MFP Copier Blog

Lexmark’s A4 Evolution is now the A4 Revolution

Today, I declare like the patriots in Boston back in April of 1775, The Revolution has begun. So, let the A4 battle for market dominance begin.

I had the pleasure to share the BEI Services data at the Lexmark Roadshow in Boston. As the Copy/Print Industry continues to modify, BEI’s data highlights some of the reasons A4 equipment is driving much of the many disruptions coming to the print services deliverable.

The battles of this A4 Revolution will be fought in the conference rooms of the complacent, there will be skirmishes between salespeople trying to push yesterday’s technology as the end-user customers try pulling what their predefined needs. There will be sacrifice demanded from service providers as yesterday’s extensive services are replaced by new technologies which are more and more void of service.  

“In the future customers won’t evaluate how good your service is, they will buy products that don’t need service.”

The revolution has been long coming, and many have been hiding way too long behind those “Big Paper Drawers.” This A4 Revolution will cause A3’s mortality to finally see its end. Print Equipment Manufacturers will be struggling as their dealer’s orders for A3, are replaced by the end-user customers’ demands for A4.

Soon dealers will be throwing over the preverbal ship into the preverbal harbor the boxes of old sales manuals filled with old billing models, the parts and supplies from old A3 models, and the boxes of the undeveloped aspirations of production print. Yes, the A4 Revolution has started and those who believe that the oversized systems stand of the A3’S Army will prevail against the speed, agility, and price points of the A4’s Militia, are not listing to the sounds of the cannons as they practice for the celebration when 80-85% of all A3’s are defeated by the merits of A4 Melita.

As many manufacturers continue with their stubbornness in making more of things they want. Instead of making things the end-users want them to make. Organizations like Lexmark can and will seize the moment. Lexmark is not getting sidetrack into assimilating A4 into an A3 world like so many other manufacturers.

The Revolution has started, and there is no going back. The Imaging Channels current circumstances will modify continuously, and there is no stopping the A4 militia, soon the A3 warriors with their big paper drawers will sink to the bottom of that preverbal Harbor called Too Stubborn to Modify.

Don’t fall victim to the disruptor become the disruptor.

“You can be the vendor with the greatest relationships and lose to the new unknown innovator who delivers a better experience.”

R.J. Stasieczko

Ten Questions to ask When Prospecting for Ricoh Global Scan NX V2 Serverless

I though it would be a great time to write about Ricoh Global Scan NX V2 Serverless solution.  At time to time I've struggled with when and where to have that conversation with an existing or prospective client. Hoping that this document can help in our quest to solve complex business problems with scanning.

GSNX V2 Serverless

GSNX V2 Serverless allows the administrator to set up pre-defined workflows on the MFP screen that guides the user to scan to the correct destination in the correct format, with the correct file name, all automatically. 

The user has the ability to browse a folder structure to place the scan in the right folder without having to go back to their desks and move it manually. 

The administrator can ask the user simple questions or have them pick from a pre-defined list of options to name the scan file correctly every time. 

GSNX V2 Serverless can leverage the Searchable PDF function of the MFP (optional) to create Searchable PDF files automatically, without the user needing to set anything. 

As the name implies, there is no software that needs to be installed in the customer’s network.  All functions are running on the MFP.  Great for environments without a server.

If the customer later decides they would like a more advanced workflow, a Global Scan Server can be added to the environment to enable features such as full OCR capability (Word, Excel), Barcode scanning, automatic data extraction with Zonal OCR, scanning to Document Management Systems, etc.

Ten Discovery Questions



  1. How are you currently capturing, processing and archiving your documents?
  2. How are you managing your legacy documents and files?
  3. For business processes that still use paper, how are physical files incorporated into your document or content management system?
  4. Where are your paper-driven processes slowing down work flow or hurting your business?
  5. How much are your paper-based systems slowing down billing and revenue collection?
  6. Do you scan hardcopy documents on a regular basis?
  7. Do you need to organize legacy hardcopy files in an electronic archive?
  8. Do you have document workflows that are error-prone?
  9. Do you send and receive scanned files to and from branch or remote offices?
  10. What volume of transactional documents (bills, invoices, purchase orders, statements) do you scan every month?

Bonus Discovery Questions

  • Do you use enterprise document management (EDM) software?
  • Would it be helpful to receive fax documents electronically?

Closing

When I'm meeting with prospects I would say that 90% or more are scanning the old fashioned way.  Scanning to their email or scanning to their folder, then opening the file, naming the file and in many cases then moving the file to another location.

Offering Global Scan Serverless can get you the leg up on the competition since most reps will not even dig that deep. In addition you may be able to generate additional GP because you are saving time in the process of scanning documents.

Special thanks goes to a Print4Pay Hotel member that helped me with this.

-=Good Selling=-

It's 5PM Do You Know Where Your Best Sales People Are?

I'm with you, in recent years it's been tougher and tougher to get through to DM's (decision makers) to schedule that first appointment.  In some cases it's taken me a hundred plus calls and many years of trying to get the DM on the phone.  The good thing about the 100 plus calls is that by the time I do get the DM on the phone they definitely know what I'm calling about.

Gatekeepers are better than ever, and the thought of potential phone scams keep them vigilant in their quest to not let you through.

There's much talk in sales about building relationships and that's all well and good as long as you can make contact with the DM. You can't start or build that relationship until you've made first contact.

You can't sell everyone is something you always here in sales, and I believe it's the same for building relationships. Not everyone you meet or greet is going to want to build a business relationship.  Thus it's the numbers game that can really increase your opportunities and your potential business relationships.

So where are your best sales people after 5PM?

1) They're still out in the field making cold calls!  One thing that I've noticed is that many gatekeeper leave in between 4:30PM - 5PM.  If you're in the field making calls after 5PM, it's a good shot the doors will still be open.  Most likely you'll trip over the DM as you scout your way around the office to find someone.

Instead of starting your day at 8AM.  Why not start your day at 9AM and work still 6PM, with the last two hours of the day dedicated to calling on those that you can't land the DM on the phone. It makes sense right?

2) Other sales peeps are attending and working at charity events.  There's nothing better than meeting that influential person while they're volunteering their time for a great cause.  Remember the six foot question? That's when you get within six feet of someone that you strike up a conversation and one of your questions is "where do work"? Of course then continue the conversation asking about what their roll is within that company.

3) Still at their desk or parked in a parking (by the beach) lot trying to squeeze in a couple of extra calls on their cell phones after 5PM.  You just never know who will pick up the phone.  Think, if this were your business, wouldn't you be working whenever and wherever you can? 

4) Continuing their education with reading sales books and or learning more about their industry. The web is a great tool because it's open 24 hours a day.  It's those rainy weekends that can give you a great kickstart to the week.  Been there and done that.

5) Continuing education not for sales people but for Professionals such as attorneys, architects, engineers, surveyors.  Each month these associations meet to deliver educational courses to their members so that they can stay up to date for state requirements.  Most associations will accept speakers (as long as they pay for booze or dinner) allow you to speak for 15 minutes and maybe have a small table.

6) Some are even sending emails late into the night.  Can't sleep, nothing will get a DM's attention more than an email sent at 2AM.  That DM can only wish they had that sales person with their company.

It's more about doing the extra work than it is about having fancy lines, trinkets or lame cold call gimmicks.  You need to be where the DM's (decision makers) are and interact with them. Not every stop in will generate a lead or build a relationship.  But from years of experience I can tell you that being in front the DM's if much better than not.

