August 2018
Thinking Out-Loud on the Flat Rate Billing
6 Reasons Why Flat Rate Service Program Will Change the Copier Industry
I remember when plain paper copiers used rolls of paper and not sheets. I remember when the glass on the copiers had to move back and forth. I remember when copiers used liquid ink (toner) to produce an image. I remember when you used a dial to set how many copies you wanted to make.
Yup, it's been a pretty incredible journey to see the industry evolve over the last 38 years!
Back in the early eighties their was only one plan for a copier maintenance agreement. We included "x" amount of pages that either included all parts and labor except for drum and toner or "X" amount of pages that included the drum and no toner. In most cases the only way we knew how many pages were used on the copiers was from a service call or a courtesy call. Courtesy calls were used to keep techs busy when they had no calls. Techs would stop in unannounced, clean the glass, the mirrors, the lens and the covers and also get a meter read.
Even back then we had issues when clients went above and beyond the "x" amount of pages they were contracted for. There wasn't a cost per page back then, or let me say at least not for the dealers I worked for. If a client went over their contracted pages it was a hassle to get the extra dough out of them. Bad business for the dealership and clients were not happy either.
At some point in the late eighties or early nineties someone came up with the brainstorm to include toner in the annual maintenance agreement price.
Toner included?
How can that be possible, it can't be done, how can they turn a profit, they'll be out of business in a few years. Those were some of the rumblings that we heard from other dealers and industry pundits. The toner included was the birth of the cost per page. Dealers charge clients a per page cost, multiply the annual volume and all consumables are included paper and staples. Dealers found a way to make some tidy profits.
Thirty years later, I'm hearing the same type of rumbling when the likes of the KonicaMinolta program or a dealers Flat Rate is mentioned.
Empirical analysis
In baseball we hear about sabermetrics, which is the empirical analysis of baseball. Statistics that measure in game activity. I'm no guru when it comes to all of the analytic software that's used in the copier industry, however, I do believe that someone has done the homework on thousands of copiers in the field and had come to conclusion that if we charge "x" amount per month for "x" model of MFP that we're going to make the margin of profit that we need. Even if a certain percentage of the MIF goes over the monthly volume. Pages printed in the office is declining and not increasing. If you don't believe me just ask some of my friends at Print Audit. In fact, when the next recession hits, which it will, office printed pages could decline by another 6% (I remember this from a recent education event for BTA).
Reasons Why Cost Per Page Will Be an Obsolete Billing Model
- Clients want a predictable expense that will not disrupt their budgets
- Clients are tired of paying overage charges
- Clients will get excited when you have something to offer that they're not expecting
- No more counting pages for dealers, will which reduce labor costs with dealerships
- Elimination of billing errors on cost per page invoices. (I've seen it, the MA calls for color at .07 and black at .012 and when it comes out of accounting the invoice bills color at .012 and black at .07. That's great if the black volume is high and color volume is low, but that happens when it's reversed. Do you think the client is going to tell you about the error?)
- Fosters a better business relationship for both client and dealer. (Nothing is more detrimental to the business relationship when a client finds out that they have been billed for 60K color pages per year and 60K black per year and they are only print half of that volume)
As with all contracts there are ways to minimize a dealers risk when offering a "Flat Rate" for unlimited pages. It's more about the program that each dealer or manufacturer will offer and how much risk they will entertain. The "Flat Rate" (kudos to Ethos Technologies for the term) may not be right for every client and does not have to offered to certain vertical markets.
The "Flat Rate" cost for unlimited pages is here to stay because clients want predictable expenses. In addition dealers have done their sabermetrics with their fleets and have come to the conclusion that it's a profitable model when done right.
On September 14th @ 4PM we'll be hosting a webinar centered around the KM unlimited click program. Spots are filling fast and we can only take "x" amount of attendees. If you're interested send me an email and I will send you the details. apost@p4photel.com
-=Good Selling=-
This Week in the Copier Industry 5 Years Ago, The Last Week in August 2013
I thought it would be time for something new. Each week we post threads from the last 10 year and 15 years on the Print4Pay Hotel. So we're going to give you another one. This Week in the Copier Industry 5 Years Ago.
Enjoy these most excellent threads from just 5 years ago!
Who Makes the Best Multifunctional Copy Machine?
manufacturers for multifunctional copiers. Here they are in the tiers. Tier I: Canon (includes Oce), Ricoh (includes Savin and Lanier), Xerox and KonicaMinolta (all are equal in my eyes, it will come down what features work best for you) Tier II: Kyocera, Toshiba, Sharp (market share is lower than the above group) Tier III: Muratec, Samsung, Okidata, HP, Lexmark Did I leave anyone out?
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Kodak and Konica Minolta Debut Fully Integrated Workflow and Front-end Solutions at Print 13
For the first time in the industry, Kodak and Konica Minolta Business Solutions U.S.A. (Konica Minolta) will demonstrate fully managed monochrome and color digital press solutions for commercial print and graphics communication professionals. From September 8-12, at Print ’13 Booth #518, the companies will showcase three new Kodak CREO Color Servers to drive the new and existing Konica Minolta bizhub PRESS digital presses that are connected to KODAK PRINERGY Workflow 6. The IC-309 CREO Color
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Sharp Ends Talks with Samsung to Create Joint Copier Company
, Konica Minolta Inc and Sharp. They, along with U.S’s Xerox Corp, account for about 80 percent of the global A3 copier sales, according to Kyodo. Sharp, will however, continue talks with Samsung to supply washing machines and refrigerators to the Korean company as an original equipment manufacturer, the wire said, quoting sources. The proposal to jointly set up a copier sales company was being discussed after Sharp turned down Samsung’s acquisition offer for the copier business, Kyodo said.
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Around the World with Konica Minolta
Namibia, Malawi, Botswana and Swaziland. Konica Minolta South Africa's head office is based in Johannesburg and 17 branches and 48 dealerships support its distribution network. With an operational stance of consultative business partnering, the group provides clients with holistic document management solutions: through pre-sales analysis, audits to sales, installation, ongoing onsite technical and software management, as well as the supply of spare parts and consumables. Editorial contacts Konica
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Konica Minolta Rolls out its first Road show in Jaipur
hands on experience with the printing machines and witnessed the superior quality of the A3 Printers. On conducting first ever road show Mr Tadahiko Sumitani, MD, Konica Minolta Business Solutions India Pvt. Ltd.said, “These A3 MFD series range are set to take our printing solutions offering in Indian market to new dimensions. Konica Minolta has been able to establish leadership position in Product Printing and Colour A3 MFPs with the highest market share. Last financial year we also achieved
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Xerox at Print 13 New Business Development Tools
Aug 29, 2013 (Menafn - M2 PRESSWIRE via COMTEX) --Learn how to sell personalized print to retailers, price appropriately and navigate uncharted software waters with new tools and resources from Xerox's ProfitAccelerator Digital Business Resources . At PRINT 13 , Xerox will showcase the following materials to help graphic communicators: - Expand customer base -- two new white papers, "Selling to Franchise Organizations: An Opportunity On Every Corner" and "Transactional Marketing: Making it
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EFI Gives Xerox Color 560/570 Customers Added Performance and Image Quality with Fiery Print Servers
Tuesday, August 27, 2013 Press release from the issuing company FOSTER CITY, California- EFI™, a world leader in customer-focused digital printing innovation, today announced two new EFI Fiery® print servers for Xerox Color 560/570 printers that give print professionals the ability to create superior quality finished documents while growing their print volumes. The Fiery EX and EXi print servers deliver outstanding performance, including three times faster processing speed than the previous
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Kodak: Bye Bye Cameras, We’re Focusing on Printing Now
been selling printers to consumers for years now, a lot of them with a focus on printing digital photographs, but that’s still not going to be its focus. Instead, it wants to put a renewed push on the enterprise for printers that will be used in the corporate landscape, Bloomberg said. It will also sell parts that will be used in touch screens deployed in tablets and smartphones, Bloomberg explained.The company doesn’t really have much of a choice to even look back at its old days as a
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Print Audit’s Remotely Monitored Devices Growing Twice as Fast as its Competitors
_Case_Study.pdf http://www.printaudit.com/down...emier_Case_Study.pdf About Print Audit®: Established in 1999 and headquartered in Calgary, Alberta, Print Audit is the fastest growing print management company in the world. By providing businesses with innovative and practical print tracking solutions, the company has helped customers recapture over $200 million in printing and photocopying expenses while saving an estimated 190,000 trees a year. Print Audit is the most comprehensive provider of
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Samsung unveils Printer ProXpress and Multifunction ProXpress series for users seeking high performance and cost efficiency
, and M3320ND printers and the M4070FR, M3870FW and M3370FD MFPs offer an all-in-one integrated toner system, robust eco features and duplex printing for lower operating costs and higher efficiency. “Small to medium-sized businesses and professionals who work at home are increasingly seeking lower operating costs for maximum profitability without sacrificing on high performance,” said Mr. Raj Varma, General Manager – IT Sales Group at Samsung Gulf Electronics, said, “The Printer ProXpress and the
