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March 2020

Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Eleven of Sales

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WTF eleven days!  Another late night issue for me again.  It's sometime after 10PM, thus this will be another short blog again.

Today our dealership had a TEAMS meeting set for 11AM. The plan was to lay out the strategy for the next 30 days or so.  Yes, it seems like another 30 days of remote working is in order.  I am also very thankful for that, because at least I have the ability to produce.  I can't go over the details because it just doesn't make good business sense with competitors reading this blog.

What I can tell you is that I'm excited and pumped to get going.  Tomorrow starts a new path and a new future! I'm ready and raring to GO.

Since I wasn't sure what our marching orders were before 11AM I sent a few additional emails and arranged some contacts for later in the day.

By 12PM I had my working lunch chat with Greg Walters.  We had almost 80 peeps sign on for our 55 minute chat. I tell you the format is awesome, just Greg and I chatting about what we've heard, what we've seen and what we've done.  Towards the end of the call we've open the mics to two peeps. One was Martin Hofman from VZ Industries in the Netherlands and the operator of The Copier Solution Shop (sponsor).  The Copier Solution Shop offers dealers the ability to purchase copier cabinets, paper tray locks and a host of other accessories that will allow your copier to be different. Please make sure you check them out.  Martin gave us an overview of what the market is like in the Netherlands with Covid19. Sometimes we're so stuck in our own world we're not seeing the ramifications in other parts of the world.  Thanx Martin

Our second mic opening was to Deon Beshof in South Africa. Deon also provided insight to what's happening in his area but also enlightened us with some info regarding AI and what's coming down the road.  Special thanx to Deon also!

We have any another one planned for next week, stay tuned for details. We'll also be opening up the mic to other peeps here in the US to get a better understanding of what's working and what's not. It should be another great episode!

I'm not going to bore you with the rest of my day, because there wasn't much to it besides a couple more TEAMS meeting.  What I can tell you is that the SHOCK & AWE of Covid19 is OVER.  For the time being this is our new normal.

We owe it to ourselves to start getting creative and start selling.  You could say it's our duty, and on the other hand it's the duty of our clients to buy (I got that from Greg).  If anything is going to save the economy it's going to start with us and our clients.

Like I said this is a short one, I'll be back tomorrow.

-=Good Selling=-

 
4 comments
Simple MPS

Simple Managed Print Service Quoting Tool

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I'll be the first one to admit that I'm no expert when it comes to Managed Print Services.  Over time I've struggled with trying to sell it because I did not have a tool that would make it a simple process.  

The wait is over, that simple process is now a reality with Simple MPS Program from Harry Dearing and H4software.net 

We have a webinar scheduled for for April 9th at 1PM EDT, you can go here to register and get log in details Simple MPS Webinar.

Here's some additional information that Harry forwarded to me. I'll be on the call also to pick up some additional nuggets.

Benefits
 
1) Data Automation - We take all of your data directly from the vendors and keep it up to date for you to help free up time for your team!  This works for dealers using any ERP system (Eautomate, Forza, Quickbooks, etc.).  We will also make sure all of the latest and greatest devices are added to the program as they're released.
 
2) Selling Options - There are various ways to sell print that many dealers use to differentiate themselves.  Simple MPS gives your reps freedom to sell using various methods (CPP by device, blended, tiered, FLAT RATE, or price per cartridge).  It's so easy to use reps with little or no experience can use this tool.  
3) Customized Development - We are constantly developing new features for dealers.  We take feedback from every dealer that signs up.  If there is anything they want added to the program and it's something that can help all dealers, we develop it for them.
A Little About Me
 
I'm a CPA.  I was born into the industry (been around it since the carbon paper days).  I helped sell a large MPS company (Cannon IV) to FlexPrint years back and spent roughly 4 years wearing many hats in FlexPrint.  Outside of the software company, I still currently work with one of the largest MPS companies in Canada and spend 20-30 hours a week with them.  As much time as I've spent in the industry, I understand a lot of their pain.  I built this to help dealers.  I'd never turn down a dealer that couldn't afford it (we would make it work for them).  Every dollar we bring in goes right back into development for the industry.  The goal was to build technology that truly helps dealers and continue to innovate based around what they want.  
-=Good Selling=-
 
0 comments
Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Ten of Sales

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Busy, busy day for me.  I started at 7:30AM and it's now 9:45PM, I figure I still have another 30 minutes or so to go.

One thing I noticed today is that the pace of industry press releases as slowed to a crawl.  Tomorrow marks the last day of the year for most copier manufacturers, I can only image the deals that are available for dealers right now. Yes, it's one of those years that will go down in the history of the industry.

Today was interesting to say the lease. I had 40-50 contacts in my CRM to tackle, most of them were earmarked to send an email.  Since I sent most of my emails last week I needed some different content.  I had just the content that arrived in my emails last week. A Print4Pay Hotel member from the west coast emailed me a link with a webinar recording.  That webinar was about the Federal Response for aid for medium and small businesses and how to apply for it.  This was awesome!  Content that any business owner would want to review (if you need that link please email me  apost@p4photel.com). FYI, I did have about ten responses thanking me for the content. In addition I believe I nudged a couple of opportunities closer to coming home. Special thanx to Joe!

There was an additional 8-10 accounts that I did not have email addresses for and that proved to take some time in getting those. I was able to acquire 7 of those addresses and left the rest for tomorrow.

I did have a couple of phone conversations, nothing great but it was better than last week.

At 3:30PM I had a local NJ TEAMS meeting which was fine by mean, I was pressing all day and needed some time to wind down a bit.

The best part of my day was from 4PM to 5PM. One of my ideas is to give clients "video demos'.  Of course I can't demo a copier, but I can demo software!  I made my first video using snagit.  It took seven takes to get it as good as I could. 

What I did was to pick put one feature of the software and demonstrate how it's used. All in all the video time was three minutes or so.  When I finished I posted on my YouTube channel. The plan is to do three each week for the next four weeks. Here's the link if you want to check it out.

All in all a pretty productive day. Tomorrow I have a TEAMS meeting with our sales team. NOON TIME means Greg Walters and I will have a second chat session about " How to Sell Copiers in the Age of Corona Virus". You can register here and please get in early!

-=Good Selling=-

 
0 comments
R.J. Stasieczko

Leasing in the Imaging Channel - Pre and Post-Virus

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My friends, soon we will discuss the Imaging Channel's deliverables as Pre-Virus and Post-Virus. Over the next few weeks, we will all witness many unpleasantries. However, we must prepare, and as I have done for many years, I will continue sharing my thoughts and what I envision coming. Hopefully, helping everyone prepare. In this article, I will discuss Leasing Pre-Virus and Post-Virus. 

Will this Pandemic cause the same problems as the 2008-09 Financial Crisis regarding Leasing in the Imaging Channel? Most would say yes, and then some. During the financial crisis, the industry's leasing organizations went through some tough times as end-users struggled to make payments. We can assume that this Pandemic will cause a similar condition.

The most significant difference between the Pandemic versus the 2008-09 financial crisis. The Pandemic is affecting the entire marketplace, and for the first time in the Imaging Channel's history, the customers are not using the equipment as they are working remotely. It is important to note that most of the leased equipment is sitting in empty offices not being used.

How many pages are included in my lease? 

Printer Service based on output include in leases will now raise questions. End-users will want to understand how much of their monthly payment includes monthly service and for how many pages? End-users will question paying for output or services when they produced no output.   