-=Good Selling=-

Special thanks to our friends at Polek & Polek for sponsoring tonight's blog, please make sure you check out their site and their awesome products for copiers

2017-06-21_23-31-17

This Week in the Copier Industry 15 Years Ago, The Third Week in June 2003

All I can save is, it must have been a slow week at the Print4Pay Hotel

Peerless Controllers "In The News"

multifunction office products and digital appliances. In order to process digital text and graphics, digital document products rely on a core set of imaging software and supporting electronics, collectively known as an imaging controller. Peerless' broad line of scalable software and silicon offerings enables its customers to shorten their time-to-market and reduce costs by offering unique solutions for multiple products. Peerless' customer base includes companies such as Canon, IBM, Kyocera/Mita, Minolta
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Ricoh with Revoltionary PrintCabinet

press releases Ricoh Corporation Introduces Revolutionary PrintCabinet PrintCabinet Manages Network Printing, Copy Costs, And Security West Caldwell, NJ, June 9, 2003 -- Ricoh Corporation, the Dependable DigitalTM output company, today introduced PrintCabinet, a state-of-the-art Linux-based print appliance. With the addition of PrintCabinet, users can now benefit from a complete turnkey printing solution. PrintCabinet provides total print management and hosting services as well as print and
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Printer Warranties (Xerox is not truthful again?)

making the sale in an informed manner,” Tipler said. Fuji-Xerox’s marketing and communications manager Ben Gardem, added that the company does not specify a print life because it’s unlimited. “The customer could have it [the printer] for 15 years and we would have to support it,” he said. Kyocera’s Finn also said Samsung was incorrect in recent advertising where it claimed it was the only laser printer manufacturer with a three year warranty as standard. “We’ve been doing that for the last four
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Fuji-Xerox merges internally

Fuji-Xerox merges internally Byron Connolly, CRN Wednesday, 02 April 2003 Fuji-Xerox will audit its printer-distribution channel over the next three months, following its decision this week to merge its Phaser printing and Fuji Xerox channel printer business to form a new company dubbed Fuji-Xerox Printers. advertisement Essentially, Fuji Xerox Printers was formed from the melding of Fuji-Xerox Phaser printing, based in Frenchs Forest, Sydney with 53 staff, and Fuji Xerox Australia’s
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Re: Perfect for throw-ins

Wholesaler, not sure if you can buy this from RICOH or not.
-=Good Selling=-

This Week in the Copier Industry 10 Years Ago, The Third Week in June 2008

Happy Fathers Day to everyone, I spent the entire day with my Son and his wife. It was a great day, hope everyone else was able to have a great day!

Enjoy the threads from ten years ago this week!

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, profitable printing” = HP o “Print is Powerful” = Kodak o “Connect With Opportunity” = Xerox o “We Speak Image” = Canon o “Produce, Persuade, Perform..on the network” = Canon o “We’re Listening” = Ricoh o “Empowering Print Communications” = Sharp o “Leading Innovation” = Toshiba o “Print To Win” = EFI o “Business Beyond the Ordinary” = Oce’ - Ricoh claims it has sold its first Aficio Pro C900 production color system (90ppm) to Integrated Graphics Ltd, a print shop in England. - Ricoh announced it
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Weekend Copier Notes from 06/22/08

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and management software to large corporate customers  Graphic unit will offer printers and supplies to wide format users o Most of the U.S. employees of the printer division (3,400) work at the division headquarters in Boise, Idaho, which designs the products, while manufacturing is done overseas. - Ricoh launched a new print-only color laser system, the Aficio SP C420DN offering: o 31ppm top speed color or b/w o 1200x1200dpi top resolution at half speed (600dpi at full speed) o Does NOT offer
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MT Business Technologies Acquires Ricoh Business Solutions Office

FOR IMMEDIATE RELEASE MT Business Technologies Acquires Ricoh Business Solutions Office Toledo, Ohio June 10, 2008 - MT Business Technologies, Inc., a leading independent provider of office technology solutions in Ohio, announced today that it has acquired the Ricoh Business Solutions (RBS) office in the greater Toledo Market. Ricoh Americas Corporation and MT Business Technologies have enjoyed a solid business partnership for over 25 years. MT Business Technologies is pleased to broaden
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Ricoh Expands Relationship with CIMA Software

deliver on this promise,” said Nelson Cano, vice president, Sales and Marketing, CIMA Software Corporation, Inc. “We are excited about our admission into the Ricoh Technology Alliance Program as this is a great honor and we look forward to continuing our work with this innovative organization.” As CIMA’s signature document management solution, DocuClass is a robust, and user-friendly system for both operational office staff and the information technology department. For users, it features an
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RICOH HONORED BY PREMIER HEALTHCARE ALLIANCE FOR EXCEPTIONAL SUPPLIER PERFORMANCE

. Headquartered in San Diego, Premier has offices in Charlotte, N.C., Philadelphia and Washington. For more information, visit www.premierinc.com . About Ricoh Americas Corporation Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 72-year-old leading supplier of office automation equipment and electronics, with fiscal year 2007 sales in excess of $19.4 billion, a 7.3 percent increase over the previous year. Ricoh Americas Corporation is a
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Ricoh is pleased to announce the introduction of the Aficio SP 8200DN.

. All of these enhancements make the Ricoh Aficio SP 8200DN an ideal printing solution for mid-volume customers with sensitive application needs. The Aficio SP 8200DN is designed to deliver high quality output across a wide variety of applications with 600 x 600 dpi image quality, fax print speed, large paper capacity, network readiness, and data encryption. HIGHLIGHTS OF THE RICOH SP 8200DN: • 50 ppm black & white printing with standard duplexing up to 11” x 17” • The latest GW controller
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'Japannovation' marketing strategies

the most sustainable companies in the world. During Earth Day, the firm turned off all its lights as a "gesture of commitment to environmental protection." Today, Iwamoto said Ricoh has overtaken Fuji Xerox in the copier business. Iwamoto said "there is really no stereotype innovation model." "Every company tries to create its own innovation model to promote brand differentiation. Today, the Made-in-Japan or the monozukuri concept is no longer just for manufacturing high quality products as in the
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Re: Network Install Guide For Dummies

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192.168.0.42 for example, I start pinging 192.168.0.43 and up to find an open one. I assign this to the mfp (never use dhcp) and make it static. I connect the product and ping it to make sure it is at that location and can communicate. 4. I resist the temptation to make a pc/server a print server and spend the extra time installing a straight TCP/IP port on each client computer for printing purposes. 5. If installing LAN-fax, I show the customer how it works and send a test page. If they ask about a
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KonicaMinolta Lease

I have a customer who has an old KMBS lease here in NJ, that was done back in 11/03, he dopes not have a copy of the t's & c's. Can someone pleae forward to me. art@p4photel.com
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User Code Authentication with PostScript

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Customer wants to use User Codes to keep track of individuals and departments usage. Not an unusual request, right? Well, it works fine with printing from PCL or RPCS, but has anyone had issues with PostScript? We placed an MP C6000 w/PS3 and the users cannot print with VALID user codes when using the PS driver. We happen to have one in our demo room and it showed the same error. Our Ricoh DSR was in our office on Friday and helped us escalate to Ricoh support, but has anyone else had this
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Re: MT Business Technologies Acquires Ricoh Business Solutions Office

This is the only one I have heard of. In the same week Ricoh aquired a dealer and then sold an RBS location. What gives???? Yes, you are right, this can be used against RBS, and can be quite powerful. Think I'll print it off and keep a copy with me at all times!
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Drawbase & Plot client

I have a customer using drawbase and needs to batch print these files, does anyone have any ideas for us?
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discontinued parts for Aficio 240W