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REPEAT BUSINESS SYSTEMS BECOMES RICOH CERTIFIED SERVICES PROVIDER THROUGH CHAMPS PROGRAM
reputation for excellence. RBS is an authorized dealer for Ricoh, providing sales, solutions support, service, and supplies for multifunction and stand-alone copiers, fax machines, scanners, and printers. In addition, Repeat Business Systems offers network services, managed print/document services, workflow analysis, full IT and Professional Services and consultation in order to increase efficiency and provide a significant cost savings to their valued customers. For more information, visit www
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ITsavvy Announces Partnership with Toshiba for Multifunction Printers and Copiers
ADDISON, Ill. (PRWEB) August 28, 2013 ITsavvy just announced that it has partnered with Toshiba to provide the latest, most cost-effective multifunction printers (MFPs) and copiers . The collaboration will power the expansion of savvyPrint, ITsavvy’s trademarked managed print service and complement the world-class line of MFPs and copiers ITsavvy already has in place. This means a broader print product and service offering for the company’s clients. “This partnership will allow us to bring the
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Kyocera Extends TASKalfa Technology to Seven New MFPs
print quality.” TASKalfa: Advanced Engineering for Quality Products TASKalfa MFPs are engineered to optimize performance and maximize uptime. They boast vibrant color and crisp black-and-white printing, color scanning and copying, and optional Super G3 fax/network fax and dual fax for high-speed document delivery. Other features include: Common technology, design, and accessories across the series of products; Up to 7,650 sheet paper capacity with optional paper-feed units on specific models
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Selling "When is the Right Time to Take A Vacation"
If you asked my sales manager, he would probably say NEVER! Many of us know that only the strong (tough minded) will survive more than three years when it comes to selling copiers, printers, and managed print services. Those whosurvive more than 20 years of selling (not managing) to commercial accounts should be viewed as Olympians and those of us that have been selling 30 plus years should be viewed as Titans . So,every year I struggle with when to take my vacation time. Do I take the time in
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5 Tips for newbie Copier MFP Sales Reps
. 5. Join the Premium Print4Pay Hotel forums, and collaborate with other industry sales professionals and see what they are doing on a daily basis to keep their sales funnel full! If you're really serious about your sales career you should access the Premium Membership here. I also use my 5 Step Box approach, all of this works, even if it sounds corny, hard work will get results. Always keep this in mind, "the harder I work, the luckier I get". -=Good Selling=-
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Lawesy
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Ruhrow
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Canon Business Process Services Wins eDiscovery, Document Management and Litigation Support Renewal Contracts Valued at more than $48 Million
risk and cost. Experts apply quality management principles and tools such as Six Sigma to advance performance to a higher level. The company offers services including BPO, imaging, records management, print, mail and eDiscovery, and is an IAOP Global Outsourcing 100 Leader in 2013 for the seventh consecutive year. Based in New York City, Canon Business Process Services is a wholly owned subsidiary of Canon U.S.A., Inc. Learn more at www.cbps.canon.com or follow us on Twitter . All referenced
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KODAK i2900 And i3400 Scanners Earn Summer "Pick" Awards For Product Design, Document Handling And Imaging Quality
functionality,” said Tony Barbeau, Kodak’s General Manager for Document Imaging.“The ‘Pick’awards demonstrate how these products outperform the competition with robust featuresthat enable businesses to increase the value of document tasks and processes.” The i2900 Scanner ( www.kodak.com/go/i2900news ) is a powerful, yet compactrotary A4 desktop scanner with a built-in book-edge flatbed scanner ideal for any small business, department or branch office.Its design, while space-saving, includes a
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Kodak Launches PRINERGY Workflow 6 to Help Users Better Manage, Plan and Track Prepress Production
the world's industry-leading workflow software. Now released worldwide, PRINERGY Workflow 6 represents a completely new vision for prepress production. It brings a new level of automation, accuracy and efficiency to print creation, while reducing costs in the pre-planning print stage and expanding product integration across Kodak and third-party solutions. PRINERGY Workflow is the leading solution for commercial, packaging and publication printers seeking to centralize--and automate--print
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Kyocera Extends Award-Winning TASKalfa Technology Into Seven New Multifunctional Products
course, superior print quality.” TASKalfa: Advanced Engineering for Quality Products TASKalfa MFPs are engineered to optimize performance and maximize uptime. They boast vibrant color and crisp black-and-white printing, color scanning and copying, and optional Super G3 fax/network fax and dual fax for high-speed document delivery. Other features include: Common technology, design, and accessories across the series of products; Up to 7,650 sheet paper capacity with optional paper-feed units on
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Sagemcom Recognizes Xerox as their Top Multifunction Devices ...
Montreal, Quebec (PRWEB) August 26, 2013 Sagemcom, a global leader in advanced fax server solutions for IP networks, is proud to announce Xerox Corporation as the winner of their Partner of the Year Award, in the Multifunction Devices (MFDs) category. This award recognizes partners and resellers that have demonstrated expertise in the XMediusFAX software and commitment to Sagemcom. Strong partnerships are based on common business goals, close collaboration and the people that hold these values
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Xanté to Dish Up a Digital Buffet for the Senses, Including New Excelagraphix and iQueue Technologies, at PRINT ’13
everything the industry knows about high speed full color printing; particularly on extremely thick media. The system features Memjet Waterfall Printhead Technology™, which delivers more than 3 billion drops of ink per second, for unparalleled print speeds up to 12″ per second. A new adjustable feed path allows users to print on extremely heavy media, including foam and corrugated board up to 1/2″ thick. Also new is a removable sheet counter, providing a much larger surface for feeding over-sized
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Vendors bid for expired printing leases on campus; no decisions made - vendors-bid-for-expired-printing-leases-on-campus-no-decisions-made
Vendors bid for expired printing leases on campus; no decisions made Talya Flowers , News Writer August 27, 2013 Filed under News Several major companies have begun bidding to offer their services to replace expired printing equipment leases on the campus—a project that could possibly save Wright State University an estimated $400,000 a year and $2 million over the course of 5 years, according to Director of Printing Services Patrick Bruchs. The leases for the Fleet Printers and Xerox equipment
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Mutoh America, Inc. to Introduce G7-enabled Process Control at PRINT 2013
, ValueJet Status Monitor app for remote printer monitoring, and can both printers can be equipped with Mutoh's SpectroVue VM-10 on-printer spectrophotometer for easy customized profile creation. The ValueJet 1624 printer is known as the "Wrapper's Choice" printer for speed, size and quality. Mutoh will be showcasing vehicle wrap tips and tricks at 11:00 a.m. and 2:00 p.m. daily. Mutoh will also be partnering with the Printerverse providing an interactive booth for print professionals that
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Bellino1979
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BTA EAST Event "5 Reasons Why You Gotta Attend"
impact on what's new, what's changed, and what's happening in our industry! Personally, I'm looking forward to see the many vendors, many Print4Pay Hotel members and writing about some of the new products and services! BTA East will host its annual district event, open to BTA members and non-members from across the country, on Sept. 26-27, 2013, at the Hyatt Regency Baltimore in Baltimore, Md. This event will be a great setting to learn from industry leaders, gather new ideas and network with your
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All Covered Helps Businesses Leverage SharePoint 2013
All Covered Helps Businesses Leverage SharePoint 2013 By: Reporting Company August 27th, 2013 Dedicated SharePoint IT Services Make It Easy for Companies to Improve Document Sharing, Collaboration, Intranets and Project Management Foster City, Calif. – August 26, 2013 – All Covered, a division of Konica Minolta Business Solutions U.S.A. (Konica Minolta) and one of the nation’s leading IT Services companies, has expanded its Microsoft SharePoint Services offering to help businesses of all sizes
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Ricoh Pro 8100 EX series
I just got stung by this and I guess it's my fault for not reading up on all of the accessories. It seems that the 11x17 tray kit is not available on the new PRO 8100 EX series. We're trying to find out know if we can install the old 11x17 tray...
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Savin MPC4503 OCR Option
We have a Savin MPC4503 with the OCR option installed. I am able to scan to searchable PDF and extract text and paste into Word. However, PPDM will allow you to scan to a Word file. Does anyone know if you have full version Adobe if you would be able to edit the OCR'd PDF or is there another option for scan to Word? Thanks!
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Mutoh America Exhibits at PRINT 13 in Partnership with Fellers and 3M Graphics
accuracy. Printing With the new ValueJet 1617H, Mutoh will also be presenting printing demonstrations on the ValueJet 1624 - 64" and 1324 - 54" printers. With blazing print speeds up to 600 sqft/hr (VJ1624), the VJ1624 and VJ1324 include a two year warranty, SA International FlexiPrint software and take-up system. Both printers have Smart Printing features including: Intelligent Interweave print technique that virtually eliminates banding, ValueJet Status Monitor app for remote printer monitoring
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Re: Who uses True Adobe PS besides RFG?
Canon uses True Adobe PostScript for the imageRUNNER ADVANCE Color lineup. I thought that the only company who didn't use True Adobe PS was Xerox... Learn something new every day!
