850D. The device is a comprehensive multi-functional product, with copy, scan, fax and print capabilities perfect for small
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Re: IS100e Scanner

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Graham, "yup" to TWAIN I presume? I called Ricoh pre-sales support and the person I spoke with said "no" after they put me on hold for a while trying to figure out what it was ... then they told me "no" based on the fact that they could not find a TWAIN driver for it on the Ricoh website ... so ... it does have TWAIN ... that means I can select it as a scanner in programs such as Adober Acrobat and/or ScanSoft OmniPage ... yes??? Thanks!
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Re: Competitive help with Toshiba

Pete from RBS here in Jersey killed em with this whe they were looking for a segment 5 replacement ( I gave him the idea ). I told him to show the customer a graph of how many placements Toshiba has compared to Ricoh. Toshiba was less than 3% were Ricoh was over 40%. Then explained to the customer and asked who has the beeter handle on repairing and supporting these machines. The customer choosed Ricoh. Art
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Re: Getting "Print For Pays" Lease Approved

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We have a hard time getting GE to approve Print for Pay customers based upon high risk industry. If they have less then desireable credit then that makes it even tougher. CitiCapital has been able to get some of these pushed through, but with higher rates. Now there is a guy down on the street corner named Guido that might be able to help! Graham
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Re: Can we do this?

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Tried it yesterday on an HP desk jet printer at a customer's office where I have placed one. It works just fine.
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Re: Can we do this?

Great stuff, I can turn anyones color printer into a color copier. Art
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Re: I guess they ran out of golf bags

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Maybe the next step for Ricoh would be to buy out P4Photel.com - is it for sale? Will it one day go the way of the Connectivity Cafe? It has obviously become the most imformative and active source for Ricoh family products. THANKS GUYS!
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Re: 1060 Memory Question

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I've been buying the 256MB memory from Can-Ram for $58.00. They are the Canadian manufactuer for the Ricoh Memory and HDD's in Canada. It's OEM. I think there is a link on this site for them. (Graham?) P.S. their 128MB memory is $31.00.
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Re: Citrix

This is a tough environement to work in. My IT leader is out for the week on vacation - so I can't get you any info until she returns. Printing is OK. The hook is in scanning. Citrix is nearly the same as Terminal Server - you know - "orange screens" that look like DOS screens. Normal window functionality doesn't work. Now our solution involved scanning to a folder on the network that both Citrix users and windows users could see. We scanned it there via the windows platform. Once the PDF was
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Citrix

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Can our copiers/printer/fax/scanner work with a citrix system...need an answer ASAP
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CL 7000 & CL 3000 CPP

Based on Ricoh yields and column 4 pricing: CL 7000 .07188 CL 3000 .0846 CL 5000 .072108 These are with out waste toner bottles and were computed from C-4 pricing and yields.
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Need help with Citrix

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Can our copiers/printer/fax/scanner work with a citrix system...need an answer ASAP
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Oce 5160 Gets

both the United States and the United Kingdom, is widely regarded as one of the world's leading independent authorities on the performance of digital imaging devices. For more than 13 years, BERTL has been in the office products testing industry, and has set the standard for testing high-performance and office printing systems. BERTL conducts up to 250 hands-on evaluations each year on the latest digital imaging systems. Well-Suited for Print-for-Pay Business The BERTL report states that "The Oce
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Re: New Wide Format

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Is this the new digital Ricoh machine that I have heard about? Do you have any additional details or speculations?
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Re: New Wide Format

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This is just a picture from the Japan Ricoh Site
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Re: Canon Ir8500 Lite Report from IA

Any experience competing the Ricoh 2090 against the the IR8500? How about in a connected environment? Please advise if you know of any specific advantages that my client should know about. Thanks.
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Re: 2105 can't punch or staple via print driver

Accessories are installed and available for use (not greyed out...) in the print driver... I am able to select the functions, but the job does not staple, or punch, either seperately or together. I wish I had another unit I could run some tests on.
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Re: 2105 can't punch or staple via print driver

Will theses features work from the copy mode? We had an instance where the wrong ROM chip was installed in the finisher and those features would not work from the printer nor the copy function. Art
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Re: New Products...