As you are aware this item has been discontinued and is NOT available any more from any where. But, we do occasionally have a customer in the field who at this late date may want to "connect" the copier and make it a printer/scan unit. Or, they bought the used trade in from a dealer, etc. You can order the "parts" necessary to build an interface by ordering the parts listed below. PLEASE SAVE THIS EMAIL S Part # Description G068 5750 Interface Cable B126 5560 Cover: Middle: C/Tbox B
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Remote Web Workplace

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Not sure really where to post this, so here goes. I use a Windows 2003 Small Business Server at the office and Remote Web Workplace to work from home. It appears that in order to enable printing to the printers from the house, the server establishes a connection by sending what appears to be a print job and then deleting it. The problem is that although I try to keep it clean, I often have many printers installed on my laptop and it ends up with hundreds or thousands of jobs in the queue of the
Member

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Re: Up Coming Ricoh Launches

August 08 Ricoh Pro C900 October 08 MPC 1800, MPC 2800, MPC 3300, MPC 4000, MPC 5000 November 08 SPC 310N, SPC 311N, MPC 2050, MPC 2550, PRO C900s
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Re: Gas Price Check

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come away from reading it with the mistaken impression that most of the USA's crude oil is imported from the Middle East. It isn't. According to some recent figures regarding crude oil imports, in December 2007 only 23% of the USA's crude oil imports came from countries classified by the U.S. Department of Energy (DOE) as Persian Gulf exporters (i.e., Iran, Iraq, Kuwait, Qatar, Saudi Arabia, United Arab Emirates, Bahrain). The top six countries (by percentage of total USA imports) supplying
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Re: Gas Price Check

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solution: We all ride bicycles! I did last week and put on 642 miles. I am now into a size 30 from a 42. I have also left copier sales and have just been added to one of the teams for the Tour De France!!!
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Re: MT Business Technologies Acquires Ricoh Business Solutions Office

·
I am somewhat surprised this has not had any responses. Here's a case where the local RICOH Business Solutions Office was acquired by a local dealership. Must've been a rather underperforming branch office. Does anyone know of other situations like this. This could be used to create doubt in prospects minds that they're dealing with "the manufacture" - "So what guarantees does that give you Mr. Customer . . . yada, yada, yada"!
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Re: KonicaMinolta Lease

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It is probably the same as Ricoh's since they both used DLL back then.
-=Good Selling=-

A Selling From The Heart Professional Crushes The Sales Settlers Mentality!

"The Status Quo Is Simply Unacceptable"
Brad Henry, Former Governor of Oklahoma

Settling... Contentment, creatures of comfort; it's out there within the closets of all those in sales. Lurking in the dark shadows of their successes, hiding where you least expect to find it is a great balancing act of excuses. It's the silent sales killer, lurking and striking sales reps without warning. It even brings the biggest and brightest to their knees. 

"Settling, better known as Complacency"

WORKING THE LAND 'HOPING' FOR A FERTILE SPRING

Don't think it can't happen to you? It strikes, every day. Settling, it's a ruthless disease. It cares not about how long you've been in sales, where you rank within your sales department, or what day of the week it is. It cares only of the weak and timid or the wait and see mentality, the hard reality behind all of this is while you've become content, another breed of sales professionals has been lurking inside your accounts. With extreme precision they're rewriting the playbook adapting to the changes inside the buyer's world.

"We plow our sales fields for growth within a digital business world yet sales reps fertilize their sales fields with analog sales tools, WHY?"

A selling from the heart sales professional has remodeled, retooled and re-engineered their sales business model cultivating it, making it better, rebranding it to resonate with today's modern business executive and KABOOM your client's have become their appetite for destruction. You've allowed them right into your sales jungle. Your client base has now become their paradise city where the grass is green and the sales revenue is pretty!

A SELLING FROM THE HEART PROFESSIONAL OUTCARES A SALES SETTLER

Giving a rip is the single best attribute a selling from the heart professional possesses. They care about their career, their sales growth and most of all, they care about their clients. They understand other sales reps may outsell them or outsmart them but no one will out care them.

A selling from the heart professional crushes the sales settlers' mindset. They're self-aware, genuine, authentic and comfortable in their own skin. They understand being themselves is what it's all about as opposed to being somebody they're not, a sales settler.

A heartfelt professional settles in to be of HELP; not a sales shark looking for another commission check reeking of commission breath.

“Offer to help without expecting anything in return as this will come back tenfold.”

These professionals are constantly looking inward to avoid being crushed by the sales settlers' syndrome.

WHAT ARE THE SIGNS OF SALES SETTLERS SYNDROME?

DON'T INVEST IN THEMSELVES

When sales reps stop investing in themselves, it's a warning sign they've lost their drive to become a high performer. Equally concerning are the tenured sales reps who stop investing in themselves because they feel they've learned enough, earned the right to be taken care of or believe they know enough people (established client base) to get by; cruising through business life.

STOP THINKING

When sales reps stop asking questions, becoming curious about self-growth or challenging themselves, this is cause for concern. When they've mentally settled to just go with the flow, they've decided to stop thinking as their only concern is completing what they're only managed to do.

NOT MANAGING THEIR PERSONAL BRAND

I'll admit, most sales reps aren't managing their personal brand because they don’t know how, however; those professionals who are motivated to achieve greater success in their careers are aware of the importance and are making every effort to figure out their personal brand.

What do you wish for people to associate with you when they think of your name? 

NO SENSE OF URGENCY

Playing the waiting game. Waiting for customers to call them or a little birdie to drop a lead on their desk. Lack of urgency in developing business is a sales killer. No matter how successful your day, month or sales year has been you must act as if you're always climbing to get to the next level.

Proactive sales development must come by doing things to push one out of their comfort zone. One huge area involves prospecting for new business and not constantly relying on current accounts. Sales reps who fail have a hard time making calls on new prospects for one simple reason; they spend a majority of their time in the comfort zone of conversations with people who know them and not enough conversations with people who don't know them.

"Salespeople have hypnotized themselves into believing what they aren't doing doesn't work"

A selling from the heart professional lights the fire deep within their soul to prevent never being burned by the sales settlers' disease!

"We're operating on autopilot and it's killing our dreams and stunting our success"
Jim Keenan, Not Taught

The luxury of time no longer exists. Settling and complacency have become a rampant epidemic within sales world.

A SELLING FROM THE HEART PROFESSIONAL CREATES CHANGE

These heartfelt warriors never settle. They inspire themselves as they crush the settler's mindsight by creating change.

Acceptance of change is critical within the information age we live in. This applies directly to the sales settlers' mentality.

We have only three responses to change --- resist it, accept it or create it. A change resistor likes things just the way they are. A change acceptor will wait to see what is happening. While change creators have become today's problem solvers. 

These heartfelt change creators identify new processes, look for new opportunities, bringing new and different insights into businesses with the goal of helping executives solve business problems or challenges. They do this because they care!

Adopting a heartfelt change creator mentality will enable you to clearly focus on helping your clients and prospects for all the right reasons versus closing the "big deal" for your personal benefit.

"A sales professional who is heartfelt, fills out a suit with empathy, emotion and excitement."

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

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

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

Margins Getting Tight? Saving Money AND Increasing Marketing Effectiveness

If you are a small to medium sized business you may be looking for ways to grow by developing a more effective marketing program. You also know that the world is changing and what might have been effective even 5 years ago might not do the trick today. That’s why we’ve written this blog! To help you shorten your cycles and to more effectively build a marketing strategy that won’t break the bank.

A traditional marketing department for a small to medium sized business focuses on 2 key areas: advertising and promotion. Each of these areas are ripe for new and more economical ways of reaching your target audience while increasing your ability to measure success! Let’s break them down:

The purpose of all advertising is to create brand awareness. Your first job is to ensure that you get your name out there, that people start to become familiar with you as a brand. After that you need to establish influence and trust. Here are 3 different and effective ways for you to do that:

1. Print Advertising: Currently you may do that through print advertising. According to studies Print advertising is still extremely valuable. You can better target your audience by advertising in trade magazines specific to the customer you are trying to reach.