Over the last decade, the Imaging Channel has increased in the number of leasing contracts where service is included in the payment. This all included one payment approach was a way in which the industry could simplify payment processes to the industry's end-users. 

I have been a critic of many of the outdated leasing practices as most are not customer-centric and have helped lead the industry to an over-spec'ing and overdelivering model. A model where leases are perpetually prematurely upgraded with excessive buyouts rolled into the upgraded deal.

In the Imaging Channel's past, when print output was growing, and customer's needs were changing based on growth in printed or copied pages, and the equipment's capabilities continually improved, premature lease upgrades made sense. Those days are gone, and today's end-users are learning that every day through this crisis.

Today the industry needs to focus on downgrading customers' print equipment and the expenses associated with its acquisition. Customers will not be inclined to continue paying 20% interest rates on equipment hardly used and will be very apprehensive to the including of CPC service contracts in in future lease payments. 

Especially as today's new equipment which aligns more suitable to customer's needs is very inexpensive. Not to mention Leasing companies will be forced to evaluate many of their own practices as they will experience increased write-offs caused by the Pandemic. There will be a lot of end-user scrutinies regarding Leasing just as the other components of the industry's deliverable.

Here are some questions the end-users will be asking the imaging channel's leasing partners.

How will leasing companies separate service from Hardware in the lease defaults if the services were prepaid upfront? 

Will leasing companies let end-users abandon leases if the dealer that serves them falls victim to the Pandemic's economic turmoil and can no longer service the equipment?

Will the tier three smaller Leasing companies find themselves with too little liquidity as delinquent payments mount or lessees go out of business? 

The overbooking of Hardware to upwards of 125% of list price will prove to have an impact on defaults, and those asset values will be way out of sync with the new realities of the equipment's value.

Will leasing companies who have diversified into other dealer services be able to maintain those services if those services are not profitable on their own? 

That last question will ring true to dealers or manufacturers themselves. With the evaporation of revenue and profits from a core deliverable, the diversified one must be sustainable on its own. Losing money as an investment on one side of the business or a separate wholly-owned business to bring value to the core business can be a strategy. However, when the core is threatened, and the diversity has never been profitable, maybe it's time to evacuate, cutting costs, and focus on the core.  

The time is Now for industry manufactures and the dealer communities who sell and service their products. To re-think much of the outdated product-centric approaches of leasing and equipment placements, which for the most part, have been more beneficial to the industry's actors then the customers they serve.

It is time to start thinking of what the future of Leasing in the imaging channel will look like?

Does this recent Pandemic bring an end to some of the outdated leasing programs, programs that quite frankly require a massive innovation? I believe, yes.

Over the last decade, we have seen some innovation with global leasing companies. It seems nearly all now accept credit cards for payments, have digital platforms allowing for on-line approval signatures and digital documentation programs eliminating the need for unnecessary phone calls, which speed up approval and document preparation processes. Those things are not innovative; they are common practice. For the most part the leasing of copier/printers has not changed much at all in over two decades.

Leasing as we new it pre-virus will make way to rental platforms using a different means for needed financing, which will allow for dealers and manufacturers to offer more subscription-based annual contracts as the less expensive A4 equipment becomes mainstream replacing a majority of the oversold A3's. Also as e-commerce and subscription model alternatives become mainstream much of the outdated Leasing programs will perish to obsolescence. 

The A4Revolution will advance by five years from this Pandemic along with many other components of the deliverable. End-users, for the first time, have realized that those big copier/printers are not near as essential to workflows or business processes as they thought pre virus. We will see end-users looking for the least expensive and easiest way to acquire A4 MFPs.

Some suggestions for dealers to address leasing concerns as this pandemic crisis ends.

Dealers must prepare to deal with non-payment of service, whether that service is included as part of the lease or billed outside of the lease. Customers will question paying for services they did not use or need. Think of creative ways to apply credits for unused service. Be proactive in calming end-users to a coming reality.

Dealers should stop the practice of excessive buyouts, and inform their marketplace not to allow their competitors to continue overselling and prematurely upgrading their printer/copier leases. 

Dealers should look for alternatives in equipment financing and stop the dependency on a dysfunctional model. Preparing themselves as some manufactures will come to market with annual subscription programs which will buy-pass normal leasing as the industry sees today. 

Dealers must accept that a vast majority of customers will migrate to A4, and that fact opens the door to outsiders who will be excited to offer print equipment and its services. Bringing to market a more customer-centric model, and it won't be five year leases loaded with buyouts and pages.

The Imaging Channel's dealers must be ready to challenge the status quo of the manufacturers they represent and all the supporting vendors to the channel. Many of the channel's actors will do everything they can to keep things as they were Pre-Virus.

Sadly as I Pay attention to some of the daily conversation it would appear many think nothing will change. It will be up to those who understand it's time to be customer-centric that will win in the Post-Virus World of Print.  

In Closing: 

Remember, Status Quo Is The Killer Of All That Will Be Invented."

Leasing will not be immune to the massive changes coming. 

 Stay Well My Friends

Ray Stasieczko  CEO/Founder TEASRA, The Innovation Channel and Host of The End Of The Day With Ray! Subscribe to my YouTube Channel https://www.youtube.com/channe...A?view_as=subscriber

 
2 comments
This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago (First Week of April 2005)

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It's late, need to be ready for another day. You know what they say another day, another dollar!

Xerox Launches Industry’s First Color................

Guest ·
Xerox CopyCentre® C118 black-and-white copier and Xerox WorkCentre® M118/M118i black-and-white basic multifunction systems. These compact MFPs are designed for small to midsize workgroups that require copy, print, scan and fax functions. · The EFI™ Fiery X12e controller for the Xerox DocuColor 12 color copier/printer. The DocuColor 12 was introduced in 1999 with print quality that has attracted a loyal following in the graphic arts space, making it Xerox’s best-selling color MFP with more than
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Xeroxm175 vs Ricoh2075

Guest ·
Can anybody help with knockoffs or adverse info on xerox m175?
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availability of the new imageRUNNER 5570 and imageRUNNER 6570

Guest ·
Industry's First-Ever Web Access Function Combined with Advanced Multi-Function, Network and Control Capabilities Sets New Document Management Standards LAKE SUCCESS, N.Y.--(BUSINESS WIRE)--April 4, 2005-- Canon U.S.A., Inc., the nation's market share brand leader in black-and-white and color copier solutions(1), today announced the availability of the new imageRUNNER 5570 and imageRUNNER 6570 digital multifunction imaging systems. Leveraging completely refreshed technology, plus Canon's
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“It’s A Wonderful World” by Peggy Lee.