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Epson Debuts Family-Focused Full HD 1080p 2D/3D Projector Delivering Big Screen, High-Value HD Entertainment
limited warranty with toll-free access to Epson's PrivateLine® priority technical support, 90-day limited lamp warranty, and free two-business-day exchange with Extra CareSM Home Service. About EpsonEpson is a global innovation leader whose product lineup ranges from inkjet printers and printing systems, 3LCD projectors and industrial robots to sensors and other microdevices. Dedicated to exceeding the vision of its customers worldwide, Epson delivers customer value based on compact, energy
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EFI and Intec Sign Global Agreement Launching
improved workflow capabilities with color and quality enhancements. The combination of the Fiery digital front end and color management workflow and Intec’s range of digital color printing solutions ensures graphic arts professionals and print companies receive a unique print solution offering razor sharp imaging and exact color through a fully customizable user interface and workflow onto a broad spectrum of media creating a total ‘out of the box’ experience. Intec printers are ideal for a wide
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Document Management Company, BMI Imaging Systems, Attends National Recorder Conference in Dallas, Texas
individual counties and states,” Brad Penfold, BMI’s Vice President Sales, said. NACRC is a professional organization founded in 1949 of elected and appointed county administration officials, who network on a national level to share information and ideas. The association provides continuing education, technology updates and a stronger voice on federal legislative issues and is an affiliate of NACo. About BMI Imaging Systems, Inc. BMI has been a California document management company for over
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Docassist Makes It Easy for Intacct BPOs to Add and Manage New Customers
customer documents, inputting them directly into Intacct, and then looking for them in our files if we needed to see a document to verify or audit a transaction It is easier than ever before to add new clients and manage their documents." ""Our solution allows Intacct BPOs to offer more services and help grow their business without having to add additional staff to service their clients."" said Docassist's Vice President of Sales, Thomas R. DeYulia. "Now they can focus on value added activity and spend
-=Good Selling=-
This Week in the Copier Industry 15 Years Ago, The Last Week in August 2003
Below is probably one of the most mis-understood printers (well not actually a printer) of our time. The Seri Print 25 was a really cool in-line attachment to the Ricoh duplicators. You would replace the Ricoh ink with Seri Ink, and then you'd be able to print on any gloss coatings. The Seri printer used a UV light to cure the ink on the gloss coat. Alas the Seri is no more and Ricoh is just about out of the duplicator industry now.
Enjoy the threads from ten years ago this week!
Konica Minolta to cut workforce by 12
agreement, Konica Minolta will make the core parts of the advanced machines and supply them to HP, which will sell the products through its sales network under its own brand after adding its own electronic control mechanisms and software. Analysts said HP's strong brand name and top-notch customer base can help Konica Minolta boost production, just as a similar deal between Canon, the world's largest office equipment maker, and HP in laser beam printers helped boost Canon's revenue. Konica and
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The War for Imaging Supremacy Has Begun!
advanced nearly 1 percent to close at $19.58 in New York on Tuesday. The alliance is Konica Minolta's first major strategic step after the company was created earlier this month through a merger of Konica and Minolta -- a bid by the companies to boost their market share in a cutthroat market. Canon (CAJ: news, chart, profile) leads the global copier market with a roughly 32 percent share, followed by Ricoh (RICOY: news, chart, profile) with 11 percent and Xerox Corp. (XRX: news, chart, profile) with
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Toshiba America Business Solutions Unveils Encompass
initiate cost-saving strategies for both short- and long-term process improvements. “In today’s economic environment, companies are being challenged to do more with less. Toshiba’s Encompass Document Analysis Program enables companies to meet the challenge and positively impact bottom line performance by optimizing their copiers, printers, and faxes, and by providing a framework for long-term optimization and efficiency in all document dependent processes,” said Michael Alpert, director, Business
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Kodak re-enters the Imaging Business
Langley to Head Kodak Commercial Print After Realignment Kodak Realigns Operations and Leadership Team to Pursue Growth Opportunities in Commercial and Consumer Markets. HP Veteran James Langley to Lead Commercial Printing; Masson, Shih Assigned to Key Posts. ROCHESTER, NY, Aug. 21, 2003 — Eastman Kodak Company announced that it has realigned its operations and leadership team to accelerate growth in commercial and consumer imaging markets. These changes are part of the company's broader
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advise you of a price list correction
001695MIU and replace it with the correct code: 001762MIU Please pass this note on to any sales representative who will have the opportunity to handle Ricoh's RA2K Integration for IPDS. We apologize for any inconvenience that this may have caused. Thank you and good selling! Michael DeBenedetto Product Manager - Host Solutions OSG Printing Solutions Group Ricoh Corporation Phone: 973-882-3173 Fax: 973-244-2708
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Lucky for Xerox
Cautious optimism SG Cowen sees improving trends at Xerox By Susan Lerner, CBS.MarketWatch.com Last Update: 4:14 PM ET Aug. 26, 2003 NEW YORK (CBS.MW) -- Lucky for Xerox, Steve Weber thinks the future is looking like it won't be a copy of the recent past. NEWS FOR XRX Fairfax Financial, Proxim, Xerox, and more U.S. stocks battle back to close with gains Xerox gets SG Cowen boost More news for XRX Quote & News Charts Financials Analysts Options SEC Filings TRACK THESE TOPICS My
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SERI Printer
I know I'm reaching with this, however do any of you in the UK, South Africa or Australia have any installed SERI units?We could use a reference via email.Art
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FAILURE IS JUST A STATE OF MIND
My sales manager says you always walk awayfrom a failed sales attempt with something. Can you explain? Your sales manager is suggesting that you can learn from every sales experience regardless of the outcome. The key is knowing how to evaluate your efforts. Consider these ideas: • Victory . The best situation is a customer who says "yes." To have this happen more often, do your research, polish your sales skills, and prepare thoroughly. Remember, we can learn from our successes, too. Progress
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Re: Problem Faxing to HP 3150 Fax
Check out this point of view... ISSUE: The first page of a multiple page fax is the only page that prints when the fax uses the same phone line as voice mail. Faxes are redirected to the voice mail recorder before being completely sent to an HP LaserJet 3150 series product. SOLUTION: There are two possible solutions: Set the printer to Memory Receive, and print faxes after they are received to memory. Install a distinctive ring service, and make sure the distinctive ring is set to Yes on the
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Re: Problem Faxing to HP 3150 Fax
Product - Unable to Fax over the Network 24 Apr 2003 » HP LaserJet 3100 and 3150 Product Families - Vertical Lines Running Through Sent Faxes, Copies, or Scanned Images 23 Apr 2003 » HP LaserJet 3150 Series Product - Only the First Page Prints When a Multiple Page Fax Is Received 16 Apr 2003 » HP LaserJet 3100 and 3150 Series Printer/Fax/Copier/Scanners - Fax Error Messages 15 Apr 2003 » HP LaserJet 3100 and 3150 Product Families - Fax Communication Error 1042 15 Apr 2003 » HP LaserJet 3100 and
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Here's killer success story
Download Attached Word file This document has been archived, please send me and email if you would like to purchase this document. art @p4photel.com Ahern Print4Pay Success Story (August 2003)
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Labor Day Weekend Note
Through out our sales and support year, we get some well deserved breaks. As Labor Day aprroaches and the end of the summer draws closer. Some times the sales cycle can get overwhelming, trying to care of the customer, find new customesr, find answers for solutions, and then submit our sales management. I'd like to thank all those who have supported our site from the US and abroard. To those who are traveling this weekend with family and friends...I wish you safe traveling and a well deserved
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The Ninety Five Per Cent Rule
merely a concept. A concept is a name for something that really does not exist except in the minds of the people who believe it. Concepts are just words, or even thoughts. Take the concept of categories. A manufacturer’s rep will tell you that there are two categories of dealers: o Authorized o Non-authorized Some of us would say that the two categories of dealers are: o Professional o Sleazy Others might say the two categories of dealers are: o Sales oriented o Service oriented A salesman might
This Week in the Copier Industry 10 Years Ago, The Last Week in August 2008
Well it was ten years ago this week that the news broke about Ricoh purchasing Ikon. Ten years later the Ikon purchase was a bust with Ricoh writing off millions in future profit & revenue. That's what happens when you purchase a company that can't spin a profit.
Enjoy the threads from ten years ago this week!
