August 2019

This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago (First Week of September 2004)

Art Post · 8/31/1910:24 PM

Wow, I read a thread about the Aficio FX16, from what I remember that was half digital and half analog. Does anyone else remember these. They could copy, print, fax and scan.

Enjoy these threads from ten years ago this week!

YOU KNOW IT’S TIME

9/2/048:21 PM

needs include communicating with those not in their office.” • “…cartridge expenses for desktop printers and faxes exceed their lease payment.” • “…they fax as often as they copy.” • “…they print as often as they copy.” • “…the number of users is greater than the number of copies the unit makes per minute.” Paul Albano, Assistant Manager, Product Marketing, Canon U.S.A., Lake Success, NY “…they find themselves printing out one set on their printer and then making multiple copies of it on the

Re: Aficio FX16

Darren .... · 9/3/0410:34 AM

Here you go ... I believe this is what we call the AC104.

Topic

RICOH CORPORATION UNVEILS NEW

9/1/047:55 PM

Corporation is a leading provider of multifunctional document systems, including color and black & white digital imaging systems, facsimile products, printers, scanners, digital duplicators and wide format engineering systems. Additionally, Ricoh offers a wide variety of document and printing solutions directly and through partners that enhance office productivity and document workflow. Ricoh Corporation directly or through its subsidiaries markets and distributes products in North, Central and South

Topic

Ricoh Launch GBC StreamPunch for 1060/1070 in Austraila

9/2/048:00 AM

technology into its range of digital imaging systems. The recently awarded Ricoh StreamPunch™ provides a flexible, fully integrated punching solution for the production of high quality documentation and presentation materials. This new technology is compatible with the Aficioä 1060, 1075, 2090 and 2105. It dramatically lowers the overall cost of production, and as each page is punched at the rated speed of the print engine, productivity is not compromised. Ricoh Booklet Making System This exclusive

Survey

Would like to know how we are all doing in this area. Please select the poll that best describes most of your MFP sales.

DMS (Document Management Software)

9/1/048:04 PM

Member

Lillian Wolfe

Topic

Comparisons

9/7/0410:24 AM

I am looking for machine comparisons eg. Aficio 2238 vs canon image runner C3200, and others. If anyone can help it will be appreciated. Thanx Warren

Topic

Initial Fees for Connecting Equipment

Neal · 9/3/047:56 AM

Just curious, we discussed a couple of weeks ago how we were dealing with charges for being called back to reconnect or help customers with connected system after the intitial set-up. How are your dealerships handling the intitial set-up? Do you charge a flat fee, a graduated fee based on # of workstations? Do you charge to put faxes and printer drivers online?

Member

glnsk8ter

Re: Leads in Arizona

Boston Mike · 9/2/047:19 AM

SurfNet Media Group, Inc. http://www.surfnetmedia.com OTCBB:SFNM.OB WHAT IT DOES It produces and streams diverse audio content for targeted Internet audiences. EVENT 08-25-2004--Announced the appointment of a new Vice President of Sales and Marketing SALES NOTES potential opportunity to provide… - products and services to support increased sales activities - products and services to support increased marketing activities; services may include PR activities, collateral material development

Re: Leads in California

Boston Mike · 9/2/047:20 AM

Vigouroux is the new Chairman and Chief Executive Officer. PARTNERS none stated PEOPLE John Vigouroux Chairman and Chief Executive Officer Gregory C. McNulty Founder and President Dennis Volpano Founder and Chief Scientist Christopher Dorst Vice President of Marketing Ken Schneider Chief Financial Officer Mike Coop Vice President of Field Operations Rob Langhorne Vice President of Engineering Mike Paluzzi Vice President of Sales OFFICE(S) Cranite Systems Inc. 6620 Via Del Oro Second Floor San Jose

Re: Leads in Illinois

Boston Mike · 9/2/047:23 AM

Akorn, Inc. http://www.akorn.com OTCBB:AKRN.OB WHAT IT DOES It manufactures, markets and distributes sterile specialty pharmaceutical products. (number of employees: 360) EVENT 08-25-2004--$14.1 million in a private placement OPPORTUNITIES company expected to make purchases to support... - validating and developing lyophilization program - general corporate purposes potential opportunity to provide… - products and services to support a field sales force - recruiting services for technical

Re: Leads in Jersey

Boston Mike · 9/2/047:25 AM

Cadent Holdings, Inc. http://www.cadent.biz WHAT IT DOES It develops and markets 3D information services for dental offices and laboratories. EVENT 08-23-2004--Announced the appointment of a new Senior Vice President of Sales and Marketing SALES NOTES potential opportunity to provide… - sales training programs - software and systems specific to the sales function - products and services to support a field sales force - recruiting for sales professionals - products and services to support

Re: Leads in New Mexico

Boston Mike · 9/2/047:26 AM

PhDx Systems, Inc. http://www.phdx.com WHAT IT DOES It provides healthcare enterprises with technology and services to measure patient outcomes, perform post-market studies and conduct product surveillance. EVENT 08-26-2004--Announced the appointment of a new Vice President - Sales and Marketing SALES NOTES potential opportunity to provide… - sales training programs - software and systems specific to the sales function - recruiting for sales professionals - services to support increased

Re: Leads in New York

Boston Mike · 9/2/047:27 AM

MetaMatrix Inc. http://www.metamatrix.com WHAT IT DOES It provides enterprise information integration and metadata management software that acts as a virtual database to deliver information on demand. EVENT 08-24-2004--$12 million in a Series F round of financing OPPORTUNITIES company expected to make purchases to support... - expanding market penetration potential opportunity to provide… - products and services to support a field sales force - products and services to support increased

Re: Leads In Oregon

Boston Mike · 9/2/047:31 AM

provide… - sales training programs - software and systems specific to the sales function - products and services to support a field sales force - recruiting for sales professionals - tools and services for software and application development - recruiting services for developers and engineers The company intends to hire 20 new employees within the next three months. New hires will join the software development team in Beaverton, and sales and customer support organizations in various U.S. cities

Re: Leads in Texas

Boston Mike · 9/2/047:32 AM

and related services that optimize and automate strategic sourcing processes for enterprise. EVENT 08-26-2004--Announced the appointment of a new Executive Vice President, Sales, Marketing, Alliances and Solutions Delivery SALES NOTES potential opportunity to provide… - software and systems specific to the sales function - products and services to support a field sales force - recruiting for sales professionals - products and services to support increased marketing activities; services may

Re: Leads in Washington

Boston Mike · 9/2/047:35 AM

AccessLine Communications Corporation http://www.accessline.com WHAT IT DOES It provides hosted communications and managed voice services to Fortune 1000 businesses and telecommunications partners. (number of employees: 95) EVENT 08-23-2004--Announced the appointment of a new Chief Marketing Officer SALES NOTES potential opportunity to provide… - products and services to support increased marketing activities; services may include PR activities, collateral material development, advertising, and

Re: Initial Fees for Connecting Equipment

v-tec · 9/3/049:41 PM

1) The best way from a company point of view is to bill by the hour. If you’re just installing a print or fax driver on one or two PC’s, this should not take long. However when you get into scanning to folder or email, you need settings that some customer have know idea what you’re talking about. This can take time, calling an ISP or outside IT person, passwords… 2) As art said, we sale blocks of time to the customer included in the sale. Let them know up front you have x amount of time for

Re: 1515MF Poll

John Roof · 9/7/049:49 AM

I haven't done a wireless setup, but for network, it was plug and play. I did have a problem the last time when I could not access the printer from the control panel. It showed up on the network and could print, but the 1515mf would not see it. Come to find out, the firmware card was not properly seated. It evidently had come loose during shipping.

Re: Initial Fees for Connecting Equipment

Old Glory · 9/7/0412:04 PM

"The initial connection of this equipment is free based on printing a Windows test page from two stations. Any other issues beyond this initial set-up will be on a charge basis."

