I had a lot of wind shield time today and it got me thinking about the recent thread that Kyocera was moving with speed licensing for some of their MFP models.
I've always been a huge proponent of reducing the amount of MFP models that we offer to our clients. I believe there is no need to have 5 color and 5 black A3 models for clients and or sales people to choose from.
We as an industry need to simply MFP offerings to dealers and clients alike.
I would like to see one A3 model to replace all ten that I mentioned before. I'm not in favor of changing the 65-90ppm devices yet but the thought has crossed my mind. At lease moving from ten A3 MFP's to one MFP could benefit both manufacturers, dealers and clients.
- Less inventory for dealers and would eliminate stale inventory when a new MFP is launched. This is true for manufacturers also, just the strategy of how many different models to produce every year must be a tall task along with the engineering
- Clients can now buy a subscription for the speed of the device, I would tend to make the subscription an annual cost this way the client could increase the speed down the road if desired. This also gives our industry an on going revenue stream
- Clients can choose a subscription to add color either during the sale or after the sale. This too should be an annual subscription that can be turned on or off
- Clients can also choose a subscription for a variable speed copier, which means I can run the MFP at any speed I want. This could be a critical feature for companies that have busier times of the year with printing. If you remember digital duplicators they all had a variable speed control. It also might come in handy for printing and coping onto different substrates.
- Features, solutions and accessories are identical from the slowest speed MFP to the fasted MFP. As of today many of the manufacturers play games with these accessories and don't make them available for every model
- Moving to one A3 MFP will make sales people more proficient with the devices at a faster pace. Less support may also be needed on the manufacturers side of the business support and tech services
- Overall parts inventory for both manufacturers and dealers this will increase overall profits for both parties
As our industry moves to a post pandemic world I believe we need to simplify our offerings to our clients and present them with options and not box them into one device because of volume. Every MFP should be capable of producing as little or as much volume as they want to print. In essence we need to make printing fun again for our clients and give them options.
Here's a question for you. Let's say a client has a 60 page a minute A3 MFP, what would you say to your client if they asked "can I reduce the speed of prints if I want to?"
When January 2022 rolls around we'll be one year shy of having 20 years of conversations, press releases, chats, leads and quotes for the copier industry. Can't wait for January of 2023!
Enjoy thee copier threads from 15 years ago this week!
Re: Savin SPC210SF
Re: mobile office
Re: mobile office
Re: Sales Material
Re: mobile office
Re: mobile office
Re: mobile office
Re: Gas Price Check
Re: can anyone help
Re: CLP22 Fuser Jams
“There's just something obvious about emptiness, even when you try to convince yourself otherwise.”
Sales professionals think before they act. They plan, prepare and practice as they build a foundation to success.
They lead with intention and become the example.
They are precise with their decisions by aligning their vision and values to earn the respect of their clients. With purposeful intent, they engage in heartfelt activities benefitting those around them.
This is what your clients and prospects crave, right? They deserve a sales professional who is heartfelt, sincere and fills out a suit with empathy, emotion and excitement.
ARE YOUR SALESPEOPLE LEADERS?
Sales professionals are effective in opening up business conversations as they speak the language of leadership. This language clearly conveys their ideas to their audience.
They precisely explain their thinking to the hearts and minds of those whom they wish to move to action, their clients and prospects. They keep the conversation simple.
How well is your team communicating the language of leadership?
How well is your team engaging your clients in business conversation?
Sales professionals are not empty suits in the eyes of their clients and prospects.
"Empty pockets never held anyone back, only empty heads and empty hearts can do that."
Norman Vincent Peale
IS YOUR TEAM BEING VIEWED AS BEING EMPTY?
Buzz-riddled descriptive words may sound impressive but despite sounding important, there's usually little meaning nor substance behind the words.
Are your salespeople using the same standard sets of sales jargon to describe situations as a replacement for just speaking plain old normal language.
Are they relying on buzzwords to communicate concepts rather than explaining what they mean?
Sales leaders... Let's get real for a moment... do you think this makes your people sound or look smart? I can imagine it adds more confusion as opposed to clarity.
Words matter and you must choose them wisely.
Sales professionals communicate in a way that brings them to life. Hiding behind catch phrases and buzzwords only gets your team exposed for what they really are, empty.
These words drive your clients bonkers...
- Think outside the box
- Best in class
Nothing worse than an uneducated sales rep who recites information off the back of a brochure!
IS YOUR TEAM HIDING BEHIND BUZZWORDS?
We all know how hard it is to gain access to the C-suite. When your salespeople do get that meeting, it’s mission critical they maximize every minute. The last thing you want is to have them walk away empty handed, or worse, leaving their clients confused and none the wiser.
Are your salespeople being viewed as being empty suits? Would you know?
