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10 Years in the Cloud

MFP Copier Blog

This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago

Second Week of February 2012

One of the interesting blogs from Ten years Ago

Last week I blogged the "Death of the Direct Copier Channel", in less than one week there were over 1,400 views.  I'm guessing we hit a hot spot with many of those in the Direct and Dealer Channel. Death of the Copier Channel "Part Two"

Enjoy These Awesome Copier Threads from ten years Ago!

Re: Canon shaking up the great white north

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Art all the manufacturers are in Toronto Kyocera Mita Konica Minolta Toshiba Sharp Ricoh Xerox Canon Pitney Bowes (Sharp the sequel) I Don't know if there is A Muratec or Copy Star direct The funny part is Pitney and Ricoh HQ's share a parking lot. quote: Originally posted by SalesServiceGuy: Toshiba Business Systems, Toshiba Toronto Direct, last Fall was awarded the Thames Valley District School Board for 1,200 copiers. This is believed to be the largest deal awarded in Canada last year. It
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Konica Minolta 10% Price Increase April 01/12

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Konica Minolta Canada published a bulletin this week announcing an approx 10% price increase on all MFPs,Accessories, Production Copiers and Printers effective April 01 2012. No increases are planned for Software solutions, consummables or parts. This action is due, in part, to supply chain costs and global economic conditions. As far as KM USA goes, I do not know.
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Canon U.S.A. Receives Seven Winter "Pick" Awards from Buyers Laboratory LLC

Art Post (Guest) ·
tasks, and a Double Feed Release button on the scanner body to allow users to handle special documents such as envelopes. Canon Color imageCLASS MF8380Cdw "Outstanding A4 Color MFP for Small/Home Offices" The Canon MF8380Cdw Color Laser Multifunction Printer offers winning solutions for home and small office users seeking a four-in-one (print/scan/copy/fax) laser MFP that provides a convenient and cost-effective alternative to print and copy outsourcing. Developed to help increase productivity, the
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ADVERTISEMENT FOR BIDS CITY OF GRANITE FALLS COPIER

Art Post (Guest) ·
tasks, and a Double Feed Release button on the scanner body to allow users to handle special documents such as envelopes. Canon Color imageCLASS MF8380Cdw "Outstanding A4 Color MFP for Small/Home Offices" The Canon MF8380Cdw Color Laser Multifunction Printer offers winning solutions for home and small office users seeking a four-in-one (print/scan/copy/fax) laser MFP that provides a convenient and cost-effective alternative to print and copy outsourcing. Developed to help increase productivity, the
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EFI and Konica Minolta Launch Fiery IC-414

Art Post (Guest) ·
ever before and offers a tool for mobile device users to print from their smartphones and tablets. “Once again we have paired our advanced Fiery technology with the latest bizhub products from Konica Minolta to provide customers with an exceptional color printing solution,” said John Henze, vice president of Fiery marketing, EFI. “This launch includes many hallmark Fiery controller features that ensure outstanding color quality and ease of use along with some unique tools that boost
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EFI Fiery Technology and Konica Minolta Digital Press Are Perfect Match for Demanding

Art Post (Guest) ·
Entrepreneurial Development (ICED), Mail Boxes Etc., Inc., and National Association of Quick Printers (NAQP). Konica Minolta's innovative bizhub PRESS C8000 is the first digital press to receive the G7 Digital Press Certification from the IDEAlliance®. For more information, please visit http://www.CountOnKonicaMinolta.com and follow Konica Minolta on Facebook, YouTube, and Twitter. About EFI EFI (http://www.efi.com) is a world leader in customer-focused digital printing innovation. EFI's award-winning
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Konica Minolta Acquires IT Company

Art Post (Guest) ·
advanced document management technologies and Managed IT Services for the desktop to the print shop. For the fifth consecutive year, Konica Minolta was recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys. BLI has named Konica Minolta 2012 “Document Imaging Solutions Line of the Year” and “A3 MFP Line of the Year” award winner for the company’s solution portfolio and award-winning line of bizhub Multifunctional Products. For more information, please visit
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Sharp's relationship with Pitney Bowes Canada

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While PB is selling Sharp in Canada now, did they ever sell Sharp in Canada before? PB relabelled Panasonic, Ricoh, Kyocera Mita, and Minolta over the years, but did they ever sell Sharps, relabelled or otherwise, before 2007?
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Xerox & McAfee Team Up to Deliver New Level of Protection

Art Post (Guest) ·
as making sure employees are aware of IT policies and use access codes to pick up prints and copies. Additional survey results found: ■Half (51 percent) of those employees whose workplace has a printer, copier or MFP say they’ve copied, scanned or printed confidential information at work. ■Of the 39 percent who say they are at least sometimes worried about confidential information staying secure, 86 percent say they are at least somewhat worried about personal information, 77 percent say
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S&P Downgrades Ricoh from A+ to A Credit Rating

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are of the opinion that Ricoh's competitiveness in its main imaging and solutions business, relatively light capital investment burden, and potential for higher earnings in growth markets underpin the company's business. In addition, restructuring efforts are likely to produce a degree of improvement in its earnings in Japan and North America. Therefore, we limited the downgrade to one notch. Although Ricoh's market share in its core copiers and multifunctional printers business has declined
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is panasonic still selling copiers?

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Heard they were all done however there may be stragglers, anyone have any info?
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Re: Konica Minolta 10% Price Increase April 01/12

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quote: Originally posted by SalesServiceGuy: Konica Minolta Canada published a bulletin this week announcing an approx 10% price increase on all MFPs,Accessories, Production Copiers and Printers effective April 01 2012. No increases are planned for Software solutions, consummables or parts. This action is due, in part, to supply chain costs and global economic conditions. As far as KM USA goes, I do not know. Is this official?
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Re: Konica Minolta 10% Price Increase April 01/12

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quote: Originally posted by SalesServiceGuy: Konica Minolta Canada published a bulletin this week announcing an approx 10% price increase on all MFPs,Accessories, Production Copiers and Printers effective April 01 2012. No increases are planned for Software solutions, consummables or parts. This action is due, in part, to supply chain costs and global economic conditions. As far as KM USA goes, I do not know. They just laid off a bunch of people too.
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Print Audit® Welcomes INNATO to its New Premier Subscription Program

