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Sales Professionals Earn The Right To Sit At The Business Table, Are You?

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“Don’t just get involved. Fight for your seat at the table. Better yet, fight for a seat at the head of the table.”
Barack Obama

If you wish to gain a seat at the business table with executive decision makers, key influencers or those that can make a difference, you must learn, consume and mirror their characteristics.

Check out what Gartner research says...

"Today’s B2B buying involves more stakeholders than ever before. In a typical firm with 100 to 500 employees, an average of seven people are involved in most buying decisions, each armed with four or five pieces of information they have gathered for themselves."

Question for all those in sales... How well are you grabbing the attention of all these decision makers and what are you bringing to the table that is any different?

Don’t Expect a Seat if You Don’t Bring Anything to the Table

To reinforce this even more, let this quote from Marc Miller, who wrote the book, "A Seat at the Table" sink in,

"In today's commoditized business world, customers only care about one thing: value. To offer real value you must stop being a salesperson and become a businessperson who sells."

Do you have what it takes to gain a seat at the table?

Are you bringing business substance to the table?

Are you a salesperson or a businessperson who sells?

I would like all those in sales and sales leadership to stop for a moment:

Are the conversations you are having right now earning you a consistent seat at the business table?

EQUAL BUSINESS STATURE

Each person who is sitting at the table have business goals and challenges. It's up to you to attach your offerings to their challenges in the form of strategic help, now this is true value.

What does each of these individuals care about?

What is important to them?

Why you?

"When you suggest solutions that add value to critical customer strategies, you leave your competitors in the dust. Since your competition is myopically focused on selling products and services that add little value to the higher picture strategy of the customer, these traditional competitors will no longer even be on your radar of competition."
Marc Miller, A Seat at the Table.

You may be asking yourself, "What is equal business stature?"

I believe people do business with those they respect, those they trust and those they view as being credible. If you are viewed as less capable or less professional, why would someone trust you with their business?

Perception is reality in the eyes of those that matter... All those at the business table.

First impressions are everything when it comes to equal business stature.

  • Does your business walk match your business talk?
  • Are you speaking your own sales language or their business language?
  • How do you perceive yourself?

Projecting and portraying an executive presence, combined with the way you deliver your message, will cause executives to take notice.

This is the wholly grail... Confidence, competence, business acumen, business conversation and business knowledge.

Business conversation combined with business acumen will get you equal business stature.

CONSUME BUSINESS ACUMEN

Sales professionals consume business acumen for breakfast

Let's look into each word...

Business: "The knowledge and understanding of the financial, accounting, marketing and operational functions of an organization."- SHRM’s Business Literacy Glossary

Acumen: "Leanness and depth of perception, discernment, or discrimination especially in practical matters."- Merriam-Webster Dictionary

Wikipedia defines business acumen as the...

"Keenness and quickness in understanding and dealing with a business situation in a manner that is likely to lead to a good outcome."

I ask you to think about the following...

Are you communicating clearly with every individual who is sitting at the table and earning their respect?

Are you collaborating creatively to help them uncover new ways of doing better business?

In digging deeper into business acumen, I came across Ray Reilly, a professor of business administration at the Ross School of Business, University of Michigan. Heconsults with corporations and has reported how few executives know what business acumen is or why it’s important. He describes one with business acumen as someone who understands the key things they need to know to make a decision, to synthesize complex and apparently unconnected data, and react positively to events when they do not happen as expected.

I believe this can be applied to salespeople.

Sales professionals eat business speak every morning.

They learn the language of business. They learn the language of business executives and they speak their language.

YOU MUST GAIN AN APPETITE FOR ACUMEN

Remember, C-level executives and mid-level decision makers are business savvy. You must engage in business-oriented conversations to establish your credibility and to differentiate yourself from the competition.

Want to establish trust... Speak their language, not yours. You must understand their industry and their competitive environment.

  • What are you eating for breakfast?
  • What are you reading and listening to with breakfast?
  • What knowledge do you think business executives consume for breakfast?
Sales professionals understand their clients and future client's business.

SALES PROFESSIONALS BUILD THEIR BUSINESS ACUMEN THROUGH LITERACY

With daily discipline and determination, sales professionals develop and appetite for business acumen.

Increasing your business literacy will improve your business acumen.

I encourage you to

  • Read company reports
  • Follow business market trends
  • Gain a solid understanding of finance
  • Learn the terminology that businesspeople use
  • Allow your clients to teach you their business
One can earn a PhD in business from their clients if they are willing to invest in asking for help

Sales professionals understand that business literacy is one of the greatest investments they can make. It truly is a gift that keeps on giving.

ACUMEN IS AN ASSET

The business world is rapidly changing. This doesn’t allow any of you to take your own sweet time to learn new things.

Salespeople... You must create acumen urgency if you wish to sit at the head of the business table.

Sales professionals are committed to professional development with the goal of building a disciplined and consistent approach to analyzing business problems, as they use this to help their clients make informed decisions.

I will leave you all with a quote from my very dear friend, Mike Garrison,

"If you only know how to relate based upon what you get paid for you will only be viewed as an expert on that very subject. On the other hand, if you can demonstrate that you are an expert (or at least a credible peer) on what your prospects get paid for you are someone that will be welcomed into the 'inner sanctum' of their business and will be a valued and respected advisor...no matter what you sell."

My sales friend's business acumen is an asset and will help you earn the right to sit at the business table.

Do not allow it to become a liability.

No alt text provided for this image

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

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

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

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 and Selling from the heart inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.

 
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This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry Ten Years Ago

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This Week in the Copier Industry Ten Years Ago

Second Week of November 2011

Last week I wrote about some of the items I've gotten really, really good at in my 41 years of selling office technology.

I guess one of those professional attributes I've developed is the ability to listen to the client along with understanding what type of person they are. I only leaned this a few years ago that clients can be designated into colors.  However years ago I learned through listening along with trial and error many years ago on how to meet the client at their level.  Meaning I moved my personality to theirs so we could be better at communicating.

Enjoy These Threads from Ten Years Ago This Week!

Konica Minolta Named a Leader in 2011 Worldwide Multifunction Printer (MFP) and Print

Art Post (Guest) ·
announced Konica Minolta’s placement in the Leaders Quadrant of the “Magic Quadrant for MFPs and Printers, Worldwide”1 published by Gartner, Inc. “We are proud that Gartner has recognized the Konica Minolta Group as a global leader in the highly competitive MFP and Printer marketplace,” said Rick Taylor, President and Chief Operating Officer, Konica Minolta Business Solutions U.S.A., Inc. “The year 2011 has been an excellent one for Konica Minolta, providing the critical momentum to deliver on our
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Notable Solutions Awarded $300,000 Contract by Major Canadian Manufacturer to Provide

Art Post (Guest) ·
, or printer, then routes the information into the appropriate business system based on the document type. As a result, business is done faster, with less effort -- and with less paper. AutoStore is the information on-ramp for nearly 500 models of MFDs and network-attached scanners -- from Fujitsu, HP, Kodak, Konica Minolta, Kyocera, Lanier, Lexmark, Ricoh, Savin, Sharp and Xerox. For more information visit: www.nsiautostore.com . Contact: Mike Morper +1.240.683.8400 x5098 VP Marketing
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Kodak's latest loss softened by patent and printer sales

Art Post (Guest) ·
Kodak is under increasing pressure to sell its high-prized patents following last week’s announcement of third quarter losses amounting to US$222 million. While the result reflected lower digital camera and film sales, the company was more upbeat about its revamped inkjet business, which is finally on the verge of turning a profit. Home photo printers, high-speed commercial inkjet presses, workflow software and packaging are viewed as Kodak's new core business. Revenue from those businesses
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Kodak & Possible Buyers?

Art Post (Guest) ·
I'm thinking Kodak will be purchased in the next 90 days. I have nothing solid just a gut feeling with all of the recent press releases in reference to profits, possible patent sales, CFO stating they are not going to go into chapter 13. A few questions for everyone: 1. Has anyone heard any solid rumors in reference to an impending sale of stock? 2. If there was a buyer, who do you think it might be? Google (GOOG), Canon (CAJ), Sony (SNE), Apple (AAPL), Xerox (XRX), have been mentioned. 3
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Ricoh ChaMPS Program Helps More Dealers Take Advantage of Opportunities in Managed Pr

Art Post (Guest) ·
years, we have become more focused than ever on best practices and partnering approaches with our customers. We developed our first true “managed print services” program in 2005, using CarbonSix to perform assessments of customer’s print environments. That approach evolved into us investing in our own fleet monitoring application (PrintFleet and now FM Audit) to provide a true cost-per-print approach and to provide automation of printing for the customers. These tools have equipped us with a
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When is a “Solution” not a “Solution”?