Guest ·
printing solutions directly and through strategic alliances enhancing office productivity and document workflow. Ricoh’s document management software enhances workgroup collaboration and offers secure storage, retrieval and sharing of critical information. Ricoh Corporation directly or through its subsidiaries markets and distributes products in North, Central and South America. For fiscal year 2003, Ricoh Corporation sales exceeded $2.8 billion. Information about Ricoh's complete range of
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Ricoh 7030D

Guest ·
What is the Mita equivelent, I understand Mita made the 7030
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RIcoh Promotions, Trade-Ins, and Trade-Ups

Mike Sasso ·
Has anyone recieved the new Ricoh 6-month Promotons package with Purchase specials, Trad-Ins, and Trade-ups? If you can post it or email it it would be appreciated.
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Lanier Introduces Free Postscript Print Drivers

Guest ·
as a primary server platform, it is essential that Lanier offers printing solutions to support Linux implementations,” said Dominic Pontrelli, vice president of Marketing for Lanier. “Our printers have long been compatible with UNIX®-based and MacOS® X operating systems. Now with the free downloads, users can take advantage of Lanier document management solutions in virtually any network environment.” “The print drivers make Lanier printers and digital multifunction products (MFPs) viable, cost
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From the "Sales Bible"

Guest ·
Though I would borrow this from Jeffery Gitomer Going up? More than 10 Floors? I challenge you to try to get a business card or lead on your next elevator trip. Thousands of people take the elevator every day... usally in dead silence. Comapny presidents and salespeople in the same elevator and no one is speaking! That's no fun. I have taken a new approach to elevator riding. I try to meet someone new and get a card or a lead every time I go up or down (and there's someone else in the car
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HP Internal Print Server for Sale

Guest ·
HP 600N JetDirect for Ethernet an HP EIO PeripheralsProduct# J3110AMake me and offer!
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Leavin Money on the table.......

Guest ·
Is a term I hear too much in our industry. Leaving money on the table refers to not getting as much money for your product and most of the time refers to a salesperson gouging the customer and selling the product at a ridiculous price. I was just told a story about and e-cabinet that was sold for $60,000, needless to say the product did not perform and the customer would never do business with that salesperson nor the company again. In another instance a salesperson sold a 1515 for $5,000! It's
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Re: competiton

Ray M ·
will go right back to the product they primarily carry. Then the Ricoh only dealers, who should have had the leg up on the competition, is now back to square one. For the record, I think in the long term, it is a terrible way to treat the vendors that have been selling Ricoh family wide format for years and NOW that we have a tool that really raises the bar: give it to the competition.
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Re: SMB Scanning and Win2003

Old Glory ·
/400 sends data like our Ricoh boxes do. They use SMB. Well when Microsoft 2003 server came out. The AS/400 would stop syncing data between the two. Well, Microsoft 2003 Server has SMB Digital signing defaulted to be turned ON from the install. And all other Microsoft Server Operating Systems (Such as Windows 2000 server) are defaulted to OFF! That right, we could not scan on window 2000 server, if an end user turned this feature to ON! The reason we haven't seen it because no one has turned it
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Re: Aficio 240W Paper Exit Problemsq

Ray M ·
If you are printing 24x36 landscape, there are many factors that cause the prints to fall out incorrectly: gravity, static on the mylar strips, machine balance and what Wallin is talking about. I too have customers that were slightly peeved about this. Try to steer them toward the top tray and if they must use the rear, tell them to print portrait instead of landscape. The problem is there and my techs have worked on it and can get it to get for awhile, but then the same problems happen
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Re: Wide Format. I can help

Guest ·
The 7030 was made by Mita, do you know what the eqivelent Mita model is? Ricoh doesn't support this anymore and i was wondering if Mita did david147
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Re: Wide Format. I can help

al ·
Actually David there are still controllers for these machine that work with acad 2005 and will work with windows2000 and XP. Depending on the mileage on the 7030D it may makke mor sense to look at the Ricoh 240W. But for a few thousand dollars you can give somebody a pretty reliable all in one system. let me know if you need a controller.
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April Fools On the P4P SOLD!

Guest ·
Yeah, Mike suckered me also, at first thought I, all I could think is that the site got hacked overnight. I sent emails to Ted, Mike and Graham, Mike then responded and told me it was APril first!! (LOL) Good one Mike! I owe you one. By the way the Print 4 Pay Hotel is not for sale!!
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Worldwide Document Capture Software Market to Exceed $1 bn for the First Time

Mike Sasso ·
2008. However, megatrends such as globalization of geographic markets, convergence between production document scanners and office copier hardware, and increasing adoption of electronic processes for business transactions have produced a volatile, rapidly changing market offering both high risk and opportunity for software vendors in this space. "The leading segment, Data Capture for Transaction Processing, is showing a growth rate of only 6% as IT investment shifts from optimizing data entry for
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3 positions open in Indianapolis/central IN

Guest ·
Looking for 3 strong reps for an established but growing copier comany. GREAT Commission structure that allows you to make a lot of money. Please leave me a message and i will contact you. Copyman
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GBC StreamPunch reliability

Guest ·
How's everybody finding the reliability of the StreamPunch?? Are many sales being made at the moment?? There were some grumblings on this forum re the way in which the StreamPunch was performing in the field. Are these problems still present or have GBC managed to get the product sorted. (Jamming, quility of punch, failed PSU's, etc) Any information or feedback anyone can supply would be greatly received. Thanks
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Great tech postions in Florida

ricohrick ·
The best Ricoh dealer in Florida and one of the largest is currently expanding in the north Florida area. If you are one of the best looking for a new home please foward your resume to tfpelt@bellsouth.net
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Re: 2238 Booklet Finisher

Guest ·
Capabilities: Clarification on paper sizes that can be folded & stapled with the new booklet finisher. The Booklet Finisher can fold & staple 8.5 x 11 and 11 x 17 paper for all copy and print jobs. 8.5 x 14 CANNOT be folded & stapled. The Booklet Finisher will fold (not staple) only 1 sheet of paper. If your job has 2 - 10 sheets of paper, it will be folded & stapled.
-=Good Selling=-
 
0 comments

I have been Laid Off. What's Next?

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h1

I have been laid off. What’s Next?

March 30, 2020

It has been a long time since I have uttered those words “I have been laid off”, But here we are. I have to say that my previous employer has been pretty cool to maintain my Health care indefinitely. But, Having said that, I have been laid off.

What does that mean. In fundamental terms it means I am unemployed. So what does that mean to YOU? It depends upon who YOU are, and YOUR comfort with risk. I mean after all I am 59 years old. And currently unemployed. BUT, I know I can transform a Sales Organization from Box Movers to Solutions sales! How do I know I can do this? Only because I have Done this! I have done it at NECS, and I have done it at RICOH. I Assume that I am pretty good at what I do because I have had two past Ricoh Managers reach out to me, and I have heard from a couple of key NECS folks!

Here is what I know. I am VERY GOOD at Solutions Sales. I am good at bringing the chemistry of solutions sales to a branch that primarily knows how to move boxes. So If you need some one with my skills, then give me a call. and let’s see if we can work together.

What can I do for you? I can run and develop your Solutions team. I can run and develop your Production Print or Color Specialist team! And yes I can run a Branch if that is what you need. Me. I am looking to get back to work. But I have Toner in my blood, I am sad to say but I do.

Having said all this, what do you need? And how much are you willing to roll the dice? I am unemployed today. But I have already heard from two top industry managers. I say this to let you know, I won’t be unemployed for long. Do you need someone with My skills? If you do reach out to me with a reasonable offer. I say reasonable because if you low ball me (on salary) someone will come along a month later and make me a legit offer. And I will be compelled to consider that offer. After all, I know what I am worth, because I know what I bring to the table. So make me a genuine offer, and we can start doing Sales Trainning NOW, while we wait for this Corid-19 stuff to pass. So when we come out on the other side we will be READY TO GROW!!!! If You have the vision I May be YOUR GUY. But that is up to you.

On a final note if you are trying to build a great organization I have a history of bringing talent with me, So call me, let’s talk 603-765-2767.