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From what I have seen, looks like December or so. (This is all hearsay though). If we can get the information, it may be worth having them wait on the 22/27 models. Also, on that kind of deal, if Ricoh has the inventory sooner, I would think they would do something for a deal maker. GT
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Re: New Products...

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Was just told by Ricoh Customer Service that there is a 250 unit back-order on 1022's and they will probably be substituted with the new units. No ETA.
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Re: Aficio 220 with Scanner

Add scanner module, print module also has to be installed. If memory serves me correctly, scanner board come s with SRL. Art yankees in 7
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Re: Aficio 220 with Scanner

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I think you may need to have 2 network drops also. One for print, one for scan. I know you did with the 450e print/scan set-up anyway.
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Re: Website Re-design

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Website is GREAT! ... can you use the "How well do you share?" tagline? With the open forum policy without censorship that you have here at the P4Photel, I imagine the "League" doesn't appreciate this site as much as we all do. I just wondered if using that line could be challenged by Ricoh.
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Re: 1022/1027 Accessories

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I may have a 1022/1027 print/scan kit out of the box if you are interested. I have my warehouse mgr. checking now.
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Re: 1022/1027 Accessories

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I can still get most of that stuff from Lanier, let me know and I will see what is avalible to buy. I just sold a couple 5627 Lanier systems (Ricoh 1027) fully loaded and not a single back order on any portion. Graham
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Re: Website Re-design

No users from Ricoh Corp are allowed.
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1060 Memory Question

I am having a really hard time getting a straight answer concerning whether or not there is a need to add memory to the print/scan kit. The Configurator says that 256MB is highly recommended but not a must. The systems ship with 64MB and 128MB is added to the kit, correct? Will the units print and scan with this amount of memory? If not, why isn't the kit equipped with the correct amount of memory? What happens to the 128MB DIMM when the 256MB is added?
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551-XP-Doc.Server issues

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I have a customer that has had a 551 for 3 years now. They were running fine printing and sending jobs to the doc.server for later printing until...they changed from PC's with Win2K to XP. Now they can't send jobs to the Doc. Server anymore. No server involved, the PC's are connected directly to the 551. Any ideas? Need help fast because they are pi--ed.
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Aficio 2022/27

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I heard a Ricoh "how well do you share?" radio commercial for the 2022/27 today during the Ruch Limbaugh show. Be nice to know about product before customers. [This message was edited by Jayson Gilbertson on Tue October 21 2003 at 04:16 PM.]
-=Good Selling=-
 
0 comments
This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago, The Third Week in October 2008

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I like to start these updates with some interesting things that happen to me in the last week or so.  I received two leads and closed both of them from Linkedin.  It was net new clients reaching out to me via Linkedin and requesting to set a meeting.  Yes, this was the first I ever had two in one week.  So I keep moving forward and keep growing my connections because you just never know when one of those calls might be for 20, 100 or 1,000 MFP's #nevergiveup

Enjoy the threads from ten years ago this week!

Weekend Copier Notes from 10/19/08

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720,000 non-Ricoh products in the field) o After acquisition, Ricoh’s office equipment revenue will surpass that of Xerox worldwide o Currently, Ricoh’s revenue is $16 billion, while Xerox’s is $17.2 billion o Canon’s office equipment revenue is $11 billion, but $24.9 billion overall - Ricoh claims that during the Total Print! Show in England, it sold 18 of the new Aficio PRO C900 production color systems. The company will also sell the product in its InfoPrint division, which it acquired from IBM
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Konica Minolta Launches Sleek and Quiet bizhub C20 Series of All-in-One Printers

Ramsey, N.J. – October 16, 2008 – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, today unveiled the bizhub® C20 Series of all-in-one printers (AIO). Serving both small offices and multi-platform workgroups with seamless productivity, the sleek bizhub C20 and bizhub C20X AIOs are color tandem, multifunctional document services workhorses. Equipped with Konica Minolta’s new
Topic

