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MFP Copier Blog

Selling Copiers in the Seventies with Chuck Parr

I had the opportunity to meet Chuck many years ago, thinking it was at one  of the first Ricoh dealer events I attended back in the nineties.  Chuck was one of the speakers and I was floored by his public speaking ability.  Somewhere during those few days I made it a point to introduce myself to Chuck and thanked him for the awesome performance.

How did you find your way into the copier industry?

When I graduated from college in 1972 I and a lifelong childhood friend and I started a small furniture design and  manufacturing  company…. custom furniture in a shop in Upstate NY.  We labored for 2 years making prototypes and selling a few commissioned pieces until the strain of “2 artists painting one painting” caused us to split up the same day Richard Nixon resigned-August 8 1974. . 

At the time my wife-to-be was living in NYC area and that was where I was headed and needed a job. I would drive to NYC from upstate and prospect for sales jobs since I had no technical professional degree-( Government BA).   My father worked in an IBM factory from the late 30s until he died in 1971.  I knew it was a great company so I found where IBM was in the NY area….HQ in Armonk NY.  That must be where the people who run the company are so I drove up there , walked in to the cavernous lobby of this huge block of a building .  As I walked across the lobby which seemed 100 yards long toward the receptionist who I swear sat up about 10 ft above me .  I felt 3 ft tall and said in may shakiest voice “ I’m here to see whoever hires sales people…..she did the worst thing she could, she giggled .   This was IBM World Headquarters.

She gave me the address of the nearby IBM Sales branch in White Plains.  I went there and dropped off  a resume.  Shortly after  I went to a homecoming football game at my college and bumped in to a classmate. We had the usual  “what are you doing?” type conversation that you have when you are in your early 20s.  My answer “ looking for work “ and he handed  me his card and said “we’re looking for people”   I was Hired after several interviews wearing my best non-matching gray polyester sport coat and best dark blue dress pants. They sold copiers .  If my college friend  had worked for Nabisco I could just as easily had a career in selling Oreo cookies  as one of my future neighbors did.

What company or manufacturer did you start with, what was your title and what year did you start?             

I started in the Xerox New York Downtown branch, 60 Broad St, November  1974 where my friend was on the Legal Team selling to the many downtown NY law firms.    

I started as a trainee with no territory and no machine base.  It was all about finding new business and this was in the smallest geographic branch Xerox had – the tip of Manhattan – 2 square miles. From Canal St and south to the Battery which included Governors Island which had the Coast Guard’s North American Iceberg Patrol HQ.   Those were the days of going to the top floor of a building and cold calling as you went down the 20 or 30 or 80 stories. Almost no restrictions except to try to get past the receptionist which most offices had.  But they were good in not giving you much ....the lesser savvy might give you a name to call. I worked the streets (and elevators) my first year sales before I got a Government Territory.  North Tower.  At the time saying “Xerox Rep” was almost like a password to go to wherever I might have a machine installed.

If you worked for a dealer please tell us what brands you sold and what was your favorite model top sell and why that was your favorite?

 I didn't work for a dealer in the 70s or 80s but sold Direct for 7 years.  I evolved into the Dealer World when I was one of the first Americans hired by Ricoh in May 1981 to help build a dealer driven Major Account Programs. But selling is selling .   My first Xerox territory with any MIF was handling named  Government accounts (must have been that Govt BA)  – some State /some Federal and many NYC Govt accounts- NYS Water ,  NYFD HQ. NYPD HQ. The FBI, NYC Planning , Highways , Prisons throughout Manhattan etc. 

I also handled the Mayors office and NYS Governors NY office etc. many of my State accounts were in World Trade Center 2.  My mode quickly became defensive in that during the 60s and 70s my predecessors had oversold many agencies who also seemed to have no restraint.  The mid 70s brought tough times to NY Government- near bankruptcy,  and I had many machines doing low volume costing high dollars. We were in a mode of defending and re-configuring the machine install base and fighting against Savin on the low end and Kodak and IBM on the high end.  Favorite machine to sell – the XEROX 9200- 120 ppm / auto doc feed and limitless sort and only $100K (equal to lot of money then and now) My most hated machines to sell against were the Kodak 150 on the high end with its super high copy quality and the Savin 770 on the low end with it super low pricing . The veterans reading this will remember them well.     

    What was the percentage of copier sales people that made it past two years and why made them last or not last so long?        

Xerox hired and trained people very well  in those days at their brand new Sales school in Leesburg VA..They invested in you for one solid year allowing you to learn about sales...learn about the product...learn about business...and learn about yourself as a salesperson. 

The turnover rate was not as high at XRX as what I have since observed at many dealers who I worked with closely while at Ricoh.  I would say about half of XRX new hires lasted the first 2 years in those days.  My class of 5 rookies had 2 of us left after 2 years .  Why ?  Grit ...hard work ….some luck in having a good territory opportunity.  Why did some fail ? Young and Dumb so to speak.  Not mature enough to handle the initial lack of success.  And some laziness and lack of work ethic. 

My first territory was probably one of the worst in the NY Downtown Branch since my government accounts were oversold and the financial conditions were  horrible.  That was one of the reasons my territory was available because the folks who sold much of that left for greener pastures .  Several who had been on the Downtown Government Team went on work for Savin.   I worked throughout the years of NYC s near bankruptcy working hard to consolidate many of the convenience machines throughout agencies and design High Volume Copy Centers using the XRX 92/94/9500 Systems from 1975-79.   

I did not make nearly as many $s as counterparts on the Legal or Financial teams in the Branch.    Xerox management, all the way up to David Kearns (CEO at the time ) understood the battle - we were defending a vulnerable base to aggressive competition (Kodak , Savin ,IBM especially) and they configured our comp and goals accordingly.  Xerox allowed me to learn and succeed from these  tough times.  It toughened me for sure.  Perhaps if I had experienced “Good / Better  Times” in those early days I may have been spoiled and left the industry later during  even tougher  times that would come later in my career at Ricoh.     

What did you like the most about your job in the eighties?         

The time that I spent at XRX in the late 70s/early 80s gave me the base knowledge of the industry and sales strategy.  I was fortunate enough to be hired by Ricoh in early 1981 when they were first forming their US operation. 

Again, some luck and happen stance (just like bumping into someone at a Football game) gave me the opportunity to be among the first American employees at Ricoh.  My group was tasked to create the Major Account program – FROM SCRATCH – and with no dealer network yet established except a handful in the East.  And only 2 very basic machines to sell ….   What did I like most? - the continual  LEARNING LEARNING LEARNING.  Some of it structured at various schools and meetings ...some OJT...some Trial and Error (errors really are the best lessons).   Learning was my mode at XRX (74-81) and it accelerated when we began to build Ricoh of America as it was called then.  Learning about how to craft a Major Account Program that would give dealers enough incentive to sell in to larger accounts ,often at less margin.  We built the program from a blank page  from the ground up. 

From 1981 -1984 we built the program that was known as RMAP based on input from key dealers we had recruited all across the US.  These were exciting times for the industry   A lot of time and money and effort was spent building a dealer channel that could compete directly against large established Direct sales companies like Xerox.  Our program was a hybrid and bringing it to birth and helping to attract dealers with it was one of the most satisfying things at Ricoh in the 80s and watching Dealers use it to grow their business in the Major Account arena was rewarding.       

What did you dislike the most about your job in the eighties?

What I liked least was my “30 day” mindset...which may have been an asset as well.  What do I mean?  I have always said sales , especially copier sales in those days  “30 day business”.   Making quota each month...month after month in a game that hopefully had endless “months “ like a ballgame that had endless innings….or in the case of my  mindset, my career was only as long as the next 30 days.  Its the age old question that each month started with when you had to say to yourself, especially after a strong month, “THAT WAS LAST MONTH – WHAT HAVE YOU DONE LATELY?”  I always compared it to what many actors attribute to what keeps them sharp, keeps their edge to perform.   Its a  kind of a fear..nervousness....stage fright if you will.  In this business there were No guarantees. No contract.   I saw my career as a string of as many  “30 day innings”  that I could put together.  Mine ended  450th inning when I retired the end of June 2013 ….I feel like I won and I know I left it all on the field.    

What was the compensation plan like, was there a salary, what is just commissions or was there a mix of salary and commissions?                  

 My starting comp at XRX was a small salary and commission opportunity, Initially about a 25/75 mix paid monthly.  We did not get paid for supply sales.   We were paid commission based on a “point based” quota system.   A “point value” was assigned to each transaction which at the time were only outright leasing those came later.  It was like being paid piecework in a factory based on the point value XRX assigned to the “sale”.  There wasn’t  an  actual dollar value, revenue or profit,  that  your sale might yield.  In hindsight I did not like that since it didn’t seem like real business, but more like arcade rewards.  When you had a territory of named accounts and a machine base you were responsible for all  the rental machines you had in your base.  If a customer you were assigned canceled a unit outright the point value of that cancellation was subtracted from your “points” earned that month.    This was true whether that was a machine was sold by you or not.  Someone years before had earned the commission for it ...but if they canceled that rental , you paid for it.  That didn’t seem fair so I have to add that to my “dislike list”.

How did you go about finding new business, and what was your favorite of those methods and why?         

 As a new territory rep in the 70s and without base it was all about pounding the streets and making cold calls , up and down those mostly tall buildings south of Canal St.  Keep knocking on doors , collecting info...and if you got names and any machine info you'd keep record of it for future callback.  Early version of SalesForce.  But in those days it wasn't always looking for and finding competitors machines and proposing yours.  Many businesses still  did not have a copier .  Your job became like a traveling evangelist probing people to find their document  based needs and  find a need that would justify a copier.   I had a book I called my “FAB” book.  It was a binder that had some visual aids of how copier could be used to help a business be more productive ….samples of typical things businesses used to communicate and if a copier might be used to improve the process.  FAB   Feature Advantage Benefit…Fabulous !

What was the first sales book that you read that and what did you take away from it?

I am not sure you’d  call it a Sales Book.   I was never really big on so called Sales  Books.    I would say my first book that helped me in sales  ( and life)  was/is  Norman Vincent Peale’s “ The Power of Positive Thinking”.   I’ve read it more than once.  Some parts were / are  especially helpful when ithings were tough. 

My greatest other  “sales book” and inspirations are the many biographies that I read even to this day.  One favorite is Rudy Giuliani’s “Leadership” since it chronicles how he turned around a New York City  that I was intimately familiar with.  I had a front seat that witnessed the ineptitude and waste of the NYC Government of the 1970s.   His book is  great template on how someone might take a terrible sales territory and “ rebuild it “ using some basic management techniques: identify the problem / measure it / fix it / and monitor the results.   Giuliani turned New York into a great city doing basic blocking and tackling and holding people accountable.  No magic.      

 What type of car did you use for your demonstrations and how many demonstrations would you perform in a week demonstration?          

        My car was a “Subway Car” and this is what a graffiti defaced subway car looked like during my time riding them in NYC.  Pretty sad...I refer you back to Rudy and why they no longer look that way.  Xerox machines in the 70s did not lend themselves to be carted around the streets.  The logistics of NY downtown were difficult for sure.   My “demos” were both ones done in our office demo room , which I might do 1- 2 a week on good weeks and the most effective demos were on site pre-qualified 30 day trials.  At any given time I might have 3 or 4 on site demos.  My Close rate on those were usually 1 in 4.   I was just OK at best.

Can you tell us a couple of  funny story about selling copiers in the seventies?         

One of my first sales was at a small law firm at 120 Wall St. by the East River. The Managing Partner told me all about their copier, which they weren’t happy with,  in his heavy Brooklyn accent.  He said it was “Copy-uh Two”,   I’d been thru some good competitive product training ( there weren’t that many products  to know back in 1975)  I immediately knew it was the notorious roll-fed IBM Copier2.  I was well versed about its pricing – generous limitless  “Top Stop” Pricing where the customer did not pay a click charge for any volume over 40,000. 

