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October 2019

Enabling Innovation is both Old and New

I'd like to introduce Mitch Filby as our guest blogger. I had the chance to catch up with Mitch at Itex 2019 in Las Vegas earlier this year. Mitch and I connected many years ago through this site and I've been asking if he would write a blog for us. Mitch is from Australia and is Managing Director of First Rock Consulting.

Enabling Innovation is both Old and New



Will divestment, organisational and structural splits, re-investment and a greater focus on core business help to save the office printing & document imaging industry?

Well let’s hope so.

However, this without a clear strategy and an effective execution will mean nothing.

As I say,” if nothing changes, nothing changes”.

The real key to success will not be simply a repacking of the old ways or a new sales and marketing message saying the world has changed and we are now different.

Unfortunately talk is cheap and in relation to the office printing industry it’s been getting cheaper by the decade and some would argue it’s happening yearly (oh what - did I hear some say weekly, daily? Lol!! – let’s just say it’s not tracking in the direction we want).

Nevertheless, many industry providers have adapted either through their own accord or have been forced to either through the need to support the manufacturers best interest or the realisation that their clients are not wetted to them like they used to be.

Fortunately, since around mid to late 2005-2009 the emergence of a new and more customer aligned approach has allowed agile and switched-on providers to develop a services model that supported a changing IT and business model and business engagement.

Today a Managed Print Services engagement addresses how services are bought, delivered and maintained across a customer’s environment. However, this services model is quickly advancing and the industry as-a-whole is hopefully adapting to the next wave of change that extends outside just the physical print aspects of managed print services.

The change of uncertainly requires innovation:

The world has certainly changed economically, technologically and politically over the last decade. The structural change economically and the acceleration and acceptance of a digital economy has changed the dynamics for both businesses and consumers around the world.

Due to the rapid change and increasing uncertainty, an ever-growing political shift has occurred. This ongoing undercurrent will continue to impact the office printing and document imaging industry if it does not embrace the opportunity to change and innovate.

So where does this innovation process start?

Well the answer is quite simple but disappointing at the same time.

Unfortunately, we have forgotten that one of our biggest assets has been the most under-utilised or written down in terms of how a business should and needs to engage.  As an industry, we have moved away from or devalued the one source that allowed the industry to be so, so effective in the late 80’s and 90’s. We have in fact commoditised our approach and engagement. We have thrown out the baby with the bath water.

We stopped, numbed and blunted our most trained professionals to simply follow the process of device (box) acquisition. The focus became too volume orientated, where it was far too simpler for leadership and management teams to purely account for numbers. This was the metric that drove business decisions.

This might be one lever of business, but you must drive business using a set of different (or coordinated multi-levers) to be ultimately successful and sadly this did not occur as effectively as it should have.

Overtime the industry lost its customer intimacy. One of the greatest strengths of the industry over the last three (3) odd decades was the sales engagement and our people we called “salespeople”.  To other industries a sales role was a job. To our industry, it was a profession, a career, you were a business person. We were schooled in understanding the challenges of running a business.

In fact, this industry was one of the most highly trained and experienced to understand the needs but more importantly the business problems our clients were having. We as an industry were the most tentative to the customer needs and requirements.

Constantly, customers were always intrigued with our professionalism around how we gained such an insight around our client’s business. Many clients in the late 80’s and 90’s wanted many of the providers and experts of the day to extend themselves outside print even then. We were the trusted advisors of yester-year.

 

Building Innovation Capability: The first step

One way to start or enable innovation in your business or the industry as-a-whole is to go back to basics and talk and engage with the client and it’s not about “what keeps you up late at night” type of question.

 Also, it’s critical not to try to find a solution to the clients perceived problems. This may sound strange and opposite to what many have been trained to do. However, there is a reason for my comments.

Over the last ten years I have been actively engaging and working with over five (500) hundred CXO’s across many different industries such a financial services, insurance, retail, manufacturing, health, media, telecoms – you name it, I’ve done it and this extends into government and non-for-profit as well.

The one key learning or insight that has been garnished from all these engagements is that most businesses fail around innovation or solution development because many of their ideas or problems that they think they have are still assumption.

Now this is not to say that they don’t understand the pain or opportunity they have in front of them. However, their problem or solution is 99.99% based on assumptions. Their problem is usually symptomatic of a larger problem that they have not had the clarity or a process to identify more clearly.

Everyone has been taught in the modern era – “if you have a problem, you should find a solution”. This has forced our thinking very quickly on the solution rather than testing the problem or the assumptions behind the problem.

I could go into more detail as I have developed a very sound and repeatable methodology to help end clients become more innovation.

But as always, the intent of these articles is not about self-promotion, but more about how this industry can transition. What could I do to support a wonderful industry that has the capability to evolve.

On that note – what I’d like for all to consider is how can your talent and your most valuable resource and asset help your business re-engage with your end clients around testing their assumptions on the client business problems.

Help them not to find solutions too quickly. Easier said than done – I know.

Customers can see it and smell it faster than you realise.

The key is to have a conversation and engage and work with the client to identify the symptomatic problem that over-hangs the real source of the customer problem.

Sure, this may take you away from the box sale – however as a business you must start to align yourself with your customer’s real problems. As I have learned “don’t define your business by the products or services you sell, but more the contribution and value you provide to your customer.

The key to any successful business has always been and always will be about how can you help and add value to your customers business. The innovation transition for our industry starts with the following strategy or at least one plank of your overall strategy – align your business to your customers business – in doing so, your value will expand your own business. They will provide you direction on how your business can be shaped.

The next challenge will be about how best to adapt your business at scale. However, if your customers are asking you to do this, then that’s a much safer, less risker process then going out there trying to build new services and products that client may not want.

The speed of change is happening at an accelerated rate; however, we still have to have a balanced view of how we manage both the old and the new. What hasn’t changed is that the most successful businesses have been built on a simple formula of have having the right talent, the right technologies that allow the right talent to do a great job and a great understanding of their customers business and the challenges and problems they are trying to solve or the problem that they don’t know they have.

Special thanx to Mitch for this. Here's a link to check out Mitch Filby on Linkedin

MSP & MSSP Industry Notes for October 27th, 2019

October 28th 2019

MSP & MSSP Industry Notes

Sponsored by

Arcoa Group

ARCOA has established itself as an industry leader in the recycling and processing of electronics scrap. Our management has over 30 years of experience in scrap and precious metals recycling. As an R2:2013, ISO 14001:2015 and OHSAS 18001:2007 certified electronics recycler, we can assure you that all of our material processing is done in a safe and environmentally responsible manner.

Office1 Partners with Chaparral Business Machines, Inc to Expand Territory in California

  • Office 1 based out of Las Vegas and is privately-owned provides IT services, copiers, printer, document imaging, cloud security and managed IT in Nevada and California
  • Chaparral Business Machines located in Paso Robles, California area for 35 years. Offers Ricoh, Samsung MFPs, shredders and wide format plotters

IntraLAN business growth sees five new team additions

  • InteraLAN business located in the United Kingdom for 25 years and provides IT services to UK clients
  • Steven Smith Account Manager, previously worked at Vodafone
  • Andrew Blanchard, previously Business Development Manager at AVI-SPL
  • Martin Roskelly, previously from Novartis
  • Mark Hurst with 23 years senior telecoms experience
  • Andy Horn, CEO joined InterLAN earlier this year


AWS Managed Services Provider Logicata Offers Free AWS Migration

  • Logicata based in London, England is and AWS managed service provider
  • Offering free AWS cloud migration services for businesses
  • Logicata offers full suite of AWS Managed services which include monitoring of AWS environments, cost optimization, patch management, incident management change management and continuous improvement

Axcient Introduces AutoVerify

  • Axcient located in Denver, Colorado and offers cloud migration solutions for Managed Service Providers (MSPs)
  • Key Benefits of AutoVerify include the following
    • Offers MSPs confidence in the integrity and recoverability of their backup system
    • Reduces the time spent manually fixing issues that might occur during a recovery fail over
    • Lowers the total cost of ownership (TCO) by automatically detecting, alerting, and fixing backup consistency issues
    • Allows for faster identification if there are any potential backup issues
    • Alerts from AutoVerify can sync directly with PSA and RMM technology tools, such as ConnectWise
  • AutoVerfiy introduced in beat in August 2019

Client ransomware attacks up 37% in third quarter

  • Beazley PLC (Beasley Breach Insights Report) reported a 37% increase in ransomware attacks against their clients over last year
  • 24% were confirmed to be caused by a vendor managed service provider
  • Chubb Ltd. Reported that ransomware attacks in the first half of this year exceeded total that was reported in 2018

 

Butcher Named CFO of Alaska Communications

  • Alaska Communications provider for advanced broadband and managed IT services for client in Alaska
  • Alaska Communications also operates statewide data network and undersea fiver optic system connecting Alaska with contiguous United States
  • Names Laurie Butcher as CFO. Joined Alaska Communications in 1997 and previously served as Senior Vice President of Finance since October 2019

Blackpoint Cyber Announces its MSP Protect Program with Special Pricing for Managed Service ...

  • Blackpoint Cyber headquartered in Elliot City Maryland
  • Blackpoint Cyber established by US Department of Defense and Intelligence cyber security technology experts
  • Launches MSP Protection program for MSPs
  • In August of 2019 a ransomware attack hot 22 Texas local governments. City of Keene Mayor Gary Heinrich told NPR, "They got into our software provider, the guys who run our IT systems." The MSP of the affected governments later revealed that the hackers used its RMM to carry out the attack.

Konica Minolta hints at Aussie MSP acquisition

  • KonicaMinolta has hinted it’s looking to acquire and Australian MSP as reported by ARN
  • KonicaMinolta also has alliances with Sophos, Fortinet, Microsoft and HP

Edge Technology Group Announces Multi-Cloud Platform Designed Exclusively For Alternative ...

  • Edge Technology located in Greenwich, Conn., offers fully-managed IT services, cloud solutions for financial firms worldwide
  • “CloudSuite is an agile and holistic platform that brings together the best components of the Private and Public Cloud. Having the ability to offer both Private and Public Cloud solutions, enables us to offer a combination of both in a Hybrid Cloud, supporting industry trends and data
  • that a Multi Cloud approach is becoming widely adopted as the new industry standard,” stated Tom Woollard, Managing Director, Head of Europe, at Edge Technology Group
  • Edge has 8 locations across Asia Pacific, Europe and the US, including Singapore, Hong Kong, Sydney, London, New York, San Francisco, Austin and Greenwich, CT.

LucidLink Launches Global Managed Service Provider Program

  • LucidLink located in San Francisco, California offers cloud-native file service, which was designed specifically for extensive data access over distance and to provide the performance needed to run file-based workloads on object storage for maximum efficiency and productivity. LucidLink Filespaces™ is compatible with any AWS S3 compatible storage provider that utilizes the cloud, on-prem, or hybrid storage
  • Launches Global Managed Services Provider program
  • Benefits to MSPs using Filespaces
  • Remove friction from sales by simplifying infrastructure requirements.
  • Reduce operational expenses through remote SaaS deployment.
  • Benefit from consumption-based recurring revenue.

