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COVID19 Remote Working Day Two Hundred and Forty-Six of Selling

COVID19 Remote Working Day Two Hundred and Forty-Six of Selling Copiers

Hard to believe it's been a week since my last blog.  It's mostly been a week of sheer frustration for me since it's been nine days since I've turned in an order. I knew going into to March that the no orders part would be the theme for the early going. However it's always tough when you're not getting the orders because anything and everything comes to the top of your mind.  From pricing to presentations and follow ups you're always asking if you've done as much as you could for each client to swing the order in your favor.  It's these times that I hate the most about my job.

But there are some beacons of light in the next two weeks. I was able to pad my funnel with an extra $60K or so in the past week.  One of my opportunities color production opportunities that went in the weeds in January has reappeared and we have a meeting set for Monday at 9AM. That's a nice $35K opportunity. Of course you can't count anything until the order is signed and then the equipment is delivered.

Stock

Delivering has been a major source of headaches this week and it's just not me. I placed a handful of calls to other reps and dealer owners and we are all struggling with trying to get inventory.  Starting this week I moved to quoting 15-45 days depending on what the client is ordering.  Thus it's the tale of telling clients you should order now because I have no clue if the situation will will be cleared up in a matter of weeks.  From what I'm reading it could be a matter of months.  Thus we need to go back to offering what we have in stock for those that need copiers ASAP.

Ports of LA & Long Beach

A recent article that was emailed to me states there are thirty two container ships at anchorage in LA. Thus they are all waiting to get to a berth to be unloaded.  There's an additional 25 container ships at berth.  A record was hit on Feb 1st with total of 40 ships at anchorage. The article I'm reading is from mid February and it seems nothing has changed since then.

Anything and everything coming in from the Far East is all jammed up. In addition there is not much relief in site.

Who could have predicted this?  For now this seems to be the new normal for getting goods in from the Far East.  I've heard that some companies are going to start going to different ports such as Vancouver, New Orleans and Savannah.  To put this into perspective the ports of LA and Long Beach rank 1 & 2 in the nation for container traffic.

As far as I'm concerned maybe it's time top spend the extra dough and start moving those ships to other ports.

March

With 12 selling days left in the month (it's the 5th of March) I pretty confident I can eek out a month of meeting revenue quota.  The funnel and opportunities are there and now it's more about bringing them home.

The plan for next week is continued prospecting and cleaning up my CRM which is in dreadful shape. I was able to knock out a few calls and emails today.  Monday I'm booked solid with an early appointment, delivering a loaner, and training.  Guessing Tuesday will be day to out a dent in the CRM

Traditional March marks the end of most copier manufacturers fiscal year.  for dealers it wasn't about what they ordered in March from the manufacturers but more about what was delivered to meet their quota's.  I'm just wondering if there may be a change to that policy this time around.

-=Good Selling=-

Top Apps and Tools That Startups Swear By

Top Apps and Tools

That Startups Swear By



Source

Mary Jo Johnson

Trying to get a startup business off the ground can be a scary endeavor. Apart from gathering the right people to help you fulfill your vision, gathering clientele and keeping them interested and engaged will take all of your time and effort; and because of the size of your company, every hit against your coffers has the potential to devastate your startup.

It is every entrepreneur’s dream to watch their startup become something large, lucrative, and a venture they could be proud of. In the quest to achieve this dream, there are tools that abound the interwebs that are there to help you improve the processes and operations in your organization. These tools assist you with your ideas for business, keep you on track, monitor your customer relations, keep your data safe and at the same time accessible to your employees, and help you keep an eye on your overhead.

Whether you are still trying to get your ideas in order, or have already started operations and are looking to monitor the flow of business, or even if you just need something to make sure that everyone is on the same page about your business, there is a tool out there for you.

We have compiled a list of tools below that will help you with your startup.

Tools to improve your startup

Getting Started

If you are just getting started and are pooling your ideas and trying to make a working business plan out of them, the tools below might be right up your alley.

Lean Stack

Lean Stack offers a variety of products that will guide a budding entrepreneur in conceptualizing and building their startup with learning materials, business templates, coaching, boot camps, and master classes. They have business playbooks and the Continuous Innovation Framework that will help you learn as you go and practice what you learn, avoiding the pitfalls that usually plague the uninformed and unarmed when it comes to business.

Mindmeister

Mindmeister is a mind mapping tool. It is a completely web-based tool that allows you to develop, capture, brainstorm, collaborate, and share your ideas with experts in real time.

It has its own project management app called MeisterTask. After using MindMeister for brainstorming, note-taking and planning, you can drag and drop your notes into MeisterTask and start setting goals and deadlines for your team. The best part is that their basic version is free. The basic version gives you up to 3 mind maps that you can store in your free account, email support, and real time collaboration.

Germ.io

If you have trouble coming up with concrete steps, germ.io might be the tool for you. This tool helps you develop your idea into a realistic goal.

They have best practices, tips for growth, templates for startup ideation, all the necessary things for a true beginner to start on their path to making their vision a reality.

You also get to collaborate with your team within the app itself, share ideas and notes, set up tasks and schedules, and monitor your progress all in one simple tool. You can get this tool at zero cost which can be very helpful when you’re just getting started and every cent counts.

Operations Tools

Once you’ve reached the operations stage of your startup, you will need tools to help you run your business from day to day. These tools will mostly focus on daily tasks and knowledge management.

Slab

The success of your startup relies heavily on how you present, store, and disseminate knowledge within the company. This is where Slab comes in with its comprehensive templates for the core and vital aspects of your business, such as company culture and values, request for comment (RFC), user manual, and weekly team meetings, just to name a few. Slab is a great tool for both tech-savvy and tech-neophytes as it integrates well with your existing platforms and workflows, which is optimal as there would be no need for new instructions. Features such as Slab Topics create a user-friendly experience for every team member by organizing information and providing relevant context for every folder and tag used. Another functionality called Unified Search makes searching across different tools a breeze as Slab centralizes knowledge within your startup.

Slab is the knowledge management tool you need to jumpstart your business and keep your daily operations smooth-sailing. There’s also the Slab’s library, which features templates used by top companies — because why not benchmark on the best of the best, right?

Slack

If you and your team are working away from the office, Slack will be of great help to you. It is a platform where you can communicate and collaborate with your team all in one place. Slack uses channels to make sure that the right information gets to the right people.

Slack also offers messaging and voice and video calls for when you need to get in touch with your team members while working remotely. It keeps everything secure and can be accessed across devices, whether you have a Mac or a PC, Android or iOS.

Customer Relationship Management

The heart of a business is always its customers. Regardless of the size and nature of the business, customers keep your business afloat. Thus, it is important to monitor customer relations in order to grow your business.

Hotjar

If you have an e-commerce website, Hotjar can help you understand customer behavior. This is a website behavior monitoring tool that allows you to observe the behavior of customers who visit your webpage.

This tool has a heat map that shows you which buttons are most clicked, which parts of your website are most accessed, and how far your customers scroll through your website.

You can also see your website through their eyes through visitor recordings. You can see your customer’s every click and mouse movement, and form an idea of how they use your website. This allows you to see any usability issues and address them easily, ensuring customer experience satisfaction.

HubSpot CRM for Startups

With Hubspot CRM, you can assign and track leads, monitor sales and customer interactions. It centralizes your contact lists, automatically logs your customer interactions, and generates information about potential customers from extracted data.

They offer tailored training and learning resources to startups, as well. It integrates with over 500 other platforms, which helps you extend your capabilities and run your operations smoothly. HubSpot CRM has a free basic version with unlimited users. If you need more than their basic services, you can pay for HubSpot add ons.

Conclusion

Starting your own company may be daunting, but exploring the tools mentioned above can ease a lot of your burden. From master classes to CRM tools that fit your budget, you have all the tools you need to make a success out of your startup.

-=End=-

Special thanx to Mary Jo Johnson for supply us with this informative blog.  Hoping to have many more from here

Five Really Unique Features on the New Ricoh IM 7000 & IM 8000 MFPs

Five Really Cool Features on the New Ricoh IM 7000 & IM 8000 MFPs

I can't remember the last time I wrote one of these, it to be TBC (time before Covid).  I think at this point in time we all need to be realize that we'll probably be placing less and less of these devices in the field. The longer larger businesses stay out of the office could ultimately spell the demise of our largest office style MFP's.  In fact I could see a future of where they are made to order and the waiting time could be as much as a few months.

But for now there are still opportunities out their with existing clients who still have a paper based and or heavy scanning work flow. Hoping in the next few months we'll be at TAC (time after Covid) and we'll all have a better understanding of how our clients have or have not changed.