New Xerox Wide Format Printer Delivers Technical Documents

at Graph Expo, the printing industry's largest annual exhibition in North America, Oct. 26-29 in Chicago. Pricing and availability Order taking for the Xerox 6279 Wide Format Printer with FreeFlow(R) Accxes(R) Print Server will begin this quarter in North America and Europe, and worldwide in first-quarter of 2009. Installations begin in November, depending on a customer's location. The U.S. list price starts at approximately $23,000.
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Konica Minolta New Offerings at Graph Expo '08

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again expanding its robust offerings for the production print market, all of which will be showcased during Graph Expo(R) 2008. The new offerings -- highlighted by innovative print systems and software enhancements -- enable commercial printers to improve productivity, quality and efficiency. Konica Minolta will showcase the following offerings at Graph Expo, which takes place at McCormick Place South in Chicago, Illinois on Oct. 26-29, 2008: -- bizhub PRO 2500P Series -- Printing up to 250 duplex
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Re: Ricoh to purchase IKON Office Solutions

Ikon’s last 12 months of sales or 8.2 times its earnings before income taxes, depreciation and amortization, or EBITDA. In contrast, Xerox Corp. paid $1.72 billion for Global Imaging in 2007. That’s 1.6 times sales, or 12.2 times EBITDA. Still there’s a world of difference between a deal proposed in 2008 and one done in 2007. The current times are more like the no-no days, rather than the go-go days. Goldman did include another 2008 deal in its comparison. Konica Minolta bought Danka Office Imaging
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CANON INTRODUCES NEW 24-inch S-SERIES LARGE FORMAT PRINTER

Lake Success, October 15, 2008 – Canon U.S.A., Inc., a leading provider of office imaging systems, inkjet technology and digital photography equipment, today announced the release of the imagePROGRAF iPF6000S, a 24-inch wide large format printer using eight colors of LUCIA pigment ink, specifically targeted for graphic art professionals and print-for-pay (PFP) establishments. The iPF6000S is a new addition to Canon’s award-winning, speedy, eight-color large format printer line, the S-Series
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Ricoh Announces New Universal Print Driver

Ricoh Americas Corporation, a leading provider of digital office equipment, today announced the latest release of its PCL6 Driver for Universal Print designed to expand the versatility of an organization’s printing network. The Printer Command Language (PCL) driver enables users to print from a wide range of systems without downloading separate drivers for each output device, reducing a company’s total cost of ownership. It is compatible with a wide range of PCL printers and multifunction
Topic

Océ launches versatile wide format color printer

prints have high durability for many years of outdoor use. The pigment inks are 100% water-based and solvent-free, resulting in a healthier working environment. Double printhead design combines speed and productivity Another new printing technology in the Océ CS2344 is the double integrated printheads. These combine high speed, quality and productivity on all types of printing work. Print speed is less than 2 minutes per full-color A0 print (draft mode with Océ standard paper). Further
Topic

New Xerox 6279 Wide Format

Looking for any information on this newly released (yesterday) unit. Here are a couple of attachments Good selling all!!
Topic

Ricoh Introduction of the MP C2800/C3300 & MP C4000/C5000

, coupled with competitive pricing, will allow us to maintain our #1 Market share for Color MFPs, expand our reach into color-intensive workflows, and continue our successful B2C conversion strategy. RICOH AFICIO MP C2800/C3300 & C4000/C5000 SERIES HIGHLIGHTS; Faster output speeds (equal BW/FC speeds on all models) Benchmark image quality (New PxP toner, 1,200 dpi print resolution) Faster warm-up and first copy out times Better paper handling (up to 140lb. Index from all front trays) Side LCT
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Re: Some of my observations....