Re: Document Management Software Poll

9/7/041:28 PM

Bundling Software Increases Hardware Sales! EXERPTS From "Using Virtual Copier to Sell More Hardware" By bundling the Virtual Copier™ solution you can lock your customers into your digital copier and increase the dollar sale as well as the margin on individual sales. Bundling Virtual Copier™ enables the copier sales force to take advantage of the advanced capabilities of the new breed of digital copiers and helps sell more copiers at higher margins. With Virtual Copier™ the sales rep can

Re: Fax 3310 & 4410 experiences

Flying_birdman · 9/2/049:18 PM

Does anyone know how to set the fax up to print a journal automatically once a week? I also need some guidance on using restricted access codes and making them work. I set some up, but the machine doesn't seem to use them. Thanks.

Re: Backorders! Why?

9/1/048:32 AM

Jim - I only get this report when I scream loud enough to our corporate office about backorders (like I've been screaming about the 240W). I will make available every time I see one. I think...our purchasing agent gets this info from our East Region Allocations people at Ricoh - I would think they would provide this info to anybody on an allocations list for backorders?

Re: Backorders! Why?

9/1/048:38 AM

I agree! Why keep us in the dark about back orders. Having a list like this enables us to plan our selling cycles plus tell the customer in advance of a potential back order. Brad, would be great if you could get this from time to time. Art

Re: Leads in Colorado

Boston Mike · 9/2/047:21 AM

08-27-2004--Announced the appointment of five new members to the management team SALES NOTES potential opportunity to provide… - products and services to support clinical trials - equipment and services for research and development activities - marketing services to support commercialization of its new product Ed Venkat is the new Director of Process Development. Carol Walker is the new Director of Quality Control. Grant Wiemers is the new Controller and Director of Finance. Aline Oliver is the new

Re: Leads in Florida

Boston Mike · 9/2/047:21 AM

Axena Inc. http://www.axena.com WHAT IT DOES It provides corporate governance software and consulting services. EVENT 08-23-2004--Announced the appointment of a new Vice President of Sales and Marketing SALES NOTES potential opportunity to provide… - software and systems specific to the sales function - products and services to support a field sales force - recruiting for sales professionals - products and services to support increased marketing activities; services may include PR activities

Re: Leads in Georgia

Boston Mike · 9/2/047:22 AM

pursuing acquisition opportunities. PARTNERS none stated PEOPLE Oliver Cooper Chief Executive Officer Bob Jabjiniak Senior Vice President, Product Management Ronald Riggin Chief Technical Officer Peter van Merode Vice President and General Manager, MARC Global EMEA Paul Lavallee Executive Vice President, Worldwide Sales and Marketing Bill Joyce Senior Vice President, Worldwide Professional Services Peter van Merode Vice President and General Manager, MARC Global EMEA Mark Skipper President, MARC

Re: Ricoh Aficio FX10/Savin 9110dp

Deanw · 9/2/0412:21 PM

quote: Originally posted by Docusultant: Are you printing off the parallel port or trying to use as a network printer? parallel

Re: 1018 Fax Option

9/7/042:43 PM

Service Parameters Printer Switch 03 bit 0 to 1.

Topic

Aficio FX16

9/3/047:28 AM

Can anyone tell me where to find all the technical and sales manuals for the FX16. Thanx

-=Good Selling=-

This Week in the Copier Industry 10 Years Ago

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

Art Post · 8/30/1911:07 PM

year as the key technologies for printing profitability,” said Filip Buyse, President and CEO of Prism. “However, in recent months, web-to-print and more importantly automated marketing programs have risen to the top ranked technology for printers. Responsive Solution’s Marketing Resource Center combined with Prism’s WIN 2009 offer printers a powerful solution for increasing the top line and decreasing cost.” The Must See ‘em product and technology program in 2009 ranks web-to-print and MIS as

Member

Jose Espinoza

Member

rodgers29

Topic

RJ YOUNG COMPANY GROWS STRONGER IN TOUGH ECONOMY THROUGH NEW ACQUISITIONS AND TECHNOL

9/7/0910:58 AM

NASHVILLE, Tenn. (September 3, 2009) –On Monday August 31, 2009 RJ Young Company purchased Photocopy Supply Company, a Nashville based Savin and Panasonic office equipment dealer. “We found Photocopy Supply Company to be a great addition to our company. They have a similar business philosophy and product lines that fit our current growth strategy,” said Chip Crunk President & CEO of RJ Young Company. Photocopy Supply Company was a $2.5 million company and had 20 employees. They do not

Member

lars6682

Member

jpolch

Re: Thoughts about Healthcare Reform Bill?

Former Member · 9/2/0910:32 PM

- health saving accounts . This is one item cited by the GOP as blocked by the Democrats. But what works? There is NO credible evidence that these type of "savings accounts" work- not for education, not for any other issues- when the USA has the lowest savings rate in the world and many people that NEED health insurance don't even have the disposable income to actually create an HSA. In short, this was an action by Republicans that would make no real difference or reform, but just an attempt to say

Re: Thoughts about Healthcare Reform Bill?

9/2/0910:35 PM

so expensive, if you are out of work and you get sick what are you to do? Maybe the time is right for a federal 2% sales tax to fund general healthcare.

Re: Embeded Print Director/PCS 6.0

Amanda · 9/3/093:29 PM

We installed PD 5 in a law firm with an MPC6000. It installed well, took some tweaking (as I understand) to work with their software and accounting system as it is ProLaw and does not have tab delimited nor CSV. We just printed the customer list,scanned it in, and converted to an excel file and gave it back to get it into the system. The customer was aware of the quirks of their accounting system and, in the end, the customer is happy with this solution and we are looking forward to placing

-=Good Selling=-

Wide Format

Comparing the Ricoh MP W6700 vs the KIP 7172 Large Format Printers

Art Post · 8/30/191:30 PM

There’s quite a bit to think about when comparing large format printers. I’ll let you know up front that I resell Ricoh large format printers. Yes, I’m a little biased when it comes to value and reliability. However when it comes to features and specs, well they are what they are. Thus, I’d like to share 5 features that make the Ricoh MP W6700 large format printer the device to acquire.

Compact Design

In most cases when clients are considering a large format printer, the space on where to place the printer is a top concern. Depth and height is usually not the issue, it’s the width of the device. The KIP 7172 requires 63 inches of width while the Ricoh MP W6700 only requires 49 inches of width. In addition the Ricoh comes in almost 30 pounds lighter which is a plus if the device needs to moved to a second floor. Advantage if space is a concern goes to Ricoh.

Output of Prints & Copies

Another area of top concern to many clients is how many prints can be stacked in the exit tray. KIP 7172 uses a top exit stack tray, when reviewing the brochure there is no mention of how many prints the tray will hold. The Ricoh MP W6700 has a front exit (see below) that will stack 100 pages of “D” size drawings. In addition with the new ROT-2 (option), the Ricoh will stack up to 100 “E” size drawings. Thus if stacking more drawings is a concern then Ricoh scores another advantage.

Scanning Productivity

Both of these devices offer scan2email, scan2fold, and scan2USB. In my time out in the field there aren’t many clients that only need to scan one drawing. In most cases they need to scan a set of drawings. Those sets can rage from 5 to 50 drawings. When scanning with the KIP 7172 once you have set the document to scan you have to wait for the document to come back to you. It’s a turn around guide that sends the document right back to you. Thus there is no exit stack tray for the scans. I call it one in and one out.

The Ricoh has an exit stack tray tray. Thus when you have multiple documents you need to scan, you can insert one after the other. There is no waiting for the document to scan and then remove. This saves and incredible amount of time when scanning bid-sets or architectural plans. Advantage for Ricoh.