Weekend Copier Notes from 08/24/08
in the United States: o The current Digital Print Center (DPC) sales & marketing division will be disbanded § This group launched the VarioPrint 6000 series (the high speed b/w systems that Konica Minolta will relabel) § Group was formed in 2005 to focus on in-house print shops within corporate customers (CRDs) § Members of this group will allowed to apply for positions in the Production Printing Systems (PPS) or Document Printing Systems (DPS) divisions o PPS is responsible for Oce’ rollfed
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Re: Ricoh to purchase IKON Office Solutions
P4P'ers this was posted on the KonicaMInolta P4P, very funny! Now that Ricoh combined the family (Gestetner, Savin, Lanier and Ricoh) and has purchased Ikon, And Xerox has purchased Global, And Konica Minolta has purchased Danka… Canon has announced their new marketing strategy: SUPERSTORES!!! (Pictured above is the new Canon Superstore in Kanpur, India) (just kidding!!) But seriously, would you spend $1.6 billion to purchase a distribution network, and continue to allow your competition
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Re: Ricoh to purchase IKON Office Solutions
. Before our purchase of IKON, Xerox Corp bought Global Imaging Systems Inc and Konica Minolta Business Solutions USA Inc acquired Danka Office Imaging Co. • Other comments · The press conference took place late at night in Japan to make the announcement in London, New Jersey and Tokyo at the same time. · The buyout was proposed by IKON in about April 2008. At that time, Ricoh, just after finishing integrating information systems around the world in 2007, was about to go on an offensive. · The
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Re: Ricoh to purchase IKON Office Solutions
and there is no expectation at this time that any downsizing will result due to the acquisition. Since Ricoh is buying 100% of IKON stock, it will assume all IKON’s debt. In brief, the significance of this announcement is that it is a major win for Ricoh and IKON, a big challenge for IKON partners - Canon and Konica Minolta if they end their IKON relationships, and an alarm bell for HP, Xerox and other players focused on the mid-market, large enterprises, managed/professional services, and the
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Bizhub 501 from Konica Minolta
bizhub 501 This bizhub® 501 high-volume B&W document delivery system looks better than ever -- in your office, and on your bottom line. It powers your printing, speeds your output, controls your distribution and more, all with center-office styling that gives everyone fast access to enhanced productivity. It also brings you the advanced Konica Minolta Emperon® Print System, superb Simitri® Polymerized Toner image quality, and all the options you need -- including an IC-207 Image Controller
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TOSHIBA AMERICA BUSINESS SOLUTIONS INC. EXTENDS MID-VOLUME COLOR LINE WITH NEW SMALL
eight seconds, providing fast color printing to businesses with moderate output needs. Utilizing Toshiba’s leading-edge enhanced laser image technology (e-Fine), the e-STUDIO2330c delivers best-in-class color clarity and rich text renditions in all scanning, printing and copying jobs. Supporting print resolutions of 2,400 x 600 dots-per-inch (dpi) and 10-bit scanning resolutions of 600 x 600 dpi, the e-STUDIO2330c provides razor-sharp text and superior graphic detail in all printed documents
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Ricoh to purchase IKON Office Solutions
committed to further strengthening its sales and support channels. As the world’s largest independent channel for document management systems and services, IKON (headquartered in Malvern, Pennsylvania) supplies and services a wide range of office equipment, such as MFPs (multi-function printers), fax machines and printers, in the U.S., Canada and the Western European markets. With over 400 sales and service locations, IKON has a long track record with Fortune 500 companies among its customers. RICOH has
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Memjet print head revolution delayed
Silverbrook's US-based subsidiary, Memjet Home and Office, says there are a couple of reasons for the switch away from a photo printer. One is that volume sales of small photo printers are dropping, "meaning that customers were voting that they would rather go some place and have their photos printed rather than trying to print them at home". Secondly, getting almost perfect quality printing in a very small format proved a tough challenge with a nascent technology, so the company decided to go first of
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Re: Ricoh to purchase IKON Office Solutions
oh, thats funny!! Kudos.... I think Ricoh had to recapture what they lost to Xerox and besides buying more dealers there was no surefire way to get this done. Alas its like the yankees and the redsox, they may take a marginal player if waived so the other team can't get them. It was no secret that Ikon was for sale (found this out today), at least among the big wigs. So, was Ricoh going to let Canon, Xerox, HP or KM get the additional distribution that Canon will lose. I think the biggest loser
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Dual Line Canon Dealers Help!
Someone from the Canon P4P could use your help with a solutions scenario: Below is the post and then the link, please see if we can help!! Hello group I need your help. My customer has the following requirements. 30,000 black and white pages per month. They create RFP's. Each RFP contains 11X17 Z fold documents and 8 1/2 X 11 documents. Tabs in document ( they can be preprinted but I would prefer to print on the tab as the job is processed), color documents inserted. Documents need to be GBC
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The MX-6201 and MX-7001 Color MFPS from Sharp
are designed for high-end work groups and offer monochrome copiers speeds of 62-70ppm and up to 50ppm in color. These MFPs support Sharp OSA technology, which offers a broad range of integration and personalixation options, as well as Sharp's secruity suite. Sharps Color Scan2 technology minimizes paper handlinh while maximizing performance and providing faster scan speeds. Both modles enable users to print color or monochrome image files directly from a USB memory device. Users can alsoo scan
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Re: Ricoh to purchase IKON Office Solutions
It will be interesting. It might be a good time for some of the independent Ricoh dealers to look to Canon if they have an large Ikon company in their backyard. There is always fallout from these deals, there will probally be some very good Canon sales people looking to jump ship along with technicians.
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Re: Ricoh to purchase IKON Office Solutions
and services to more customers across the globe. We believe that as part of a combined company in the highly competitive and evolving office equipment industry, we can leverage our sales, service and marketing depth with Ricoh’s engineering and manufacturing expertise to better understand and more rapidly respond to the needs of our customers. In addition, we anticipate that this transaction will create new opportunities for our employees, as you will be working for a larger organization with
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Re: Another RBS proposal with loss!
Was this a current account of yours? Ricoh is definitly sticking to keeping RBS out of current family group accounts, we had a couple of issues with it and the RBS Sales Director had to call the customer and explain they were not able to take the business. Also, I ran into RBS on an MP2400W, they sold it with the internal print/scan, file format convertor, and installation for $8k!!
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Ricoh GlobalScan MFP Model Support
Continuing its evolution to meet customer’s growing needs, Ricoh is pleased to announce the latest MFP Model support for GlobalScan v2.04 and v3.1. Going forward GlobalScan will support all future MFPs utilizing the JAVA Platform. The new firmware will require the installation of the JAVA Type F VM card. The benefits of utilizing the JAVA platform are tremendous going forward. GlobalScan support at the time of new MFP Introduction Backwards compatibility with GlobalScan Server Version 2.x and
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Ricoh914
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booklet finisher & 90lb index
On the Savin C3535 (Ricoh MP C3500) with the SR3020 booklet finisher we have a customer that wants to use 28lb bond out of the drawer & have 90lb index in the bypass and have index paper as cover on the document, will booklet finisher auto staple and fold that weight?
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Fiery Mini Matrix Chart
Hello, I came across this file on the fiery options. I thought that it would be great to share with the sales reps. Happy Selling. : )
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Re: Ricoh to purchase IKON Office Solutions
Not, here but Canon has to be reeling from this! To tell you the truth, I never expected Ricoh to do this.
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Re: Ricoh to purchase IKON Office Solutions
IKON, Ricoh - with the possibility of ANOTHER BIDDER? there is an "undertone" out there - is there another bidder willing to go after IKON? From Dividends.com, "...This acquisition continues a trend we have been seeing, in which office equipment makers have been acquiring distributors to strengthen their sales channels and product offerings. Ikon has 400 sales and services mainly in Europe and the U.S. Ricoh had recently acquired the European operations of copier service and supply company
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Re: Ricoh to purchase IKON Office Solutions
Ok...so Ricoh paid 1.7B for Ikon which has annual revenue's of ~4.5B? Sumding wong! Must be debt! Ricoh also paid $17.25 per share...about 30% higher than the past 2-month average stock price. Obviously there was bidding ante-up going on between Canon and Ricoh for Ikon.
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Re: Wide Format Color Scanner
We were launched on this late last week. Ricoh has set MSRP at $6,500 but the SUP (Single Unit Price) is $5,800!!! That puts my Sales Cost above the Retail Price.
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Re: Sales Tips
What if you could actually be more successful without selling? Until now, nearly everyone and everything that you've heard or read about marketing has been aimed at hiding your valuable money-making secret from you. They've been demonstrating the worst possible way for you to get business -- and suggesting (or insisting) you follow their lead. They've told you to sell, sell, sell... advertise again and again... push hard... and then get up the next day and do it all over again! Why? Because
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Kip 3100 Street Prices
Just about fell off my chair when I learned what the KIP 3100 is being sold for in my area. 2 Roll print/copy/scan $13,324 2 Roll print/copy/COLOR scan $15,271 Both of the above include delivery and installation. Anyone else coming across this unit?
Member
shession
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Re: Ricoh to purchase IKON Office Solutions
the world as we have known it is rapidly changing.....any guesses what's next? I have heard that HP is in the process of actively opening direct sales offices around the county.
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Re: Ricoh to purchase IKON Office Solutions
quote: Originally posted by Neal: the world as we have known it is rapidly changing.....any guesses what's next? I have heard that HP is in the process of actively opening direct sales offices around the county. Plus I read that HP is paying a portion of the sales rep comission and or salary for some dealers.
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Re: Ricoh to purchase IKON Office Solutions
I knew IKON was looking at being purchased awhile back by HP so they have been on the market for awhile. Did I read this correctly... "requires the approval of the majority of IKON’s outstanding shares at its shareholder meeting and will result in IKON continuing as the surviving company" Sounds like IKON will be Ricoh's "brand" now. So the name Ricoh will be no longer or what?
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Re: booklet finisher & 90lb index
Checked the Sales Info Guide and 90#INDEX is upper limit on Duplex unit. Shouldn't be able to duplex from bypass (smart vs dumb bypass) that weight and type of stock. Can't find the folding specs but 90# Index as a cover should be safe BUT the dependent criteria would be how many sheets and the cover you're going to be folding and stapling.
