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10 Years in the Cloud

July 2018

Transitioning From Your Print and Copier Roots to Get Ahead of Competition

Note from Art:  This blog was not written by me, however, I received permission from FP to repost on our site, I thought this would be a good read for everyone.  Enjoy!

To quote Brent Hoskins, Executive Director and BTA Editor, “Our industry [business technology] has a rich history of significant transitions…the inherent nature of change is that new, lucrative opportunities abound.” I couldn’t agree with this sentiment more. Change means new opportunity and in the business technology industry new opportunities are on the horizon. As this industry continues to consolidate and the sales environment gets more competitive, one of the key issues I hear from the dealer channel is: how do I differentiate from the competition so I don’t have to sell everything only on price?

In order to differentiate you have to be open to new ideas and to potentially changing what you’re used to doing. Expanding your thinking could lead to expanding your installed base into other markets in order to get ahead of the competition.

Did you know, there are approximately one million meter customers in the United States? If you’re a mailing dealer you’ve been thinking about this number from the beginning. But if you’re not, you’re probably not aware that in any given year, there are hundreds of thousands of meter customers who are in need of new equipment. This could be due to their current meter contract expiring, poor service from their provider or failing and faulty equipment. The opportunity in the mailing industry is open for hunting season.

ADVANTAGES OF INTRODUCING MAILING

Mailing has been around for a long time in the copier and print world, but many dealerships haven’t spent the time or been educated on understanding the advantages of what mailing can do for their business. If you look at a copier dealer’s installed base, I would venture that 90 percent of those customers have mailing equipment. That means that up to 20% of these customers are looking for new equipment each year, and additional revenue opportunity is being missed. The same is probably true for your installed base.

Another missed opportunity is your competitor installed base. By not having mailing in your product catalog, you are less likely of getting a foothold in your competitor’s base is obsolete. Imagine offering mailing and going after your competitions customers, how many meters could you place?

Since their not currently offering mailing your chance to win the meter sale is high. Now the relationship is in place to replace their competitive copier and printers with yours, adding a whole new level of revenue to your stream.

MANUFACTURERS

When looking to diversify into any new product lines, you need to consider your manufacturer very carefully. Some things to consider from a meter manufacturer are market opportunity, product quality, service, support, pricing, compensation, market development funds, quotas, dealer structure and potential channel conflict. As a dealer, you want to make sure that the manufacturer is well-equipped to support its dealers. Do your research, get references, ask other dealers about their experience, and then make your decision. After going through this process, the answer should become fairly clear.

OUTLOOK

Mailing is still a very good industry that provides dealers with plenty of revenue and margin opportunity. However, to really grow will require some level of diversification of product offering. If you are not in mailing today, you should take a look as there is a great opportunity to grow your installed base and grow revenues from your existing base. What’s great about mailing is it’s a complimentary product line to copiers and printers. It also provides great differentiation from your competition. It provides
additional revenues – sales and recurring – from your own installed base. It also provides an avenue to grow your installed base of customers. It is a winning formula.

http://www.fp-usa.com/transiti...t-ahead-competition/

This Week in the Copier Industry 15 Years Ago, The Fourth Week in July 2003

It's hard top believe that Global has been around for more than 15 years now.  There's a thread below about them making their 60th acquisition.  My how time flies.

UPDATE 3-Xerox profit slips

10 percent of revenues, was down 11 percent. Xerox said revenue declines in developing markets are moderating, and it expects "continued improvement" in the second half of the year. Xerox said gross margin slipped to 42.4 percent from 42.5 percent amid plans to sell low- to mid-level digital copiers and printers as it aims to win back market share from Japanese rivals Ricoh Co. Ltd. and Canon Inc. Looking ahead, Xerox projected a third-quarter profit of 8 cents to 12 cents a share, and reiterated its
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Canon 1st Half Group Net Profit Y127.7 Billion

Dow Jones Business News Canon 1st Half Group Net Profit Y127.7 Billion Vs Y73.2 Billion Thursday July 31, 2:18 am ET Canon Inc. (CAJ or 7751) - Tokyo Half-Year Ended June 30: GROUP 2003 2002 Sales Y1.536 tln Y1.384 tln Operating Profit 215.97 bln 140.03 bln Pretax Profit 215.51 bln 127.20 bln Net Profit 127.77 bln 73.21 bln Per share Earnings 145.55 83.51 Diluted earnings 143.99 82.46 Figures may differ from headline due to rounding. Results are audited and based on Generally Accepted
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Ricoh Q1 profit hits record

UPDATE 2-Ricoh Q1 profit hits record, ups 03/04 forecasts 7/30/2003 4:50:59 AM By Edwina Gibbs TOKYO, July 30 (Reuters) - Ricoh Co Ltd (JP:7752) , Japan's second-largest office machine maker, on Wednesday posted a record quarterly net profit, spurred higher by cost cuts and strong sales of its copiers and printers. On track to notch up its 10th straight year of record results, the blue-chip imaging company also boosted its estimates for this business year. "The biggest contribution is from
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Makes 60th Acquisition

Global Imaging Systems Makes 60th Acquisition July 28, 2003 09:59:00 AM ET TAMPA, Fla., July 28 /PRNewswire/ -- Global Imaging Systems, Inc. GISX announced today that it has acquired the Dallas, TX, branch operation of Copy Products, Inc., bringing to 60 the number of businesses Global has acquired during the nine years since it was founded. The Dallas branch of Copy Products is a dealer in Konica copiers, Panasonic fax products and Kyocera printers. Global Imaging President and CEO Tom Johnson
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Ricoh’s Award Winning Colour Range

CL7000; two black & white and colour MFD’s – the Aficio 1224C and 1232C; and the FAX 4410L – a colour scan-to-email fax machine. Ricoh Australia’s National Colour Products Manager, Jeremy Plint comments, “Our innovative colour solutions range is designed for corporate users demanding cost effective output with a high level of performance. Our success in securing recognition from BERTL for so many of our new products is an important Industry endorsement of Ricoh’s multifunctional network printing
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PDF Printing

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We have two new installations of the Ricoh 470W, and are experiencing some problems with printing PDF files. I can open a file and print however, I cannot print larger than a 24 x 36 document. Unfortunately, my client saved the PDF as a 30 x 42. Any insight and help would be greatly appreciated!
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Re: Global Lower Profits

as copiers from Canon and Ricoh fell 2.3 from one year ago. Looking ahead, Ikon said it sees fourth quarter earnings in the range of 15 cents to 17 cents per share, with revenue expected to decline by 4 percent to 5 percent. Analysts surveyed by Thomson First Call (News - Websites) had on average forecast a profit of 17 cents. Ikon shares edged up 12 cents, or about 1.6 percent, to $7.30 in moderate New York Stock exchange trade on Thursday.
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Sir Speedy Buys.......

Sir Speedy Franchise Buys Xerox DocuColor iGen3 Digital Press Thursday July 24, 7:57 am ET Expects 1 Million Impressions Monthly by Year-End BRAINTREE, Mass. & ROCHESTER, N.Y.--(BUSINESS WIRE)--July 24, 2003--The Sir Speedy franchise of Braintree, one of the largest quick printers in New England, has purchased a Xerox (NYSE:XRX - News) DocuColor iGen3(TM) Digital Production Press to expand its business and print high quality, full-color applications such as postcards, mini-posters, books and
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Re: SR90

the sales info guide and ran it. I was very impressed. The client was even impressed with the output. Also, I was connected with my laptop to run the job. Never had to try to run it from the system. The 80lb covers were pre-printed and were fed through the Cover Inserter on the SR90. Let me know if this is the same type of scenario. By the way, Art. This is also a reply to you from your feedback last week. The 80lb cover went into this job without a glitch.
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USER CODES on 1055 PRINT OPTION

Does anyone know if it is possible to set up user codes on the printer side of this unit? Thanks Brian
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Re: USER CODES on 1055 PRINT OPTION

see, thats what I thought, however in user codes, you can only turn on the copier and document server features. I thought that it could be a way that it had been set up, but I called RICOH and they told me that the 55 cannot track or restrict prints. Now, I don't know, I don know that alot of times the help line guys are never sure about things
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Re: Paper

These are the specs from Ricoh TSC website CL3000 Avoid using the following, as they are not supported by this printer: · Paper meant for an ink-jet printer · Bent, folded, or creased paper · Curled or twisted paper · Torn paper · Wrinkled paper · Damp paper · Paper that is dry enough to emit static electricity · Paper that has already been printed onto, except a preprinted letterhead · Special paper, such as thermal paper, aluminum foil, carbon paper and conductive paper · Paper whose weight
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IS100e New Product

Subject: Priner Product Launches and Promtoions Ricoh is pleased to announce the introduction of the new Image Scanner IS100e. The IS100e is available as a printer option that is capable of e-mailing, scanning, and copying documents and images in both color and black-and-white. To help you get started getting the CL3000 and Image Scanner IS100e in your showroom and in front of your customers, Ricoh is pleased to announce a special bundle launch promotion. Participate in the program and receive
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SR90

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The SR 90 is much improved from the SR 85 but here is one thing it can't do. Customer has a 50 page 8 1/2 by 11 job(page count doesn't matter) and they want to print it to the SR90 paginated and with a different color cover. Seems easy enough but the 2090/SR90 puts the cover on the inside of the booklet. Not the outside. Oddly enough if you print the job with the same settings but NOT through the SR90 it prints correctly. Ricoh is now aware of the issue and hopefully will have a fix. The only
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Re: Around The World with Ricoh

Ricoh's "Project May", To arouse the community's awareness to care for each other (7/25/03) To fulfill Ricoh Office Solutions's aim in caring for the people and the community, a "Project May" was launched to help those who were affected by SARS and are now in need of assistance. Since the outbreak of SARS, ROS has planned a series of activities to help the community such as fighting against SARS for customers and employees. At the same time, Ricoh has donated 50% of May's sales to the
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Re: User Codes on 3800C

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As a rule of thumb, anything that is a printer needs a user account enhancement interface, I just ordered a CL3000 for a customer and needed the interface as well. The Ricoh Item number is...400570 Graham
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All Members

We need to have all of the Ricoh Software brochures uploaded, can a few of us take the time and post these in the upload area of this board. It would also be nice to load the Canon Software brochures also. Art
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Re: 35 /45 Saddle Stitch Finisher

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I believe it is made by Canon and is a proven unit. It is and operates from what I can see very similar to the Saddle Stitch finisher from the old 551 and 700. I also think that you lose the shift sort functionality with this finisher (PLEASE CORRECT ME IF I AM WRONG ON ANY OF THIS). There are a number of pros and cons to this finisher, if you need and do lots of saddle stitch it is fine, if you do little saddle stitch and are going to get this for the convenience of it, I would stick with a
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Re: USER CODES on 1055 PRINT OPTION

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In the printer driver go to the statistics tab and use smartnet monitor for admin to track for free -=Mike=-
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Re: USER CODES on 1055 PRINT OPTION

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I believe you have to set the codes in the System Settings of the 1055. And then turn on the user codes for printing. It is just like the 551.
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Re: 400 DPI IMAGE MOVEMENT!!!