Storage

Some might not think this is a big deal. However when space it tight, storage of paper rolls and toner is a concern. The KIP 7172 offers no storage for paper or toner at the device. See pic below

The Ricoh MP W6700SP is unique in that there is storage space located at the very bottom of the device. That space can used for for paper, toner, and extra roll holders. See pic below

TWAIN Scanning

TWAIN scanning often over looked and not many understand what TWAIN scanning is. All multi-functional devices that scan, print and copy offer “push” scanning. Which means when you scan from one of these devices you are “pushing” the document to a location on the network, email address or pc.

TWAIN scanning means that the document or drawing that is placed in the scanner is “pulled” back to the pc. Thus most software programs or business lines of software will allow you to “pull” that drawing into the software or a client record in the business line of software. Having the ability to “pull” the document can save quite a bit of time over “push” scanning.

Summary

In my eyes, both devices will work very well in low to mid-volume environments. Both offer color scanning, both offer a decent speed of printing. KIP 7172 coming in at 6 “D” size pages per minute and the Ricoh MP W6700 at 6.7 “D” size per minute.

Feel free to email me if you have any additional questions apost@p4photel.com

R.J. Stasieczko

It's The End Of The Day With Ray! 49 vs 53 (Video)

Art Post · 8/30/199:30 AM

This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 5 Years Ago (First Week of September 2014)

Art Post · 8/29/199:41 PM

There's a really cool blog below about cold calling for wide format. If you don't cold call for wide format that's cool too. Cold calling still works but you need a plan. I ended up selling that client, the lease is up this month, however I did sell him on pre-owned and the purchase option was $1. Actually going there tomorrow!

Enjoy these awesome threads from ten years ago this week!

Inbound Marketing For Sales Reps (and Sales Vets)

Czech · 9/1/144:31 PM

. (I certainly have.) Last year Xerox was the only company who understood how to leverage Google AdWords. This year, Ricoh's Laserfiche banners and Kyocera's display ads show up on almost every website I visit. Dealers are updating their websites and most of the big players are using Twitter to further engage with their audience. Thanks to pioneers such as Dealer Marketing having great success (Darrell Amy is a great guy), more and more people want a piece of the action offering dealerships

Topic

Commercial Printers Speed Output and Expand Color Capabilities With the New Konica Minolta bizhub PRESS C1100

Art Post · 9/2/148:32 AM

Commercial Printers Speed Output and Expand Color Capabilities With the New Konica Minolta bizhub PRESS C1100 RAMSEY, NJ --(Marketwired - August 28, 2014) - Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ) today announces that four leading commercial printers have experienced faster turnaround times, improved reliability, enhanced color consistency, and improved overall print shop productivity with the new bizhub® PRESS C1100 color digital press. Ideal for commercial printers

Topic

Konica Minolta Named Exclusive Distribution Partner for MGI in Japan

Art Post · 9/3/1410:35 PM

Michael Abergel, Executive Vice President of MGI. “Konica Minolta is the ideal partner to expand our sales and service into Japan. I am confident this strategic partnership will continue to further increase the presence of both companies in the Japanese print industry.”

File Premium

Art Post · 9/3/1410:50 PM

http://www.officesupplybids.co...63-Lease-Copier.html

Topic

Campaign Management for Commercial Printers

Art Post · 9/2/148:35 AM

Topic

Fuji Xerox Recognizes Altera with 2014 Premier Partner Award

Art Post · 9/2/1410:34 PM

SAN JOSE, Calif., Sept. 2, 2014 /PRNewswire/ --Altera Corporationtoday announced it has been recognized as a 2014 Premier Partner by Fuji Xerox Co., Ltd. Fuji Xerox is headquartered in Japan and develops, produces and sells xerography (or electrophotographic) and document-related products and services in the Asia-Pacific region. This is the second consecutive year Altera has received the Premier Partner Award from Fuji Xerox, having earned once again the highest marks in technology excellence

Topic

Samsung Electronics Acquires PrinterOn, Enhances Cloud Solutions Offerings for B2B Customers

Art Post · 9/7/148:11 PM

understanding of mobile cloud-based solutions." In light of the rapid proliferation of smartphones and tablets in schools and offices, PrinterOn's solutions have been designed to meet a growing need for mobile printing solutions that allow users to print from any mobile device to any printer they choose, while also being simple and easy to use. Such solutions include, among others, high quality document rendering in multiple formats, multiple print submission and print job delivery methods, and key

Topic

New Study Shows Optimism Among Managed Print Service Providers

Art Post · 9/3/1410:22 PM

By Christine Kern Despite the growing emphasis on digital records, print remains a critical function in the business world. According to CompTIA research, 98 percent of U.S. workers printed at least once during the past quarter. Self-reported print volumes tend to follow a bell-shaped curve, with firms at the endpoints on the high side or low side of print output. Overall, businesses report generally high levels of satisfaction with print functionality and support, although room for

Member

DTP313

VIP

Blog Post

Why I Still Cold Call in Person!

Art Post · 9/4/1411:44 PM

clips section of this site ). We spent about 30 minutes talking about the advantages, find out his pain points and left with an appointment to review the cost analysis I would prepare for him! Yea! Half the battle was done in 30 minutes or less, and there's a potential net new customer, and someone who can realize an immediate ROI by changing systems. In all my years of selling, I've always taken the approach that you never know what tomorrow will bring you. If you do your work, many of those

Re: New Products

Wow...they also make HP's e-Print. I wonder if they're doing this to lock other manufacturers from using the technology or to build up valuable licensing revenue. Despite Samsung's constant battle with Apple (both for market share and in court), Samsung makes chips for a lot of Apple products, so they have no problem taking competitor's money for use of their technology.

Re: New Products

yeti · 9/5/144:06 PM

Printeron also owns allot of patents for mobile print. I wonder if this was a play for the IP alone.

Re: Samsung Announces the World’s 1st Printer Powered by Android™

SalesServiceGuy · 9/7/1410:50 PM

The obvious question is can it print to an iOS device? I get many more requests to print from an iPhone/iPad than an Android device x50.

-=Good Selling=-

R.J. Stasieczko

It’s The End of The Day With Ray! 3 is Bigger than 4

Art Post · 8/29/199:30 AM

R.J. Stasieczko

Ray Talks With Milton Bartley

Art Post · 8/28/199:30 AM

Memoirs of a Copier Sales Person Sales Sales Hacks

Ditching the Polo Shirt Can Increase Your Sales

Art Post · 8/27/1910:40 PM

I needed to get this out there because it's been bugging me for sometime. What's the deal with sales people wearing polo shirts while visiting net new clients or how about any client? What the frack is next polo shorts? Just want to clarify that I'm seeing more of this with how men are dressing rather than women.

You're going to visit a net new client, and your wardrobe consists of a polo shirt (some may have a company logo), wrinkled khakis and old worn out loafers?

Am I past my time because I believe that you should look your best on a sales call? For me it starts with clean polished shoes, pressed pants, pressed shirt (with collar stays) and a tie when visiting a net new account. I'll be the first to admit that if I'm with an existing client by all means I'm dropping the tie. Is there a new sales fashion left me behind?

Reasons

I'm going to answer my own question and state "no it hasn't". There's only a few reasons for not wanted to look like a professional when visiting clients.

1) Laziness: Not wanting to take the time to go to the cleaners for pick up or drop off. Today most cleaners offer pick up and delivery services. Thus the only thing I can think of is laziness.

2) Cheap: They don't want to spend the bucks to have pants pressed along with your shirts. Yeah, I know it's an extra expense and at times it can run a $100 bucks a month, however I know I'm putting my best foot forward to look good.

3) Don't Care: It's my guess that many reps don't care about the image of the company they are projecting to a net new prospect.

First 5 Minutes

Most buyers are summing you up in the first couple of minutes from the way you groom, the clothes you wear, your shoes (most important) and the way you speak. I mention the shoes because it's one of the first things I look at when meeting someone in a business meeting. In most cases shoes can tell the story about whether that person is successful or not.