Always Current Technology
If you're not talking about ACT then your competition will be. It amazes me how quick the competition can roll out their version of the same feature set and bring it to market.  What that tells you is that clients and manufacturers are seeing the value of consistently having their devices up to date for added functionality, features, and security.  If you're not having that security talk with your client then your competition is.

Ricoh Intelligent Support

Another winner in my book! There was a time when any issue with a clients device required putting a tech on site. In some cases the response time was less that 4 hours and in some cases more than four hours. In addition there were many times when the copier went down that it stopped a client from processing orders, and printing invoices.  I am one who can tell you that having that talk with a client that needs a tech asap is not the most pleasurable conversation.  All of that has now changed with RIS. With RIS,  help desk technicians now have the ability to remote into the MFP and make corrective measures. The result is a better client experience and another arrow in your quiver to help our clients.

Ricoh Smart Integration

I was a big fan or Ricoh ICE (Integrated Cloud Environment) and sold quite a few to my clients.  Think of RSI as the new enhanced version of ICE because there are now additional opportunities for clients to add dedicated workflows for scanning.  Those workflows can keep an account "sitcky" for when the time comes to upgrade that device. In addition basics of OCR, scan2word, scan2exel and mobile print is a no brainer for $10 per month.

Copy Tray

You may not think this is a big deal, however there are many clients that are jammed for space.  The thought of attaching an additional finisher/stapler to the device just to hold prints is not an attractive offering to a client that does not need to staple. In addition some of my competitors can only offer a stapler/finisher. Win, win for the client and me.

Smart Integration Advanced Workflows

Where the heck is John when I need him?  I'll be the first one to admit that the advanced worklfows is something that I'm still learning.  I understand the concept and the technology but still trying to grasp the talk track to uncover a clients need for the advanced part.  While I can't you much more about the advanced workflows. I can only tell you what I've read.  Advanced workflows are used for scanning, in addition rules (just calling them that) can be set up to automatically classify document types and route them to appropriate destinations in the cloud, local folder or a watch folder (syncs with a data base).

In addition if you have or find existing clients that are using Sharepoint the advanced workflow can be configured to work like a document management system.  It's really cool and really exciting!

I know I didn't tell you much on that one, but my point is the average sales person will still be talking speeds and feeds and you'll be two steps ahead.

-=Good Selling=-

MSP, MSSP and IT Notes Industry February 28th, 2021

February 28th, 2021

MSP. IT & MSSP Industry Notes

Sponsored by

There are two IT leads including in this weeks notes!

Arcoa Group

Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.

What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients will see better results.

SilverSun Technologies Signs Letter of Intent to Acquire CT-Solution, Inc.

  • Announced  that its wholly-owned subsidiary, SWK Technologies, Inc., signed a letter of intent to acquire CT-Solution, Inc.
  • CT-Solution, Inc. ("CT"), an Indianapolis-based reseller of Sage Software solutions
  • SWK Technologies, is one of the largest Sage business partners in North America

Cogent Growth Partners Advises WorkSmart on Acquisition of IT Services Firm RMS Associates

  • Announced the successful closing of a fourth acquisition for WorkSmart
  • Financial details of the transaction, which was closed January 1, 2021, were not disclosed

Ancero Announces Relocation to New Mount Laurel Headquarters

  • Relocation to a modern, open professional space at 5000 Dearborn Circle, Suite 300, in Mount Laurel, NJ
  • Founded in 1999 and offers IT services to SMB space

Logically Names Beverly Crisler as Vice President of Professional Services

  • Named Beverly Crisler as Vice President of Professional Services, charging her with leading the entire Professional Services department
  • Directly responsible for overseeing the billable revenue for the Professional Services department
  • Seasoned career in IT leadership and was most recently the Strategic Director at Flexential
  • Logically is a Managed IT Service Provider (MSP) to small and midsize organizations.

Velocity, A Managed Services Company and Screenvision Media Strike Agreement to Deploy In ...

  • Announced it has entered into a partnership with Screenvision Media to deploy an in-lobby digital media network
  • Screenvision Media (Screenvision) is a national leader in cinema and premium video advertising
  • Velocity delivers single-source approach to managed services in the retail, hospitality, healthcare, and entertainment industries

Lunavi Introduces Azure Adoption Program to Illuminate and Streamline Path to Enterprise Cloud ...

  • announces the launch of its new Azure Adoption Program aligned with the Microsoft Cloud Adoption Framework (CAF)
  • program helps enterprise customers rapidly transition from their current on-premise infrastructure to a secure Azure cloud environment
  • By the end of this year, the public cloud services market is expected to reach $304.9 billion worldwide, reflecting a 18.4% increase over 2020 according to Gartner

CRN Names BetterWorld Technology to 2021 MSP 500 List in the Pioneer 250 Category

  • named to CRN's Managed Service Provider (MSP) 500 list as one of the MSP Pioneer 250
  • MSP 500 has three sections: the MSP Pioneer 250, MSP Elite 150, Managed Security 100
  • The MSP 500 list will be featured in the February 2021 issue of CRN and online at CRN.com/msp500

SecurityScorecard Named a Leader in Cybersecurity Risk Rating Platforms by Independent ...

  • Recognized by Forrester Research, Inc. as a Leader in The Forrester New Wave™: Cybersecurity Risk Rating Platforms, Q1 2021 report
  • report assessed 7 vendors in the cybersecurity risk ratings market and gave SecurityScorecard "differentiated" rating in six of ten criteria.
  • Download your copy of The Forrester New Wave™: Cybersecurity Risk Rating Platforms, Q1 2021 here

BitSight Recognized as a Leader in Cybersecurity Risk Ratings Platforms Report by Independent ...

  • Named a Leader in The Forrester New Wave™: Cybersecurity Risk Ratings Platforms, Q1 2021
  • BitSight customer references indicated "high levels" of satisfaction with accuracy and ratings process transparency
  • Forrester evaluated seven Cybersecurity Risk Rating Platform vendors to appraise their efficacy and ability to address current market needs

National / AZON Closes 2020 with Best Month on Record for Contex Large Format Scanners

  • Sales of the entry-level Contex SD One scanner series grew by nearly 70% over 2019
  • We saw an increase in specialty scanning and archiving projects as organizations took advantage of downtime. Reprographic shops were also looking for a more productive set of input devices for the coming year,” comments Rich Gigl, Senior Vice President, National / AZON

HP to acquire peripherals maker HyperX for $425 million

  • Expands footprint in the multibillion-dollar peripherals and gaming markets, with first acquisition of a peripherals company
  • Intends to acquire HyperX, the gaming division of Kingston Technologies Co., for $425 million

CRN Names BEAR Cloud Technologies to 2021 MSP 500 List in the Pioneer 250 Category

  • Named to the 2021 MSP 500 list in the Pioneer 250 category by CRN®, a brand of The Channel Company
  • MSP 500 has three sections: the MSP Pioneer 250, MSP Elite 150, Managed Security 100
  • The MSP 500 list will be featured in the February 2021 issue of CRN and online at CRN.com/msp500

Buchanan Technologies Receives Top Distinction in CRN's MSP 500

  • named to CRN’s 2021 Managed Service Provider (MSP) 500 list as one of the Elite 150
  • Buchanan Technologies delivers managed services to the midmarket as well as enterprise-level organizations throughout North America
  • MSP 500 has three sections: the MSP Pioneer 250, MSP Elite 150, Managed Security 100
  • The MSP 500 list will be featured in the February 2021 issue of CRN and online at CRN.com/msp500

Kyocera Evolution A3 Color MFPs

  • TASKalpha 3554ci and 2554ci A3 MFP's
  • New evolution series networked MFP devices
  • scan speeds up to 200ipm
  • document feeder capacity up to 320 sheets
  • designed to be scalable
  • new super resolution feature

Dynamix Solutions Wins the "Top 50 Best Managed IT Companies in Canada" Award

  • TechnoPlanet announced the winners of the 2020 Top 50 Best Managed IT Companies in Canada awards
  • Open to VARs (Value Added Resellers), MSPs (Managed Services Providers), ITSPs (IT Solution Providers) and ISVs (Independent Software Vendors), the Top 50 Best Managed IT Companies in Canada

Rackspace Technology Named Cloudflare Worldwide MSP Partner of the Year

  • recognized as Cloudflare’s Worldwide MSP Partner of the Year in honour of its growth and strong, consistent joint customer engagements
  • “As Cloudflare’s Worldwide Managed Services Provider Partner of the Year for 2020, we extend congratulations to Rackspace Technology its Americas, APAC, and EMEA teams,” said Matthew Harrell, Global Head of Channels & Alliances for Cloudflare
  • Rackspace Technology honored as top-performing managed services provider (MSP) partner across Cloudflare's three sales geographies: Americas, APAC, and EMEA

CRN Names BetterWorld Technology to 2021 MSP 500 List in the Pioneer 250 Category

  • named to CRN's Managed Service Provider (MSP) 500 list as one of the MSP Pioneer 250
  • MSP 500 has three sections: the MSP Pioneer 250, MSP Elite 150, Managed Security 100
  • The MSP 500 list will be featured in the February 2021 issue of CRN and online at CRN.com/msp500

78% Lack Confidence in Their Company's Cybersecurity Posture, Prompting 91% to Increase 2021 ...