Art Post (Guest) ·
I hope Vince doesn't mind but I'll post the first paragraph and then please click to link to read the full blog from Vince (he's a P4P'er also) Good Stuff! When is a “Solution” not a “Solution”? October 8, 2011 One of my sales people & I recently met with a large Church that had previously purchased MFDs from a Xerox \ Global Copier Dealer that still carries Konica Minolta. When we met with them they told us about a mailer that they do every month to their parishioners. They were printing out
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Canon UniFLOW - Secure Mobile Printing videos

VinceMcHugh ·
Very cool solution for Secure Mobile Printing (iPads, iPhones, Androids, Blackberries) Uniflow on Youtube http://www.youtube.com/watch?v=wWNtcM2jdt8 Uniflow videos http://download.nt-ware.net/pa...;id=42&Itemid=54
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Kyocera’s Public Service Announcements about Strategic Sourcing

Art Post (Guest) ·
strategic sourcing to businesses. In one ad, Professor Morici is “shocked, no, outraged” about bad spend category management (in this case, of course, printing). He then goes on to tell us that no one is tracking or managing service costs or supply costs, and that Kyocera can manage a company’s whole fleet of printers to keep costs down. Translated into generic terms, this is a core principle of strategic sourcing. Doing a proper spend analysis of a given category to know where all the money is
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Xerox makes new inkjet press in Webster

Art Post (Guest) ·
also makes products such as fusers, photoreceptors and toner there. CiPress' roots in part came from Xerox's 2000 acquisition of Tektronix Inc.'s printer division for $950 million. The technology that company was developing resulted in Xerox's ColorQube — the office printing system that uses waxy, crayon-like blocks of solid ink. But there was also an understanding at Xerox that solid ink would work even better in large-scale commercial printing, Buchar said. The CiPress uses a similar solid ink
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Xerox Announces Over 150 Installations Of Xerox 550 Press

Art Post (Guest) ·
unique business challenges.” The greatest attraction at the Xerox booth was the DocuColor 8080 Digital Press & pioneering applications of Xerox’s flagship product iGen4; one of the most productive and high end quality digital presses in the printing industry that enables digital printers to grow their business significantly with profitable applications. Among the key attractions were print applications enabled by the iGen4 EXP with the 14.33” x 26” sheet size. In addition, Xerox also announced
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Re: Kodak & Possible Buyers?

Jrlz ·
I would think that it makes the best sense to break the company into pieces and sell individual divisions. The print production division (Nexpress, etc..) would be enticing for Xerox, Ricoh, KM or even Canon. I think Ricoh is not in a position to buy. I think KM would make sense, but I think Canon would be a very strong player. They used to relable the Digimasters (not sure if they still do) and the Nexpress would fill the whole abover thier current color production gear.
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Consolidated Graphics Purchases KODAK PROSPER 5000XL Press

Art Post (Guest) ·
ROCHESTER, N.Y., Nov 09, 2011 (BUSINESS WIRE) -- Consolidated Graphics, Inc, one of North America's leading commercial printers, and offering the world's largest digital printing footprint, has purchased a KODAK PROSPER 5000XL Press for its Automated Graphic Systems (AGS) facility in White Plains, Maryland. AGS is using the PROSPER Press to extend its technology leadership position in the market and provide full-color, on-demand publishing to its broad range of clients. Consolidated Graphics
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New copiers help Ridley schools go greener

Art Post (Guest) ·
by Barbara Ormsby The Ridley School Board approved a lease agreement Nov. 7 for the buy-out and replacement of all district and school building copiers. Existing copier leases will be consolidated into one lease through TD Bank at an interest rate of 3.15 percent. The financial benefit of the proposed lease agreement is estimated at $279,287 over a five-year period. The new copiers will provide scanning, printing, and copying services. Monthly reports will be provided to building
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Extortionate copier charge con hits schools

Art Post (Guest) ·
SCHOOLS in the county are wasting tens of thousands of pounds on extortionate photocopier contracts - it has been revealed. Some schools have been paying more than ten times too much for lease contracts for the machines as they are a seen as a soft target by unscrupulous salesmen. It came to light during investigations by Warwickshire County Council - which discovered one primary school had shelled out a staggering £45,000 for use of machines for five years and another was paying an estimated
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Re: Billing For Banner Length Prints

GIntel ·
Thanks Jason, This is a big help. For everyone's enlightenment: Konica Minolta - 11x17=2clicks, 11x18 to 11x27" = 3 clicks, 11x27 to 11x36" = 4 clicks, and 11x36 to 11x47" = 5 clicks. Toshiba - 11x17 = 2 clicks, 11x17.52 - 11x31.49 = 4 clicks, 11x31.3 - 11x47.24 = 6 clicks Best regards, Jake
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such as on to purchase a new copier for Town Hall

Art Post (Guest) ·
By Stephanie Bergman Staff Writer The Gloucester Daily Times Sat Nov 12, 2011, 02:22 AM EST ESSEX — Monday night's Special Town Meeting will cover old proposals, such as on to purchase a new copier for Town Hall, and new business, such as the proposal to bring in an appraiser to once again explore the properties of Conomo Point. The town warrant features 20 articles, some of which revive calls to address spending needs that voters rejected in the May election to override tax-limiting
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Billing For Banner Length Prints

GIntel ·
Hey Everyone. I'm trying to find out how banner length prints from MFPs billed in CPC agreements. Do they click on length? Do they click on anything over 11x17? Do they have a blanket charge for banner regardless of length? Do different MFRs or dealers do this differently? I appreciate any insight you can provide on this. Thanks, Jake
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ONYX Graphics Supports New HP Designjet L26500 and HP Designjet L28500 Printers

Art Post (Guest) ·
Designjet L26500 and HP Designjet L28500 printers include support for the following features: Double-sided printing: The ONYX drivers are HP certified as a “Premium” double-sided workflow, including configurable, automatic generation of jobs for the reverse side. Full ink set color bars: ONYX includes support for printing color bars (print gutter) with all ink channels to help ensure consistent ink output across images. Spectrophotometer support: The HP Designjet L26500 and HP Designjet L28500
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Public library board purchases copier

Art Post (Guest) ·
In other news, library officials approved a $2,805.14 bid fom Icon for a new copy machine. Maintenance will be provided for $79.20 per year. http://www.marshallnews.com/story/1782409.html
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New Surveys Reveal Consumers Taking Charge of their Healthcare Costs with Health Savi

Art Post (Guest) ·
+1-800-887-0509. It can also be ordered online at http://www.bucksurveys.com . To receive RSS news feeds, visit http://news.xerox.com/pr/xerox/rss.aspx . For open commentary, industry perspectives and views from events visit http://twitter.com/xeroxcorp , http://twitter.com/xeroxoffice , http://twitter.com/xeroxproduction , http://twitter.com/servicesatxerox , http://twitter.com/xeroxevents , http://www.xerox.com/blogs , http://www.xerox.com/podcasts . XEROX(R), XEROX and Design(R) are
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Re: Kodak & Possible Buyers?

txeagle24 ·
I wonder if Canon's partnership with HP would prevent them from being able to make a run at Kodak.
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Re: Kodak & Possible Buyers?

GIntel ·
I know for a fact that kodak is out of photography so those patents are as good as gone. I think the old plan was to restructure and become a printing company, which is ironic considering all the print guys are trying to diversify out of print fast. It could be that if they get in any worse shape Kodak will sell its printing businesses too.
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Re: Kodak & Possible Buyers?