I understand times have changed because back in the eighties I was the guy that was going to the office everyday with a three piece suit. The vest, the jacket, the tie, the slacks it all happened everyday. I may not have known that much about business or selling copiers back in those days but I sure did look like I was successful. We hear over and over that people do business with people they like. I'm here to tell you that people also like to do business with other people that are successful. Thus, when you walk in the door well groomed and put together you've earned yourself a some additional minutes in the prospect eyes to sum you up. Arriving in the polo shirt, pants that aren't pressed and dirty shoes shows the client that you're not a professional at what you do. You won't be taken seriously when other porfessionals are to be considered.

The Kid

Just a quick story about baseball and a kid I knew that had an excellent arm in high school. At the end of his freshman year he was promoted to varsity baseball. He was lean, athletic and had a good arm. Sophomore year, he started varsity, pitched some big games, was hitting 86 on the jugs gun, still lean and mean. After the sophomore year this kid thought he was gold, stopped working out, gained a some weight. Junior year (this is the year when scouts start coming around), while he still had a good arm and was touching 90 baseball scouts took a look at the kid, saw the weight issue and immediately labeled him as "lazy". Kid never got drafted because of the scouts first impression of that person.

Dress for Success

Yay, yay it's an old worn out term. But for those that maybe reading this and those that maybe be wearing those polo shirts and khakis maybe it's time to shake things up. Maybe it's time to make a statement that you are the professional and you're there to earn there trust and their business. Do I like getting dressed up everyday? No fracking way, however I do understand that if I want to be successful I need to play the part.

-=Good Selling=-

Perception Is Reality... You Are What Your Customers Say You Are!

Larry Levine · 8/25/199:05 AM

There are things known and there are things unknown and in between are the doors of perception

Aldous Huxley

When's the last time you've asked one of your clients what they thought of you?

I'm deeply concerned that many in sales have taken their clients for granted. They've failed at building, nurturing and growing their relationships. Building relationships with your clients is not a light switch you turn on then off. It's the emotional connection, the human connection and the heartfelt connection you make with each and every one of them.

Think about this the next time you have a conversation with one of your clients.

Whose fault is it that you're being pigeon-holed as a commodity?

No matter how excellent you think you are, your success depends first and foremost upon how good you are in your customers’ minds when responding to their ever-changing needs.

John Mackey (CEO, Whole Foods) nails it,

“For us, our most important stakeholder is not our stockholders, it is our customers. We’re in business to serve the needs and desires of our core customer base.”

YOUR CUSTOMERS MINDSET MATTERS

Unfortunately, there's rampant mistrust for many in sales, no matter what industry.

A stereotypical mindset runs rampant within our society and in business. Relationship and promise bridges have crumbled as moments of being let down are all too fresh their mind.

This stark reality places a damper on 'sales professionals' who place their clients on a pedestal, placing their needs above their very own. They are faced with widespread prejudice that must be overcome.

Here's the cold hard truth, your customer's mindset does impact you. You must realize what you say, what you do and how you approach problems will have immediate and direct impact on your success.

How well do you truly know your customers and how well do they know you?

The one thing that counts is what your customers think of you. You are what your customers say you are!

CHANGE THEIR MINDSET

If you want to be viewed as being 'great', if you want to be viewed as a true 'sales professional' then learn to become a servant. Stop selling…Start serving... Start being a leader of yourself and lead with your heart!

Many of you may find it exhausting, many of you may find it stressful but those sales professionals who lead with their heart and seek to serve their clients, change how they're perceived immediately.

Adopting a servant led mindset takes a conscious effort by learning and committing to develop self effectiveness in areas such as:

Listening
Empathy
Stewardship
Building Community
Foresight

Think about stewardship with your clients. Make the commitment to grow relationships not for sales sake but to genuinely and with a sincere heart build a great community of clients.

You are what your customers say you are

DEVELOP A NEW MINDSET

Change your mindset to change their perception.

Truly get to know your clients, take the sales hat off, roll up your sleeves and engage in healthy conversations.

Are you having meaningful discussions with your clients outside of the selling process?
How many relationships are you developing and nourishing?

Develop a sincere desire and demonstrate you're interested in your client's world and what motivates them.

I'm curious...

When was the last time you had a conversation with one your customers that didn't involve trying to sell them something?

SERVING MINDSET

You serve as the liaison between your customer, your company and the products and services you provide. Learn to serve with each and every client. Lead with your heart.

A servant has a sincere, genuine and authentic desire to serve
A servant is all in and digs in deep
A servant is focused in on serving the needs of the person sitting right in front of them.

A servant gives a rip!

We all have an opportunity to serve. I can't think of a greater return on investment.

A Servants mindset:

I want to please you
I want to make you feel special
I want you to know I love having you as a customer
Making you happy, it's not my job, it is my purpose!

LISTENING MINDSET

Listen with intent to learn and without an agenda. It's not about you, your wants nor needs, it's about them. Too many come to the sales table with knives, forks and their own agenda.

Stop thinking about your quotas and commissions.

Ditch the hidden agenda and leave it back at the office. Sincerely focus on your customer and how what you sell can best serve their hopes, dreams and goals.

Zig Ziglar said it best,

“You can have everything in life that you want if you just give enough other people what they want.”

Sales professionals seek to understand the needs, concerns, desires, issues, challenges and listen with curious intent.

An amateur sales rep sells products, a professional sells a solution to the clients' problems.

APPRECIATIVE MINDSET

How your customers feel about you and their willingness to continue doing business with you are closely related. In their eyes it’s all about them. If they feel valued and are treated with care and attention, aren't they more likely to become loyal?

A major factor to the customer experience is customer appreciation. How are surprising and delighting your customers throughout the year?

Appreciation, it takes practice, consistency and the true understanding of people.

Meaningful and credible relationships do matter. Integrating the use of SendOutCards is hands down how you ratchet up relationship building and appreciation. This is how you create an emotional one-on-one connection and a memorable experience. I guarantee a personalized card and tugging on one's heart strings, the card will never been thrown away.

Send a card for free to one of your customers... https://www.sendoutcards.com/app/business

I promise you'll create loyal customers and provide a memorable experience worth talking about.

A true human connection lives beyond surface level.

IT'S YOUR RESPONSIBILITY

It's your responsibility to understand what your clients say about you! As a sales professional who's focused on long-term success, your main responsibility is to profitably serve your clients.

By learning to change their perception of you, you will slowly but surely, eliminate the negative perception of salespeople.

Approach each client with the utmost of integrity. Remember, be authentic, be real, be genuine and most of all sell from the heart!

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

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback and Kindle. You can click on the book image below and this will take you to Amazon.

You can find more material inside Selling From The Heart.

In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

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

MSP & MSSP & IT Industry Notes

MSP & MSSP Industry Notes for August 25th, 2019

Art Post · 8/25/1912:00 AM

August 25^th 2019

MSP & MSSP Industry Notes

Coreio Inc. Acquires intelliNet Technologies Inc. to Enhance Managed Services Offering

Coreio Inc., based in Toronto, Canada delivers IT infrastructure and Operations solutions for enterprise companies, 35 years in business
intelliNet Technologies, based in Richmond British Columbia, founded in 2001 offers field services and managed services to clients in Canada and United States
Coreio Inc., now has more than 200 locations across Canada and service delivery in under 2 hours to nearly every part of Canada

IT Solutions Acquires SecurElement, Expands Cloud, Security Offerings and MSP Footprint in the Mid-Atlantic Region

IT Solutions Consulting Inc., full service IT, that provides managed services, clould services and custom application development since 1995 in the Greater Philadelphia and Mid-Atlantic region
100% employee owned, recognized by CRN and Channel Futures as one of the top managed service providers in the United States and worldwide
SecurElement based in Malvern, PA., offer IT solutions and partners with Microsoft, Cisco, Dell, Barracuda

Fauna Introduces the Industry's First Managed Serverless Database Service

Fuana based in San Francisco California and Boston, Massachusetts provides serverless cloud database FaunaDB
Funded by Point72 Ventures, CRV, Data Collective, and Quest Venture Partners, with strategic investment from GV (formerly Google Ventures, a division of Alphabet), Capital One Growth Ventures, and LINE Corporation.
FuanaDB data management solutions with new operational controls
Enterprise-grade support and SLAs

Change data feed or stream
Query log auditing
Operational monitoring integration
Customer-defined local endpoints
Customer-defined data locality
Backup and restore tailored to meet compliance needs
Isolated environments as needed for development, testing and staging

CenturyLink Launches Fully Managed VMware Cloud on AWS Service

CenturyLink based in Monroe, Louisiana delivers hybrid networking, clould connectivity and security solutions to clients in more than 60 countries
Launching CenturyLink® Private Cloud for VMware Cloud on AWS at VMworld 2019
Managed service that simplifies the way enterprises build software defined data centers
Clients can pay monthly for the service

IT Solutions Acquires SecurElement, Expands Cloud, Security Offerings and MSP Footprint in the ...