  • Insight-commissioned IDG survey reveals ongoing security challenges tied to distributed IT & work-from-home environments
  • Nearly 80% of senior IT and IT security leaders believe their organizations lack sufficient protection against cyberattacks
  • 91% of organizations to increase their cybersecurity budgets in 2021
  • found that 78% lack confidence in their company’s IT security posture and believe improvements are needed
  • 55% rank lack of automation as the #1 challenge in security operations and management
  • Only 27% of respondents expanded security staff in 2020
  • Just 57% conducted a data security risk assessment in 2020

RangeForce Partners With BlackGirlsHack to Address Lack of Diversity in Cybersecurity and Skills ...

  • Announced a partnership with BlackGirlsHack (BGH) to provide training resources to black girls and women
  • Data from the United States Department of Labor, which publishes the Bureau of Labor Statistics (BLS), ‘Black or African-American’ people make up only 3% of the information security analysts in the U.S
  • BlackGirlsHack “Squad” members now have affordable access to RangeForce learning modules to acquire real world skills and realize careers in cybersecurity

Is the global chip shortage effecting MFP deliveries?

  • beginning to experience multi month back orders on Lexmark and Ricoh product in Canada
  • well documented that the global chip shortage caused by the recent boom in consumer electronic sales to the home office and entertainment devices surprised computer chip manufacturers who are currently unable to keep up with demand
  • cause seems to be a combination of increased demand as people scooped up electronics during the COVID-19 pandemic, limited manufacturing capacity to meet that demand, and the U.S.-China trade war
  • Sur said “we believe semi companies are shipping 10% to 30% BELOW current demand levels and it will take at least 3-4 quarters for supply to catch up with demand and then another 1-2 quarters for inventories at customers/distribution channels to be replenished back to normal levels.”

SecurityHQ Release New Mobile App

  • launches their new Mobile App, SecurityHQ Response
  • offers an app for clients to handle and respond to incidents anytime, anywhere

Proofpoint Enters into Definitive Agreement to Acquire InteliSecure; Augments People-Centric Managed Services Offering

  • entered into a definitive agreement to acquire InteliSecure, Inc. (“InteliSecure”)
  • looks to strengthen its cloud-based people-centric security platform
  • Proofpoint will acquire InteliSecure for $62.5 million in cash

Malware on the rise

  • Q4 and Year in Review Threat Landscape Report” from Nuspire
  • events climbed to almost  58 percent between the third and fourth quarters of 2020
  • More than 5.7 million malware events were reported in 4Q20

Lead for BDR in Wisconsin

Lead for IT Services in Washington

  • Port of Seattle
  • Proposals due 3/19/2021
  • Port of SeattleCentral Procurement Office 2711 Alaskan Way Seattle, WA 98121

Sales Professionals Capture The Morning With Purpose, Are You?

“The two most important days in life are the day you born and the day you find out why.”
Mark Twain

Have you ever stopped to think about your purpose in life? Or why you get up every morning?

Are you going through the morning motions? Or are you capturing the morning with a sense of purpose, fulfillment and joy?

I'm a firm believer that having a purpose matters more now than ever before. A sales professional thrives on being a part of a purpose. They live for becoming part of something that really matters, something that really makes a difference to the lives of their clients, their marketplace and their community.

What’s your "endgame" in sales? Is it to make a sale, collect a check or to make a difference?

Heartfelt sales professionals make a difference, are you?

Merriam-Webster defines making a difference as,

- to cause a change: to be important in some way.

- to do something that is important: to do something that helps people or makes the world a better place.

How do you feel about your work?

Why are you doing what you're doing?

If you're not making a difference in your clients' lives, then I promise you someone else will.

DISCOVER YOUR IKIGAI

In Japan, millions of people have Ikigai, a reason to jump out of bed each morning.

Ikigai, it’s often translated as “a reason to wake up” or a direction of life that makes it worthwhile. Finding your Ikigai is a continual process of self-discovery.

Ikigai is seen as the convergence of four primary elements:

  • What you love (your passion)
  • What the world needs (your purpose)
  • What you are good at (your vocation)
  • What you can get paid for (your profession)

Discovering your own Ikigai is said to bring fulfillment, happiness, and make you live healthier and longer.

No matter how successful you are, a vast majority of salespeople struggle with these questions:

  • What do I want?
  • What is the meaning of my work?
  • What is my sales purpose?
Capture the first hour of every morning with purpose, or the morning will capture you

A PURPOSEFUL PLAN

Purpose driven professional's double-down on their plan and capture every morning with intent.

They make a commitment to themselves, their career and their family.

Personal accountability is the glue that ties commitment to results

In order to live with a sense of sales purpose, intentionally capture the morning. Connect to your core values, your personal mission, and to the quiet voice inside of you.

What is your morning routine?

Try reconnecting with what matters most each morning.

Create a daily journal...

What is your mission statement?

What are your values?

What are you grateful for?

What are you anticipating?

What is one inspirational quote to propel you through the day?

A man who becomes conscious of the responsibility he bears toward a human being who affectionately waits for him, or to an unfinished work, will never be able to throw away his life. He knows the “why” for his existence, and will be able to bear almost any “how.”
Viktor Frankl

BET ON YOUR PURPOSE, PROPEL YOUR SALES CAREER

Having a sense of purpose is essential to your well-being. It's equally important to have a sense of purpose in your career. A sales professional continually searches and finds their sense of purpose as circumstances are constantly changing.

Those with a sense of sales purpose are passionate, they create change and they're committed. They're completely focused on serving their clients. They are all in!

Every single day, they ask themselves purposeful questions:

  • What problems do my clients encounter? How can I help them solve them?
  • How can I become more effective to better help my clients to succeed?
  • What am I contributing to my clients to help them do better business?
  • Am I making a difference in client's business lives?
Results don't inspire sales professional's, a sense of purpose does

When we seek to serve others then what we do is never finished. The purpose always pulls us.

IT'S UP TO YOU

You deserve a career where you have a sense of purpose and a plan. Sales professionals don't leave it up to their company or their management team.

It is up to you to define what you do with your sales career.

  • Uncover and understand what motivates you
  • Seek out a mentor or a business coach
  • Self-reflect and crave self-improvement

Without a sense of purpose, you're likely to wander, flounder and stumble your way through sales, with consistently inconsistent results.

Purpose allows you to:

  • Make better choices
  • See clearly through the harder times
  • See all the opportunities to grow and learn

I'd ask all of you right now, do you believe what you do matters? If so, then it's up to you to make it happen.

I believe in you and I am cheering you on!

No alt text provided for this image

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

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

No alt text provided for this image

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

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

The Week in Copiers Ten Years Ago

The Week in Copiers Ten Years Ago

The First Week of March 2011

I have great news today!  Every day that passes now is a day closer we get to spring and the end of the pandemic.  One year and so many curve balls have been thrown at our industry, it's truly been curve ball after curve ball with the lockdowns, the pandemic, and recently the snowstorms. After seeing so many curve balls in row these curve balls are no surprise anymore and we have adjusted like any hitter in baseball would.  Dealers across the country are now hitting those curve balls out of the park!  Here's to a great 2021 season for all of us.

Enjoy these wonderful copier threads from ten years ago this week!