I diligently got the key info I needed like volume - how many rolls of paper they used - key documents etc. I prepared a very nice side-by-side comparison of the IBM 2 versus the just released Xerox 3100.  Speeds and Feeds. Pricing and the  “FABs” for the law firm and the inevitable monthly savings that every proposal always seemed to project. When I met with the Partner and walked him thru my proposal, I had included a picture of an IBM II that I had cut / pasted from SpecCheck (do they still publish that ?).  The partner cut me off before I could go further and said  - “let me show you our machine ”.  He walked me back to the copy room and there stood his machine - an “Olivetti COPIA 200 “. I was flabbergasted and red faced.  I didn’t even know that Olivetti made copiers.  He actually laughed about it when I explained  the mix-up.  He allowed me to revise my proposal.  Ultimately they rented a Xerox 4000 for much more $ than their Italian job.  It was my biggest sale to date as a territory rep.          

 What is the biggest problem you seeing facing the industry today?            

I retired 6 years ago I still keep up with the industry via your web page (Print4Pay Hotel),  /Cannata Report/ Industry Analyst / LinkedIn/ plus former colleagues and dealer friends that I keep in touch with.    Its in my blood.  There seems to be a bit of a witching hour of things like declining click volume, aging of dealer owner founders and succession and decreasing size of the dealer channel via consolidation, declining revenue/profit and finding young sales reps who can / who want to do what may be one of the hardest jobs they might find.   The last elephant I see in the room is the question- what  will this industry once known as “The Copier Business” become over the next decade.  To that I have to admit I have no clue. Solutions...Production...Wide Format...Grand Format...MPS...Mega Dealers...Direct...     

If you had to would you do it all over again, if so what would you change?                          

I would ….I certainly can’t complain about the very good living I was able to make, the very good people I was able to meet and to work with, the many good customers and the many successful dealers that  I remain friends with. The bonuses were the travel to every state in the US as well as fabulous dealer award trips I was able to host around the world.  It was my honor to work at Ricoh as the company launched in the US and grew into an industry leader during my time there.  I was pleased to get my “life experience MBA “ working alongside many of the Ricoh Japanese who taught me more than I could have imagined.   I think I was able to add value to a few things and represent the US market and what made It unique vs other world markets.

What’s the one piece of knowledge that you’d like to share with new reps entering our industry?          

There is so much to learn, to know; especially today vs. 40+ years ago when I was a scared rookie looking for my first sale and my “30 day Mindset”.   The sales game does have some “constants” regardless of the product or locale or company.  The one thing I picked up in working with much more talented sales people was : KEEP YOUR PRIMARY FOCUS ON THE CUSTOMER.  I termed   “GETTING IN TO THE CUSTOMERS 99%”.  All that simply means is that the job of the sales person is to know as much as she can about the customer’s business, the customer’s problem, the customer’s priorities.  If you can immerse yourself in the customer’s business quickly and deeply and sincerely, you will find some kind of a “hook”  for your product.  They will sell your product for you.  You become their guide.  

If you'd like to reach out to Chuck you can check out his Linkedin profile here and make sure you send him a message!

-=Good Selling=-          

MSP & MSSP Industry Notes for November 17th 2019

November 17th, 2019

MSP & MSSP Industry Notes

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Carl Icahn takes stake in HP, pushes for merger with Xerox

  • Carl Ichan buys $1.2 billion in HP stock. Ichan also owns a 10.6 stake in Xerox.  The $1.2 billion purchase now gives him 4.2% stake in HP
  • Last week Xerox made an offer to of almost close to $33 billion cash and stock offer for HP
  • HP has confirmed that they did receive and offer from Xerox

Meriplex is Taking SD-WAN to the Next-Level

  • Meriplex headquarter in Houston, Texas and is a managed IT and SD_WAN solutions provider
  • Specializes in intelligent networks, cybersecurity, cloud communication for managed services for mid-enterprise market
  • Announces collaboration with Dell EMC for newly launched, co-developed SD-WAN solutions that’s powered by VMware

Datto Honored as 2019 CRN® Tech Innovator Award Winner

  • Datto headquarter in Norwalk, Connecticut (founded in 2007) is a global provider of IT solutions that are delivered via managed service providers
  • Announces CRN®, a brand of The Channel Company recognizes Datto with a 2019 CRN Tech Innovator Award. Cloud Continuity for PC’s took tops honors for the Cloud Data Protection/Disaster Recovery category

Voessing streamlines Collaboration with Foxit PhantomPDFVoessing streamlines Collaboration with Foxit PhantomPDF

  • Foxit Software is a provider of innovative PDF products and services located in Fremont, California
  • Announces that Voessing (international engineering firm) is using Foxit PhantomPDF for it’s PDF software solution
  • Voessing has more than 600 employees and 20 locations around the world
  • “Our main requirements for a PDF editor are that it’s easy to use, affordable and that it fits within our international collaborative environment,” said Bernd Gewehr, Head of IT at Voessing.

SilverSun Technologies Reports Third Quarter 2019 Results

  • Based in East Hanover, NJ and provides transformational business applications and IT services. Announces third quarter results. 
  • Financial highlights for nine months ended September 30th , 2019 compared to nine months ended September 30th, 2019
  • Total revenues rose 7.2%
  • Software sales were $4,898,886
  • Services revenues increased 4.4%
  • Net income totaled $7,761,987
  • As of September 30, 2019, the Company had $10,721,629 in cash and cash equivalents

Zoho targets business productivity and file storage

  • Headquartered in Austin, Texas. Zoho Corporation offer comprehensive suite of business software applications. Has more than ten data centers around the globe and boasts 50 million business users
  • Launches WorkDrive which provides document management across all Zoho business applications
  • WorkDrive is available starting at $2 per user/month. Zoho Workplace is available starting at $3 per user/month.

Bacula Systems Receives Backup and Recovery Deduplication Patent

  • Bacula Systems located in Wilmington, Delaware offer scalable backup and recovery software for large organizations, data centers and MSP’s
  • Bacula Systems announced today the issuance to it by the US Patent Office of a patent that answers to the increasing needs in the industry for effective and efficient data deduplication.
  • The patent for invention number 10,467,197 is for creating a universally deduplicatable archive volume, and is the key part of a complete data deduplication process for backing up and restoring data in the fastest, most efficient manner possible. The technology has application for physical, virtual, container or cloud-based IT environments.
  • "This patent protects our technology and allows data workflows to be more effectively managed, reducing time and saving on storage costs. Our customers around the world are already using this technology. This announcement adds confirmation to Bacula Systems leadership in developing backup and restore solutions for large, demanding IT environments," said Frank Barker, CEO, Bacula Systems

SDI Presence Continues Chicago Expansion with Local Hiring

  • SDI Presence LLC is an IT consultancy and managed services provider (MSP)
  • Announces that the planned Chicago workforce expansion is underway
  • Headquartered in Chicago, the firm is actively recruiting over 25 new positions in the remainder of 2019 and anticipates an additional 50 positions in the first two quarters of 2020
  • SDI’s job openings include roles that range from Help Desk Support Specialists to Managers who will oversee technical verticals within our core managed services programs. SDI is also looking to hire Project Managers and Business Analysts who have experience working within the Government, Transportation, Utility, and Aviation markets.

The 20 Honors Top Managed Service Providers and Vendors at VISION 2019

  • Sixth annual Vision conference was held in Dallas, Texas
  • Honors top managed service providers and vendors “The 20”
  • “Year after year, our community of MSPs continues to blow us away with their dedication to innovation, growth, and excellence. It’s an honor to recognize their commitment to The 20’s model, and showcase their continued performance and success,” said Tim Conkle, CEO of The 20
  • The 20’s 2019 VISION Awards include:
  • MSP of the Year - Network Management Solutions
  • MSP Business Growth - YourITgroup
  • Most Engaged MSP - Byte-Werx
  • Support Desk Favorite - Cirrus Technologies
  • Ambassador of the Year - John Rutkowski of Bolder Designs
  • Best Revenue Booster - Crayon
  • Most Disruptive Solution - Huntress Labs
  • Most Helpful Vendor - BLOKWORX
  • Product of the Year - Cytracom
  • Partner of the Year - Crayon

Scantron Announces Launch of affianceSUITE EDU Supporting Education Technology Needs

  • Scantron Corporation headquartered in Twin Cities, Minnesota is a national provider of IT solutions for the education industry
  • Announces launch of affianceSUITE EDU which is a managed IT solution for the K-12 market
  • According to studies conducted by Education Week
    • barely more than half (51%) of school districts nationwide have dedicated technology leads
  • Scantron also has locations in North Carolina, Nebraska and Pennsylvania. Scantron is also a wholly-owned subsidiary of Harland Clarke Holdings

Logically Launches SecureCore, a Fully Managed Next Generation Endpoint Security Solution for ...

  • Logically headquarters in Portland, Maine. Is a Managed IT Service Provider (MSP) to small and midsize businesses
  • ChannelFutures 2019 named Logically as Digital Innovator of the Year
  • Launches SecureCore which is a managed security solution which combines Endpoint Detection and Response (EDR) with Security Information Event Management (SIEM)
  • “Today’s security threats circumvent conventional Antivirus and Antimalware solutions”, said Jeremy Kurth, CTO of Logically
  • SecureCore consists of a family of solutions - SecureCore, SecureCore+ and SecureCoreMax. Each offering can be purchased as a stand-alone managed security service or bundled as part of a complete IT managed services package. The choice of three solutions allows organizations to choose the ideal offering best suited to their needs. All three solutions include:
  • Endpoint Detection and Response based on SentinelOne
  • Security Information Event Monitoring (SIEM) based on Netsurion
  • 24/7 Security Operations Center (SOC)
  • End to end managed security services from Logically

The Fix is Faster with Latest Calix Managed Services Release

  • Calix is a global provider of the cloud and software platforms, systems and services
  • Announces enhancements to the Remote Monitoring Service (RMS)

Enhancements to the service include:

  • Centralized control of RMS management functions and access to the Analytics and Reporting Portal in the Calix Service Center
  • Customized notification criteria, enabling CSPs to distribute incidents to specific teams based on technology or location
  • Self-selection and management of high value accounts within the Calix Service Center which will be displayed on incident notifications to help prioritize and accelerate resolution
  • Enhanced Analytics and Reporting Portal that provides user friendly alarm tool tips and links to historical incident notification information.

Tech Data Enters Definitive Agreement to Be Acquired by Funds Managed by Affiliates of Apollo.

  • Techdata announces it’s entered an agreement to be acquired
  • Apollo Funds will acquire all of the outstanding shares of TechData common stock for $130 per share
  • Transaction is worth $5.4 billion
  • “Over our 45-year history, Tech Data has grown to become one of the largest and most respected technology distributors in the world. This agreement reflects the significant progress we have made in our strategy of delivering higher value and positions us for continued growth and success,” said Rich Hume, chief executive officer, Tech Data
  • TechData ranked #88 on the Fortune 500®
  • Apollo is a global alternative investment manager

5 Real Tips On How You Can Sell From The Heart

"Empathy is about standing in someone else's shoes, feeling with his or her heart, seeing with his or her eyes. Not only is empathy hard to outsource and automate, but it makes the world a better place."
Daniel H. Pink

Selling From the Heart, it goes against everything that standard sales training teaches you. The world has changed and yet, how we sell seems to be stuck in past decades. No longer are the old-school or hard-nosed tactics working, it’s time for a change.