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Re: Ricoh to purchase IKON Office Solutions
off its manufacturing companies and focused on distribution, including its paper business, Paper Corporation of America. " Stuart, having worked for Ricoh Corp., IBM and Royal Business Machines, joined the company in 1985 to restructure its office-products division... ---- The article is a trip. A trip down memory lane. This one line stumbled me up, -- "Stuart plans to grow Ikon from $3.3 billion annually to $10 billion in the next three years. He also plans to increase the amount of outsourcing
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Re: Wide Format Color Scanner
I hear ya, guess they are tryin to compete with KIP and think we should all give the scanner away and or bundle in the deal. We too will be above list with our sales cost. Art
Sales Professionals: Develop The Courage To Ask YOUR Clients For Feedback!
“Feedback is a gift. Ideas are the currency of our next success. Let people see you value both feedback and ideas.”
Jim Trinka and Les Wallace
The consummate sales professional, runs their own business. They do their best to appease their clients, satisfy their needs and keep them loyal to their brand.
How can you be sure your efforts bring about the desired results?
If you fail to continually find out what your clients actually think about you and your service, you'll never be able to give them the best customer experience they deserve. It's their opinions about the experience they have with you that is helpful information to use to adjust your support to fit their needs more accurately.
FEEDBACK FOR BREAKFAST
To truly serve your clients is to listen to them. Intently listen to their "voices" through consistent and constant feedback. You MUST treat your clients like kings and queens, providing everything to match their wants and needs all the time.
How do you know if what you're doing is working? How do you know if your clients are happy with their experiences or with your company? What do they like and dislike? How are you keeping up with what's going on inside their company?
You might be saying to yourself, "Feedback for breakfast?" but yes, feedback is the breakfast for sales champions. The best thing you can do is to go to your clients and get feedback.
"Forget the Wheaties, oatmeal, or the All American Grand Slam, Selling From the Heart Champions eat feedback for breakfast."
I'm a huge fan of Deb Calvert and her book, "Stop Selling and Start Leading", from her book...
"When you give your buyers feedback, you are giving them a gift. In turn, they'll understand what works and what doesn't work in your interactions. When you seek and respond to feedback from your buyers, you differentiate yourself, set an example, and make it easier for them to hear your suggestions."
We must look for honest, candid and sometime uncomfortable feedback from our clients. Sales professionals know this makes them better. In order to get great feedback, one must become vulnerable and shall I say, surrender.
COURAGE TO ASK...
How can sales professionals take their "game" to the next level? Simple, feedback will set you free! It's the feedback you get from a cross section of your clients that will provide the avenues to grow the relationships.
A starting point, place your clients into three buckets. For example, sort your clients by...
- You love them and they love you
- Challenging
- Middle of the road clients, ones you just don't hear much from
The best place to start gathering feedback is from those clients who have been placed in the "middle of the road" bucket. Why? You may not see them on a consistent basis and you may tell yourself, "all is well" but in actuality they may become vulnerable to a hostile takeover.
It's these "middle of the road" clients which I bet is 75% of your clients that need the love, the attention and the enhanced client experience.
REESTABLISH THE RELATIONSHIP
The opportunities for growth inside these "middle of the road" accounts is enormous. I'm sure you've established some kind of relationship but the question becomes, "How credible is the relationship?"
Dig in and ask...
- What can I do differently?
- What can I do to improve or enhance my service to you?
- What can I do to help you do better business?
I'm asking you to rock the boat on this one because a comfortable mindset with these clients is a terrible thing to waste. Think of the all the competitors circling these accounts just waiting for the right moment to reel them into their establishments of paradise.
"Feedback is the breakfast of champions"
Deepen the relationship and solicit feedback. Show you care! Show you mean it! Your clients are your most precious asset!
INVEST THE TIME
Without feedback, how do you know how well you're doing? Invest the time to enhance the experience. Investing in client feedback is a source of business growth. The opportunities for referrals becomes mind-blowing.
"Take care of your clients and they will take care of you"
Live up to the promises you made and what was expected of you when your clients decided to do business with you.
Your clients are the most important stakeholders to you and what you do. This is why it's mission critical to hear their feedback. However, collecting client feedback is the first step to ensuring an outstanding experience. It’s what you do with the feedback that truly matters.
I will end with this... If you have 10% of your client base that are raving fans then my challenge is for you to set a goal. The goal is to double the amount of raving fans you have by a certain date. Then once this happens double it again.
Watch what happens to your sales growth! I need not say any more!
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 LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.
Architect adds Ricoh PrintCopyTool in New Jersey “Simplifies CAD Workflow”
A few months ago I was able to sit down with an existing client to discuss the benefits of Ricoh PrintCopyTool. Our client was near the end of their Ricoh MP W5100en wide format printer/scanner/copier lease. The Ricoh MP W5100en was a little long in the tooth along with using the older Ricoh Plotbase software. In addition our client had also added a…
Read MoreWhy Product Knowledge Can Vault You to Success
Would you agree or disagree with this statement? "You can have the best sales skills in the world, however, if you don't know your product you won't sell a damn thing".
I'm a firm believer in the above, excellent product knowledge has allowed me to be extremely successful selling print devices. I feel bad for those sales peeps have the cheapest or lowest price along with zero product knowledge. The end result is guy and gals like me will eat them for lunch.
LinkedIn is full of sales guru's touting relationship building, sales gimmicks, being genuine, but none of this works if you don't know your products. I'm not saying they are wrong, but there's no one preaching product knowledge anymore. Product knowledge about what your device can and can't do, along with interpreting how that will help your client will go a long way in winning an order.
Product Guides
I'll admit, I'm not a big book reader, but every chance I get I'll read the product guides about the devices that I sell. Back in the eighties there were no product guides. In order to learn more about your copiers or your competitors copiers it was key to read the operators manual . Reading the operators manual is still a good idea when you're not sure what the brochure means. Meaning sometimes we read about a feature and interpret it the wrong way. It happens more often than not because of those crafty marketers. The operator manual does not lie and walks you through the feature and how it works.
The Appointment
Picture this, a sales person enters the appointment and has excellent rapport with the buyer. That sales person is genuine, and extremely likable. The buyer has already gathered much of the information that they required on the web. The buyer now wants to ask a few questions about the device that they couldn't find answers to. Those questions at the appointment go unanswered with the reply that I'll have to get back to you. Sales person exits.
Our next salesperson has all of the same characteristics of the first sales person. When it comes to answering the questions of the buyer, this sales person is able to answer all of the questions along with giving advise about those configurations. Who do you think is going to win the order?
Tips for Increasing Product Knowledge
- First things first, read the darn brochure of the product you are selling. If you don't understand something then ask one of your peers or even put a thread here on the Print4Pay Hotel. Some one will help you.
- If you know who your competitor and the brands they are selling, read their brochures and see where there are differences. If you have a question then this site is a great place to post that question.
- Every MFP from every manufacturer sports a product guide. These guides go in depth about the features of the device and how they can help the end user. Read your product guides.
- Read your competitors product guides, these may be a little tougher to get but they're out there and all you need to do is ask.
- Maybe you have senior rep at your office, maybe someone like me that has too much knowledge and is willing to part with it. Ask and ye shall receive.
- YouTube Videos, it's all there almost everything you need about your devices and the competition. Excellent resource!
Finding the Time
- Smart phones is probably the best tool I ever had. Use them to your advantage.
- Do your research at lunch. Instead of eating with a buddy, go private and take the time to learn.
- You arrived at the appointment early, instead of checking Instagram, Facebook or SnapChat, dial (lol dial) up the web and prepare your self.
- You arrived early at work today, take a few minutes here too.
- There's another place where you can steal a few minutes here and there, but we'll leave that up to your imagination.
Knowing Your Technology
I'll probably get some push back on this, but I would bet dollars to doughnuts that if I asked 10 sales people how a printer makes an image. Seven out of ten would be lost. That question might not ever be posed to you, but wouldn't be awesome if it was and you could transfer that knowledge to your client?
Sometimes you don't have to like someone to buy from them. Yes, you do need to trust them. Would you trust the more knowledgeable sales person than the less knowledgeable sales person. Yup, I'm thinking more knowledgeable is going to win.
-=Good Selling=-
This Week in the Copier Industry 10 Years Ago, The Second Week in August 2008
One of the last threads in this blog is Sales Tips, that was an ongoing thread ten years ago, I just read a lot of those threads and it's worth the time to pat those threads a visit.
Enjoy the threads from ten years ago this week!