NTT DATA Services is a division of NTT DATA Corporation, operates out of Plano, Texas
Recognized as a Microsoft Azure Expert Services Provider
NTT DATA Corporation operates in more than 50 countries and provides IT services for more than 120,000 professionals

DXC Technology Extends its Leading Service Management and Security Operations Capabilities with Acquisition of Syscom

DXC Technology based in Tysons, Virginia, offers end-to-end IT services. DXC global reach is more than 6,000 private and public sector clients in 70 countries
Syscom founded in 1987, is a leading provider of service management and security consulting in Norway

Agio Launches New Cybersecurity Technical Testing Program

Agio provider of cybersecurity, managed IT services for the financial services, healthcare and payments industries
Agio headquartered in New York City, New York, with offices in Raleigh, North Carolina, and Norman, Oklahoma. Employees more than 250
- Offering cybersecurity testing services with four categories

Penetration Tests & Vulnerability Assessments
Attach & Breach Simulations
Security Architecture & Configuration
End-User Technical Evaluations

Deloitte teams up with Splunk on cybersecurity offering

Deloitte provides industry-leading audit, consulting, tax, and advisory services to many of the world's most admired brands, including 80 percent of the Fortune 500.
Deloitte’s Fusion Managed Services provides cyber defenses to help companies protect data and monitor, detect, investigate and respond to attacks
Leveraging Splunk’s Phantom security platform
Splunk based in San Francisco, California offer solutions to monitor, in investigate and act on business, IT, security and IoT data

Cogeco Peer 1 Changes Name to Aptum Technologies; Adds New Services to Enhance and Expand Hybrid Cloud Offerings

Cogeco Peer 1 based in Toronto, Canada offers managed hosting and cloud services
Digital Colony (global investment firm) acquired Cogeco Peer 1 in April of 2019
Two new offerings
- Managed Amazon Web Services (AWS)
- New Cloud Connect

IT Lab acquires Mirus IT

Itlab headquarter in London, England with offices in Manchester and Cape Town, South Africa
2018 Channel Futures MSP 501 winner
Offers full service IT, Managed Could Services, Consultancy and Change, Business Applications, Productivity Applications along with Cyber Security
Itlab purchased Content & Code in 2018, in 2017 itlab acquired Perspective Risk
Itlab now has more than 890 clients along with 700 staff working in London, Manchester, Cape Town and Milton Keynes
Mirus IT started in 2002 with a regional office in London and is based out of Milton Keynes, England
Mirus IT, Strategic IT, Print & Telephony Services & Support for SME's & SMB's

SPS Ranked No. 2 Among Inbound Document Management Providers

Swiss Post Solutions outsourcing provider for business process solutions along with innovative service in document management
Swiss Post Group headquartered om Bern, Switzerland. Employees 7,000 and focuses on banking, insurance, telecommunications and healthcare companies
States global data volumes with hit 150 zettabytes by 2025

Buchanan Technologies partners with Lightview Capital

Buchanan USA headquarter in Grapevine, Texas. Canada headquarters located in Mississauga, Ontario.
Provides IT support and services for corporations around the world
Employees more than 500 experienced consultants, engineers and architects
Buchanan services include Cloud Services, Service Desk, Professional Services, On-Site Field Services, Depot Service and Technology Consulting
“Managed IT Service Provider is a strong platform for continued expansion”, stated Rich Erickson, Co-founder and Managing Direct or Lightview Capital
Lightview Capital is a leading private equity firm investing exclusively in business services sectors across the middle market.
Lightview Capital founded in 201=2 and headquarters is in New Jersey

41% share of the ink and cartridge market, according to Lyra, hopes that Vivera can help it prove those predictions wrong. The printer heavyweight argues that ink -- as much as hardware -- makes beautiful photos. HP claims that pictures printed with Vivera's special-formula ink -- on Vivera-branded photo paper and new, Vivera-compatible printers -- will last more than 100 years without fading. The quality would be dramatically reduced were the consumer to use an HP printer with non-HP ink or paper

Member

Ivoeg

Topic

aficio 850 print controller

ibreatheozone · 8/26/047:52 PM

has anyone tried using this on a 550, will it work?thanks,Gregg

Re: Leads in Ohio

Boston Mike · 8/24/048:43 AM

8/26/049:23 PM

Download attached pdf This document has been archived, please send me an email in order to purchase. art@p4photel.com Kyocera 2035 Muni Proposal (August 2004)

Topic

Midmarket Spending Is HOT

8/23/0411:55 AM

their midmarket companies was higher than last year. What's more, fully 93 percent say they anticipate midmarket spending will improve this year, compared with 2003. Solution providers said that average sales cycles in the midmarket remained relatively stable, with 54 percent of the 74 solution providers surveyed reporting no change in length of time it took to close a sale. On either end of the spectrum, however, one out of four (25 percent) said their sales cycles have increased, while

Re: The Harder I work, the luckier I get.

Neal · 8/25/047:39 AM

hard work, perserverence and a never give up attitude....i was always told that the difference between the good salesperson and the great one is that the great ones do the little things that the others don't like doing. just remember that the difference between the greatest golfer in the world and one that barely makes the tour is usually no more than on or two strokes a round.

Re: The Harder I work, the luckier I get.

merlin · 8/25/048:49 AM

Art, you gave alot of good advice and I hope the younger people in this business will listen. I to have been in this business for 24 years and in sales for 32 years. I also cover a rural area in western NY. And yes, I can't tell you how many accounts I first broke into with a 12CPM or 15CPM that latter let to multi-machine placements. To this day I will still take a short deal to open a new account hope in to let to other sales. IF I had one word of advice it's to follow-up on all your sales

Re: Aficio 180 PC Fax Expander ?s

8/25/042:22 PM

Both of them use a serial cable to connect from the PC to the copier mode. Therefore, the modem is local to the PC and not a node on the NW. As far as I know a local modem cannot be shared. Newer machines can intergrate the modem into their system which in on the network. Ex. The AF220 required a cable for the modem and a cable for the printer and a cable for the scanner. 2 network drops. Bottom line. Cant do it.

Re: The Harder I work, the luckier I get.

Neal · 8/26/048:19 AM

boy that's the truth. too often salespersons get a comfort level with only one person in an account that eventually ends up biting them on the backside. nurturing contact at all levels in an account is oh so vital. from end users to department heads to purchasing to c-levels. the more bases you cover the more solid the relationship.