So how do you sell in this environment? From the heart! You put the needs of your clients first. You place them up on a silver business platter. You intently listen to their every word, what they need and how you can best fill it.

You care about them as people and develop meaningful relationships with them. You don’t go in for the sales kill and then abandon them. You take care of them each step of the way.

Love on your clients or someone else will
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It's about becoming your authentic self. It's not about copying what others do and how they look. The real you is waiting to come out, and it is wonderful. You have a unique set of skills to bring to the table. When you find them and then use them, your sales will soar. You have an individual story, and it's time that it was heard.

When you share who you are from the heart, it creates a connection that's not easily broken.


Selling From the Heart... it's about becoming a true sales professional who takes responsibility for their results. They don’t blame others when things go wrong, they look inward and determine what they could have done to make the outcome better. It's not about blame but self-examination. Taking a true look at yourself and congratulating yourself on what you did right and making a plan to become stronger in the areas that you are weak.

Selling From the Heart is the new sales economy.

  • It's about knowing your values and living by them
  • It's about getting brutally honest with yourself
  • It's about doing the hard work to make sure you add value to your clients
Are you a selling from the heart professional or just another braggadocios sales rep?


Imagine for a moment that its lunch time, you head towards your local sandwich shop and order yourself up a nice roast beef sandwich. You sit down in the corner booth, you start to unwrap the sandwich that you've been dying to have all morning and all of a sudden you notice something; there's no roast beef! You jump up, head over to the counter and scream, "Where's the beef?"

Think about this one for a moment... When you run around the marketplace attempting to get visible without truly understanding your value, in essence you're creating a "where's the beef?" moment all over your marketplace.

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The emperor has no clothes and you're nothing more than a bunch of empty suits!

You may be asking yourself... What's this all about and how do I sell from the heart?



"What is it about you that would cause someone to meet with you?"

What are you bringing to the business table? What makes you any different than all the other sales reps in your marketplace?

What does value mean to you?

Answer the following two questions...

  • What experiences do you bring to the business table?
  • What have you learned that's directly applicable to helping the buyer do better business?

Your value is deeply cemented within the foundation of your business house. What makes you valuable? People won’t ever engage in a business conversation nor buy from you if they don’t even understand why they should pay attention to you.

A sales professional understands their value proposition is their promise. It's the value they deliver and communicate, as they hold themselves accountable to fulfill it.


Do you believe stories help you sell?

If we agree stories help you to sell then what makes up your sales story? Sit for a moment and self-reflect upon your sales story.

Why should you do this?

  • People retain more through stories
  • Stories appeal to our emotional side
  • Stories create visualization
  • Stories encourage action and inspire

Here are two questions to help you kick start your story. Your clients are a wealth of help, you just need to ask them.

  • Can you share with me three ways I've added value to your business
  • Can you share with me three ways I've helped you to do better business?

Sales is the art of the help. Art rhymes with heart. Get your clients and prospects to hear with their heart.

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A sales servant is more than a visionary word change, it's a mindset and belief change. It's based on the purpose to serve versus reactive customer service.  To become a servant YOU must change your mindset, discipline and heart. 

"Actions speak louder than words when speaking from the heart"

If you want to be 'great', if you want to be 'successful', learn to become a servant. Stop selling…Start serving... Start by leading yourself.

I wholeheartedly believe:

  • Servants make themselves available to serve
  • Servants pay attention to others needs
  • Servants do every task with equal dedication
  • Servants are faithful and they are trustworthy

Those who lead with the heart seek out authentic and genuine ways to continually serve those that mean the most to them, their clients!

A Servant Mindset Is Rocket Fuel For Sales Growth
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You must place your client's perspectives and needs far ahead of your own to give yourself a fighting chance. Putting them first is not complicated. It's about making them feel important and valued. If they need help, there should be absolutely no hesitation. If there's a question, every effort should be made to answer it. If there's a complaint, every effort should be made to rectify the problem immediately. Client satisfaction should be at the forefront in any reasonable situation.

Instead of worrying about being interesting, you need to first be interested.

Develop empathy for your clients. Start to gain an understanding of what motivates them and how this can align to what you can deliver.

Your clients come first, no matter what, no ifs ands or buts! This is the only way of doing business and living the sales life. If you take care of your clients, they will take care of you.


Quite simple, self-awareness means you know yourself so well that you become amazingly happy which in turn allows you to live a wonderfully balanced life.

  • Are you living as the real you and not someone else?
  • Do your thoughts match your actions?
  • Does your walk match your talk?
  • Are you emphasizing the positive aspects of your personality?

Living a lie comes out sooner or later. Living a sales lies is even worse as this will ultimately screw with your career.

All of this leads to this...

If YOU, as a sales professional can't challenge yourself to improve then how can you challenge your clients to improve?

If you lead a heartless sales life then do be surprised when I call you out as an empty suit.

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Heart is a place where one develops and gains strength. Sales professionals that embrace their heart will grow in purpose, profit and impact. All those professionals who embrace heart will strengthen their client relationships with many stakeholders, producing long-lasting results.

Your clients and prospects crave a genuine, authentic, real-deal and Selling From the Heart professional. I urge all of you to lead a sales life full of authenticity and integrity rather than the pursuit of lining your sales wallet.

This my friends is Selling from the Heart!

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

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

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You can find more material inside Selling From The Heart.

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

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

This Week in the Copier Industry 15 Years Ago (Second Week of November 2004)

So here's a thread where my first thought was, gee that was a long time ago! In most cases I'm thinking time is flying buy.  Canon buys Oce, really that was a long time ago!

Enjoy These Awesome Threads from 15 Years Ago this Week!

UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

Minolta Holdings, which is in a business alliance with Oce. "Konica Minolta procures high-end production printing machines from Oce, while Oce procures lower-end machines from Konica Minolta," Mizuho Securities analyst Ryosuke Katsura said. "(The) chances are Canon machines will replace Konica Minolta gear in this relationship," he said. Production printers, or digital commercial printers, are used to print such documents as product manuals and direct mail quickly and in large volume, and are a fast

Weekend Industry Notes from the week ending 11/15/09

the area for $43 million. - Ricoh announced that it has sold an Aficio C900 production color system to GAM Printers, a print shop in Sterling, Virginia. - Ricoh announced it is forming a Business Process Automation Group, as part of its Document Solutions & Services Division. “BPA is a true value-add for Ricoh customers because we’re able to offer a suite of services from consultation to sales to implementation under one roof” said Mark Miller, Senior VP & Deputy General Manager at Ricoh. Ricoh’s

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

said the deal is positive for Canon, while potentially negative for rival Japanese copier and printer maker Konica Minolta Holdings, which is in a business alliance with Oce. "Konica Minolta procures high-end production printing machines from Oce, while Oce procures lower-end machines from Konica Minolta," Mizuho Securities analyst Ryosuke Katsura said. "(The) chances are Canon machines will replace Konica Minolta gear in this relationship," he said. Production printers, or digital commercial

Canon deal may up ante for Xerox

Canon deal may up ante for Xerox Matthew Daneman – Staff writer Business – November 17, 2009 - 3:00am One of Xerox Corp.’s biggest business rivals is planning to buy another. Japanese electronics giant Canon Inc. announced Monday it will purchase Dutch production printing company Oce NV for $1.1 billion. Each company goes head to head with Xerox in a particular segment of the printing industry, with Canon being a major player in office equipment and Oce specializing in particularly high-end

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

manufacturing and key management will remain in place. Océ will be responsible worldwide for wide format, commercial printing and business services. Canon's Large Format Printing will functionally be integrated in the Océ Production Printing Division ("Océ division") over time. Océ's office activities will be integrated in Canon's Office Imaging Products (OIP) division. Océ had 2008 sales of 2.9 billion euros, one seventh of Canon's revenue from imaging products and printers. The integration of both

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

Bid? Konica Minolta Holdings Inc., the Japanese lens and office- equipment maker that has a business partnership with Oce, said yesterday it has no plan to counter Canon’s offer. Canon fell 0.3 percent to 3,460 yen on the Tokyo Stock Exchange. Oce added 0.3 percent, to 8.60 euros in Amsterdam trading. It surged 70 percent on Nov. 16 after Canon announced its offer. “We believe that our offer, as was agreed by Oce’s management and supervisory boards, is sufficient,” Canon said in an e-mailed

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

bidder entering the arena. Canon's offer values Oce at 5.4 times earnings before interest, taxes, depreciation and amortisation (EBITDA). This compares to an average of 7.5 times EBITDA for the peer group, analysts at SNS Securities calculated. Konica Minolta (4902.T), which has a cross-selling agreement with Oce, said it was not interested in entering a bidding war and Xerox (XRX.N) has recently made a major acquisition in the U.S.. That leaves Ricoh (RICO.BO) and Hewlett-Packard (HPQ.N) as the

Canon Pulls the Rug out from KonicaMinolta "MFP WARS"

I was just on the phone with a friend of mine in upstate NY, can you guess what we were discussing, yup you got it the Canon/Oce deal. Think about this, when Xerox bought Global, Ricoh was the big loser. When KonicaMinolta bought Danka, Canon was a loser, along come Ricoh with the acquisition of Ikon and Canon got their clocks cleaned and now Canon agrees to buy OCE and KonicaMinolta gets hammered! The only one who hasn't lost is Xerox! Funny how these things happen. Many months ago there were

Konica Minolta and Nuance launch eCopy document imaging software for integrated MFPs

Nuance's multifunction printer (MFP) desktop solutions and eCopy's server offerings, to deliver network scanning solutions that connect the widest range of MFPs to a broad set of business applications and content management systems. For more information please visit: -Ends- About Konica Minolta Business Solutions (UK) Ltd Konica Minolta Business Solutions (UK) Ltd markets business machines manufactured by Konica Minolta Business Technologies Inc

Purchasing - Hospitals, Healthcare Providers to Save with Premier’s New Printers, C

Purchasing - Hospitals, Healthcare Providers to Save with Premier’s New Printers, Copiers, Facsimile Devices Agreements 20.11.09 | 15:05 Uhr Premier Purchasing Partners, LP, today announced new agreements for printers, copiers and facsimile devices have been awarded to Konica Minolta Business Solutions U.S.A Inc. Premier Purchasing Partners, LP, today announced new agreements for printers, copiers and facsimile devices have been awarded to Konica Minolta Business Solutions U.S.A. Inc. of

Canon Forums

Just wanted to reach out to all of the Canon members on the P4P Hotel. By asking questions in a forums we can start a very lively dicussion for Canon products. Keep in mind that your discussions can't be viewed by Ricoh, Toshiba or Xerox, unless there are dual line dealers. Over the years the Ricoh forums have excelled, because members take the time to ask questions in the forums, someone will post an answer, then someome will have a comment and bang the forums are thriving and everyone is

Samsung announces premier color multifunction printer for high speed offices

workgroups in large corporate environments and for copy-intensive small-to-mid size businesses," said Doug Albregts, vice president, Information Technology Division, Samsung Electronics America Inc. "Along with being one of the fastest digital color printers on the market, the CLX-8540ND also bridges the gap between Letter/Legal verses Ledger printers by including advanced printer and copier features usually only found on larger machines. What we've done is simplify the selection process for IT

Wilmington native joins business as specialist

headquarters at 100 Reservoir Park, Rockland, MA and has more than 37 years experience serving the document imaging needs of businesses throughout Massachusetts. In addition to a full line of Konica Minolta, Muratec and Lexmark equipment, Bay Copy provides comprehensive managed print services programs for customers looking to reduce both their per-print price of generating information and their labor costs. Bay Copy provides consultation services and offers their clients detailed print assessment and

Re: Rumor has it.....

Here's some predictions: Believe it or Not! KonicaMinolta aquires Toshiba MFP Business Kyocera aquires Sharp MFP Business HP makes hostile Bid for Xerox And then there were The Final Five!