 
2 comments
This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry Ten Years Ago (First Week of April 2010)

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Hot Dog!  Yes, I'm going to mention those savory dogs in a bun.  Ten years ago we had a discussion on the forums where to get the best hot dogs in New Jersey which evolved into the best dogs in the US. Have you been to one of these joints? Care to add your own?

Enjoy these delicious threads from ten years ago this week!

Sir Speedy of Los Alamitos Selects Konica Minolta's bizhub PRO Digital Presses to Dri

Guest ·
, Konica Minolta Business Solutions U.S.A. Inc. "Counting on Konica Minolta has never been as easy as it is today with our award-winning bizhub PRO product line." About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is a leader in advanced imaging and networking technologies for the desktop to the print shop. In 2009, Konica Minolta was named Supplier of the Year by the National Association of Quick Printers (NAQP), as well as received the Sales Support Award from Mail Boxes Etc
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Konica Minolta Offers Benefits to Partners Under New Scheme

Guest ·
Konica Minolta has launched a nascent scheme for dealers of IT devices and resellers. This scheme is called the Platinum Partner Programme. Under this scheme dealers in partnership with Konica will be rewarded for sales of laser printers. They will also be provided support for sales and marketing. The scheme makes provisions for rebates of up to 9% when sales targets are reached. It allows partners to access the MyKonicaMinolta online portal and its resources. Partners will also be given a
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DIT Scores New Ricoh Print System

Guest ·
, Dublin Institute of Technology IT Support Manager said: "DIT made the decision to unite all the printing requirements from our six campus locations in an effort to maximise cost savings and productivity. Since partnering with Ricoh Ireland, we've been able to develop a more student-friendly printing service. The benefits on our bottom line have been immediate and the impact on the environment will be long lasting". Áine O'Shea, Ricoh Ireland managed services print manager said: "We're very
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Konica Minolta’s new 240f multifunctional is a versatile performer

Guest ·
Konica Minolta Business Solutions (UK) Ltd has launched the 240f multifunctional system. For maximum flexibility the 240f can be used as a desktop copier, fax, network printer or colour scanner. A large touch screen display provides easy operation. Authenticated users can set up ‘My MFP’ settings to provide shortcuts via the display, for preferred default settings and frequently used operations. With an automatic document feeder holding up to 80 originals, the 240f produces 24 A4 copies a
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Paradigm Adds Canon imagePROGRAF Printers

Guest ·
Paradigm Adds Canon imagePROGRAF Printers Paradigm Imaging Group Paradigm Imaging Group has announced the addition of the new Canon iPF6300, iPF6350, and iPF8300 printers to its product line. Canon’s 24-inch iPF6300 and 6350 and the 44-inch iPF8300 are designed for precise, ultra high-quality print performance and increased productivity. These printers fit the demanding standards of the photographic, proofing and graphic arts markets and will play a pivotal role in Paradigm’s line of large
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MFP Sales Manager-Puerto Rico

Guest ·
daily usage of sales tools. Adhere to standardized processes for forecasting of monthly results • Identify and remove team-selling impediments – design and maintain incentives that motivate the sales team • Work closely with district sales, service and support resources to communicate customer expectations, sales progress and solution requirements. The ideal candidate will possess the following qualifications: • A minimum of three to six years multifunction copier sales and sales management
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Sales Reps wanted in CA (Santa Barbra, Ventura, San Diego & Glendale)

Ariana ·
Seeking copier sales representatives for several locations throughout CA. Must have at least 1 year copier/printer sales experience. Offering Base Salary, Commission, Expenses and Full Benefits. Positions available at the following locations: Ventura, CA Santa Barbara, CA Glendale, CA San Diego, CA For Confidential Consideration Email Resumes to Jobs@CopierCompass.com
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7 cents a page...really?

Guest ·
$0.07/page...and the productivity gains realized through the personal devices are hard to dispute (read my blog on personal printers). So as a recap: a high volume device in an unmanaged program will cost a company just under $0.03/page and a low volume device in an unmanaged program will be just over $0.04. The analysts also suggest that companies can save approximately 30%-40% leveraging a managed environment (or a Managed Print Service agreement). That savings creates a pricing model that looks
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Ricoh Joins the Linux Foundation Stepping up the development of Linux-compatible prod

Guest ·
Ricoh Company, Ltd. President and CEO, Shiro Kondo has joined as a corporate Silver member the Linux Foundation; a nonprofit consortium dedicated to promoting, protecting and standardizing Linux. This membership will help Ricoh step up its development of Linux-compatible multifunction products and printers. Ricoh has provided many customers in Japan and abroad with Linux-compatible multifunction products and single function printers through the Linux Foundation. In overseas markets in
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HP wants to bring managed print to the midmarket

Guest ·
Since its launch in September, Hewlett Packard Co.'s (NYSE: HPQ) managed enterprise services business unit has been focused on the enterprise market with a largely direct managed print services play. As HP looks to bring the play down into the midmarket though, channel partners will be called on to lead the way. On a stop in Toronto last week during a worldwide media tour, Bruce Dahlgren, vice-president of the global enterprise business unit in HP's imaging and printing group, told CDN that HP
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Canon to extend Duplo partnership at Ipex

Guest ·
Canon to extend Duplo partnership at Ipex Tim Sheahan, printweek.com, 06 April 2010 Canon has extended its partnership with digital finishing manufacturer Duplo International after announcing that the company is to be its strategic pan-European finishing supplier at this year's Ipex exhibition. Japanese digital manufacturer Canon aims to demonstrate to digital printers how they can harness complementary technology to add value to the work they produce at the event in Birmingham. Duplo will
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Re: The Office Copier turns 50!

livestrong ·
quote: Originally posted by SalesServiceGuy: Has anyone ever seen or used the Xerox 914, the grand daddy of all copiers? I sold for Xerox in NYC in the mid to late 70's. I handled Govt Accounts out of the NY Downtown Branch. The NY Public Library was a good customer. When I handled them as late as 1978 they had a 914 that was originally installed in 1960 . not only was it still being used daily , it was in pristine condition being taken care of by the same person who was its first and only "key
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Re: The Office Copier turns 50!

Chuck ·
In 1969 in VietNam there was a 914 installed at our Regimental HQ (Force Logistic Command - Camp Books USMC) that was used, very sparingly, for letterhead reproduction. I wonder what the response time was? I still have a 914 PriceList somewhere in my files. My first stateside experience as a Xerox salestype was trying to convert a 914 Rental into an OTP (Option-to-Purchase) - I laid my briefcase on the printshops "counter" and asked to run a sample on their unit. After getting permission I
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The History of Fax According to Art

Guest ·
that email has taken some of the fax machines popularity away, however there is still some type of fax in every office, whether it’s a standalone product, a modem in a pc or a modem in multifunctional copy machine. What would we have done in the eighties without the fax? Any of you remember the Teli Vaxafax (made in Sweden) I can remember some funny stories about faxing. Back in the Eighties, selling copiers we always ran across a rude "gate keeper" when we were telemarketing for copiers. Now, one
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The Office Copier turns 50!

SalesServiceGuy ·
See attached link to CNN story.http://www.cnn.com/2010/TECH/0....turns.50/index.htmlCheck out the video links!
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Canon, Fujitsu seal multi-million dollar deal

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Fujitsu Australia and New Zealand has secured a multi-million dollar, 40 month services agreement with Canon Australia to provide managed services to Canon’s server, desktop, help desk and other ICT operations. Under the deal Canon has selected Fujitsu to manage a range of services for its corporate information and communication technology (ICT) infrastructure support services for the 40 months, with a further option to extend the contract another two years. According to Fujitsu, the multi
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Re: Can any one help with this Xerox question?