Brian: I have not experienced this and Ray Bauer is in Great Britian this week. Try to call John Reilling @ Ricoh. Maybe he can put on the path of the solution. Which way is the imaging moving (holding the paper in the portrait position ie:reading a letter or the other way? Art
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Re: 400 DPI IMAGE MOVEMENT!!!

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I don't know how much you have worked with these but some things to keep in mind with dig. dups...The print will move some on every sheet and every pass. It just isn't noticed with a single color or on the first pass. Therefore, on a two-color of red and black for instance, the black has moved alittle "+" on some sheets and alittle "-" on others as did the red on the second pass. The problems come in on those sheets where the black went alittle "+" on the same sheet where the red went alittle
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EFI Earns $8.3 Million in Q2

EFI Earns $8.3 Million in Q2, Plans to Close On Printcafe Deal in September FOSTER CITY, Calif.--July 22, 2003-- Electronics For Imaging (Stock Price Web Site Executives Related Articles Google), Inc., the world leader in imaging solutions for network printing, announced today that, for the quarter ended June 30, 2003, revenues were $88.7 million as compared to $83.9 million for the same quarter in 2002. For the six months ended June 30, 2003, revenues were $174.4 million as compared to
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GREAT CROSS REFERENCE TOOL!!

Attatched you will find a small application. This is a great tool for cross referencing the ricoh family models. One of my techs found it somewhere.
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Market Share Pie Charts

Does anyone out there have any pie charts or other marketing materials you use to point out Ricoh's place in the market versus our competition, i.e. being # 1 ranked by Gartner for 2002 in Digital Black and White. THANKS
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Macintosh Desktop Faxing and a 1022

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I have a client (architect) that is all mac. Mac servers and mac workstations. They would like to enable desktop faxing from a 1022. They would also like all faxes recived to be routed to a network folder. I'm guessing that the Ricoh fax droiver is not Mac compatable. Can anyone verify that. What is I got a cheap PC and put it on their network and shared it. Can the fax drivers live their as well as that shared network folder? Thanks in advance for ther input.
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Re: fax user tracking

If it were not for the program Greg Crews loaded here, I would not have been abloe to access the cross reference that easily. At this time I do not have any answer for you, does anyone know if the 4410L (Ricoh) can do this? Graham, could we keep that program (the cross reference a resident feature off this site, and Greg can you upload the lastest versions as you get them? Art
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Re: Ricoh’s Award Winning Colour Range

Where is this page with all the Ricoh awards Doc?? I am quite new here and cant find it.
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Re: Ricoh’s Award Winning Colour Range

Actually it was borrowed from the Austrailian Web Site of Ricoh. I thought it would be good to have Ricoh marketing info from all over the world. Those doc should be on the Aficio League. Did you all know that if you find a post interesting and find that it may be good stuff for a potential client you can email the story of the post right from our site! Select tool and then select email to a friend. I have done this may times and it has saved my butt and lots of time! Art
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Re: Market Share Pie Charts

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Item #CM-0347 is what you are looking for. It's a two-color single-page flyer with a Banner Line that reads "Ricoh Group #1 in U.S. Copier Market for Segments 1-6 for the year 2002!" Under that is two pie-charts...one showing segments 1-6 with Ricoh at 23.1%and the other showing just segments 5&6 with Ricoh at 33.7%.
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Re: Market Share Pie Charts

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Order from Ricoh just like you do brochures.
-=Good Selling=-

This Week in the Copier Industry 10 Years Ago, The Fourth Week in July 2008

Last week seemed to be pretty interesting.  I've been working on an order for about six months and was told the paperwork was ready to pick up tomorrow.  As soon as I have the docs in hand I'll be writing about this, till then mums is the word.

Weekend Copier Notes from 07/27/08

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Russian investors are considering acquiring the company. - Kodak announced it has sold a NexPress 2500 production color system to Mailings Unlimited, a print and mailing house in Portland, Maine. - Kyocera launched “PrintQ” which is server based software that tracks usage of printers and MFPs on the network. - Xerox reported its latest financials: o Total revenue up 8% o Gross margins fell 39.3% o Net income fell 20% o Revenue from color products up 11% o 70% of revenue came from consumables o
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Konica Minolta Introduces PageScope Enterprise Suite for MFP Accounting and Authentic

advanced imaging and networking technologies for the desktop to the print shop. In 2008, Konica Minolta was recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys. For more information, please visit http://www.kmbs.konicaminolta.us . Konica Minolta Corporate Contact James Norberto Konica Minolta Business Solutions U.S.A., Inc. +1 201.825.4000 PR@kmbs.konicaminolta.us Konica Minolta Media Contact Rachel Reed Lois Paul and Partners +1 781.782.5785 rachel_reed
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Kyocera Mita America Simplifies Ability to Track Print Usage with PrintQ Manager

FAIRFIELD, New Jersey – July 21, 2008 - Kyocera Mita America, one of the world's leading document solutions companies, today announced the release of a new server-based software tool, PrintQ Manager, to monitor, maintain and analyze print jobs and usage. This powerful solution combines advanced user/group print tracking capabilities, access controls, and robust reporting to significantly reduce paper waste and lower output costs on all Kyocera networked MFPs and printers. Based on proprietary
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U.S. Launch Of Ricoh Pro C900 Set For GRAPH EXPO

U.S. Launch Of Ricoh Pro C900 Set For GRAPH EXPO Ricoh Pro C900: Ricoh's Full Color Production Powerhouse is specifically aimed at Print for Pay, Reprographic and Graphic Arts environments, as well as at commercial users such as service bureaus and direct mailers. July 28, 2008 -- Ricoh Europe (Netherlands) B.V. announced at drupa the launch of the Ricoh Pro C900, its complete workflow solution for color production printing. As the flagship of Ricoh’s new Pro line, the Pro C900 stands out from
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Xerox results overshadowed by margin concerns

services. But because of the weak U.S. economy, some large clients have been hesitant to purchase higher-end technology, Xerox said. Therefore more sales of lower-priced products hurt gross margins, which fell to 39.3 percent in the 2008 first half. Xerox, which has targeted margins at 40-41 percent, now sees them in the range of 39-40 percent for the full year. The outlook for margins follows results from Canon Inc., which posted a 12 percent decline in quarterly profit due to sluggish copier
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Ricoh looks to protect its lot

director Chas Moloney told CRN that Ricoh’s push to get its partner base to adopt software products was an ongoing quest. “We have talked about this many times. Most dealers are buying into it in some way, shape or form, but it will take time,” he said. Chief executive Nigel Palmer revealed that printers now account for about half of Ricoh’s revenue and he told resellers that a move towards selling them should be a priority. “If you are not already doing it, please do it quickly. Within two years
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Going Green Sales Efforts

systems can print, scan, fax and copy in color for pennies and eliminate the need to have four different devices in the office. Multi-functional systems have a very low cost per page when compare to standalone fax machines, copy machines, laser or ink printers. Consider this the average laser printer and fax machine has a cost of .03 per page. Multifunctional Systems have a cost of .0125 per page. That’s a savings of over 50%! Where else can you cut your costs by over 50% these days? If you’re
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Forced Printing Feature

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Does anyone know where to get the firmware revisions for this? I looked on the Ricoh TSC and RFG e-source sites and only saw bulletins. Thanks.
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SAMSUNG LAUNCHES THREE AFFORDABLE, NETWORK-READY, COLOR LASER PRINTERS FOR SOHO AND S

-3175FN and CLP-315/315W) have a maximum resolution of 2400 x 600 dpi and each unit delivers the first (mono) print out in 14 seconds. These printers also come with Samsung’s NO NOIS™ print engine for quiet operation. “Samsung understands the needs of today’s SOHO and small-workgroup users who are the inspiration for our new CLX-3175 and CLP-315 line of printers,” said Kenneth Colby, Senior Manager, Printer Product Marketing, Samsung Electronics America, Inc. “Not only do these feature-rich printers
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TCO FullView Tool Is Now Live at RicohSaves.com!

We're excited to announce the release of Ricoh TCO FullView Tool now available at www.RicohSaves.com! Use your RicohConnects.com user name and password below to access this powerful TCO calculator now and other ICM Value Proposition Web Tools coming soon. What's Ricoh TCO FullView Tool? It's an online tool that easily calculates a customer's total cost of ownership (TCO). Reducing TCO is one of our value propositions but it's hard to do without knowing the total costs of currently installed
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New Océ VarioPrint 1105 Cut-sheet Production System Brings Print Shops More Flexibili

July 23, 2008 – Trumbull, CT– Océ, an international leader in digital document management and delivery, announces an option-rich addition to its cut-sheet production printing portfolio. The Océ VarioPrint 1105 system greatly expands users’ choices for paper input and output, workflow software, business applications and quality finishing. The monochrome laser printer/copier/scanner helps in-house and commercial print shops extend service offerings, enhance customer satisfaction, and improve
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NEW SAMSUNG MULTIFUNCTIONAL PRINTER (MFP) MAXIMIZES PERFORMANCE AND EFFECTIVE WORKGRO

multi-functional printer offers dependable and consistent printing, scanning, copying and faxing operations – essentially eliminating the need to purchase several products to do the same thing. 50-sheet Automatic Document Feeder (ADF) 50,000 pages a month at speeds up to 30 pages per minute (ppm) 128MB of memory (expandable to 384MB) PC fax, scan-to-email and fax forwarding to email “ID Card” copies two sides of an ID card and prints on a single sheet “Clone” copies the image and prints it
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Successful Cash Flow Management

By AllBusiness.com Published: July 22, 2008 Cash management is ultimately about cash flow --and very few small businesses are awash in cash. Even successful, growing companies are vulnerable to cash flow problems because they tend to add employees and inventory rapidly. This may quickly deplete the company coffers and lead to cash shortages. Because having cash at the right time is so important, entrepreneurs must pay close attention to cash management. Here are some tips for saving money and
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RISO Printers Take Two 'BERTL's Best' Awards

operating and capital costs, which have earned the entire product line the distinction of an ENERGY STAR rating for low energy use. The EZ models are designed to meet the needs of organizations that require versatile spot color and monochrome printing while also being cost-effective. Hundreds of thousands of customers currently use RISO digital duplicators as production printers in high volume environments. RISO, Inc., headquartered in Danvers, Massachusetts, is a wholly owned subsidiary of RISO
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Muratec Announces ScanTag Metadata Capture Integration with iDatix

Plano, Texas (July 30, 2008) - Muratec America, Inc., manufacturer of multifunction office equipment and business productivity solutions, and iDatix, a leader in business process automation and enterprise document management solutions, announce today a partnership that enables Muratec ScanTag users to easily index newly scanned documents into iSynergy, iDatix’s document management and process automation platform. Designed for the Muratec MFX-2050, MFX-1450, F-565 and F-525, ScanTag enables
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Color Control