Art Post (Guest) ·
Services offering for their market. About Print Audit®: Established in 1999 and headquartered in Calgary, Alberta, Print Audit is the fastest growing managed print services company in the world. By providing businesses with innovative and practical print management software solutions, the company has helped customers recapture over $200 million in printing and photocopying expenses while saving an estimated 190,000 trees a year. Print Audit has offices located in the United Kingdom, France, Germany
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Darwill Installs Océ ColorStream 3500 Inkjet Printing System

Art Post (Guest) ·
ColorStream 3500 inkjet printing system was unveiled at Canon Expo in Tokyo in November 2010. The high-speed, high-quality, full-color inkjet printer simplifies the transition from monochrome to full-color or even five or six colors. It offers productivity and flexibility for high-speed color and monochrome production of transaction, transpromo, direct mail, book and manual applications. Industry-leading reliability, print quality and media range are testaments to Océ DigiDot® multilevel dot
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Ricoh 2352 & 2852?

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Has anyone gone up against Canon products with these models. What were the Canon models? What was the outcome? I am looking for gov't pricing on these units with the following configurations....what would each system cost? 2 2352's copy/print/scan/2 trays 1 2852 copy/print/scan/2 trays What would the cpc be for each unit? What would the cpc be for 14 - 20K across 3 units?
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COPIER PROPOSALS

Art Post (Guest) ·
OLD BUSINESS COPIER PROPOSALS Supr. Marshall noted that the copier proposals are in front of the Board and will be coming out of the 2012 budget. Supr. Marshall said that the Toshiba copier is most favorable. Councilman Arndt agreed and noted that buying the unit instead of leasing is the way to go based on the low bid and also based on the all the Ontario County municipalities’ that have a Toshiba copier. Supr. Marshall agreed. Councilman Arndt noted that you are able to network this copier
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Toshiba Launches 4 Innovative MFPs

Art Post (Guest) ·
systems, TABS is leading the way for businesses to print smarter, work safer and conserve resources. For more information on Toshiba solutions and services available in the United States and Latin America, please visit http://www.business.toshiba.com . Follow Toshiba: Facebook http://www.facebook.com/ToshibaCopiers Twitter http://twitter.com/ #!/toshibamps Blog copiers.toshiba.com/blog Press Room: business.toshiba.com/usa/about/press
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Xeroxing laying off @ solid ink tech center

Art Post (Guest) ·
restructuring in the first quarter. The cuts coming down Wednesday will eliminate some positions in product research and engineering, Isselman said. Xerox employs 1,284 in Wilsonville where, among other things, it develops solid ink printer technology. Xerox spokesman Bill McKee said the company continues to transition into a services-based business. Xerox’s services offerings and accounts represented more than half of the company’s $22.6 billion in annual revenue last year. “It’s a fact
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Fuji Xeroes in on rivals with 'revolutionary' new printer

Art Post (Guest) ·
Fuji Xerox claims to have blown its competitors out of the water with the launch of what it said is an ‘unrivalled’ new flagship printer targeted at large businesses and the creative and design markets. The company today took the wraps of three new printers including the Phaser 7800, a colour printer which Fuji Xerox said is unmatched in the market due to its ability to print commercial quality materials. Product sourcing manager Michael Johnson told CRN large businesses would no longer have
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OKI Data Americas to Present Proprietary Managed Print Services Solution, Serve as Pl

Art Post (Guest) ·
) a unique advantage in today's competitive environment, as it provides new opportunities for developing new recurring revenue streams within existing accounts and procuring new accounts through monitoring and managing document workflow to improve document output-related efficiencies for end users. "OKI is committed to providing innovative printing solutions and technologies through a full range of channel segments, as represented by the Total Managed Print solution and the expansion of offerings
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Canon shaking up the great white north

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I heard recently that the Oce Canada operation has let go all the sales reps except one for all of Canada. More interesting that single rep reports to someone in FL. I think Canon is shaking up the "great white north".
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Death of the Direct Copier Channel? "part two"

Art Post (Guest) ·
Last week I blogged the "Death of the Direct Copier Channel", in less than one week there were over 1,200 views. I'm guessing we hit a hot spot with many of those in the Direct and Dealer Channel. The Print4Pay Hotel forums also posted many comments like "Wow - it's like go here for more
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DOCUWISE, LLC and Level Platforms Introduce Integrated MPS Program at LPI ROADSHOW

Art Post (Guest) ·
, rightsizing, asset allocation and print cost reduction. Level Platforms - DOCUWISE MPS solution provides a single pane of glass for all Level Platform partners, it is printer/copier brand agnostic, it automates supply and service orders, includes a helpdesk, (Break/Fix) nationwide on-site service and maintenance support, supplies, logistics, hardware, recycling, TCO analysis, print cost reduction strategies and implementation. Many organizations spend much more money than is needed on office printing
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Ricoh announces job cuts in Telford

Art Post (Guest) ·
One of Telford's biggest manufacturers has said it is preparing to cut jobs. Ricoh, which employs about 800 people at its Priorslee factory, said it was offering voluntary redundancy to office and administrative staff. Director Rod Baggott said the company, which makes printers and photocopiers, expected to know how many jobs would be cut within the next fortnight. Mr Baggott added that staff working on the production line and in warehouses would not be affected. The Japanese-owned factory was
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Canon USA Launches Océ VarioPrint Digital Press

Art Post (Guest) ·
technology also replaces the multiple process steps used in traditional electrophotographic printing technologies with a single, digital, no-variable process resulting in highly stable and consistent quality output. For customers seeking to reduce their environmental impact, the Océ VarioPrint DP Line utilizes Océ HeatXchange® technology incorporated into the printer to reduce energy consumption by transferring heat used to fuse toner onto paper from printed sheets to new sheets entering the print
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Re: Canon shaking up the great white north

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Canada is a simple environment for competition Ricoh (Ikon is long gone) Xerox Canon Even Canon is a very distant 3rd in this market Ricoh has dominated for years but they have been loosing some ground to Xerox in recent months. With Xerox Buying Laser Networks they are getting a jump on managing existing devices where Ricoh has been concentrating on flipping entire environments to Ricoh 2012 should be a challenging year for anyone in Canada.
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Re: Canon shaking up the great white north