  • Cost: Medium to High
0

2. Digital Advertising: Print advertising provides good results especially with older demographics, but if you are selling to younger customers (think Millennial's), effectiveness could be reduced. You will want to ensure that you have a digital strategy to effectively reach those that do 90% of their research online. Think banner ads and targeted advertising on LinkedIn or Facebook. For B2B, LinkedIn has become the most effective digital platform for us, followed by Google Adwords.

  • Cost: Medium

3. Content/Social: In the last few years, this type of advertising and promotion has taken center stage yet most organizations in the office equipment channel don’t make very good use of it. Younger buyers want to be educated, to be part of a conversation, and nothing delivers this like social and content. Think blogs, podcasts, videos and eGuides. Most people that know me know that I’m a big fan of content and social as a marketing platform. This blog is an example of just that! You are taking the time to read it, to learn something new that you can apply to the benefit of your business. Maybe you’ll go to my website after this, maybe you’ll look for additional blogs from me in the future to help your business even more. That’s called influence, and the value I give to you the more likely that you’ll consider buying whatever it is that I actually sell.

  • Cost: Low to Medium
01

What is the right mix? This is a really hard question to answer because it really depends on who you are selling to. A good rule of thumb is that the older your customer (55+) the more print advertising might hold influence. The younger your prospects (25-50) the more likely they are to be influenced by social media and content. At Print Audit, our mix is 70% of our efforts are social/content, 20% is digital, and 10% or less is print advertising. We do surveys with our Premier members to find out what kinds of marketing channels work best and our statistics are pretty much inline with their responses. Of course this is not a recommendation as your business and target audience could be entirely different.

If you are serious about increasing your social and content marketing and advertising efforts, here are some links for inspiration:

If you want any additional help make sure you give us a shout. We love helping businesses to do more and could have the answers you’re looking for! Also, be sure to leave your comments on things that are working for you.

About the author:

West is Vice President of Business Development at Print Audit and Founder of FocusMPS. He has been recognized as one of the top 40 most influential people in the imaging industry and an ENX Difference Maker in 2015 & 17.

Jersey Shore Electric Contractor Lease Ricoh CW 2201SP Color Plotter

Sometimes it’s that one little feature that makes the difference from leasing a Ricoh CW 2201SP or an Oce/Canon wide format. For our Jersey Electric Contractor it was the TWAIN scanning feature that drove their decision to lease the Ricoh CW2201SP.

TWAIN

TWAIN scanning is also known as ‘pull scanning”.  Pull scanning means that your software program has the ability to use a TWAIN scan driver. With our Electrical Contractor they have the ability to use a TWAIN scan driver with their business line of software.  We demonstrated that the use of the twain scan driver would allow them to scan wide format drawings directly to their client records. This eliminated the tedious task of scan2email & scan2folder, naming the file and then transferring that file to the software.

read the rest on my Jerseyplotters wordpress blog

This Week in the Copier Industry 10 Years Ago, The Second Week in June 2003

I couldn't help my self and re-read the two HP threads from ten years ago. Back in the day, there was a saying that buyers used to clung too, the saying went like this.  If I buy the Xerox, and even if it doesn't work, no one is going to fault me for buying the Xerox over the Japanese brand. I feel this is the same with HP, even if that HP plotter, printer of copier stinks, the buyer will never hear a word from anyone for not buying the other brand. 

Weekend Copier Notes from 06/08/08

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association of graphic solutions providers, announced results of lab testing of several production color systems during the IPA Digitial Print Forum in Chicago, IL on 4/24/08. Details: o Devices tested include:  Heidelberg XL-105 traditional offset press  Kodak NexPress S3000  Konica Minolta bizhub PRO C6500  Xeikon 6000 & 8000  Xerox iGen3 110  Hewlett Packard Indigo 3050 and 5500 o Support came from:  Rochester Institute of Technology  Western Michigan University  Ryerson University  Q
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Konica Minolta Announces Availability of the KIP 3100 Series of

06/09/08 - Konica Minolta Announces Availability of the KIP 3100 Series of Wide Format Printing Systems Konica Minolta Announces Availability of the KIP 3100 Series of Wide Format Printing Systems Jun 09, 2008 Konica Minolta Business Solutions U.S.A., Inc. announced the availability of the KIP 3100 Series of wide format network print systems from KIP America, a leading manufacturer of wide-format printing and imaging technology. The KIP 3100 Series is a highly advanced wide format
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KIP stings Ricoh, Oce & Xerox w/ New 6ppm System

Tuesday, June 10, 2008 KIP stings Ricoh, Oce & Xerox w/ New 6ppm System I'll commend KIP, someone over there was thinking when they made the decision to offer color scanning with their monochrome wide format systems. Kudos to KIP! Ricoh, Xerox and Oce are now under the gun in the low volume wide format market. KIP recently introduced the 3100 a 6 page per minute wide format device, with the sexy color screen, the 3100 seems to be the 3000 with a few more bells and whistles and a chip that
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HP Printers

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We sell Savin printers but we have some accounts that are die hard HP and are our customers for MFPs. I would like to be able to sell them HP to lock our competitors out. Is there anywhere I can purchase HP and sell at close to staples prices and still make a little? How about supplies? Any suggestions from someone else who is selling/servicing HP would be great. Thanks for any input!
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RICOH AMERICAS CORPORATION RECOGNIZES RINGDALE, INC. AS OFFICIAL MEMBER OF TECHNOLOGY

, Ringdale has joined Ricoh’s Technology Alliance Program as a bronze member. Ringdale’s FollowMe is a roaming, secure printing and accounting solution designed to enhance, track and secure document output without requiring major changes to the existing network infrastructure or printer hardware. That means organizations can improve the cost-effectiveness of document output while leveraging existing investments in technology. FollowMe Embedded for Ricoh technology works on Ricoh’s Embedded Software
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Newly Designed e-STUDIO(TM) Color Multifunction

businesses with moderate output needs. Utilizing Toshiba's leading-edge enhanced laser image technology (e-Fine), these new color MFP products deliver best-in-class color clarity and rich text renditions in all scanning, printing and copying jobs. Supporting print resolutions of 1,200 x 1,200 dots-per-inch (dpi) and 10-bit scanning resolutions of 600 x 600 dpi, the e-STUDIO2830c/3530c/4520c series provides razor-sharp text and superior graphic detail in all printed documents.
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Re: New Ricoh Color Pro C900 & C900s

3,000万円以下のカラープロダクションプリンターにおいて(2008年5月7日現在) Body standard price of 30 million yen or less in color printer production (2008 year on May 7) 製品名 Product RICOH Pro C900 RICOH Pro C900 標準価格(消費税別) Standard price (consumption tax.) 1,230万円 123.0 million 発売日 Release Date 2008年8月 August 2008 販売台数 Sales 300台/年間 300 units / year ※ ※ このニュースリリースに掲載されている価格および料金には、消費税は含まれておりません。 This news release is the price and the price of the consumption tax is included. 商用印刷市場や企業内印刷市場では、印刷物の多品種・少ロット化により必要な時に必要な部数を低コストで印刷できるカラーPOD(プリントオンデマンド
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New b2c color boxes from Ricoh