Datto Hosts Its Largest European Conference to Date for Managed Service Providers

  • Named DattoCon took placed in Paris, France on October 22, 2019
  • Datto is a global provider of IT solutions delivered through MSPs
  • DattoCon attracted more thant 850 MSP’s from 26 countries making this the largest DattoCon event in Europs
  • According Canalys, there has been a 25% increase each year in SMB spend on managed services from IT providers between 2016-2018
  • DattoCon announcements
  • Cloud Continuity for PCs, now available in Europe and Canada, is an image-based, all-in-one business continuity solution for PCs that utilizes Datto’s new patent-pending technology. It takes continuous backups and protects critical PC data from ransomware attacks, lost or stolen devices, or accidental deletion. MSPs can now recover an entire PC image or individual files without the need for a local appliance, access reliable backups of PC data, and virtualize backup images in the Datto Cloud
  • Updates to Datto Networking include an all-new native integration with Datto RMM that dramatically streamlines end-user support by reducing movement between management portals. Partners can now easily assess performance capacity, identify related devices, and remotely control ports from the newly designed RMM interface, all at no additional charge
  • Move to single sign-on (SSO) with Datto RMM brings a single, consistent location for MSPs to manage RMM user access. With a single credential, MSPs will now reduce the number of login prompts encountered when moving between Datto solutions. Also, as part of Datto’s commitment to helping MSPs secure clients’ IT environments, two-factor authentication (2FA) will be mandated for all RMM users to protect accounts from unauthorised access. In addition, a new library of scripting components launches with updates monthly, all available at no additional charge to Datto RMM user
  • The SIRIS 4 line of Business Continuity and Disaster Recovery (BCDR) devices is now complete with the launch of the SIRIS 4 Business offering featuring new Intel Skylake CPUs for more power and error-correcting memory for more reliable backups. Other Continuity updates include Recovery Launchpad, an all-new cloud recovery tool that features a network configuration interface that allows MSPs to get clients up and running faster during a disaster. Also new is a Universal Backup support for any system running on VMware such as VoIP and security systems, extending the ability for MSPs to protect their clients’ critical data systems as well as any system the business relies on to operate.
  • The latest release of Autotask PSA includes a new integration with Microsoft Active Directory, which automatically updates the contact list in Autotask PSA to ensure more accurate billing statements as well as enhanced security. The release also includes an overhaul of the Configuration Item user interface that will increase efficiency when managing many different types of devices and assets that are discovered by an MSP’s RMM tool.
  • SaaS Protection offers a new, streamlined client onboarding process to make it easier for MSPs to add new clients. Also announced is expanded support for Microsoft Teams backup including Files, Conversations, and Calendar meetings.

 

New MFX Card Reader from Y Soft – Now with Plug and Play Ease

  • T Soft founded in 2000, operates in 17 countries, has more than 20,000 clients in 120 countries and boasts 98% customer partner satisfaction rate
  • Announces new YSoft USB Card Reader 3 MFX
  • The MFX card reader simultaneously reads RFID cards that are both high and low frequency and uses HID technology commonly used in the U.S. and Mifare technology common in Europe and supports advanced security requirements.
  • Founded in 2000, the company is headquartered in Brno, Czech Republic, with offices in North and Latin America, Europe and Middle East/Africa (EMEA) and the Asia Pacific region (APAC).

Crate.io Launches CrateDB Cloud on Azure

  • Headquarter in San Francisco, California and io develops data management solutions that help companies put IoT and machine data to work.
  • Launches CrateDB Cloud on Azure
  • What it is
    • CrateDB is an open source distributed database offering the scalability and performance of NoSQL with the power and ease of standard SQL. The Crate.DB Cloud for Azure IoT is a turnkey data layer, offered as a hosted cloud service on Azure, enabling faster development of IoT platforms and data-driven smart factories
    • The CrateDB Cloud on Azure is ANSI SQL-compatible, making it easy to use and integrate with custom applications. Dynamic schemas and the sophisticated JSON handling (JavaScript Object Notation) make the database ideal for use even with especially heavy IIoT time-series data workloads

 

Sales Professionals Are Invested, Are You?

"The key to making money is to stay invested."
Suze Orman

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

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

Where you stand now, months from now and into your sales future will largely depend on what you do to improve yourself today.

Without working on and improving YOU every day, would it be realistic for YOU to expect a much different future from the one YOU have at this very moment? Do you think your sales performance would become better in the future? I seriously doubt it because YOU will be no different tomorrow from who YOU are today.

Successful sales professionals have the confidence to take risks that unsuccessful sales reps try to avoid.

The worst thing you can do that will absolutely sabotage your future sales success is continuing to do the same thing and assuming that you'll automatically improve. Come on sales peeps if you're struggling or stuck in a rut then get a grip and start working on yourself.

Nothing happens until you make it happen.

There's no instant improvement to your sales career that happens automatically without YOU working on YOU. If we want to get better then YOU have to work on it.

If YOU want to get better then YOU have to work on it! No freaking exceptions whatsoever!
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CONFIDENCE IS CRITICAL, SO INVEST!

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

I'm shocked and extremely concerned. A vast majority of those in sales just simply 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?

Invest in yourself and your confidence will soar!

  • Value yourself
  • Find your passion
  • Change your mindset
  • Build genuine and authentic relationships

Curious, does your inner voice think of your career as a living, breathing thing? I encourage you that in order to keep it alive, you must continually nourish it so it can grow and flourish.

INVEST IN YOURSELF

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

Here's a question for all of you...

Do you value yourself?

I bet most of you shouted. "Hell yeah, I value myself!"

Well... then here's my next question...

How many hours this past week did you put into growing your sales career?

I'm concerned that many of us fail to put in the time and effort necessary to grow beyond our current abilities.

How many hours have you invested in YOU this week? Is it safe to say, "Not enough?"

SALES PROFESSIONALS INVEST

Highly successful professionals, the best of the sales best, spend hours every week investing in themselves. They're committed to learning, growing, and expanding upon their current skill sets and knowledge.

There's no better investment you can make than in yourself.

Sales professionals recognize they are their most valuable asset. They understand every investment they make in themselves pays dividends now, next month and into the future.

I get it and all those sales professionals get it! Sales is grueling. Sales is mentally challenging. You might even be burned out, exhausted or drained.

Please realize that you're not alone. This is a part of sales and this will never change. But realize something: You have control of what happens and you have choices.

Stop waiting for the next great sales lead or whatever magical mysterious event you think will occur, such as the "sales easy switch". Start right now and invest in making yourself better.

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INVEST IN BECOMING THE REAL YOU

Become the real you. You need to get real, raw and extremely 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.

Invest in consistently nurturing your mindset, you'll build up a tolerance against negative thoughts, procrastination, self-doubt and insecurities.

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

  • Seek to become an expert in your field of work
  • Constantly crave feedback on YOU
  • Become extremely honest with yourself
  • Never ever stop learning
Sales professionals take massive action

If you aren't satisfied with your sales career, take massive action to improve it. Listen to your inner voice. Start investing in yourself now.

"If you’re not invested you can't collect"
Leonard Tose

I will leave you to think about the following:

  • Who's helping you to define your sales goals?
  • Who's helping you to build an action plan?
  • Who's giving you direct advice to help you get to the next level?
  • Who's challenging and encouraging you to take ownership of your own success?

If you're serious about getting better, a coach should be in your future. There's no shame in asking for help. You never know what a fresh pair of eyes can see for your sales career, so why not seize the opportunity to be held accountable and become better? 

The investment you make in yourself could pay huge dividends. Growing sales is hard. It takes new ideas and fresh energy. I'd like to be your coach! Let's open and honestly talk about your career.

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I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and 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 is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.

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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 LinkedInTwitter and on my podcast by clicking on Selling from the Heart.

 

 

This Week in the Copier Industry 15 Years Ago (Last Week of October 2004)

@Old Glory Posted this 15 years ago.

Brian Tracy says in The Effective Manager, that "change is accelerating." I believe that, do you? What does that mean to you? You know the old saying, "If you always do what you've always done, you'll always have what you always had." I don't think that is true anymore. If you always do what you've always done, you will continually have less and less. If we are not consciously getting better, we are unconsciously getting worse. In our business, if you are not growing, you are being passed by more competent and better educated competition. 

Konica Minolta Launches the bizhub PRO 1050

1050 Production Printing System New 105 ppm Device Provides the Print Speed, Duty Cycle, Finishing Capabilities and Front End Tools Demanded by Production-Level Environments at a Flexible, Affordable Price Point — GRAPH EXPO and CONVERTING EXPO 2004, October 10 – 13, 2004, Booth #1475 — RAMSEY, N.J. — October 12, 2004 — Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta) today introduced the bizhub PRO™ 1050, a 105 page-per-minute (ppm) printer/copier built from the ground up to meet the
Topic

Canon unveils $30 mln campaign Ad 4 copiers

Canon unveils $30 mln campaign for copiers, printers Mon Oct 25, 2004 12:01 AM ET NEW YORK, Oct 25 (Reuters) - Japan's Canon Inc. (7751.T: Quote, Profile, Research) will try on Monday to show its office equipment does more than copy documents in a new $30 million U.S. ad campaign that takes an optimistic view of the morning commute to work. In one of its largest campaigns this year, Canon USA will spotlight equipment like its "imageRunner" series of monochrome and color copiers, embedded with
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Competitive Info Toshiba 3511

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I have a banking propect that is interested in a new copier. They are in tight with my competition but want a "me to" proposal from me. The competition is proposing a Toshiba 3511. A good comparison would be the Savin 3210. But, my experience has been that these machines are not good in "high" volume black and white environments because of the image cycle. Does anyone have experience with the 3511 and now if it goes into an image cycle like the Ricoh B2C machines? Or any other competitive info
Topic

Canon posts record Q3 profit

. Its operating profit rose 26.0 year on year to 158.3 bln yen on sales of 838.3 bln yen, up 9.2 pct from 767.6 bln previously. "Although sales of digital cameras slowed in Japan, as they have already spread to many households, overseas demand, especially in Europe, continues to grow significantly," Canon said in a statement. It added that there was also strong growth in sales of laser-beam printers, semiconductor-making equipment and projection aligners used in the production of liquid crystal
Topic

Ricoh Adds "Embedded Software Architecture"

competition with a solution tailored to their operational needs," said Hede Nonaka, vice president of marketing for Ricoh Corporation. The SDK/J solution can control most aspects of the device operation panel as well as the device core capabilities such as printing, scanning, and saving files and it also features User Interface APIs. The types of applications that can be run through SDK/J include Panel Operation-Oriented "Thin Client," Java Servlet Based Web Applications and Background
Topic

New Color-Enabled imageRUNNER C5800

finishing capabilities, such as multi-position stapling, hole-punching and saddle-stitched booklet making, give companies the resources to produce the types of color-enhanced documents they formerly outsourced: flyers and marketing collaterals, business presentations, financial reports and sales brochures. The imageRUNNER C5800 offers two print controller options. The Canon-developed Color Network Multi-PDL Printer Kit-C1 is best suited for general office environments, with support for PCL5c
Reply

Re: Competitive Info Toshiba 3511

Not a bad approach, I have used it for years when I thought it would benefit the customer. However some customers still would like to have the system as an "all in one". We have had some problems with "cycling issues" with the "32" and the "24". Most of my customers have learned to live with this and are happy with what they purchased. Toshibas version of e-cabinet I have no experience with the Toshiba 3511. Have you tried pricing the NEW 2228 (Ricoh), keep in mind this is the same engine as
Topic

Print4Pay Adds Two New Vendors

.com ). Print4Pay Hotel authorized vendors sponsor and monitor their own message boards, host quarterly Webinars for online training of Print4Pay Hotel members, support their products through timely press releases and updates via the Print4Pay Hotel message board, and use the message boards to monitor what solutions dealers, sales reps and SE’s would like to see in the field. Authorized vendors are also committed to rolling out new products that will benefit P4P members. VircoSoft, LLC, formerly
Topic

sales talk

See Attched word DocThis document has been archived, please send me an email in order to purchase. art@p4photel.comHow to Turn on Turned Off Customers Document (October 2005)
Topic

Ricoh & USPS PRESS RELEASE

RICOH RECOGNIZED BY UNITED STATES POSTAL SERVICE FOR OUTSTANDING SUPPLIER PERFORMANCE West Caldwell, NJ, October 28, 2004 – Ricoh Corporation, the leading provider of digital office equipment, today announced that Ricoh has been selected as a 2004 United States Postal Service (USPS) Quality Supplier Award winner. Ricoh won the award for its best practices in supply chain management, enabling the Postal Service to more effectively achieve its mission of providing mail service to the American
Topic

240W Printing Issues

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Please let me know if anyone has experienced the following issues and how they resolved them. 1. When printing a CAD file that has a file size wider than 36", is there anything in any of drivers that prompts you to "accept printing outside the borders"? If you forget to force the drawing to a particular roll, Plotbase will redline the drawing and then you have to force the file to a specific roll while at the server. (Other office document software drivers will stop you and ask if you want to
Topic

instructions and part number for updated 240 software

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Hi Everyone, You should already know that new RW-240 Controller purchases( from around October 1) already have the 3.3 version of the software. For those sales channels who have current 240 customers who want or need this 3.3 upgrade, the service departments can order the upgrade directly from Parts. The part number is B6978500. Biggest improvements: Support for AutCAD 2005 and scan bug fix. Attached in the email below is the Tech Bulletin announcing to all sales channels how to order ( 1st
Topic