Heidelberg and Konica's local partnership sees strong sales

Art Post (Guest) ·
-up between Heidelberg and Konica remains strong despite the German press maker announcing a global partnership with Ricoh . Heidelberg ANZ managing director Andy Vels Jensen told ProPrint last week: "We have been selling two digital presses a month since we kicked off our venture with KM. It's business as usual here." Heidelberg ANZ and Konica announced the venture at Ipex 2010.Heidelberg, Konica Minolta and Kodak are set to demonstrate their alliance at PrintEx11 .
Topic

St. Cloud based Marco, Inc. announced Monday it has bought the copier, printer sales

Art Post (Guest) ·
St. Cloud based Marco, Inc. announced Monday it has bought the copier, printer sales and service division of Office Enterprises in Eau Claire, Wis. The purchase is the latest acquisition for the business services company as it continues to expand in the Midwest. “It is a nice fit for us as we move into Wisconsin,” said Jeff Gau, chief executive officer of Marco. “It is really an effort to continue expansion into the Upper Midwest.” Marco owns offices in Bemidji, Brainerd, Detroit Lakes, Mankato
Topic

Xerox to manage print operations for Kelly Services

Art Post (Guest) ·
Press release from the issuing company Rochester, N.Y. – Xerox Corporation is deploying a managed print services (MPS) strategy across Kelly Services' North American operations to reduce costs up to 10 percent by better managing documents throughout its branch network. The five-year Enterprise Print Services PDF file (EPS) contract includes updating Kelly's fleet of copiers, printers and fax machines with more efficient technology and reducing IT infrastructure costs through the consolidation
Topic

Office Depot Partners with Xerox to Offer Managed Print Services to Customers Across

Art Post (Guest) ·
the remainder of the year. Office Depot’s new Managed Print Services offering, which leverages Xerox’s expertise in solution design and service delivery, will enable Office Depot to assess, optimize and manage customer printing needs, resulting in lower print, copy and IT support costs, reduced environmental impact, as well as increased office productivity. “The proven leadership of Xerox in the Managed Print Services space provides Office Depot customers with access to outstanding print service
Topic

Canon U.S.A. Announces New imageCLASS MF4450 and imageCLASS D550

Art Post (Guest) ·
produces exceptional quality for the end-user. Canon’s imageCLASS D550 Laser Multifunction Copier possesses speeds of up to 26 ppm I at a fast first print time of six seconds*. Duplex versatility with two-sided copying, printing and scanning saves space and paper consumption, which leads to lower cost-of-ownership. Combining the high-optical, color scanning resolution of 600 x 600 dpi, color depth of 24-bit and various output file formats including Hi-Compression PDF, Searchable PDF, PDF, JPEG
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Toshiba Unveils New e-STUDIO™855SE Series with Advanced Security Features

Art Post (Guest) ·
Inc. (TABS) is an independent operating company of Toshiba Corporation, the seventh largest electronics/electrical equipment company in the world. TABS is a leading provider of managed print and professional services (MPS and PS), and manages product planning, marketing, sales, service, support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Central and South America and the Caribbean. MPS and
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Nova Direct Mail and Konica Minolta herald successful TFMA show

Art Post (Guest) ·
Nova Direct Mail, said the Smellymail product enabled the company to garner a considerable amount of attention, which then allowed them to discuss other elements of the printer's offering. "We already have around 50 client visits in place following the show so for us, it has been a massive success," he added. Nova digitally prints the mailers on its recently-installed Konica Minolta bizhub PRO C6501e before one of around 50 scents are screenprinted onto the piece by a local company. The mailing
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Area Sales Manager-Wide Format Printing Systems at Océ North America

Art Post (Guest) ·
Area Sales Manager-Wide Format Printing Systems at Océ North America • a Canon Group Company in Phoenix AZ OR Denver CO URL http://www.oceusa.com/ Overview: The Area Sales Manager for Wide Format Printing Systems (WFPS) takes leadership in realizing business objectives targeted at revenues, margin, volumes and customer retention by effectively managing the Sales team. The primary objectives include meeting or exceeding the annual budget; developing an elite, high performing team; and providing
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Sales Rep. - Print Tracking & Cost Revovery Srvs. at American Reprographics

Art Post (Guest) ·
Sales Rep. - Print Tracking & Cost Revovery Srvs. at American Reprographics Company in San Francisco, CA - Bay Area URL http://www.e-arc.com/ We are seeking a dynamic Salesperson with current, relevant experience selling print tracking and cost recovery software. Prior experience selling big ticket software solutions to senior executives in the Managed Print Sevices (MPS), a definite plus. Must have a good network of current contacts and the ability to hit the ground running. This position is
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Konica Minolta chalks up 1,300 installs with windfall sale of 11 Bizhubs

Art Post (Guest) ·
model," he said. "One of the most useful features, and one absolutely essential for legal work, is the ability to print the full image area of documents. "This means that copies of prints done on Konica Minolta include all notations and page numbers on the original document, an important legal requirement." Konica Minolta national manager David Procter said he was "excited" about the company's growth. "We are excited about how well the local market has responded to our product offering and how
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Tall Security Print invests in Xerox Nuvera 144 digital production printer

Art Post (Guest) ·
Tall Security Print invests in Xerox Nuvera 144 digital production printer Monday, 07 March 2011 Tall Security Print has invested in a Xerox Nuvera 144 MX digital production printer to bolster its product offering for new sectors such as transactional print. Be the first to comment Installed at the company's Runcorn, Cheshire operation, the mono high-volume machine can print up to 144ppm at a resolution of 4,800x 600dpi. According to Peter Andrew, group sales and marketing director at Tall
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Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

Art Post (Guest) ·
Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011 Xerox According to Scott Frame, vice president, Wide Format, Xerox Corporation, "Xerox will stop taking orders for wide-format products in the US and Canada in 2011, with specific timing based on inventory levels. Xerox’s European and Developing Market operations will continue selling wide-format products and will source new products. "Xerox prioritizes each investment, allocating research and development dollars to
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TOSHIBA AMERICA BUSINESS SOLUTIONS INC. RECEIVES “ACE AWARD”

Art Post (Guest) ·
largest electronics/electrical equipment company in the world. TABS is a leading provider of managed print and professional services (MPS and PS), and manages product planning, marketing, sales, service, support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Central and South America and the Caribbean. MPS and PS are strategic focus areas for the company, which first developed and began marketing
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NBS Print & Copier Suport Services

Art Post (Guest) ·
businesses; 8(a) small businesses; veteran-owned small businesses; woman-owned small businesses; or small disadvantaged businesses; and (3) their size classification relative to the North American Industry Classification System (NAICS) code for the proposed acquisition. It is the intent of the National Library of Medicine (NLM), to lease print & copier block support services to support the NIH Business Systems (NBS) requirements on behalf of the National Institutes of Health https://www.fbo.gov
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Xerox buys Concept Group to expand further in the UK

Art Post (Guest) ·
Netherlands' Veenman. The Norwalk, Conn. company has also furthered its relationships with European resellers and concessionaires. Concept Group, based in Livingston, Scotland, has nine locations in the U.K. and more than 50 salespeople. It will become a wholly owned subsidiary of Xerox, keeping its name and headquarters. Concept Group founder Colin Paterson will continue to run the company, reporting to Douraid Zaghouani, president of Xerox's Indirect Channels Group. Xerox currently has more than 4,700
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EFI and Ricoh Advance Office Productivity and Color Quality With New Aficio MP Multif

Art Post (Guest) ·
exactly how the finished document will look when printed, thus lowering cost by saving time and reducing waste. With a single click, users can create eye-catching booklets, presentations and other documents in-house, reducing the need for and cost of outsourcing color print jobs. "As a long-standing partner of Ricoh's, we're pleased to bring the power of Fiery technology to the new Aficio MP Series to give office workgroups and mobile workers an outstanding choice to meet their printing needs
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Business Ink Adds Canon imagePRESS C7000VP Digital Color System to Pursue New Color O

Art Post (Guest) ·
printing industry. Canon develops, manufactures and markets a growing line-up of copying machines, printers, cameras, optical and other products that meet a diverse range of customer needs. Canon employs more than 170,000 people worldwide. Global net sales in 2010 were more than $45 billion. For more information visit www.canon.com . About Océ Océ is one of the leading providers of document management and printing for professionals. The Océ offering includes office printing and copying systems
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SCICOM Data Services Installs Xerox iGen4 220

Art Post (Guest) ·
sized transactional documents. ■Productivity: calibrates color automatically to ensure SCICOM delivers precise brand color matches. ■Application flexibility: provides a total solution for SCICOM customers. ■Finishing options: saves dollars by printing on most cost-effective sheet size and eliminates labor-intensive manual cutting and stacking with the CEM DocuConverter. SCICOM is leveraging Xerox’s Digital Business Resources to drive more print jobs to the press with marketing plans, sales
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Imatech buys first Mauritian Xerox 1000 colour press

Art Post (Guest) ·
Bureautique, Bytes Document Solutions’ channel partner in the region. Harel Mallac Bureautique has more than 50 years’ experience in the industry and delivers the demanding post-sales service that he expects. He also chose the Xerox press because of the quality that it delivers in comparison to the competition, which he examined first-hand at the Africa Print2010 exhibition in South Africa. The press, which prints at 100ppm, can produce high-definition image quality on a wide range of paper stock
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Canon U.S.A. Launches New Cloud Portal for imageRUNNER ADVANCE Software