Re: Leads in Arizona

Boston Mike · 8/24/048:14 AM

Main Street Restaurant Group Inc. http://www.mainandmain.com Nasdaq:MAIN WHAT IT DOES It operates four restaurant brands. (number of employees: 2300) EVENT 08-18-2004--Announced the appointment of a new Vice President of Marketing SALES NOTES potential opportunity to provide... - products and services to support increased marketing activities; services may include PR activities, collateral material development, advertising, and direct marketing services - services to support increased business

Re: Leads in California

Boston Mike · 8/24/048:15 AM

proceeds for acquisitions. STATED PARTNERS/ALLIANCES none stated PEOPLE Eric E. Schmidt, Ph.D. Chief Executive Officer Larry Page Co-founder and President, Products Sergey Brin Co-founder and President, Technology Omid Kordestani Senior Vice President, Worldwide Sales and Field Operations Wayne Rosing Vice President, Engineering Cindy McCaffrey Vice President, Corporate Marketing George Reyes Chief Financial Officer Jonathan Rosenberg Vice President, Product Management David C. Drummond Vice

Re: Leads in Connecticut

Boston Mike · 8/24/048:18 AM

Silgan Holdings, Inc. http://www.silgan.com Nasdaq:SLGN WHAT IT DOES It manufactures metal and plastic consumer good packaging products. (number of employees: 8400) EVENT 08-16-2004--Announced the appointment of a new Executive Vice President and Chief Financial Officer SALES NOTES potential opportunity to provide... - equipment and systems for operational requirements Robert B. Lewis is the new Executive Vice President and Chief Financial Officer. Anthony J. Allott was promoted to President of

Re: Leads in Maryland

Boston Mike · 8/24/048:25 AM

Sentito Networks, Inc. http://www.sentito.com WHAT IT DOES It provides VoIP switching and service solutions for global telecommunications service providers. (number of employees: 81) EVENT 08-17-2004--$9.5 million in a Series D round of funding led by Core Capital Partners OPPORTUNITIES company expected to make purchases to support... - expanding sales and marketing initiatives potential opportunity to provide... - products and services to support increased sales activities - products and

Re: Leads in Michigan

Boston Mike · 8/24/048:40 AM

Dellego Technologies http://www.dellego.com WHAT IT DOES It develops business and technology strategies for manufacturers and distributors. EVENT 08-18-2004--$1.5 million in funding OPPORTUNITIES company expected to make purchases to support... - product development - sales and marketing efforts - relocating corporate headquarters potential opportunity to provide... - products and services to support increased sales activities - brand management and advertising services - tools and services for

Re: Leads in Pennslyvania

Boston Mike · 8/24/048:44 AM

Executive Vice President of Business Development and Sales. The company plans to move its headquarters to New Jersey. STATED PARTNERS/ALLIANCES none stated PEOPLE Stephen G. Waldis President and Chief Executive Officer David E. Berry Vice President and Chief Technology Officer Lawrence R. Irving Chief Financial Officer Andy Cox Chief Information Officer Peter Halis Executive Vice President of Sales and Operations Joy Nemitz Executive Vice President of Business Development and Sales OFFICE(S

Re: Leads in Texas

Boston Mike · 8/24/048:46 AM

: 713-521-2120 -------------------------------------------------------------------------------- BuildForge, Inc. http://www.buildforge.com WHAT IT DOES It provides software development integration solutions that manage and automate build and release processes to accelerate development cycles. EVENT 08-19-2004--Announced the appointment of a new Vice President of Sales SALES NOTES potential opportunity to provide... - sales training programs - software and systems specific to the sales function

Re: Leads in Utah

Boston Mike · 8/24/048:47 AM

Agilix Labs, Inc. http://www.agilix.com WHAT IT DOES It develops mobilized software solutions to support wired and wireless networks. EVENT 08-16-2004--$4.35 million in a round of funding led by vSpring Capital OPPORTUNITIES company expected to make purchases to support... - expanding sales and marketing organization - supporting research & development team potential opportunity to provide... - sales training programs - software and systems specific to the sales function - products and services

Re: Leads in Washington

Boston Mike · 8/24/048:49 AM

Captaris, Inc. http://www.captaris.com Nasdaq:CAPA WHAT IT DOES It provides business information delivery solutions that integrate, process and automate the flow of messages, data and documents. (number of employees: 315) EVENT 08-19-2004--Announced the appointment of a new Senior Vice President of Global Sales and Field Operations SALES NOTES potential opportunity to provide... - sales training programs - software and systems specific to the sales function - products and services to support a

Re: 240W User Poll

John · 8/24/048:10 PM

Regarding bandit's last post, I will try that tomorrow on a newly installed system. We have one problem and that is that when we scan a PDF at 150dpi we do not see it in the image window or in Acrobat, but when we scan at 400dpi, we can see it and open it up in Acrobat reader. But when we open either one on a clients computer in Acrobat reader and try to send it to print, a blank page comes out of the 240. Maybe I just had a bad day, but what am I doing wrong?

Topic

240W cplf agreements

8/25/048:00 PM

Anyone out there selling an all inclusive cost per linear foot contract? This would include toner, developer, pm parts, and labor (no paper). If you are could you please post the pricing here or send me an email. Plus, what do you think of the performance of the systems that are under the "cplf". Thanx Art

Topic

240W problem

8/27/0410:57 AM

Got a call from the customer that they turned their system on this morning and the only available option to print from was the by-pass tray. The Auto and 36inch roll indicator were not even lit on the LCD display! Called our tech support, they had just set one up and they encountered the same problem. Any thought? Art

Re: Leads in British Columbia

Boston Mike · 8/24/048:14 AM

Serebra Learning Corporation http://www.serebra.com TSX:SBR WHAT IT DOES It designs and delivers e-learning solutions for corporations, schools, government organizations and individuals. EVENT 08-19-2004--Announced the appointment of a new Chief Financial Officer and a new Vice President, Sales and Marketing SALES NOTES potential opportunity to provide... - sales training programs - software and systems specific to the sales function - products and services to support a field sales force

Re: Leads in Colorado

Boston Mike · 8/24/048:17 AM

: 303-734-1727 Fax: 303-734-0330 -------------------------------------------------------------------------------- Newmerix Corporation http://www.newmerix.com WHAT IT DOES It provides automated testing and change management software for packaged applications. EVENT 08-16-2004--$7 million in a Series B round of financing led by Siemens Venture Capital GmbH OPPORTUNITIES company expected to make purchases to support... - growing research and development, sales and marketing staff - product development potential

Re: Leads in Florida

Boston Mike · 8/24/048:22 AM

Invisa, Inc. http://www.invisa.com OTCBB:INSA.OB WHAT IT DOES It develops, manufactures, markets and licenses electronic sensor systems for safety and security applications. (number of employees: 8) EVENT 08-18-2004--$2.2 million in a private placement OPPORTUNITIES company expected to make purchases to support... - research and development - working capital - sales and marketing potential opportunity to provide... - products and services to support increased sales activities - products and

Re: Leads in Georgia

Boston Mike · 8/24/048:23 AM

Brickstream Corporation http://www.brickstream.com WHAT IT DOES It develops customer intelligence software solutions for brick-and-mortar retailers. EVENT 08-16-2004--$9 million in a Series B round of funding led by RBC Technology Ventures OPPORTUNITIES company expected to make purchases to support... - expanding product development - growing sales and marketing efforts - opening an operation in the United Kingdom potential opportunity to provide... - products and services to support a field

Re: Leads in Indiana

Boston Mike · 8/24/048:24 AM

Suros Surgical Systems Inc. http://www.surossurgical.com WHAT IT DOES It manufactures medical devices for minimally invasive tissue excision and biopsy within multiple surgical specialties. (number of employees: 75) EVENT 08-18-2004--$12 million in funding OPPORTUNITIES company expected to make purchases to support... - accelerating market growth - growing product diversity potential opportunity to provide... - products and services to support increased sales activities - products and services

Re: Leads in Massachusetts

Boston Mike · 8/24/048:39 AM

Software, Inc. http://www.smarttime.com WHAT IT DOES It provides workforce optimization software and services to large companies with diverse workforces. EVENT 08-17-2004--$6.3 million in a Series C round of funding OPPORTUNITIES company expected to make purchases to support... - product development - expanding sales, marketing and client services resources potential opportunity to provide... - sales training programs - software and systems specific to the sales function - recruiting for sales

Re: Leads in Ontario

Boston Mike · 8/24/048:44 AM

Certicom Corporation http://www.certicom.com TSX:CIC WHAT IT DOES It develops digital encryption and authentication technology to embed security in software and devices used in mobile computing. (number of employees: 112) EVENT 08-18-2004--Announced the appointment of a new Vice President, Worldwide Sales SALES NOTES potential opportunity to provide... - sales training programs - software and systems specific to the sales function - products and services to support a field sales force

Re: Leads in Virgina

Boston Mike · 8/24/048:48 AM

Excedent Technologies http://www.excedent.com WHAT IT DOES It provides managed email hosting with integrated security threat prevention to service providers. EVENT 08-16-2004--Announced the relocation of its corporate headquarters from Northern Virginia to the campus of Virginia Tech SALES NOTES potential opportunity to provide... - sales training programs - software and systems specific to the sales function - recruiting for sales professionals - recruiting services for marketing professionals

Re: JP4500 Quality !