HP IJ 1700

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trying to get supply cost for this machine to justify replacing with Savin color laser. Ink prices break down to about $.08 per page but machine also takes printheads - I have prices on these but can't find expected yields anywhere, any suggestions?
Topic

Rioch launches GBC in AUS 4 1060/1075

Ricoh StreamPunch™ provides a flexible, fully integrated punching solution for the production of high quality documentation and presentation materials. This new technology is compatible with the Aficioä 1060, 1075, 2090 and 2105. It dramatically lowers the overall cost of production, and as each page is punched at the rated speed of the print engine, productivity is not compromised.
Reply

Re: Leads in California

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- expanding sales and marketing efforts in North America, Europe and Asia Pacific potential opportunity to provide… - sales training programs - software and systems specific to the sales function - products and services to support a field sales force - recruiting for sales professionals - products and services to support increased marketing activities; services may include PR activities, collateral material development, advertising, and direct marketing services - marketing services to support
Topic

240W questions

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Does anyone know if you the next version of the software will have the ability to scan to a JPEG format? Also, is there a way to force a stamp to appear when copying as there is when you are printing? I would think not but thought I would ask.
Topic

AMEX sells leasing division 2 Keycorp

products and commercial vehicles/construction, and industrial segments. AEBF lease solutions range from $20,000 to $75,000 for capital purchases such as commercial vehicles; dental, surgical and medical diagnostic equipment; telecommunications and IT hardware; and point-of-sale equipment at national restaurant chains. AEBF operates across the U.S. with major hubs in Houston, Chicago and Parsippany, NJ. It employs approximately 400 sales and service associates. Key Equipment Finance is presently the
Reply

Re: Competitive Info Toshiba 3511

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Yes, at this point I've decided to propose the Savin C2820 and the C3224, we have the 2820 in the office along with the 3210 and I can show the customer the differences. The color on the 2820 is unbelievable! Some of the graphics I've printed actually look like stickers or embossed images on the page and even color print is raised to the touch. There is a definite "pop" to the color that I haven't seen on the B2C machines. The prospect is not really interested in printing or scanning but on the
Topic

Change is accelerating!!!

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something industry related could actually be stimulating but trust me, it will. You will begin to get excited about using what you learn with accounts you may currently be talking to. Whether it is a new launch package, or book or Ricoh training, or whatever, it all has relevance today, tomorrow, and every day from now on because everything builds on what you already know. If you don't do anything different next year than you did last year, you will have gone backwards and I don't think any of
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User Code Management

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I've set up user code management for customers on their color machines in the past. But I have one question. In the operators manual it states: "To regiser the user code of the printer driver automatically, select PC Control: ON for the printer in User Code Management." - no problem, that is what I normally do. Then it goes on... "If you use the user code set in User Tools, select PC ControlFF and set the user code for each color. Set the user codes registered in User Tools for the printer
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When we catch Osama...........

Now that Osama has resurfaced, what should we do with him once we catch him? I say we handcuff his hand to a pole in and then set the building on fire (and make sure he has a sharp clever). Once he cutS off his arm to get out, we then Cuff his leg to another pole and light the building on fire (and make sure he still has the sharp clever). Once he cuts off his leg, we do it again to the other leg, and then let him perish in the flames. What would you do to him if you were in charge of the
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PDF files and plotbase

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As we have been discusing, there is an Adobe issue printing 600 dpi docs larger than C size. Fixes available are: 1. Use plotclient win to print PDF files, if the have postscript option. 2. Use Adobe Reader 5.0 or lower to open the files, and then use the WinPrint driver 3. Have customer use Adobe Acrobat 6.0 Professional 4. Use 300 dpi driver available on TSC website. 5. Set up an HP 650 as a plt to file printer, and direct it to C:\\Spool\CFG. If you re-name this the 240, it is invisible to

Re: Ricoh Product Managers

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You missed my point...Where do we get per-launch material? I'm talking about the stuff we aren't supposed to know yet. We get it from DSR's who share with one of us more information than they are supposed to. We then post it here for all the world to see. Ricoh can trace back to the DSR based on the territory the posting rep was from and he/she gets in trouble for spilling the beans and the pipeline dries up.
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Re: Ricoh Product Managers

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I have the same concern as Jim. I don't want to have my "inside" sources at Ricoh dry up because they saw ME post pre-launch material
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Re: Ricoh 551 Scanner

the 551 and 700 are famous for this. The M.C.U. board and scanner motor must be replaced as a set to take care of this problem. There is a bulletin on Ricoh's T.S.C. website.
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Re: 240W Cutting Off PDF Print

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I STAND CORRECTED. Problem - 7” missing from “arch D” size prints using Adobe Reader. You need to use Adobe version 5.0 or lower. This Is an Adobe problem; the 300 DPI WinPrint drv doesn’t correct this problem. If the workstation has other versions of adobe, then, change the file type to version 5.0.
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Re: BIZHUB 350

Biz Hub 3510F PCL Driver Some of the findings I have found researching the BizHub Driver In order to print with duplex, collate and staple. The user must go through nine clicks of the mouse. 600 dpi only Only one position and size for watermark No Page Numbering No Toner Save Feature No Graphic No Icon driven user interface that allows the customer to customize print settings and retain for later use. interface to add options No Sample Print No send to Document Server or Hard Drive for storage
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Re: HP IJ 1700

It seems to me that the ink print heads are given a time warranty. This is all I could find in a quick search. Hope this helps. HP
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Re: User Code Management

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Mike: Thanks for the reply. When you say you would have to enter it manually do you mean you have to go to the mfp and press the printer key and enter it for each job?
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Re: Change is accelerating!!!

great advise from a great sales manager!

This Week in the Copier Industry 10 Years Ago (Last Week of October 2009)

There's a really awesome topic from ten years ago titled "Is selling at cost the future for print hardware?". I went back and read it several times, and realized that 2009 was the start of the great recession. Somehow we survived, but recently I've heard some grumblings in the AEC industry and they are not good

Enjoy these awesome threads from ten years ago this week!

Weekend Industry Notes from 10/25/09

Neal ·
- network based authorization, authentication and accounting - enhanced reporting of media usage - end user popup notifications including hyperlinks - web-based Release Station allowing print jobs to be released using web browser - Follow-You Printing now allows Xerox and Sharp copiers to have embedded application to over-ride printing rules and print color instead of b/w - Supports Apple Remote Desktop - Ricoh’s complaint seeking to bar Okidata from selling any more printers and MFPs in the U.S
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Konica Minolta cuts 2009/10 outlook on slow demand

TOKYO, Oct 23 (Reuters) - Japan's Konica Minolta Holdings Inc (4902.T: Quote, Profile, Research) cut its annual profit forecast by 24 percent on slow copier demand, casting a shadow over the performance of other office machine makers such as Canon and Ricoh. Konica Minolta, which competes with Xerox Corp (XRX.N: Quote, Profile, Research), Canon Inc (7751.T: Quote, Profile, Research) and Ricoh Co Ltd (7752.T: Quote, Profile, Research) in copiers and printers, lowered its operating profit outlook
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Color Multifunctional Printers and Monochrome Digital Presses Recognized for Outstand

Neal ·
, Peripherals Category, including: • bizhub® C652/C552/C452 Series and bizhub C360/C280/C220 Series of color multifunctional printers (MFPs - print, copy, fax, scan all-in-one system) • bizhub PRO® 1200/1200P/1051 Series of monochrome digital presses Based in Tokyo, the Konica Minolta Technology Center actively develops unique and cutting-edge technologies that will expand the world of imaging, on the basis of proprietary materials, optical, nano-fabrication and imaging technologies. Phosphorescent
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Kodak Tumbles "Big Time"

, missing analysts’ forecast of $1.89 billion. On a sequential basis, sales were flat. While the July-September period illustrated the difficulties still facing Kodak, the company said it was encouraged by sales of its consumer inkjet printers as well as rising orders for commercial inkjet printers scheduled to hit the market early next year. Note from Art: Time for one of the big boys to buy Kodaks PPG?
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RICOH Pro C900 Receives BERTL's Prestigious Five Star Exceptional Rating

Multi-Functional Digital System Outperforms Competition with High Speeds and Outstanding Image Quality WEST CALDWELL, N.J., Oct. 26 /PRNewswire/ -- The Production Printing Business Group (PPBG) of Ricoh Americas Corporation today announced that its RICOH Pro C900 was awarded a Five Star Rating from BERTL. Several hundred copiers, printers, fax, multi-functional, color and production devices are evaluated and tested by BERTL each year. BERTL's prestigious Five Star Rating is reserved for a
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OKI unveils three new mono printers for small workgroups

simultaneously cut costs and increase productivity." Given the feature set and capabilities, OKI says the MB400 MFP Series includes the most cost-effective devices in their class with advanced features2 and lower TCO than most competitors. Boasting one of the fastest first page out print speeds and one of the highest maximum page inputs among comparable printers3, to further boost productivity the devices combine black and white printing and copying, colour/mono scanning, analog faxing and scan-to
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CANON U.S.A. DEMONSTRATES ITS IMAGE CAPTURE TECHNOLOGIES AT ARMA ANNUAL CONFERENCE

, FileBound and I.R.I.S. Professional Solutions on display in its booth. FileBound will be showing its FileBound AP software, which streamlines accounts payable processes, running in conjunction with a customized Canon ScanFront 220P Network Scanner. I.R.I.S. will be showing its IRISPowerscan production scanning and OCR solution, running with a Canon DR-X10C Production Scanner. About Canon U.S.A., Inc. Canon U.S.A., Inc., is a leading provider of consumer, business-to-business, and industrial digital
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Connect With Print Audit On The Web In Three New Ways

recapture over $150 million in printing and photocopying expenses while saving an estimated 190,000 trees a year. Print Audit has offices located in the United Kingdom, South Africa, Australia, Brazil, Canada and the United States. For more information on Print Audit, please contact: Angela Onstine 1.877.412.8348 pr@printaudit.com www.printaudit.com Outside of North America, please contact: Print Audit - Europe +44(0)1483 726206 www.printauditeurope.com inquiry@printauditeurope.com Print
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Kodak Demonstrates Digital Records Management at ARMA 2009 with Solutions that Captur

paper-based documents.” KODAK Products are backed by KODAK Service and Support. KODAK Service and Support is made up of more than 3,000 professionals reaching more than 120 countries. It is a leading multi vendor integrated services provider, delivering consulting, installation, maintenance and support services for retail services, commercial printing, graphic communications, document imaging and data storage industries. KODAK Service and Support professionals are uniquely qualified to provide
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Ricoh Announces Common Access Card Authentication Solution Version 2.0

Ricoh Announces Common Access Card Authentication Solution Version 2.0 WEST CALDWELL, N.J., Oct. 23 /PRNewswire/ -- Ricoh Americas Corporation , a leading provider of digital office equipment, today announced that its Common Access Card (CAC) Authentication Solution V2.0 is now available for exclusive use by the U.S. Department of Defense (DoD). This latest update to the smart card technology solution, developed in response to Homeland Security Presidential Directive 12 (HSPD-12) that requires
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IKON Renews Comprehensive Document Management Solution Agreement

, printers and MFP technologies, and document management software and systems, to deliver tailored, high-value solutions, implemented and supported by its team of services professionals. IKON leverages the manufacturing and engineering expertise of Ricoh, a more than $20 billion global technology innovator, with the experience and reach of its locally based sales and services teams, to provide end-to-end solutions and one of the industry’s broadest portfolios of document management services
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Siberian company building up cooperation with Japan in nanotechnologies.

identical interests. The Russians side invited executives of the two Japanese corporations to visit Russia for getting familiarized with Sun’s production facilities. Konica Minolta’s President Akiyoshi Ohno said in a comment on the results of the talks his company is ready to develop relations with Russian partners, including Sun Ltd. The company started out on the market manufacturing photo and X-ray film and its current line of products includes industrial printers used for applying special coatings
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Re: Kodak Tumbles "Big Time"

Neal ·
could it be Konica Minolta? With the integration of Danka they have one of the biggest Kodak MIF's around plus their new focus on Big Iron it would make sense.
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Canon U.S.A., Canon Virginia and Christopher Newport

. Brian Huffman Charlottesville, Va. Jessica Johnson Midlothian, Va. Sara LaFrance Sterling, Va. Jess McCormac Charlotte, N.C. Victoria Miller Fort Washington, Pa. Shelton Nalley Greensboro, N.C. Katie Schumacher Easton, Md. Tierney Stark Manassas, Va. Megan Talley Springfield, Va. Francis Wilson Woodbridge, Va. Michael Zimmerman Durham, N.C. About Canon U.S.A., Inc. Canon U.S.A., Inc., is a leading provider of consumer, business-to-business, and industrial digital imaging solutions
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Océ Arizona 350 XT and Océ Arizona 350 GT printers win

exposition held October 7-9, 2009 in New Orleans, LA. The Product of the Year Awards compare output from competing devices using a common test file designed by the association. The prints are reviewed by a panel of judges, each with a background and expertise in digital printing and imaging. The judges look for color appeal, detail and tonality, and the output is also judged on how closely it matches the test print. The images for both entries were processed using ONYX ® ProductionHouse TM V
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Steven Stegman Joins MWA Intelligence, Inc.