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received on my BlackBerry but can't view because of the small screen. With this, I could walk into a Books-a-Million that has this and walk out with the print. The new MFP Platform is called Cosmos. Be watching for Big Bang information coming the week of November 17-21. During this week, Ricoh will be launching the new color boxes in 25 different cities. Ricoh's new selling strategy is called REV = Real Enhanced Value. Part of this initiative is 5 websites: ricohconnects.com for training
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Re: Vision News 08 Orlando

Got it, well they are not A4, alas will this be a missed opportunity with the market changing to A4. Xerox, Samsung, Muratec and Sharp (Frontier, just heard their first commecial last night) all have seen the light with the coming of age of A4. I'm sure these units will be fantastic, however it will be tough to comepete in a tough economy with the likes of the Sammy 40ppm color that has an MSRP of under $6,500. I can't wait for the Big Launch to learn more about these units!!!
Topic

HP Unveils Innovative Large-format Printing Solutions

productivity along with high print speeds and standard three-quarter automation. The HP Scitex FB950 Printer, which provides consistent high-quality point-of purchase/point-of-sale (POP/POS), tradeshow and event signage on virtually any rigid(2) or flexible media.(3) The HP Scitex TJ8550 Printer, which delivers higher print speeds and quality at lower costs than its predecessor. The U.S. debut of the HP Designjet L65500 Printer, the first of a new category of large-format signage printers to feature HP
Topic

today introduced the Xerox 6279

So, Xerox released a 7ppm and 9ppm version today of this cool looking unit. Here's another instance of the option for color scanning. We are now the only manufacturer that does not offer and embedded color scan option. What gives???? The world is not black and white anymore.
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Ricoh Americas Unveils Color MPC2050/2550

Ricoh Americas Unveils Color MPC2050/2550 Awesome, to say the least, I haven't been very patient waiting to have our own A4 devices. To tell you the truth I would have been satisfied with monochrome devices, however to have three different COLOR models the MPC2030, MPC2050 (20ppm) and MPC2550 (25ppm) is Go here for rest of specs and features on blog
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Some of my observations....

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It was refreshing seeing Yoshida back at the helm, however Ricoh obviously has a tremendous amount of damage control to do within the dealer channel. There were a number of dealers not present at the dealer awards dinner, and Ricoh obviously had no knowledge of this as they called out names only to get no replies. Quite a few whispers about Cannon agressively seeking out these disgrunteled Ricoh independents. Congrats to fellow P4P,er Drew Murrah as his company won an award in Black/White MFP
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Vision News 08 Orlando

Well, I only heard from one person so far at Vision. Here's a few notes that were taken: First off, Ican't get clarification that a new A4 color device was shown. Can anyone comment? Ricoh spoke at great length to win back the confidence of Ricoh Dealers. Each Regional VP is now responsible for Ricoh, Lanier and Savin Dealers. Ricoh C900 was there, however it was reported it was not running and notes were taken that it will run heavy stock at rated speed! WOW Launching in December 08 (maybe
Topic

Oce Business Services Shares Winning Document Management Strategies in an Economic Do

internally, can help organizations lower costs and streamline operations during a downturn. These processes include enterprise-wide print/copy management. According to Gartner, most enterprises do not manage their office printers well, having too much and often the wrong equipment and supplies for their needs. Actively managing office printing can reduce spending by 10 percent to 30 percent while reaping real environmental benefits ("Key Issues for Print Management, 2008," Pete Basiliere, March
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Osceola County, Iowa

County auditor Barb Echter presented the board with a proposal to lease two color copiers from Office Elements in Storm Lake. The $12,000 Sharp copiers could be leased for 63 months at a cost of $120 per month each, which would include all maintenance and toner supplies. The machines also have the ability to send e-mails and double as fax machines. No decision was made on the proposal.
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Re: U.S. Launch Of Ricoh Pro C900 Set For GRAPH EXPO

Ricoh shocases Pro C900 at TPE Tim Sheahan, printweek.com, 14 October 2008 Ricoh has announced it is to build upon the awareness of its new high-volume Pro C900 digital printer at Total Print! Expo. The show is the first time the machine has been showcased in the UK following the worldwide launch at Drupa earlier this year. Ricoh is the largest exhibitor at this year's show, and has praised the "targeted" nature of the event. Kristiane Bottom, marcomms and PR manager at Ricoh, said: "There's
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Re: Former Mount Vernon schools purchasing agent charged with bribery