SalesServiceGuy ·
See the Jan 20 2010 discussion, "Hold for Resources". It is the actual Xerox term for "Print Around".
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Re: Can any one help with this Xerox question?

SalesServiceGuy ·
One potential "work around" is to check your Print Drivers for "Hold Print". Similar to the idea of "Private/ Secure Print" but without the need for a password, "Hold Print" jobs usually go into their own print queue, are prepripped and allow a user to arrive at the copier at their leisure to make sure all of the necessary paper is in the copier before they release and immediately print their job. Some copier vendors can alter their print drivers to make "Hold Print" the default setting.
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Re: The Office Copier turns 50!

SalesServiceGuy ·
Has anyone ever seen or used the Xerox 914, the grand daddy of all copiers?
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Re: What's the Next...

GMAN ·
Art stated: "1. Riso is better the ranch on four or three new inkjet machines designed after the HC5500, thoughts....if they don't get better media flexibilty and better color results, they will be doomed. From what I can see, they are in a very precarious situation right now." After hiring several talented people from Ricoh (Lanier ide of the house) last year to ramp up their Direct sales efforts, RISO just laid off David Murphy (VP Marketing), Don Michelucci (VP, Direct) and others in the
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Re: Rumor has it.....

yeti ·
I heard the Ikon CES program is gone. and Ricoh did an abbout face and is no longer providing Comp to sales reps for Professional Services / Software / Solutions.
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Butler, PA 16001.

Guest ·
BID NOTICE The Tri-County Workforce Investment Board, Inc., 112 Hollywood Drive, Suite 201, Butler, PA 16001, is now receiving proposals for one(1) Printer/Copier/ Scanner. Interested parties can receive a copy of the specifications by going to www.tricountywib.org or request information by calling Melinda Schultheis at 724-282-9341- EXT 33. Interested venders must submit their bid on or before 4:00 p.m. April 23, 2010 at the Tri-County Workforce Investment Board Office, 112 Hollywood Drive
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The West Virginia Higher Education Policy

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The West Virginia Higher Education Policy Commission (HEPC) on behalf of West Virginia Networkfor Educational Telecomputing (WVNET) is soliciting bids from qualified vendors to establish an open end contract from which Higher Education institutions and other governmental agencies may purchase or lease new multifunctional copiers, network printers, supplies, accessories, peripherals, and maintenance services. https://www.wvhepc.org/resourc...0WVNET%20Copiers.pdf
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Re: Ricoh Ikon Letter

GMAN ·
Now that you raise the subject of Consumables, Ricoh allows IKON to purchase heavily from KATUN. IKON has always been notorious for buying non-OEM parts and supplies at deep discounts, which is one of the reason they had a poor reputation for service. Yet, it also helped IKON steal many a deal. Possibly, this practice will change for Ricoh products and they will only source Third Party Aftermarket for theie Canon base at this time.
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Re: Ricoh Production Printing

GMAN ·
Not sure my post mentions the word "change" anywhere. I do think it is interesting that they have not yet dismantled the Production Print Business Group (PPBG), as IKON (formerly known as Ricoh) tries to reduce costs.
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Re: Canon is preparing to launch 5 new b/w A3 MFPs

GIntel ·
Thanks guys. Im all set now. Here is what I came up with... Mainly speed, paper capacity, and memory improvements: ir2525 vs ir2018 -Faster speed/print out time (25/5.4) vs (18/6.9) -Greater std/max memory (512/512) vs (128/256) or (256/256 for 2018i model) -Greater std/max paper cap (1,200/2,300) vs. (330/1,080) -Greater toner yield (14,600) vs (8,300) -Larger footprint ir2530 vs ir2020 -Faster speed/print out time (30/5.4) vs (20/7.9) -Greater std/max memory (512/512) vs (128/256) or
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Re: Rutt's Hut Fried Hot Dogs

GMAN ·
The hearty Hot Dog lovers at Ricoh in West Caldwell will need to find a new place to munch on weiners, since Rutt's Hut will be too far away from Mavern, PA. After they move the Ricoh corporate headquarters to Malvern, PA they may want to make a pilgrimage to Harry's Hot Dogs. http://www.harryshotdogs.com/ Harry's boasts about "famous hotdogs topped with Harry's special secret-recipe meat-sauce, mustard & chopped onions." At $2.19 per Dog, it won't matter how long merit increases are frozen
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Re: Rutt's Hut Fried Hot Dogs

Guest ·
GMAN: I'm bummed, I was at Pinebrook/Ricoh today (actually saw a nexpress there and something code named venus), anyway I went 30 minutes outta my way for a Rhutts Hotdog, to say the least on a scale of one to 10. It's a , I was expecting so much more! I was almost tempted to book a flight to Melbourne, FL to get a Dog at Mustards Last Stand!!! Rhutts was ok for the $1.85 but not worth the effort! Art
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Re: Rutt's Hut Fried Hot Dogs

GMAN ·
Art: You must have visited the new (a little over one year old) HIGH VOLUME DEMO CENTER in the Ricoh Pine Brook, NJ location. Ricoh University and the RFG East Region (Dealer) are also in that facility. In fact, George Gorman works in that office and is the King of Hot Dogs, who initially recommended Rutt's Hut. In fact, he even gets away with putting his Rutt's Hut lunches on his Expense Reports! Blame him!
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Epson Stylus Series

Deanw ·
What is everyone's opinion of this product? Are you pushing it hard or waiting for a Ricoh manufactured box. Has anyone sold any and if so how are they performing?
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Kalana O Maui Building, Wailuku, Maui, Hawaii.

Guest ·
NOTICE OF REQUEST FOR PROPOSALS FOR COPIER/SCANNER EQUIPMENT The Office of Council Services, County of Maui, is soliciting proposals from qualified firms to deliver, install, maintain and support, and remove if necessary, a copier/scanner for the 7th floor in the Kalana O Maui Building, Wailuku, Maui, Hawaii. Copies of the request for proposals (RFP) for this project may be obtained at the Office of Council Services, County of Maui. Copies of the RFP may also be obtained by: (1) submitting a
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Re: Matt Espe named CEO of Ricoh Americas Corp

GMAN ·
Matt Espe Interesting Information of the Day: Under Matt Espe's helm, until Ricoh acquired IKON, profits dropped -22% at IKON. Crack that code.
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Re: Daily Sales Philosophy

GMAN ·
Confucius say, "90 lb. man who eat 100 lbs. of Sushi, may soon have sour stomach." Yoshida say, "IKON executives who took over Ricoh have swallowed very big fish."
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Re: Ricoh Production Printing

Tripper ·
quote: Originally posted by GMAN: Tim Vellek to lead the Production Printing Business Group (PPBG) was also part of the announcement today. He has many challenges ahead... Tim was already leading PPBG. I don't think this was a change at all, but a continuation of current responsibility.
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Re: Matt Espe named CEO of Ricoh Americas Corp

GMAN ·
Matt Espe Interesting Information of the Day: IKON CEO Matthew Espe was rewarded handsomely when Ricoh acquired IKON: http://www.philly.com/philly/b...tention_bonuses.html
-=Good Selling=-
 
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This Week in the Copier Industry 5 Years Ago

This Week in the Copier Industry 5 Years Ago (First Week of April 2015)

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Since the last two to three weeks have been less than perfect I figured we could reminisce when times were better.  There's a cool little story about and event that took place in Jamaica while on a Presidents Club trip with Dr. Feelgood. That link is below!