Art Post (Guest) ·
quote: It could be that if they get in any worse shape Kodak will sell its printing businesses too. Gintel: If you were a betting, what odds would you give that they would sell in near future? let's say 90 days. Art
Member

bstanley

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Re: Ricoh 4PPM Wide Format Poll "YOUR INPUT IS NEEEDED"

fisher ·
I'm lucky enough to have Ricoh, Oce' and KIP (via Kyocera) available. It shouldn't be too difficult to sell the value of the Ricoh over Oce or KIP....Its just a much much better product.
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Re: New Rep needs encouragement

JasonR ·
quote: Originally posted by Emie_gran: I've been selling MFP's for 9 months. Just 3 more months and you can apply for a Medical sales position! quote: Did I mention I'm the only sales rep at my location. "Achieved #1 sales rep in my region for 12 straight months"
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MPS Suite Webinar

Art Post (Guest) ·
Facilities Manager with the powerful printing management functions of Print Audit Analysis, Rules, Recovery, Embedded and Secure. With the Suite, dealers can not only optimize their printer fleets but also implement a variety of tools that will significantly reduce their customer’s printing costs by giving them complete control over how their printers are used. To sign up for the webinar, please visit: http://www.printaudit.com/mpswebinar Thanks, ------------- Trevor Hofer Marketing Manager
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Leading Business Process Outsourcer Extends Its Use of Kofax Software

Art Post (Guest) ·
business critical information arising in paper, fax and electronic formats in a more accurate, timely and cost effective manner. These solutions provide a rapid return on investment to thousands of customers in banking, insurance, government, business process outsourcing and other markets. Kofax delivers these solutions through its own sales and service organization, and a global network of more than 800 authorized partners in more than 70 countries throughout the Americas, EMEA and Asia Pacific
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Pitney Bowes White Paper Offers Insight and Tips on Improving Document Capture and Pr

Art Post (Guest) ·
and faxes that need to be captured and transformed for entry into business processes,” said Scot Laudicina, practice principal, Managed Mail & DPS, Pitney Bowes Management Services. “It is essential to businesses of all sizes to capture that data and link it to their business processes quickly and efficiently. For example, a claim that is received by mail at an insurance company needs to be converted into data and entered into the company’s claim processing system for resolution. The faster and
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Xerox Beats Ikon

Art Post (Guest) ·
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Re: Kodak & Possible Buyers?

SoTxPrintGuy ·
If you would have asked me a year ago, I would have probably said "RICOH". Not so sure now, but they IKON/RBS do have a working relationship allowing them to sell the NexPress. I do think KM would be a good choice.
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Re: Kodak & Possible Buyers?

Art Post (Guest) ·
Legg Mason’s Bill Miller has been a long-time owner and defender of Eastman Kodak. Now, even he’s abandoning ship. As Deal Journal colleague Dana Mattioli is reporting, Legg Mason Capital Management sold all of its Kodak stock. She reports: “Legg Mason sold some 11 million shares in the Rochester, N.Y.-based imaging company in the third quarter and the remaining 7.9 million shares last month. Earlier this year, it owned 32 million shares.” As of the end of June, Mr. Miller’s Legg Mason Capital
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Re: Billing For Banner Length Prints

JasonR ·
My understanding is that the MFP "clicks" every time it measures X length (based on single/double click) pass the registration roller. That being the case, the banner would charge for whatever length passes, so (assuming single click 11x17) if you print a 34" banner, the MFP will click 2 times. Interestingly, if you print a 42 inch banner, the meter should click 2.47 times. Those fractions aren't visible, but the technician I spoke with assured me the machine remembers them and adds them up

Re: New Rep needs encouragement

Emie_gran ·
great responses! To answer a few questions. When I first started in Jan the comp plan only paid after you reached a certain percentage of profit dollars. I have a background in advertising sales and was used to being paid on revenue dollars and got between 8-10% on each deal. Sales manager sold me on the 36% commission. I'm thinking wow this is a great opportunity to make some serious money. I get on board and two months later I get my commission report I'm in shock. No commission. Then I start
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Re: MPS Suite Webinar

Art Post (Guest) ·
I'll be in on this webinar, this webinar is for P4P Members only, please take the time to attend. Print Audit does an awesome job supporting the P4P Hotel, please return the favor and learn some awesome MPS applications!
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Re: Consolidated Graphics Purchases KODAK PROSPER 5000XL Press

Art Post (Guest) ·
Gesh, is CGI not keeping up to date with what's going on with Kodak??
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Re: Ricoh 4PPM Wide Format Poll "YOUR INPUT IS NEEEDED"

JasonR ·
We are a Ricoh and Océ dealer as well, and position the Ricoh as more of a "bargain" with the Océ being the "premium" brand. (luckily for us, that means we sell much more Océ than Ricoh) IF I had KIP as well (I envy that), our positioning might be different.
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Re: Rumor has it.....

daninsun ·
here are the folks left standing
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Re: Sharp MX-2310U/MX4111N

Kiwispike ·
Ended up losing this one to Ricoh! Thank you for all your help guys never the less.
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Manage Widgets On Search Pages
 
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This Week in the Copier Industry 5 Years Ago

This Week in the Copier Industry 5 Years Ago

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This Week in the Copier Industry 5 Years Ago

Second Week of November 2016

Last week I wrote about some of the items I've gotten really, really good at in my 41 years of selling office technology.  One thing that I always kid around with my wife is that I've become a master of counting pennies, in fact I'm an expert in counting, multiplying or dividing milles of pennies in my head.  Yup still amazes me since I hated math in school!

Enjoy These Great Copier Threads from 5 Years Ago

57 Days of Selling "Day 26"

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where the Samsung and Canon have "superior" specs is nothing more than an old sales gimmick. Yes, the Samsung print engine is rated 5 pages more a minute, but the modeling is done with a controlled test document, with an optimized network. Real print times should be measured when a document is printed from MS Word, MS Excel or .pdf documents. It's not about the speed of the engine but more about how the engine can process (rip) files from different MS applications. The same holds true for scanning
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Graphtech Ignites its Printing Future with Installation of the Canon imagePRESS C700 and Canon imagePRESS C8000VP Color Digital Presses

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Graphtech Ignites its Printing Future with Installation of the Canon imagePRESS C700 and Canon imagePRESS C8000VP Color Digital Presses MELVILLE, N.Y. , Nov. 8, 2016 /PRNewswire/ --Canon Solutions America, Inc., a wholly owned subsidiary of Canon U.S.A. , Inc., today announced that Graphtech , a premier commercial printer and marketing services provider, has installed the Canon imagePRESS C700 and Canon imagePRESS C8000VP in an effort to build on its reputation as one of Central
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Sharp Awarded Fourth Consecutive National Joint Powers Alliance Contract for Procurement of Multi-Function Printers and Display Products

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Nov 08, 2016, 09:00 ET Share this article MAHWAH, N.J. , Nov. 8, 2016 /PRNewswire/ --Sharp Imaging and Information Company of America, a division of Sharp Electronics Corporation (SEC), has been awarded a National Joint Power Alliance (NJPA) contract for procurement of "Multi-Function Copiers, Printers and Equipment Applicable to Scanned Data and Management, Image Duplicating and Related Solutions, Accessories, Supplies and Services." The contract award includes Sharp's full line of multi
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3 Things I Learned As A Major Account Copier Rep On The Streets Of Los Angeles

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. Where do you start? When thinking about what it takes as a major account copier sales rep to formulate a winning sales strategy, a good starting point to remember is you are dealing with a complex buying environment. Multiple decision-makers and influencers are involved, the needs and issues are multi-layered, multi-faceted and often times conflicting. The solution configuration and implementation management is likely to be complex and sophisticated. SHARPEN IT, DEEPEN IT AND BROADEN IT As a major
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57 Days of Selling "Day 28"

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account. The specs on that device are awesome, however when you look at some the MS Word productivity print times, my A3 Ricoh is blowing that device away. I'm involved with a "bean counter" and that bean counter does not understand value, nor productivity, only price. How the frack can I compete with .039 for color and .0067 for black? The answer is I can't. I've got to find another way, and that way was to research the crap out of that device. BTW, Jason and John, thanx for the help. (Jason and
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Ingram Micro Expands Subscription Services with New Managed Print Complete Service Bundle

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the U.S. Available now, Ingram Micro's Managed Print Complete (MPC) program allows channel partners to offer top-line single or multi-function printers, toner and an extended warranty for a fixed monthly subscription. The as-a-service subscription offer sells as a flexible program whereby the customer can refresh and renew the service at any time, or purchase the printer at the end of the subscription term. A recent survey fielded by Ingram Micro notes 65 percent of SMB channel partners polled
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57 Days of Selling "Day 27"

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My bad, I missed yesterdays post, because I didn't get home from workuntil 9:30PM. Thursday morning was a long one. I made sure that I arrived at the office before 7AM, because I had to prepare and research some data for an existing customer. This existing client had been laying fallow in our CRM since the last sales person exited our company. I can even remember if that sales person resigned or received the boot. Thus, I wanted to make sure I was familiar with the existing equipment. I did not
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57 Days of Selling "Day 25"

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forward with the order. In most cases this topic will flush out what the clients buying time is. In sales we understand that we need to know the clients buying time, however I find that telling the client my selling time has helped me close more orders when I need to have them. Thus, I'm creating that sense of urgency. Oh Crap, Trump picked for North Carolina, it's getting exciting! In addition to receiving more than 30 emails and sending more than 35 emails today, I was also able to finish up my
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Compass Sales Solutions Announces Newly Redesigned Intelligent Device Mapper Interface!