I was poking around on ricoh.jp and found a new MPC5000, MPC4000, MPC3300 & MPC2800, will these be the new boxes here in the US?? Here is the linkm use google as a translater. 6.5 sec FCOT for color [URL= http://www.ricoh.co.jp/] http://www.ricoh.co.jp/[/URL]
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Re: Konica Minolta Announces Availability of the KIP 3100 Series of

associated inks and a specific media type creates an accurate, uniform color standard copy. Recall, Modify and Reprint: The KIP 3100 features the ability to save print and copy jobs to the IPS for future use. This print job history is configured via KIP PrintNET and is expandable up to 25 GB. Scan to DWF: Operators have the ability to scan monochrome technical documents into DWF format which can be printed on the KIP 3100.
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Re: Konica Minolta Announces Availability of the KIP 3100 Series of

): 21995 Ricoh W3600 Ricoh W3600 (1 Roll Feeder) 16120 Ricoh W3600 (2 Roll Feeder) 17200 Ricoh W3600 (1 Roll Feeder & Embedded Print) 19005 Ricoh W3600 (2 Roll Feeder & Embedded Print) 20085 Ricoh W3600 (1 Roll Feeder & Embedded Print + STF) 21529 Ricoh W3600 (2 Roll Feeder & Embedded Print + STF) 22609 Can't compete Can't compete So there it is a comparison vs KIp and Ricoh W3600, both are 6ppm, both copy, scan and printi blueprints. Ricoh wide format needs to make drastic price changes for the 6ppm
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Re: Konica Minolta Announces Availability of the KIP 3100 Series of

-directional infrared communication with printer. Holds up to 350 A - E sized prints. KIP Print Receiving Rack: Stacks up to 100 A - E size prints. KIP Print & Original Stacking System: Stacks up to 100 A - E size prints and 50 originals.
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Re: HP Printers

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Try going to the nextag website. You will find sources there to buy HP printers.
-=Good Selling=-

A Selling From The Heart Professional Wages War Against Mediocrity

"To be successful, you have to have your heart in your business and your business in your heart"
Thomas Watson, Sr.

Sales people who are mediocre are afraid to think big. A mediocre sales rep operates in a state of accepting and working according to average standards, in other words: just getting by; barely making it. Operating with mediocrity creates a mindset that living in the comfort zone is acceptable. Too many sales people are comfortable living in mediocrity. They choose to follow in the foot steps taken by many other sales reps because they believe it provides a sense of security.

There are way too many sales reps out there who believe they are 'A' players but in actuality they are nothing more than 'C' players hiding inside an empty suit

A mediocre mindset prevents those from becoming the best version of themselves. They settle by following other like-minded sales reps down the same mediocre sales road, terrified of taking the steps towards loftier sales goals.

“Mediocrity is the worst enemy of greatness"
Icelandic Proverb

You can survive and get by operating with a mediocre mindset but you'll never thrive. You'll always be among the other "me too" sales reps. A "me too" sales rep follows the other "me too" sales reps, mirroring and mimicking their every move; just like the pied piper. This keeps them all average as they suffer in togetherness through the same problems afflicting a majority of today's sales teams.

MEDICORITY IS SAFE!

Taking a risk is scary. Within our sales lives, each one of us will face a risky decision. One can decide to take the risk, leading them down the road to betterment or avoid it, staying mediocre. When the time comes, many simply freeze, stopping dead in their tracks becoming afraid to go for what they desire, a better sales life.

"Trust yourself, let go of expectation, go for everything you've ever wanted and stop living your sales life as never having tried"

It's the numbing of the mind that condemns one to a mediocre, boring life. Whenever you come across risk, search within your heart and go for it. This requires courage and resilience. Rest assured, you will survive and lead a fulfilling sales life.

SELL FROM THE HEART AND WAGE A WAR AGAINST MEDIOCRITY

There are millions of sales reps out there, yet few excel at it. A selling from the heart professional takes the art of professional selling seriously. They study the profession. They read, learn and continuously grow; nurturing their mind knowing it pays off in the long run. They understand the road to success takes time and patience. They hold themselves accountable to never becoming mediocre.

Three truths you should know about a selling from the heart professional as they wage war against mediocre sales reps...

1. THEY PRACTICE THEIR SELLING SKILLS LIKE AN ATHLETE

A selling from the heart professional practices for countless hours, just like that of professional athletes. They understand the process of developing their talents will have obstacles along the way. They embrace the challenge by getting better every day. They understand failure is another challenge, a roadblock to overcome. 

They consistently practice prospecting, networking, asking great questions, uncovering their value, presenting their value, advancing their career and most importantly serving their clients.

Top athletes encourage feedback from their coaches, using it to focus on areas of improvement. The same can be said for a heartfelt sales professional. A less successful sales rep will tend to dismiss, ignoring feedback and focus on the person providing it, rather than using it as an opportunity to reflect and grow. Does this sound all too familiar?

2. THEY DON'T CHASE THE SHINY SILVER BULLET TO SUCCESS

There's no one single thing that makes a great sales career, it's a bunch of little things done well, every single day. It's consistent prospecting, building a strategic network, gaining business knowledge, self-awareness, practicing the art of conversation and time management, to name a few.

Stop looking for the one thing to propel you to greatness. Instead, focus on developing your personal and professional skills.

A heartfelt sales professional chases their potential with patience. They understand their clients, their family and their career desperately need the best version of themselves.

Patience takes time and a conscious effort to master. A professional understands impatience leads to their demise.

3. THEY SEEK TO SERVE NOT BE SERVED

The highest calling for a selling from the heart professional is to serve others. They understand serving the interests of others by helping them overcome challenges in order to achieve their goals is a satisfying way to live their sales life.

Life is truly lived through moments of service to our fellow human beings. These individuals find absolute joy and contentment in serving their clients.

"Actions speak louder than words when serving with the heart"
  • Servants seek to make themselves available to serve
  • Servants seek to pay attention to others needs
  • Servants seek to do every task with equal dedication

Seek to be 'great', if you want to be 'successful', learn to become a servant. Stop selling…Start serving... Start being a leader of yourself.

LET'S CALL A TRUCE AND PUT AN END TO MEDIOCRITY

A mediocre sales rep easily gives up in their quest to become a heartfelt sales professional. Why do they do this? It's because pursuing this lifestyle is lonely, hard work and often goes against the general opinions shared by other sales reps.

"A vast majority of sales reps are mediocre and average at best."

Being mediocre is the classic stick or twist. Are you going to hold on to what you have or take the gamble in search of more? All too often, sales reps stick with what they know because it's safe. “The reason mediocrity is worse than failure is very simple,” says HubSpot founder Dharmesh Shah. “Failure lets you move on, mediocrity stalls you and keeps you from reaching your potential.”

Success is exciting and so is failure. Mediocrity? Well that's a decision you need to make!

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

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

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

 

 

The Three D's of Selling

During the last ten years, I've been delighted to help rookies/newbie’s or whatever you'd like to call new people that are breaking into Managed IT, Copiers and Managed Print Service industry.

I'm not a manager or owner (was an owner once) of a dealership; I work down the street accounts (SMB) and love what I do!  I enjoy helping new sales people and that's probably because I had no help when I started in sales some 38 years ago. It was nine years ago that I encountered my first sales manager (we'll save that for another blog). For twenty nine of those years, I did not have a "sales manager". My first mentor in copier sales was Jack Carrol, and Jack was one of the owners of Century Office Products. When I arrived at Century I already had seventeen years of copiers sales under my belt.

I came from the school of hard knocks. Not everyone knows what I’m about to tell you.  I never attended college, in fact, I never completed the 11th grade. I was out of control in High School because I had always asked myself why did my birth parents give up on me. My brother and I were adopted at the age of 4 from a foster home somewhere in North Jersey.

My adoptive parents were great! But that feeling that someone gave up on me before they knew me was also rearing its ugly head. At 16 I was asked to leave High School or be kicked out. I choose to leave and found a full-time job working in the produce industry. That job was probably one of the best choices I made because I put in twelve hours days six days a week. In addition, I met my mentor in Sonny Green (owner), over the years he taught me how to work.  Knowing how to work is not about just being at work, but more about doing productive work once your primary job is completed.