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

-Big boost to Canon's Production biz -Decent boost to Canon's Direct sales -Big FU to Konica and its OEM/Production units (Oce arguably KM's #1 reseller) -Big Benefit of having just $119M in debt (Canon=0.4% debt load) -the 730 Euro price is barely above Oce's 704E debt - Both Ricoh and KM were deemed too financially unstable to bid on Oce -Hp and Kyocera may counter offer, but unlikely -Wow

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

strategic business units (SBUs): Commercial Printing Systems, Wide Format Printing Systems (including Canon’s portfolio), and Business Services. It remains to be seen whether Canon’s relatively new services business will be rolled into the Océ Business Services SBU. Océ, as a wholly owned division of Canon, will maintain its current responsibility for portfolio marketing, sales and services and the management of the SBUs will report to the Océ corporate board. Océ will lead R&D and manufacturing

GAM Printers Inc. Takes Delivery of a RICOH Pro C900 Digital Color Printer From IKON

GAM Printers Inc. Takes Delivery of a RICOH Pro C900 Digital Color Printer From IKON (Business Wire via Yahoo! Finance) November 16th, 2009 MALVERN, Pa.—-IKON Office Solutions, Inc., a Ricoh company, today announced that GAM Printers, Inc of Sterling, Virginia, has installed a RICOH Pro C900 digital color printer, giving them the versatility, superior quality and fast turnaround times needed to meet their customers’ wide range of variable data and creative design and printing needs.

Konica Minolta employees donate

Konica Minolta employees donate Nov. 20th, 2009 at 2:40 PM Employees of Konica Minolta in Windsor held a Turkey and a Twenty drive and delivered 148 turkeys to Foodshare today. Enthusiastic Foodshare volunteers helped unload and stack the entire pallet of frozen birds and then paused to pose for a photo! Thanks to everyone at Konica Minolta for your efforts!

You're now selling Managed Print Services "Your Thoughts Now"

,"resultswin","width=500,height=400,directories=no, toolbars=no, statusbar=no, location=no, scrollbars=yes, menubar=no");popup.moveTo(Math.round(((screen.width/2)-250)),Math.round(((screen.height/2)-200)));}//returntruetoopenthefull-sizedwindowifthepopupfailedreturn(popup==null);}functioncheckMaxSelections208112884638(frm){returntrue;} P4P Hotel Poll You're now selling Managed Print Services "Your Thoughts Now" It's been a great success for us It's been ok for us It's not reaping the profits we

Canon Buyout Marketing Dollars

Just wondering if anyone has run into Canon direct operations claiming they have a special marketing fund to tap into for buyouts to target selected clients? We all know that buyouts are part of the game, but if they have funds that are off the price book it can really create an unusual challenge...this is a Canadian deal but I am guessing this type of plan would be across NA. Our deal is a Kyocera deal. I knew they were targeting Ricoh/Ikon users. Are they going after anyone now? Thanks

EIS Quatra Color Wide Format MFP Saves the Day!

Another repost for ya, btw the way we're killin it with sales, now we have to keep it rolling!! I just finished my first install on the EIS Quatra "M" series from Paradigm Imaging. This is an awesome unit! The ease of set-up and install is exceptional along with the configuration of scan, print and copy drivers! First, we had the unit dropped shipped to the customers location, this was a great savings since the shipment did not... go here for rest of blog

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

William Mitting,, 23 November 2009 Shares in press manufacturer Océ are trading at a slight premium to the 8.60 euro a share offer from Canon, indicating the market anticipates Canon may be forced to raise its bid. Last week, Orbis, a 10% shareholder in Océ said that it believed the bid "significantly undervalued" Océ, despite a general impression that the bid was a strong one in order to deter a counter bid from Konica Minolta. Canon requires acceptance from 85% of its

Copiers Could Be a Key to District 205 Cost Savings

Copiers Could Be a Key to District 205 Cost Savings Office supplies might end up being one of the main ways the Galesburg School District is able to save some money in what otherwise could be a tough budget period. District-205 Assistant Superintendent for Finance and Operations Guy Cahill told the school board's Budget Committee Tuesday bids have come back on the proposed lease of a new set of copy machines -- this, following the district's current lease expiring back in January. Cahill told

Managing printing also crucial

Managing printing also crucial As Ingle said, IDC’s research suggests that cost control is going to remain a major factor for most if not all businesses. Also they must be sustainable both financially and environmentally. Bob Roth, vice president of strategic technology sourcing at Viacom, presented a snapshot of his company’s transition to managed print services. Viacom’s corporate copier contract was due to expire; at the same time, the company wanted to streamline its printing and copying

Ricoh Americas Corporation Launches Business Process Automation Group

Ricoh Americas Corporation Launches Business Process Automation Group Ricoh Americas Corporation, a leading provider of digital office equipment, announced the creation of a Business Process Automation (BPA) Group. Aligning under Ricoh's Document Solutions and Services Division (DSSD), BPA combines consulting services and technical resources with an experienced sales force to help current and prospective customers analyze their document management operations. In addition, BPA helps customers

North American MPS Market Sees 27 Percent Growth, Canada 30 Percent

North American MPS Market Sees 27 Percent Growth, Canada 30 Percent Special version of MPS Market Report now available for dealers and resellers Lexington, KY (MMD Newswire) November 20, 2009 -- The North American market continues to grow at a remarkable 27 percent compounded annual growth rate (CAGR), according to the latest Managed Print Services (MPS) research from the Photizo Group. The new "2009 Managed Print Services Summary Report" looks at market size, share and forecast analysis for

Re: Rumor has it.....

quote: Originally posted by vwrome: Ricoh Aquires Kodak It could happen, and may now have to happen with Ricoh. Or could KonicaMinolta HAVE to buy Kodak?

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

[LIST] How much marketshare could KM lose? How does KM counterstrike? Is Sharp, Kyocera or Toshiba now willing to get out of the business Geez, KM may be right back to where they were 5 years ago!

Re: UPDATE 3-Canon buys Dutch Oce for $1.1 bln, fights Ricoh

Konica Minolta Says It Has No Plan to Counter Oce Bid (Update1) By Mariko Yasu Nov. 17 (Bloomberg) -- Konica Minolta Holdings Inc., the Japanese lens and office-equipment maker, said it has no plan to counter Canon Inc.’s offer to buy Oce NV for 730 million euros ($1.1 billion). “There’s no plan to make an offer to Oce at the moment,” Minoru Ikehara, a spokesman at the Tokyobased company, said by phone today. While Konica Minolta had considered an acquisition of the Venlo, Netherlands-based

Re: Canon Buyout Marketing Dollars

Yes, they have a pool of dollars to target any IKON account, Xerox direct, or any acquired dealer by these corporate goofs. We are a Ricoh and Canon dealer so we even get the Canon generosity. I can always be emailed for further information.

Canon & Oce Deal

It seems the purchase of Oce will go through, now with that purchase and the agreement that Canon announced a few months ago, coupled with the addition of many new Canon Dealers.

Canon & Oce "Was this a good deal or a not so good deal?"

,"resultswin","width=500,height=400,directories=no, toolbars=no, statusbar=no, location=no, scrollbars=yes, menubar=no");popup.moveTo(Math.round(((screen.width/2)-250)),Math.round(((screen.height/2)-200)));}//returntruetoopenthefull-sizedwindowifthepopupfailedreturn(popup==null);}functioncheckMaxSelections208138833566(frm){returntrue;} P4P Hotel Poll Canon & Oce "Was this a good deal or a not so good deal?" Good Deal Bad Deal Not Sure View Results

Thoughts about the Canon/OCE deal?

What goes going on out there, what have you heard in reference to the pending Canon aquisition? Good, Bad, let me know.

Obama picks Xerox CEO Burns for education role

Obama picks Xerox CEO Burns for education role (AP) – 3 hours ago NORWALK, Conn. — President Barack Obama on Monday tapped Xerox Chief Executive Ursula Burns to help lead an education initiative aimed at helping students excel at science, technology, engineering and math. The so-called STEM initiative will be led by Burns, former Intel Corp. CEO Craig Barrett, Time Warner Cable Inc. CEO Glenn Britt and former astronaut Sally Ride. Burns, a mechanical engineer, joined Xerox as a student intern

Quanta Storage Loses Patent Lawsuit to Ricoh

Quanta Storage Loses Patent Lawsuit to Ricoh Quanta Storage Inc. lost two patent lawsuits to Japan?s Ricoh and is ordered to pay $14.50 million as damages, the company said in a statement. A US Court in Wisconsin on November 20 made a judgment that Quanta Storage, the largest Taiwan-based ODM/OEM maker of slim-type optical disc drives, should pay US$14.5 million to compensate Japan-based Ricoh for infringement of the latter's patents. Quanta Storage, the largest slim-type ODD maker in Taiwan

A2iA Named a Finalist for KMWorld Magazine’s KM Promise Award

A2iA Named a Finalist for KMWorld Magazine’s KM Promise Award Because of A2iA DocumentReader’s Worldwide Successes KM Promise Award honors organizations that provide innovative technology solutions and help organizations realize improved business processes. NEW YORK, August 25, 2009 – A2iA, the worldwide leading developer of handwritten and machine printed text recognition, information extraction and intelligent classification of paper documents, announced today it was named a finalist for

HP Q4 Profit Climbs 14%; Boosts FY10 Outlook

(RTTNews) - According to market research firm Gartner, Inc. (IT), worldwide PC shipments increased in the third quarter by 0.5% year-over-year to 80.9 million units. HP continued to lead the worldwide PC market with market share of 19.9%, followed by Acer with 15.4% market share and Dell with 12.8% market share, Gartner said. However, Dell was the top PC vendor in the U.S., the world's largest PC market, in the third quarter, with a market share of 26.2%. In its preliminary fourth quarter

Here's the deal

Three systems, customer just wants hi speed data printing. Players: imagrePRESS 1125, Bizhub1200 and Ricoh PRO1357 Whats wrong here? Why is the pricing for the imagePRESS almost double of the others?

Multifunctional Copier Rental

All-In-One Large Office Copier, 25 pages per minute. Black-and-white printing, black-and-white copying, color scanning, black-and-white faxing, color printing, color copying.



Re: Rumor has it.....

Ricoh Aquires Kodak

Re: Rumor has it.....

quote: Originally posted by Art Post: HP makes hostile Bid for Xerox I can believe this. The head of HP's IPG group has been saying for years that to meet targets, he needs about 10,000 more Sales reps.

Re: Rumor has it.....