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Hey folks, I was hoping someone might be able to help with this scenario I have going on. The customer (a private school) has several Savin C3030mfps. They want their staff and students to be able to print to these. They would like user codes set up on the mfps and to have each computer have a unique user code. I have installed 2 instances of the RPCS driver (copier color and copier b&w). In the b&w driver, I set the color preference to b&w and I went into advanced optionslimitation settings
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Re: Color Control

are you looking for a "no cost" solution, if so I do not know of anything. Cost solutions would be Print Director and or Print Audit. Let me know
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Re: Color Control

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I understand. However, I don't want each user to have to configure their default to b & w or have to remember to choose b&w everytime they print. If I just restrict color, it will result in jobs not printing as opposed to just printing in b&w. The work around I've devised is to install a print driver for a b&W mfp (Savin 9025/33) with similar options for them to use for black only users/jobs.
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A Multipronged Approach to Greener IT

in PDF or make them available for pickup via a custom client extranet. We produce about 12,000 invoices each month, and now deliver roughly 12 percent electronically. Because our average invoice is four pages long, we save approximately 5,700 pieces of paper each month, representing another $10,260 in savings on printing. We began upgrading technology to stabilize our infrastructure and provide our clients with superior legal service. However, our metrics have proven that we are saving money
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Re: Color Control

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well, if you do not put the user code into preferences, they'd have to enter the code each time. And if they do not have a code, they cant print.
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240W PM's

Interesting scenario, we received a 240W on trade, we bought it from the leasing company for $2,800, print, scan dual rf..etc. The system has 80K of linear feet. We were told yesterday that our base price is $7,000!!! The system needed a pm, drum, cleaning blade, oil roller, coronas, fuser was in vg condition!!! What are your thoughts about adding $4,200!!
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Re: Fakery aided school copier deal

-mail story iPod friendly Printer friendly Related Links Complete coverage of the Memphis City Schools. Memphis City Schools Beat Blog More Memphis City Schools Memphis City Schools sues shop in billing scam Schools security priority for Cash School funding court case concludes Share and Enjoy [?] And all principals and central office administrators will be placed on performance-based contracts and evaluated based on the district's goals and objectives. Cash presented his plans at Monday night's
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Re: Scan Router Lite and Vista

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This is the text of the email I received 7/3/08 Jim, Here is the official response... "It will not (work with Win 2008)! ScanRouter is EOL December 31, 2008." Note: EOL meaning End-Of-Life, and will be made an official announcement in the near future. Please disclose what you feel is necessary. Thank you sir, Bryan Hogan Tactical Solutions Manager / South Integrated Channel Marketing Ricoh Americas Corporation 714-566-0688 bryan.hogan@ricoh-usa.com mailto:bryan.hogan@ricoh-usa.com Ask me
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Re: 240W PM's

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whatever. All that being said, there is no justification that I can think of for a 300% increase. I have to believe that if you told them that they are stuck with it at that price that they will reconsider. Our goal is that the sales cost needs to be 25% of the street price of new. That way Sales reps can sell at 100% markup and the customer is getting it for 50% of the cost of new.
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Re: 240W PM's

YES, THE 2,800 was the final cost on the equipment. I quess our beef is that when a customer needs the PM, our charges to the customer is less than the charge to sales person. Plus talking to the tech is useless, they tell us nothing and to speak to management. I can understand a mu on parts and costing for labor and realize the comapany should make money for the prep of the unit. However, I have estimated the parts at about $1800 plus labor, lets give it four hours of labor at 80, which equals
-=Good Selling=-

3 Ways Sales Professionals Nail New Sales Opportunities Using LinkedIn

"Keep your sales pipeline full by prospecting continuously. Always have more people to see than you have time to see them."
Brian Tracy

Inside Hubspot's State of Inbound 2018, Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process.

Sales people, it's no secret, you must make prospecting for NET NEW business a priority. This is the fuel that keeps your funnel consistently full of opportunities.

Think about this quote for a moment and let it sink in...

"Opportunities are usually disguised as hard work, so most people don't recognize them."
Ann Landers

A consistent, systematic approach around prospecting for new business is a priority in order to maintain a healthy sales pipeline. Lack of prospecting will impact your wallet as some compensation plans now have net new business growth gates. Time to set aside your big fat ego and the mentality of 'I am beyond prospecting' or 'this is beneath me.' For goodness sake you're salespeople. Part of your job is to prospect and grow your business. This is your responsibility!

Successful sales professionals have made prospecting gratifying by making one simple tweak...

They've realized integrating the use of LinkedIn and the power within their network has become mission critical to how they grow their business. Recognizing their network is their net worth, these sales professionals turn on the hot water faucet to warm up their approach to prospecting.

"Sales professionals take to heart that they're one degree of separation from their best sales opportunity."

3 WAYS SALES PROFESSIONALS NAIL NEW SALES OPPORTUNITIES USING LINKEDIN

LEVERAGE CURRENT CLIENTS 

Sales professionals capitalize on existing relationships. This means they socially connect 3, 4, 5 and sometimes 6 deep within their client base. This is a fantastic way to grow your business by connecting the social dots with your clients as you now can be exposed to their networks

Sales professionals farm and assemble a first-rate list of potential clients. Switching the faucet from cold to hot these now become warm calls as opposed to cold calls as they ask their clients for an introduction into their network of friends. There’s no one better qualified than a happy client to introduce you to potential clients. These introductions are golden and a fantastic bridge to building new relationships.

"How well do you know your clients? How well do they know you?"

In this hyper-connected digital world, your network is crucial to your sales success. We're in an era where shifting business and cultural values along with advancements in technology enable sales reps to network in vastly improved, more focused; more enjoyable ways which are more aligned with our personalities and passions. Strategically integrating LinkedIn accelerates networking, reduces the degree of separation between connections, amplifies the playing field, and redefines the prospecting process.

CONSTRUCT TARGET LISTS

Sales professionals integrate simple people search fields within LinkedIn to help them uncover relationship opportunities. They balance their relationship funnel as well as their sales funnel.

Sales professionals throw on their digital detective hats and create in-depth strategies to identify key prospects through effective targeting. They find out who within their network is connected to someone within their targeted accounts. Furthermore, they leverage their 1st degree connections to bridge introductions into their targeted accounts. The more 1st level connections you have the more success you will have searching. 

This is why you connect with multiple people inside your current accounts.

Let's do some simple math...

For example, a sales rep handles 100 current accounts. They then connect to 6 people inside each and every account. 100 x 6 equates to 600 people inside their current accounts who know like and trust them (hopefully). This now opens up Pandora's Box of networking my friends.

Sales professionals who are nailing their net new quotas understand how to leverage their network and mine their connections. They set aside their egos and ask for help in growing their business. Start getting familiar with this term... Digital Referral Selling. Is Your Digital Self, Digitally Referrable?

DRIVE CONVERSATIONS

Sales professionals add value to their relationships by sharing relevant industry information. They stay in front of their clients, prospects and audience by making daily educational deposits on LinkedIn.

They increase their exposure by cultivating, teaching and tailoring to their audience by engaging on LinkedIn. On a daily basis they educate, engage and excite their network into conversations. They proactively take over the social steering wheel.

Communication on LinkedIn directly impacts all aspects of the sales funnel. Conversation and collaboration leads to conversion!

"If your content isn't driving conversation, you're doing it wrong"
Daniel Roth

Let's do some simple math...

For example, a sales rep engages in 5 new conversations per week via LinkedIn (one per day). There are 4 weeks in a month equating to 20 new conversations. Taking this over a year and this is 240 new conversations! Using a 10% conversion ratio to appointments and this means 24 new opportunities added to the sales funnel. 

What would it mean to your quota if you added 2 new opportunities every month to your sales pipeline?

Sales professionals who are nailing net new quotas understand how important their gardening skills are to new business growth. Please meet cultivate, teach and tailor.

THE CHOICE IS YOURS

I've outlined three simple ways to enhance your new business development efforts. Integrating the power behind LinkedIn will invigorate your sales funnel. This approach is intended to start conversations, build relationships and increase sales opportunities.

"Sales reps must be consistent with their prospecting efforts or accept inconsistent sales results as a way of life."

This will work as part of a well-rounded prospecting strategy. It will work much better if you have a valuable LinkedIn presence (see mine for an example) and you're actively driving relevant content on LinkedIn that will be of interest to the people you are reaching out to.

In today’s business environment, people want to know who you are and what you're all about before they invest any time speaking with you. If you're socially active on LinkedIn, curating content, engaging in conversation and creating excitement; you make it pretty easy for your prospects and clients to recognize you as a professional.

"Why should I have a conversation with you?"

This is a great time to be in sales! Be social, build relationships and remember your gardening skills. Think of prospecting as social business development and watch what happens.

To your future success!

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!

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

 

 

Canon C356iF-C256iF II Spec Check Review

2018-07-26_23-49-37

It's not often that I'm intrigued by a competitors color MFP.  It was two or three weeks ago when a prospect asked, "what do you know about the Canon C356iF?".  Well, I was kind of embarrassed because I knew nothing about that Canon device. The only thing I could mutter out was that I would have to do some research and get back to them (not good).

It's not like me to not know about my competitors devices, thus I started my quest to know as much as I can about the Canon C356iF. 

I'm not going to address any of the copying features and the reason for that is almost no one copies anymore. I can't remember the last time I visited an account and saw someone at the copier and producing copies.

The Canon C356iF-C256iF is an A4 engine. The device will not support 11x17 for scanning, printing, copying or fax.

Paper Trays

  • Supported paper sizes for printing & copying with tray 1 is letter, legal, statement (5.5x8.5), along with envelopes #10, Monarch and DL. Users can also custom size tray to 3-7/8" x 7-1/2" to 8-1/2"x14".
  • Supported paper sizes is identical with tray 1 except that the custom size will accept 3-7/8" x 5-7/8"
  • Available tray options include Module -AE1 (just a second tray option and has a 550 sheet capacity), Cassette Feeding Unit-AJ1 (550 sheet capacity also includes cabinet for storage) and Cassette Feeding Unit AK1 (adds additional three paper trays with a max capacity of 1,650 sheets).  


While we're on the paper trays, I noticed that both the stack tray and the by-pass tray support envelopes.  Typically envelopes are a little thicker than 20lb bond paper. When looking at the envelope, there is a front, rear and then the flap. Basically you're looking at three sheets of paper. When accounting for the extra thickness of the paper. I'll make mention that one envelope can take up to 6-10 pages of space (envelopes are also puffy, holding air in the space) in the paper tray.  Thus a 100 sheet stack tray (by-pass), will allow the user to only place 10-15 envelopes in that stack tray.   

2018-07-26_23-49-13

Printing

  • Print speed for C356iF for Black & Color is up to 36 pages per minute for letter and up to 29 pages per minute for legal.  

Did you ever wonder why manufacturers use the words "up to"? There are a variety of reasons, but most have to do with the applications (word, excel, powerpoint, publisher, adobe, etc..) you are using to print those documents.