Empty suits cover up their lack of understanding and experience with science and jargon, all because they think it sounds good. In reality, all this does is confuse and alienate your clients.
When your team hides behind buzzwords and jargon this only prevents them from building rapport. Your clients and decision makers are smart and will quickly see what's happening.
In George Orwell’s essay, “Politics and the English Language.” he shares his opinion on our reliance on “dying metaphors,” “pretentious diction,” “stale similes and idioms,” that have clouded our thinking.
He understood that if we only recite clichéd and meaningless phrases because they sound nice, we’re spared the effort and challenge of not only crafting our thoughts and opinions into fresh language, but actually confronting what our thoughts and opinions really are.
In other words, using unclear and cliched sales jargon reflects upon your salespeople with unclarity and canned thinking.
ARE YOUR SALESPEOPLE WORTHY OF A CONVERSATION?
One huge reason why executive's pay lip service is your team is using canned sales crapola and buzzwords positioning them as being weak.
Your team must live, walk, talk and breathe as a sales professional.
How well is your team demonstrating competence? An executive appearance, presence and attitude may open some business doors of opportunity, however; without competence those will quickly dissipate.
Think about this equation...
An executive presence - competence = an empty suit
Let's stop for a moment and think about this scenario...
What happens in a first meeting, when the executive opens up about their problems and all your salespeople can contribute to the conversation is a stream of buzzwords, canned pitches and sales jargon?
In a split second it becomes painfully obvious your team has no clue about what they do, what problems they have or how you can even help to solve those problems.
This my sales leader friends is an empty suit. Your team is dead in the water!
YOUR TEAM MUST AVOID BEING LABELED
Your salespeople must ditch the buzzwords, sales jargon and canned pitches. They're better than this!
They all must remove the mask and become their true self. They must ditch the facade.
There are way too many sales reps who believe they are ‘A’ players, but they are nothing more than ‘C’ players hiding in an empty suit.
Expensive Armani suits are no substitute for business acumen. Fine clothing is not a substitute for brains.
As the leader of your team, I encourage you to look in the mirror...
- Are your salespeople being sincere with your clients?
- Are your salespeople bringing substance to your clients?
- Are your salespeople engaging in business conversation with your clients?
Please don't allow your team to suffer in silence as this only leads them down the road of obscurity.
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 heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.
The Week in Copiers Ten Years Ago
First Week of May 2011
Funny thing happened while building a new walk way at my house. There were a couple of spirea plants that I wanted to remove. Over the years got crappy looking since I there are in my front yard where there is full sun. There were three of them and today I dug out the last one. I had to get on my hands and knees to get some of the shooter roots. While I was prying the spirea out... there it was my wedding ring that I lost so many years ago. I was elated and out the ring on my finger and thought how really this awesome this was. After finishing for the day I marched into the house to tell my wife, I looked at my finger and the ring had slipped off while working! OMG, now I need a metal detector.
Enjoy these awesome copier threads from ten years ago this week!
Re: Tablet printing
Re: pay question
Re: Tablet printing
Re: Tablet printing
The Week in Copiers Five Years Ago
First week of May 2016
May is off to a slow start couple that with a so so April and it has me a little bit concerned moving into a post pandemic world. The first two months of the year was a record breaker but at least here in NJ have been interesting to say the least.
Enjoy These Awesome Copier Threads from 5 Years Ago This Week
Kodak Alaris Offers New Photo Scanning Options to Meet Changing Demands of Digital Imaging Professionals
COVID19 Remote Working Day Two Hundred and Eighty-Three of Selling Copiers, ManagedIT and Content
Busy, busy and more busy. Wish I could write more of these blogs each week however my day job has precluded me from that.
Quick updates tonight
We ended our month last Friday and what I predicted to be a boom of bust month ended up to be neither. The rather large opportunity for $65K for an existing account went in the weeds on Wednesday and hasn't come out since. In addition I wasn't going to be the one that seemed desperate to get the order, thus I've let the ball travel for yesterday and today also. I'll call or email something late tomorrow.
I ended up with maybe $30K in revenue with one net new order and that's because I was able to turn an order at 5PM on Friday of last week. Yes not a great month, and not a bad month, but more of a mediocre month. There's nothing I had more that being average. I was not made for average!
Okay, so that larger order rolls to May and now it's go time for to see what else I can move down the road. I did pick up a verbal for a small A3 color today and those docs are going out in the AM.
Otherwise today was more about prospecting for the old guy. In between two appointments (virtual), answering incoming emails, researching for potential opportunities I was able to send 20 prospecting email, 29 phone calls, created one opportunity and schedule one appointment. Not bad for a days work and there are still 20 selling days left for May.