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Toshiba Business Systems, Toshiba Toronto Direct, last Fall was awarded the Thames Valley District School Board for 1,200 copiers. This is believed to be the largest deal awarded in Canada last year. It was a steal from Ricoh and believed to increase Toshiba's Canadian copier market share to approx 15%.
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Bryan S Ryan promise to show Irish businesses how to slash IT costs by 40pc

Art Post (Guest) ·
manpower. The event is called Convergence because, in the past two years, the lines between the printer-copier-scanner, or multifunctional device, and its role in business has morphed into a different animal calling for radically different skill sets from vendors. It is against this background that Bryan S Ryan has organised this major event, with guest speaker Bill Cullen, aimed at helping businesses maximise savings and efficiencies from managed print services. Bryan S Ryan MD Brian Whyte explained
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Production Print Certification VI

Art Post (Guest) ·
Production Print Certification 5 » exam maker
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Bizhub series gets Info-Palette touch-screen

Art Post (Guest) ·
VP, marketing, Konica Minolta Business Solutions US, as saying. “This new series is an ideal solution for vertical market customers with a number of features targeting their current needs and future opportunities, making it just another reason why customers can count on Konica Minolta to deliver hard-working, digital printing solutions that optimise print and document workflow efficiency.” The bizhub C754/C654 series offers enhanced security by way of Konica Minolta's bizhub Secure and other
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REQUEST FOR COPIER PROPOSALS The School District of University

Art Post (Guest) ·
REQUEST FOR COPIER PROPOSALS The School District of University City is seeking bids to lease purchase approx. 50 copiers. Specifica- tions may be ob- tained from the Fi- nance Office at 8136 Groby Road, Univer- sity City, MO 63130. Sealed bids must be received no later than 9:00 A.M. on Tuesday, Feb. 28, 2012. (Originally published in the St. Louis Post-Dispatch for 02/08/2012) http://thelist.kaango.com/ad-r...se-purchase/20226813
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New Ricoh 4410SPF "brainshark" review

Art Post (Guest) ·
Did anyone take this course yet? It stated the OEM drum is $27 and has a yield of 30K? Is this true???
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LEAF Announces The Launch Of The Next Generation Of Cost Per Usage Billing

Art Post (Guest) ·
“cost per” product as cost per copy, cost per image, or cost per print, the LEAF CPU offering can be customized to support their unique go to market strategy. In addition to standard CPU billing functions, in this latest version, LEAF has released enhancements which provide equipment vendors with the most up-to-date automated metered billing and reporting systems in the market today. The newly updated LEAF CPU platform can be tailored to meet an individual vendor’s program requirements. Whether an
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Re: Custom Page coverage meter

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The new series of Kyocera colour MFP's that was introduced last summer provides the means to set three tiers of counter for colour based upon the coverage of colour on the page. This permits setting three price levels based upon the amount of colour coverage. The settings can be adjusted by the dealer to fit their price model. It means you don't have to pay a full colour page price when you print a small colour item, say a logo, if the contract is set up this way. We just won a large contract
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Re: S&P Downgrades Ricoh from A+ to A Credit Rating

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Conclusions: 1. The IKON acquisition has not been a Cash Cow, but a 400 lb Gorilla 2. The article hints that Ricoh will move HQ to Malvern, PA 3. The article hints at more layoffs when they mention "restructuring" 4. Ricoh is betting on Managed Document Services and Production Print to sustain them
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Re: Canon shaking up the great white north

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Curious to see how this will shake out and filter down to Canon Business. Does anyone sense a situation like there has been between Ricoh and IKON?
Member

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Re: Konica Minolta 10% Price Increase April 01/12

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Konica Minolta in the U.S. had a Price Increase on February 1, 2012 on some MFP products, which averaged 5% across the Product Line. They did not raise pricing on Consumables, nor Parts.
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Re: Japan's Ricoh & group companies downgraded to 'A'

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Conclusions: 1. The IKON acquisition has not been a Cash Cow, but a 400 lb Gorilla 2. The article hints that Ricoh will move HQ to Malvern, PA 3. The article hints at more layoffs when they mention "restructuring" 4. Ricoh is betting on Managed Document Services and Production Print to sustain them 5. It's going to be a tough seven weeks in Ricoh's Direct Channel (IKON / RBS)
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ImagePROGRAF 825 roll switching issue

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We are a reseller for Canon large format products and I hope someone can help with the issue we are having on a Canon iPF 825. I have a customer that plots from Arc GIS and 3 times per year they print 3-4k plots over a 4 day period. Part of the reason we sold them the 825 was the ability to switch rolls. On these long runs they would like the plotter to switch from roll 1 to roll 2 so they could have uninterrupted plotting. Unfortunately the Canon will not switch rolls and only stops and says
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Oce cutting my throat in every deal!!!

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I'm so frustrated. 1st Case: customer calls wants quote on 2 IR6055's. Needs print, copy, scan function staple finisher and 3hole punch. My pricing comes in right under $25K. Oce dealer gets the deal priced at $19K. 2nd Case: same Oce dealer quotes IR2525 at $2,300. My price $3,200. My cost on both of the deals was a couple dollars less than their quote. How are they able to give the equipment away and stay profitable... Has anyone else come up against this issue as an independent Canon dealer
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Document Management Company, MES Hybrid Document Systems Inc., Announces February 22n

Art Post (Guest) ·
need a human touch. The company will demonstrate technology that can assist manual indexing processes and make them nearly as efficient as automated ones. “As much as technology and automation can make our lives easier, sometimes we just can’t avoid the need to involve a human being,” said Kevin D’Arcy, vice president of sales and marketing at MES Hybrid Document Systems, Inc. “Document Management systems can do a lot to help us, but we still need to oversee and guide them in certain situations
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Re: Ricoh 2352 & 2852?

Art Post (Guest) ·
I have not even sold one of these yet, most all Ricoh products are very hard to come by right now. Are you looking for GSA pricing or US Communities?
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Re: Canon shaking up the great white north

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Customers are telling me that Canon Direct closed their offices in my small Canadian province of Nova Scotia and handed over operations to their new local dealer.
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Re: Canon shaking up the great white north

Art Post (Guest) ·
Wow, what comes around goes around right, could it be that copier history may repeat it self in the near future and become more dealer orientated (especially due to financial conditions), one would tend to think that this is the logical course of action in order to increase profits. Maybe ib the future when you look at the time line of the industry as whole, you would then see a 20-25 year blip where direct channel was seen more as a fad, rather than a good business model.
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Re: Bizhub series gets Info-Palette touch-screen

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I am surprised that KM did not start with their bread & butter lineup to see what an impact there will be like Sharp has on all the new color A3's.
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Re: is panasonic still selling copiers?