Art Post (Guest) ·
the cloud, the Canon Direct Print Kit or the PS Printer Kit needs to be installed on the imageRUNNER office system.* “Addressing the rising demand for round-the-clock access to critical work product by mobile workers, Canon U.S.A. is pleased to launch the Cloud Portal for imageRUNNER ADVANCE software,” said Sam Yoshida, vice president and general manager, Imaging Systems Group, Canon U.S.A. “As cloud technology matures, the innovative hardware and carefully engineered software applications of
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RFQ is to supply two Digital Black/White Copiers for

Art Post (Guest) ·
eSource Number ES-RFQ-53000-83 Agency Name 53000 COLUMBUS STATE UNIVERSITY Contact Name Thomas, Ricky Contact Phone 706-507-8274 Contact Email thomas_ricky@colstate.edu Fiscal Year 2011 eSource Title Digital Black/White Production Copiers eSource Description Digital Black/White Production Speed Copiers for CSU Printing Services.FOB Destination. Shipping Charges included. Installation, training, service & maintenance (through 6/30/2011) included. See attached eRFQ Template, Supplier's General
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Paris school evacuated when copier begins smoking

Art Post (Guest) ·
Paris school evacuated when copier begins smoking By Tony Reaves, Staff Writer Published Mar 04, 2011 3:11 pm | Last updated Mar 04, 2011 7:11 pm 1 Share0 tweets Retweet E-mail Print Save Sponsored by PARIS — A leased copier began emitting smoke Friday morning at Paris Elementary School, causing officials to evacuate the building. No one was hurt and there was no damage to the building. Students were bused to Oxford Hills Comprehensive High School, where they ate lunch. Paris fire Chief Brad
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Xerox iGen4 EXP turns jobs in hours, instead of days

Art Post (Guest) ·
Press release from the issuing company Rochester, N.Y. - Graphic communications firm Bryant Graphics ended an existing lease on a competitive device to purchase Xerox Corporation's iGen4 EXP press. The full-service print shop in Minnesota used to outsource six-page brochures to larger printing companies and get them back two to four days later. "Now, with the iGen4 EXP press we can produce them ourselves within hours," said Joel Johnson, president and Chief Operating Officer, Bryant Graphics
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Powered by OKI Printing Solutions, Carolina Wholesale Delivers “Solutions for Success

Art Post (Guest) ·
for digital data and signature capture. The Digital Pen uses an infrared camera to record writing motion while monitoring its position on specially formatted documents, so users can combine handwritten input with electronic copies of business forms and digitize electronic signatures captured during field sales and service calls. Total Managed Print™: OKI Printing Solutions’ Total Managed Print™ TMP offering is a flexible modular platform that can be leveraged to create and support an entire MPS
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Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

Art Post (Guest) ·
Just found this!!!! Is Xerox discontinuing its involvement in the wide-format, black & white equipment business? FURTHER UPDATE ..... AND BREAKING NEWS !!!! From: Quinn, Patti Subject: Xerox's Wide Format Statement Date: March 1, 2011 4:10:56 PM EST To: Joel Salus Joel, per your request, here is Xerox’s statement regarding Wide Format: Xerox will stop taking orders for wide format products in the U.S. and Canada in 2011, with specific timing based on inventory levels. Xerox’s European and
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Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

GIntel ·
This says to me: Xerox is not married to print. Print will fund its expansion to services, but Xerox will cut unprofitable or unsuccessful segments along the way as it continues to diversify. This is a quote from CEO Ursula Burns from two weeks ago about Xerox's plans for its printing business: "It's important not to kill this business before it dies naturally," Its hard to to go right to Monster.com to look for a job in an emerging technology after reading stuff like this, but we live in a
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Re: Aficio 2022 M5

Chuck ·
quote: IP Ignored post by GIntel posted Wed March 02 2011 12:10 PM Show Post Powered by Social Strata Please Wait. Your request is being processed... Logout: Print4Pay Hotel Message Boards Update LiveCloud Account Reply Print4Pay Hotel Home Page Print4Pay Hotel Message Boards Print4Pay Hotel Message Board Ricoh Family Group Monochrome Copiers MFP's Aficio 2022 M5 Contact Us | Print4Pay Hotel Home Page | Privacy Statement | Terms of Service copyright© 2010-2011 Print4Pay Hotel all rights
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Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

Art Post (Guest) ·
quote: Originally posted by GIntel: Who's stock would you buy? I'm not sure, my question is why cut off North America and keep the others? Do they see something I don't? Double Dip coming and wide format to be down for years? I had heard through the grapevine this AM, that a few months ago Xerox had approached Ricoh to relable the W3600 model. I understand the need to change, we all have to understand and adapt to changing markets and technologies. Hmmmm, which stock to buy? I say whomever
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Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

GMAN ·
If I HAD to choose between Ricoh (aka IKON)and XEROX stock, I would buy XEROX. Much better leadership and they do not have the noose (IKON) hanging around their necks. I guess this is why Ricoh just established a $25M fund to help IKON protect and upgrade it's Ricoh / Canon base. IKON is having trouble maintaining those customer accounts, due to their notorious customer service attitude of the past, which is turning end users to other manufacturers. Even with Ricoh eliminating it's Dealer
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Xerox Head Lands Penthouse Condo .

Art Post (Guest) ·
By JOSH BARBANEL Ursula M. Burns, the chairman and chief executive officer at Xerox Corp., upgraded her job title last year, and now she has upgraded her Manhattan apartment as well, property records show. Xerox head Ursula M. Burns has purchased a five-bedroom penthouse apartment for $8.15 million, property records say. .Ms. Burns paid $8.15 million to purchase a five-bedroom penthouse, with a library and separate dining room at the Brompton, a new condominium on East 85th Street at Third
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FY10 Q3 Financial Results

Art Post (Guest) ·
Ricoh Company, Ltd. (RCL) announced third quarter financial results for fiscal year 2010 and I wanted to share some highlights with all employees. Net sales for the first three quarters of FY10 were $17.5 billion (U.S. dollars), down 2.4% from the same period last year, but up 3.3% without the effects of the currency exchange rate. Compared to the previous year, our year-to-date profit increased 34% before tax. This is a result of the solid growth in production printing and solution business
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NEW PRINT/SCAN for KM8030-6030

muleyman ·
Pulled from our last 8030 a couple yrs ago that customer decided they didn't want...MAKE ME AN OFFER!jeremy 971-404-1589Cjeremy@qosys.com
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Wisconsin-based reprographer Green Bay Blue

Art Post (Guest) ·
." Utilizing the Oce ColorWave 600 printer, Green Bay Blue was able to print the banners – which read "Go Pack Go", "Welcome Home", "Titletown USA®" and "America's Team" – on durable Tyvek® material, ensuring they would not tear during the 40-50 mph trip from the airport or on the parade route. The printer's exclusive solid toner-based Oce CrystalPoint® technology guaranteed the banners were instantly dry, water fast and the team's colors and logo were eye-catching and crisp. Although Green Bay
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Toshiba Color Nothing Promo

GIntel ·
Toshiba is running a promo where select color MFPs (e-STUDIO4520C and e-STUDIO6520C/CT) are offered for the price of similar B&W systems. http://www.copiers.toshiba.com.../cash-for-color.html Any Toshiba dealers have any insight onto what similar B&W systems they mean, and how much of a discount this promo really offers? Has anyone seen a promo like this before?
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How Will Xerox’s Decision to Discontinue “Wide-Format”

Art Post (Guest) ·
business with Xerox (wide-format) because their relationships with OCE and/or KIP ran amuck. Sometimes because of "terms", sometimes because of "price" and sometimes because OCE or KIP did not like how those reprographers were paying (or, I guess I should say, not paying) their bills. Those reprographers may realize the biggest adverse impact from Xerox's decision.” How Will Xerox’s Decision to Discontinue “Wide-Format” Impact Reprographers, Xerox Wide-Format Dealers, and the Reprographics Industry’s
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Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

GIntel ·
GMAN, I work with a Canon dealer out of San Diego that recently won a 100-plus-MFP account from IKON and IKON never knew the account was even getting bid on. The IKON techs called one day and asked if they need anything and the company told them that they have been using the Canon months. Funny how the big message behind Ricoh MPS is "change management" and this IKON transition is look colossally mis-managed.
Reply

Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

Art Post (Guest) ·
A few notes on this Xerox thing: Look for dealers and direct to dump inventory. I'm thinking it's going to be tougher than ever to sell wide format over the next six months or so. Word on the street is that many Xerox dealers have placed calls to Ricoh, we'll see what happens. KIP in trouble? KIP has not posted a profit in the last ten quarters. I'm on a quest to identify all Xerox wide formats in my area and solicite them NOW! Thoughts from anyone else???
Reply

Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

GMAN ·
KIP makes a great product and now I'm very curious as to why they seem to struggle, from what I have read over the past week. This is something I intend to pursue. It sounds like Ricoh may be signing up a few Wide Format only Dealers in the next few months, which may cause further marketplace distribution issues amongst current Ricoh (Savin and Lanier as well) Dealers.
Reply

Re: Batches of PDFs ????

fisher ·
machine printed them without problems. I also brought some of the problem PDFs back to my office and they printed fine on my Oce' plotwave's web print tool and on an older Ricoh. The web tool is also quite cumbersome to drill down multiple levels over the network to find and select the files you need to print in the tiny window they give you. Quite frustrated. Not a good way to start off with a new model and with a new client. Tech support was little help.
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Brother 'Share Your Bigger Picture' Contest to Award $10K Small Business Grant

Art Post (Guest) ·
BRIDGEWATER, N.J., March 1, 2011 /PRNewswire/ -- Brother International Corporation, a premier provider of office printers and all-in-one machines for small businesses, has announced a contest to highlight the importance of 11"x17" all-in-one printing capabilities for small businesses. The "Share Your Bigger Picture" contest will seek out individuals across the country to share how they would use 11"x17" printing, copying, scanning and faxing capabilities in their day-to-day business. A $10,000
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ITEX 2011 Announces New Power Packed Feature: The Technology Innovation Forum

Art Post (Guest) ·
Control and Optimization • Compass Solutions– Salesforce MPS Automation and Management • Newfield IT – MPS Facilitators and Environment Mapping and Impact • ESP – Leader in Channel Power Filters • Global Graphics – Mobile Printing and Electronic Document Management • RIM – Pioneer in B2B Mobile Communication • MWAi – Integrated M2M and M2P Solutions and Services Important topics covered at the Technology Innovation Forum include how and why the industry is changing; who the major players are in the
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How To Make Cold Calling, Warm

Art Post (Guest) ·
a Monday morning and staff are well into their first cuppa of the day. Facebook pages have been checked and updated, and unanswered emails are being dealt with. The phone rings and the person at the other end launches into a sales pitch. “I don’t know who deals with your stationary supplies, but I wanted to tell you about our fantastic offers…” This immediately breaks the mood and instills a sense of irritation. “No, sorry, we already have an office supplies company.” End of conversation
Reply

Re: Ricoh Ends Relationship with Ratio

Techsupguy ·
New update on this one. Ricoh will be continuing support on existing plot bases up to the latest Ricoh version. However, there is a new player. Ratio US is starting up again. They are releasing new product to support the new PDFs from Adobe and update the Plot Base software. However, this will not be done in connection with Ricoh. Ratio US will have it's own versions and they are no longer supported by Ricoh.
Reply

Re: Interesting statistics published by the Managed Print Services Association (MPSA):

JasonR ·
quote: Originally posted by CashGap: quote: Average percentage of company revenue dedicated to printing costs = 5% This doesn't pass the giggle/snort/guffaw test. Would you believe 1-3%? (ok, how about Chuck Norris with a BB gun?)
Reply

Re: Drum Yields

Art Post (Guest) ·
Many drums fall short for a variety of reasons. A little know secret in the industry is that you would only get "x" amount of pages based on multiple page prints. Meaning if you always printed just one or two pages you could drop the drum yield by quite a bit. I too would like to hear from others on this!
Member

BeeBoy

Reply

Re: Xerox to Stop Selling Wide-Format Products US and Canada by the End of 2011

fisher ·
There is now an official notice to customers from Xerox regarding this.
Reply

Re: Aficio 2022 M5

GIntel ·
I had a client ask me. Here is a link that mentions the M5 http://www.compredia.eu/ricoh-...-aficio-2022-m5.html Not sure if its a Europe Only SKU Not a huge deal, just thought it may ring a bell with someone

COVID19 Remote Working Day Two Hundred and Forty-One of Selling

Okay it's late on Friday night on the 26th day of February and I just finished updating our site for some press releases and leads for copiers in various states.

My last blog was Tuesday evening and that day marked the end of the sales month for me for February.  I've done very well the last two months and even managed to get an order booked during the last hour of the month.

Just as I suspected the last three days hasn't produced any orders and March is a short selling month with only 20 selling days.  I don't have the final numbers for the first two months however I think the revenue is about $230K.  My goal for this month is $80K and the reason it's $80K is because I want to hit the $300K mark for the first quarter. If I do that it would be my highest revenue quarter ever in this business.

All throughout my years I'm a firm believer that you need set goals but goals that are attainable. My goal at the start of the year was to reach my revenue quote for the first quarter.  For me that means $150K in business revenue included in the $150K is $30K for net new.

Since I've reached my first goal is when I changed the new goal to $300K for the quarter.  I've realized over the years that if I don't set additional goals (like raising to 300K) that I increase my chances rolling a stinker (very bad month).  I'm no different from everyone else and I too can get caught up in the thought that I'm so far ahead that I can coast for the next 30 days. I've also learned that coasting for the next 30 days will not only cost me a months worth of revenue but it could cost me an entire quarter of revenue down the road.

Moving into March I've also attained my net new business goal for the quarter. However I'm going to set a new goal and raise that to $60K of net new business.  Will it be easy?  Nothing is ever easy and I like to say if you want easy then you need to get out of sales.

About three weeks ago I turned 64 years of age. I've been doing this same gig for 41 years in the same state, and the same territory.  I guess there's something to be said for longevity and piling up the years of expertise.  It also reminds me of the game of baseball, meaning if you get the play the game long enough you can rack up some pretty impressive stats. Even though you were not the best for all of those years the stats you acquired over those years will get you into the Hall of Fame.

For those of you that are new in this business I doubt that there will be copy machines in use forty years from now.  But consider this industry a starting point for what can be an exciting career selling technology.  I can also tell you that in the forty one years that I've been performing I've never been laid off nor fired.  One you get the basics down and all you need to do is to continue to have the dedication, desire and determination to succeed.

-=Good Selling=-

The Week in Copiers Five Years Ago

The Week in Copiers Five Years Ago

The First Week of March 2016



Hard to believe we're about to end the first quarter of 2021.  Thus far 2021 is off to a bang in a state that still has many businesses shuttered in New Jersey.  Yes businesses are open most businesses with more than 50 employees are still working remote.  I hear that all of this could finally come to an end in late April or May.  I hope and pray!

Enjoy these awesome copier threads from 5 years ago this week!

Konica Minolta Reveals Beta Site for KM-1 UV Digital Press: Sub. of U.S Online Printer

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services-led business consulting, implementation and management and provides a range of world-leading printing systems and solutions. In this context, Konica Minolta’s Optimized Print Services concept (OPS) combines consultancy, hardware, software implementation, and operation in order to enhance business process efficiency and cost-effectiveness. To support customers optimally with powerful and sustainable solutions, technology leader Konica Minolta continuously invests in research and
Blog Post

This Week in the Copier/Office Equipment Industry 10 Years Ago The Second Week of March 2006

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Minolta Launches the bizhub 500 and bizhub 420 Digital Printer/Copier/Scanner/Fax Devices The Konica Minolta bizhub 420/500 Printer Friendly Hardware • EFI Delivers Innovative New Fiery Server For Canon ’s New imageRUNNER Digital Imaging Systems • OKI( R ) Printing Solutions Debuts Sub-$1,000 Professional Color Printer that Balances Quality, Speed and Functionality without Compromise • Konica Minolta Launches the bizhub 500 and bizhub 420 Digital Printer/Copier/Scanner/Fax Devices Topic Ricoh
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etherFAX Integrates Xerox ConnectKey Technology to Cloud-Enable Copiers and MFP Devices and Support Advanced Document Types

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Marlboro, NJ (PRWEB) March 01, 2016 etherFAX, LLC, today announced an integration with Xerox ConnectKey, providing the capability to cloud-enable Xerox copiers and multifunction printers (MFPs) and support advanced document types. Through the integration, healthcare and enterprise organizations can send and receive fax documents via the Internet with ultra-fast connections, end-to-end encryption and guaranteed delivery. In addition to printing, scanning, faxing and copying, ConnectKey
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NovaCopy Receives 2016 Pro-Tech Service Award for Copier Excellence From Konica Minolta