. Between mid-June and mid-July 2005, rose, the former head of purchasing at the school district, accepted a bribe of $3,500 from a sales representative of Ricoh Americans Corporation for his assurance that the company would receive a five year contract from the district for 73 digital copiers, support products and related services. On August 3, 2005, based on Rose’s recommendation, the school district gave Ricoh the contract which exceeded $1 million. Between June and September 2006, Rose
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Re: Gas Price Check

I think if the DOW keeps going lower, so will gas, with that the saving grace for the econonmy maybe lower gas prices. With talking with a CEO of a frieghtliner dealer, sales have been dismal, and to many truckers not making money with the high cost of fuel. However in the last month, profits are back, and consolidation of routes are helping to squeeze additional profit. He and I agreed that if the DOW goes to 4500 so goes a barrell oil to $20. Thus that will be the economic stimulus that
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Re: Vision News 08 Orlando

[b]Just got this from my /b]!! On December 1st, Ricoh will be launching an exciting, brand new, segment 1 color MFP call the Aficio MP C2050/2550 (20 and 25 ppm for color and BW). Some product highlights of this A3 size system are: An internal finisher with optional 2/3 hole punch Standard duplexing at nearly 100% of mainframe speed. Scan to email (w/LDAP), scan to folder (SMB, FTP, NCP), Network TWAIN and Scan to Media (USB/SD Card) Full color VGA/touch panel monitor 1,200 dpi Super G3 fax
Topic

New Heller Layoffs; Axed Secretary Tells of Disappearing Copiers

difficult to work in Heller’s stripped-down offices and being laid off comes as a relief. She said she printed a document, but found that the copier had been been removed before she was able to pick it up. "I have to run down to the ninth floor to get mail and look through 18 bins," the secretary said. "We don't have any records people. They took away our coffee machines. Our cafeteria is gone." Many of Heller’s partners have moved on to other law firms. Those lawyers with expertise in intellectual
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Re: New Xerox 6279 Wide Format

quote: Originally posted by rhutto: Looking for any information on this newly released (yesterday) unit. Here are a couple of attachments Good selling all!!
Reply

Re: Ricoh Introduction of the MP C2800/C3300 & MP C4000/C5000

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The scan to SD/USB device was obviously and afterthought as this device looks and is attached very akwardly. Also it lacks the ability to print files from the flash memory where the majority of our competition can.
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Re: Former Mount Vernon schools purchasing agent charged with bribery

How about the rep and how about Ricoh Business Solutions!!!!!! They should also have the opportunity to GO TO JAIL!!!!!!!
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Re: Ricoh Americas Unveils Color MPC2050/2550

That's correct, good article to read, and also to all the naysayers that beleive A3 will still be the standard in years to come. If you don't have an A4 device to sell, you are gonna get you butt kicked by Sharps new frontier line, the current and proposed Sammy line (next year for 70 & 90ppm A4)
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Re: Gas Price Check

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developing countries such as China, India and Brazil. Fears that turmoil in global financial markets will spark an economic slowdown in developed countries has helped push prices down from a record $147.27 in July. Last week, news of rising U.S. oil inventories, falling retail sales and slowing housing starts fueled concerns that the world's largest economy may face a major recession that will undermine demand for crude. "Oil demand in the U.S. will be a bellwether," Pervan said. "If the US, Europe and
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Re: Ricoh Americas Announces Organization Changes

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I just remember in my former life that when the insurance companies I represented were still being run by "sales minded" people the insurance industry was completely different that the one it evolved into once those companies were bought out and then run by the "bean counters" As long as the "bean counters" surround themselves with good sales oriented support then things can go well, if not, good luck.
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Re: Ricoh Americas Announces Organization Changes

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At Vision 2008 they introduced Martin Brodigan as being the one who doubled revenue and took Ricoh from #3 to #1 during the 7 years he was there (2000-2007)
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Re: Vision News 08 Orlando