I would think KM has to be nervous. a lot of time and energy has been spent moving kmbs in the direction of big iron sales and now they lose the Oce box. The connections of the Danka people to Kodak seems to make sense and would think give KM the inside track.
-=Good Selling=-

This Week in the Copier Industry 10 Years Ago (Second Week of November 2009)


Canon in Las Vegas, Part 2 Powerful Tools for In-Plant Printers

of commercial printing operations can avail themselves of business development tools offered by equipment vendors. Capture (HP), MarketMover (Kodak), and ProfitAccelerator (Xerox) are replete with comprehensive business building tools, templates, guidebooks and more that print providers can use to bring in new and repeat business. This material is heavily skewed towards the commercial print operations and not necessarily adaptable to in-plant operations even though they may use the exact same


Xerox Enterprise Print Services: From the desktop to the in-house print centre

Xerox's move to widen the scope of its MPS offerings across the enterprise addresses the need to manage and control printing as it occurs in several parts of the organisation—at the desktop, in the home or other remote locations, or in internal print-rooms. In itself, the office environment represents a significant source of paper output and is characterised by a range of printers, copiers and multifunction peripherals (MFPs). This environment can be a huge cost drain due to the lack of control

Copying His Way to Success

Bob Leone doesn’t hesitate when asked what makes him a successful businessman. And he is that. He just sold his wildly successful Xerox Corp. agency Mr. Copy, which he built from the ground up during the past 15 years, to Xerox itself. For a lot of money. How much? He won’t say. He’ll continue in his job, and expects to add up to 30 jobs in the next year or so. But he will talk about how he handcrafted his company into a dynamo in the copying industry. A Xerox employee for 20 years, he decided

Ingersoll Rand to cut operational costs by 30% with Xerox document management

Ingersoll Rand to cut operational costs by 30% with Xerox document management 12/11/2009 Global manufacturer Ingersoll Rand reckons it's seeing cost savings and greener operations since going live with Xerox Enterprise Print Services. William Gauld, senior vice president at Ingersoll Rand, explains that the company's nine-year EPS contract effectively brings multiple output devices, print budgets and vendor support systems all under centralised Xerox management. As a result, he says

CSU to shut down university print shop

printing technologies are rapidly replacing traditional offset (printing) for many forms of print marketing," administrators said in their justification. "There are fewer dollars out there, and buyers are carefully choosing where to spend." Cutting the eight jobs and dropping two others to part time will save the university $280,000 annually, administrators said. Administrators said print jobs will be handled by other staff using copiers and other digital equipment at the FastPrint and CopyRite

Fuji Xerox adds three Nuvera models

magnetic readers and sorters. The machines boast productive printing capabilities with the Nuvera 200MX printing at speeds of up to 200 A4 duplex images per minute, while the Nuvera 288MX can print up to 288 A4 duplex images per minute. Other features include: Cheque Production Integrity : An optional feature that automatically tracks the total number of cheques in a run and captures every printed MICR line to determine if a number in a cheque sequence is missing, duplicated or out of order

London Graphic Systems appointed Xerox reseller

Specialist print reseller becomes Xerox UK’s latest channel partner. Published on Nov 9, 2009 London-based supplier to the creative industry, London Graphic Systems, has added Xerox colour technology to its portfolio of specialist colour printing systems. “This is an exciting time for London Graphic Systems,” says Gordon Christiansen, London Graphic Systems’ managing director. Adds Peter Taylor, director, Production and Graphic Communications, Xerox UK: “The relationship Xerox has with London

Ricoh W5100

One of my cleints just needs a color scan solution, however the Ricoh Color Scanner is not on GSA, thsu I need to go to the W5100. Can this system just be confingured with the interface card and the scan license?? Thus the RW print license is not needed. am I correct or am I missing something. Art PS, I would use the netwrok acnning, however they need more control over scanning old documents.

Xerox wins Gegenheimer award

Xerox wins Gegenheimer award Press release from the issuing company Xerox Corporation has been awarded the 2009 Harold W. Gegenheimer Corporate Award for Industry Service from NPES, The Association for Suppliers of Printing, Publishing and Converting Technologies. Xerox is the first manufacturer of digital printing equipment to win the award, which recognizes leadership and participation in NPES and industry activities, civic leadership and technical innovation. "Xerox has been instrumental in

Océ Offers Customers Secure Printer Access

. Availability HID OMNIKEY brand readers are now available from Océ direct sales offices. A variety of acquisition plans are available, please visit . About Océ Océ is a leading international provider of digital document management technology and services. The company’s solutions are based on Océ advanced software applications that deliver documents and data over internal networks and the internet to printing devices and archives -- locally and around the world. Supporting the

Print Audit Named 2009 TechRev Innovator

located in the United Kingdom, South Africa, Australia, Brazil, Canada and the United States. For more information on Print Audit, please contact: Angela Onstine 1.877.412.8348 Outside of North America, please contact: Print Audit - Europe +44(0)1483 726206 Print Audit - Australasia +612 9922-3756 Print Audit - South Africa +086 110 5777 (Within South Africa

Re: Weekend Industry Notes from 11/08/09

quote: - Muratec is now shipping the new MFX-4555 A3 b/w MFP, featuring: - actually made by Samsung of Korea - Base MSRP of $5995 - Can print up to 11”x17”, but can only copy up to legal size originals Not correct, this is an A4 device only and will not print 11x17 click here

Canon Imagepress C7000VP


Canon unveils world’s fastest portable scanner

is located on integrated memory, which auto loads when plugged into any Windows PC. It can therefore be used easily when on the road and on any compatible Windows computer. Paper is placed onto the automatic document feeder that opens up at the top to accommodate 20 sheets of paper. Trevor Dodsworth, head of marketing for business products, said its appeal was that is was no heavier than a bag of sugar. Also unveiled was the Canon DR2020U, a 20 pages per minute capable office scanner with an

Copy Machine Dance Video


Doonesbury Copy Machine


requires a service contract for its fleet of departmental printers.

Wake Technical Community College requires a service contract for its fleet of departmental printers. These printers are all HP printers, and range from smaller departmental printers to larger departmental multi-function devices.

OKI brings fully managed office automation service to market

OKI brings fully managed office automation service to market This division offers managed services on the OKI ES range of multifunction and colour printers. Johannesburg, 12 Nov 2009 OKI Printing Solutions has established an office automation division to meet the market's growing demand for fully managed print services. This new division, which became operational at the beginning of October, comprises dedicated sales, support and maintenance staff, which offer managed services on the OKI

Re: Dealer and Direct Branch Counts

Agreed, This info is hard to track down. Even harder if you want to be exact. For IKON I used the "400" figure that was published at the time of Ricoh's acquisition I pulled the 664 figure from a report on Vision 2007 Ricoh dealer meeting. That did include all RFG dealers. Interestingly, the report said that Ricoh had over 1,300 dealers in 1999. I took your suggestion and converted Xerox' GSA to excel and did the math. Agents added up to 540, but I assume that some of those are actually Global

Re: A Funny Thing Happened on the way to the Copier Demo/Appointment

A customer was demo'ing a canon color copier with fiery in their office. I stopped by on the second day to check to see how everything was going. The office manager asked me if there was any way that images or pictures would just randomly print off the hard drive of the system. Apparently, some very explicit images had been printed on the copier right before I got there. Rightfully so she was absolutley furious. I explained that the pictures had to have been printed by someone in the office. We

Frank Sinatra "20 Years of Experience in the Copier Biz"

n?A motion to approve a five-year multi-function copier agreement was tabled by supervisors to allow board member Frank Sinatra to view a demonstration of the equipment. He said Nov. 4 that he has 20 years of copy machine experience. The township will lease at least five copiers for the administration, finance, police, parks and MCA-TV. The vote to table was 3-1 with supervisor Marvin Eicher dissenting and Craig Swen absent. Read more:

Wapakoneta, OH

they would have been without it. Since Cash for Clunkers ended, the office has seen a decrease in sales, but that is typical through mid-March since people steer away from purchasing new cars during the winter months. “We would like to set that money aside for further renovations of the building as needed,” Kohler said. Two computer funds supported by fines charged in each court case should be well funded for 2010, she said. Ten dollars from each case, excluding traffic cases which charge $5 each

New P4P Promo

For the next three months December 09, January 2010 and February 2010. Print Audit and Dealer Marketing Systems will sponsor our new P4P Promo! The top two posters for each month will receive a FREE SIX Month Premium Membership for the Print4Pay Hotel forums! Be sure to post often!! I'll be posting the winners here and then upgrade your membership!!! Thank You!!

New Photizo 2009 MPS Tracker Study: 93 Percent of Companies Use MPS Provider

New Photizo 2009 MPS Tracker Study: 93 Percent of Companies Use MPS Provider Most also note reduction in carbon footprint as result of MPS programs November 12, 2009 – Lexington, KY – Almost one half of all Managed Print Services contracts are directly with equipment manufacturers, according to the latest MPS Decision Maker Trackerä study from the Photizo Group. The study also found nearly 95 percent of MPS sites reported a reduction in their carbon footprint as a result of more efficient




Re: Dealer and Direct Branch Counts

Thanks Chuck, I came up with 114 RBS locations based on Ricoh's July GSA, but it doesn't seem to adding up in terms of authorized dealers (just 143). I tracked down a count from Vision 2007 and Ricoh, L & S had 664. Considering the number of authorized dealers probably didn't expand too much, I'm going with that as a rough estimate for now. still open to suggestions and clarifications though....

Re: Dealer and Direct Branch Counts

Surely that 143 does not count IKON locations and your numbers may be suspect due to a dealers having multiple locations etc., etc. Also are you looking for JUST Ricoh or are you considering RFG locations/dealers. I also know that IKON uses a Phone Number/Home address of individuals as a "location" ergo, that throws off your count too.

Re: Dealer and Direct Branch Counts

Anyone have an idea of how many sales people there are in the industry??


that 4% of PAPER sold in the US is 11x17, which is totally different. If the average customer used 11x17 4% of the time, and assuming 1,000 pages a day, that's 40 pages of 11x17 at every customer, every day. Of course in reality, lots of customers print 80-100 11x17 pages a day, and some certainly print 0, but there are still many applications that call for 11x17.

This Week in the Copier Industry 5 Years Ago (Second Week of November 2014)

I didn't have to do it but I did.  Last week I sent an email to all the sales managers at Stratix with a cut and paste of Section 179 web site.  Hoping that they would share will all of their sales peeps.  It's crazy that when I speak about Section 179 most business owners have no clue what it is or how it can affect their profit margins.

Enjoy these awesome threads from 5 years ago this week!

Konica Minolta Named Leader in 2014 Magic Quadrant for Managed Print and Content Services

SOURCE: Konica Minolta Business Solutions U.S.A., Inc. November 10, 2014 09:00 ET Konica Minolta Named Leader in 2014 Magic Quadrant for Managed Print and Content Services Global Recognition Highlights Strategy to Deliver Document Management for All Business Needs RAMSEY, NJ --(Marketwired - November 10, 2014) - Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ) today announced its placement in the Leaders Quadrant of the 2014 Magic Quadrant for Managed Print Services (MPS) and

Canon Positioned in the Leaders Quadrant of 2014 Magic Quadrant for Managed Print and Content Services

referenced product names, and other marks, are trademarks of their respective owners. Specifications and availability are subject to change without notice. SOURCE: Canon U.S.A., Inc. Editorial: Siobhan Cullagh Canon U.S.A., Inc. 631-330-5184 or Canon U.S.A. website: or For sales information/customer support: 1-800-OK-CANON Copyright Business Wire 2014

GAM Graphics and Marketing discovers new applications and 25 percent cost savings with the RICOH Pro C7110X

Malvern, PA, November 11, 2014 - Ricoh Americas Corporation today announced that GAM Graphics and Marketing, a full service marketing firm that offers comprehensive printing and fulfillment services, has successfully used the RICOH Pro C7110X five-color digital cutsheet printer to help deliver an even wider range of unique applications to their customers. Since implementing the RICOH Pro C7110X in September, GAM has experienced cost savings and has been able to expand its offerings, natively

Inofile, Konica Minolta Help Eliminate Fax from All Healthcare Settings with Kno2

BOISE, Idaho — Inofile announced today that it is partnering with Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ), a leader in information management focused on enterprise content, technology optimization and cloud services, to remove outdated fax technology from all healthcare settings using the Kno2 clinical document exchange platform. Available through Konica Minolta’s EnvisionIT Healthcare solution portfolio, Kno2 is now fully integrated with bizhub multifunctional

Konica Minolta Awarded Global Climate Performance Leader for Actions Against Climate Change and Transparency

strategic business, investment and policy decisions. Konica Minolta Business Solutions Asia Konica Minolta Business Solutions, a leading company in advanced document management technologies and Managed IT Services for the desktop to the print shop, brings together unparalleled advances in security, print quality and network integration via its award-winning line of bizhub® multi-function products (MFPs); bizhub PRESS® and bizhub PRO® production print systems; magicolor® color printers
Blog Post