Enjoy these awesome threads from five years ago this week!

Konica Minolta acquires printing business of Monotech Systems

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NEW DELHI: In a bid to have direct interface with its customers, Japanese printer firm Konica Minolta today said it has acquired the production printing business of Monotech Systems. The company, however, did not disclose financial value of the acquisition. Monotech Systems currently is a distributor of Konica Minolta in the country and the acquisition will come into effect from June 1. The Japanese firm has acquired Monotech Systems through its sales subsidiary Konica Minolta Business
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Konica Minolta acquires duo of Microsoft and SAP resellers

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Another printing giant enters IT territory. Konica Minolta Business Solutions Australia has acquired two Australian software integrators, giving these IT firms access to thousands of potential customers around the country. The printing manufacturer bought Knowledge Partners, Sydney-based SharePoint specialist and OpenText reseller, as well asMelbourne-based SAP partner Stonebridge Systems this week. The companies combined have approximately 40 staff, though terms of the deal were not disclosed
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Tadayuki Funakura Appointed as Managing Director of Konica Minolta Business Solutions Asia Pte. Ltd

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School of Commerce, Waseda University. Konica Minolta Business Solutions Asia Konica Minolta Business Solutions, a leading company in advanced document management technologies and Managed IT Services for the desktop to the print shop, brings together unparalleled advances in security, print quality and network integration via its award-winning line of bizhub® multi-function products (MFPs); bizhub PRESS® and bizhub PRO® production print systems; magicolor® color printers; and pagepro® monochrome
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Re: Ten Copier & MFP Proposals for March 2015

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I am out of the office until 08/04/2015. I am away if you need to talk to someone please contact Darren Downey our GM Office 633-9264 X 226 Cell 204.229.7231 My Cell is 204.890.8570 Note: This is an automated response to your message "Post By Art Post: Ten Copier MFP Proposals for March 2015" sent on 4/3/2015 10:33:08 AM. This is the only notification you will receive while this person is away.
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Canon Announces Business Expansion Investment in Singapore

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SINGAPORE, Apr 1, 2015 - (ACN Newswire) - Canon, the global leader in photographic and digital imaging solutions, today announced the launch of Canon Print Hub. The facility located at the Singapore Sports Hub will offer Canon's solutions to enhance work productivity and optimise cost savings for the Singapore Sports Hub, its partners and external customers. The set up of the Canon Print Hub will drive efficiencies and productivity savings for the Singapore Sports Hub totalling approximately
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Sharp MXC 312.pdf

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Ricoh MP301SPF proposal.pdf

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Ricoh MP 301SPF v2.pdf

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3D Systems Acquires Leading Chinese 3D Printing Sales and Service Provider, Expanding Its Regional Presence

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ROCK HILL, S.C., April 6, 2015 (GLOBE NEWSWIRE) -- 3D Systems (NYSE: DDD ) announced today that it acquired Easyway Design and Manufacture Co. in China, including its wholly owned subsidiaries comprising the Easyway Group, creating 3D Systems China. Easyway is a leading Chinese 3D printing sales and service provider with key operations in Shanghai, Wuxi, Beijing, Guangdong and Chongqing. Terms of the transaction were not disclosed. "We are excited to become part of 3D Systems, a leading
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All Covered Expands Presence in Northern California and Massachusetts

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, includingplacement in the Leaders Quadrant on the Gartner 2014 Magic Quadrant for Managed Print Services (MPS) and Managed Content Services (MCS). Konica Minoltahas been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for eight consecutive years. Konica Minolta, Inc. has also been named to the Dow Jones Sustainability World Index for three years in a row. For more information, please visit: www.kmbs.konicaminolta.us and follow Konica Minolta on Facebook
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Ricoh MP 3054SP Proposal.pdf

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Sharp MX 2640N.pdf

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Ricoh Named SMART MFP Leader

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2015 “IDC MarketScape: U.S. Smart Multifunction Peripheral 2014-2015 Vendor Assessment (doc #254761, March 2015).” “Ricoh generally moves faster to these transformative market changes than other competitors and gets themselves firmly established to take advantage of new opportunities and growth.” The report also cites Ricoh’s substantive portfolio, strong sales network, evolving business model, branding around information mobility, and leadership in the Managed Print and Document Services market
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Xerox Named a Leader in IDC MarketScape on MFP; Wins BLI's Document Imaging Solutions Line of the Year

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Xerox office technology, software and apps continue to achieve industry recognition - most recently from IDC and Buyers Laboratory LLC (BLI) - while customers realize the benefits of Managed Print Services (MPS) facilitated by these offerings. For the third consecutive year, Xerox was positioned as a leader in the IDC MarketScape: U.S. Smart Multifunction Peripheral 2014-2015 Vendor Assessment1, while BLI selected Xerox as the Document Imaging Solutions Line of the Year winner for the second
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RICOH AND MIAMI MARLINS PARTNER FOR BASEBALL AND BUSINESS

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documents, including player contracts, needed to be simple and more reliable. And staffers needed the right combination of shared multifunction products (MFPs) and personal printers. Ricoh helped the Marlins streamline its accounts payable workflows with a new system enabling staffers to simply email invoices to a designated address. The system sorts and routes each one to the proper recipient. New centralized fax capabilities enabled 250 workers to send and receive faxes just as they do email. And
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Ricoh MP 2510SP Proposal.pdf

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Sharp MXB 402.pdf

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Sharp MXM 314N.pdf

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BTA Southeast Hosts Successful Winter Break Event

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Services, GreatAmerica Financial Services, HP (March 20 lunch March 21 breakfast sponsor), Hytec, Image Star, Impression Solutions, Innovolt, Katun (March 20 breakfast sponsor), LMI, Muratec, NA Trading and Technology, OKI, PHSI, Polek Polek (March 20 special presentation sponsor), Print Audit (March 20-21 breaks sponsor), Q2, Samsung, ScanSource 3D, Smart Power Systems, Supplies Network, SYNNEX, Toshiba, Wells Fargo, West Point Products and Xerox (March 20 reception sponsor). The next BTA
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Interprint adds trio of Ricohs following 'digital explosion'

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Interprint has invested around £500,000 in its fast-growing digital department following an explosion in demand over the past 12 months. Interprint has quadrupled its digital capacity with its two new Pro C9110s and extra shift. The investment, which includes two new Ricoh Pro C9110 printers, a Pro C901 and some internal building works to accomodate the expanded digital department, follows a doubling in digital turnover at the Swindon-based business. read more here
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PrintReleaf announces partnership with Clover Imaging Group companies MSE, Depot and West Point

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PrintReleaf announces partnership with Clover Imaging Group companies MSE, DepotandWest Point Debuts Patent-Pending Technology that Automatically Plants Trees to Offset Paper Consumption Today, West Point Products, the market leader in providing independent resellers with premium replacement imaging supplies, comprehensive managed print services, and innovative recycling programs, announced its partnership with PrintReleaf, the pioneers of PrintReleaf Exchange, the first technology platform
Blog Post

A Funny Thing Happended While on Presidents Club Trip

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snatched the bag and off he went into the woods! The security guard was cool, just stated that they do want that sort of thing happening. I got my stuff, Dr. Feelgood got his stuff and I guess the moral of the story holds true for what my Father told me. "Believe nothing of what you hear and only half of what you see". -=Good Selling=-
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All covered honored as one of the top ten IT services providers for the fourth consecutive year