That's a real drag and I believe that Ricoh and Dealers will lose clicks and boxes if they do not have competetive A4 boxes. Ricoh touts their new LV color box will be $2,000 less than the MP2000, still that makes the unit higher than the sammy and the proposed frontier box, plus the customer will get 40ppm instead of 25 or 20ppm. I understand this whole value proposition however will the customers understand and enbrace it also. I guess that will be a question that will be answered over the
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Re: What's New MPC 4000/5000

. Improved Toner Quality New chemical toner for improved print quality and support of 1200 dpi printing. Yields are the same as previous models.
-=Good Selling=-
 
0 comments
InnovoltSelling in the Seventies

Selling Copiers in the Seventies with Steve Mcbride

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About a month ago I had the opportunity to attend the BTA National event in New York City.  While at the event I ran into Steve Mcbride, Steve is currently VP of Sales with Innovolt.  We had an interesting discussions about the cool Bluetooth technology with the Innovolt Smart Protectors (you can get these from Polek & Polek) and how techs can identify the voltage in the MFP through a smart phone.  I also found out that Steve had started selling copiers in the late seventies. 

Thus, I asked if he would like to be a part of our Selling in the Seventies Series. Steve's was happy to oblige and his comments are below.

Selling Copiers in the Seventies

  1. What year did you start in the industry and what was your first position? I started in the industry in 1978 right out of college as a basic sales rep with no accounts and no defined territory. One of the owners gave me a price book of the copiers my company sold and business cards and told to go see if I could sell anything.
  2. What company aka manufacturer or dealer did you work for during the seventies? Worked for A&S Copier and Computers
  3. If you worked for a dealer please tell us what brands you sold?  We sold Dennison and Minolta copiers.
  4. What was the percentage of copier sales people that made it past two years? We had about 5 reps that started at about the time I did, and I was the only one in the industry less than 2 years later.
  5.  What did you like the most about your job in the seventies? If you got out and worked hard you could make a lot of money for a 23-year-old sales rep.
  6. What did you dislike the most about your job in the seventies?  No real training being unsure what I really needed to do to be successful.
  7. What was the compensation plan like, was there a salary, what is just commissions or was there a mix of salary and commissions?   $500 a month draw against commissions. With commissions being 40% of GP.
  8. How did you go about finding new business, and what was your favorite of those methods and why? Cold calling was my main way to prospect because I didn’t know any better. Not unusual to make 4o+ calls a day. I used cold calling as a teaching tool, every account I called on I would ask to see their copier due to being new in the business, so it was my way of learning my competition and getting into the building to see what they were copying in their business. 
  9. What was your favorite brand and model to sell and why?  In the 70’s my favorite machine was the Minolta EP310. At $3995 you could sell them a bunch of them at full retail. It was also a DRY toner copier that enabled you to compete against Xerox a little easier.
  10. What type of car did you use for your demonstrations and how many demonstrations would you perform in a week demonstration. I used a pickup truck and all our technicians had station wagons. We didn’t haul a machine around all the time, but I would still do 3 to 5 demos a week but closing rate per demo was high.
  11. Can you tell us a couple of funny stories about selling copiers in the seventies?   1.  One of our sales reps (not me) had a copier in their pickup truck and went through a car wash at a paper mill with the copier in the back. 2.   One time I was moving a Minolta 101 and apparently didn’t drain the tank all the way and my new white shirt had some nice toner stains all over the front of the shirt.
  12. What is the biggest problem you seeing facing the industry today? With clicks declining in many areas I believe our industry will be moving to more of a services industry and many dealers are not positioned to make that move, nor have the desire to move into other service offerings.
  13. What was your quota back in the seventies, was it revenue, GP, units? $25K a month in revenue was the quota but I was paid on GP
  14. Back in the seventies Minolta copier models started with EP and Canon with NP. Do you know what those stood for? Electrostatic process and New Process

Steve thanks so much for this.  Many of us including myself had no clue as to what it was like in the seventies.  Also seems like you were great at doing demonstrations.  Copier demonstrations is practically a lost art in our industry now.

If you'd like to connect with Steve, his Linkedin profile is below. 

 
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