Scott Holloway · 8/26/042:38 PM

I agree on the quality. I showed sample prints of a document to my boss (that thinks digital duplicators are just no good)leading him to believe we were not talking about the quality of the image, but the information on the page. At the end of the conversation I asked what he thought of the quality and he was sure it came off a copier. Now he wants to know if it has good tight registration and how it does 4 pass color reproduction. Any help appreciated.

Re: JP4500 Quality !

8/26/044:44 PM

Guys, I took a chance and placed a 4500 in a print shop. He is enthralled with the copy/print technology. Ink yields compared to the JP3000 have been outrageous. He's averaging 11K per cartridge on long runs. He has not complained about registration, and he is doing single color NCR. As far as registration for 4 color work, the jury is still out. The JP4500 uses does the new press roiller design that is in the JP5500 and the JP8500. As far as working with the Seri, they should find a way to

Re: 240W problem

Graham · 8/27/0411:24 AM

Is that to PRINT from or copy from. If it is only to Print from, that may be a function of the server and you might have a solution as simple as shutting down the unit and the PC then bringing the 240 back up THEN the PC. I had a similar problem on a 470W and that solved the issue for me. Just a thought. Graham

Topic

Backorders! Why?

8/30/046:23 PM

Reports that Ricoh does not have hard drives and interfaces for these systems. Is anyone else having this problem? Thanx Art

This Week in the Copier Industry 10 Years Ago

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

Art Post · 8/23/1910:29 PM

It's Friday night about 10:30PM here in New Jersey. Still watching the Mets vs Braves. Now the bottom of the 11th in a 1-1 affair. LFGM!

Enjoy these threads from ten years ago this week!

Konica Minolta Adds Regional Aftermarket Managers

GMAN · 8/27/092:03 PM

. In the position, Gerry will be responsible for managing all aspects of Konica Minolta Dealer Aftermarket business (parts and supplies) within the entire East Region. Gerry joins Konica Minolta from Ricoh Corporation, where her most recent position was Executive Aftermarket Manager for both Savin and Lanier brands for the Eastern Region. Gerry began her career at Ricoh, where she held a variety of sales and marketing positions, to later support various dealers in Sales, Telemarketing, Training

Topic

How to install Konica Minolta bizhub Print Drivers

8/23/098:15 PM

Survey

8/30/0910:07 PM

Zealand’s sales declined from $180.4 million to $174.1 million, while Fuji Xerox Finance recorded an increase in revenue, from $63.3 million to $66.9 million. Average achieved pricing per unit fell sharply, but the company sold more units year-on-year, Duffy says. “The owners are pleased with the performance,” he says. Falling interest rates in New Zealand led to part of the loss, a one-off $7 million, on swap derivatives, says Mark Allright, Fuji Xerox New Zealand’s chief financial officer

Topic

Konica Minolta bizhub C550 30S CM

8/23/098:14 PM

Topic

Re: c450 and microsoft publisher

montecore · 8/24/099:22 PM

Hey Art, I can assist you on this answer. First Konica Minolta drivers do not work well with Publisher. I have some documentation on this issue that I will have to find scan and send to you. What version of Publisher? This is an issue with Publisher 2000 and 2003....it since has been corrected in 2007. I have successfully helped end users with this same situation. PrintShop Mail is not a cheap solution and is a 3rd party application that the end user most likely will not buy. This is usually

Topic

Forms Printing w/carbonless & Stapling

8/25/0911:48 PM

Ok, its been ahile for me on this one. My customer is using Timberline accounting software and he needs to print forms. I am under the impression that we can direct the forms to a printer. But we need the printer to print the same form twice and then auto staple the form. How is this done? Is it additional software or just a modification of the print stream?

Topic

How to Rebuild toshiba estudio copier.DISASSEMBLY & REPLACEMENT the DRUM UNIT.

8/26/0912:53 AM

Copier - Toshiba EStudio 2500c,3500c,3510c - Drum - Click here for funny video clips

Topic

Sharp gives new Frontier series to VAR's!!

8/23/0911:16 PM

Art Post · 8/27/1410:43 PM

With everyone jumping through their butts about thedownward spiral of the printed page, don't despair the Savior has Arrived! Leave it up to those inventive Japanese Engineers!! Fuji Xerox's concept robot printer will deliver those documents right to your desk!!!! There was only a short little blurb about this system, however, the system will only start printing your documents when it arrives at your desk. How about that!! Nice idea, but, at my age, I have a tuff enough time walking around the

Topic

ARC Document Solutions Customer Testimonial of the ColorWave 650 Large Format Printer

Art Post · 8/26/1411:00 PM

Topic

Epson Showcasing Leading Label Solutions at Labelexpo

Art Post · 8/26/1410:34 PM

-operate inkjet digital label presses that make high-quality, short-run label printing easier and more efficient. Delivering exceptional print quality and accurate color reproduction, as well as innovative printing features, the L-4033A/AW are cost-effective and reliable solutions that allow printers to expand their service offerings and improve profitability. As part of the Labelexpo Inkjet Trail, each of the five inkjet manufacturers will receive the same origination for a food, personal care and

Member

pmcfarland

Comment

Re: If I Were King of My Sales Department

BCarroll · 8/27/1410:12 AM

Great post! 11. Assign a rep a topic (round robin) to present at the next weekly sales meeting. Rules- show the team a new selling feature / function / solution, present it as you would to a client, and keep it short ( 5 minutes max) sweet. After presenting, stand and receive constructive criticism from the rest of the team. Keep it fun and informative- but don't take it the task lightly. This will improve product knowledge, research skills, and presentation skills.

Re: Sold MY First Xante Ricoh Envelope Press today

msaeger · 8/27/1411:57 AM

One was sold from our office. They are having some trouble with feeding so xante is sending them another print engine. I think it looks like a good system and have not read anything bad about them. We have a customer with another machine from us who bought a xante from someone else and they love it.