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Compass Sales Solutions Announces Newly Redesigned Intelligent Device Mapper Interface! Boise, ID (November 2016) – Compass Sales Solutions, the industry leader in sales opportunity software, is proud to announce a new and enhanced look to the Intelligent Device Mapper (IDM). In addition to its newly redesigned and enhanced user interface and current capabilities, we have completed some overall maintenance to the product. This innovative application enables your Sales Team to securely and
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The 3-Minute Daily Routine That Vastly Improves Sales Voicemails

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In the past month, I’ve received around 60 voicemails from 20 salespeople. This was by design: I signed up for free trials, filled out forms, registered for webinars, and requested to speak to sales specialists so I could learn how reps at different companies and industries left voicemails. Despite the variety of products, verticals, and target markets, most salespeople left the exact same voicemail: Hi Aja, this is John from Company X. Uh, I’d love to talk to you about how [product] can help
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Dell Introduces Two New Color Smart Printers and New OpenManage Printer Essential Solution

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as banking institutions, schools and government offices. Dell’s new Color Smart printers are designed to drive workplace efficiency while being easy to use, quick, reliable and secure. Easy to use and reliable performance Both printers come with an adjustable five-inch capacitive touch screen control panel that tilts for easy viewing. Users can print up-to-date documents and forms in Microsoft SharePoint On-Premise folders with direct access from the printer for efficient printing and sharing or
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Need Help!! Up Against Samsung X7500GX

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Can anyone help me with info on this product? What's bad about the system, what's not working well? I have a list of questions: Does the system come with LAN Fax? If so, can faxes be forwarded to a folder or email address? What is the default file for forwarded faxes, .pdf, .tiff, jpeg? Can you set up a workflow scan button, meaning I press one button and the scan can route to multiple SMB folders, email addresses or fax numbers? Is the system capable of previewing scans on the GUI? Can the
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What's the weirdest place you've sold a copier to?

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So I am sure we all have funny stories of wild places we've sold machines to. I'd like to hear them. I just sold one today to a bookie at his house. I asked him what he used it for (before i knew) and he said I make copies about 18 weeks a year. I said for what and he said Jason you ask too many damn questions, but at least I have a new place to gamble and a nice commission on a used machine. I have also heard of one where the sales rep sold a porn store an MFP with a service agreement and he
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Re: 57 Days of Selling "Day 28"

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Art, I am enjoying your year end pursuit and sharing it with some new reps. Of course they know it all “if this guy has been in the business so long, whyyyyy does he have to work so hard and long” I tell them he has made over 4 million in this business over his career, and sure seems to be having fun with these basic but important principles. It seems to put some spring into their step. Keep up the good work. John Saramak LakeView, NY
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Couch Potato + NFL = Life & Sales Success!

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Couch Potato + NFL = Life Sales Success! By Marty Carson, Nov 8, 2016 12:22:51 PM Finally when I get yelled at for watching too much NFL I can say “honey this is work related and I’m taking notes!” Read more »
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Question about author's name metadata in scanned files

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Hi everyone, I'm an active Ricoh re-seller in Belgium. We have a customer who ask us the following. It'is a law firm who want to personalize the metadata of the scanned files. They have some MPC5503SP equipped with Equitrac. They want to have the name of the company in each scanned file as author's name. Does somebody have any experience in this kind of case ? Thanks a lot for your help. Regards, Stéphane
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Re: Ricoh MP 9000 & C811DN

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This is what I've been told. The U.S. requires manufacturers to maintain a complete parts inventory for 7 years past the last date that the product was sold new. The final date of assured parts availability is the date that Ricoh will no longer replenish parts that run out. "What this means to you, Mr. Customer, is that from this moment on, you are on borrowed time. Not all service calls need a part, not all parts will run out at the same time but when you need a part that we can no longer get
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Re: Need Help!! Up Against Samsung X7500GX

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Yes to all except #10 and #11.You will need to download one of the apps. https://printingapps.samsung.c...DAD279A25CA13DF94737 They are very solid machines and operate on a low CPC. Rather than comparing specs, functionality and price, I would recommend talking about the recent HP acquisition and how that may affect the availability of parts, toner, etc.
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Re: Ricoh MP 9000 & C811DN

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What does that mean to us or the customer. Last Day of Assured Parts availability?
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Re: Ricoh MP 9000 & C811DN

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I put this in my presentation! TY, you saved me quite a bit of time!
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Re: Ricoh MP 9000 & C811DN

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Glad I could help. We all have areas of expertise.
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Re: Ricoh MP 9000 & C811DN

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yes sir!
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Re: Need Help!! Up Against Samsung X7500GX

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Already gave the client the talk track of the HP purchase. Ty for this
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Re: Need Help!! Up Against Samsung X7500GX

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I don't see anything in the apps for scan2MS365
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Re: Question about author's name metadata in scanned files

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I'm pretty sure that can be accomplished with NSI Autostore (Nuance). They could pick their name from a list or an open form that they type their name in. http://www.nuance.com/for-busi...index.htm?ref=footer
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Re: Question about author's name metadata in scanned files

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Thanks Art Post for your answer. I'm also pretty sure it's possible with NSI. At first I wanted to be sure there is no embedded solution in the MFP. I wish you a nice day. Stéphane
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Re: Question about author's name metadata in scanned files

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The only thing you could do is install the OCR, and then turn on "auto naming" of the scanned file. as long as you had the corporate name in the first 140 characters of the scanned document. The file would then have that corp name or user name in naming convection of the file
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Re: Question about author's name metadata in scanned files

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Thanks for your help! I wish you a nice weekend.
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Re: What's the weirdest place you've sold a copier to?

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Jason, I changed the word system to copier, hope that's ok. I gotta give that one some thought, sure I'll have something for you
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Eagle Earns Cold Foil Process and Optimization Patent

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our money back. That was what sealed the deal for us and he was true to his word. The Eagle system has been rock solid for our production department… We now view cold foil from a whole new perspective and anticipate even greater rewards for both Marrs and our customers,” adds Scott Marrs, Vice President, Marrs Printing and Packaging . About Eagle Systems For more than 25 years, Eagle Systems has been the industry leader in the design and manufacture of foil application and print enhancement
Blog Post

Assessing Document Management’s Value

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over 350,000 taxable real estate, business and personal property accounts. The process in the Assessor’s Office begins when it receives deeds and other property documents from the County Clerk’s Office. These documents are sent electronically, then printed and evaluated to determine which documents need to be acted on. The Assessor’s Office reviews over 80,000 documents annually and usually moves about 12-15% of them through its own multi-step verification process. Some of the reasons for a
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Bemis Installs HP Indigo 20000 to Support Customers' Flexible Packaging Needs

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. Digital printing provides cost-effective short-run print capabilities, accelerates speed to market, provides customization opportunities, reduces cost across the customer supply chain and has image resolution that is superior to flexographic printing,” explains Brian Sturgill, VP of marketing for the Bemis Co. “We believe that digital printing has application opportunities across all the food, beverage and consumer markets we serve today, and HP has served as an invaluable advisor to help us
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PlumChoice Partners with D&H Distributing to Provide Expanded Cloud Services

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providing onboarding, migration and 24/7 post-sales support for Office 365 and EMS solutions. “We are excited to be partnering with DH Distributing and providing services that support the VARs and MSPs that they work with,” said Dave Hauser, general manager, cloud and managed services with PlumChoice. “SMBs moving to the cloud naturally have concerns regarding migration, security and on-going support. Combining DH’s customized services with PlumChoice’s cloud enablement services - which help drive
 
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Memoirs of a Copier Sales Person

The Race to Zero is Over

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I can't decide if this will be one of those longer blogs or maybe one of the shorter ones.  It's after 10PM and I just finished all of the P4P Hotel updates.

What I wanted to write about is my thoughts and ideas about what our industry calls the "Race to Zero".  I'm sure the phrase was coined sometime and some place long ago.  For the last 25 years we've used that phrase quite often to explain a brief explanation of the copier service business model.