Weekend Copier Notes from 08/17/08
attributed to an un-named IKON sales rep; “At the beginning of the month, we sell solutions (Documentum, Captaris RightFax, Objectif Lune, etc.), but by the end of the month we just sell copiers (Canon & Ricoh)” According to Photizo Group, 60% of print management decisions are being made by IT departments, over-riding traditional copier buyers (purchasing, facilities management, etc.) o Of the 4.6 trillion pages printed annually by companies in the U.S., only 3% are covered by a print management
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Konica Minolta Unveils bizhub C200
Ramsey, N.J. – August 11, 2008 – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, today unveiled the new bizhub C200, a multifunctional product (MFP – print, copy, fax, and scan all in one system) tailored to fit the needs of small office to mid-range office workgroups, departments or low volume black and white environments, coupled with color prints at an economical price
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CANON U.S.A. ROLLS OUT NEW imageCLASS MULTIFUNCTION PRINTERS FOR SMALL BUSINESSES AND
LAKE SUCCESS, N.Y., August 18, 2008 – Continuing to provide the small business and home office document solutions that businesses require to be successful in today’s market, Canon U.S.A., Inc., a leading provider of digital office imaging systems and solutions, today introduced the new monochrome imageCLASS MF4350d and imageCLASS MF4370dn laser multifunction printers. The new Canon imageCLASS models boast print and copy speeds of up to 23 pages-per-minute (ppm) for letter-sized output, and
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SHARP IMAGING AND INFORMATION COMPANY OF AMERICA EXPANDS DIRECT, LOCAL SALES OPERATIO
documents safe from unauthorized users, Sharp leads the MFP industry in security by offering the most secure suite of MFP applications. For information about the complete line of Sharp MFP products, contact Sharp Electronics Corporation, Sharp Plaza, Mahwah, N.J. 07495-1163, or call 800-BE-SHARP. For online product information, visit Sharp’s Web site at sharpusa.com. # # # Sharp Electronics Corporation is the U.S. subsidiary of Japan's Sharp Corporation, a worldwide developer of one-of-a-kind home
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SHARP LAUNCHES NEXT GENERATION COLOR WORKGROUP DOCUMENT SYSTEMS
document workflow and distribute to up to seven destinations – email, desktop, FTP, network folders (SMB), USB, fax and Internet fax – with a single button push. High-volume workgroups will appreciate the Send to Group mode for group broadcasting via email, fax and Internet fax. These models also include a network ready PCL®6/PCL5c printing system with direct print function and available Postscript® 3™ and Windows® XPS options. Supporting the Newest Security Standards With Sharp’s latest award
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CANON U.S.A. ANNOUNCES NEW imageCLASS D480 MULTIFUNCTION COPIER TARGETING SMALL BUSIN
and general manager, Imaging Systems Group, Canon U.S.A. “The entire line of imageCLASS models gives workgroups, small businesses and home office users the critical access to the office document functions necessary for running their businesses at a high level of efficiency.” The imageCLASS D480 multifunction copier provides duplex capabilities in all modes, including in output mode for printing, copying and receiving faxes, and in input mode for copying, scanning and faxing. With this duplexing
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New SP 4110SF from Ricoh!
of several mid-volume, printer-based MFP introductions in the pipeline. These products aren’t entirely new. While the IS800C Image Scanner is a new piece of scanning hardware, the print engines are the recently introduced 31-/36-ppm Aficio SP 4100NL, SP 4100N, and SP 4110N laser printers – so you can be confident in recommending these “new” products based on their already proven reliability and performance record. With a bundled SRP of $2,158 (SP 4110SF), $2,008 (SP 4100SF) and $1,829 (SP
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Best Print Management Solutions Updated with Announcement of Version 4.1 of Equitrac
support for the increasingly important green printing initiatives.” Benefits in the new editions of the Equitrac solutions suites include: Enhanced Follow-You Printing® capabilities — Automatic server discovery — With automatic server discovery, users of Follow-You Printing will now immediately see all print jobs available to them, regardless of the server — or workstation — they were printed from, while still minimizing the amount of network traffic. Direct IP printing environments — An enhanced
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Mac OS 10 Network Fax
I'm not normally involved in this area at our dealership, but we have a new account with a MPC3500spf in a Mac (OS10.5.4) inviornment that would like to implement Network Faxing. Is this possible with a Mac? Also, they are having issues with printing from Photoshop CS3 where they get an error message of "No %% bounding box: comment in heater". In doing some quick research I've come to the conclusion that it is an OS10.5.4 issue as many different printers/MFP (not just RIcoh MPC3500's) are
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New Version of EFI Fiery Central Workflow Solution Boosts Production and Maximizes Re
even greater flexibility to tailor solutions just right for them.” Fiery Central 1.5 is available now from EFI and its partners. For more information please visit www.efi.com or call 800-875-7117. About EFI EFI (www.efi.com) is the world leader in customer-focused digital printing innovation. EFI's award-winning solutions, integrated from creation to print, deliver increased performance, cost savings and productivity. The company's robust product portfolio includes Fiery® digital color print
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Re: Wide Format Color Scanner
. It will also allow output to a host of inkjet color printers, further extending the capabilities and benefits. Please note that to output to inkjet devices, the WFCS must recognize the 480W, SP W2470, MP W2400 or a MP W3600 on the network. Ricoh Wide Format Color Scanner Key Highlights: Standard Features: • 4-channel CCD camera (x3) • 48-Bit Color • 600 dpi • 12 inches per second (monochrome)/.6 inches per second (color) scanning speed—the fastest in the industry • Automatic color calibration
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Industry Trending
. The internet, email, and intranets are big drivers. Printing surpassed copy volume in 19953. End-users are printing multiple originals, rather than making copies. Color printers are bringing new documents to the network. The number of documents created and distributed electronically — then printed at the time of need — continues to grow. Document Trend #3 Copy and fax are becoming secondary technologies. Copy volumes are stagnant or in decline. Long-held habits are changing. Fax volumes are
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Océ Launches Comprehensive Suite of TransPromo Solutions and Services
. Market research firm, INTERQUEST, in a 2008 study, forecasts that full-color promotional transactional printing in North America will grow at an annual rate of 45 percent between 2007 and 2012, presenting a major opportunity for transactional printers. The study also cites statistics indicating that consumers spend an average of 5.6 minutes looking at bank and credit card statements they receive through the mail. While TransPromo documents are highly effective tools for increasing the lifetime
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Re: Ricoh 2075 - Printing Custom Size Paper
I went on site today and tried that route and still no dice. I also tried everything under the sun to try and get the driver to acknowledge that it had custom paper in the drawer. Also, I even had problems printing the paper from the bypass with the driver fully configured. Very odd problem, indeed.
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Re: Ricoh 2075 - Printing Custom Size Paper
Yes. I can copy to the trays (I tried tray 2 and bypass) with no problems at all. However, when it comes to printing, it's giving me a type mismatch even though I've set everything under the sun to make this work.
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Re: Industry Trending
Great information. If the predictions here are correct (I have no reason to doubt), the shift we've been making as an industry (more print, more consolidation) should turn out well for us.
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Re: Industry Trending
ART, CURIOUS WHERE YOU FOUND THIS - I'D LIKE THE ORIGINAL FOR MY 'PITCHBOOK'. FOLKS DON'T BEIEVE SALESTYPE BUT IF THEY READ IT ITS GOSPEL!
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Re: Mac OS 10 Network Fax
Lan Fax is for windows printing only. I don't know about the other issue.
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Re: Wide Format Color Scanner
Notes from the Savin price book: (22) The Wide Format Color Scanner (100117FNG) requires either a MP W2400, MP W3600, or SP W2470 on the network and turned on to activate the scanner. (23) The Wide Format Color Scanner includes scanner unit, scanner stand, monitor bracket and cable channeling. This unit requires a PC and a touch screen monitor that must be purchased locally. Please refer to the brochure or InfoCenter for PC and Monitor specifications. Sorry, Art. I realize this didn't answer
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Re: Wide Format Color Scanner
to conduct some testing. We basically know that the scanner will work with the 240 (based on test conducted by Contex) and the 480 (based on tests that were run by TSC). Although the launch materials do not reference, the scanner will work with the 480 and 240, however we have not confirmed it working with products prior to those two. Thanks Bryan Batelli Associate Product Manager, Wide Format Ricoh Americas Corporation Production and Color Systems Marketing
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Re: Sales Tips
Just The Facts, Please "I told a prospect that I'd follow up within a week. Two weeks later, I figured I missed my chance and they went with someone else." Sound familiar? Effective salespeople don't guess themselves into a sale. To ensure you're operating with the facts, ask yourself this, "Do I have evidence to support my assumption or how I'm feeling?" Enjoy the peace of mind that comes from gaining clarity rather than drowning in the stories that you believe are true.
-=Good Selling=-
This Week in the Copier Industry 15 Years Ago, The Third Week in August 2003
Seems like I may have misplaced a week. Last weeks thread was the first week of August, however I had notes in from the second week. Well, it's time for the third week in August notes from 15 years ago.
Check out the awesome story from Old Glory below or click here Remember the 1035 Scanner/copier story?
High-Speed Copiers:
begin? Does it require a dedicated salesperson? Who are the best prospects? What are the best selling strategies? Perhaps any discussion of the topic should begin at the top — that is, with Segment 6. Of course, some dealers who may have an interest in the product category are undoubtedly aware that it is not even an option for them. Only two of the vendors that sell through the dealer channel are players in the segment — Canon and Ricoh (including its Lanier, Gestetner and Savin brands; Ricoh also
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Fareham Borough Council
via a selection of workgroup laser printers. In addition, the main Council office had the challenge of trying to make the best use of their print room, while keeping overall network traffic under control. It was also proving difficult to keep an ongoing account of printing, with different budgets required for different business areas. The subsequent tender process included a number of leading industry players including Canon, Océ, Xerox, HP, Kyocera and Ricoh. The outcome of the tenders was the
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Toronto Schools Choose Ricoh!