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Panasonic has been out of the industry for about 3-4 years now. There is no parts or R&D from them. There are only 3 distributors in the US...one on the west, east and midwest. All of their support people have taken other jobs with the distributors or in other areas. It was very frustrating dealing with the middle man because many times they did not know the answers and there was no other resources. If anyone is selling these boxes they are off lease systems or units that are sitting in a

Death of the Direct Copier Channel? "part two"

Thought this would be an interesting re-post from the old blog site.  In addition there are some great responses.  Enjoy

Death of the Direct Copier Channel? "part two"

Last week I blogged the "Death of the Direct Copier Channel", in less than one week there were over 1,400 views.  I'm guessing we hit a hot spot with many of those in the Direct and Dealer Channel.

The Print4Pay Hotel forums also posted many comments like

"Wow - it's like Ricoh coughed up a hairball!"

"Since IKON / RBS has not been able to upgrade the Canon / Ricoh IKON MIF that was the intent of the acquisition, they are now selling off the base to mega Dealers. But RJ Young will upgrade these 6,000 units to Canon machines and Muratec devices. Ricoh is having extensive back-order issues at present time."

"I doubt that they will upgrade to all Canon devices that would not have been in the best interest for Ricoh. That acquisition is now approaching four years old (Ricoh of Ikon). I agree with the back order issues however so are other manufacturers as well. It's not only Ricoh!"

"In the grander scheme of things 6000 machines in field is nothing to Ricoh. Those branches must have really been sucking wind to only have 6000 machines."

But a few interesting threads were posted yesterday that seemed to stir the pot for manufacturers that may be shedding branches and ceding more business to dealers.  One Print4Pay Hotel member stated that they heard that OCE Canada had released all of the sales reps except for one,  and more interesting is that the one rep had to report to someone in Florida.  It was listed as the Great White North shakeup.  Additionally, another member has now stated that Canon Direct closed a small office in Nova Scotia and handed over operations to a local dealer.

With most manufacturers declaring that they are reducing profit estimates or even posting losses for fiscal year 2011, the writing may be on the wall for the Direct Channel.  I'm not saying that the Direct Channel will cease to exist.  However what's a manufacturer to do when they are posting losses... with any good business model they would try to eliminate or reduce that part of the business which has become a liability.  With no good news for the economy in the short term, the threat of Europe recession and the strength of the yen, the copier manufacturers will have to make some tough decisions in the near future.

Selling off those Direct branches that are not turning a profit could be a great model and return the manufacturers to profitability in 2012 along with increasing dealer loyalty.  With RJ Young not only did they get MIF (machines in field), they also got employees (pretty much these employees probably won't have to get worried about getting laid off at the end of every March).

Just maybe, when we look at a time line of the copier industry in 20-25 years, we'll see a blip that designated the wholesale changes to the Direct Channel model and then the decrease back the the Dealer Channel model of business.

What come around goes around and I'm thinking just maybe we're heading back to the model of the early and mid eighties.

After writing this blog,  I read the interview that Scott Cullen (The Week in Imaging) had with Chip Crunk (CEO of RJ Young) titled "Chip Crunk Talks about RJ Young's Acquisition of Ricoh Direct Branches" .  Well, I'm thinking great minds think alike and I found this the most interesting statement, "I think the industry is in a transition where in the future the distribution model is going to be large independents and the direct operations. I think Ricoh and the others are going to want to align themselves with the top independent dealers in the secondary markets because they cannot be successful in those markets".


-=Good Selling=-

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Sales Leaders... Are Your Salespeople Growing Your Competitors Next Great Client?

"The greatest gift you can give another is the purity of your attention."
Richard Moss

Sales leaders, key in on this for a moment...

The attention by your salespeople determines the experiences your clients have. Conversely, these experiences determine the quality of your salespeople's lives.

Is your team allowing distractions to derail them?

What are they paying attention to?

To set all of this up... Allow me to take you back to 1890. In his book The Principles of Psychology, Vol.1, William James wrote a simple statement that’s packed with meaning: “My experience is what I agree to attend to.”

Your attention determines the experiences you have, and the experiences you have determine the life you live. Basically, you must control your attention to control your life.

Applying this theory to your sales team...

What kind of experiences are your salespeople creating for their clients?

Let's set this all up...

I realize it is challenging for your salespeople to prospect for new business while trying to retain their current clients.

Choosing what they pay attention to or how they divvy up their time can be challenging, as you and I know how busy they all are running around doing "stuff".

Research continually shows us that it costs businesses significantly more to acquire new clients as opposed to retaining them. Successful businesses and their leadership understand the importance of providing and continually creating outstanding client relationships.

Your salespeople become a huge factor in determining if your clients stay or if they go.

Allow me to take you back to the spring of 1982 and introduce you to The Clash. Their hit entitled "Should I Stay or Should I Go" further reinforces the point within this article.

Should I stay or should I go now?
Should I stay or should I go now?
If I go, there will be trouble
And if I stay it will be double
So come on and let me know

Customers rely on their emotional experiences with salespeople more than any of the traditional factors, according to research by the Peppers & Rogers Group, which showed:

  • 60% of all customers stop dealing with a company because of what they perceive as indifference on the part of salespeople
  • 70% of customers leave a company because of poor service, which is usually attributed to a salesperson

What this reinforces is the importance that attitude and emotion play in determining whether your clients leave or stay. It’s mission critical for your salespeople to understand their client's attitudes and regularly collect their feedback.

Chew on this... Why do your clients do business with you? Is it because they feel valued and well taken care of? I guarantee the “why” will have monumental impact to you, your salespeople and the loyalty of your clients.

ARE YOUR SALESPEOPLE TAKING RELATIONSHIPS FOR GRANTED?

"Life is a precious gift - a gift we often take for granted until it is threatened."
Lecrae

Taking things for granted is an awful mistake many of us make and a huge strategic error that afflict many salespeople.