Re: kyocera/copystar wholesalers

24dude · 8/25/149:09 AM

Originally Posted by GCBS: Our company has some used 420i's, 520i's and even some super reliable black and white 3050's and 4050's. We also have some smaller desktop mfp's...FS-1135's and FS-3640's. If you need color we have some FS-2626's and 2126's. GCBS send me your contact information and i will see that our equipment purchaser gives you an opportunity next time we are looking for some used copystar/Kyocera's

Topic

Kofax’s Kapow Enterprise Named Trendsetting Product of 2014 by KMWorld

Art Post · 8/26/1410:30 PM

. Kofax delivers these through its own sales and service organization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and Asia Pacific. For more information, visit kofax.com . © 2014 Kofax Limited. Kofax is a registered trademark and First Mile and Kofax Kapow are trademarks of Kofax Limited. All other registered trademarks and trademarks are the property of their respective owners. Source: Kofax Read more here: http://www

Topic

National Government Statistics Bureau in Asia Pacific Invests $450,000 in Kofax Solution

Art Post · 8/29/1411:44 AM

20,000 customers in financial services, insurance, government, healthcare, business process outsourcing and other markets. Kofax delivers these through its own sales and service organization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and Asia Pacific. For more information, visit kofax.com. (c) 2014 Kofax Limited. Kofax is a registered trademark and First Mile, Kofax Kapow and Kofax Altosoft Insight are trademarks of Kofax

Topic

Nuance’s Dragon Voicemail-to-Text Platform to Join Deutsche Telekom’s Mobilbox Pro Service

Art Post · 8/29/1411:42 AM

, saving both time and money. People never have to write down the information from a voicemail; important numbers, names and addresses are easy to find, easy to access and will never get lost. Nuance’s Dragon Voice-to-Text is part of Nuance’s broad portfolio of voice innovations that continues to define a new generation of intelligent systems and personal assistant technologies, which includes Dragon NaturallySpeaking for PC, Dragon Dictate for Mac, Dragon Mobile Assistant for Android, Dragon

Event

From Chaos to Control - Improving Access to your Critical Information

8/27/142:00 PM

Member

Sion Yates

Blog Post

The Heavy Toll of Poor Data Security in Healthcare

Art Post · 8/27/148:00 AM

findings of analysis it conducted using information from the U.S. Department of Health and Human Services. According to the news provider, a study from the Identity Theft Resource Center found that medical organizations accounted for 43 percent of all breaches last year, and that the frequency of targeting is only going up. "It is more difficult, perhaps, for that industry to brush something under the rug and want to chance not disclosing it because the ramifications for being found out are pretty

File Premium

Art Post · 8/27/1411:21 AM

I like 11.!! I even like the rules better. Your thread also reminded me to add this. 12. Reps, especially new reps would be in charge of training their customers on how to use the system. At first, they would travel with the solutions engineer or (me)and watch them train the customer on how to print, copy and scan.

Re: Need help with MAC printing with Parallels Desktop

VinceMcHugh · 8/27/148:53 PM

Art, Parallels is a virtual Machine that exists within the Mac, but it is just like any other Windows 8 PC. You need a Windows 8 PS Driver (if that is the language on the Ricoh). Hope this helps! Vince PS: I run Windows 7 in Parallelson my Mac Airbook.

-=Good Selling=-

Contex

DataXport Marks 15 Years Using Contex Scanners

Art Post · 8/23/199:05 PM

Chantilly, VA — August 23, 2019 — Contex, the world leader in large format scanning, announces the 15-year anniversary of Contex customer and reseller DataXport. Based in El Paso, DataXport is a state-certified Historically Underutilized Business (HUB) and a minority- and women-owned enterprise. The company opened in 2003 as a service bureau and began using Contex large format scanners the following year. Today, DataXport offers document imaging, electronic document management, business process outsourcing, and contact center operations. The company also resells Contex scanners and holds four cooperative contracts that streamline the buying process for public sector organizations throughout the U.S.

The cooperative contracts include the Texas Department of Information Resources (DIR); Education Service Center Region 19, Allied States Cooperative (Region 19); The Interlocal Purchasing System (TIPS); and BuyBoard Purchasing Cooperative.

“When we started our business, we knew we wanted the best solutions. We wanted something reliable, that we trusted and could recommend to clients. Once we found the Contex scanners, we didn’t want to switch to any other,” comments Beatriz Fernandez, DataXport Business Development Director.

“DataXport provides a great service to their customers, and one of the ways they achieve this is with Contex’s high-quality scanning solutions,” comments Steve Blanken, General Manager, Contex Americas. “State agencies, universities, counties and cities, among others, benefit from DataXport’s expertise and their efficiencies, and we are happy to celebrate this notable milestone with them.”

DataXport provides scanning services to customers using two Contex HD Ultra wide format scanners. The services range from one-time backlog conversions to recurring scanning projects, averaging more than 100 million pages a year.

For more information, visit a www.contex.com or send email to salesamericas@contex.com.

About Contex
As the world’s leading developer and producer of large format imaging solutions, Contex leads the market with innovative technology and advanced scan and copy software applications. Sold worldwide in more than 100 countries, Contex solutions are recognized in a wide range of industries for reliability, value, high performance, and superb image quality. For more information, please visit www.contex.com.

Leases

Four Bad Leasing Clauses I Ran Across This Week

Art Post · 8/22/1910:04 PM

In the last few days I've seen some horrible contracts/agreements/leases that clients have signed for their copiers. My first thought was to blame the leasing companies for these lame leases, but it's not the leasing companies fault. In fact it's the fault of the dealer because the dealer has the ability to structure many of the t's and c's of the lease.

The Roll Over aka Evergreen Clause

In one case the lease has a roll over clause like most leases do, however this lease has a roll over of one year (12 payments) if they are notified in time. Note that most roll over clauses are 30 - 90 days of the client does not send a letter of intent to the leasing company.

Some dealers think that this type of clause is protecting them from a competitor upgrading that lease. Clients see it differently as they owe another 12 payments for copiers that are already 5 years old. The thought of paying another $7K more led the client to make the statement of "I'll pay the $7K but will never do business with them again". Yikes, thus how did this clause protect the upgrade? The client will upgrade, but with a different vendor.

My next issue is with the sales person not telling the client that there is a 12 month "roll over" clause in the lease. Now, I could be wrong about with blaming the sales person because that person may have not read the lease. Thus, how could they inform the client about the "roll over"? Point of the matter is that "we" as sales people need to read the lease terms, and ask questions if needed.

These are great questions to ask. Why is the roll over 12 months, can we kill the roll over if they upgrade with us, what happens if the client does not want to sign the lease with the 12 month roll over, is there something else we can offer? This may sound harsh but if you're not asking these questions as a rep you are cooking your own goose for upgrades down the road.

63 Month Lease Terms

Did we really need to present a 63 month term? Why do we have 63 month terms? Why is it that we are always shooting for lowest possible payment to the client? Do we present 63 months just because they had a 63 month term? Think about what we're doing with a 63 month term! It's bad enough that we'll wait 5 years for the upgrade but what about the extra dollars that the client will pay for 3 months extra? My plan is simple always quote shorter term leases, start with 36 months and be ready with 48 and 60 month terms. Let the client tell you they want a longer term. If the client asks for 63 month term, please explain why they don't want the 63 months along with how much extra they will pay. Be the consultant and not the sales person. The client will appreciate the recommendation.

Escalation of Lease and Maintenance Costs

In this day and age of where the client can research or find out anything, is there really a need for lease hardware and maintenance to have an annual escalation cost that exceeds 10% each year? This is what I came across this week. You wonder why many clients hate copier dealers? This has got to be at the top of the list.

Processing Fee aka Shipping Fee

In addition one of the clients had an annual invoice for shipping and a "processing fee" of $200. I did some checking and this annual charge was also subject to an escalation fee of 15% each year. One cartridge of toner for this device yields 30K in pages, thus the client had to pay $200 to ship two toners! Next year they will pay $230. Really is this how we do business now?

Clients Want A Unique Buying Experience

We read and hear about this all of the time. What client wants to be blind sided with addition lease fees? Explanation of these fees should be conducted at the time the client signs the lease. I will ask clients if they've ever signed an office equipment lease, and if they say no, I'll explain what the doc fee is and why they need insurance on the lease. Explaining this upfront gives that client some satisfaction since they will not be blindsided with additional fee's on the first invoice.

It's so frustrating to see leases and agreements like these. If clients were educated on what the pros and the cons of each lease and each maintenance agreement they could make good business decisions. Seems to me that too clients don't read the t's and c's and this helps to compound the problem of some terrible leases and agreements.

Do you have any horror lease stories? Would love to hear about them.

-=Good Selling=-

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