  • Print resolution (dpi) 1200x600
  • PDLs for UFR II, PCL 6 and Adobe PS 3 (many other competitors are using a generic post script driver, if you're printing complex pdf's from any graphics programs make sure you have the real deal with Adobe PS3)
  • Directing printing from USB, Advanced Box, Remote UI and Web Access* (PDF print from Web sites is supported)


Printing Mobile Devices & Cloud-based Services

  • Canon offers a wide range of software and their own MEAP-based solutions to provide printing from mobile devices or internet connected devices.  Need to know more?  Check out https://www.usa.canon.com/mobile-app


Toner Yields

Keep in mind that all toner yields are estimated at 5% coverage. If you're not sure what 5% looks like you can go here. Color coverage would be 20%.

Black cartridge 23,000 pages and Color at 18,000 pages for each color cartridge (Cyan, Magenta & Yellow)

Security

I've stated this over and over to clients with older MFP's. "yes, your current MFP is working fine, however, the security technology is behind the times. Even though your current MFP is only 4 years old the technology for security was developed a year or so prior to the MFP coming to market. You need to be up to date with the latest security advancements with copiers also.

Below is just a few of the security features. You can access the brochure here

  • Hard Disk Password Lock
  • Hard Disk Erase (great for lease returns)
  • Hard Disk Encryption 
  • Mailbox Password Protection
  • User Authentication
  • Encrypted Secure Print
  • Secure Print
  • Secure Watermark


Canon C356iF II

What Impresses Me

  • Color & Black prints speeds of up to 36 pages per minute (xclint speed for an A4 MFP)
  • 550 paper trays,  which means you can always add a full ream of paper to the trays.  (one of the items I recommend to my clients especially those at the Jersey Shore is to place a anti-humidity desiccant bags in the paper trays to rid the paper of any moisture)
  • Document Feeder capacity rivals some A3 MFPs with a 100 page capacity, in addition the doc feeder will support letter, legal and statement (keep in mind that not all document feeders will support statement size)
  • TWAIN scanning or Pull scanning.  It's a great feature to have to import documents into your business line of software
  • Single sided scanning at 50 images per minute @300 dpi (this is big since 300 dpi should be the desired scanning resolution when scanning contracts). Most other devices tout their speeds at 200dpi
  • Double sided scanning at 100 images per minute.  It's all about the single pass dual scanner. The scanner is scanning both sides of the two sided document in a single pass
  • Color 10.1 inch intuitive touchscreen
  • Stapler Finisher (500 Sheet capacity and up to 30 sheets of corner stapling)


What I mentioned in this blog is just the tip of the iceberg when it comes to specs and features for the new Canon C356/C256IF II A4 devices. 

As reps we always need to take some time to read every page of the brochure. if you have questions than you need to ask them.  The brochure and specs never tell the entire story.

If you're a consumer reading this, please keep in mind that specs can be deceiving at times.  What you read may not be what you comprehend, when in doubt get a hold of a sales person that can give you additional information on this product and the services that they offer.

In closing I had asked some of my Canon peeps to give me a few reasons why they like the Canon C356IF. I only received one back, however I'm hoping some peeps can put some addition info in our reply section.

From @Jason H

"I place these in a large amount of apartment complexes. My developer clients love the small footprint it has. They also love the large screen that comes with it compared to the older models that had the small display (C250/350). Clients love the doc feeder, single pass 100 sheets - I don't know what the competition offers but it's helped me win some deals. Other than those, the price point is what really is attractive. I can sell this for 75.00 a month on 60 months and make good margin."

-=Good Selling=-

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

I started my vacation on a Thursday last week.  Why?  Well best laid plans of mice and men don't always work.  Which leads me to a series of meetings I had last week with an a net new account. They were interested in 20 plus users for Managed IT, a copier and needed to bring their IT infrastructure up to date.  A pretty sizable deal that was on the fast track. We met last the Friday before last, schedule an assessment on Monday. Had to go back on Wednesday and present. On Wednesday AM, we received word form the leasing company that the prospect has a recent Bankruptcy.  Thinking back, now I understand why this was smooth sailing and why their IT infrastructure was in shambles. 

Enjoy the threads from ten years ago this week!

Three Classes of High-Volume Printers

reasonable in price, increasingly under $50,000. For some businesses, buying two or three Konica Force 75s or Canon imageRUNNER 85s is less expensive than buying a single 110-11 5 ppm printer, plus they get a backup system in case one of their machines has mechanical problems. Vendors such as Xerox and Heidelberg may have to adjust pricing if this trend continues. Hybrids: While we have identified three separate classes of high-volume printers, the reality is that individual models often address
Topic

Konica Announces ePware 2.0,

Konica Announces ePware 2.0, Providing Simple Document Management For Crd/Print Shop Environments Software Upgrades Include Networked Document Sharing, Combined Input Functionality, Unique Page Numbering, and Multiple-License Pricing Packages WINDSOR, Conn. – July 21, 2003 – Konica Business Technologies U.S.A., Inc. (Konica), the innovation leader in digital imaging solutions and a subsidiary of Konica Corporation, today announced the availability of Konica ePware 2.0 Document Management
Topic

That Heartbeat

printer-and-copier makers. And its strong presence overseas -- which represents a big chunk of the 40% of its overseas revenue -- will benefit from the weak dollar, says Yannas. Plus, Xerox sales are closely tied to the U.S. economy, which is recovering. Over the next year, price-cutting could grab it an additional 2% to 3% share of the printer market, where it now holds 18%, estimates Peter Grant, an analyst with market consultancy Gartner. In the past, Xerox sold its printers and copiers at a
Topic

Kyocera Mita's FS-C5016N

monochrome ECOSYS printer. Challenging the traditional high cost of color, Kyocera Mita now leads the industry by delivering an ultra-low 4.5 cents per color print. Competing brands offer a cost per color print of six to ten cents or higher. The FS-C5016N printer is cost-effective and environmentally friendly. For example, an enterprise that purchases 25 of the FS-C5016N and runs an average of 5,000 color prints per machine per month has the potential of saving hundreds of thousands of dollars
Topic

Muratec introduces OfficeBridge

Muratec introduces OfficeBridge Online digital connectivity application; rebrands components of document distribution suite Print Friendly Muratec America, Inc., manufacturer of multifunction office equipment and business productivity solutions, announces today the introduction of OfficeBridge Online, the company’s digital connectivity application for the MFX-1300 & MFX-1700, copier-based MFPs. PLANO, Texas (June 18, 2003) — OfficeBridge Online is the flagship offering of the OfficeBridge
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Re: Weekly Saddlestitch Finishing Job

Week in and week out? Hmmmmmm.. I a a few printers using the Ricoh saddle stitch finisher, but not at this volume. However, I understand that our saddle stitch finisher is the same as Canon's. A few offuture accounts are using this product. I will stop in and ask them. The page mount and cover is well within the limit. The limit is 15 pages (thus making a 60 page booklet). MBM sells Plockmatic Booklet makers and I have found them to be extremley reliable! The off-line booklet maker is popular
Topic

Are you Missing Marketing Opportunities

marketing tools – if used consistently – can increase your visibility and your sales. And when you use these tools - not only will you capture add-on sales - you are sending an important message to your customers: “We want your business!” Ann Barr is a consultant and sales trainer who conducts Selling Supplies Seminars in the U.S. and Canada. To contact Ann, E-mail to: a href=mailto:annbarr@sellingsupplies.comannbarr@sellingsupplies.com. Or visit her web site: www.sellingsupplies.com .
Topic

Sharp Dealer Meeting

1 [This message was edited by Docusultant on Tue October 21 2003 at 02:36 PM.]
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Ricoh Camera Owners

Check out this link, they have a camera club for Ricoh users. Ricoh Talk
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History of Ricoh

In 1936 Riken Kankoshi Co., Ltd. was formed to market sensitised paper. In the late 1940s, founder Kiyoshi Ichimura formulated the Spirit of Three Loves, which later became Ricoh's corporate philosophy, in recognition that people are a company's greatest asset. In the 1950s, Ricoh built on mass-production technologies cultivated with the RICOHFLEX III to enter the office equipment market. In the 1960s, Ricoh expanded its office equipment business to include such offerings as reproduction, data
Topic

IS100e New Product

Subject: Priner Product Launches and Promtoions Ricoh is pleased to announce the introduction of the new Image Scanner IS100e. The IS100e is available as a printer option that is capable of e-mailing, scanning, and copying documents and images in both color and black-and-white. To help you get started getting the CL3000 and Image Scanner IS100e in your showroom and in front of your customers, Ricoh is pleased to announce a special bundle launch promotion. Participate in the program and receive
Topic

The Secret Behind The Speed

. Printer paper output horizontal for faster operation In conventional Ricoh printers, the paper has been sent from the tray in an S-pattern to the drum. The printer would print from the first page, and the page would have to be output upside down. In order to minimize this distance for even faster operation, the paper is fed directly from the bottom. This decreases printing time to just 8 seconds -- at least twice as fast as conventional models.
Reply

Re: Scan Router Question

Topic ... Next Topic ... Entire Topic Topic: Scan Router Pro/ OCR and 1075 (11 of 11), Read 45 times, 1 File Attachment Conf: ScanRouter Discussion From: Lee Rummage leerum@rjyoung.com Date: Monday, March 10, 2003 09:54 PM I just downloaded the paper capture plug in from Adobe's website and it seems to work pretty good with my Acrobat 5.0. I am attaching a scan of a 1027 printer config page that I captured with this in case someone wants to try it out. Did notice one thing: when you search for
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Cost per Copy Sheets?

In the Street Pricing section someone has posted supply pricing, broken down to CPC, for HP printers, at various coverages. It is a great tool, but only covers B&W. Does anyone know of a sheet like this out there for color? Thanks Tyler
Topic

HP Inkjet Color-Supply Costs & Yields

All of this information was obtained from the HP website. Prices are MSRP from HP. The list is by cartridge numbers, as many printers use the same cartridges. I'm sure I missed a few, but this should cover the bulk of what is out there. Feel free to add info and update the post. Tyler This document has been archived, please send me and email if you wouldlike to purchase this document. art @p4photel.com HP Supply Yields CPC (July 2003)
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HP Operating Costs

I remember there was a post on the old site that had an Excel spreadsheet that listed all of the operating costs for the various HP printers. Does anyone still have that document? THANKS
Topic

XES?