. (MWAi) delivers enterprise-class and leading-edge M2M (machine-to-machine) and M2P (machine-to-people). MWAi provides an enterprise class solution designed to manage the MFP's, printers (locally and networked) collecting, automating meters, consumables, service alerts, and Managed Print Service (MPS) tools. MWAi literally connects the people who service and sell the assets with the actual machines and ERP systems delivering greater customer satisfaction. Solutions include: Intelligent Service
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Need some help ---Scan Router for Vista 64 Bit

I have a SAVIN 3515mf for my home office...My new desktop runs Vista 64bit...and I can't get scan router to work... Does any one know how to do this or this just unsupported.... Apolotize for posting here --- But can't get into the RICOH BOARDSS anymore////////ART@!!! :0
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Register TODAY for Mutoh’s “Hands-On” School of Wrap Dec 1st-3rd 2009, in Lexington,

Phoenix, AZ (October, 2009) – MUTOH America has added December 1-3 to the 2009 “Hands-On” School of Wrap schedule in Lexington, KY. This is the last wrap class of the year, so take advantage of this opportunity by registering TODAY! Hosted by Pat Buckley, a veteran graphic installer, and Todd LaBrie, President of Carwraps, Inc, teach vehicle wrapping, time saving techniques that generate revenue. Pricing is only $995/Person. A FREE Wrapper’s Starter Kit is included ($185 Value). Limited seating
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Re: Competing against the Xerox 4127 b/w production print system?

Merlin. Your right, the finishing on the Xerox 41 series is pretty light, Booklet, interposing, and stapling is about as much as you can get...For a Very high price point at that w/ booklet...Its close to $10,000 to upgrade to that finisher. The 41 series are considered OFFICE MONOCHROME and not production. I am not as familiar w/ the new RICOH PRO series but seems like RICOH finally is addressing the production needs with the finishing. How well does the RICOH pro handle heavier paper? Can it
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Re: Is selling at cost the future for print hardware?

JasonR ·
quote: Originally posted by 5050: Really hard to speculate on a business model which we don't know anything about. But the one thing that I do know is that - these idiots are everywhere..... If you can't speculate, how do you know they are idiots? The business model of selling products at a loss to gain future revenue is not new. Microsoft loses money every time someone buys an xBox, Dell gives away printers costing $1,000 for free, Razors and blades, etc. All of those examples have been very
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Re: Need Help for Print Solution!

This my boo boo, I asked my sales manager about this application and the reps at Sage, all stated it could be done out of the box. As to what they were doing before, they did not have the accounting package and asked for a dot matrix printer for forms, I investigated got false info and sold them an 8200N stated it would staple the two pages. I am now in the process adding Planet Press
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Re: Need some help ---Scan Router for Vista 64 Bit

Jason -- thanks -- but that sucks== Does anyone know how to get an older ricoh product to scan to VISTA? I have A SAVIN 3515mf running Vista 64bit
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Re: Is selling at cost the future for print hardware?

lep524 ·
Interesting approach to the sales process. Strikes me the next promo is for 10% below sticker price...of course unlike cars, manufacturers don't put a sticker price on MFP's to advise the public what the price is supposed to be. At this point we find the margin we are able to obtain on most sales of hardware barely covers the cost of sales for the product...any business profits come from services bundled around the hardware, either connectivity plans, support plans, supplies for colour etc
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Re: NEED HELP QUICK --- SINKING SHIP

JasonR ·
Ouch, that's a tough one. If it's really a proprietary system, there's probably no chance of a converter being available. What's the actual file format? Does it save in an an autocad format? or HPGL? Secondly, why do you need it to be PDF? If it's for printing to a ricoh wide format, could they use a PDF print driver to drop the file into a folder for the Rioch to grab it from?
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Re: NEED HELP QUICK --- SINKING SHIP

Jason -- no the goal it to print a version of an 11 x 17 drawing and scale down to a letter size document. My PCL and PS3 driver is not reading the lines on the drawing as an image. I posted for a colleague so who just joined so I am not sure of the file format, nor am I familiar w/ this application. 2nd part yes -- they could do that -- that was a quick work around that we did - but was unhappy with the amount of clicks that it had to go through. They have a CANON that does it no problem.
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Re: NEED HELP QUICK --- SINKING SHIP

5050 is actually a xerox p4pmember, so he does not have access to the ricoh forums. So I guess he posted here, maybe should have been in the solutions fourms which are open to all members.
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HOW TO BEHAVE AND WHY

This is the best book for sales ever -- it is short, sweet and to the point....we got it for my daughter when she was 3 and you'd be surprised about the little things we teach our kids that you can let go...
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Kemmerer City Council meets

Department. After asking a couple of questions the Council voted for the Mayor to sign the Equipment Lease Agreement with IKON Office Solutions for a Ricoh MP 2550 copier.
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scan router pro anyone?

bill w ·
Need a copy of scanrouter pro. Any suggestions?
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TSG Solutions Unveils a revolutionary NEW business application

, bringing a fully customized sales and business management application to the Office Equipment Industry. AgentDealer™ is a 100% Force.com native application, benefiting from the reliability, scalability and performance of salesforce.com’s trusted global service infrastructure. Equipment dealers can manage all their business relationships, connections, deals, agreements, sales quotas, commissions, service calls, meter reads, equipment expiration dates and more with TSG Solutions new CRM
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MWA Intelligence, Inc. and Image Star Launch Industry First nMPS Supply Chain

quality printer supplies and automated supplies ordering process for dealers and resellers. Image Star’s line of quality printer supplies will be an integral part of the nMPS, the industry-first national fleet service program that supports dealers and resellers across the U.S. to expand and enhance their MPS offerings to satisfy requirements from end-user organizations on lower TCO and supplies replenishment automation. “Image Star has won a great reputation in its high quality supplies products
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MWA Intelligence, Inc. and Image Star Launch Industry First nMPS Supply Chain

, Printers (locally or networked) collecting, automating meters, consumables, service alerts and Managed Print Service (MPS) tools. MWAi literally connects the people who service and sell the assets with the actual machines and ERP systems delivering greater customer satisfaction. Solutions include: Intelligent Service Management, Intelligent Managed Print Services, IntelliDashboard and Intelligent Device Management. For more information, please visit: http://www.mwaintelligence.com . Contact Rose
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NUWC awards 5 year office equipment supplies contract

For Immediate Release Naval Undersea Warfare Center Division Newport Awards New England Toner Service 5 Year Contract. Newport, Rhode Island --- New England Toner Service Inc. dba NETS Printer Solutions of Portsmouth, R.I. has been awarded a $4.9 million, five year contract to supply ink and toner cartridge supplies to NUWC Division Newport in Newport, Rhode Island. The contract was won through a competitive bidding process, requiring a formal response to a Request For Proposals (“RFP”). “We
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Océ CS665 Pro Color System Helps Fry Communications Grow Their Color Personalization

faster and more effectively. The quality and reliability of Océ digital print technology has helped us enhance clients’ efforts with color and variable data,” said David P. Colatriano, General Manager, FryDIRECT, the direct marketing division of Fry Communications. The Pennsylvania-based company has built a production platform for personalized communications using Océ digital printing, including the Océ CS665 Pro color system and the Océ VarioPrintâ 6160 duplex system. With these resources, Fry
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Paradigm Imaging Group receives BERTL® Four-And-A-Half Star Rating on New EIS Supra!

PARADIGM IMAGING GROUP 1590 METRO DRIVE #116 COSTA MESA, CA 92626 714-432-7226 FOR IMMEDIATE RELEASE Contact: Jane Napolitano Email: jane@paradigmimaging.com Web site: http://www.SCANtopia.com Paradigm Imaging Group receives BERTL ® Four-And-A-Half Star Rating On New Supra Costa Mesa, CA – October 22, 2009 – Paradigm Imaging Group, a leading distributor of large-format scanning and printing solutions, announced today that they have received the prestigious BERTL ® Four-And-A-Half Star
Member

Firehawk

Member

Jdeets

Member

Joe

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Re: Competing against the Xerox 4127 b/w production print system?

but again,,,,who would sell a unit like this for that volume? It doesn't make sense... When we carried the Konica High End Line - I had a customer running about 1.5 millions a month, with coverage that came back around 1% on 40% of the jobs and 17& on 60%...The machine ran horrible when they did low coverage, and we had to retrofit a toner recyling vacuum pack. At the end I added 2 additoinal 1050's and 2 6500's w/ a micro press.. I don't know what its rated for but I never sold against that
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Re: PowerSelling by Steven Power

This is a great BOOK!!!!! Everyone who has a career selling copiers should read.
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Re: Competing against the Xerox 4127 b/w production print system?

merlin ·
Art, here is a quote from Xerox on a 4112 I was going against. This just happen in the last week.
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Re: Competing against the Xerox 4127 b/w production print system?

merlin ·
Art I forgot one thing. All of these Xerox will use there Free Flow Software, which is proprietary. So down the road if the customer wants to switch to a different dealer they will have to convert there files over. It use to be call RDO's. This is not a cheap covert.
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Re: Competing against the Xerox 4127 b/w production print system?

quote: Originally posted by merlin: Art, here is a quote from Xerox on a 4112 I was going against. This just happen in the last week. Thanx for the quote! Wish everyone else would chip in!
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Re: Competing against the Xerox 4127 b/w production print system?

quote: Originally posted by merlin: Art I forgot one thing. All of these Xerox will use there Free Flow Software, which is proprietary. So down the road if the customer wants to switch to a different dealer they will have to convert there files over. It use to be call RDO's. This is not a cheap covert. interesting on the FREE Flow Software, I'll have to keep this handy!
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Re: Competing against the Xerox 4127 b/w production print system?

merlin ·
Art, Couple others things that may help. First, the price quote was for a government account, plus the Xerox does not have a Ring Binder option. We have them out and they work great.
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Re: Need Help for Print Solution!

they are typically user customized in the application. For example a law firm printing to an HP 4000, when they print a letter it's always in dup or triplicatel; right? So the program is set up when they select to print, a letter that they get: 1. a print on letterhead 2. a print on plain paper 3. a print on colored paper 4. an evnelope. I always run into this when replacing printers, because it never is configured to do the same thing, and i have like 30 legal secretaries wanting to kill me
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Re: Is selling at cost the future for print hardware?

I have good relatioship === but employer is a little big... I am positive that equipment is dirt cheap, lease rates are bumped, but just like any other company, overhead to run a company has to be built in somewhere...Business's are in business to make money.....Even Non PRofits..... Merlin, are you a principal? I think the real point that should be taken away from this thread is that people have the ability to look at their company from a different perspective, not just the side of a salesman
-=Good Selling=-

This Week in the Copier Industry 5 Years Ago (Last Week of October 2014)

I had to go back and do some editing one of the blogs I wrote 5 years ago.  Seems my fat fingers and my racing mind leads me to many typo's and grammar errors. I do not profess to be a writer, but just a copier sales person that likes to write stories with an occasional opinion or two.  Here's the blog I touched up

5 Reasons WHY You Will Fail Selling Copiers

Enjoy these awesome threads from 5 years ago this week!