It's my belief that the "race to zero" is over for those that want it to be over.  I heard a recent conversation about a bid for copiers/MFP's where the service and supply cost was at .002.  That dealer principal stated that they believed the dealer needed to win the bid because of decreased COVID revenue.

That previous statement sends a salvo to my message that the race to zero is now over.  However I'd like to point out my thoughts as to why I believe what I do.

1.  Inflation is now hovering around 5%.  Everything is going up, heck when my wife got back from the supermarket last week she told me a 1lb package of bacon was $10.  We all understand that everything is going up and why not increase our maintenance and service costs now, because we're going to need it very soon.

2. Our industry has a technician problem with aging techs (many are boomers and gen x).  Many of those younger techs are now leaving the industry because they are being offered jobs that pay more, have better benefits and they don't have to travel to multiple offices every day and may get exposed to Covid.  Our industry will need to increase our pay rate and benefits to offset the loss of existing techs and create some type of program to bring younger people into our industry. Which means we'll have to increase our pricing for copier/mfp products and services.

Just a thought here, maybe it's time to offer tiered service response time. We offer clients guaranteed service response times for x price for x amount of hours.  Two hour response is an extra $100 per month, 4 hours for $50, 6 hours our regular charge. 

3. Staying with the technician issue,  I believe that many of the dealerships that are not diversified will not weather the storm.  Decreased page volumes, increased inflation along with the loss of techs that can't be replaced will sound the alarm that many of these dealers will need to fish or cut bait.  Many will choose the later and cut the bait to sell what they have an get out while they can. Thus the need to increase our revenue to prepare for additional acquisitions.

4.  With the age of Covid mixed with another year of supply chain issues, clients that need print devices are not as concerned about cost per page (maintenance/supply agreements), nor the price of the device but are fixed on how soon can we get our device.  Thus there's an opportunity to increase prices as long as the dealer has the equipment available for both maintenance/supplies and GP margin.

5. Many clients in the last 18 months have experienced the ravages of COVID with our industry. There was a time when many clients were not in the office but there were many companies that were deemed as essential companies. Those essential were open and conducting business and having to work with many dealers that furloughed or laid off technicians.  Many of those techs never came back and many of the clients remember what they went through to get someone on-site in a timely manner.  Those essential clients became service/response sensitive and understood that there is a price to pay for better support.  Better service and support commands a premium for that business.

There will still be many dealers that will play in the Race to Zero as we move to the end of 2021 and into 2022 especially for RFPS and bids.

I believe everything has changed during the last 18 months, what was up is now down and what was down is now up. Dealers that are well financed, well endowed with faithful employees and offering diversified products will be able to write their own successes.

-=Good Selling=-

 
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MSP & MSSP & IT Industry Notes

IT, MSP & MSSP Industry Notes for November 1st 2021

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Sponsored by

November 1st, 2021

Arcoa Group

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

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

Kinetic Business Introduces Managed Network Security

  • Kinetic Business announced the availability of Managed Network Security
  • Service is offered as an on-premises or cloud-based firewall service
  • Kinetic by Windstream is a business unit of Windstream
  • Kinetic provides premium broadband, entertainment and security services

Verizon Business expands global managed services with Fortinet Secure SD WAN

  • Announced expansion of its global SD WAN offering w/ addition of Verizon Software Defined Secure Branch with Fortinet Secure SD WAN
  • According to the Verizon Business 2021 Data Breach Investigations Report
    • analyzes 29,207 quality incidents
    • 5,258 were confirmed breaches
    • phishing attacks increased by 11 percent
    • attacks using ransomware rose by 6 percent
    • 85 percent of breaches involved a human element
    • over 80 percent of breaches were discovered by external parties

LTI Becomes Microsoft Azure Expert Managed Services Provider

  • Larsen & Toubro Infotech Ltd. becomes a Microsoft Azure Expert Managed Services Provider
  • Recognition signifies LTI's expertise in Azure capabilities
  • Managed Services Provider (MSP) program is a global initiative launched by Microsoft
  • LTI is a global technology consulting and digital solutions Company helping more than 460 clients

Ricoh launches EHR integration

  • Launched “Smart Integration” into DrChrono EHR (electronic health records system)
  • Allows scanning from Ricoh MFP directly into DrChrono patient record
  • Pricing not announced

Microsoft to fix printing problems

  • Said in “late October” it will fix issues with new Windows 11 operating system including:
  • Prompt for administration credentials might pop up when print server and client are in different time zones
  • Installation of printer drivers failing on print servers accessed through HTTP
  • Printer properties defined on servers being ignored by clients

China’s invasion: US brands under Chinese control Lexmark

  • In 2016, Lexmark International agreed to sell to investors, including China-based Apex Technology, for $3.6 billion
  • Recent months, Lexmark announced it would help U.S. and European businesses produce devices that can be remotely monitored via loT
  • In 2019, the U.S. Department of Defense Inspector General (DODIG) criticized the Army and Air Force for the purchase of printers from Lexmark
  • China-based company was accused of having connections to the Chinese military and the country’s nuclear and cyber espionage programs, ZD Net reported

County Balks at IT Proposal

  • Boozel said the commissioners must trust staff recommendations. The current Xerox contact costs the county $196,456 and Toshiba's proposal totaled ..more here

Telappliant, today announces the acquisition of Connexions Group a leading Carlisle-based MSP

  • Acquisition of Connexions increases the Group’s capability within the SME space
  • Extending its headcount to over 100 employees
  • Connexions Group provides Managed IT & Telecommunication Systems, Network Services & Broadband, Networking & Cabling Infrastructures including Electrical Installations, Lighting, Testing and Certification, Managed Wireless On & Off Site Networking, CCTV, Security and Building Access Systems, Audio Visual, Public Address

Align recognised as Best Cybersecurity Provider in Hedgeweek US Awards

  • Voted as “Best Cybersecurity Provider” in the Hedgeweek US Awards 2021
  • Based on an online peer-review survey in which investors, hedge fund managers and service providers are invited to nominate a “best-in-class”

Valeo Networks Receives Private Debt Investment from Siebert Williams Shank & Co

  • Valeo Networks, receives significant private debt investment from Clear Vision Impact Fund
  • Clear Vision Impact Fund, a New York-based investment initiative sponsored by an affiliate of Siebert Williams Shank & Co., LLC
  • Funding will expand Valeo Networks' national reach and growth through strategic mergers and acquisitions (M&A)

InfoNetworks today announced a new and unique service called "Unified Technology Solution."

  • "Unified Technology Solution." Promoted as the answer to fill an existing void in the marketplace
  • Offers businesses managed IT services, complete network security, voice and telephony services, and connectivity via a complete package from a single provider

HP launches collaboration solutions

  • Launched “HP Presence” portfolio
  • Consisting of conferencing and collaboration solutions
  • “Meeting Space Solutions” is suite of bundled options with hardware and services for meeting spaces with user interaction and real-time analytics and cybersecurity
  • Arrived packaged in same box with step by step setup application
  • Intelligent room controls and Bang & Olufsen audio video bars
  • Satellite microphones and 4K camera
  • Room Assist feature to report missing chairs, dry markers, temp, etc.
  • Pricing not announced

Ricoh offers new version of solutions

  • Launched version 2.0 of its Ricoh Smart Integration (RSI) platform
  • Includes proprietary OCR (optical character recognition) technology
    • Automatically extracts data from scanned documents
    • Routes jobs to right plan in system, including automated naming
      convention, folder production and field population
  • Available in scalable, modular subscription model
  • Does not require embedded client
  • Browser integration with MFP’s scanning and printing functions
  • Device based license
  • Launches version 2.0 of “Current Technology”
  • Allow users to embed the most current security technologies
  • Enhanced fax and scanning features
  • Access to subscription based applications
  • Support for TLS 1.3 security standard
  • Support NTLM authentication
  • Updated error message terminology for fax reports
    • PDF format of fax transmission result email notification function
    • Improved address searchability when using LDAP server for scanning/fax
    • Available for entire Ricoh “IM” series of MFPs

Pulse Technology named to MSSP Alert's Top 250 MSSPs list for 2021

  • Has been named to the Top 250 MSSPs list for 2021, published by After Nines Inc
  • List and research identifies and honors the top MSSPs, managed detection and response (MDR) and Security Operations Center as a Service (SOCaaS) providers worldwide
  • Pulse Technology a technology company serving the IT, Managed Print Services and other needs of businesses throughout the Midwest