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objectives." The MSPmentor 501 report is based on data from MSPmentor's global online survey. The report recognizes top managed service providers based on a range of metrics, including annual managed services revenue growth, revenue per employee, managed services offered and customer devices managed. MSPmentor, produced by Nine Lives Media, is the ultimate guide to managed services. About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc.
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Kyocera dealer conference

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Print Audit Introduces Mobile Printing Application, PrintMore

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if duplex is requested. Full color page printing for all documents, even monochrome. Ability to have job print from every print enabled device at once. PrintMore will become the gold standard for driving new MPS revenues. Most customers don’t realize what they are printing today, or what it’s costing, so this innovation should go unnoticed by those doing the printing for years to come. For more information on how you can get started with PrintMore , contact Print Audit at aprilfools@printaudit
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Print Audit® Simplifies Device Management with Facilities Manager Version 3.5.0

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Print Audit® Simplifies Device Management with Facilities Manager Version 3.5.0 April 2, 2015 Calgary, Alberta - April 2, 2015 - Print Audit®, the company that helps office equipment dealers grow their businesses, has released a significant update for its remote meter reading solution, Facilities Manager. Facilities Manager version 3.5.0 contains a variety of new features which make it easier to find, manage, and update devices. Facilities Manager 3.5.0’s new device search page allows users to
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Sharp may spin off LCD unit, seek investment from govt-backed fund - source

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TOKYO (Reuters) - Loss-making Japanese electronics maker Sharp Corp may spin off its LCD panel business and seek funding for it from the government-backed Innovation Network Corporation of Japan (INCJ), a source familiar with the plan said on Sunday. The Nikkei business daily earlier reported that the LCD unit, which supplies displays to smartphone and tablet manufacturers, will be spun off in the current fiscal year and that INCJ could invest 100 billion yen in the new entity. read more here
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Is Sharp running out of options?

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News that Sharp may be moving to spin off its LCD panel-making unit has buoyed appetite for its stock, but analysts remain unsure about the outlook for the troubled consumer electronics giant. According to a report by the Nikkei business daily, the century-old company is seeking help from government-backed Innovation Network Corporate of Japan (INCJ) to spin off its small and midsize liquid crystal displays (LCD) business in the current fiscal year. The INCJ could invest 100 billion yen
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Kyocera Business and Tech Conference April 7-9

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Activities Las Vegas / Description KYOCERA Document Solutions America's annual conference places our highly-valued partnership with our dealers at the center of an action-packed, informative two days, that include: • Presentations from senior staff • Seminars on Sales, Strategy, Social Media, and more • The Technology Fair, featuring the latest in Kyocera devices, business applications, and more. #KDABizTechConference
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Auxilio Inc. Reports Full Year 2014 Financial Results

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accounts receivable line of credit with a commercial bank. Paul Anthony, CFO of Auxilio, explained, "The Company's value proposition of saving customers money continues to prove itself and has contributed to recent wins from existing and new customers. We significantly lower print volumes over time and eliminate waste, delivering much needed cost savings to our customers. As we have previously explained in our business model, the margins of these multi-year contracts improve as we move from the
Blog Post

Dam the Manufacturers Quotas Full Speed with Generic Options

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toners were so so at best. Generic had developed a bad rap in our business. Yeah, we would laugh at the customers who bought generic and really messed up their systems!! haha However, everything changes, even generic toner! While at the BTA show, I had the chance to speak with Chris Polek of Polek Polek . He told me how overwhelmed he is with the sales of his Ricoh generic toner for the Ricoh color 03 series. He's so happy with the quality and sales results that he started crunching some numbers
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Re: Can I Ever Catch a Break?

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The over-emphasis on activity for the apparent sake of activity versus productive, sales-generating activity in our industry is absurd. Focus on the results, pipeline and customer retention. Why does it matter how you get there? Dealers only change when their peers at other dealerships the industry pundits tell them how to change. Even those who consider themselves to be progressive get incredibly bogged down in how they did things at Xerox or Kodak or wherever 30 years ago, the reality is
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Epson T-5270.pdf

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Re: Sign printer pushes into smaller format

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Yes, this is the OKI 5-color LED printer. The difference is that Intech has a custom Fiery front-end has tricked up the engine to run up to 450 gsm. They have a retro-fitted Lexmark CMYK printer that runs up to 400 gsm as well.
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OKI Data Americas Introduces the MC873dn -- a New Smart, Compact, Wide Format A3 Color ...

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markets with the OKI proColor Series digital production printers. In addition, its Multimedia Production Platform category of production-quality A3 color devices meets a wide-range of graphic arts and commercial printing needs. Utilizing Genuine OKI toner ensures consistent, reliable and high-quality output that maximizes performance. OKI Data offers a broad portfolio of products built to optimize managed print engagements. OKI Data Americas takes a consultative approach to supporting every
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HP Managed Print Services?

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Hey good morning from Orange County, Quick question, hoping someone can confirm a yay or nay. I have a prospective opportunity where the customer wants to replace some KMs and take over service on their HP fleet (60 printers). Their IT guy is telling me HP is directly bidding on this. I didn't know HP got involved in the direct managed services side for their printers. Can anyone confirm if they use their own direct printer techs or just farm out the service? Thanks as always.
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Xerox Color CPC .04

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I've seen the local Xerox dealer boasting a color CPC of 4 cents. However, when you do the math it seems like they have inflated the lease to offset the service difference. Of course, this leaves them a little exposed if the volume spikes but it makes it difficult if the customer is comparing CPC alone and will not disclose that your lease price is lower than the competitor. Have you guys been seeing this? Any advice on overcoming this? My only thoughts are to go out on a limb and tell the
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Ursula Burns' 2014 pay: $18+ million at Xerox

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http://www.democratandchronicl...ay-million/25355165/   If this was Romney, people would be screaming about how much money he is making
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5 Internet and secure email tips

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cybercriminals who traffic in selling personal information on the black market ," Kevin Haley, director of Symantec's rapid response team, told MainStreet. 2. Install the basics Although cybersecurity has become a serious topic, many consumers have yet to install the necessary basics to protect themselves. These habits will migrate into the workplace. MyCentralJersey.com insisted on having a firewall, antivirus software and complex passwords for all technology in the office. Employees should
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Can I Ever Catch a Break?

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I'm going to be short and sweet with this. After 34 years of selling in this business, I get it that we need to prospect. If you're not prospecting you're not filling your pipeline. I have to fill out information about every contact I make in my CRM, with that CRM you can pull reports to see how many calls were made, how many opps were developed, how many emails, how many demo's, how many cold calls, etc, etc. But now, in addition to keeping the CRM up to date I need to fill out a form with
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Re: Ricoh dealer using FMaudit

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We are comparing FM Audit to Print Audit - does anyone know if print audit does a better job reporting on Ricoh devices than FM audit does?
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Re: Ricoh dealer using FMaudit

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rating of 1 out of 5 on our MPS Readiness rating. FYI - Our Premier members have access to the MPS Readiness Report which includes ratings (from 1 to 5) on over 2500 different printer models from over 50 manufacturers. 5 is the top score. It provides details on the devices suitability for automated supplies management, based on the level of detail provided on supplies levels in the private MIB. Please let me know if I can help further. Rob Thiessen VP Sales - Print Audit
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Re: OKI Data Americas Introduces the MC873dn -- a New Smart, Compact, Wide Format A3 Color ...