Japan, the 66 year-old leading supplier of office automation equipment experienced sales in 2000, in excess of $12 billion (US). Ricoh Canada is a wholly owned subsidiary with its head office located in Toronto and employing over 750 employees nation-wide. Ricoh Canada is ISO 9002 certified and has recently been awarded the distinguished EcoLogo designation. Ricoh has received the Energy Star Imaging Equipment Partner of the Year Award, for the last three consecutive years, from the U.S
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Toshiba America Business Solutions
/electrical equipment company and the world's 62nd largest company in terms of sales. Toshiba Corporation is a world leader in high technology products with more than 300 major subsidiaries and affiliates worldwide. Fiscal year revenue in 2002 was approximately $47 billion. For more information on Toshiba copier, facsimile, multifunction printing products, network controllers and toner products, or for a dealer in your area, call 1?800?GO?TOSHIBA or visit the TABS Web site at www.copiers.toshiba.com .
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Xerox Hits Fast-Growing 'Light Production'
cost to offices and print shops. The new Xerox 2101 Digital Copier/Printer delivers high reliability and advanced features - but costs about the same as competitive models with fewer features. The system prints or copies as many as 101 pages per minute (ppm) and addresses the growing need for advanced finishing, printing, copying and network scanning capabilities in high-volume office environments and low- to medium-volume print shops. "The Xerox 2101 builds on our highly successful Xerox
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Anacomp to Sell Hitachi POD Printers
of satisfied maintenance customers in the US, Canada and Europe and is now ramping up the US distribution of Hitachi's Digital Document Publisher (DDP) Printer Solutions. Hitachi's Digital Printer series add an important element to Anacomp 's current array of output solutions that includes CD, Web, Microfiche and Laser Print Services, as well as Anacomp's industry leading Imaging Systems and Supplies. Anacomp Also Selling Hitachi DDP in Europe "Anacomp has been very successful in providing sales
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City of Edinburgh Council
to the company that can best match the overall council criteria" commented Margaret Lockhart, buyer, Central Purchasing Unit at City of Edinburgh Council and Ricoh was selected. "The Council are heavy users of print technology. We were able to offer a comprehensive package that met their requirements, but which would also ensure that future increases in demand could be effectively managed," indicated Peter Spiteri, regional sales manager at Ricoh. "Cost is always a key factor in the final
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The Bidders List: New techniques for increased sales
The Bidders List: New techniques for increased sales via RFPs By Greg Lohr Infotivity has been publishing request for proposal (RFP) software for almost 20 years now and the question we hear over and over again is: "How do I get on the bidders list?" In fact, we are hearing this question much more frequently now that digital copiers, multifunctional devices and network connectivity issues are driving most customers to re-evaluate their copier needs at the enterprise level. This article sheds
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TPMC Purchases 2 Xerox Digital
two Xerox (NYSE: XRX - News) DocuColor iGen3(TM) Digital Production Presses to expand the breadth of full-color, personalized marketing applications for its 75,000 real estate clients nationwide. The firm expects the Xerox production presses to help double its personalized color printing business in about two years. TPMC currently prints 4 million personalized pieces per month. John Wendorff, president and chief executive officer of TPMC, said the DocuColor iGen3 will allow his business to
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Re: Printer Scanner Dimm for 1035
The problem I have is that the units I am upgrading are 1035P's. Ricoh is still selling the printer scanner dimm but they are packaging it with the 64mb memory and nic card at a higher price. Am trying to save a few dollars as one of the machines I am upgrading I will have to eat the cost on it. Just call me: "Hard luck John"
Topic
Xerox Solutions
Does anyone know what the following softwares do? Xerox Digipath 3.0 and Docushare 3. The brochures do not tell a lot and I have not run into them before. They sound like our Scan Router, and Ecabinet. Can you enlighten me?
Topic
Printer Scanner Dimm for 1035
Capitalizing on the success of Jim's request, does anyone have (3) Printer Scanner Units for sale? I will take all three which I need for a large customer of ours. Any help is greatly appreciated. John
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Re: First Post
We are installing our first Ricoh Aficio 2090 WITH SR90 Booklet maker today. It is subject to running the clients job twice. That's two runs of 125 11x17 booklets, totaling 15 sheets each, 60 to 64 images including cover. This could be a good success story that was up against Xerox and OCE. Got my fingers crossed, it ran well when we set it up in the warehouse after getting through a couple of set up glitches that were probably just first time issues...
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Re: Printer Scanner Dimm for 1035
I have found in the past after Ricoh has discontinued a product from the "sales side" they are still available from the "parts" side of the Ricoh house...you might ask your parts guy to check.
Topic
Electronic document management
copier-printers. Ricoh’s product range of black and white and colour imaging solutions includes laser printers, digital connectable copier-printers, scanners, multifunctional devices, network utility and document management software. Ricoh’s technology enables businesses to improve the quality and productivity of their office communications. Environmental protection is a key company priority and Ricoh UK is proud to be accredited with ISO 14001 for its environmental management systems. Information
Topic
First Post
Lets make this the best board on our site, were we can share success stories. They can be by our dealerships, direct sales, or something we found on the web. from there we can email them to our potential clients, so they can see that Ricoh is the best!
Topic
Is UK business missing a colour advantage?
important findings: they indicate that printer-only businesses are currently spending more than is necessary on their printing. Whereas, moving to multifunctional products could increase flexibility and deliver the competitive advantage of colour that business demands. New Ricoh products such as the Aficio 1224 and 1232, are sweeping away the financial barriers restricting the move from black to colour. This, plus the well-understood benefits of digital technology, means many more businesses will soon
Topic
KAJIMA BUILDS EXTENSION TO DOCUMENT MANAGEMENT
white copier. Ricoh now holds the UK and Europe’s number one position as manufacturer of digital office copier-printers. Ricoh’s product range of black and white and colour imaging solutions includes laser printers, digital connectable copier-printers, scanners, multifunctional devices, network utility and document management software. Ricoh’s technology enables businesses to improve the quality and productivity of their office communications. Environmental protection is a key company priority and
Member
kim mann
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Re: Personalization Applications
Well, Micro Press and there maybe a solution that I am working on, will try and get back to you on this. I am working with a VAR who is currently sending information via VIPP to a Xerox laser printer. He asked if the same solution can be done with the 2090. I have put this request on the back burner (end of year for us), but will pick it back up in a few days. I will try and post the email I recieved from my client here. Art
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Re: Connecting ?Training for out of Territory Deals
Oh don't get me wrong I have send quite a few Aficio League gift cards out. However IKON always screws it up so I always ask for Independent Dealers unless Ricoh "says" there are none.
Topic
Central Buying Consortium
Central Buying Consortium The Central Buying Consortium has appointed Ricoh as the number one preferred supplier of copiers to major councils and community organisations such as schools, charities and groups across Kent, Hertfordshire, Bedfordshire, Coventry and Birmingham. Ricoh was appointed along with three other preferred suppliers but was given number one status due to its competitive pricing, service and support. The contract will run until the end of September 2002 and could see the
Topic
Connecting ?Training for out of Territory Deals
How are some of y'all doing this. If it is an RMAP or DMAP customer with locations out of your territory, how do you build in charges (or do you) to get the installing dealer to connect and train them using the scanning, printing, faxing ont he PC's? Or is that part of the RMAP Maintenance or (almost insignificant) installer comp.? I don't think that is. Let us know. Ted
Topic
Strange output on 1232C SP
My customer is running XP Pro and printing to the 1232C with the PCL5c driver. When he prints from Word, in some places the spaces between text is removed and some of the text has an overstrike onto other text. The document doesn't look that way before it is printed and it doesn't do this with the RPCS driver. Any clues?
Topic
Need Help with Overlay
It's been awhile, one of my customers asked how to load an overlay file for printing with the AP2700 driver. I have tried and all we get is a printed page from the AP2700 with a: PCL XL error Subsystem: KERNEL Error: unsupported binding Operator: execstream Position: 11 I thought the overlay was to add a background logo or pic to every page, is this true? Art
Topic
Personalization Applications
The question a client of mine posed to me today was the following, I hope I can convey the request well... If you can think of the way Microsoft Word does a mail merge with variable data into a generic letter, that is what the client is looking for. He is just wondering if we have a solution which would enable his Print for Pay clients to be able to have printed personalized info on print jobs, either print from PC or walk up.
Topic
Pushout Shingling or Creep
Any help addressing the need to be able to shift images on booklets made with our Ricoh Finishers, namely the SR90. When we produce booklets, then in some cases trim the booklet, the image looks to be off center in the page. Does anyone know of a solution that will push each image just the right amount per page so that each page of the booklet "looks" centered?
Topic
Remember the 1035 Scanner/copier story?
We got an order for 5 more units (Now 2035's) last month from U.S. District Court and 3 more units this week from U.S. Bankruptcy Court. I think we are up to 15 total units. For those who are new here, these are 35ppm S/P units that may never run a single copy or print! U.S. Bankruptcy Court was so impressed with the speed, Interactive Display, and ScanRouter Software, that they ordered 5 Aficio 1035's to do nothing but scan. Then they showed their program to U.S.District Court and they too
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Re: Around The World with Ricoh
RICOH OFFICE SOLUTIONS presents "Takako Nishizaki in Concert" In support of The Pathways Foundation Ltd [8/5/03 11:45:54 AM] World-renowned violinist Ms Takako Nishizaki gave a charity concert last year in support of Society for Abandoned Animals Foundation. To replicate the remarkable success, this year Ms Nishizaki will hold a two-day charity concert in support of The Pathways Foundation Ltd in order to help children with Specific Learning Disabilities (SLD). Children with Special Learning
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Re: Urgent Reply Needed on Bates Stamping with 1075!