Lead for Break/Fix IT Services

Fraser Advanced Information Systems acquires managed services company

  • Fraser Advanced Information Systems announced acquisition of Warrington, Bucks County-based Aaxios Technologies
  • Aquisition of Aaxios Technologies strengthens our market position across the Delaware Valley as an expanding IT solutions provider to the small, mid-size and major account business community

Trustwave Sells PCI Compliance Business To Sysnet For $80M

  • Trustwave sold its legacy payment card industry compliance business to Sysnet Global Solutions for $80 million to double down on managed detection and response (MDR)
  • Chicago-based cybersecurity company said divesting its longstanding SecureTrust and FLEX divisions will allow Trustwave to focus more on the high-growth managed security services (MSS) portfolio


Cybersecurity

  • UF Health Central Florida of Leesburg, FL was sued by patients for negligence regarding a ransomware attack that exposed PHI or 700,000 patients
  • The U.S. Department of Treasury reports that it has identified 177 cryptocurrency wallets associated and used by the top 10 ransomware gangs
    • $5.2 billion in potential ransom payments transacted
    • Average ransomware payment of $102,273
  • The top ransomware operator, REvil of Russia, was shut down
    • Unknown entity hijacked the payment portal
  • The U.S. Treasury Department is reporting a 30% increase in ransomware attacks on the finance vertical
  • Phoenix Children’s Hospital in Arizona notified 368 employees that their PHI was inadvertently disclosed in an email error
  • Kemper Insurance, headquartered in Chicago, IL, plans on settling a lawsuit for $17.6 million regarding past data breaches that exposed info of 6.1 million customers
  • Apollo Career Center of Ohio notified an unknown number of students that their info was exposed after ransomware attack
  • McAfee Security announced it found security vulnerability in Netop Vision Prop Education Software, that is used by 3 million teachers in 9,000 school systems in the U.S., that exposes info on students
  • Public School and Education Employee Retirement Systems of Missouri notified 349,246 employees that their info was exposed during data leak
  • Ferrara Candy Corp. of Illinois notified an unknown number of customers that their info was exposed during recent ransomware attack.
  • Stephen Defiore of Florida was sentenced to 3 months probation, $77,417.50 fine after pleading guilty to receiving $2325 in bribes for altering security features of smartphones.
  • GetApp’s 2021 Data Security Report states that ransomware attacks are up 25% year over year.
    • 33% of organizations have no incident response plan
    • 23% have no process in place to report cyberattack
    • Users clicking phishing links up 14%
  • Lewisville Independent School District of Denton, Texas reports that it is hit with 16 million malicious email threat messages so far in 2021
  • The U.S government listed the top types of ransomware hitting healthcare vertical:
    • Hive
    • Vice Society
    • Conti
    • REvil/Sodinokibi
    • Pysa
    • Grove
    • Ryuk
    • CL0P
  • The Fin7 ransomware gang is now recruiting employees under the name Bastion Secure
    • Trying to trick workers into thinking they are applying to a legitimate firm that sells cybersecurity solutions
  • SkyWest Airlines, headquartered in Utah, cancelled 1200 flights in 2 days due to a “5 hourn system outage” that may have been caused by cybersecurity incident
  • University Hospital of Newark, New Jersey notified 9,329 patients that their PHI was exposed after info was illegally accessed by a former employee
  • Accenture Corp. reported that it was hit by LockBit ransomware, and refused to pay the $50 million ransom demand, and may impact info of 2,000 customers
  • Justin Sean Johnson was sentenced to 7 years in prison for hacking into University of Pittsburgh Medical Center and stealing PHI of 65,000 people
  • PracticeMax Software of Scottsdale, AZ, notified two of its customers, Anthem Insurance and Humana Insurance, that some of their customers may have had their PHI exposed after the software company was hit by ransomware attack
  • UMass Memorial Health of Worcester, Mass, notified 3,099 patients that their PHI was exposed after email phishing attack

 
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This Week in the Copier Industry 5 Years Ago

This Week in the Copier Industry 5 Years Ago

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This Week in the Copier Industry 5 Years Ago

First Week of November 2016

Friday night I had the opportunity to record a "Better Call Art" with Kevin Hoverman and one of the talk tracks we engaged for a couple of minutes was about our tenure and what we go really good at besides copiers.  My first thought was that I've become an expert at reading documents that are up side down.  The ability to read up side down helped in closing many deals! What else did you get really good at besides being the copier professional?

Enjoy My Amazing Copier Threads from Five Years Ago

Leading Canadian Natural Supplement Manufacturer Installs First Ground-Breaking Konica ...

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manufacturing and ongoing consumer education play a key part in its processes. Looking to find a solution to support easier prototyping of test products, improve quality control and flexibility to make changes faster, AOR turned to Konica Minolta. "We needed the ability to print 50 or 50,000 labels of any type and not worry about production costs or timelines," said AOR. "Most of the solutions we saw in the market were either niche printing systems that offered no savings over third parties, or
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All in Print China 2016: Record Visitor & Exhibitor Participation

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high participation of overseas buyers and the overall visitor quality and expertise. All in Print China 2016 was held in five indoor and six outdoor halls, covering seven themes: digital pre-printing, integrated printing, package post-printing, label industry and flexography as well as the Innovative Materials Pavilion and the Innovation Factory special exhibit. In the field of digital printing, many international and domestic brands including Fuji Xerox, Ricoh, Konica Minolta, Screen, Epson
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New EFI Fiery for Xerox Color C60/C70 Printers Boost Performance and Productivity

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NEWS -- FOR IMMEDIATE RELEASE New EFI Fiery DFEs for Xerox Color C60/C70 Printers Boost Color, Performance and Productivity FREMONT, California -- November 3, 2016 – Electronics For Imaging, Inc. Nasdaq:EFII) today announced the availability of two new EFI™ Fiery® digital front ends (DFE) for the updated Xerox® Color C60/C70 Printer. In addition to delivering proven Fiery performance, outstanding color, industry-leading usability, and seamless integration, the newest-version Xerox EX and
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Ricoh Unifies Interactive Whiteboard and Video Conferencing in New Collaborative, Portable Package

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. The RICOH D2200 combines the benefits of precise touch control and a brilliant LCD screen with the power of organizations’ existing applications and platforms. Leveraging Ricoh’s Workstyle Innovation Technology , users can also share their work wirelessly with larger groups in conference rooms and auditoriums without compromising dynamic interactive features. The RICOH D2200 connects to tablets and smartphones, along with Ricoh Business Projection Systems and printers, via the RICOH Smart
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IDC MarketScape again names Ricoh a global leader in high-speed inkjet

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MALVERN, Pa. , Oct. 27, 2016 / PRNewswire / -- Ricoh today announced that a new IDC MarketScape names the company a global leader in high-speed inkjet. Its InfoPrint 5000 and its RICOH Pro VC60000 production print platforms have served as the foundation for a massive global footprint bolstered significantly by Ricoh's proven software and its services strategy. The IDC MarketScape: Worldwide High-Speed Inkjet Press 2016 Vendor Assessment* highlights this foundation, and support for a wide
Blog Post

57 Days of Selling "Day 21"

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. More on that in a bit. One of the items I mentioned to the newbie aka rookie in the office is that I try to limit creating proposals. I would rather write up the lease, maintenance agreement and sales order in advance. Then highlight all of the signature areas and tag those highlighted areas with little green "sign here" stickers. I'm thinking the little green "sign here" stickers gets my point across. I've even presented up three sets of closing documents if I'm presenting multiple
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Roland DGA Announces Launch of New METAZA MPX-95 Photo Impact Printer

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IRVINE, Calif. , Nov. 2, 2016 /PRNewswire/ -- Roland DGA Corporation, a leading provider of digital fabrication tools including 3D milling machines, 3D printers and engraving machines, has announced the launch of a new photo impact printer – the METAZA MPX-95 . With its diamond stylus and powerful impact force, the MPX-95 can add custom text, data and images with photographic detail onto a wide variety of hard metals, such as stainless steel, iron, titanium and platinum, as well as softer
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Sharp Introduces Pantone® Color Matching For 10 New MFP Models

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MAHWAH, N.J. , Nov. 3, 2016 /PRNewswire/ --Sharp Imaging and Information Company of America, a division of Sharp Electronics Corporation (SEC), announced that all 10 models in its Color Advanced and Essentials Series multifunction printer (MFP) line, ranging in speed from 30 – 60 pages per minute (ppm), now support Pantone color matching. Together with its high-speed office and light production lineup, with speeds of 62 – 75 ppm, Sharp now has 14 multifunction printer models that are Pantone
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57 Days of Selling "Day 22"