Procurement Goes Digital at Konica Minolta Business Solutions

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. Please see http://www.sap.com/corporate-e.../index.epx#trademark for additional trademark information and notices. For customers interested in learning more about SAP products: Global Customer Center: +49 180 534-34-24 United States Only: 1 (800) 872-1SAP (1-800-872-1727) Contacts Ariba Karen Master, 412-297-8177 kmaster@ariba.com or Konica Minolta Business Solutions U.S.A., Inc. Karen Harris, 201-818-3231 kharris@kmbs.konicaminolta.us
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Konica Minolta Announces Availability of Precision Discovery Solutions

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.Konica Minolta, Inc. has also been named to the Dow Jones Sustainability World Index for three years in a row.For more information, please visit www.CountOnKonicaMinolta.com and follow Konica Minolta on Facebook , Twitter and YouTube . The following files are available for download: EnvisionITLegal SamErrigo, Senior Vice President, Business Intelligence Services, KonicaMinolta Business Solutions U.S.A., Inc. AllCovered Contact Information Karen Harris Konica Minolta Business Solutions U.S.A
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Ricoh to offer customers a broader range of Fujitsu technologies as part of expanded IT Services menu

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." For details on Ricoh's full line of products, services and solutions, please visit www.ricoh-usa.com . | About Ricoh | Ricoh is a global technology company specializing in office imaging equipment, production print solutions, document management systems and IT services. Headquartered in Tokyo , Ricoh Group operates in about 200 countries and regions. In the financial year ending March 2014 , Ricoh Group had worldwide sales of 2,195 billion yen based on the IFRS accounting standard (approx
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Sometimes, you may need to pull out the Toshiba card

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Many of the younger sales people have not clue of what Toshiba did in 1987. Thus, if you find yourself out priced by Toshiba, (which I hear that is happening quite often these days) then you may want to pull out the Toshiba card. Especially if you are trying to win DOD business and or maybe dealing with a military veteran. Below is a cut n paste from an article from 1987 from the LA Times: Toshiba Corp. of Japan, whose machine tool subsidiary provided the Soviet Union with secret submarine
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Print Audit® Releases Information Collection Engine (ICE) Version 1.17

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releases of the software. Print Audit ICE gathers information for Facilities Manager by tracking and scanning print devices from all major manufacturers, using standard SNMP protocols. ICE version 1.17 features enhanced scanning accuracy with Canon, HP, Memjet, Oki, Samsung and Toshiba devices. Print Audit ICE’s automatic update function will periodically check for new versions and will automatically download and install the update. A complete list of changes made in the release as well as a
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Should Ricoh Offer a Rebate When Dealers Buy the New Smart Op Panel?

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buys the new smart operation panel, there is no credit given for the old operation panel. The thought from Print4Pay Hotel members is that the old operation panel (which is still new), would then be discarded, saved in case one is needed in the futureor forgotten about in a dealers inventory. Which leads me to sustainability! We know that Ricoh is BIG on sustainability, BIG on the environment and BIG on conservation! Which Leads Me to Questions: Did Ricoh not think about what would happen with
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New Colortrac SG Series scanners

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Paradigm Imaging Group Announces the New Colortrac SG Series Scanners Costa Mesa, CA – September 30, 2014 – Paradigm Imaging Group, the North American distributor for Colortrac, Inc., announces the launch of a brand new product solution from Colortrac: SmartLF SG series – Colortrac’s FASTEST most PRODUCTIVE CCD scanner Sharp and accurate – with superb color The new SmartLF SG Series scanners, available in 36? and 44?, are perfect for capturing sharply defined detail on technical drawings and
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MP4054 Series.pdf

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Canon Business Process Services Addresses Key Records Management Topics at the ARMA International Conference

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information governance stakeholders. About Canon Business Process Services Canon Business Process Services, Inc. is a leading provider of managedservices and technology that enable organizations to improve operationalefficiency while reducing risk and cost. Experts apply qualitymanagement principles and tools such as Six Sigma to advance performanceto a higher level. The company offers services including BPO, imaging,records and information management, print, mail and eDiscovery, and isan IAOP Global
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East Penn delays copy contract following objection

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The East Penn School Board put off approval of an agreement with a copy machine company this week after a company that bid on the contract took issue with the district's service proposal request and the amount of money the district planned to spend. Attorney Michael Prokup, who represents Fraser Advanced Information Systems, which bid on the proposal, said the district's proposal was so narrow and specific that it could only have gone to one bidder — Xerox, which currently provides services to
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Kyocera Launches "Google Connect" App

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panel. They can then browse their emails and folders—including inbox, sent mail, and personalized folders—or print their email messages, attachments, or calendars. While standing at the MFP, users can: Compose emails; Scan documents to store or send as email attachments; Print personal or shared monthly calendars; Find emails via keyword search. “KYOCERA views Google Connector as one of the key components in meeting our customers’ evolving needs,” said Danielle Wolowitz, senior director, product
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Salesforce Users, Win $500 for Amazon

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enter, visit http://ccscannow.com/win and download a free trial of ccScan. Prizes include a $500 Amazon gift card, plus weekly giveaways of $50. “By integrating ccScan with Salesforce.com, and quality scanners like those from Canon users and administrators discover a dramatic increase in productivity.” Said Clark Fegraus, CTO of Capture Components, developers of ccScan “Our software increases the value of the Salesforce.com system, while freeing up staff to focus on revenue generating activities
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Xerox Updates Market-Leading Ebola-Tracking Software for Instant, Secure Cloud Access

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180 countries. Together, weprovide businessprocessservices , printingequipment , hardware and softwaretechnology for managing information -- from data to documents. Learn more at www.xerox.com . Note: To receive RSS news feeds, visit http://news.xerox.com/rss .For open commentary, industry perspectives and views visit http://www.linkedin.com/company/xerox , http://twitter.com/xeroxcorp , http://simplifywork.blogs.xerox.com , http://www.facebook.com/XeroxCorp or http://www.youtube.com/XeroxCorp . Xerox
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5 Reasons WHY You Will Fail Selling Copiers

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So, I'm pretty much writing this for all of the newbies that get in the industry.Why is there so much turn over in our industry? Is it that we're not hiring the right people, maybe we don't have the right training programs in place, getting them in the field too soon, or could we be putting in them in can't win scenarios? I don't have the answers to the high rate of turnover, however, I can give you these points of why you will fail selling copiers. It's up to you to understand these reasons
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mindSHIFT Technologies ranked among Top 100 Cloud Services Providers

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business growth. Learn more about our company at www.penton.com . Penton is a privately held company owned by MidOcean Partners and U.S. Equity Partners II, an investment fund sponsored by Wasserstein Co., LP. About mindSHIFT Technologies, Inc. mindSHIFT, a Ricoh company, is one of the largest IT outsourcing and cloud services providers, serving small and mid-size businesses for 15 years. At mindSHIFT, we're about keeping your IT systems up and running, providing personal attention and making you
Blog Post

My Top 5 Secrets About Using Linkedin for Prospecting

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something. You could do a short blog on "Why Do Checks That I Copy Come Out Black on the Copier", just and example but I hope you get the point. Write information that will help your customers and potential new customer garner knowledge about your solutions and or systems. Within a short period of time you can be the guru in your geo area, if not the world!! 4. Follow Companies on LinkedIn, take ten existing accounts that you are trying toget into. Search those ten accounts on LinkedIn to see if
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Salesforce Now Integrated into eFileCabinet’s Document Management System

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eFileCabinet, Inc., the leading document management software for SMBs, announces its eFileCabinet Online product is now integrated with Salesforce.com. This integration means that customers can easily sync and view their eFileCabinet files and drawers within Salesforce and view their Salesforce contacts within eFileCabinet Online. "Salesforce is a leader in the cloud CRM space for businesses of all sizes, and we are happy to provide our customers with this much sought after solution," said
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MakerBot and Sanrio Collaborate to Bring Hello Kitty Into the 3D Printing World Through the MakerBot Digital Store and the MakerBot PrintShop App

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BROOKLYN, N.Y. LOS ANGELES--( BUSINESS WIRE )-- MakerBot , in partnership with Sanrio , is excited toannounce that 3D printable Hello Kitty® collectibles andaccessories are now available on the MakerBot® DigitalStore and in the MakerBot PrintShop ™ app! In celebration of Hello Kitty’s 40 th anniversary, MakerBot and Sanrio have collaborated and designed a line of 3Dprintable Hello Kitty collectibles, which can be 3D printed exclusivelyon MakerBot Replicator® 3D Printers. The collection
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Okidata MPS 711c Color LAser Printer wrinkling envelopes - fuser rollers too tight

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Hello, I just sold an Okidata MPD 711C Printer to an account and it is wrinkling / crinkling envelopes big time. They only do them occasionally and this is the first time they have tried so the machine never printed them ok before either. It actually is crushing them as they go through the fuser because the rollers are so tight. You can see the impression of the back flap and back seams in the front of the envelope it is squeezing them so hard! At the very end the wrinkling shows up because it
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Print Audit® Partners with PrintToPeer to Bring Remote 3D Print Management to Premier Members

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Calgary, Alberta - October 23, 2014 - Print Audit®, the company that helps office equipment dealers grow their businesses, has partnered with PrintToPeer to provide remote 3D printer monitoring and management software to Premier members. Print Audit Premier is a membership program that gives office equipment dealers virtually unlimited access to all of Print Audit’s products for one low monthly price. PrintToPeer is a Calgary-based company that is making 3D printing easy for individuals and
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Re: My Top 5 Secrets About Using Linkedin for Prospecting

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Art One of your better articles!! Short, sweet, to the point and should be helpful to most reps. Thank You Have a Great Day Tom Koenig Sr. District Business Manager Northeast Region - Dealer Sales Division Ricoh Americas Corporation 5 Dedrick Place West Caldwell NJ 07006 cell - 570-439-2864 thomas.koenig@ricoh-usa.com
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ICE

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Is anyone selling or bundling ICE? At first glance it is cool to be able to scan to cloud apps like Dropbox, Evernote, etc... but then, it seems like it is more time consuming to enter the information at the MFP. What about Print Cloud? Does anyone have any customers using this or Google Cloud Print (separate from ICE)? Are there additional costs for ICE aside from the Browser, necessary memory and service obligations (print cloud and other apps may be paid services)? Thanks for any input!
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Somerset Independent School District (ISD) Goes Paperless

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productivity and lengthening process time," says Christi Courson , Executive Director of Finance and Business Services, Somerset ISD. "Plus our staff has to cut, print, copy, distribute and store all this documentation which not only takes valuable time, but uses district budget resources that could be better spent." After researching more than 6 document management solutions, Somerset ISD chose API's solutions to convert their paper documents to electronic images and automate their Finance and HR
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Welcome our new Moderators!

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Gary will now be monitoring the Kyocera forums and Larry will now be monitoring the Sharp forums. Feel free to ask questions in those forums. We're all here to share information that will help us sell more and support our families!!! https://www.p4photel.com/category/kyocera-group-lobby https://www.p4photel.com/category/sharp-group-lobby
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Mutoh America, Inc. Wins Product of the Year Award at 2013 SGIA Expo

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Mutoh America, Inc. Wins Product of the Year Award at 2013 SGIA Expo Mutoh ValueJet 1638 wins for the second year in a row October, 2013 – Orlando, FL – Mutoh America, Inc., an industry leader in wide-format printers, was recently honored with the Specialty Graphic Imaging Association’s (SGIA) Product of the Year award for the ValueJet 1638 – 64 inch wide-format printer in the Test Print Shoot Out Poster Size, Solvent or Latex Ink category, for the second year in a row. The competition
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Paragon Software Outperforms Leading Backup and Disaster Recovery Solutions in openBench Labs Benchmark Analysis

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reports here . “From performance and value, to resource and cost savings, along with functionality in VM and Exchange email environments, PPR continues to lead the market in the areas that matter most to IT leaders and CIOs,” said Tom Fedro, President, Paragon Software Group Corporation. “While other BDR solutions might have bigger marketing budgets behind them, they fall far short of PPR when evaluated in rigorous test environments. We’d like to thank openBench for shedding light on the value
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Re: Okidata MPS 711c Color LAser Printer wrinkling envelopes - fuser rollers too tight

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I have a friend that tested this printer, I will ask him. He sent the printer back to Oki because it did not do envelopes properly and he did not get another one. BTW the Ricoh CP 821DN does an awesome job with envelopes. More tomorrow if I remember. Art
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Re: Okidata MPS 711c Color LAser Printer wrinkling envelopes - fuser rollers too tight

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I just looked at the model number and that was not the printer he tested, sorry!!! He tested a much higher end model. Did you try changing any of the internal print settings at the printer? I know with the Ricoh device, you have to change that before running envelopes.
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Re: Okidata MPS 711c Color LAser Printer wrinkling envelopes - fuser rollers too tight

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Yes, I changed everything at the printer and in the driver. A tech went by also and he came up with the same conclusion. I am going to have to either provide a separate envelope printer or take the machine back and sell them some thing else (if they will do business with me after this). Yea, I wish I had sold them a Ricoh to begin with. Oki had convinced management that they were a better alternative. Guess no one tested the envelope feeding...
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Re: Google Cloud Print

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Yes, I think a BYOD would benefit from this feature. The administrator can share the printer with users and they can print from various mobile devices. It relieves some of the ownership of having to maintain hardware and provide requirements on what can and cannot connect to a print server and driver installation.
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Re: Should Ricoh Offer a Rebate When Dealers Buy the New Smart Op Panel?