Unfortunately, and for many in sales when success sets in the "complacency syndrome" kicks in.

Taking your clients for granted is equivalent to shutting down your business.

Your salespeople are not indispensable given the fierce competition. Your clients have options and they will not stick around for long when complacency sets in.

According to research conducted by Microsoft and cited inside the Nextiva blog - "100 Essential Customer Service Statistics and Trends for 2022, update: June 3rd, 2021."

"68% of people around the world have stopped doing business with a company because of a poor customer service experience."

Sales leaders out there... let's apply this quote to your salespeople but with a twist...

Could 68% of your clients stop doing business with your salespeople due to a poor experience or lack of attention?

STOP ALLOWING YOUR SALESPEOPLE TO GROW YOUR COMPETITORS NEXT GREAT CLIENT

Chew on this for a moment...

How do you truly know your salespeople are delivering value to your clients?

Are your salespeople really giving them what they value more effectively than your competitors?

How sure are you?

It’s not a good idea to take your client’s loyalty for granted. Meeting their expectations is just not good enough. Your clients want to know you and your salespeople care.

I truly believe it’s more effective to act as if no one knows you or recognizes the value you bring because this will make you show it every day.

Would you know the last time one of your salespeople met with their clients and asked them, "What value do my services, products or solutions create for you?" I am waiting for your answer, still waiting, still waiting; this is what I thought - it has been a while or never.

I encourage you to think about this question "What does value add look like to your clients?" I bet your clients want to increase sales and grow their client base, correct?

Here is an exercise for your next sales meeting... Ask your team these two questions and have them write down their responses to:

How do I help my client's gain a competitive advantage?

What is my client's perception of value in working with me?

STAY TOP OF MIND OR BECOME AN AFTER THOUGHT

Sustaining meaningful value in the minds of your clients requires persistence and extreme focus.

Think about the following and then think about your clients:

  • What’s happening right now within their business?
  • What changes if any may be happening to them right now?
  • What problems may they be facing?
  • What difficulties are they encountering in their marketplace?

If your salespeople are not spending quality time in getting to know their clients better, then I guarantee someone else will be.

HOW WELL DO YOUR SALESPEOPLE UNDERSTAND THEIR CLIENT'S BUSINESS?

Creating true, authentic and genuine relationships requires spending informal time with your clients.

Do your salespeople REALLY know what’s important to their clients and their business?

I believe true leadership for a sales professional is their ability to affect change and to become influential inside their current accounts.

With all sincerity, when your salespeople get to know their clients inside and out, they can then start to personalize the attention they to give them.

START TREATING THEM AS CLIENTS

Between you and your team, do you view your customers as customers, or do you view them as clients? How many refer to them as clients but treat them as customers?

How do you know when a customer becomes a client, or the other way around? When a client becomes a customer, this becomes a problem.

Are your salespeople building customers or are they building clients?

You can't expect to get Nordstrom's level of service at Target or Walmart!

Think long and hard about this one... Are your salespeople viewed as sales rep who sells products and services or are they viewed as someone who enlightens, adds value, informs, advises, counsels, nurtures and becomes an advocate on behalf of their clients?

Question for you...

Is it your personal preference to be sold or served? When you’re in the marketplace as a consumer do you seek out professionals whom you can trust or sleaze-balls selling you and then moving on?

As the sales leader you must coach your salespeople to build meaningful relationships with their clients who value their professional advice rather than banging on them to find customers who make a one-time purchase.

An ever-flowing relationship funnel will fuel an ever-flowing sales funnel

If you and your salespeople fail to keep your clients as such, they could turn into customers.

In today's complex business environment, it’s the ideas, insight, information, help, and guidance your salespeople provide which will continually earn them the privilege of doing business with your clients.

Coach your salespeople to initiate conversations focused on their future needs, upcoming projects and areas of potential growth.

I will leave you all to think about this...

Are Your Salespeople Growing Your Competitors Next Great Client?
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This Week in the Copier Industry 5 Years Ago

This Week in the Copier Industry 5 Years Ago

Second Week of February 2017

So, I had some fun last night. I cleaned my idea with BS and it was a go for my fun. Told everyone I had an announcement, spoke about my 13 years with Stratix, the long term relationships and the new relationships with everyone. Looked at some older history and then told everyone of my announcement. I paused and wanted to show that the announcement was hard for me. Thus I told everyone Monday is my Birthday 🥳. Yes it worked as most thought that was my copier retirement speech. Stratix Systems I’m not done yet, still much to do

Enjoy these copier threads from 5 years ago

Xerox: Inkjet Is a Reality for All Print Providers “Right Now”

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NORWALK, Conn. – Early adopters of Xerox’s inkjet technology say they are seeing measurable business results such as increased page volumes, savings from printing on standard offset coated stocks, and faster turnaround on high-volume transactional print jobs. The Xerox entry inkjet portfolio featured atHunkeler Innovationdays(HID) in Lucerne, Switzerland from Feb. 20-23, 2017 includes: Xerox Brenva ® HD Production Inkjet Press– cut sheet inkjet. Xerox Trivor ® 2400 Inkjet Press– continuous feed
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Konica Minolta Named One of Canada’s 50 Best Managed IT Companies

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strategy, support, project and cloud computing solutions across all verticals. The company has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for ten consecutive years. Konica Minolta, Inc. has also been named to the Dow Jones Sustainability World Index for five years in a row. For more information, please visit: www.konicaminolta.ca and follow Konica Minolta on LinkedIn , YouTube , and Twitter @KonicaMinoltaCA . Follow IT Weapons on LinkedIn
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Xerox launches Xerox Color C70 Printer at PrintPack 2017

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Xerox India, a part of Xerox Corporation, announced the launch of the enhanced version of its popular Xerox Color C70 Printer with the all new Fiery NX Pro at PrintPack 2017, from 4th – 8th February 2017, at India Expo Centre, Greater Noida, Delhi NCR. For the first time, a High End RIP will be available in the entry production printing space along with substantial feature upgrades focused on the media handling capabilities. These capabilities make it easier to handle a wider range of
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Brand Keys Names Konica Minolta #1 in Customer Loyalty for Tenth Consecutive Year