I was able to pick up a suspect off of Linkedin today. I'm calling them a suspect now because I'm not sure why they accessed my profile. However that suspect is in the AEC market and I'm suspecting maybe something with wide format. That suspect was not even on my radar. Now they are! Call goes out tomorrow.
It's been a week and I'm still fighting some type of crappy cold. It's kept me tired, stuffy, and cranky for the past week. Couple that with a ****ty sales month and my wife tells me what a pleasure I am! Strange she makes no mention of that when the big fat check comes home.
What can I say? It was all over the news on Monday that our Governor had some MAJOR announcements for his press briefing that day. I was pretty pumped thinking just maybe he's come to his senses and will the lift gathering mandates, dump the masks and ditch the Emergency Health Order. His major announcements is that "he" was increasing out door gatherings to 50% and increasing sports venues by another 5%! WTF
Half a day for me baby, taking off the rest of the day for some personal time to enjoy the better weather and get my head straight.
I'm a huge fan of color label presses and that's because it's about putting ink on paper and it's so simple. Heck we've been putting ink (toner) on paper for the last forty years. Yes, there are some nuances with different substrates and laminates but it still comes down to putting ink on paper.
If you can sell digital color presses you can sell digital color label presses with a heck of a lot more GP for each device. The market potential is enormous especially since many states are now legalizing the use of weed.
Consider This Your Invite
David Clearman (Director of Marketing and PLS Sales at Muratec America) and I will be hosting and informal ZOOM chat on May 3rd at 4PM Est. Our talk track will be "What's Hot With Color Labels". Our chat should be about 30 minutes and we'll open up the mic for the last 15 minutes for everyone.
In addition David will raffle off a bottle of his famous bourbon for one lucky attendee. If you've been curious about digital color labels presses or you may think color labels presses offer a viable way to capture more dough and vast amounts of clicks then by all means tune in for our chat!
We're asking that everyone hit the RSVP button here (that's how we're keeping track of attendees). In addition once you hit the link you will see the ZOOM meeting link.
MSP, MSSP, and IT Industry Notes
Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.
What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients will see better results.
- exhibiting and presenting two sessions during Key2Act's Synergy virtual conference next week, April 26-30
- designed to help KEY2ACT users learn how to get the most out of their solutions
- Altec will present two sessions designed to educate Key2Act
- users about how to go paperless and automate processes in AP and other departments
- UCaaSone™, company's managed unified communications as a service (UCaaS) offering that runs on the BroadWorks® platform
- Founded in 1992, BCM One is a leading provider of NextGen Communications and Managed Services to IT leaders and channel resellers nationwide
- named a Top 15 Sourcing Standout for Managed Services for fifth consecutive quarter by Information Services Group (ISG)
- ISG Index™ provides an independent quarterly review of the latest sourcing industry data and trends
- The ISG Index™ is recognized as the authoritative source for marketplace intelligence on the global technology and business services industry
- Cloudian® today announced that Calligo introduced a new Ransomware Protection-as-a-Service offering based on a Cloudian-Veeam data protection solution
- Supports S3 Object Lock
- Group-IB claims ransomware attacks increased 150% in 2020
- Will continue to be one of the top global security threats this year
- Estimates that in 2021, 35% of large global enterprises will reduce their printer fleet by at least 50%
- Direct consequence of remote working and learning brought on by government ordered lockdowns
- Forecasting a compound annual reduction rate of -4.8% until 2024
- announced the availability of the Veeva Quality Content Reference Model
- design to advance quality transformation efforts and drive further standardization in quality management
- Veeva is the global leader in cloud software for the life sciences industry
- Now offering Kyocera Capture Manager of KCM
- Intelligent process automation solution
- User management and access control
- Digital signature feature
- Content Manager offers auto classify documents based on predefined templates
- Data extraction to auto index documents using machine learning technology
- Convert scanned documents to MS Office formats of searchable PDFs
- Uses OCR (optical character recognition) engine from ABBYY Software of Russia
- Route captured data to proper personnel and send email notification
- Customized scripting
- Pricing not announced
- Asia's first Master Managed Service Provider (MMSP)
- fully integrated, hassle-free standardized service-based cybersecurity solution for government institutions and enterprises
- a Microsoft report, cyber-security threats cost Malaysian organisations MYR49.15B in economic losses leading to 61% of job losses in 2017.