Who owns XES, is it still Xerox? Is it true all of the systems are now manufactured by KIP? Art
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Macintosh Desktop Faxing and a 1022

·
I have a client (architect) that is all mac. Mac servers and mac workstations. They would like to enable desktop faxing from a 1022. They would also like all faxes recived to be routed to a network folder. I'm guessing that the Ricoh fax droiver is not Mac compatable. Can anyone verify that. What is I got a cheap PC and put it on their network and shared it. Can the fax drivers live their as well as that shared network folder? Thanks in advance for ther input.
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Re: Suggestions Needed For Open House

All companies that have a marketing department and a good sales team (color sells). See attached file
Topic

551 & Mac issues (OS10)

·
I have a church with a 551 (Peerless Controller) that is having issues with printing from MAc OS10. It boils down to PDF files. They can print a 10 page document, and it spools the whole thing but hangs up and doesn't print the last page. It contiunues to say processing, but...nothing. No problem with the systems under OS10, but the customer is claiming it is with our machine, because they can send the same job to their printers, and it works fine. We have put the latest firmware, and even
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Re: HP Operating Costs

THANKS a lot!!! If anyone has data concerning the cost of PM kits and approximate service calls/parts etc. that would be great also. I am not sure if that data exists or not.
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Re: Electronic Coverage Examples

Tyler Can't you scan your copies and then convert them to the digital file. I have one from Canon, its a few models old. However I will scan it and post it here. Art
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Re: 551 & Mac issues (OS10)

·
One more question.... Are they printing from OsX or are they printing from an earlier MACOS Emulator within OsX? That could cause an issue as well.... This is NOT a problem with the machine as far as I can tell, if you can print from the other OS with OSX it is some sort of communication problem that the Mac is having getting the right PS information across to the printer. Are their other printers using PS3 or a PS2 emulation? I think that is all that I have left to ask...
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Re: Electronic Coverage Examples

Those were great Ted, thanks. I am also looking for some color print samples. I have a CD from the manufacturer, but it does not give any coverage estimates. Thanks in advance! Tyler
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Re: History of Ricoh

Aficio Brand Aficio® comes from the Latin root "afficio" which reflects Ricoh's creative concept and commitment to total customer satisfaction. Afficio embraces the meanings "manage", "handles", "move" and "influence".
-=Good Selling=-

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

There's a thread below about "tray tolerance" and one of the items in that thread mention Plot Client.  Which reminded me about the install of a recent MP W6700, and my only client that was using Plot Tools for a W3601SP.   When pricing the device I forgot all about their needs for "batch" plotting and did not figure in the cost for the Ricoh "Print, Copy, Tool".  Luckily all went (at least so far) as I remembered about the web printing tool that Ricoh offers. I'll keep my fingers crossed on this one!

Enjoy the threads from ten years ago this week!

Weekend Copier Notes from 07/20/08

·
suit against Palm Computing. Xerox successfully argued that the Graffiti handwriting recognition feature of the Palm Treo handheld system was a copy of Xerox’s Unistrokes software (which never found its way into a Xerox product). Xerox will receive $22.5 million from Palm. - Another copier dealer sells out. Xerox, through its Global Imaging division, purchased Sierra Office Solutions of Reno, NV. Its legal name was Precision Copier Service, and was a large Ricoh/Kyocera dealer, but will now
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Weekend Copier Notes from 07/13/08

·
color system) - Ricoh announced it will now offer an EFI Fiery option for the C6000 and C7500 color MFPs. o named the E7100 o 1.8GHZ processor o Embedded o $7800 MSRP - According to What They Think magazine, there are now more than 200 printshops that offer ability to order on-line print jobs for shipment in U.S. - Xerox announced it has hired former Citigroup executive Charles Prince to its board of directors. - Xerox announced it has sold a DocuColor 5000 and a 4110 b/w system to KCS, a print
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Ricoh Embedded Print Director 1 MFP License

·
Has anyone installed this on an MP8000 and how does it work? I was told by a Ricoh Digital Support Specialist that this is what I needed for a client who wants to set copy codes and copy limits for each code. Looking for feedback. How hard is this to install? Does it install on the copier directly. Thanks, John
Topic

Forced Printing Feature

·
Does anyone know where to get the firmware revisions for this? I looked on the Ricoh TSC and RFG e-source sites and only saw bulletins. Thanks.
Topic

Color Control

·
Hey folks, I was hoping someone might be able to help with this scenario I have going on. The customer (a private school) has several Savin C3030mfps. They want their staff and students to be able to print to these. They would like user codes set up on the mfps and to have each computer have a unique user code. I have installed 2 instances of the RPCS driver (copier color and copier b&w). In the b&w driver, I set the color preference to b&w and I went into advanced optionslimitation settings
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Need a document feeder

·
I am interested in document feeder for a Savin 8055 aka: Gestetner DSM755 Gestetner DSM765 Gestetner DSM775 Lanier LD255 Lanier LD265 Lanier LD275 Ricoh Aficio MP 5500 Ricoh Aficio MP 6500 Ricoh Aficio MP 7500 Savin 8055 Savin 8065 Savin 8075 Hoping someone has a machine they are parting out. If you have one you would like to sell please fax me price including delivery to zip code 21801. Company Name__________________________________ Telephone______________________________________ Price
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Re: Color Control

are you looking for a "no cost" solution, if so I do not know of anything. Cost solutions would be Print Director and or Print Audit. Let me know
Topic

LINE CARDS

·
A few months ago I was able to grab the B/w and color line cards on here - the lineup has changed for the Ricoh Product - anyone have any updated line cards? I would love to have them!
Topic

Save money on wide format drums

I ran across this the other day! No affiliation with them, nor do I have any idea of how these drums perform. Ricoh 240w/470/480--NON-OEM Drums EXCELLENT Performance--$875ea + shipping Wide Format Engines, LLC hmcpartland@cox.net 949.290.1549
Reply

Re: Tray Tolerance

·
quote: Originally posted by Wallin Team: One of my questions is whether the 150dpi refers to the original file size or the 600dpi that it's going to print? Secondly, how does the 65 pixel rule play out if the original file is 600dpi? I'm pretty sure this has to do with original file resolution, since we don't have a 150dpi print option. If your original file resolution is 600dpi (god help ya), then 65 pixels would mean roughly 3mm. (roughly 1/10 of an inch).
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Re: Tray Tolerance

Well, If they are using Plot Client, they can force the prints to 30x42 really easily. (That will affect scale slightly, but most folks who are concerned about scale do not realize how dimensionally unstable a paper print is with humidity and temp factors). We've had some weird issues with 3.7, especially regarding scanning. In addition to the strange new interface, there are a number of features that do not work, or are hard to configure. It's been about a year since I played with 3.7, all I
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Re: MP1350 cpp

·
Ricoh's lowest acceptable CPC on this engine is .0043. I CAN beleive it!
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Re: LINE CARDS

·
What is a Line Card? If you are referring to a full line brochure, there is one in the most recent Ricoh Image Magazine (Vol. 18) or it is #R2751 to order.
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Re: RICOH MCE

And the answer from Ricoh (finally) is there isn't and wont be a Vista version. You have to stay with XP. S'OK with me.
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Re: LINE CARDS

·
If you find one, pass it along. I've never seen one either. Savin lists an 11x17 duplexed brochure, but they don't call it a line card.
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Re: LINE CARDS

Check Publications Bulletin PUB (C)-052 reissue [tpc@ricoh-usa.com]. I think that is what you want. They're called specification charts for all models and all mfg names under Ricoh.
Reply

Re: LINE CARDS

·
Sharon, I think what you want is in the Aficio League site under InfoCenter as CopyJax Fax has added. Its under the Product Information Tab in Sales Support. If you're not Aficio League registered let us know.
-=Good Selling-=

Attention Sales Leaders... What Are Your Sales Reps Prospecting For?

"Value the relationship more than making your quota"
Jeff Gitomer

What's the purpose of prospecting?

Ask anybody in sales this question and they will say something such as, "the purpose of prospecting is to get people to give you an appointment.” Sales reps think their job is to try and convince people to give them an appointment. They believe if they go on enough appointments and talk to enough people then everything will work out fine. Keep in mind, some sprinkle in some fairy dust into this logical thinking.

You'll also hear, "sales is a numbers game.” If you see enough people and make enough presentations then you'll close enough deals. Come on people, how old school! That archetype was from decades ago. Sad to say, most companies, and sales managers still believe, preach and teach this approach. Thus, this is why there's so much turnover and failure within the sales profession.

"I'm looking for needle in haystack. I'm looking for a deal to close in 30 days."

WHAT HAPPENS...

Let's all agree sales is a numbers game. Soooooooo, if your goal is to speak with "X" number of people, to set "X" number of appointments, to close "X" number of deals, what happens to you when you fail to achieve the goal? You feel like crap and you're miserable, as your quota breathing manager is lurking over your shoulder watching your every move. No matter how strong-willed you are you can only take so much.

The question becomes... what should you do?

What are prospects? They're people, plain and simple.

CHANGE YOUR THINKING - CHANGE YOUR RESULTS

I urge sales leaders to help their sales team take action! Start viewing prospecting as an art. The canvass is a human to human conversation. I get it, sales is a numbers game, yeah, yeah, yeah... then shift some of your numbers logic to...

  • How many new conversations are your sales reps opening up every week?
  • How many new relationships are your sales reps opening up every week?
  • How many new social connections are they adding to their network every week?

I encourage you and your sales team to take ownership of their own sales funnel. With a slight change in mindset, give thought to this isn't about your sales reps, their wallet and the "needle in the haystack" approach to prospecting. I realize and get there are monthly quota's and quarter ending bonuses, but without a healthy relationship funnel how can your sales reps have a healthy sales funnel?

"The more you know the more you grow."

What if prospecting was about more than finding a deal in the 30 day window? What if it included building relationships and driving conversations to build a foundation for a healthy sales funnel?

Relationship development leads to opportunity development which leads to sales development. Therefore, your sales reps must become diligent with developing the relationship funnel.

HOW MANY PEOPLE DO YOUR SALES REPS KNOW?

In the March-April of 2017, Harvard Business Review article, "The New Sales Imperative",

"The number of people involved in B2B solutions purchases has climbed from an average of 5.4 two years ago to 6.8 today, and these stakeholders come from a lengthening roster of roles, functions, and geographies. The resulting divergence in personal and organizational priorities makes it difficult for buying groups to agree to anything more than move cautiously, avoid risk, and save money."

If your sales team applies this article to prospecting then the question for you becomes...

How many relationships are your sales reps opening to effectively manage a sales and relationship funnel?

Filling up a relationship funnel requires two way communication and conversation. Building a healthy and credible relationship funnel means leading with insight, education and story-telling.

What are sales reps doing to earn the right to have a conversation? Are sales reps only prospecting for the now? Are they prospecting for the later? Or, are they prospecting for both?

MANAGE THE FUNNELS

A favorite saying of mine is, "Sales reps are consistently inconsistent." Prospecting is part of the sales profession. I don't care what others may think! Prospecting is a non-negotiable daily activity but why does it become a negotiable activity for many?

When it comes to prospecting, I encourage all of you to take a mental snapshot of the number 8. The curves of the number 8 can correlate to relationships moving in, around and out of the funnel as they move in, around and out of the sales funnel.

Just as there is top of, middle of and bottom of the sales funnel; the same applies to the relationship funnel.

How sales reps develop, nurture and build a healthy relationship funnel will play a significant part in the strength of their sales funnel.

"Sales reps must be consistent with their prospecting efforts or accept inconsistent sales results as a way of life."