This Week in the Copier/Office Equipment Industry 10 Years Ago Second Week of November 2004

network." Ricoh and Canon , the company's two RICOH TEAMING WITH EFI TO INTRODUCE 11/15/04 8:31 AM Topic by Guest RICOH TEAMING WITH EFI TO INTRODUCE ROBUST JOB SUBMISSION AND WORKFLOW MANAGEMENT SOLUTIONS FOR AFICIO PRINTER LINE West Caldwell, NJ, and Foster City, CA, November 12, 2004 Ricoh Corporation, the leading provider of digital office equipment, is And you thought Ricoh only made...... 11/8/04 10:33 PM Topic by Guest Japan's Ricoh to take full control of women's clothing unit

Konica Minolta Recognized as World Leader for Climate Change Initiatives

named to the Dow Jones Sustainability World Index for two years in a row. For more information, please visit and follow Konica Minolta on Facebook , YouTube , and Twitter . Konica Minolta Contacts Karen Harris Konica Minolta Business Solutions U.S.A., Inc. +1 201-818-3231 # # # # # Konica Minolta bizhub ® is a registered trademark of Konica Minolta, Inc. All other trademarks mentioned in this document are the property of their

Xerox Positioned as a Leader in Gartner’s 2014 Magic Quadrant for Managed Print and Content Services

document managementcompanyhelping organizationstransform the way they managetheir business processes and information. Headquartered in Norwalk, Conn., we have more than 140,000 Xerox employees and do business in more than 180 countries. Together, weprovide businessprocess services , printing equipment , hardware and softwaretechnology for managing information – from data to documents. Learn more at . 1 Gartner, “Magic Quadrant for Managed Print and Content Services Worldwide,” By
Blog Post

Print4Pay Hotel Adds New Copier Survey Feature

Just about two weeks ago we released a new survey feature for the site. There is a link for the main survey page on the gray header bar (the one that has the pull downs), and there is also a widget on the left side of the site that allows you to see the "the last 5 surveys at a glance". These surveys are the real deal, because they are coming from the sales people that have the feet on the street. Personally, I believe that if you're a Print4Pay Hotel member, then you're one of the best in the

Auxilio Announces New Printer Fleet Security Service Offering to Combat an Increasing Entry Source for Hackers

services. This service protects organizations printer fleets, an increasing entry source for hackers into a hospitals network. A current Managed Print Services (MPS) customer located on the east coast will pilot the program starting in December 2014 , with an initial vulnerability assessment of its current print/copier fleet environment. Multi-function printers (MFP) that are set up with factory default settings and are c onnected to the network are vulnerable prey for hackers


Canon MDS

I was recently in Atlanta for a canon dealer event and sat through their MDS presentation. They are apparently getting more and more aggressive with their approach and it appears in 2015 they will have network/it support program for dealers to contract with to provide IT services to clients. I tried to pry a little more info from their team but it appears they are still in the planning stages. My best guess is that it may model the Ricoh CHAMPS program.

GreatAmerica First to Integrate Credit Application Submission with SalesChain

approval, thus saving application-processing time. “By creating a simpler, faster, and more intuitive process for dealerships, we are not only saving them valuable time, but boosting the profitability of their entire sales force,” explained SalesChain CEO, Tim Szczygiel. “The reason SalesChain and GreatAmerica work so well together is due to our mutual focus on providing dealerships tools and services they need to succeed.” About GreatAmerica Financial Services Established in 1992, GreatAmerica

Ricoh Rcloud Services

Hi, The Ricoh dealer representative did presentation today about Rcloud services as a software sales possibility. This is service includes an Enterprise Content Management and a Backup and Recovery Services. This is the link to the website that explains the services. These services are Canadian. My question is does Ricoh USA have any comparable services and if so how do they work?

Novitex Introduces First Pure Cloud-Based Managed Print Services Offering Aimed to Reduce Total Cost of Ownership

that Novitex is using ServiceNow and are looking forward to driving further innovation to their customers.” To learn more about Novitex’s cloud-based MPS offering including printer management, printing management, secure pull and print, mobile print,cost accounting, scan to workflow and hardware productivity, pleasevisit: . About Novitex Enterprise Solutions . Novitex is a digital-first,document outsourcing provider specializing in the Integrated DocumentLife Cycle™ (The

Re: Canon MDS

partnering with us on the deal for support/pricing and he told me that it would be very tough for anyone to tell the direct they had to stand down becuase Ricoh was going after all the healthcare accounts they could. So, from a CHAMPS perspective we don't really have too much trust in Ricoh Corporate and have gone back and forth deciding if we would use the program or not. I am very hesitant tohave Ricohemployees in my account even though I know they are not RBS sales/service people.Hopefully

Re: Canon MDS

This is interesting, Jason, Follows similar offerings from Konica and Ricoh, but a good way to evolve dealers and expand their portfolios. Any additional details on the Canon dealer network/it support program at all? - jake

Ursus books uses Contex scanner

one-time lucrative print department. The solution The high-speed HD iFLEX flatbed scanner efficiently delivers high-quality scans of Ursus’ valuable inventory with ease. To accommodate originals of assorted conditions and dimensions, the scanner features an adjustable lid and the ability to double its scanning area from A2/C-size to A1/D-size. Benefits results The HD iFLEX’s speed and image quality enables Ursus to capture 400% more prints weekly than previous methods, contributing to a dramatic

Re: Perspective on Dealer Exclusive Lines (e.g. Lexmark BSD)

So, some of these may be a little off the wall. Dealer exclusive product naming (how different should it be?) I've always thought thatwhen the dealer bought the equipment from the manufacturerthat the dealer should be able to "brand" the equipment with it's own name. I was told years ago, that there was a line in the dealer agreements that would not allow this. Thus, I could call my Ricoh MP C5503 a Genesis 3055, and I could make my own marketing pieces. Would be harder for others to compete

Gartner positions Lexmark in Leaders quadrant of 2014 Magic Quadrant for Managed Print and Content Services

Lexmark International, Inc., registered in the U.S. and/or other countries. All other trademarks are the property of their respective owners. 1 Gartner, Inc., Magic Quadrant for Managed Printand Content Services, Worldwide, Ken Weilerstein , Elizabeth Kim , Sharon McNee , November 6, 2014 . SOURCE Lexmark International, Inc. RELATED LINKS

Xerox declares the end of paper (again)

The first time Xerox announced the extinction of paper to the world was 1984. What it had to back up its claim was a concept of graphical computing; an idea of representing the documents office use every day visually so that what you see is what you get. At that time, the company invited me to its exhibit of "The Paperless Office." But in my published story that fall, I noted that Xerox was beaten to market by as much as a few years. Maybe Xerox had the idea, but Apple had already capitalized

2400/3600 Print& Scan Options

I have a few left should anyone need them.  Reasonable.

Re: How Buyer's Habits are Changing

access to, so it is worthless content. I would argue that it is somewhat harmful to the dealer since it is highly-possible that you are competing with Ricoh Direct in many new business opportunities. In addition, regardless of how many salespeople a dealer employs, it is virtually impossible for them to reach every potential customer in the market without some sort of company-supported marketing efforts to create awareness of that dealer's brand. Without informative valuable web content, potential

Re: How Buyer's Habits are Changing

that it is somewhat harmful to the dealer since it is highly-possible that you are competing with Ricoh Direct in many new business opportunities. In addition, regardless of how many salespeople a dealer employs, it is virtually impossible for them to reach every potential customer in the market without some sort of company-supported marketing efforts to create awareness of that dealer's brand. Without informative valuable web content, potential customers may not even know that dealer exists

Re: Canon MDS

Jake, I haven't heard anything further since we were down there. I did ask the guys in the presentation if they would mirror it like KM and Ricoh's services and they indicated there would be similarities. Of course after being a Canon dealer for a while now they may say something is going to come out in 2015 and we may not actually see it until 2020.

Copies could be focus of MCS energy study

MUNCIE – This is not something you hear every day: Muncie Community Schools is considering a district-wide copy machine study. Fred Christopher, who heads up the district’s energy conservation efforts, said such a study could save the district thousands each month. Yes, thousands. Turns out the copy machines and desktop printers are costing the district $300,000 a year (more than $90,000 just on ink). Some of the energy-sucking machines, Christopher said during Tuesday’s regular school board

Epson Unveils New High-Speed WorkForce DS-520 Sheet-Fed Scanner with Increased Efficiency and Versatility for Business

is a global innovation leader dedicated to exceeding expectations with solutions for markets as diverse as the office, home, commerce, and industry. Epson's lineup ranges from inkjet printers, printing systems and 3LCD projectors to industrial robots, smart glasses and sensing systems and is based on original compact, energy-saving and high-precision technologies. Led by the Japan -based Seiko Epson Corporation, the Epson Group comprises more than 72,000 employees in 94 companies around the world

GNU Bash "Shellshock" Security Vulnerability Update

the network, operation panel, USB, or any other interface, therefore, KYOCERA printers and MFPs are not susceptible to the “Shellshock” vulnerability. Connectivity Options "Bash" environment is not implemented in following KYOCERA optional products, and therefore unaffected. FAX System (*) IB-23/IB-50/IB-51/IB-110 Software, Utilities "Bash" environment is not implemented in any KYOCERA software/utilities and therefore unaffected. EFI™ Fiery Printing System(s) The Fiery Printing System, optional

Japan to Bring the NextDocs Enterprise Content Management Platform to Life Sciences Companies in Japan

be deployed in the cloud or on-premises. For more information visit . CONTACT: Beth Hespe, 215-867-8600 x235, SOURCE NextDocs Copyright (C) 2014 PR Newswire. All rights reserved

Leading General Insurance and Asset Management Provider Invests More Than $700,000 in Kofax Software

services, insurance, government, healthcare, business process outsourcing andother markets. Kofax delivers these through its own sales and serviceorganization, and a global network of more than 800 authorized partners in more than 75 countries throughout the Americas, EMEA and AsiaPacific. For more information, visit . © 2014 Kofax Limited. Kofax and TotalAgility are registered trademarks and First Mile, Kofax Mobile Capture, Kofax Kapow and KofaxAltoSoft Insight are trademarks of Kofax

Perspective on Dealer Exclusive Lines (e.g. Lexmark BSD)

Hey Gang, I'm hoping for some insights on Dealer preferences for BTA/Dealer-exclusive lines from the traditional printer/IT channel guys (e.g. Lexmark BSD, OKI MPS/BTA, etc). Growing within the "copier" channel is of course a major priority for these vendors, and certainly something that the other printer guys (specifically HP Xerox A4) are keeping an eye on. As I said, I'm hoping for some insights on what you like/don't like or would like to see from the dealer-exclusive programs. For example

Re: Perspective on Dealer Exclusive Lines (e.g. Lexmark BSD)

We went down this road with Oki awhile back and it worked pretty well but at the time, Ricoh was very deficient on color products and Oki had some compelling MPS strategies. They had uniquely branded products and specially keyed supplies as well as extremely aggressive dealer channel pricing. We had some success following the initial launch but I can't remember the last time we sold an OKI. It's just too hard to keep up with all the changes happening within our primary brand to try to maintain

Re: Folder Browse

NSI, is all I know of. Would like to know if there are other solutions also that may be cheaper. Go figure, you can get a A4 Muratec for under $2K that has browse to folder!

Re: Ricoh Rcloud Services

Hey Bumble: I guess in the states that would come under Ricoh's MDS "Champs", hope I'm right on the that. We can engage with a customer and then have Ricoh involved. However, for MNS and BDR, we do that internally and don't farm that out.