He said it "ain't" Bate Stamping from Copier mode. Probably what the Seller is going to do is have them scan in the docs, and include a software program with the machine that will allow Bate Stamping when they print. Jeff said it took over 20 months of R&D to get the 2090 to Bate Stamp. For the 1060/1075 to do it, they would almost have to go back to the drawing board and write a program for those machines from scratch. So...don't hold your breath.
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Re: Xerox Solutions
Not sure about Docushare but Digipath is simply Xerox's scanning software similar to ScanRouter.
-=Good Selling=-
Attention Sales Leaders... Are Your Sales Reps Sales Enabled Or Self-Enabled?
“Your buyers want to work with salespeople who have empathy for them, who understand their roles and challenges, and who can be prescriptive in helping them."
Mark Lindwall , Senior Analyst, Forrester Research
Sales enablement, a catch-all phrase with many meanings. What is sales enablement and what purpose does it serve to those in sales?
Sirius Decisions says, “The purpose of sales enablement is to ensure sales teams have the skills, knowledge, behavior, and tools needed to engage buyers in rich conversations.”
Question to all sales leaders...
"Whose responsibility is it to ensure your sales team has the skills, knowledge, behavior and tools need to engage in meaningful conversations?"
One of the biggest buzzwords in sales these days is "sales enablement." While we all appreciate the new platforms and content that our companies provide, the problem becomes if we focus on getting visible without working on increasing our value, we'll get vetted out of the deal.
Visibility before Value = Vetted
Sales enablement is a function within a business carried out by a number of departments to help sales teams become more successful in their selling effort. Sales enablement allows sales reps to have the proper knowledge, tools, processes, and behaviors to maximize their sales opportunity. The biggest goal is to support and assist sales teams to improve sales productivity thus driving an increase in sales revenue.
THE EMPEROR HAS NO CLOTHES
We've heard the phrase, "sales is an activity game" but social has shed a massive spotlight on the sales community. The masses out there are shouting right back at your sales reps,
"Where's the beef?"
Sales enablement helps sales teams to get visible but the real question to ask yourself is when your sales reps get in front of the right person what do they have to say?
It's reminds me of throwing someone out in front of crowd who has stage fright, shining a bright spotlight on them and then watching them freeze.
If your sales reps can't back up personally all of the investment in sales enablement then a few things I guarantee will happen...
- They get vetted
- They lose the deal
- They get beat over the head with the price hammer
WHAT'S THE MISSING PIECE?
The sales profession must come to the business table with value! There's no magic behind this as the missing layer to effective sales enablement is self-enablement.
What can your sales reps do to bring value to your clients and prospects?
Content plays a critical role in sales enablement, however; if your sales team can't effectively drive a business conversation around the content then they're dead in the water.
It boils down to this... Your sales team can do so much better. Your clients deserve the best version of your sales reps not a bunch of sales facades running around in empty suits!
WHERE DO YOU START?
You might be asking yourself, "Where do I start?"
It starts with your sales team knowing more than your clients and prospects know about your company's products, solutions or services.
KNOW MORE THAN YOUR CLIENTS
In order for sales reps to bring value, they MUST know more than the people they are meeting with, their clients and prospects. They must consume the content being provided to them. They must do their due diligence to educate themselves.
Nothing worse than an uneducated sales rep who recites information off the back of a brochure!
Hold your sales team accountable to a weekly cadence dedicated to learning. This means knowing inside and out the company offerings. They must learn their client's environment. They must learn about the trends going on inside their clients industry.
Your sales reps best friend on this learning expedition is Google. Your sales team must become a bullpen full of teachers. Imagine a teacher knowing less than their students. I need not say anymore!
LEARN FROM YOUR CLIENTS
One of your most precious assets is your clients. I encourage you and your sales team to spend quality time with your clients. No, this doesn't mean the dreaded stop by to say hello. I mean dig in deep. Learn something new about their business. Uncover a few key issues going on inside your client base.
Have each and every sales rep do this with their top 5 clients. As this becomes more routine, think of all the learning opportunities they uncover along the way. I guarantee what they uncover will closely mirror that of other potential clients.
One last note, bring your top clients into your office and facilitate a roundtable business discussion. Let me emphasize this is not a sales pitch. This is creating one of the best learning moments with your top clients. Listen and take in all that is said as I bet you and your team digest pearls of educational wisdom.
PUTTING ON THE BUSINESS BOW
The road to self-enablement will set your sales team apart from the sea of unfortunate sameness. It's the value your sales team creates through self-enablement that will become amplified with sales enablement.
Your sales team must get valuable before they get visible so they can become victorious. Unfortunately, many look to get visible before they understand how to get valuable and thus they get VETTED!
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 LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.
Your Copier
Earlier today I was posting some news articles on the site and thought I'd play some eighties tune to pass the time. One of the songs that I haven't heard in some time was "Your Love" which was performed by Outfield. The lyrics were simple and short, thus I thought I would write a parody based on "Your Love".
Yeah, I know it's screwy, but I actually had some fun with it. You can click the here to hear that song. You can ready my lyrics below. Wish I could sing it for everyone, on second thought naw you really don't want to hear me sing.
"Your Copier"
Just got a new copier today
Let's give it the once over
Put the paper in the feeder and pray
Cause I bought my copier real cheap
I just want to use the copier today
I don't want the copier down today
Looking around I found a screw
Could this mean the copiers in trouble
No screwdriver but have some glue
Staying the night to try and fix it
I just want to use the copier today
I don't want the copier down today
Try to stop my hands from shaking
The screw in my hand is not making sense
Spent four hours with the copier alone
But I can't figure where it goes
I just want to use the copier today
I don't want the copier down today
Remembered the old copier going out the door
Can't recall what the salesperson said
Maybe this screw is not for me
I shouldn't have been so cheap
I just want to use the copier today
I don't want the copier down today
I just want to use the copier today
I don't want the copier down today
I just want to use the copier today
I don't want the copier down today
I just wanna, I just wanna, I just wanna
Use the copier today
-=Good Selling=-
Four Glorious Reasons Why You Should Attend BTA National Conference in NYC
Every year I try to attend at least one BTA event. This year I'll be attending my first ever BTA National Conference in New York City on September 19th through the 20th. I haven't decided if I'm going to take the SeaStreak ferry from Highlands or have a Uber buddy of mine drive me in on the 19th and pick me up on the 21st. I'm pretty lucky that I think I have the best view of the NYC skyline in all of New Jersey, others might disagree, but I've got one heck of a view.
One of the events that I'm looking forward to is Production & Industrial Print: The Future of Imaging. The panel will be moderated by Frank Cannata. I'm looking forward to a robust discussion about the growth of print in Industrial applications. I'm a huge fan of digital label presses and niche printing devices. I also agree with Frank Cannata that the only true growth in print is with industrial print. It's my belief that print is not declining, however, print is migrating and we need to follow that migration in order to find growth.
Another really cool education session will be Access Japan 2018. In May of 2018, The Cannata Reports's Frank Cannata, CJ Cannata and Scott Cullen spent ten days visiting with each of Japan's "BIG SIX". Talk tracks will be centered on what dealers can expect in the coming years and the panel will share and provide insight into each of the manufacturers strategies over the next few years.
I've written about this before, but if you're a junky for knowledge in the Imaging Industry then this is the event you don't want to miss. The BTA National Conference gives us the opportunity increase our knowledge, converse with our peers, make new connections, and visit the vendors that support BTA. You never know what opportunity may come your way tomorrow. Increasing your knowledge of products and services can go along way in increasing your bottom line.
Yankees vs Red Sox
Have you ever gone to a Yankees vs Red Sox game? If not, now's your chance because Thursday night will see the Yankees and the Red Sox in action in the Bronx. With the way the pennant race is going it should be a wild game. I'm not a fan of either team, but I am a fan of baseball. Thus as soon as I'm done writing this blog I'm going to do some ticket searching. I just realized that the BTA dinner cruise is Thursday night. Thus, I won't be going to the Yankee game and nor should anyone else. The dinner cruise will be spectacular!
Here's a list of the educational sessions:
- Be Afraid ... Be Very Afraid: Hot Topics Within Labor & Employment Law
- From Technology Startup to the Path of Acquisition: Lessons Learned
- Add Six to Seven Figures to Your Top Line
- Being a Data-Driven Dealership: Data Marketing to Drive Strategic Revenue Growth
- Operationalizing Benchmarking to Drive Profit Growth
- The Growing Importance of Cybersecurity
- The New Tax Law & Practical Implications for You & Your Business
If you're in the Northeast or any place that's maybe a two hour jet, I highly recommend registered for the event. How often do you get the visit the most dynamic city in the world and take in what New York City has to offer at night. It's summer time, and the Big Apple is an awesome summer city.
Thursday night will feature a dinner cruise around Manhattan in a glass-top boat, the Bateaux. Take it from one who knows, the Big Apple is spectacular when cruising the waterways. Whether you're on the East or West side you'll be amazed by how wonderful the City looks at night.
To find out more or to register go here. I'll be looking forward to see all my friends and looking for new friends!
-=Good Selling=-