Check out our latest podcast as we dive into... prospecting to fill the relationship funnel.

PROSPECTING IS A DAILY ACTIVITY

We know how important the correct amount of sleep and exercise has in maintaining your health, then why does prospecting seem to be one of those things sales reps should do more of but probably don't?

I get it, prospecting gets sluffed off often because there’s a lot going on in a sales reps busy day. Really? Rest assured a lot of it happens to be more urgent but not necessarily more important.

Here lies the problem and it's quite simple, sales reps prioritize their to-do list based on urgency, thus prospecting never gets their full attention until it becomes an actual emergency!

People, if you wait until your pipeline looks like the Sahara Desert, then it's already too late. The truth is you should be prospecting (and you know it) when times are good, not when they become desperate.

It's a balancing act of effectively managing both a relationship and sales funnel. The issue lies with if you don't manage one effectively then how can you manage two effectitvely?

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!

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedInTwitterSocial Sales Academy and on my podcast by clicking on Selling from the Heart.

 

 

A Few Copier Vignettes from the Late Eighties & Nineties

The picture in the header showed our demo room back in either 1989 or 1990, might have even been 1991.  As you can see by the photo Atlantic Office Systems (the first one in NJ) was Authorized for Adler Royal, Brother, and Tele VaxaFax (facsimile).  Sometime later Adler Royal was purchased by Mita and the Adler Royal brand was changed to Copystar. I thoroughly hated the name Copystar because there was no brand recognition, at least with Adler Royal, our clients knew about Royal typewriters.

We were never a big dealer, I did most of the sales while my other partner handled the technical work.  From time to time I had to dig in and do a few service calls when we were swamped.  Not being a large dealer enabled us to make timely decisions and offer products that were in high demand. Back in the early nineties we were still selling analog copiers and improvements came at a much slower pace than today's digital copiers. 

We had two PC's in the office.  One was used for accounting (peach tree) and the other was used for sales.  The computer that we used in account was connected to a dot matrix printer and we were running carbonless forms for our invoices. 

Back then, I thought we were on top of technology when we sold our first fax machine (Tele Vaxafax).  The MSRP was $2,495 and the auto feeder was an option.  Once we added the document feeder, and delivery/installation we were able to get to $3,000.  Three thousand dollars was the  magic number to offer leasing to our clients.  We got a little creative and placed a display ad in our local county newspaper for the Teli's.  We advertised them at $1.99 a day to lease.  Probably one of the best ideas we had.  We were selling more faxes than copiers.  At one point we were at one every day (we were also open on Saturday mornings till 1PM).  What we didn't realize is the volume of thermal roll paper that followed. Every month we were ordering full skids of thermal paper along with a skid of fax machines.  Yes, those were some great times.

As the fax market matured and pricing eroded we found ourselves placing more of the Brother fax machines over the Teli's. 

It was about 1993 or so when we purchased our first color copier.  That copier was manufacturer by Brother, was very slow and used some type of ribbon transfer technology (no toner or ink).  I think we were selling color copies (singles) for $5.00 each.  At one point we hooked up with a sales rep for Gillette, he had to make copies of his presentation in color for his clients.  He was in a three of four times a month and needed almost 100 copies every time (we discounted to $3.00 each for his volume).  Back then Hulk Hogan was hired for their advertising campaign back then.  My son was so excited the day that client brought in a signed Hulk Hogan press photo.  I believe my son still has that pic.  Yes, great times to be selling.

Another client that I remember was some guy who came in on a regular basis to send faxes during the late eighties.  His faxing pattern was quite unique because he was always sending faxes to places like Panama, Afghanistan, San Salvador, Iran & Iraq.   I thought he was kinda screwy also because he always had to send his own faxes.  He would not let us see them.   After maybe a year ago or so he opened up and told us he was an arms dealer. All of those faxes turned out to be purchase orders and invoices for his business. WOW, I would have never guessed it! 

I do remember that he invited me to go with him on a trip to Afghanistan when the Russians were departing. He told me about the riches that could be gathered such as rugs, gold, and antiquities.  He stated that we would be away for three weeks and he would give me training on how to use a weapon.  Well, that sealed the deal for me, there was no fracking way I'm going to a war torn country and having this butt head leave me there or get shot. I had the great sense to opt out.  I never saw that guy again, I'm guessing he went and never came back.  One of my better decisions in the copier industry I guess.

Another neat story from back then came from another guy who frequently visited our office in 1993 & 1994.  He was the President of a chemical plant in NJ (we got a crap load of those).  He stated he had closed his plant and was looking for someone to sell everything in the place.  Whoa, that was right up my alley.  The site was like a time capsule, one day they just locked the doors with everything in it.  There were copiers, desks, chairs, printers, fax machines, tables, file cabinets, paper,  high end furniture and all of the hardware that used to produce the chemicals they made.

Every Saturday and Sunday I was there four about six months. I sold almost everything, even brought in a large fork lift to remove a huge Xerox copier from the second floor. If I remember correctly I got $5K for that son of a gun.  It was not until late in the six months that I began exploring the chemical part of the plant.  There was copper, aluminum, steel, vats, filters, the place was loaded.  I admit I was kind of naïve about chemicals plants.  I later found many puddles of a silver liquid substance on the concrete floors, the substance proved to be Mercury.  I asked the owner about it and he told me Mercury was used to make chlorine. Frak, the place made chlorine?   It was not until I finished (made a ton of cash) that I found out I was selling crap from a site that labeled as a NJ Superfund site (toxic dumping went on their for years).  I later investigated the owner and found that he was indicted for some pollution thing.  Seems he needed to raise additional funds for his defense.  I believe he was found guilty many years later, however, at that time he was probably in his late seventies.   Never heard from him again either. 

There you have it, a few vignettes from my early days in the copier industry.

Special thanx to Polek & Polek for sponsoring this blog!

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-=Good Selling

This Week in the Copier Industry 10 Years Ago, The Second Week in July 2008

Ten years ago, it still seems like yesterday. Color MFP's were all the rage and third party solutions started to take center stage.

Enjoy the threads from ten years ago this week!

RICOH ANNOUNCES NEW EFI COLOR PRINT CONTROLLER TO MAXIMIZE WORKFLOW AND PRODUCTIVITY

savings and productivity. The company's robust product portfolio includes Fiery(R) digital color print servers; VUTEk(R) superwide digital inkjet printers, UV and solvent inks; Jetrion(R) industrial inkjet printing systems; print production workflow and management information software; and corporate printing solutions. EFI maintains 26 offices worldwide. About Ricoh Americas Corporation Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the
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X-SOLUTIONS DIGIDOCFLOW® PASSES RICOH’S

continually exploring innovative software solutions for today’s ever changing MFP market. About Ricoh Americas Corporation Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 72-year-old leading supplier of office automation equipment and electronics, with fiscal year 2007 sales in excess of $22 billion, an 7.3 percent increase over the previous year. Ricoh Americas Corporation is a leading provider of document solutions. Ricoh’s fully
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CANON U.S.A. HELPS MEET EVER-GROWING ENTERPRISE PRODUCTIVITY DEMANDS WITH NEW MONOCHR

LAKE SUCCESS, N.Y., July 1, 2008 – Addressing the growing needs of fast-paced enterprise environments, Canon U.S.A., Inc., a leading provider of digital office imaging systems and solutions, today introduced the monochrome imageRUNNER 3245/3245i/3235/3235i/3230/3225 MFPs. Designed to deliver the advanced features and functionality that workgroups and small business are demanding, these imageRUNNER models incorporate a new robust system architecture, support advanced digital workflows and come
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New Xerox Desktop Scanners Ease Office Workloads

PLEASANTON, Calif., June 23, 2008 - Xerox Corporation (NYSE: XRX) today announced two new easy-to-use scanners that help users boost office productivity by scanning, e-mailing and copying documents at the touch of a single button. The Xerox DocuMate(r) 515 is a color flatbed scanner with a hinged lid that opens to scan large items directly on the glass and an automatic document feeder (ADF) that scans 15 pages per minute (ppm). The Xerox DocuMate(r) 150 is a color sheetfed scanner with ADF that
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BERTL HONORS RICOH AMERICAS CORPORATION WITH PRESTIGIOUS “BEST” AWARD

West Caldwell, NJ, June 19, 2008 – Ricoh Americas Corporation, the leading provider of digital office equipment, announced today that its Priport series was recognized in BERTL’s Best 2008 awards as a top performer in the Best Digital Duplicator Product Line category. In its 13th year, BERTL’s Best Awards recognize the most innovative and highest quality products in the printing industry. Ricoh’s Priport series sets itself apart from the competition, as it is the industry’s only digital
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IKON and Canon enter into an agreement?

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I heard yet another rumor regarding the purchase of IKON by Canon Corp. I just heard they have a prelim agreement... Has anyone heard the same?
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Ricoh Vision "National Meeting"

Dates October 13-16th 2008 Omni Orlando ChampionsGate, Orlando, Florida!!Mark your calendars!!
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RICOH MCE

I have a licenced disk for MCE -XP but it doesnt work on Vista. Can someone provide a patch or fix for this.
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Dear Customer Opportunity Generator (COG) User:

Dear Customer Opportunity Generator (COG) User: I'm excited to announce that the TCO FullView Tool, the replacement for COG 1 and COG 2, will be launching soon. Many new features have been added. It's easier to use, more import options are available, and accuracy has been enhanced for both printers and MFPs. With all these improvements it's important to note that saved scenarios from COG 2 will not transfer to the new TCO FullView Tool. If anyone needs their saved scenarios from COG 2 they will
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7075R MicroPress Connectivity Kit

versatile functionality, simplified operation, and superior reliability. The Aficio MP C6000/C7500 are designed to support the document workflow and productivity needs of today’s networked general business offices, as well meet the light production requirements of Central Reproduction Departments (CRD) and Print for Pay environments. The Aficio MP C6000/C7500 with the 7075R MicroPress Connectivity Kit are the latest additions of Ricoh’s diverse color product line up that combine complete production
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Different Ways to Import Addresses in to the MFP Addressbook!