Re: Ricoh Rcloud Services

For the ECM Service we would engage the customer and then hand it over to Ricoh for them to bill and maintain. The BDR service is provided by Ricoh but they bill us and we bill the customer monthly depending on there data volume. You say you do it internally how do you prospect for customers? Do you talk about it with your MFP customers or is it done separately?

Re: How Buyer's Habits are Changing

I believe this is a fair estimate but in my experience I believe it is mainly on the call in's. When someone calls me and asks for "X" model with a booklet finisher, 100 sheet doc feeder, fax, USB, Postscript, Tandem Paper Tray and Hole Punch, I pretty much think they have already been talking to sales reps or have been reading the brochure. I do however still go on many appointments and calls where the client has absolutely no clue what they want or anything. I'm with Art, I can barely

Re: How Buyer's Habits are Changing

individual or dealership that looked like they could add something valuable to the problem the prospect is encountering? Originally Posted by Jason H: I believe this is a fair estimate but in my experience I believe it is mainly on the call in's. When someone calls me and asks for "X" model with a booklet finisher, 100 sheet doc feeder, fax, USB, Postscript, Tandem Paper Tray and Hole Punch, I pretty much think they have already been talking to sales reps or have been reading the brochure. I do

How Buyer's Habits are Changing

The Harvard Business Review recently published a study that showed business decision makers are 57% of the way through the buying process before contacting a sales rep . Read the study . Download the report . For those of us who put on business suits every day and go face-to-face with decision makers, that data is very concerning. I'm curious: What are you experiencing in the field? How are buyers different than they were 5 years ago? Right now we're developing a survey to research this

editable template for an mps proposal

Please see the thread below, can anyone help out John and post one here? Art, Do you happen to have a editable template for an mps proposal that includes copiers and stand alone printers? Thanks,

GreatAmerica & ConnectWise Improve Billing Services for Solution Providers

is the #1 business management platform worldwide. Today, more than 90,000 users rely on ConnectWise to achieve greater accountability, operational efficiency, and profitability. Leveraging the cloud, the platform fully integrates business-process automation, help desk and customer service, sales, marketing, project management, and business analytics that dramatically streamline a company's operations. ConnectWise also gives its users access to a powerful network of ideas, experts, and solutions

New xx54 series just launched

Just the 2554, 3054, and the 3554. I assume the 40, 50, 60 are soon to come. The Ricoh Learning Center has a great Brainshark video of the new Smart Device connector using Androids NFC or iOS QR Code.

precvision scanning

Auctions’ business: the selling of digital images. Customers can purchase the remarkably precise scans and avoid unnecessarily handling their maps, minimizing the likelihood of damage and wear.

Re: New xx54 series just launched

GIntel: They are not yet on InfoCenter. Of course, they still aren't out there for the MP Cxx03 color series either, so I wouldn't hold my breath on Ricoh posting them.

Re: New xx54 series just launched

The attached came from the InfoCenter Sales Information Guide.

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

I just spent the last 5 minutes playing around with a new Samsung MFP we ordered in with the Android UI. After being super excited for the past month to try this out... ...I hate it. For several reasons. 1) The operating system lags from screen to screen 2) There's absolutely no hard buttons and I have fat fingers. 3) Everything is spread out. 4) There are useless apps, like Calculator and a Movie app, and not enough printing apps 5) The Box app (similar to Document Server or Mailbox) doesn't
-=Good Selling=-

How Buyer's Habits are Changing with Copiers

What you'll read here is a series of threads that was posted on one of our forums about 5 years ago.  The threads have some excellent content about buyers and their habits.  Please excuse some of the spelling errors since I'm capturing the series of threads and can't correct them.

There's some great comments from many peeps who might know in the industry.  Enjoy and please feel free to comment!

If you'd like to read the original thread you can go here.

-=Good Selling=-

XEROX/HP There's a Lesson Here, Let's thank Carl

“Anytime my imagination comes to life; it reminds me to imagine more.” 

So, it’s been a busy week in the print equipment and its services industry. I say, hang on because the speed of its disruption is going to increase. Thanks, Carl Icahn, for hopefully wakening the industry’s leaders to disrupt themselves. 

Throughout history, most industries were disrupted by outsiders. So, this move by Carl Icahn is welcomed by those insiders determined to kick the ass of the channel’s complacency and status quo.

Some believe Xerox and HP coming together doesn’t make a disruption. It’s incredible how some can’t look past what’s in front of them. Or, they find it easier to discuss why something won’t work over the discussions on why things will work. Who knows which one writes the check or swaps the stock. The bottom line is, Xerox started the game as they ante up. 

“When leaders focus on why things won’t work, they are fighting to remain in the past; when leaders focus on how things could work, they are exploring the future.” 

This merger will cause the remaining manufacturers to consolidate much quicker than many wanted. It also affects the Private Equity in the channel as they consider current and future investments. Soon the hype in roll-ups chasing the fiction of Managed Print Services growth will be questioned as those investments are held accountable to market realities.

We are witnessing the beginning of the industry’s most significant cost-cutting in its history.

 I will call it.

“The era of aligning cost with market realities.” 

When Carl Icahn set out to clean up Xerox, he did it to bring greater value to the company by aligning it with the realities of the market. Carl said he saw Xerox heading in the direction of Kodak, and he intended to change that direction.  

Xerox had many out of control expenses, and Xerox was not addressing the overlapping and saturated distribution. Carl questioned the fact that GIS (Global Imaging Systems) was not focused on the Xerox brand. 

These GIS Dealers which Xerox owned, were selling competitive brands; he also questioned why Xerox owned companies were still operating with their independent names over capitalizing on Xerox's name recognition? I agree with Carl on that. Why acquire distribution and keep it independently branded. I think its insecurity or a lack of confidence in the acquiring brand by the acquired. 

Dealer Roll-Ups listen to Carl, unite the brand, and rein in the cost.

We still see today’s roll-ups using the GIS model, it seems as there is still a fear of what consolidation means to the end-users. Do these roll-ups really believe that customers would leave if the dealer changed its name? Do dealers think they are fooling the customer? I think this strategy does not align with end-user’s reality and destroys the entity’s chances of national recognition. 

 It’s not 1990 so, why are the acquisition strategies still being built on a 1990’s model? 

Organizational unity creates esprit de corps; this unity becomes clouded by individualism. Roll-ups should be proud and praise their integration. I believe if you intend to be a national organization, then be national, in name, products, services, and core values.

“It is more important to bring together what is separate, over attempting an appearance of togetherness while remaining separate.”  

Unity and brand recognition in the Imaging Channel is quickly becoming a must as the fast approaching pull-economy invades the channel’s deliverable. E-Commerce will play a significant role in the future of the channel. Those of you who understand Google should quickly realize the value in this paragraph and the next. 

A national company all united on a customer-centric deliverable is so much more effective than a national company made up of independent organizations all working as they did in the past. It will be much easier to find your company in the digital world when its name is widely used. If you intend to sell nationally, you better be recognized nationally. I suggest all roll-ups take the parent's name and do it quickly. Because some in the channel will in-fact sell nationally.

Enough is enough let's move forward

Quite simply, Xerox needed someone to say enough. Carl Icahn said it. Who in your organization will say, "Enough is Enough? 

All dealers’ manufacturers and those who provide services to the channel’s ecosystem must rein in and align cost. The inefficient ways of servicing and selling must not be ignored any longer. 

Dealers must stop working with any consultant who is keeping them in the past or is telling them what they want to hear instead of what they need to hear. I am a supporter of NEXERA, BEI Services and proudly say this.

All dealers and private equity in the space should contact Wes McArtor to understand the data. Wes McArtor and his team have the most extensive industry database in the world, and numbers don’t lie or get emotional. The future of the channel will take bold leadership willing to lead based on the realities of the market. A reality clearly defined by the data. 

Xerox/Hp will bring a whole new game to the field which many still see as an unchangeable game. 

Those who cannot muster the fortitude to make the needed sacrifices should move to the sidelines. The Imaging Channel will face many challenges as the market continues declining. However, the industry can reinvent itself and thrive if they stop trying to save yesterday’s relevance. 

Now is the time to understand the value in replacing oversold A3's with A4's. Now is the time to understand e-commerce and implement it. Now is the time to imagine future possibilities over remembering past successes.

Print equipment, and its services business model is going to modify. Hopefully, this new era of consolidation and cost cutting brings a fresh perspective to a much-needed reality check. 

It will be interesting to see how the deal pans out, but one thing is adamantly clear. Two of the major players in the space just slapped status quo in the face. It’s the time now for the rest of the industry’s actors to do the same. 

“Status Quo is the killer of all that will be invented don’t get stuck in Status Quo.”

I welcome all to subscribe to my YouTube Channel

Also please send invite if you wish to connect here on LinkedIn

 Ray Stasieczko

CEO/Founder TEASRA, The Innovation Channel 

3 Things Sales Professionals Do To Prevent Themselves From Losing Their Largest Account's

“Get closer than ever to your customers. So close that you tell them what they need well before they realize it themselves.” 
Steve Jobs

Are you taking your largest clients for granted? Do you remember the feeling of gratitude you had the first time they decided to do business with you?

Do you really understand what your largest clients want? Do you understand what they really desire? What do they crave? Are you delivering what they really want? Do you even know?

Some of you may find these hard questions to answer because... how often are you spending heartfelt and quality time with your top clients?

How many of you can honestly answer these questions?

Gut check time, isn't it?

I would like for you to think about your largest client, got it? Think about how much they mean to you and your company.

What would it mean to you and your company if you lost your largest client?
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If I had a dollar for every time I've heard these statements,

“We service the heck out of our customers. They’ll never leave us.”

"I own this account."

"They love me, they're not going anywhere."

All of a sudden a cold dose of reality sets in, an unknown competitor walks away with one of your largest accounts and no one ever saw it coming.

I'm not here to throw ill-will on you or your company. I'm asking you to think. I know you work hard for your clients. I know you take them seriously. I know you provide great service and yet some still leave, why?

Let's get real for a moment... Your competitors are calling on your largest clients. They're ripe for the picking if you simply fail to take care of them, listen to them, love them, learn from them and even grow with them.

All of a sudden, a long list of 'little things' develops, things begin to fester over time and before you know it, you’ve been replaced with a shiny new sales professional.

If you fail to continually enhance the client experience, don't be surprised if they look elsewhere for new experiences


Even more than bringing in new clients, it's massively critical to keep your largest clients happy with you and your company. However, keeping them happy depends on knowing what they want, what they crave and what they care about.

A sales professional is constantly looking for potential roadblocks and landmines within their largest accounts. They consistently crave feedback from their clients. They leverage feedback to identify key areas for improvement.

"Forget the Wheaties, oatmeal, or the All American Grand Slam, Selling From the Heart Champions eat feedback for breakfast."


The consummate sales professional, runs their own business. They do their best to appease their clients, satisfy their needs and keep them loyal to their brand.

If you fail to continually find out what your clients actually think about you and your support, you'll never be able to give them the best experience they deserve. It's their opinions about the experience they have with you that is helpful information to use to adjust your support to fit their needs more accurately.

How do you know if what you're doing is working? How do you know if your largest clients are happy with their experiences or with your company? What do they like and dislike? How are you keeping up with what's going on inside their company?

Sales Professionals dig in and ask...

  • What can I do differently?
  • What can I do to improve or enhance my service to you?
  • What can I do to help you do better business?

I'm asking you to rock the boat on this one because a comfortable mindset with these clients is a terrible thing to waste. Think of the all the competitors circling your largest clients just waiting for the right moment to reel them into their establishments of paradise.

I'm encouraging all of you... set aside your big fat egos, "my client's love me attitude", suck it up, dig in and start asking the tough questions.