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I order the Smart Op Panel with almost every one of these I sell and get nothing but rave reviews. The only exceptions are with customers that are using or considering using embedded solutions since Ricoh has yet to tell us that embedded solutions will work with the Smart Op Panel.
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Re: Kyocera Launches "Google Connect" App

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We have installed this on several occasions. Works well and clients like the ability to print or access calendar from the control panel. With the existing Cloud Connect app this a great tool for those in the Google world.
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EFI Acquires Polymeric Imaging’s Thermoforming Ink Technology

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Imaging has extensive RD experience in the development of inkjet inks that address important curing, adhesion, density and durability issues that industrial and graphic arts print professionals encounter when printing on challenging substrates. EFI will use the acquired technology to enhance its customers’ inkjet production capabilities for thermoforming and other high-elongation applications requiring exceptional ink durability and flexibility. Financial terms of the acquisition were not
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Kofax Mobile Capture Platform Wins Document Manager Magazine’s 2014 Software of the Year Award

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, business process outsourcing and other markets. Kofax delivers these through its own sales and serviceorganization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and AsiaPacific. For more information, visit kofax.com . © 2014 Kofax Limited. Kofax is a registered trademark and First Mileand Kofax Mobile Capture are trademarks of Kofax Limited. Source: Kofax SOURCE: Kofax Limited Media Contact: Kofax Limited Laura Brandlin Director
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Kofax Mobile Capture Platform Wins Document Manager Magazine’s 2014 Software of the Year Award

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, business process outsourcing and other markets. Kofax delivers these through its own sales and service organization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and Asia Pacific. For more information, visit kofax.com . © 2014 Kofax Limited. Kofax is a registered trademark and First Mile and Kofax Mobile Capture are trademarks of Kofax Limited.
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Square 9 Wins Software & IT Category at ICIC and FORTUNE’s Inner City 100

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NEW HAVEN, CONN., October 23, 2014 – The Initiative for a Competitive Inner City (ICIC) and FORTUNE have ranked Square 9® Softworks 1st in the Software Information Technology category of the 2014 Inner City 100, a list of the fastest-growing inner city businesses in the U.S. With a reported 865% growth rate over a five year period, Square 9 placed 6th overall on the list of 100, and was awarded as an Icon of Industry Growth at the Inner City 100 Awards event in Boston, Massachusetts. The
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Memjet's Partners to Exhibit Labeling, Trans-Promotional, and Wide Format Packaging Applications at PACK EXPO International

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and value propositions appealing to brand owners, contract manufacturers and converters/out-source printers. Afinia Label will demo its L801 label printer featuring Memjet's technology to deliver fast, vibrant photo quality at a low cost. [Booth N-4700] Colordyne Technologies ™ (CDT), a leader in providing digital printing end-to-end solutions, will demo its 3600 Series press, CDT 1600-C and CDT 1600-S benchtop units. [Booth N-5879] ID Technologies will showcase the VP700, a digital label
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Plug and Play with TWAIN

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Plug and Play with TWAIN Posted on October 13, 2014 by Linda Lee We are all about saving steps in the workflow, and in this tutorial, we will highlight how the TWAIN interface does just that. This little interface packs a punch with workflows that involve third party software like Adobe Photoshop, Esri ArcGIS, and Autodesk AutoCAD, etc. Simply put, it makes the integration between the software, the scanner, and scanned image seamless. Save steps in your scanning workflow using the TWAIN
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Blog Post

Email is alive, well and evolving

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sponsor of the Print4Pay Hotel. I urge members and readers to visit their site to see their full line of products and services. More and more we need to provide well rounded strategic solutions for our customers. Protected Trust offers some unique solutions that can help us in our day to day efforts. Check them out here.
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Re: scan and AutoCAD webinar

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blueprint with redlines Set a scale to the image and make modifications Integrate or convert the old blueprint into AutoCAD and print final revisions or start a new design
-=Good Selling=-

Selling Copiers in the Seventies with Ed Mclaughlin

If you're reading this blog series for the first time you'll notice one of these icons .

Clicking that icon will take you the collection of blogs that we've posted with our amazing industry veterans who were selling copiers in the seventies.  I believe its important that we not only post these blogs but to also have them archived for our industry.

Selling Copiers in the Seventies with Ed Mclaughlin



Ed Mclaughlin is Executive Advisor with NEXERA, A BEI Services Company. In addition Ed was also President of Sharp Imaging and Information Company of America. Please visit his profile on LinkedIn

How did you find your way into the copier industry? 

My path was an odd one for sure. After discharged from the Air Force in 1969, I became an accountant for Sperry Rand, UNIVAC international Division. I was also attending the evening Division of LaSalle University, working on a Degree in Business Administration. I did well at Sperry, but I was very interested in the diversity of the sales process. As opportunities came about, I was always passed over. Later I was told I was too valuable in my present position, and I thought well, it’s not what I want to do, so I started looking around.

What company or manufacturer did you start with, what was your title and what year did you start?

I didn’t want to work for just anyone and didn’t think about the copier industry. Still, I was attracted to the 3M Company. An opportunity developed, and I grab it. I had more than a few friends tell me I was crazy accepting the copier job. I wanted to be in sales, and I was miserable being pigeon-holed by my present employer, so off I went.

If you worked for a dealer please tell us what brands you sold and what was your favorite model top sell and why that was your favorite.

That was in November of 1971. 3M was a great company, very diversified, and I saw it as a tremendous opportunity to learn about many aspects of the business. The training they put into us was fantastic. Throughout my time there, I attended numerous training programs. We were exposed to an abundance of efficient business processes and the necessary skills that were a benefit not just in selling, but in business in general.  

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

I was hired with four other people at the time. Within six months, there were two of us still in the sales force. The truth is that the quick turnover scared me a bit. I was a young husband and father, and the thought of being out of work was, well, horrifying. It was also quite motivating, and I took the responsibility seriously. I decided I was never going to have a bad month. The work was hard, really, and a lot more physical than I had thought. We took our copier wherever we went, and they were heavy to move around. The ”209” copier was about 250 lbs. I had a city territory when I first started, and that meant steps getting in and out of buildings and not many elevators.

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

When I later got a more suburban area, I thought I died and went to heaven. I often thought about the rapid turnover and wondered why it was so extreme. I think there was a disillusionment to the whole idea of sales. Sure, you could make good money, but it was a lot more involved than you may be prepared to experience. Once I got promoted to account sales, the physical part got a lot easier.

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

Compensation was a mix of a small base salary and commission. We also received a quarterly bonus based on our hardware number. There were two levels the first level was you received 1.5% of your supply sales in your territory. If you achieved the 2nd level, you received 3%. The payout could be excellent. Once promoted out of territory sales, it became more salary and bonus. We were responsible for growing the account and received quota and bonuses accordingly.

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

The way we went about cold calling, freely walking around buildings, and just calling on people would get you arrested today.   What does carry over, though, is the need to understand where we are in the business process. The principle of “think on your feet” and “shut up and listen.”   The concept of seeing things through the eyes of the customer has stayed with me throughout my whole life. I not only have learned to apply it to business but life and family.

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

As I came along in this business, I didn’t read “sales” books I read “business” books. 

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

3M provided us with a station wagon; mine was a 1969 Nash Rambler station wagon with a broken rear door.

If you pulled out too fast, the force of the copier in the back on the rolling cart would push the door open. We were provided a harness to secure the beast in the back. I put a strap under the bumper. This way if the copier did push the door open the harness and the strap would keep it from completing the fall to the ground.

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

I look back on the early days with a mix of fondness and a little bit of “what the hell was I thinking.” I can honestly say I learned a great deal not just about selling but about business processes and, most of all, about people. It was an education if you wanted it to be.

The way we went about cold calling, freely walking around buildings, and just calling on people would get you arrested today.   What does carry over, though, is the need to understand where we are in the business process. The principle of “think on your feet” and “shut up and listen.”   The concept of seeing things through the eyes of the customer has stayed with me throughout my whole life. I not only have learned to apply it to business but life and family. 

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

I remember one day when a particularly aggressive guy tailgating me over the Benjamin Franklin Bridge pulled up behind me at the toll gate within inches of my rear bumper became startled when as I pulled away from the toll booth, he right behind me, the door suddenly flipped open. The 250 LBS 3M “209” monster came screaming out of the back. It had an automatic document feed on it, and it hung just inched from the windshield of his beautiful new MGB sports car. I knew what the look of fear was that day. I jumped out, pushed the copier back in the car, jumped back in, and took off. The MGB took a few seconds to compose himself, and I noticed a safe distance between him and me as I traveled down the highway.    

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

What would I say to those getting into the business today? Learn your trade, not just your technology but the technologies that impact your products.  More importantly, learn what these things mean to your customers and how they affect their performance. And above all, understand business in general.  You will always communicate more effectively if you have a similar vernacular and common ground. A good rule whatever you do.   Finally, be curious, I started my business career in 1969 I’m still learning today.

-=Good Selling=-

Note from Art:  Ed never knew you were in the service.  Thanks so much for your service in such a troubled time.

Major Update to Print4Pay Hotel Web Site

In the next 4-6 weeks we'll be rolling out our new style and a new user interface that's called Card Model.

The changes will impact most lists and landing page on the platform- including the "home" page and each content module's start page- and will make it much easier to browse and consume content overall.

In this mode, content lists are displayed as cards on a grid, filling the entire width of the content pane, like so:

Hoopla-card-mode

Each content type (forum topics, blog posts, clips, surveys, etc.) will have their own dedicated color, which is used to differentiate content by type when viewing lists like this.

Blog Collections and Clips Sets are also being refreshed with this update, making those pages much more user friendly:

Screenshot 2019-10-22 13.56.23

And of course, there will be new theme elements that allow you to easily customize the look and feel to match your own brand guidelines.

If the new design is not for you, don't worry though... existing sites will not be forced to use Card Mode (and can toggle it on or off).  

We will provide more details once it is available.

-=Good Selling=-

IT’S ONLY A SMALL PIECE OF DOCUMENT HANDLING OR IS IT?

Fifty Billion!

(No, not dollars in another government research project on some frog croaking program that we don’t know what is accomplished). As noted in a number of recent research studies and articles, this is the estimated number of pages sent last year via fax, and a very significant portion is accomplished using older, less secure fax devices, fax boards in copier/printer devices or fax servers over costly analog phone lines.

Growing Shift

There has been a growing shift over the past few years to cloud, on-line fax service to meet the standards for secure and regulatory compliant document transfer but the world, in many vertical markets, just seems to want to stick to their old tried and true methods.  So, many times in discussions regarding the continued use of fax, users think they could just use email to transfer documents and not have any fax service at all, but continued focus on security, audit trails, verification on delivery, etc.,  don’t meet industry requirements and restrictions: HIPAA, PCI, Sarbanes-Oxley, GDPR, etc.  Industry studies in the past year indicate that as much as 89% of all businesses continue to use fax  for some of their document handling and certainly within Healthcare, Financial Services, Insurance and other industries, fax is a necessity.  As well with the latest and best online, cloud based fax, user convenience is as good or better than email or any other transfer methods.