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reshaping and revolutionizing the Workplace of the Future ™ ( www.reshapework.com ). With our comprehensive portfolio, we deliver solutions to leverage mobility, cloud services, and optimize business processes with workflow automation. Our All Covered IT Services division offers a range of IT strategy, support, and network security solutions across all verticals. Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for ten consecutive
Blog Post

Four Common Mistakes Rookie Copier Sales Rep Make

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Thirty seven years of copier sales has been a blessing. In those years, I've seen it all, and just when I think I can't learn anything new about copiers or sales is when I'm proven wrong. You can never stop increasing your knowledge of the industry nor your selling skills. 1) Resting on Your Laurels: Fantastic, you've made your annual quota, you're also in route to your first Presidents Club Trip. Golly, you did all of this in your first year! You're thinking this is pretty easy right? Now
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Selling Price Alone, Whats the Problem with Reps, Sales Managers and Dealers

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I had a recent discussion LinkedIn with Larry and Dale about pricing on copiers. The gist of the conversation is that Dale states he will never sell at a low price, and has had companies pay a 30% premium. Larry states it's the fault of the reps and the sales managers because there is not enough in the pipeline for those reps and managers. I on the other hand believe the problem lies with quotas and especially those revenue quotas that the manufacturers put on dealers. Dealers then pass those
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Re: Best Copiers of the Eighties

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I cut my teeth on the 3M 545 which of course was made by Toshiba. I also had the 3M VQC III with roll fed treated paper. The toughest competition that I can remember were the Canon NP 120 which was a cold pressure fusing machine and the NP 200 which I believe was 11x17 capable. Later came the NP 270F which was real tough to beat with its low cost and intercahngeable color toners. There was also the IBM III model 50 or 60 and the Kodak Ektaprint 85. Xerox had the 4000 which was the first
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Reshaping the Workplace 2017: Konica Minolta's Webinar to Focus on Opportunities to Increase Productivity and Enhanced Employee Experience

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recently held a webinar featuring best-selling author Jacob Morgan who discussed the trends that are reshaping the Future of Work, and the role of technology in the employee experience. The webinar can be seen here: https://www.youtube.com/watch?...lJ9Mfeature=youtu.be . About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the Workplace of the Future ™ ( www.reshapework.com ). With our comprehensive portfolio, we deliver solutions to leverage
Blog Post

Copier Reps: 3 Alternatives To Avoid Getting Beat Up On Price

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This product sucks! No one is buying now! Our competitor has a lock on the business! It is our service department's fault! Our pricing is way out of whack! The more copier reps and their managers can be honest with themselves about what went wrong in a sales opportunity, the easier it will be to correct mistakes and limit the number of lost sales in the future. A commodity mindset has developed with buyers inside the copier channel because copier reps, sales managers and dealer principals have
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New Canon Deep Matte Media Available for DreamLabo 5000 Inkjet Production Printer

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growing needs of their core customers, most notably professional photographers. With its ability to print accurate and vibrant colors at 2400 dpi, the DreamLabo 5000 was a perfect fit for Bay Photo Lab due to its flexibility and color consistency. At WPPI, Bay Photo Lab will be displaying prints and photo albums from their shop printed on Deep Matte media in their booth. “Much like Canon, our company continually strives to bring great new products to our customers using innovative technology
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PrintPack 2017: Canon sells all but one machine on display

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By Noel D'Cunha , 10 February 2017 Canon India sold all but one press it showcased during PrintPack 2017. The sold presses included Imagepress C10000VP, the newly launched Imagepress C650, IR Advance 8585, IPF 671E and 771M and IPF 540 and 560. read the rest here
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Ricoh to shutter or relocate 4 offices in Kanto region

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those related to information systems will be transferred to its plant in Tsuzuki Ward, Yokohama. In line with the moves, a large-scale employee relocation will be implemented. A global office equipment company, Ricoh recorded consolidated net sales of approximately ¥2.21 trillion for the year ending in March 2016. However, profits have been rapidly declining due to intense price competition both domestically and globally, and the firm has had difficulty differentiating its copier and multifunction
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Toshiba Adds Nuance's AutoStore and Equitrac Document Solutions to Its Portfolio

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print servers, direct IP printing or a hybrid model that includes both. This allows the creation of tailor-made print environments according to the specific needs of users and business. “We will strengthen the partnership with Nuance beginning with integrating AutoStore and Equitrac to our MFP,” says Isao Sugehara, Chief Marketing Executive of Toshiba Tec Printing Solutions Business Group. “The strategic alliance with Nuance will enhance Toshiba’s solutions, and we believe it will enable our
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Canon imageRUNNER ADVANCE Portfolio Celebrated as Top Performer with Highly Coveted Industry Accolades from Buyers Laboratory, LLC

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George Mikolay , senior product editor, A3 Copiers/MFPs, Keypoint Intelligence. "The introduction of the third generation of imageRUNNER ADVANCE MFPs was a pivotal moment for Canon, and as this generation of MFPs continues to grow, so does Canon's ability to offer fully integrated and holistic business solutions." "For the second year, Canon is honored that BLI has recognized the imageRUNNER ADVANCE Series with the Award for A3 Line of the Year," said Toyotsugu Kuwamura, executive vice
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Kyocera TASKalpha 5002i Questions

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I'm preparing another side by side and could use your help please. Hard Drive Size RAM Memory Print Driver features hold print locked aka secure print scheduled print emergency print store on HD and print print from SD card Is there a portion of the hard drive you can scan documents to? Meaning you could bring them up later at the device and print them? Thanx!
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Global Sticker Labels Flexo Printers Market 2017- HP , Mutoh , Roland , Mimaki Engineering

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://market.biz/report/glob...-2017/43924/#inquiry Global Sticker Labels Flexo Printers Market 2017: Competitive Analysis and Key Sellers: 1 HP 2 Mutoh 3 Roland 4 Mimaki Engineering 5 Seiko Epson 6 AGFA Graphics 7 Ricoh 8 Xerox 9 Konica Minolta 10 Kyocera The report does the analysis of Sticker Labels Flexo Printers global market and focuses on top leading Sticker Labels Flexo Printers industry competitors. In addition to this, the Sticker Labels Flexo Printers report also provides information
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How Did You Come Up with the Name the Print4Pay Hotel?