I’m in the later stages of my career in the copier industry today. I’m extremely happy with what I’ve been able to accomplish in the industry. It was twenty years ago that I came to the conclusion that I wanted to do more than just sell copiers. I wanted the recognition that I wanted to be the best rep wherever I worked.

I used my desire, determination, and dedication to achieve most of my goals in those twenty years. It wasn’t easy, it was hard work, long hours and also putting in time on weekends (I still do that) that led to my success. Thus, I put this blog together to help those that come after me, and for those that want to aspire to greatness. 

As many of you know our industry is constantly changing, whether it's hardware, software, cloud solutions, and document management. Nothing stays the same for long!

What are the 3D's?

Put them in any order you want, it takes all THREE to be successful in any industry. DESIRE, DEDICATION & DETERMINATION

So, what is DESIRE?

–verb 1. to wish or long for; crave; want. 2. to express a wish to obtain; ask for; request: The mayor desires your presence at the next meeting. –noun 3. a longing or craving, as for something that brings satisfaction or enjoyment: a desire for fame. 4. an expressed wish; request.

DESIRE For me, it's the craving to be the best at what I do.  I enjoy the recognition, I still get a charge out of writing an order.  I have complete control of my financial future.  You see, I believe that desire is something you can’t teach, you either have it or you don’t. A pro baseball scout once told me that he can’t teach someone to throw 95mph, however, if you can throw 95mph we can teach the prospects the rest.

Your presentation/meeting is filled with PASSION and you can paint a picture of the future without relying on a power point presentation! Losing is not an option! As Ricky Bobbie put it "If you're not first you're last"!

DEDICATION

noun 1.the act of dedicating. 2.the state of being dedicated: Her dedication to medicine was so great that she had time for little else. 3.a formal, printed inscription in a book, piece of music, etc., dedicating it to a person, cause, or the like. 4.a personal, handwritten inscription in or on a work, as by an author to a friend.

Dedication You'll take the extra time to educate YOURSELF! Rely on no one!  I love what I do. I will outwork you to get what I want and in most cases, I always get what I want.  Our job is not a 9-5 job if you want 9-5 money go work for Burger King. Always ask yourself "Am I working as hard or as smart as I can?"

Even today I’m still dedicated to learning more about sales, and more about the products that I sell and even products that I don’t sell.  You see knowledge is the key to winning orders!  Prospects can relate to salespeople that have a great business acumen, and knowledge of their products plus their competitors.  Fancy gimmicks, and tricks to get the appointments only go so far, if you don’t have the knowledge you wont get the orders.

DETERMINATION noun 1.the act of coming to a decision or of fixing or settling a purpose. 2.the quality of being resolute; firmness of purpose.

Determination When it's a quarter to 5 and you're on your way home, and you pass that business that you've called many times and got nothing, do you continue to go home or do you stop for one more cold call? You're always moving forward with creating your own promotions, following up with calls until you have the answers whether it's good or bad. Selling is similar to playing chess, you're always thinking about the next step, or the next objection and the what if's, determined people always have a plan to get where they want to be.

Thus, after 38 years I still enjoy most of what I do.  There are many days when I'm the optimist and many when I'm the pessimist.  All of us can go through bouts of pessimism in sales.  What I've learned is that every new day brings a new opportunity to sell something or for that phone to ring with a customer or prospect stating "we're ready to place our order!"

-=Good Selling=-

MFP's, Copiers & The War for Ink vs Toner Devices

Be Prepared.
Is the motto of the Boy Scouts, and I guess know they are just Scouts BSA.  In any case, someone one asked Based Powell, 'be prepared for what?" Baden responded with, "why, for any old thing."
The imaging industry is changing again. There's a new war on the horizon for A3 & A4 MFP's, and it's not A3 vs A4 anymore.  It's the war for "toner vs ink". 
Recent events both press releases, forum gossip and Linkedin posts shows that dealers have started to embrace A3 ink MFP's.  Those that have A3 ink MFP's will take business away from the traditional toner based A3 MFP dealer. 
Don't think so? Then look at your current client base and think about how many of those clients really need quality color output.  When thinking about those types of documents, then ask yourself if those documents stay in the office or within the enterprise.  When I think about my existing accounts, I would have a conservative estimate of 50% of those color documents would never leave the office or the enterprise.
Xerography
The Xerography technology is now seventy-six years old.  There's been many advancements in the technology over the years.  The late nineties saw the move from analog to digital copiers and for the last twelve years we've reaped the rewards of digital color MFP's placements.   The cash cow of planned obsolescence for copiers will meet it's demise very soon. I'm not saying the MFP's are going away. We'll still have them, it's just that the bulk of them will use ink technology and not toner based.
As I see it, one of the largest problems facing our industry is the aging of our service technicians.  There is an issue with finding new talent to fill the void when our best technicians retire or migrate out of the industry.
 
Ink technology  
No heat, pressure, developers, drums, and chargers are just some of the parts that aren't  used with putting ink on paper.  Pagewide and Memjet print heads are now stationary and the paper moves under the stationary print head to produce and image. It's simple, reliable and requires almost no service or PM parts.  If cleaning or purging the print head does not resolve the print quality issue, then the print head is replaced.  Consumables items consist of the print head and the ink. 
Ask Yourself
Which technology is best for the client?  What do our clients want? Which technology is best for our service departments? Can the same profit be made from a click whether it's ink or toner? How fast will our industry make the transition from toner to ink?
Stayed tuned for Part Two Next Week
-=Good Selling=-

The Commuter Train

The Commuter Train runs the line, nothing different than the day before. Is your business like a Commuter Train? running down the track of sameness every day. Well, many businesses do just that. They ride the train to sameness as they say, they hate status quo, or how they will never be content by a false sense of security, all the while exclaiming - their business is greater than all their competitors.

Here’s my thinking; So many businesses have already determined their destination, and they already decided what they will see along the way. So, most don’t even look out the window, and today a business who believes they know and can beat all their competitors is totally delusional. Today it is impossible to have predefined your competitors; competitors come from places most refuse to look. Innovative organizations take such advantage of status quo companies or companies who have an arrogance to their greatness.

“Status quo is born when the comfort of sameness replaces the need to explore.” 

As the train stops at the normal places along the route, there is no time to step off the train and explore; there is no time to look on the other side of the small local station that the commuter passes by every day. Like the status quo content company heading in the same direction, they planned decades ago, passing by what they never defined or even care to explore. After all status quo companies have no time to explore the unknown, they are on a schedule to sameness the place they are most familiar. 

If your business is the train taking the same route every day transporting you to a place you defined decades ago. Get off the train! Jump off at the next stop the stop and explore. Yes, explore the unknown whose path is in front of you. Don’t be the business who wakes up and realizes that that train you depended on every day has terminated the line, don’t be the business which when traveling to sameness day after day passed by the best opportunity imaginable because you didn’t allow your imagination on the train.

Today’s innovators are challenging everything that was once decided to be unchallengeable. Today’s innovators do not care about competing by the terms of their competitors. In other words, some organizations believe there; competitors can only compete with them in the way they have prescribed them to compete. It’s these unimaginative organizations who usually get completely disrupted by the new unknown, unimaginable and most uncooperative competitors. So, remember this,

“You can be the vendor with the greatest relationships in the world and quickly lose to the new unknown competitor who delivered a better experience.”   

Ray Stasieczko

Attention Sales Managers... Is Your Quota Breath Holding Your Sales Team Back?