Ever had a customer that wanted to export their address from outlook and put them into the MFP easily? If so attached are some instructions that will assist on accomplishing just that! How about those customers that want to export a portion of their LDAP Address book and load it into the MFP Address book for simplified use? Go here: documentmall account: art_post username: p4pusers password: goodpals Select P4P user Cabinet, then slect Ricoh folder and then select file named "Different Wayt to
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Tray Tolerance

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From within Plotbase, we enable the Tray Tolerance feature to allow a customer with drawings measuring 30.08" wide to print on 30" rolls. The HELP section said that the maximum tolerance is 65 pixels which is approximately 11mm for a 150dpi file. One of my questions is whether the 150dpi refers to the original file size or the 600dpi that it's going to print? Secondly, how does the 65 pixel rule play out if the original file is 600dpi? Anyone know anything about this?
Member

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Re: Tray Tolerance

We use Tray Tolerance too (and always turn it on, I wish both it and inch mode would be default for the U.S. distro. hint, hint, Rick Sorry, I do not have the answer to your question about dpi used. But I recommend NOT usnng oversize pages, instead set the printable area to max within the printer driver or PC3. Here's why. This is a related issue we came across last week. The cust had a page templte set up at 36.04" x 24.04", and it printed fine for a couple of years, until they tried to use
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Re: Tray Tolerance

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The drawings my customer is printing are downloaded from bid sites and so the size is not within their control. Thanks for the info on the CAD drawing. BTW, what don't you like with 3.7?
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Re: W2400 Embedded Printing

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There is a firmware update that enables "forced print" After the update til printer will print the page even if the print size and the paper size does not match Maybe this will do the trick..
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Re: W2400 Embedded Printing

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Thanks for the info. I don't think that this will work for my customer though. He wants the machine to be smart enough to print a smaller print on the wider roll but not print the wider drawing on the smaller roll and lose image. My understanding of the forced print is that the controller will print regardless of whether there is paper to accommodate or not.
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Re: IKON and Canon enter into an agreement?

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I have been hearing VERY strong rumors for about 6-8 months. Should know more in a few days. All the Canon employees are in NY at a meeting. I think it is going to happen before the end of the year.
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Re: IKON and Canon enter into an agreement?

Well, it only makes sense, that Canon too needs to protect thier market. Its very interesting.
-=Good Selling=-

This Week in the Copier Industry 15 Years Ago, The Second Week in July 2003

It's Sunday night, I start vaca on Wednsday of this week.  Not a lot of stuff from last week, except for the additional tariffs that will go into effect the first week of August.  We're not sure if copiers are included this go around.

Enjoy the threads from 156 years ago this week!

Sales Training Help

December 31, 2011 - Sales Training Help - Click Here Industry Analysts, Inc. has been developing customized industry training programs and materials for over 30 years. Major vendors such as Ricoh, Kyocera Mita, Toshiba, Xerox, HP and others have turned to us for competitive, sales and color training programs to name a few. One tool we’ve used over the years is the powerful DiSC® Personal Profile System developed by Inscape Publishing . The instrument provides feedback designed to help people in
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Toshiba Announces e-STUDIO 190P

the Toshiba e-STUDIO190P monochrome, digital, laser printer. Designed for personal and business users, and small workgroups with low volume, dedicated printing requirements, the e-STUDIO190P is the latest addition to Toshiba’s 2003 workgroup printer lineup. Boasting a powerful 200 MHZ processor that delivers a first-copy-out-time (FCOT) of only 10 seconds and prints speeds of a brisk 20 pages-per-minute (PPM), the e-STUDIO190P complements Toshiba’s cadre of e-STUDIO workgroup printers, offering
Reply

Re: Toshiba Announces e-STUDIO 190P

July 11, 2003 - Toshiba Announces e-STUDIO 220P Small Workgroup Monochrome Digital Laser Printing Solution Toshiba America Business Solutions Unveils Next Generation E-Studio Workgroup Printer Line With The Introduction Of The e-STUDIO 220p Personal and Small Workgroup Printer Sets New Standard for Affordable, Network-Connectable, High-Performance Print Solutions IRVINE, Calif., (July 8, 2003) – Toshiba America Business Solutions (TABS) today unveiled the Toshiba e-STUDIO220P, the first
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The 5th Advanced Sales Presentation

The 5th Advanced Sales Presentation Conference 2002, held on November 7th 2002 in Barcelona, Spain. The goal of the conference was to share ways to improve the business flow and to show how top sales people developed the best solutions for their customer’s needs. Nine representatives, winners of their local contests, were invited to present at the conference. A total of 90 Executives, Branch Managers and supporting staff from Ricoh, NRG & Lanier attended the conference. Conference Goals a
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Pilipuf-Grist Teams Up With Canon

rep agency in the U.S., has chosen the Canon/eCopy document distribution solution to send multi-page proposals for major construction projects to manufacturers and their distributors quickly and reliably. Canon U.S.A., Inc., a subsidiary of Canon Inc. (NYSE:CAJ - News) and a leader in networked digital imaging solutions, recently expanded its long-term relationship with eCopy, Inc. through a $15.8 million minority equity investment. ADVERTISEMENT Pilipuf-Grist & Associates distributes numerous
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OCE is Bleeding!

Oce Report Reveals Sharp Decline in Revenues Results 2nd quarter/six months 2003 » Revenues decline by 15.7% on 2002 (autonomous: -7.4%) » Net income down by 25.4% to euro 40.1 million » Operating expenses and working capital reduced further » Free cash flow euro 44.4 million » Additional cost saving measures initiated Period 1st December 2002 till 31 May 2003 Océ results second quarter/first six months 2003 *) In million euro...............2nd quarter 2003..........1st six months 2003 Total
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Xerox Names Brannigan

Press Release Source: Xerox Corporation Xerox Names Brannigan Corporate Officer Monday July 14, 4:44 pm ET STAMFORD, Conn.--(BUSINESS WIRE)--July 14, 2003--Xerox Corporation's (NYSE:XRX - News) Board of Directors elected today Michael D. Brannigan to the additional post of corporate vice president. As senior vice president of the company's North American field sales operations, Brannigan is responsible for a direct sales force of 2,500 that sells and supports Xerox products and services in the
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Minolta Simplifies E-Mail

world of imaging. These efforts concentrate on the most important aspects of imaging: the quality of the images, the tools and methods for creating images, and the creation of environments for the application of images. This focus on the essentials of imaging ties together Minolta's key business and consumer product lines: digital monochrome and color printer/copiers, multifunction peripherals, desktop laser printers, cameras, binoculars, optical instruments, software and advanced imaging and
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40PPM Laser Printer SRP of $1,539!

reengineered e-STUDIO workgroup printer line with the introduction of the flagship model – the powerful e-STUDIO400P monochrome, digital laser printer. Designed with expanded features and performance improvements targeted to meet the high-volume printing requirements of large workgroups, the e-STUDIO400P replaces Toshiba’s workgroup printers, the e-STUDIO30P and the award-winning e-STUDIO40P, with enhanced paper handling and finishing capabilities, faster output speeds and new printing features
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1,000,001 Copy Challenge!!!!

supervision of Meester Van Eesbeeck, official usher, the copy counter marked 1,000,001 at 04.58 am. With this event Ricoh demonstrates the reliability, speed and possibilities of the Aficio™2105. The Copy Challenge originated in 2000. At that time, Ricoh Belgium set out to produce 100,000 copies in 10 hours. In the end, the two connected Aficio™850s produced 106,456 copies, or an average of 180.6 copies per minute. In the high-volume segment, made up of print/copy shops and central reproduction
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Canon U.S.A. and NETAPHOR

Canon U.S.A. and NETAPHOR Software Announce Advanced Enterprise Management Capabilities for imageRUNNER and imageCLASS Devices Wednesday July 9, 9:01 am ET LAKE SUCCESS, N.Y. & IRVINE, Calif.--(BUSINESS WIRE)--July 9, 2003-- Software Module for Unicenter NSM Now Available Canon U.S.A., Inc., a subsidiary of Canon Inc. (NYSE: CAJ - News), and NETAPHOR Software Inc. today announced an agreement where Canon U.S.A. will make available an integrated software module based on NETAPHOR's MetaConsole
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Sales Software

I am looking into a sales management software. There is a software called ACT, but it has limitations. Microsoft Access seems to be the only solution. If you have a suggestion, I'm all ears. thanks, Chad Cohrs
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Print 4 Pay

Does anyone know if we can still use DMAP 6 for legitimate Print 4 Pay establishments?
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Print Samples

I was wondering if anyone out there had any high quality documents that they use to demo on the 400 and 600 d.pi. duplicators. I thought it could help everyone if we all shared these to show clients.thanksbrian
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Boo Frigety WHO

Press Release Source: Imagistics International Inc. Imagistics Receives Highly Coveted 2003 Buyers Laboratory Inc. ''Most Outstanding Multifunctional Product Line Of The Year'' Award Thursday July 10, 8:31 am ET Six Digital Multifunction Systems Receive Prestigious "Pick of the Year" Awards; Eight Multifunctional Products Receive "Highly Recommended" Status TRUMBULL, Conn.--(BUSINESS WIRE)--July 10, 2003-- Imagistics International Inc. (NYSE: IGI - News), a national direct sales and service
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Re: Case Studies

flexibility to provide us with what was needed to meet our business requirements. It was a total solution." Frank says Lanier supplied multi-function copier, printer, fax and scanning machines with speeds of 45 pages per minute (ppm) and 70ppm. Lanier also sourced and supplied other compatible printers as part of its commitment to providing a complete service. It is this complete service - providing and sourcing multi-function machines and providing excellent on-going support - that Frank expects to
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Demo Accounts for Document Mall

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you shortly. Would you like a demo account for your sales office? Sign up for a free account after signing in at www.documentmall.com/sales (password: documentmall). Other News: Free HR Seminar: An industry specific online seminar will be held on Wednesday, July 16th at 11:00AM PDT/2:00PM EDT. Find out how to sign up for the HR seminar now! See the MFP Video Online! See how DocumentMall works seamlessly with the high-speed machines you are selling today at www.documentmall.com . Be sure to tell
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Sir Speedy "In The News"

a result, no other network in our industry can boast as much experience selling and providing these new services as Sir Speedy." Sir Speedy’s business document services are a natural complement to the company’s wide range of traditional products and services. The new services include scan-to-archive for document security; variable print to increase response rates to marketing materials; online document management that provides order tracking and reporting; fulfillment for complete assembly and
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WEC Gold Medal

WEC Gold Medal RICOH wins the 2003 WEC GOLD MEDAL for International Corporate Achievement in Sustainable Development From the left r. Klaus Toepfer, Executive Director United Nations Environment Programme (UNEP),Mr. Masamitsu Sakurai Ricoh Group received the 2003 WEC Gold Medal for International Corporate Achievement in Sustainable Development on May 15, 2003 at the National Building Museum in Washington, D.C.. This award is presented annually to recognize and honor a corporation that
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Would you buy from you?

Would you buy from you? Sometimes sales professionals get so caught up “selling” they overlook the experience they are creating for the customer. Ask yourself, “Would I buy something from a salesperson like myself?” Specifically, think about the quality and character of the conversations you are having with your customers. Are you spending too much time talking and not enough time listening? Do you convey interest in customer needs? Do customers perceive a benefit from spending time with you
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Re: Suggestions Needed For Open House

I had a JP8000/TC II launch at a minor league ball park. I think the cost was $50 per person for food, tickets and the conference room. We spent $2,000 and got our Duplicator DSM to cover half in co-op monies. Forty people were invited and about 30 showed. No sales that noght nor the next week, nor the next month, however by the time the quarter was done we had two extra TCII and JP8000 sales. I concentrated with Print 4 Pay Accounts and Copy Shops. Hope this helps. Art
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Re: Print Samples

Brian: All of my dups are sold connected! I use the sample book from Ricoh to show the customer to get them interested. When I get the demo, I will print the pre-desgined templates from publisher to show them the CTP quality. Art
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Re: 1060 1075 connect copy?