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Hello, I’ve had a couple of folks here asking about the origins of your name p4p hotel.I thought I had read it somewhere a couple of years back, but cannot remember where it was. Can you please cut and paste a couple of lines explaining how and why you use P4PHotel name on your website and blog? Many have asked about the origin of the name.Many moons ago at the dawning of the digital copier age,there was aweb-based application that Ricoh used for configuration of their digital copiers. That
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Re: Nine Butt Kicking Copier Proposals for January 2017

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Kyocera Guy posted: Very cool stuff. Interesting to see all the different styles of proposals. The lease rate on the Konica seems really high or am I missing something. Kyo Did you get my PM from yesterday?
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Ricoh broadens award-winning inkjet portfolio; bolstering capabilities for transactional and direct mail users

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). Further aiding flexibility is the assurance that this platform was designed with future enhancements and field upgrades in mind to protect clients’ investments in hardware, software, and infrastructure as their business grows and requirements change. For details on Ricoh’s full line of products, services and solutions for the production print market, please visit www.ricoh-europe.com and follow @Ricoheurope on Twitter and Ricoh Europe on LinkedIn. |About Ricoh| Ricoh is a global technology
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Re: Nine Butt Kicking Copier Proposals for January 2017

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Very cool stuff. Interesting to see all the different styles of proposals. The lease rate on the Konica seems really high or am I missing something.
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Re: Ricoh Tier (ricotier) Color Page Cost?

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It is important to note to the customer that the lowest Tier color pricing is really only applicable for when people print a document and are not aware that there might be a small amount of color in it. This is what I call unintended color printing. Most people plan to print in color when they need it (assuming the print driver is set to black by default) and must proactively choose color. This is what I call intended color printing. Unintended color printing will never come close to intended
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Nuclear write-down leaves Toshiba with $3.5-billion loss in third-quarter: Nikkei

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, Toshiba lost a similarly significant 479.4 billion yen. The company hopes to keep the amount it owes from exceeding the value of its assets for the full year through March by selling part of its chip operations and taking other measures. Toshiba will announce earnings for the April-December period on Tuesday, along with a full-year outlook. The company is also expected to explain the cause of the losses, measures to avoid similar events and plans to rebuild its nuclear business. The loss comes
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Toshiba receives bid as high as $3.6 billion for chip business stake: Source

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Toshiba has received an offer as high as 400 billion yen ($3.6 billion) for a 19.9 percent stake in its flash memory business, with other bids as low as 200 billion yen, a person directly involved in the deal told Reuters. Suitors include rivals SK Hynix and Micron Technology , and financial investors like Bain Capital. The Japanese conglomerate was seeking to raise around 300 billion yen from the stake sale, said the source, who declined to be named because he is not authorized to speak to
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Best Copiers of the Eighties

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I need to lean on some of the old timers here, would like to generate a list of the best copiers of the Eighties and maybe a little snippet about each. Would love to have at least ten of these to post up in a blog. HELP!
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RISO, Inc. Launches “Professional Inkjet” Printer

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NEWS – For Immediate Release RISO, Inc. Launches “Professional Inkjet” Printer GD Series High-Speed Color Cut Sheet Inkjet Printers to Target New Market Segment Burlington, MA – February 15, 2017 – RISO, Inc. announces the U.S. release of the company’s latest advance in high-speed color printing, the ComColor™ GD Series of Professional Inkjet: a high-speed, full-color printer that delivers prints at speeds up to 160ppm. Premiering last September in Orlando, FL at GRAPH EXPO 2016, the
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The 4 Major Reasons Sales Managers Fail

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You might be a horrible leader, but if you stay in sales long enough, you will be promoted to management. However, your chances of ascending higher -- to a VP or Director of Sales position -- are zero. Only successful sales managers become sales executives. To excel as a manager (and someday make it to the C-suite), avoid these four significant failures. 1) Communicating Change the Wrong Way Sales managers must frequently hand down directions from above to their reps. The problem is, most
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7 Things Sales Managers are Sick and Tired of Hearing

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7 Things Sales Managers are Sick and Tired of Hearing Sales managers have a tough job, and hearing these 7 things from your coworkers just doesn't make your life any easier. [click to continue]
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Brother to Showcase Largest Ever Array of Print, Capture, Labeling and Communications Solutions at HIMSS 2017

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printer provides on-demand wristband and label printing in virtually any area of the hospital. Another key mobile solution for healthcare is the new RuggedJet® 2 Series mobile printer designed for hospital, lab, pharmacy and many other barcode labeling applications throughout the facility. For home healthcare applications, the PocketJet® 7 Series of full-page mobile printers are ideal for on-the-fly, high-resolution printing of full-page documents, such as medication lists, personalized Plans
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Meter read for Canon imageClass MF7470

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Can someone tell me how to get the meter read for the MF7470 please
Topic Premium

Lead for Mega Fleet of Copiers in Massachusetts

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Invitation For Bids to provide copier based Multi-Function Devices FISCAL YEARS 2017 2018 - Matched Keyword(s) copiers Region Massachusetts Agency City of Boston Due Date Mar 7, 2017 Source http://www.cityofboston.gov/ purchasing/bids.asp?ID=23257 ...City of Boston's Bids RFPs Advertisement City of Boston PROCUREMENT Invitation For Bids to provide copier based Multi-Function Devices FISCAL YEARS 2017 2018 NOTE:For information specific to this particular
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Lead for Copiers in Louisiana

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Statewide Copier ITB Original: 3000006715 Attachments: Attachment A - Standard Terms and Conditions , Attachment B - Minimum Specifications for Copiers , Attachment C - Special Terms and Conditions , Attachment D - Authorized Vendor List , Attachment E - Price Sheets , Attachment F - Accessories Price Sheets , Attachment G - Prior Year Estimated Usage - Matched Keyword(s) copiers Solicitation No. 3000006715 Region Louisiana Agency State Government of Louisiana Due Date Mar 29, 2017 Source
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5 Psychological Biases That Help Salespeople Gain More Ground During Negotiations

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Wouldn’t it be nice if you could press a button to make prospects more generous during your negotiations? Rather than fighting for every concession, you could have friendly, amicable discussions resulting in agreements that satisfy everyone. While a magic “generosity button” might not exist, we’ve found the next best way to encourage collaboration rather than competition. These five strategies use common cognitive biases to make your negotiation partners feel more magnanimous. How to Get...
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Apple partner Sharp’s planned US manufacturing rumored for first half of year as Japan PM meets Trump