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this, "ok, I'll research these items for you and I'll call you to schedule another appointment". So, WTF does that leave you, especially if you can't get a hold of them for a week or maybe two weeks. Right, you leave with nothing!You then hope that you can schedule that next appointment on the first call. Leave nothing to chance, make your own way and control your own sales destiny. By the time I left it was somewhere around 4PM and that meant stupid traffic on the way back to the office. So
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3 Things Sales Rep Must Use To Avoid Sounding Like Another Sales Monkey On The Phone

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? How are they positioned to handle these concerns? Who are the key company decision makers? How can I help? Position yourself as the expert. Quality pre-call planning is one key to success and survival in a highly competitive sales environment. Business Acumen I am a firm believer business people buy from business people; not just sales people. Think about this for a second... According to a Forrester report, "only27% of buyers find that salespeople are knowledgeable about the buyer's specific
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57 Days of Selling "Day 23"

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I'm not going to get into a lot of details, because there was not much going on for Friday. I had two stops and one appointment scheduled for the day. The stops were due to some issues with one clientabout supplies and another client with mobile printing. I could have handled one of them on the phone, but I wanted to get in from of the client fort two reasons. One is that mobile print tends to be a little tricky and I wanted to make sure I asked for a referral in person rather than over the
Blog Post

57 Days of Selling "Day 20"

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Geesh, it's day twenty already! Can't believe I've done this for twenty work days in a row. Everyday I try to add something in the daily blogthat I can share with others, after thirty six years of selling down the street, I have a few more than the average bear. I'll try and figure that tip out later in this blog. My first appointment was at 9AM, and thank goodness for that, I was able to work from the home office until 8:30AM. The appointment was to discuss and review a proposal for a wide
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Sharp posts another loss on phone screen struggles

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prices for smartphone screens. Foxconn appointed Tai Jeng-wu as chief executive, tasking him with a turnaround. Sharp's operating profit for the period fell to Y2.5 billion from Y3.5 billion the previous year. For the fiscal year ending March, Sharp projected a net loss of Y41.8 billion and an operating profit of Y25.7 billion on revenues of Y2.0 trillion ($19.08 billion). more here
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Xerox Technology Business President Jeff Jacobson to Deliver Keynote Address at EFI Connect 2017

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in 2009. Previously, Jacobson was chief operating officer of Eastman Kodak Company's Graphic Communications Group. He also served for five years as CEO of Kodak Polychrome Graphics. A long-time supporter of EFI Connect, Xerox is once again a Platinum Sponsor of the event. Xerox customers benefit from several advanced technology integrations available with EFI Fiery® digital front ends (DFEs) used to drive Xerox multifunction printers and digital production presses. “We are delighted that Jeff
Topic Premium

Lead for Fleet of Zebra Printers in Nevada

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Zebra ZQ520 Thermal Printers (17 pages) Solicitation No. 8505 Region Nevada Agency State Government of Nevada Due Date Nov 14, 2016 Source http://purchasing.nv.gov/ solicitations/ ID Type Posted Opening Date Opening Time Description Status Procurement Staff Member View Documents
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Re: Leading Canadian Natural Supplement Manufacturer Installs First Ground-Breaking Konica ...

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I saw this beast at Graph Expo, the system was slick, also has MSRP of either $199 or $299K, can't remember
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How To Stop Talking About Innovation and Finally Do It

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How To Stop Talking About Innovation and Finally Do It By West McDonald, Nov 1, 2016 10:01:32 AM We all talk about innovation and disruption but few of us actually do anything about it. Sometimes we say we don’t need to Innovate, we just need to hunker down and be better at what we already do. That’s okay. Sometimes. But other times we know it’s not okay and that we need to innovate to survive and thrive. The problem: few know the secrets to successfully move thoughts about innovation into...
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OpenText Release 16 EP1 Enables Digital Transformation for Engagement to Insight ™

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, regional and international information governance standards. OpenText Fax2Mail for Healthcare: The only cloud-based fax solution built specifically for healthcare, the solution allows healthcare providers to focus on patients by digitizing document workflows, including sending patient documents for review, records requests, processing referrals and transitions of care. OpenText Engineering Document Management : Providing engineers and supporting teams with a secure, collaborative web-based environment
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Intellinetics Launches IntelliCloud University for Its Reseller Network

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is the backbone of a new social network of sales professionals and imaging channel leaders committed growing their business with IntelliCloud." Intellicloud University was created to satisfy dealer requests to help their salespeople seamlessly add IntelliCloud alongside their core offerings. Within three hours, a salesperson is coached to spot a workflow sales opportunity, engage the prospect, and position a compelling value proposition with the presentation tools and sales coaching provided
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Panasonic to Offer Managed Capture Services Featuring easy.foward From Scan Optics

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scanner hardware and easy.forward™ software from Scan-Optics, enables the capture, classification, storage and retrieval of documents using browsers, scanners, multifunction printers (MFPs) and mobile devices. “Organizations want to access their vital data quickly and easily, which is not possible if documents are scattered about in file cabinets, servers and emails. We’ve made that simple with easy.forward™ software,” said Scan-Optics’ CEO, Warren Fisher. “We are extremely pleased to be
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OKI brings ‘smart’ to the desktop and within reach of every business

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Egham, 3rd November 2016 – OKI Europe Ltd has extended its successful smart printer portfolio by bringing smart functionality to the desktop and within reach of every size and type of business. OKI’s open platform sXP (smart Extendable Platform) ensures easy integration with third-party software enabling new print/copy/scan workflows to increase efficiency and productivity by reducing time-consuming and costly paper processes. C542dn “OKI’s smart printers enable every business to maximise
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BTA Managed Services Workshop Scheduled for Dec. 7-8

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For Immediate Release For More Information Contact: Nov. 4, 2016 Brent Hoskins Executive Director Business Technology Association (816) 303-4040 BTA Managed Services Workshop Scheduled for Dec. 7-8 Workshop includes data critical success factors from the Managed Services Business Model 2.0 Kansas City, MO — Are your managed IT services sales numbers not meeting expectations? Are you looking for tools that deliver results instead of just hearing more about what you should be doing? Have
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Re: Ricoh Unifies Interactive Whiteboard and Video Conferencing in New Collaborative, Portable Package

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Great addition to the existing portfolio of the big IWB's D5510, D6500, D8400 For those, we have Cardreader-Brackets available to 'sign-in' to the IWB. IWB Cardreader Bracket for D5510, D6500, D8400
Member

Topic

IntelliChief ECM Introducing New Oracle System Capabilities

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Oracle solutions, including JD Edwards EnterpriseOne and JD Edwards World, PeopleSoft and Oracle E-Business Suite. Linking connectivity as an option to coding, amongst these and departmental business systems, will be highlighted. Common areas of ECM use include Accounting (both Accounts Payable and Accounts Receivable), Finance, Customer Service, Human Resources, Legal, Logistics/Distribution, Operations and other paper and process-intensive departments, supporting time and cost savings
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Tigerpaw 16.1 Adds Project Management & Much More

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quote to a project Create or add a service order quote to a project Generate more sales and cost information detail on a project Add support for sub-phases in a project phase and establish dependencies Set up additional workflow notifications on project phases, checklists and tasks Expand or move the scope of work field as a separate tab on a project Add project-type field to projects Merging Quotes Merge multiple quotes for an account into a matrix in and create a single, unified quote Walk
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The Future Through the Eyes of a Gen Z

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The Future Through the Eyes of a Gen Z By Lucas McDonald, Nov 3, 2016 11:17:54 AM Today is “take-your-kids-to-work-day”, or as my Dad sees it “make-your-kids-work-day.” He asked me to write an article on my views of printing, but I have no honest interest in it. He says the printing industry isn't going to be gone anytime soon which, in truth, means very little to me. I’m more interested in the technologies used in the industry. As a Gen Z, I was practically born with technology in my hands
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Managed IT Services Leader Publishes E-Book Detailing 10 Common Network Management Mistakes

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at http://www.nsiserv.com . About NSI NSI was built nearly three decades ago with a simple goal to help our clients succeed. We are laser-focused on delivering the right solution, 100 percent of the time, and support more than 1,500 clients located throughout the Northeast. NSI lets you focus on running your business while we focus on managing and maintaining your technology. We do this simply and affordably by providing service onsite and remotely, along with selling and supporting a full
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Time Travel Sunday Is Coming Up

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some point, haven’t we all wanted to go back in time for one reason or another? It’s too bad that the most we can do this Sunday is relive an hour of sleep. But it’s still a cool concept. Dreaming of time travel and all its possibilities is a fun distraction, but distractions don’t add up to sales, do they? And if you can’t travel back in time, you have to make sure you’re using the time you’ve got as wisely as you can. One of my favorite tips that I still use is to spend the last 10 minutes of
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Re: Ricoh Flex Credits?