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I spoke with Savin's product manager about this approximately 3 weeks ago and was told that the copy connect feature had been released by Japan and was in the Pennsylvania warehouse, but had then been put "on hold" by Ricoh for quality issues. She explained that this was the first time copy connect has been used with Next Generation Architecture and there have been some issues. While she would not give me a definitive date that it would be released, she did tell me to tell my customer that we
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Re: 2105 volume

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We were just launched by Ricoh in our offices last week on this product. They said the system is rated at 600,000 copies per month (they told us they have seen them do 800,000 without a hitch but couldn't provide that specification). So if you use the rule of taking 50% of mfgs monthly rating and going 36-months you, based up on what we learned about the 2105, should be fine.
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Re: Case Studies

tracking; meter collection and validation for invoicing; account specific reporting mechanism DeskTop Binder, which combines documents in various formats to be treated as a single file and print stream Global Scan, which enables an MFP device to scan to e-mail along with various other formats In addition to providing Bristol-Myers Squibb with a full line of digital printers and multi-functional products, Lanier will also provide integrated faxing systems and color printers. “This new agreement with
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Re: Sales Software

We usea software called "Uptrends" It's both personal and enterprise software. It is industry specific and offers reports of lease expiration,specific equipment, leasing company,serial numbers, equipment ID's, service and supply charges, sales history, invoices, contact history, as well as set alarms to call or follow up on previous meetings and conversations. It also has letter templates, mail merge, attach proposals (powerpoint, word, excel,etc.) As long as the data is input I can search all
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Re: Halftones w/JP8500 & Quark

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My experience is Riso not Ricoh but I would recommend a 75-85lpi and an angle of 45. Go to www.wwsg.com for more info.
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Re: Competitive Trade Up Form

Ricoh Trade Up Form
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Re: Competitive Trade Up Form

This is for Ricoh Equipment only, at times Ricoh will offer rebate dollars for the reps.
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Case Studies

the law firm's print requirements. Lanier undertook an extensive needs analysis. In the end, says Chris, Lanier devised the best solution including both price and service. "We now have digital printing and copying from the same machines, which is much more effective than stand-alone printers. They copy faster, with better quality and make us much more efficient with substantially reduced cost per page." Chris says Lanier initially supplied four digital copiers/printers (Model 5455) capable of
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FREE Subscription

FREE Subscription To Microsoft Certified Professional Magazine! If you're an experienced IT professional who works on Windows networks, sign up for your free subscription to the digital edition of Microsoft Certified Professional Magazine. Monthly issues contain everything you'd find in the print version, plus more! We'll deliver the digital edition to you, created in Adobe Acrobat PDF format, to any part of the world with no mailing delay! Readers get career advice, instructive how-to's
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Is anyone's office out there using...

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The CalType software for their office. We have been using OMD and we basically hate it. We found this solution, and they say they have some other Ricoh dealers, but they won't give us the names. Just curious if anyone uses it or has customers who use it. Let me know. Thanks, Ted
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Is Microsoft Office 2003?

capabilities in the client are not really in themselves a reason to jump quickly,” Gardner said. Upgrade Inhibitions A number of factors will actually diminish adoption and sales of Microsoft Office 2003, Smiley said. “I don’t expect enterprise adoption to be more than a few percentage points,” he said. The first is that Microsoft Office will be coming out on its own as opposed to launching in tandem with a new version of the Windows operating system. Second, organizations tend to “skip” a version of the
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Service Rates

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Hey Guys, Just left an appointment where I presented the 1232/3210. Up against the New Canon IR3200 at a service cpc at .085 for color all supplies included. Also, against the KM-C830D at .02for black and .08 for color again all supplies included and no minimums. How is everyone pricing their maintenance plans for this machine? Your feedback would be appreciated.
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Q: I have this one client

Q: I have this one client and although we talk all the time, I feel like we are getting nowhere. I seem to lose control of every conversation we have! Any suggestions? A: Sales conversations should be mutual activities. It’s great that your customer wants to participate in them and help drive them. But, if you find that you are having ‘good conversations’, but aren’t progressing the sales cycle, then it could be time to structure your calls more strategically. You should begin each sales call
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Re: Around The World with Ricoh

Office systems service and distribution company Ricoh donated a much needed, $9,500 photocopier to nonprofit, orphan home La Casa de los Niños Manuel Fernández Juncos. Present for the donation were (from left to right) Esteban Dávila, comercial director Ricoh; Father Giovanni, home administrator; Ray Morffi, president Ricoh; and Edda Echevarría, home public relations official.
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2035/2045 fax to email

"? Here are a few questions and answers from the 2035 sales package. Q. Can in-bound faxes be routed to an E-mail address or folder on the network? A. In-coming faxes can be stored in SAF memory. Faxes stored in SAF memory can be accessed from a standard web browser or from DeskTopBinder client software and downloaded to the PC. The faxes can then be routed to an E-mail address or folder on the network. Q. Is ScanRouter V2 Pro software required for in-bound fax routing? A. In-bound faxes can be stored
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1060 1075 connect copy?

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is ricoh ever going to release the copy connect feature for the 1060 1075? i'm getting tired of telling customers to ignore that feature in the brochure.
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2105 volume

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I have a customer doing 300K-350K per month....will the 2105 handle this on a 36 month lease? It is just simple straight copies with some stapling. If not, reccommendations would be appreciated. They have a Xerox 5800 doing that now but dying quick. I was thinking 2 90's with connect copy but the customer would like the one machine if possible. Thanks, -=Mike=-
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3 Tips for Managing a Windows Network

3 Tips for Managing a Windows Network Early Bird Savings End July 25! Register by July 25 and save $150 off the 3-, 4- and 5-day conference packages. MCPs and alumni save an additional $100. Register today! Tip #1: Server Operations If you want to set IP addresses while avoiding the slow and click-ridden GUI in Windows Server, try a simple command-line utility called Netsh with the following syntax: netsh interface ip set address local static 192.168.0.220 255.255.255.0 192.168.0.254 1 netsh
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Re: Print Samples

sorry probably should add clarification. documents to print to the type 80 controller.
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Re: RISO 300 DPI DUPLICATOR

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Riso doesn't have "School Pricing" the way Ricoh has GEM DMAP3 pricing for schools. The only way to get better than normal pricing is to go to Riso Bid Support and apply for it. If there are many units involved, that is probably what will happen. Riso's pricing structure is all based on unit or Revenue quotas. Make your quota over the last 6 months and you get better pricing over the next 6 months. The only other option is negotiated "package purchase deals" that larger dealers may do to lower
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Re: 1060 1075 connect copy?

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I actually have one of the connect copy kits for the Aficio 1060 sold! I was originally told (in writing from Ricoh) they would be available "first quarter 2003". The last I was told (about 3-weeks ago) it wasn't even on the Ricoh Japan agenda...so God only knows when and "if" it will ever be available.
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Re: OCE is Bleeding!

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Perhaps OCE will be the next child adopted into the Ricoh family?
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Re: Aficio 2090 w/ SR90 Application

satement first and then ask him to "try" it the other way. I would also claim that it is not endorsed through our service department. Certain people who run these jobs get a certain jolly by putting a machine through its paces and finding out that they were the ones to "discover" the abilities of the system. I have a printer running this type of job from time to time from a 1085 with the thick stock and going off-line for the booklet maker. Art
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Re: Service Rates

wE DO NOT OFFER A CPC FOR THESE MODELS. WE CHARGE FOR b & cOLOR PRINTS FOR SERVICE AND THEN SUPPLIES ARE SEPERATE. I will email you the pricing if you like. Art
Topic

Aficio 2090 w/ SR90 Application

Can anyone offer some virtual confirmation on the following. My client is running 16 sheets of 20lb bond, 11x17 (it's 64 images). In addition to this they want to add an 80lb cover stock cover to the job. First, do we think this will fit through the SR90 on top of 16 other sheets (SR90 rated up to 20 sheets of 20 lb.) Second, we are hopeful that we might be able to feed the Cover through the engine, print on one side, then refeed thru the 500 sheet by-pass tray and and run the job completely
-=Good Selling=-

Transportation Company Expedites Accounting Processes with Flexible, Digital Workflows

The Salmon Companies, a transportation partner of the United States Postal Service, started using DocuWare to merge its business processes with those of a company it acquired resulting in an efficient, flexible, digital accounting workflow. The accounting process automation improved employee productivity, reduced costs and secured information.

Founded in 1946 for hauling a load of mail for the United States Postal Service (USPS), the Salmon Companies have expanded from a regional transportation company to a key supplier for the USPS. The company has 30 locations and 10 branch offices throughout the United States. Their fleet of 1,500 trucks transport mail throughout almost every state in the nation. Throughout their growth they have focused on using technology to better manage their business and operating costs to achieve their mission of delivering the mail for the USPS “safely on time, every time.”

Requirements

A number of years ago, Salmon acquired a company that used DocuWare. As the two companies merged their processes, Salmon decided to speak with an Authorized DocuWare Partner to see how they could better leverage this technology to fit their unique business needs. Salmon has only one customer, the US government, and fitting the accounting and business process to the government’s expectations is a top priority.

Solution

Authorized DocuWare Partner, Business World, worked with Salmon to identify the needs and inefficiencies in their existing accounting process. They worked with Salmon to build a custom workflow based on amount and location. Salmon loves DocuWare’s modular nature which enables them to easily modify and change business processes to meet their evolving needs. The staff was involved in the creation of the business workflow and Salmon tweaked processes based on employee feedback. The workflow process is based on a system of rules and electronic stamps that route a document through the workflow.

“We have only one customer and we have to mold our system to fit the client; our business is a little bit of a different animal that way. DocuWare’s flexibility allows us to not only work through our custom processes, but drives us to consider more effective and efficient means to an end,” said Steve Christian, Director of IT.

Salmon processes more than 15,000 documents a month in their accounts payable processes. Most indexing is automated with DocuWare’s Intelligent Indexing feature and the solution is integrated with the company’s Microsoft Dynamics Great Plains accounting system, making it a holistic approach to servicing their client.

Benefits

Employee productivity has gone way up now that processes are fast and efficient. Salmon has lowered costs by eliminating the printing of multiple copies of a document and sped up document processing time. Filing errors have been eliminated and additional savings are realized by not having to pay to store paper documents in an offsite facility.

DocuWare has expanded to the Human Resources and Safety departments to securely store confidential information and retain documents with long retention schedules, such as employee files, benefits, discipline, deductions, 401K and driver safety documents.

Conclusion

“If we have a problem we always look to see how DocuWare can fix it. We are constantly reviewing our processes and looking for ways we can improve. DocuWare’s modular nature is a good fit for us,” Christian said.

2018-07-15_9-59-20

This document can also be found here:
http://pub.docuware.com/en/the-salmon-companies

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