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NASHVILLE, Tenn. , Feb. 29, 2016 /PRNewswire/ --Konica Minolta Business Solutions U.S.A. , Inc. today announced that NovaCopy has been honored with the 2016 Pro-Tech Service Award . Every year, Konica Minolta recognizes copier dealerships that demonstrate the highest commitment to customer support and satisfaction. This is the 11th Pro-Tech recognition for NovaCopy. Photo - http://photos.prnewswire.com/prnh/20160229/338852 "Konica Minolta is committed to assuring the highest performance
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Konica Minolta Receives Platinum and Diamond Honors from Hyland, creator of OnBase

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all verticals. Konica Minolta has won numerous awards and recognition, including placement in the Leaders Quadrant on the Gartner 2014 Magic Quadrant for Managed Print Services (MPS) and Managed Content Services (MCS). Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for nine consecutive years. Konica Minolta, Inc. has also been named to the Dow Jones Sustainability World Index for four years in a row. For more information
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Konica Minolta Brings New Functionality to Mobile through EveryonePrint Version 4.0

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cloud services. Our portfolio of offerings deliver solutions to improve our customers' speed to market, manage technology costs, and facilitate the sharing of information to increase productivity. Konica Minolta has won numerous awards and recognition, including placement in the Leaders Quadrant of the 2014 Magic Quadrant for Managed Print Services (MPS) and Managed Content Services (MCS). Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by
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Lead for Ricoh Copiers in Oklahoma

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, copier leads, copier leads, copier leads, the link for the lead is at the end of this thread. Copier leads, copier leads, copier leads, copier leads, copier leads, copier leads. The link for the copier lead is at the end of this thread. Copier leads, copier leads, high volume copier leads, color copier leads, production print copier leads. RICOH COPIER SCANNER PRINTER ⇓ ✔ Title RICOH COPIER SCANNER PRINTER Matched Keyword(s) copier Document Type Combined Synopsis/Solicitation / Indian Small
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Xerox Helps Print Providers Capture Booming Inkjet Printing Opportunities with Two New Presses

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Düsseldorf, Germany. To access a video replay of the news conference unveiling the technology visit http://xerox.bz/1UwIAIj . @Xerox helps #print providers capture booming #inkjet opportunities with two new presses. #drupa Tweet this The presses are the first in an innovative new series of inkjet offerings to come from Xerox; Brenva HD to the cut-sheet inkjet market and Trivor 2400 with the Xerox IJ Print Server powered by Fiery ® to the continuous feed inkjet market. Each will enable print providers
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SymQuest Expands in New York with Office Systems Acquisition

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SOUTH BURLINGTON, Vt ., March 1, 2016 SymQuest Group, Inc., one of North America's top 150 managed IT services, printer and copier providers as ranked by the CRN Elite 150 , and a wholly-owned subsidiary of Konica Minolta Business Solutions U.S.A., Inc. , today announced the acquisition of Office Systems. Office Systems, based in Plattsburgh and Watertown, NY , is a provider of digital office solutions including copiers, document imaging, and printers. The acquisition of Office Systems
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HIMSS® 16: Ricoh touts groundbreaking advancements in how information is captured, transformed and managed within hospitals

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sends physicians' hardcopy prescription orders directly to the pharmacy in an electronic format. The solution integrates with existing hospital workflows to give doctors, nurses and pharmacists more control over medication ordering and tracking processes. Output Manager is a solution that enables healthcare professionals to manage and monitor their printer and copier fleet for maximum efficiency, promoting faster and better delivery of healthcare information. Ricoh's Output Manager helps
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Canon launches new Océ ColorStream 6000 Chroma continuous feed inkjet press at drupa 2016

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, PostScript, TIFF, ASCII, LCDS and Metacode datastreams. Peter Wolff, Head of Commercial Print Group at Canon Europe comments: “The introduction of the new ColorStream 6000 Chroma extends the market for our leading continuous feed inkjet printing system to customers requiring higher colour quality. This makes it an even more compelling proposition for print service providers seeking increased system versatility to extend the spectrum of applications they are able to produce digitally. “The features we
Survey

How Many Copiers Do You Sell Every Month?

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Give us your monthly average please
Blog Post

3 Reasons Why Copier Sales Reps Help Your Dealership's Brand

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shared how important personal brand development is to copier sales reps. In a saturated, highly competitive and somewhat commoditized market, a quick Google search can turn up multitudes of information regarding your dealership and the sales reps who represent your corporate brand. "Personal branding is about managing your name - even if you don't own a business - in a world of misinformation, disinformation, and semi-permanent Google records. Going on a date? Chances are that your "blind" date
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PRINTANALYZE and PERISCOPE

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How to have your showroom in your pocket. Perform an unplanned presentation/demo Periscope is a live video streaming free app for iOS and Android. Their motto: Explore the world through someone else's eyes. You can really see live what others are shooting in the world. Broadcasting can be public or private. PrintAnalyze is cloud software designed to help the salesman in the Imaging business. The spark came from Art Post’s blog. Yes, of course, the idea would be to present something that
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Periscope, Let Clients Explore Your Copier Dealership & Build Lasting Business Relationships

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streaming live video via the periscope app. Gappers I thought, hey, I knowsome people at GAP, and there's some Gappers that are members of the Print4Pay Hotel. Good enough for me, I accepted the notification and there was the live video from GAP Headquarters in San Diego. Thus, there was Erin, thanking everyone for tuning in, and thanking everyone for their first inaugural periscope video. Erin brought us in through the front door, gave us a virtual tour of the office, introduced the staff, and
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Canon U.S.A. Announces New Executive Appointments

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on Twitter @CanonUSA. †Based on weekly patent counts issued by United States Patent and Trademark Office. Contacts Editorial: Canon U.S.A., Inc. Melissa Moritz, 631-330-4553 mmoritz@cusa.canon.com or Canon U.S.A. Web Site: http://www.usa.canon.com or For sales information/customer support: 1-800-OK-CANON
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Eleven Reasons Why Copiers Dealers Are Losing Their Top Performers

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our owner had was starting the business. They just do what the industry consultants says that should. --I'm tired of being every other rep manager's info source since the dealership provides no training other that web the free crap we get from Ricoh, they take no initiative. --Last year I was miserable reporting to an old school sales manager, so our VP has me reporting to him which I'm fine with, but his goal isn't what he initially told me (to test my ideas see if we can build something
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Print Analyze Webinar

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Print Analyze Webinar

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Epson Expands SureColor P-Series Line with High-Production 44-Inch Display Graphics Printer

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high speeds without compromising quality," said Larry Kaufman , product manager, Epson Professional Imaging, Epson America . "The SureColor P10000 is ideal for commercial printers who are not only limited by space, but who strive to more efficiently produce output to meet production deadlines and customer turn-around times." The SureColor P10000 utilizes an all-new 2.6-inch tall, high-performance 10-channel PrecisionCore MicroTFP print head capable of printing output at exceptionally high
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Lead for Multiple Copiers in California

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, copier leads, copier leads, copier leads, the link for the lead is at the end of this thread. Copier leads, copier leads, copier leads, copier leads, copier leads, copier leads. The link for the copier lead is at the end of this thread. Copier leads, copier leads, high volume copier leads, color copier leads, production print copier leads. Title Copiers and Associated Support Services 5004786 Matched Keyword(s) copier Region California Agency City of Santee Due Date March 07, 2016 Source http
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Lead for Production Copiers in PA

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, copier leads, copier leads, copier leads, the link for the lead is at the end of this thread. Copier leads, copier leads, copier leads, copier leads, copier leads, copier leads. The link for the copier lead is at the end of this thread. Copier leads, copier leads, high volume copier leads, color copier leads, production print copier leads. Up To 48 Month Lease of Production Copiers ⇓ ✔ Title Up To 48 Month Lease of Production Copiers Matched Keyword(s) copier Document Type Combined Synopsis
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Re: 5 Steps I Followed To Build My Personal Brand As A Copier Sales Rep

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Peter Ryan posted: I liked the first 2 "c"s, Commitment and Competence. If we have these two components the restcan follow. You can't move to the final 3 "C'"s without the first 2 which could lead toa lot of activity with diminishing results over time as the world moves on and traditional sales guys are left behind. Peter thank you! As copier sales reps we must make a commitment to ourselves to increase our competency levels. This means we must acquire and practice some new sets of skills. It
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Re: 5 Steps I Followed To Build My Personal Brand As A Copier Sales Rep

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you thank you! Consistency is the key. Building your brand does take time but success takes time as well. As copier sales reps WE must start building our brand skill sets. Yes this means setting the time aside to learn and relearn skills to help you improve. Lets all set aside our ego's. Last month I wrote a blog about how salespeople can write. Yes, we can write and write very well. Think about all the meetings you have on a weekly basis. Inside of these meetings you are discussing issues
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Toshiba asks banks for new restructuring funds