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Via Reuters , Sharp may begin a $7 billion project to build afactory in the United States beforeJune of this year.Apple supplier Foxconn announced plans to exploremanufacturing components in the US earlier this year , and this latest report largelyreaffirms those rumors with a more concrete time frame.A spring/summerstart for the US plant would besooner than many predicted. Sharp has supplied display components for Apple in the past and may be one of the OLED display suppliers for the iPhone 8
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9 Types of People Who Never Succeed at Sales

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Almost anyone can get an entry-level sales job. There are so many sales positions in the world that most people can at least get their foot in the door somewhere. But not everyone has what it takes to not only keep the job, but to move up into higher-end sales and make it a career. In fact, there are certain types of people who will never succeed in sales because of certain characteristics that are incompatible with the profession. Surprisingly, being an introvert really has nothing to do with
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Toshiba set to book loss of ¥700 billion

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March 2011 accident at the Fukushima No. 1 nuclear power plant operated by Tokyo Electric Power Company Holdings, Inc. This has caused losses to snowball, but they have mostly been finalized through discussions with auditors and other parties. Toshiba’s business performance deteriorated after revelations of an accounting scandal in 2015, and its own capital had fallen to about ¥360 billion as of the end of September 2016. As the losses were booked, Toshiba seems to have been insolvent as of the
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Toshiba receives bids as high as US$3.6bil for chip business stake

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TOKYO: Toshiba Corp has received bids ranging from 200 billion yen to as much as 400 billion yen (US$1.8bil-US$3.6bil) for a 19.9% stake in its flash memory business, a person directly involved in the deal told Reuters. The Japanese conglomerate is seeking to raise around 300 billion yen from the sale, said the person, who was not authorised to speak with media and so declined to be identified. A sale at that price would help Toshiba offset a multi-billion dollar writedown on its US nuclear
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Toshiba prepares to unveil nuclear hole, other perils threaten

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Toshiba will on Tuesday detail a write-down of close to $6 billion after bruising cost overruns at its U.S. nuclear arm, turning investor attention to the Japanese group's efforts to fix that and other balance sheet headaches. The TVs-to-construction conglomerate warned of a potential multi-billion dollar nuclear write-down in December, a year after a $1.3 billion accounting scandal. Sources familiar with the matter say the final charge, to be detailed alongside quarterly earnings, will be as
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Chairman Shiga resigns from Toshiba

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the financial mess, and the years of flawed business decisions that led to it. The company said it was examining whether managers had acted inappropriately when they struck a deal to buy a company at the center of the problems. The trouble stems from Toshiba’s management of Westinghouse Electric Co., the U.S. nuclear power business it acquired a decade ago. Westinghouse faces spiraling cost overruns at nuclear plant projects in the United States, and Toshiba said on Tuesday that it would like
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Re: Copier Reps: 3 Alternatives To Avoid Getting Beat Up On Price

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This is a great article that I will share with our 21 sales professionals. Carl
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Re: Copier Reps: 3 Alternatives To Avoid Getting Beat Up On Price

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H Carl Little posted: This is a great article that I will share with our 21 sales professionals. Carl Thanks Carl I appreciate it. How have you been doing? It sure has been some time since we last spoke. Talk soon? Let me know what your team has to say about this post.
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Re: Ricoh Tier (ricotier) Color Page Cost?

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The Complexity of CPP and 3 tier go our the window when you start offering your services per user per month.
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Data Communications Management acquires Eclipse Imaging and Thistle Printing in multi-million-dollar deal

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position us well in a growing market. It’s consistent with our strategic objective to expand our capabilities to better serve our customers,” Sifton added. Thistle is a full-service commercial printing company with about 65 employees operating in a 42,000-square-foot facility in Toronto. The acquisition of Thistle will provide Data with a full-service commercial print facility in Eastern Canada and enable Data to expand its margins by ‘insourcing’ commercial printing capabilities – which it has
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Photizo Group Selects Channel Partners for 2016 Leaders Index

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NEWS RELEASE Media Contact: Mario Diaz Cell: (602) 571.6530 Email: mdiaz@photizogroup.com Photizo Group Selects Channel Partners for 2016 Leaders Index LEXINGTON, KY ( February 14, 2017 )—Photizo Group has selected 11 independent, channel partners around the world as leaders in managed print services (MPS), based on demonstrated leadership in MPS. The Leaders Index for MPS Channel Partners is a collection of select, independent MPS partners from around the world that are regarded as the gold
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MPSA white paper released

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FOR IMMEDIATE RELEASE February 13, 2017 MPSA Publishes Best Practices White Paper for Break/Fix Service The Managed Print Services Association (MPSA TM ) is pleased to announce that a new white paper, MPS Provider Best Practices: Break/Fix Service, is now available in the Members content area of the MPSA web site. Through collaboration with the numerous subject matter experts participating in the MPSA Standards and Best Practices Committee and those outside the organization, the MPSA has

New Survey Posted for Cost Effective Print Management

A highly cost effective print management SaaS that enables dealers to have differentiated conversations with customers addressing their print management needs.

Commercial overview

  • Low upfront costs
  • Generous initial margin
  • Recurring margin Yoy
  • Huge feature set
  • Ability to differentiate vs other dealers selling same bundle (e.g. copier + PaperCut)
  • Over half a million users
  • Direct support reduces dealer overhead: Setup, aftersales, ongoing updates.
  • Transparent dealer support through a dedicated portal

Technical key feature

  • Cloud based - easy setup, no hardware required
  • Windows, Mac and Chromebooks supported
  • Universal driver supporting all advanced finishing and security features
  • Office 365, Google Workspace integrated

There is a total of 7 questions for the survey.  We're hoping you can take part in our survey because your help may bring another player to the US market that could give us additional options.

Please take our survey here

Lead for Copiers in Texas

The University of Texas at Austin (the “University”) has posted an Request for Proposal (“RFP”) on behalf of Document Solutions. Bid documents are available via the University’s Bonfire portal which can be found at the link below: https://utexas.bonfirehub.com/opportunities/59407 Submission instructions are also included in the attachments. The University will accept proposals until 2:30 p.m. CST on Tuesday, March 1, 2022.

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