Bad sales managers push two buttons: 'more' and 'panic.' Great sales managers have one more button to push: the 'how'
Chris Lytle

I'm not knocking you sales managers... I know you've invested a great deal in creating sales strategies to help increase your teams' win rate. I know you've heavily invested in helping your team get customers interested in your company's brand.

What you may not realize is your pushy month end and quarter end sales tactics you hammer on are 'cheesy', 'tacky' and 'old school', and are driving your customers away instead of pulling them in.

In a survey several years ago, the American Management Association asked buyers what they dislike most about salespeople.

The results, in order, are as follows:

  • Being too pushy (24% of respondents)
  • Not taking no for an answer (23%)
  • Not listening (18%)
  • Talking too much (9%)
  • Baiting and switching (8%)
  • Reading from a script (7%)
  • Using meaningless jargon (5%)
  • Upselling (4%)
  • Impatience (2%)

Customers hate it when salespeople hammer away at them, trying to close a deal. Nothing creates resistance faster than the old hard-sell especially at month, quarter or year end.

Accept the fact, your clients and prospects are savvier and more educated than ever before, especially when it comes to choosing products and services to fit their business needs. They’re well astute with technology, have plenty of ways to research your business on their own terms, most importantly, they know there’s an abundance of competitive options out there besides yours.

Prospects and your clients crave a sales professional who's knowledgeable about their business and that can provide an outstanding experience. They loathe salespeople who lead with their wallet and reek of commission breath.

Who stands right behind a commission breathed sales rep?

SALES MANAGERS AND QUOTA BREATH

A quota breathing sales manager (aka commission breath) hammers on their sales team to get a deal at all costs. The craving for commissions and overrides is so immense you drive your sales reps into psychotic behavior, saying things not aligned with your core beliefs. Come the end of the month you surround your sales team like sharks circling their prey.

These managers focus on 'do whatever it takes to get the deal'. The first half of the month they're coach, educator and a caring leader; come the last half of the month they turn into Dr. Jekyll as they reign terror without guilt or fear of consequences. Their motive is quite clear... make themselves and their numbers look good as opposed to doing what's right in the minds of their client or prospect.

SALES REPS CAN SMELL QUOTA BREATH

Stop treating sales goals as the only set of metrics. When you teach and preach to your sales team to push sales aggressively at all costs to meet a particular target, you're basically telling them nothing else matters. Your team, in turn, starts emulating the foul odor spewing out of your mouth. They lose focus on meeting customers’ needs as they launch into using sales tactics that may annoy or even anger your customers.

Achieving numbers, I get it! Goal-setting helps your team to stay focused and keeps your boss off your back, but prioritizing a sales target over customer experience metrics will create frustrating situations for your entire sales team and the people they serve, your clients.

Your sales reps are smart people. They can immediately detect your quota driven breath as you enter the sales bullpen. Showing up to Monday morning meetings and starting off with an insincere opening line such as, "I hope everyone had a great weekend.", as you immediately launch into asking the same old school question, "What are you going to bring in..." Sales managers who start off a meeting talking about what everyone is going to close, stink up the sales bullpen. Sales managers who push their team to use outdated, old school and 'all about me' closing lines; stink up the sales bullpen.

If the ultimate goal is provide an outstanding customer experience, then 'throwing everything at them and seeing what sticks' at month end will not help you succeed.

WARNING SIGNS...

I know all of you have a heart. Set aside the Dr. Jekyll and Mr. Hyde approaches. Your clients and prospects deserve a sales professional who’s knowledgeable about their business, cares about helping them and can provide a great experience. I guarantee you this, they've heard all the month end closes. They've heard all the B.S. spewing out of your sales teams' pie holes, so stop it!

Look in the mirror and ask yourself...

  • Am I focused more on the results than my people?
  • Am I investing in regular proactive coaching?
  • Am I being motivational in all the wrong places?
  • Am I barking orders at them or truly speaking to them?

MEETING YOUR CLIENT'S NEEDS

If your sales reps are not focusing on your client's needs at each point of their interaction, your team will frustrate your client's, driving them away with these outlandish month end hammer sessions.

When you focus all your attention on sales metrics you're failing to meet the very needs of each one of your client's, you'll risk losing them altogether.

Make it your priority to engage your sales team throughout the month. Truly get involved in their weekly sales lives. Truly get involved in their client facing meetings. Truly care and give a rip about your sales team. More importantly, get out of the office and experience what your sales team goes through on a daily basis.

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

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you! 

You can find more advanced training material inside the Social Sales Academy website.

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

This Week in the Copier Industry 15 Years Ago, The First Week in June 2003

Interesting thread about the meaning of "Aficio" below.  
Meaning of Aficio Aficio® comes from the Latin root "afficio" which reflects Ricoh's creative concept and commitment to total customer satisfaction. Afficio embraces the meanings "manage", "handles", "move" and "influence".
Ricoh Introduces Barcode and OCR Printing Capabilities for SAP R/3 System
7000 CMF Laser printers AP 2600 AP 2600N AP 2610 AP 2610N AP 3200 AP 4510 AP 3800C CL3000 CL5000 CL7000 About Ricoh Corporation Ricoh Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 67-year-old leading supplier of office automation equipment and electronics, with fiscal year 2002 sales in excess of $14 billion. The Company oversees Ricoh operations in North, Central and South America, including the Ricoh, Savin, Gestetner and Lanier brands. For fiscal year
Topic

Ricoh sues Katun

Ricoh Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 67-year-old leading supplier of office automation equipment and electronics, with fiscal year 2001 sales in excess of $14 billion. The Company oversees Ricoh operations in North, Central and South America, including the Ricoh, Savin, Gestetner and Lanier brands. For fiscal year 2001, Ricoh Corporation sales exceeded $2.7 billion. Ricoh Corporation is a leading provider of multifunctional document
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Ricoh Introduces WEB Smartnet Monitor

May 30, 2003 - Ricoh Corporation Introduces Web Smartnetmonitor Web-Based Device Management Software Helps Corporations Proactively Manage Network Printing Workflow Remotely West Caldwell, NJ, May 29, 2003 - Ricoh Corporation, the Dependable Digitalä output company, today introduced Web SmartNetMonitor, a Web-based management solution that provides a control point to remotely monitor, manage or configure networked based printers, scanners, facsimiles, and multifunctional devices. Web
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DELL< HP & Xerox Printer Collaboration

Dell may turn to Xerox, Epson for printers-analyst May 16, 2003 1:37:00 PM ET NEW YORK, May 16 (Reuters) - Dell Computer Corp. (DELL), the No. 1 personal computer maker, could join forces with imaging companies Xerox and Epson as it bolsters its line of consumer inkjet printers, an industry analyst said on Friday. In March, Dell moved into the lucrative market for desktop printers, combination printer/fax/scanner devices and replacement ink cartridges with Dell-branded products made by Lexmark
Topic

Xerox DC480

Xerox DC480 with Print controller and finisher/stapler. $26,000 cpc .007 min 40K per month
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2090 PDF Printing

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Be careful when placing the 2090 in an environment with Scanned PDF images. We just learned a huge lesson in an account where this was the main application. The 2090 with the print scan board and PS option performed terrible. Probably will lose to the 8500 w/ M1. Ricoh is aware of the problem
Reply

Re: Nextday4free.com

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I was told by our Ricoh Printer Sales Manager that Ricoh has severed all ties with Tiger Direct and will no longer market ANYTHING through them.
Reply

Re: FW470 vs Xerox 8550

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Art, The 8550 appears to be nothing great. The copy output is 400dpi. I would bet that the Ricoh can process and print faster than the Xerox due to the differences in controllers. X uses a 700mhz power pc. We use a 2.4 mhz pentium 4 processor with 512megs ram. I think that only in a certain best case scenario for Xerox that it would outperform the Ricoh. Also I believe they can only scan at 400dpi. We are able to scan at 600dpi. They will champion the toner in that it is supposed to produce
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What is Anne M up to these days?

think," says David MacDonald, a former senior Xerox executive. Adds MacDonald, now president of Canadian tech reseller Softchoice (SO.TO). "Anne brought a reality check to the leadership of Xerox." As a result, Xerox returned to full-year profitability in 2002, generating $1.9 billion in operating cash flow and $91 million in net income on $15.8 billion in sales. Its market share in many products is up. For instance, it now holds 70% of the high-volume monochrome printer market, up two points from
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Konica 2820

Does anyone know anything about the Konica 2820? I can not find info on it. I have not seen the model number myself, but the customer asures me that it is the correct model number. Thanks,
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IR 105 Canon

IR 105 with Fiery front end and K3 Saddle Finsiher/cover inserter $34,600cpc .004210K minimum per month
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Ricoh rebates?