Conversations

In recent conversations with business equipment companies and dealers, while the inclusion of fax boards in multi-functional devices was almost a standard option five or more years ago, general input is that 60% or more of MFP placements still include a fax board and analog phone service. Another recently published statistic related to this usage is that there are still an estimated 17 Million on premise fax devices still in use in the U.S. alone!  

One managed services company that handles government and healthcare businesses with networking, cloud software and telecom solutions discovered that an “Oh By The Way” incident, where the prospect was looking at a range of solutions and vendor choices for networking, cloud and telecom upgrades, this MSP gained a big boost by just an off the cuff follow-up question on whether this small side issue was significant and should be included in the project.  The response was that in the overall scope of a technology upgrade, the fax issue was a small piece BUT there were constant issues with contention for a limited number of phone lines handling a combination of incoming and outgoing traffic, recurring issues with service on the fax devices, and the very irritating cost of analog phone lines at a total of somewhere around $100 a month each; just simply a time consuming nuisance and constant pain point. 

After winning the overall deal and receiving a follow-up from the customer on the overall success,  the new customer mentioned that they really appreciated the vendor taking care of this one small piece by introducing cloud based fax service, in this instance with Upland InterFAX, a well-known and proven vendor based on reliability and exemplary support record:  no phone lines or on premise equipment, especially facilitating multiple user concurrent access to outgoing fax and no more customer complaints on busy signals when trying to send a fax.

This MSP then implanted a new process for introductory sales opportunities and assessments. One of the first things they looked for and asked about, just again as Oh By the Way, was whether the prospect used fax and might want to consider that part of the deal.  A 30 second conversation intended to be dealt with much later in the sales process but one that could be used as a differentiator and to relieve a lingering pain point.

How hard is it train reps to ask a question in every technology engagement and quickly move on to the bigger picture, but noting whether this is a topic for later discussion? 

50 Billion Pages a year! 

For a company like Upland InterFAX with a world-wide presence through end users, resellers and many API partners, a conservative growth plan targeting only 10% market share at 10 cents per page, then this is $500 Million a year … AND according to multiple industry research companies, expected to grow by at least 11% each year for the next five years. 

Just a little back ground on this blog.  John Hewitt and I both collaborated on producing this blog. John's a great guy and yes John does work for Upland.  As our industry continues to evolve I feel as it's my job to let our members know about all of the opportunities available to them.  If you'd like to reach out to John or connect with him please visit his Linkedin profile.

-=Good Selling=-

A Selling From The Heart Professional Redefines The Client Experience... Are You?

"Empathy is about standing in someone else's shoes, feeling with his or her heart, seeing with his or her eyes. Not only is empathy hard to outsource and automate, but it makes the world a better place."
Daniel H. Pink

Unfortunately, one huge and costly mistake many in sales make with their customers is breaking promises.

You're probably breaking promises to your customers far more often than you think. What experience is this creating? How are you making them feel? Without their willingness to tell you every single time you break a promise, how do you know?

Continue to break promises, even the small ones, and watch what happens to customer loyalty

Way too many in sales treat their customers like widgets on an assembly line. What's worse is management and ownership have fostered the environment.

What concerns me is how many move their customers along, take their hard earned business dollars and then move onto the next conquest. They reel them in with flashy sales crapola and tons of hype and then leave them less than satisfied with their overall experience.

Lead with your heart and not your wallet

I ask you to think about the following questions...

  • What promises are you making to your customers?
  • What promises do your customers truly value?
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IT'S ALL ABOUT THE EXPERIENCE

According to a recent in-depth Frost & Sullivan survey, 80% of customers base their choice of provider on Customer Experience. It has become the single-most important differentiator in making or breaking a brand.

"The need for personalized, relevant experiences are not only raising customer expectations, but making them more difficult to please."

You may or may not agree with me and it's quite alright... I believe all those in sales are in the memory and experience business.

The question I have for you is...

What kind of memories and experiences are you creating for your customers?

Within the sea of sameness and mediocrity that exists inside the sales world, the customer experience does matter. Get it right and watch what happens to trust, loyalty and consistent repeat business.

What truly makes for a good experience? Is it speed, convenience, consistency and friendliness? I believe that a great customer experience leaves people feeling heard and appreciated. It's bringing the human heartfelt emotions to your customers.

How many of you are tugging on the heartstrings of your customers?

THE HEART MATTERS

A selling from the heart sales professional realizes a heartfelt connection leads to a heartfelt conversation which leads to a heartfelt relationship that in turn, creates memories and experiences.

Redefine the customer experience by getting to their heart. I get it, we live and operate in a fast-paced business world. The onslaught of technology has provided salespeople with new ways of communicating with their customers, however; it places a damper on the personal interaction and one's natural ability to interact and listen with their hearts.

“We hear through our ears, but we listen through our minds.”

Listening with your heart means giving your full attention to your customers. Allow them to express their feelings, their concerns and their issues in a way that is heard and understood.

I urge you to create those listening experiences.

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A SERVANT MINDSET REDEFINES THE CUSTOMER EXPERIENCE

Honoring your heart is not a sign of weakness. True power resides with listening to your 'gut' and finding it within your heart by making a commitment to clear all that stands in the way of a heartfelt connection and experience.

Sharing your knowledge redefines the experience and is not a sign of weakness. Focus in on how you can help your customers. Sharing your insights and what you can do for others rather than for yourself, redefines the customer experience. I guarantee no one likes a know-it all, self-centered and stereo-typical sales rep... This does not build followership nor create positive experiences or memories.

A heartfelt sales professional brings a servant mindset to their customers.

  • They make themselves available to serve
  • They pay close attention to their customers
  • They have compassion for their customers
  • They truly care about their customers
  • They know what it means to be faithful and trustworthy

Adopting a servant leadership mindset takes a conscious effort by learning and committing to develop self-effectiveness. Get to the heart of what matters! Experiences do matter.

  • I want to please YOU
  • I want to make YOU feel special
  • Making YOU happy is not my job, it is my purpose!

YOU ARE THE EXPERIENCE

It doesn't take a lot for you to go the extra mile. You just have to show you care! This is the core foundation of what it means to sell from the heart. It's about bringing the human approach to your customers. It's what’s important to them!

I promise you this... Your customers are willing to pay for the experience. Go no further than Starbucks! What's the difference between a cup of coffee from Starbucks and that of a competitor? Simple, the experience.

What are you bringing to the business table to differentiate you from the competition?

Attention to all those in sales... You are the experience!

I know all of you want to maximize profit and increase your sales business. However, how do you do this when most of you walk, talk and act the same?

You must be prepared to provide the white glove, heartfelt and servant experience.

I will leave you with this...

Are you creating the Disneyland experience?
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I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and 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 is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.

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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 LinkedInTwitter and on my podcast by clicking on Selling from the Heart.

 

This Week in the Copier Industry 10 Years Ago (Third Week of September 2009)

If you have some extra time make sure you check out Brian's post from ten years ago. It was pretty awesome.



Print4Pay Hotel Member "Biggest Deal of My Life!"



Enjoy these awesome threads from 10 years ago this week!

Canon U.S.A. Announces Availability of The COPYblue MEAP Kiosk Version 2.1 Solution

Providing storefront and hospitality businesses with an opportunity to generate additional revenue from copying, scanning and faxing, CanonU.S.A., Inc., a leader in advanced digital imaging and software solutions, and GBCblue, a recognized leader in guest computing technology and support services, today announced the availability of the new COPYblue MEAP Version 2.1 solution for select Canon imageRUNNER multifunctional products (MFPs). The new COPYblue MEAP application transforms a Canon
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Konica Minolta Business Center Opens Doors at Innovation Park at Notre

Neal ·
Minolta Business Center features Konica Minolta's award-winning product lines of multifunctional printers (MFPs - print, copy, fax, scan all-in-one system) and digital presses. Innovation Park's clients are expected to be regional, national and international organizations, including those ventures in their earliest stages as well as Fortune 100 companies. Clients will include innovators and entrepreneurs drawn from the University's faculty, student or alumni community, as well as other ventures
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Sammy "Going After the Big Dogs"

Monday, October 12, 2009 Sammy "Going After the Big Dogs" Samsung, or as I refer to as "Sammy", talk has it that they will be coming to market with some A3 devices somewhere down the road. Talk, also has it that they would like to be a full line OEM with the likes of Ricoh, Canon, KonicaMinolta, and Xerox. Fact, besides Sharp, none of the above manufacturers have yet come to market with thier own (OEM) A4 device as of this time. Yes, there are some rumors that Ricoh or Toshiba will come to
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Color Copying & Printing Can Be Expensive (Unless....)

[URL=http://www.heirloomsbydesign.com/Liz%20at%20Copy%20Machine%20IMG_2910.JPG] [/URL] This months featured Guest Blogger for the [URL=https://www.p4photel.com/eve]P4P Hotel[/URL] is David Murphy from [URL=http://www.newinkjet.com/]Riso[/URL]. About a week ago, David and I had the chance to speak for about an hour on some of the everyday costs associated with color copying and printing. Color Copying Can Be Expensive (Unless…) About 14 months ago, Citigroup issued a memo to its employees
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Canon Considers Acquiring Outsourcing Company

printing based on personalized customer itineraries. The initiative helped minimize wastage as it eliminates the need to store as well as produce standard travel brochures in bulk. As part of its shift toward "solutions" rather than device sales, Canon today also officially unveiled a free audit service, where it provides a "health screen" of a customer's imaging environment, said Chng. The company has so far conducted an audit of its own office premises in Singapore, as well as a few other
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emFAST INC.’S FACSys® CONNECTOR PASSES RICOH DEVELOPER PROGRAM COMPATIBILITY TESTING

Ricoh MFPs with the company’s secure and intuitive fax server solution. Using Ricoh’s sophisticated Embedded Software Architecture (ESA) platform, emFAST was able to enhance the capabilities of FACSys® by leveraging the inherent print functions found in Ricoh’s MFPs through Ricoh’s open architecture. “emFAST has utilized the Ricoh ESA development platform to take the integration between the FACSys® fax messaging platform and the Ricoh MFP to a whole new level,” said Peter Valier, director of IT
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Kyocera Mita America Launches New Mid-Range TASKalfa Black & White Multifunctional Pr

print, copy and scan functionality. The TASKalfa 520i/420i is based on the company’s award-winning MFP engine technology that utilizes Kyocera’s patented long-life Amorphous Silicon drum – delivering more business “uptime” through an industry leading 500,000 page preventive maintenance (PM) schedule. This incredible PM interval ensures longer periods of time between required service visits, maximizing productivity and performance for end-users and providing the highest level of dependability
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Toshiba America Business Solutions Inc. Pays Tribute to Dealers for Outstanding Custo

- Texas/New Mexico Toshiba Business Solutions - Venezuela TGI Office Automation The Copy Shop Tri-State Copy Turks Kern Copy Inc. U.S. Business Technologies United Imaging VanDyke Inc. Zoom Imaging Solutions About Toshiba America Business Solutions Inc. Toshiba America Business Solutions Inc. (TABS) (http://copiers.toshiba.com/usa...porate-overview.html) manages product planning, marketing, sales, service support and distribution of copiers, facsimiles, multifunction printing products
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Re: P4P member: Allegheny County signs 5 year contract with Amcon Office Systems

GMAN ·
This is an excellent example of why Dealers should be aware of their manufacturer's Environmental initiatives and be able to speak intelligently about 'sustainability.' Ricoh does a great job in this area, as well as XEROX and Konica Minolta. You also see more discussion on 'environmental benefits' in Managed Print Services strategies.
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InfoPrint Launches Latest Monochrome Multifunctional Workgroup Printers

that support complex jobs Printing speeds of up to 35, 45 and 55 pages per minute1 (ppm) respectively Duplex as standard, saving paper by printing on both sides A USB port that offers direct print-and-scan convenience High levels of security with PIN-based user access controls, corporate directory browsing and encryption Optional wireless connectivity to reduce installation costs These latest models boast features such as an “Eco-Mode” setting to further reduce energy consumption. A standard
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This Week in Ricoh "TWIR Notes"

This Week in Ricoh "TWIR Notes" Gathered from Print4Pay Hotel Members from around the world and a few moles in very good places! - Ricoh announced it won a bid from AREVA Inc. AREVA is a nuclear power equipment maker, with facilities in 43 countries. Details of the contract were not announced. - Ricoh announced it now has a special discount pricing program for members of NAPL/NAQP, allowing it to increase its sales of production print systems to printshops in the U.S. [URL= http://mfpsolutions
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Print4Pay Hotel Member "Biggest Deal of My Life!"