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TOKYO -- Toshiba is seeking an estimated 200 billion yen to 250 billion yen ($1.75 billion to $2.19 billion) in additional loans from three key lenders to cover the costs of streamlining its home electronics and semiconductor businesses. Sumitomo Mitsui Banking Corp., Mizuho Bank and Sumitomo Mitsui Trust Bank likely will heed the request and provide the funds as early as this month. The Japanese conglomerate is working to overhaul operations by the end of the current fiscal year March 31
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Hon Hai chief in final push to close Sharp deal

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OSAKA -- Hon Hai Precision Industry ChairmanTerry Gou is in Japan holding late-stage talks on a deal to buy embattled electronics giant Sharp , with both sides seeking to conclude by Monday. He is negotiating with President Kozo Takahashi.If the deal is reached, which could be later than Monday,the two companies will make the announcement in a press conference, . Sharp's board voted to approved apurchase by Hon Hai, or Foxconn, on Feb. 25. But the Taiwanese conglomerate decided on the same
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No Foxconn-Sharp deal before Wednesday

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TAIPEI/TOKYO -- Key iPhone assembler Hon Hai Precision Industry will sign an agreement to acquire Sharp , the embattled Japanese electronics maker, perhaps by Wednesday, a person familiar with the talks has told the Nikkei. The two sides had agreed to try to wrap up a deal by Monday, but according to the source, Wednesday is now the earliest the acquisition could be made. The person did not elaborate on the reasons behind the delay. Another source said the two sides will finish their due
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Texas AlphaGraphics Facility Captures Rigid-Substrate Growth Opportunity with EFI H1625 LED Printer

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services, and he recognized a need to expand beyond the roll-fed latex printer it has on site. Chatwin contacted one of his trusted suppliers, Konica Minolta® Business Solutions (KMBS), to inquire about the H1625 printer and its capabilities. “It was obvious to us that we needed to expand, so we contacted KMBS, which already supplies us with cut-sheet digital printing equipment,” he said. “We also knew that KMBS’s staff had training on the EFI product line. And we were comfortable knowing that
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Foxconn close to sealing Sharp deal

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TOKYO: Talks for Taiwan's Foxconn to acquire a majority stake in Japan's Sharp Corporation are "on the right track", people familiar with the matter said on Monday, after a last-minute hitch over contingent liabilities caused delays last month. Discussions are set to conclude this week, one person said, adding that most of the due diligence is done. Foxconn late last month suspended the signing of a deal to take over the loss-making Japanese electronics firm, citing the emergence of new
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Re: PRINTANALYZE and PERISCOPE

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Great tool. Looks like it Cuts the sales cycle. Would like to hear some real life stories , when available. Please.
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Re: Ricoh Wide Format update

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possible, we will provide a comfortable operation. Furthermore, in addition to the adoption of GELJET viscous ink is our popular excellent water resistance and quick-drying, and a new improved and reliability equipped with such as auto nozzle detection mechanism print quality. "RICOH MP W6700 SP" can stack in flat the output paper in the main body, also, such as will be able to set the roll paper with a simple operation, the predecessor machine "imagio MP W3601 Series" (October 2010 in comparison with
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Re: 5 Steps I Followed To Build My Personal Brand As A Copier Sales Rep

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Consistency is the key to building your brand. Commitment to spend "x" amount of minutes per day or hours per week will build your brand. At first, you won't see much activity, however, over time you'll see more activity and more involvement from others who are outside of your network. Today, it's more about positioning your self as the resident expert and guru. Larry is a good example of consistency. One a week he writes a blog, posts that blog here and on Linikedin. People who follow...
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Re: 3 Reasons Why Copier Sales Reps Help Your Dealership's Brand

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everything they do? Art, you bring up some valid points, however; what was happening before LinkedIn? Sales reps will continue to come and go. It is up to the dealership and management to provide them the foundation and the tools to be successful. Think about this Art, copier dealer principals have invested decades, countless hours, and millions of dollars to build their brand reputation in their local market but the sales reps are front and center of the dealership. With a quick search a
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Re: Ricoh Wide Format update

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W 6700 ... Replacement for the 3601? Found this and more on the Ricoh Japan website.
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Re: Ricoh Wide Format update

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Well, that would stand to reason since it's 7 pages a minute, if this holds true, wide format is really dead with Ricoh, you have a link for it?
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What does ATS stand for

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recently looking through BLI and one of the features listed for a copier is ATS, does anyone know what this stands for?
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How to Cold Call

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usually a negative experience for the prospects you manage to connect with, undermines your status as a trusted advisor from the first call, and can even have a negative impact on your brand. It’s also a terrible experience for salespeople. We all have awful stories of our own worst cold calls, some of which were the “Aha!” moment that made us realize there had to be a better way to do sales. My seminal cold call moment was in 1985. At that point in my sales career, I was an outside sales rep
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Ricoh MFP for Education Launch Announcement

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Has anyone seen this yet? Thoughts?
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Re: How to Cold Call

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"Smart Calling" by Art Sobczak is a great book that taught me how to successfully cold call. You could even say it's the first "social selling" book.
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Re: 3 Reasons Why Copier Sales Reps Help Your Dealership's Brand

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Larry, just a question for you. Could it be that principals and owners don't want their sales people to be awesome with LinkedIn? My reasoning is that many might would consider this to be a danger to their client base if the rep were to leave. Just a thought On the flip side, building your brand as a sales person gives you the unique opportunity to carry your contacts along for life, even if you change jobs, and industries. Wouldn't dealerships and reps want to be awesome at everything they do?
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Re: 3 Reasons Why Copier Sales Reps Help Your Dealership's Brand

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prospect because of references, endorsements (don't mean much, but the more the merrier) and of course my profile. BTW, are you at ITEX this week? If so, try and catch up with John Anderson Art, sales reps are front and center. This will always be that way. Trust and environments of positive culture will always win. Operating any business with fear of what will happen or lack of trust is a recipe for constant turnover. Sure sales reps come and go but management has to foster a winning culture
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Re: Ricoh Wide Format update

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Looks like 7 D's a minute ! And if you look at the cost in Yen, a price Increase???
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Re: Ricoh Wide Format update

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ty, for some reason my internet security is blocking bing translator
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Re: Ricoh Wide Format update

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39% increase seems a bit steep for 1 D a minute!
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Re: Ricoh Wide Format update

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Re: Ricoh Wide Format update
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Re: Ricoh Wide Format update

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Art, Try Google translate!
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Re: Ricoh Wide Format update

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Well, from the press release, I'm not that excited
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Re: Ricoh Wide Format update

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I saw 6.7 per minute, could be 7, the price of 2,450,000 yen equals an MSRP of $21,656. Still way over priced for system that can't compete with KIP or Oce
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Re: Ricoh Wide Format update

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I won't be impressed until I see a launch packet and a price point that can actually compete with the Kip and Oce. I've been hearing for over a year now something is coming. Heard it from Corridi face to face last March at a meeting and several other times.

COVID19 Remote Working Day Two Hundred and Thirty Eight of Selling

COVID19 Remote Working Day Two Hundred and Thirty Eight of Selling Copiers

It's 9:19 on Tuesday evening and I feel like it's the end of the week already.  Our selling month of March starts tomorrow and the thought of only having 20 selling days to reach my goal quarter goal of $300K will be a tall task.

Today was all about picking up the docs for the $54K production order early in the day and then getting back to my home office to process the order.  I had an outside chance for another order with an existing account but I was fine with letting that roll till March. I just wasn't going to push it figuring that I would have an order in on the first day of the new month.  Having that first order on the first day can set the mood for the entire month.

It was about 4PM when our email server went on the blink and just a few minutes before that I received a verbal from that existing account that they wanted proceed with the order. It was at that time that I had the thought that I could get this order in for this month. Rather than waiting on tomorrow I wrote that order and told the client that I had to have the signed docs today.  The reason the statement of needing the documents today is because I set up a timeline of events in previous emails about moving forward with the order.  Something like I can give you this as long as you can order by x.  I knew there was a chance it would happen but when you've been doing this as long as I have you know that in most cases that timeline never comes to fruition.

Thus the thought of turning an order in on the first day of the new month has passed.  In all likely hood I'll be beating myself up for the next week of not having any orders till I add to the pipeline and I can move some of the prospects closer to ordering.  However getting that order in just before 5PM today also made sure that the client would not change their mind or think it over another day.

It's late I have a short month that I need to address.  Have a good night!

-=Good Selling=-

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