- Intelligent automation solution for digital workflow transformation for accounts payable processes
- Pre-built connectors for procure-to-pay, financial accounting and ERP systems, such as SAP S/4HANA Cloud, Oracle, Infor, etc
- New invoice formats, extended document intelligence capabilities, workflows
- Capture, digitize and extract key data from documents in any format
- Validation, matching, resolving inconsistencies, coding and approval of invoices
- Announced Michael McClain as Chief Operating Officer (COO)
- McClain to oversee Logicalis' Managed Services, IT, Professional Services organizations and M&A strategy
- Logicalis US is part of the Logicalis Group, which has more than 6,500 employees and annualized revenues of $1.7 billion
- Announced expansion of services to include Security Advisory Services for small and medium-sized businesses (SMB’s)
- Claims 60% of SMBs going out of business within 6 months of cyberattack
- Pandemic has exponentially increased the cybersecurity threat, with 43% of attacks targeting SMBs
- TPx is a nationwide managed service provider focused on the success of small- and medium-sized businesses (SMBs) with approximately 25,000 customers in more than 50,000 locations across the U.S
- ECS / My IT, completed acquisition of The Purple Guys ("TPG"), a Kansas City, Kansas-based managed service provider
- The combined organization, of nearly 120 full-time employees
- "With the acquisition of TPG by ECS / My IT, we'll be able to provide our client base enhanced solutions and offerings, broaden our geographic reach
- introduced the next evolution of its CMMC Managed Services, including its CMMCEnclave
- CMMCEnclave is the first enclave with optional management of multiple levels of CMMC
- Covers all three dimensions of compliance — IT, governance, and security
- Established in 2008, CyberSheath is one of the most experienced and trusted IT security services partners for the U.S. defense industrial base
- Named for the sixth consecutive year to CRN's Managed Service Provider (MSP) 500 list for MSP Pioneer 250
- The list is divided into three categories:
- MSP Pioneer 250
- MSP Elite 150
- MSP Managed Security 100
- Gartner is reporting that worldwide PC shipments are up 32% for Q1 of 2021 compared to same quarter last year
- Total of 69.9 million units shipped during quarter
- Top three vendors were Lenovo, HP and Dell
- Forescout Security is warning of new set of vulnerabilities for IoT devices that get their TCP/IP stack code from third parties, including Nucleus NET, FreeBSD and NetX
- Could allow hackers to launch Denial of Service (DoS) or Remote Code Execution (RCE)
- Have named it the “Name:Wreck” vulnerability
- Over 100 million devices are potentially affected, including printers and MFPs
- “This can be an entry point, a foothold into a network and from there you can decide, basically, what the attack is”; stated Daniel dos Santos, Research Manager
- “One of the things that you can do is just basically take devices offline by sending malicious packets that crash the device
- “Another thing is when you are able to actually execute code on the device, that opens up the possibility of persistence on the network or moving laterally in the network to other kinds of targets”
- “gain access to enterprise networks and steal sensitive information”
- Healthcare could be among the most affected
- Mandiant Security Software published results of 2020 breaches
- 25% increase in ransomware attacks
- 78% of ransomware attacks had dwell time of 30 days or less
- 1% had dwell time of 700 days or more
- 59% were detected internally
- Tenable Research published report
- More than 18,000 common vulnerabilities and exposures (CVEs) were reported in 2020, up 6%
- (this includes Ripple20 and others than impact some brands of printers and MFPs)
- 46% of breaches in healthcare were from ransomware attacks
- Federal Reserve Chairman Jerome on CBS 60 Minutes, stated that cyberattacks are now the foremost risk to the finance vertical.
- CareFirst BlueCross BlueShield’s Community Health Plan District of Columbia in D.C. notified an unknown number of patients that their PHI was exposed after ransomware attack.
- Cuyahoga Metropolitan Housing Authority of Cleveland, OH notified 189,008 people that their info was exposed after ransomware attack.
- Guess Clothing notified an unknown number of customers that their info was exposed after ransomware attack.
- Brokerage firm National Securities Corp. of New York City, NY has agreed to pay $3 million in a settlement with New York’s financial services regulator over shortfalls that resulted in four cybersecurity breaches involving unauthorized access to email accounts.
- The Hillsborough and Bernards Public School Districts in New Jersey notified an unknown number of students that their info may have been exposed after ransomware attack.
- The Houston Rockets NBA basketball team notified an unknown number of customers that their info may have been exposed after being hit by by “Babuk” ransomware with 500 GB allegedly stolen.
- University Health of San Antonio, TX began notifying 2,704 patients that its billing services vendor, Med-Data, fell victim to a data breach.
- Coca Cola’s former employee Xiaorong You is on trial in Greenville, TN, for allegedly stealing confidential info and selling it for $39 thousands dollars
- Montefiore Medical Center of New York notified an unknown number of patients that their PHI was illegally access by an employee.
- Red Deer Regional Hospital of Alberta, Canada notified 3,224 patients that their PHI was exposed after a breach.
- Planned Parenthood of Metropolitan Washington, D.C., on Friday revealed it had a breach of patient information last fall.
- Algoma Health of Ontario, Canada notified an unknown number of patients that their PHI was exposed after ransomware attack.