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Does anyone have a copy of the rebates (kick-backs, etc) that Ricoh is offering this half when we replace machines? You can e-mail it to me or post it in the upload area. Thanks, Ted
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Selling against Offset Press

Does anyone have a method for selling against off set presses? Cost justification charts?
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Xerox 490ST

Xerox 490ST with controller and finsiher/staple $31,300 cpc .00699
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Printer Kit on 1060/1075

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On the 1060/1075 Printer/Scanner Kit, it comes with the Print/scan Dimm, NIC and the extra 128MB memory required to print...correct? I have a remote DMAP order and the dealer is saying it doesn't come with it, I am 99% sure it does...I have been wrong before but I don't think on this one. Let me know. Thanks, -=Mike=-
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Re: Selling against Offset Press

metal plate can vary and I have found the cost to average around $6 per palte. So we have the cost of the plate and then the time to make the plate, prep the plate, get the plate to the press and then set the press for "make ready sheets". In a Union shop, with time, labor, benes, overhead and materials the cost is somewhere between $29.00 to $37 per plate (the time from start to finish is 25 to 30 minutes). In the sales cycle you must speak about this to the customer and have him agree or
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Re: Konica 2820

Brad: How does our CMF 7000L stack up against the Konica 8031. Is the Hard Dirve standard on the 8031? Does the 8031 come with the printer controller, and nic. Thanx Art
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XRX has to fork over $22.2 million in fines

and other actions fraudulently allowed Xerox to move forward about $3 billion in sales and inflate pre-tax earnings by about $1.4 billion from 1997 to 2000, the SEC said. Berger said Allaire was aware of the scheme and “fraudulently failed to disclose that information to shareholders and the investing public.” To settle the suit, the executives must pay their own personal and civil fines. That includes $1 million each for Allaire and Romeril, $750,000 for Thoman, $100,000 for Fishbach, and
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Make a Call They Can't Refuse

deliver. Hard work needed: give great service between sales. Offer great value. Develop the relationship. Build trust through performance. Help customers build their business. These are the call types and the secrets to making each category successful. Once you do the hard work, each type of sale is easier, especially in the high-percentage categories. And here's the good news-most other salespeople won't do the hard work it takes to make selling easy. Jeffrey Gitomer is the author of "The Sales
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Re: GlobalScan Training

My confidence in global scan took another hit this past week. The rep. from Ricoh Japan cancelled the meeting and to my knowledge has not re-scheduled.
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Re: Nextday4free.com

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These type of places pop up every now and then and can be a real pain. I hope you were able to match the maintenance program. For 12K a year you pay $234.00 ($.0195 per copy) and , if you read the fine print of the contract is says "3. This contract includes all parts determined to be defective or replaceable due to normal wear and tear as noted in Paragraph 4. This contract does not include supplies such as thermal paper, plain bond paper, toner; developer; drum, imaging unit, and fuser unit
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Re: Printer Kit on 1060/1075

You must add 128 MB. The mainframe comes with 128, but the Printer Kit OR the Printer/Scanner Kit require 256. That means we must add 128. Otherwise all else is fine with what you put in your topic. Make sure you are using DMAP dated 8 April 2003 or later, the Printer/Scanner Kit cost came down to the cost of the Printer Only Kit and the Printer only kit is no longer listed.
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Re: Konica 2820

My guess is the customer, as is the case in more instances than not, is slightly off the mark. There are two model numbers that resemble that number: 7820 and 7020. The 7820 is a color printer, the 7020 is a copier. Good luck!
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Re: Konica 2820

There is also an 8020 and 8031 color copier/printer model. I have seen both and the quality is very impressive. They are both 31ppm b&w and 20ppm and 31ppm in color, respectively.
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Re: Nextday4free.com

Former Member ·
I have not heard of this site yet, but I did check it out. There pricing is not as low as some of the other friendly Ricoh dealers in my area. I know we all have heard of Tiger Direct, now they are crazy low priced!
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Canin iR 105 Quote

Canon IR105 with Fiery front end (includes K3 Saddle Stitch Finisher) $34,500 Service & Supplies (no paper) .004 minimum of 200,000 pages a month
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Can I Have the Real

to ask someone else's permission to make the purchase. Real salespeople sit in front of real decision makers. How about you? Jeffrey Gitomer is the author of "7he Sales Bible," and "Customer Satisfaction is Worthless, Customer Loyalty is Priceless." He can be reached at (704) 333-1122 or via e-mail at salesman@gitomencom.
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EFI "In The News"

efficiency. EFI products support a broad range of printers, copiers, multifunction devices and mobile communications devices and printer speeds of up to 2000 ppm in color. EFI has pioneered many innovative imaging solutions, including the Fiery(R), EDOX(R), Splash(TM) and DocStream(TM) brands of print controllers, Velocity(TM) workflow software, eBeam(R) Web-enabled whiteboards and PrintMe(TM) which enables anytime, anywhere printing. Best, headquartered in Germany, is a division of EFI offering
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Meaning of Aficio

Meaning of Aficio Aficio® comes from the Latin root "afficio" which reflects Ricoh's creative concept and commitment to total customer satisfaction. Afficio embraces the meanings "manage", "handles", "move" and "influence".
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Nextday4free.com

Has anybody heard of this website? I lost quite a bit of GP on a deal because my customer did a search for copiers on Yahoo and found this site. I didn't lose the deal, but had to match their price which obviously stinks! Between this and Ricoh's online store - prices are being driven down on deals. Any thoughts or suggestions if these people are a dealer, fraud, etc? Thanks
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PostScript Fonts

Can we permamently download PS fonts to hard drives in the 1035? As I understand this by permamently dowloading these fonts printing of PS is significantly enhanced.
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question on digital duplicators

What is the difference between the long and short drum on the Ricoh Priport JP8500? They are both priced the same.
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Re: 2090 PDF Printing

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could you elaborate on the problem you had? What was terrible? Was it slow? Not printing at all?
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Re: 2090 PDF Printing

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It was printing at about 18-20 ppm. Sent the info to Japan and they sent a patch that got it up to about 48 ppm. quote: Originally posted by Jay: could you elaborate on the problem you had? What was terrible? Was it slow? Not printing at all?
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Re: Ikon Has Blocked Us!

You know, does Ikon think they can censor the sales people at home too! All this will do is create more traffic to our site! Art [This message was edited by Docusultant on Fri June 06 2003 at 07:06 AM.]
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<class="h-search-result-title ">Re: Running out of memory on the document server - 551
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can access the files and print them if they need to on the 551. This would be a much better solution if they need to store docs. Then when you upgrade their machine, anyone but the 1055 will allow you to scan the docs. to the solution.
-=Good Selling=-
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