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Interesting system, however if Oki really wanted to shake things up they should have offered a fold option, booklet maker option and the cost per page of a traditional A3 MFP model.
-=Good Selling=-
 
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The Time Is Now To Start To Lead With The Heart, Become A Servant Professional

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"The best and most beautiful things in the world cannot be seen or even touched--they must be felt with the heart."
Helen Keller

I believe your ability to succeed becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and misaligned sales tactics.

Those who lead with their heart and not just their wallet is able to connect with the emotional needs of their clients and prospects. They understand people have the need to be valued, respected, heard and acknowledged.

By acknowledging and not forgetting the human element, heart-centered professionals maintain the wisdom to positively transform business outcomes by helping their clients do better business, a profitable one.

"A Selling From the Heart sales professional seeks first to be understood as they turn transactional sales opportunities into transformational experiences."

LEARN TO SERVE

Being a servant led professional means putting the interests of others above your own.

Do you put others before yourself, among your friends or within your career? If you’re afraid to do this, then I'll ask you why? Have you given thought as to what this may be costing you? If not, then think about it.

If you’re afraid to be vulnerable, ditch that fear. Remove the mask, just rip it off!

Vulnerability is one of the greatest traits you can embrace.

“Embracing our vulnerabilities is risky but not nearly as dangerous as giving up on love and belonging and joy — the experiences that make us the most vulnerable. Only when we are brave enough to explore the darkness will we discover the infinite power of our light.” — Brené Brown

No longer does old-school bravado and a bragging mindset work in today’s sales climate. No one gives a rip what you’ve accomplished in your sales career. They want to know how much you care about them.

To me, the art of serving is not manipulative, not deceitful nor disingenuous. It’s genuinely caring about somebody and their company. In your heart of hearts, you’re there to help them do better business.

SERVE UP MASSIVE AMOUNTS OF CARING

Caring is deeply rooted in the servant mindset. Apply caring to your clients and watch what happens to your relationships, the interactions and the outcomes. We're humans and crave a sense of belonging.

"It’s fine to not care about what doesn’t matter — as long as you do care about what does."

One of the best ways to ensure clients feel valued and appreciated is to serve them up the gift of caring.

Caring is not hard. It's saying, "I'll be here for you at all times. I have your best interest at heart."

Deeply invest, authentically care and simply give a rip about the experiences your clients have with you, and then watch your relationships skyrocket.

“The servant-leader is servant first… It begins with the natural feeling that one wants to serve, to serve first. Then conscious choice brings one to aspire to lead.
Robert Greenleaf

The greatest gift a servant professional can give, is to give of themselves. Give of yourself without expecting anything in return.

I must ask... how well are you serving others and what is your guide?

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SERVE UP THE INNER CIRCLE

Someone who’s authentic, who’s there to lead, and is there to help their clients do better businesses brings in their inner circle, their centers of influence. They connect them with the other clients they know that can help them do even better business. This is truly serving with the heart.

"It is one of the most beautiful compensations of life that no man can sincerely try to help another without helping himself… Serve and thou shall be served."
Ralph Waldo Emerson

When you serve with the heart, it will always come back to you. Sometimes in sales, sometimes in referrals, sometimes in personal and business recommendations. When you do good, people notice. Conversely, they also notice when you don’t, and trust me, they can be very vocal about it.

WIN THE WAR, SERVE WITH YOUR HEART

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

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

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

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

 
 
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Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Nine of Sales

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Sorry everyone, I'm going to make this short and sweet tonight.

On a positive note today I receive and email from one of my clients that they like the first of 2 proposals that they reviewed and is looking at a May 1st timeline to move forward.  Now I won't count my chickens yet, but that's the best news I've had all week.  We scheduled a follow up in two weeks to see if we're still at square one with this virus. Oh ya, and this is a $60K opp.

I had a chat with Greg Walters this AM and he told me about a thread that he read on Linkedin from someone he is connected with. The thread kinda went like this.

Our country is built on capitalism it’s our duty as sales people to sell and it’s the duty of our clients to buy in order to bring us out of this economic downturn.

I may have paraphrased a bit because I did not jot it down word for word, however if we are true believers and patriots only we can turn this economic free fall around.  Not sure how and when I might use this but it's really something to think about.

Of course I finished up all of my emailing today, and set aside some prep time for Monday. In addition I finished my first constant contact drip email campaign. I'll be sending this out on April 1st.

If anyone would like to some help with CC, I ready and willing to help.

One other thing I've noticed in the last two days is that industry press releases for copier and IT stuff have virtually vanished. It's the first night in a long time that I have nothing to post.  That's cool because I'm beat from a very stressful week.

One more note Greg Walters and I will have another chat on March 31st at noon, we have some additional content to cover.  You can register for the chat here. Please keep in mind that the registration does not preserve you seat, so please log in on time.

-=Good Selling=-

 
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Memoirs of a Copier Sales Person

COVID19 "Remote Working" Day Eight of Sales

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There's no light at the end of tunnel.  My thought is that the tri-state area will peak before the other parts of the country, thus while we're going down other geo areas will still be fighting the battle.

If someone asked me to guess, I'd guess that we're another three weeks away from the lock down being lifted.  Think about that..., that would be make it six weeks!  That's more than ten percent of the year and I still have weeks of vacation to take.  Hitting numbers is going to be a challenge, but those of us that are pro's are always up for a good challenge. 

I had a short teleconference at 8:20am, not an opportunity but something I need to clean up.  By 9AM I was ready for my first MS TEAMS with our crew.  I'm kinda liking this TEAMS thing, but as with anything new there's going to be a learning curve.  One of my takeaways from that meeting is that sales needs to be the power house.  I mean, we have nothing to do but plan, soft prospecting and get better at our craft. I believe we'll also have some banner months in the second quarter.

After our meeting which lasted about an hour it was time to finish up some tasks that I didn't finish yesterday.  The most important task for me was to finish loading another 30 email addresses for my contact contact drip campaign.  The next item on the list was to further jot down the content that I want to send.  By the time I was finished I was able to plan the content, and the dates for the next three weeks.

Next item on my to do list. Yes, the to do list, how many of you actual create a list of things to do every day. If you do, you know that the list never ends, but you also know that you'll complete all of those tasks and never forget a task.  This is something all of the Pros' do. 

Next was to plan out the content for my internal emails for my top accounts. Whats going to be the subject line, and then the content for the next three weeks. 

By 3PM I was ready to tackle a few additional emails to clients and those were the "hope you are well" subject matter. We need to let our clients know that we're open for business.

The last hour of my day was to do some addition research on two sales tools that are free.  One is Eventbright which Greg Walters mentioned on our chat and the other is Vidyard.  EventBright gives me the ability to have a registration page for my Zoom meetings, thus I can capture those email addresses. After capturing I plan to put them in my CC drip campaign. Vidyard is a tool that allows you to put a video in a email. Yes it sounds cool, I need to check it our more and I guess I'll have to shave before my first video. 

I found Vidyard from one of my contacts on Linkedin. I need to thank Stefan Christensen for this one.  He posted a thread on linkedin, tagged me and tagged me with a nice comment out the chat we had the other day.  I thinking another good person for peeps to follow.

That's all for now, it's late and I need to turn in.  Tomorrow? I'm going to play it by ear.

-=Good Selling=-

 
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