I had the opportunity to meet Brian, geez back in 2002 or 03 at a Ricoh event titled "Sell the Solution" in New Jersey. We were all there to see who would win a trip to Japan. I won the trip, however Brian banged it out with this HUGE order!! Kudos to Brian. Brian has also been a member and proud contributor to the Print4Pay Hotel Forums and web site. If you're reading this, awesome job and congrats wish I had something like this to hang my hat on!!! Allegheny County / City of Pittsburgh / and
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History of printers

The invention in 1938 of a dry printing process called electro photography commonly called a Xerox, by Chester Carlson, who received U.S Patent 2,297,691 for his invention, was to lay the foundation for laser printers to come. The original laser printer was developed in 1969 at the Xerox Research centre by Gary Starkweather, and then in 1971 adapted Xerox copier technology adding a laser beam to come up with the Laser printer. The first printer to combine laser technology and electro
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Smart Sourcing Summit: Print costs are out of control

allowing office managers to handle a very big spend. So, most firms have uncontrolled procurement of print supplies (paper and toner, especially) at the department level, Crowley says, yet prices of these supplies typically rise by almost 8% annually. "The ideal environment would have users having as much printing and copying capacity as they need with supplies being delivered only when needed," Crowley says. But that often is more a hope than a reality. So, he says outsourcing the imaging fleet to
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Xerox 6279 Wide Format

John ·
Group, I am upgrading 3 legacy Ricoh 470's and have proposed the new Ricoh MP W5100 systems with the embedded and external controller options. I found out that my competitor in the deal is Xerox and they are proposing the 6279 model with color scanning. I do not know if they are proposing an embedded or Access external controller. I have looked at the brochure on the Xerox but I cannot figure out what significant advantages that the Ricoh would have. Any help here from a dual line dealer or
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Xerox "The Week in Review"

Wednesday, October 14, 2009 Xerox "The Week in Review" Gathered from Print4Pay Hotel Members from around the world and a few moles in very good places! - A judge in New York granted Xerox’s motion to dismiss an antitrust claim made against the company. Media Sciences, maker of generic printer supplies for Xerox printers, was trying to establish that Xerox maintained an unfair monopoly on the market for cartridges & ink for its printers. Xerox is still suing Media Sciences for patent
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BTA Upcoming Workshop Dates and Locations:

employees the first year. "In today's economy, many customers are looking to do more with less," says Morgan. "This fits perfectly with the solutions of a professional services group." What are professional services? Generally speaking, they are chargeable, often knowledge- and support-based offerings such as: document-related software implementation and customization (i.e., document management, variable data printing solutions, etc.); ongoing software maintenance; managed print services; custom
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Image Access Announces Distribution Agreement with Allied Images Ltd. for the United

Wuppertal, 12 October 2009. Image Access, a leading manufacturer of scanning technologies, has entered into an agreement with Allied Images, a large format scanning and printing solutions distributor providing a high level of quality products and services throughout the UK. Allied Images will promote and distribute the complete range of Image Access wide format scanners for professional applications in the UK. The WideTEK scanner family from Image Access includes sheet feed scanners for
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New Fujitsu ScanSnap Network Scanner Increases Document Management Productivity and E

, reduce operating costs, and enhance work processes. Network scanners help organizations by decreasing the complex nature of scanning without compromising access to important document scanning functionality. The Fujitsu ScanSnap fi-6010N iScanner includes time saving features such as Scan to E-mail, Scan to Folder, Scan to Network Fax, Scan to FTP and Scan to Network Printer. Utilizing its "Job Button" feature, you can pre-program frequently used functions into the scanner, including setting a
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Photizo Group Continues Growth with New European Office

Photizo Group Continues Growth with New European Office And Top Notch Additions to Executive Force Amsterdam, The Netherlands – October 22, 2009 – The Photizo Group continues to grow in response to the burgeoning need for Managed Print Services research, consultation and community. With the opening of a new European office in London, England, the total number of Photizo Group locations is now five. Company headquarters are in Versailles Kentucky, with staff in Boston, New York and Austin, and
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P4P member: Allegheny County signs 5 year contract with Amcon Office Systems

realize additional savings as it eliminates the small personal printers and consolidates printing on the multifunctional devices. The new equipment will also provide functionality that is currently not available in many County offices, such as document scanning. “Thanks to the County’s coordination of purchasing for other government agencies, we were able to aggregate volumes and combine purchasing power to save even more money,” added Onorato. “This is another great example of government
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Integrated Book Technology, Inc. Powers Up New Print-on-Demand Center with Océ Inline

burgeoning print-on-demand operation that prints books to order in quantities as small as one and as large as several hundred. Installed in December 2008, the IBT "book-of-one" production line comprises an Océ VarioPrint 6250 digital duplex cutsheet printer to print book pages, a CEM DocuConverter to split/merge the pages into book blocks, an Océ CS650 Pro color system to print color covers. A CP Bourg perfect binder marries book blocks with perfect-bound covers, while a Viadek system to read barcodes
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The Print Management Company! nEW wEB SITE!!

Whoa, was my first though on the new website from The Print Management Company! , go check it out!!
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Xerox DocuColor 252 w/Fiery

- Xerox DocuColor 252 w/Fiery for $22,000 with b/w clicks at $0.0129 and color clicks @ $0.049. 11”x17” billed as one click.
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"What is?" Transpromo Printing?

Transpromotional From Wikipedia, the free encyclopedia Transpromo is a compound expression formed from the words "transaction" and "promotional". By adding relevant messages, companies can piggyback promotion or even advertising onto existing transaction-related documents, such as statements, invoices, or bills. Transpromotional documents combine CRM ( Customer relationship management ) and data mining technology with Variable data printing and location intelligence . Overview Adding
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Ricoh Aficio PRO 907EX

Ricoh Aficio PRO 907EX w/Fiery/bookletmaker/stapling finisher for $32,800 with b/w clicks @ $0.0048. 11”x17” billed as one click.
Member

WA112

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Re: P4P member: Allegheny County signs 5 year contract with Amcon Office Systems

in the TOP 5 through eggs and mud at each other and the purchasing department - it was tenacious. Aside from the Green initiatives, there were several criteria that this was based on. 1. Equipment Specs 2. Idea for Print Re-Direct and Migration Strategies. 3. How would implementation process work 4. How will account be managed 5. Deliver Equipment within 60 Days (we did in 30) 6. Scanning Initiaves of Entities. 7. Proposed Solution to integrate paperless workflow over 7 differnt networks. The
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Re: Is selling at cost the future for print hardware?

Without a value statement that goes beyond copiers and even mps at this point --- people will be selling at cost, because they are transient, non-professional, and either don't have or have confidence in their skill set. The Trick is to work with companies that aren't in the market to buy copiers---I guarantee that their are other challenges that they are facing and trying to overcome...When you do this you can sell at retail, because there is no competition and you earned that commission. Why
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Formax Announces MailDoc Software

Tuesday, 06 October 2009 13:32 Formax introduces MailDoc Software Suite, a tool for generating Optical Mark Recognition (OMR) and Bar Code Recognition (BCR) marks directly on documents for intelligent inserting of varying multi-page documents. Two versions are available, MailDoc Beginner and MailDoc Professional. The Beginner Suite generates basic OMR or 1D BCR marks to process varying multi-page documents, and works with printers operating at any speed. The Professional Suite offers these
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Formax Announces MailDoc Software

multi-page documents, and works with printers operating at any speed. The Professional Suite offers these basic elements, in addition to sequence checking, automatic document diversion, grouping documents with similar addresses, selective feeding, simplex to duplex printing, and e-mail document capability. These additional features increase document security and help to reduce printing and postage costs. Options for the Professional Suite include electronic overlays with a company logo, message
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Gartner on cloud security: 'Our nightmare scenario is here now'

managers are caught in the middle, losing their earlier controls. Gartner analysts, including David Cearley and Gene Phifer, trotted out user case studies involving FedEx, Presidio Health, Johnson Diversey and others extolling the public or private cloud, while in a separate session Michael Lock, head of enterprise sales at Google, found himself looking like a budding rock star in front of an huge audience of high-tech execs eager to hear about Google Apps. With new ways of conducting enterprise
Member

Rryder

Member

GregoryZ

Member

lincolnmc

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Re: Cross Polination of Vending Controls

Thanks Art --- Jamex actually locked this down. I was thinking the long the same lines as you. Nobody makes an adapter...Like when RICOH used to have 4 channels but slotted every toner bottle different. Remember when they used to protect people....
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Re: InfoPrint Launches Latest Monochrome Multifunctional Workgroup Printers

Chuck ·
quote: the addition of three new wide-format monochrome multifunctional printers (MFP). WIDE FORMAT??
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Re: InfoPrint Launches Latest Monochrome Multifunctional Workgroup Printers

. Toner cartridges available at a significant discount (available on select printer models) InfoPrint Solutions Company printing supplies have been engineered specifically to complement InfoPrint's line of workgroup printers. Manufactured with stringent quality control standards, InfoPrint Solutions Company printing supplies can help you maximize productivity, minimize maintenance and deliver exceptional print quality. To optimize the performance of your InfoPrint Color 1759 MFP use only genuine
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Re: Scan to email in Plotbase / Scantool 3.7.1

Spent hours on this. Never could get it to work. Strangest part is that the Ricoh product manager did not know it had this option. We settled on the idea that the SMTP server needs authentication, although the customer IT dept. swears this is not true, and it works an dozens of small format Ricoh MFP's. Has anyone had scan to email work for them on Plotbase controllers?
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Re: Scan to email in Plotbase / Scantool 3.7.1

maybe someone can copy this an put it in the ratio forum, they support the plotbase software.
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Re: Konica Minolta Business Center Opens Doors at Innovation Park at Notre

Neal ·
This is a real coup, Xerox has the entire campus, but after only a year and a half we were able to get this done. Big Big kudos to Charlie Curl....my boss in getting this done underneath the giants nose!!!
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Re: Competing against the Xerox 4127 b/w production print system?

GIntel ·
Looks like the Duty Cycle for this model is 2 million. Its interesting, this may have changed from 600k because I used to have 600k for the Enterprise Version and 2 for the Copier/Printer version in my records. And now both are 2m: http://www.xerox.com/digital-p...inter/spec-enus.html http://www.xerox.com/digital-p...nting/spec-enus.html
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Re: Ricoh & Oracle

Shaja ·
Oracle, Oracle, Oracle. We haven't sold Ricoh in a few years but - dang! - just the mention of Oracle still turns my hair grey!!!
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Re: Ricoh & Oracle

CashGap ·
With thousands of successful implementations, it's a shame that Ricoh and a few others have soiled Oracle's name in this industry. These are not Oracle problems any more than forgetting to ship something is a "FedEx" problem. Someone botched the implementation.
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Re: Ricoh & Oracle

GMAN ·
Oracle is not the issue here, it is how Ricoh tried to implement Oracle.
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Re: Ricoh & Oracle

Shaja ·
The problems I wrote about on this board were the mere TIP of the iceberg. When I think about the times it took me more than an hour to input a simple one-machine order because of that blasted !@#$!%^^&* Oracle system crashing...!!! Sure, the implementation is the source of the problem, but who guided the implementation? Surely Ricoh didn't do it on its own. Then, who didn't fix anything when their system wasn't working?
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Re: Ricoh & Oracle

GMAN ·
Young hot shots from Accenture helped with the implementation, which was internally guided by Dennis Dispinzerie, who was promtoted to Ricoh CFO despite the disaster that was the Oracle implementation.
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ARC Extends Technology Services With Acquisition of Atlanta-Based RCMS Group, LLC, a

above 50%. 9% of users who formally measure ROI see returns above 100%. Gaining BIM capabilities and expertise requires investments in a broad range of products and processes. Contractors are the most likely to see a need to focus on nearly all areas of investment, today and five years from now. To download a free copy of the report, point your browser to: http://www.bim.construction.com/ About American Reprographics Company American Reprographics Company is the leading reprographics company in
-=Good Selling=-
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