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Sales is serving and serving is sales. To serve is to care. It's caring deeply about your clients, the people who buy what you have to sell. Listen up... I encourage you to capture the hearts and minds of your clients.

It's about "giving a rip" and truly caring about helping to solve their business challenges, goals and concerns. Showing you care, it's not about being "mushy and gushy", it's about being human, being real and being your authentic self; every step of the way.

"People don’t care what you know until they know that you care."
Theodore Roosevelt

Your largest clients are asking so much more of you than they ever have before. They're holding you to a higher degree of accountability. If you fail to nourish and continually bring value, I flat guarantee somebody else will eagerly step right in.

I want you to think about this for a moment... if you fail and I mean fail to enhance the experience, grow the relationship, dig in and hunker down with your top clients... then why on earth should they continue to do business with you?

Deeply invest and authentically care about the experiences you provide to your largest clients. Watch what happens to your relationships.

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How many of you are truly connecting with your largest clients? You must make them feel like you really care and this means stop looking at them through your dollar signed glasses.

When was the last time you shared with one of your clients how you really felt?

We as human beings want to be heard, we want to know that we matter and we just want to be loved. The same can be said for your largest clients.

Heartfelt conversations lead to a human connection, be present and be in the moment. Your largest clients should be made to feel like they're the only thing that matters. Speak from your heart. So many can tell when you’re being sincere or not. When you start communicating with authenticity you'll find that the trust and relatability factors soar.

Connect with meaning by digging in and asking heartfelt questions.

  • What do you truly expect and desire from me?
  • What do you value?
  • What matters to you the most?
  • What can I do to better serve you?
Love on your clients or someone else will!
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Feedback, caring and connectivity is jet fuel for building meaningful client relationships with your largest clients.

If you hunger to achieve true sales excellence, it can't just be about you. It has to be bigger than you. You must be driven by a personal mission to make your largest clients business world better.

  • You must intensely care.
  • You must have compassion.
  • You must connect with meaning.

Your success in sales is not just about closing more deals, where you sit on the sales totem pole, or the size of your last commission check; it's about how well you use feedback, how much you care and how well you connect with your largest clients. Watch what happens to your relationships and watch what happens to their loyalty.

What defines you? Why do you do what you do? Do your clients matter? If your clients matter then do something about it!

Meaningful and credible relationships do matter! Discover the power of relational selling at Selling From the Heart.

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

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

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You can find more material inside Selling From The Heart.

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

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MSP & MSSP Industry Notes for November 9th 2019

November 9th, 2019

MSP & MSSP Industry Notes

Sponsored by


Arcoa Group

ARCOA has established itself as an industry leader in the recycling and processing of electronics scrap. Our management has over 30 years of experience in scrap and precious metals recycling. As an R2:2013, ISO 14001:2015 and OHSAS 18001:2007 certified electronics recycler, we can assure you that all of our material processing is done in a safe and environmentally responsible manner.

Hackers Target ConnectWise Automate, MSP Software Company Warns

  • DigitalMunition reports that malicious actors have targeted ConnectWise Automate the platform is used by MSP’s and TSPs (Technology Solution Providers)
  • Also reports that MSPs rethinking cybersecurity and many are embracing NIST cybersecurity framework

NTT EAST Expands Its Managed Services for Enterprises “GigaRaku VPN” and “GigaRaku Switch ...

  • NTT East (Nippon Telegraph and Telephone East Corporation) selects Cisco Meraki MX and MS series for delivering managed SD-WAN/connectivity services and managed LAN services
  • NTT East also offer managed WiFI service named “GigaRaku WiFi”. “GigaRaku VPN” and GigaRaku Switch availability is slated for November 11th, 2019
  • Vice President, Japan Service Provider, Cisco, Ichiro Nakagawa said “Cisco is very pleased that GigaRaku Wi-Fi has evolved under the strong partnership with NTT East and Cisco, and the new SDx services, GigaRaku VPN and GigaRaku Switch, will be available with Cisco Meraki

RFA Announces Inaugural AltTech 2019 Conference

  • RFA headquarter in New York City, offers financial cloud and cybersecurity services to the financial market.
  • RFA serves more than 650 clients around the work with locations in Connecticut, Massachusetts, New Jersey, California and Luxembourg.
  • Inaugural RFA AltTech conference to be held on November 13th in New York City.
  • Discussions will include applications of business robotics and AI/ml along with new standards associated with security and risk mitigation

Adair Technology Management and Custom Computer Solutions Combine

  • Both Adair Technology Management and Custom Computer Solutions are located in Owasso, Oklahoma (USA)
  • Both companies offer managed information technology services to companies with up to 500 users
  • Will do business under Adair Technology Management and will offer fully outsourced IT; managed, cloud and project services; IT assessments; compliance services; cyversecurity services, unified communication along with virtual CIO consulting

SDI Presence LLC Named Chicago Tribune's Top Workplaces 2019 For Two Years in a Row

  • SDI located in Chicago, IL (USA) and a certified Minority Business Enterprise (MBE)
  • ADI provides IT consultancy and managed IT services.
  • Awarded Top Workplaces in 2019 by the Chicago Tribune for the second year in a row
  • "We are incredibly honored to be recognized as a Top Workplace in Chicago for the second year in a row," said SDI CEO David A. Gupta
  • The Chicago Tribune Top Workplaces program is based solely on employee feedback gathered through a third-party survey administered by research partner Energage, LLC, a leading provider of technology-based employee engagement tools.


Astute Business Solutions Appoints Joe Finlinson as Chief Technology Officer

  • Astute Business Solutions located in Pheasanton, California and is an Oracle Cloud Managed Service Prodivder (MSP) and Gold Partner
  • Appoints Joe Finlinson as Chief Technology Officer on November 7th, 2019
  • Finlinson had served as Director of Business Applications Technology for Intermountain Healthcare since 2012
  • "Joe’s technical competency in on-premise and Cloud solutions, combined with his healthcare industry experience, thought leadership and passion for solving business problems put him in the driver’s seat to lead Astute into the next era of innovative Cloud services," said Arvind Rajan, CEO, and Co-Founder of Astute Business Solutions

Vandis Announces its Participation in Microsoft Azure Networking Managed Service Provider Program

  • Vandis Corporate office located in Albertson, New York (USA)
  • Announces they are now a part of Microsoft Azure Networking Managed Service Provider (MSP). Will be able to deliver Managed Services for Azure Networking to targeting enterprise accounts
  • Vandis delivers security, cloud, networking, mobility and infrastructure services for on-premise and cloud
  • Will focus on two areas of managed services
  • Azure ExpressRoute: Vandis' team will create a private connection between an organization's on-prem infrastructure and the cloud via Azure ExpressRoute.  Vandis managed services will provide ongoing management, monitoring, and troubleshooting for the Azure ExpressRoute connection.
  • Azure Virtual WAN: Vandis provides the ability to securely connect branch sites, datacenters, and cloud environments leveraging SD-WAN and Azure vWAN as a secure, price saving alternative to MPLS.  Ongoing managed services will provide incident monitoring and management of the traffic flow between premise locations, cloud locations, and the Internet.

Orange County, California Awards SAIC $55 Million IT Services Contract

  • SAIC (Science Applications International Corp) headquarter in Reston, Virgina
  • Revenues of $6.5 billion with 23,000 employees and offers technology integration for defense, civilian and intelligence markets
  • Awarded $55 million IT contract for a term of 53 months with two one-year options
  • Under the contract, SAIC will deliver services to support the county’s IT and technology environments in the following areas:
  • Data center
  • Desktop
  • Service desk
  • Applications
  • Overall IT service management


New Meraki Go Networking Solution Delivers a Competitive Edge for Small Business

  • Cisco headquartered in San Jose, California (USA) global technology leader that has been making the internet work since 1984
  • Launches Meraki-Go which is complete line of cloud managed networking products designed to help businesses with not IT team
  • Meraki Go Models and MSRP* (USD/GBP/EUR)
    Meraki Go Mobile App – Available for free in the Apple App Store and Google Play Store
    Indoor Access Point – $149 USD
    Outdoor Access Point – $199 USD
    Network Switch – starting at $229 USD, available in 8, 24 and 48 ports, with optional POE
    Security Gateway  – $149
    Security Subscription – $120/year
  • *Manufacturer Suggested Retail Price, excluding tax
    All hardware includes local power supply. No license or subscription required to use. Optional Security Subscription can be used with the Security Gateway only.


Recognition for Excellence in Managed IT Services Drives New Direction for Cumulus Global

  • Cumulus Cloud headquarter in Westborough, Massachusetts (USA), offers cloud-based solutions to clients to augment or replace on=premise and hosted IT solutions
  • Cumulus Cloud named to CRN 2019 Managed Service Provider (MSP) 500 list in the Pioneer category
  • “In February, we were recognized for our innovative shift in focus towards business outcomes,” noted Cumulus Global CEO Allen Falcon
  • “Capable MSPs enable companies to take their cloud computing to the next level, streamline spending, effectively allocate limited resources and navigate the vast field of available technologies,” said Bob Skelley, CEO of The Channel Company.

Thrive Expands into the Mid-Atlantic with EaseTech

  • Thrive located in Foxborough, Massachusetts (USA), is a provider of NextGen managed services using Thrive5 Methodology
  • Announces acquisition of EaseTech located in Columbia, Maryland (USA) and provides a new region for Thrive to offer their cybersecurity, hybrid Cloud, global network management, disaster recovery along with NestGen services
  • EaseTech in business since 1993 with 40 employees provide Cloud-managed services to clients in Maryland, Virginia and Washington, DC.
  • Rob Stephenson, Thrive CEO. "The EaseTech clients will benefit greatly from Thrive's vast engineering expertise and our NextGen platform of advanced cybersecurity, hybrid Cloud and compliance-driven services. "Partnering with EaseTech is a highly attractive proposition for Thrive as they're one of the most widely respected technology firms in the Mid-Atlantic region. EaseTech's 'customer-first' philosophy is a perfect match for our core values," said Rob Stephenson, Thrive CEO.

Effectual Secures Funding to Advance Innovation in Managed Cloud Services

  • Effectual located in Hoboken, New Jersey (USA) offers consultancy and cloud-first managed services
  • Announces that they have secured funding from Lumerity Capital for the next phase of growth for reaching new markets
  • Lumerity Capital is a private equity firm founded in 2014 focused on investments in cloud and data infrastructure.
  • "Having previously operated a global data center footprint in addition to providing managed services for public cloud, it is liberating to enter the market without the constraints of physical infrastructure," said Robb Allen, CEO, Effectual.

Sunstone Partners Announces Sale Of Onica, A Cloud-Native Consulting And Managed Services ...

  • Sunstone Partners located in San Mateo, California (USA). Founded in 2016 and has nearly $800 million if committed capital under it’s first two funds
  • Announces sale of Onica which is an Amazon Web Services (AWS) Partner Network (APN) Premier Consulting Partner and AWS Managed Service Provider to Rackspack
  • Rackspace headquarter in San Antonio, Texas (USA). Launched in 1998 by three Trinity University classmates
  • Rackspace is a provider of managed services across all major public and private cloud technologies

CynergisTek acquires Backbone Enterprises to enhance its managed service offerings

  • CynergisTek provides cybersecurity, privacy and compliance technology to clients
  • Acquire Backbone Enterprise for approximately $7.0 million which $5.5 million is cash and the $1.5 million in CynergisTek common stock
  • Backbone provides IT risk advisory services
  • “Backbone Consultants’ suite of services will immediately complement our entire portfolio as well as provide additional IT risk audit services and GDPR readiness, and prepare us for the opportunity with the California Consumer Privacy Act,” said CynergisTek CEO