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Does anyone have the updated Ricoh Flex Credit values/products? Would really appreciate it if anyone could share them. - Jake
 
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Sales Professionals Take The Road Less Traveled, What About You?

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“The Only Person You Are Destined To Become Is The Person You Decide To Be.”
Ralph Waldo Emerson

The road less traveled... means the choices we make in life are unfamiliar and uncertain.

It refers to a choice that leads someone to choose an indifferent approach, a new path in life or to start a new trend. It's about the choices we have never experienced.

At the end of Selling from the Heart, I leave you with my favorite poem by Robert Frost, "The Road Not Taken",

To set this up, let's look at the ending of the poem...

I shall be telling this with a sigh

Somewhere ages and ages hence:

Two roads diverged in a wood, and I—

I took the one less traveled by,

And that has made all the difference.

In the poem, there is someone standing in a yellow wood with two distinct paths before them. They look and think about both paths and finally choose to take the one less traveled. Thus, they prefer experiencing something new without worrying about the consequences.

What sales road are you taking?

I believe sometimes we need to take a diversion from the conventional road to sales success.

Following all the other salespeople, or the same old sales routes may not lead you to new destinations, new experiences, new opportunities or new clients. Even if it makes you nervous, you must step out of your comfort zone and take a trip of discovery.

I believe sales professionals are entrepreneurs. Allow this quote to sink in for a moment...

"Entrepreneurs pay the price of a road less traveled, while everyone else takes the freeway and perpetually misses their own exit."
Ryan Lilly

My coach and mentor, Dave Sanderson, has been coaching me on creating my own flight plan.

Are you creating your own flight plan or are you traveling down the same road as all the other salespeople because it is safe?

THE ROAD YOU PAVE STARTS WITH BEING GENUINE

In a red sales ocean filled with sales sharks and empty suits, being genuine is a huge way to stand out. Be real, be sincere and be honest. Let's all agree, most of your clients and future clients can sniff out B.S. conversely, they know when you're being yourself.

Would you agree people will respond favorably and will come back to you repeatedly when they see you as being real, instead of the prototypical sales rep?

Being genuine is a rare quality. Today's world is full of sales phonies, social media hype and virtual fake sales personas.

Sales chest puffing runs amuck inside a sales world full of empty suits.

Those who are genuine in sales, search for and discover their own unique way of pursuing their passions and purpose.

Often, they forge an entirely new path to get to their destination.

It's about what they think and say that makes them who they are. It's what they do and how they view themselves within the sales world.

A genuine sales professional is guided by an internal compass, meaning they don't follow the conventional or typical routes others take to achieve their goals.

THE ROAD CONTINUES WITH...

Genuine sales professionals forge their own sales path.

BEING REAL

In a business world full of empty suits and sales facades, being real and transparent is completely nonnegotiable. I believe without this one can be labeled a commodity.

I sincerely believe transparency and being real:

  • Creates the foundational layers of trust
  • Creates a strong positive relationship where you can build loyalty
Without loyalty, you're a commodity

Transparency and being real is intentionally baring your soul by showing the true version of yourself. Many in sales have lost their identity do to fear of rejection, lack of self-confidence, a broken sales heart, or lack of fulfillment.

Being real, being genuine, being authentic... isn't this what your clients crave?

Genuine sales professionals know who they are. They don’t masquerade around as someone they’re not. They're willing to let down their guard and let their clients see it.

When we’re looking to build our personal relationships, we want to learn and grow from people of values. We identify and relate to people who are honest, trustworthy and kind.

Phoniness is a characteristic that can be sensed from miles away.

Being a sales phony is no way to fill your sales funnel

BEING TRUE TO WHO YOU ARE

“Be yourself, everyone else is already taken.”
Oscar Wilde

Think about what it means to be true to yourself.

Isn't it about integrity, beliefs, personal values, honesty, sincerity, authenticity, living by what is and what is not acceptable to you, morals, ethics, right and wrong, honor, no falsehood, truth...? Now... how many of these words would people associate with the sales world?

Those who absorb what it means to sell from the heart, live by a code of morals and values.

Being true to yourself is fundamental to living a life full of integrity.

It's your moral duty to live up to your obligations and fulfill them, this becomes your character and your brand.

BEING VULNERABLE

Hey sales world... there's nothing more honest and courageous than accepting vulnerability, embracing it and acting from it.

Vulnerability is the driving force of connection. It’s about being brave and tender. It’s nearly impossible to connect without it. We live for it in our personal lives so what prevents us from doing this in our professional lives?

Why have so many turned vulnerability into a sales weakness?

Without vulnerability relationships struggle. Without vulnerability how will your client relationships flourish?

Embrace vulnerability as your sales career will flourish.

Vulnerability is key to connecting with your clients. It's having the courage to open up who you are to another human. It’s saying with comfortable confidence, "This is who I am!"

You will struggle to sell from the heart if you can't receive from your heart

BEING CARING

"If you truly care about your clients, then they’ll care about you"

In an environment that is becoming increasingly competitive, you must focus on building meaningful relationships with your clients.

  • You must become genuinely interested in their business
  • You must truly connect with meaning
  • You must be genuine and curious
  • You must genuinely give a rip

Think of the following relationship equation with every one of your clients.

(E + E) x C x C = Meaningful Relationship

Create your new relational road to sales success through engagement, excitement, conversation and caring... Watch what happens next. Will you take the sales road less traveled?

No alt text provided for this image

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

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.

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

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 and Selling from the heart inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.

 
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This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago

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This Week in the Copier Industry 10 Years Ago

First Week of November 2011

Last night I had the opportunity to record a "Better Call Art" with Kevin Hoverman and one of the talk tracks we engaged for a couple of minutes was about our tenure and what we go really good at besides copiers.  My first thought was that I've also an expert at counting pennies and tenths of pennies in my head. Personally I think it's pretty awesome to quote a price on the spot is the client wants to know the price for 240K of pages at .0075 per page.

What else did you get really good at besides being the copier professional?

Enjoy These Wonderful Copier Threads from Ten Years Ago This Week!

EFI Eliminates the Barriers to Enterprise Mobile Printing with PrintMe Mobile

Art Post (Guest) ·
releases the file with a retrieval code. The user controls when and where the file is printed so personnel, financial or other sensitive documents don't sit in the printer tray unattended. PrintMe Mobile is built on proven EFI technologies. EFI first introduced a direct-to-print feature for Apple iPad and iPhones on its Fiery Driven™ printers and multifunction peripherals (MFPs) from Canon, Konica Minolta, Kyocera Mita, Ricoh and Xerox. EFI PrintMe, a cloud-based printing service, launched 10 years
Member

Mark Fl
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Canon U.S.A. Announces Availability of Mobile Print Solution for imageRUNNER ADVANCE

Art Post (Guest) ·
for enterprise printing, EFI has been at the forefront of the industry in working with partners such as Canon to deliver new technology solutions. The release of EFI PrintMe further demonstrates our commitment to adding value to our partners' solutions." The EFI PrintMe solution accommodates mobile professionals who need to remotely print their documents stored in EFI's PrintMe Service and fulfills the need for a convenient easy-to-use mobile printing solution. For more information about Canon's
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Australia’s Signature Software named the first member of the Fuji Xerox Printer Chann

Art Post (Guest) ·
Photizo Asia Pacific MPS Conference, Sydney, AUSTRALIA, 1 November 2011: Fuji Xerox Printer Channel has announced the launch of its Certified Alliance Partner Program, signing Signature Software, the leading Australian provider of business management software solutions for the Managed Services Channels, as its first Platform Partner. The Certified Alliance Partner Program has been developed in response to increasing demand from channel partners for MPS solutions which integrate with existing
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Mosaic Business Solutions Named a Xerox Peak Elite Partner

Art Post (Guest) ·
3.0 Certification in Print Management. Mosaic completed the PagePack 3.0 Certification after attending the course in Chicago on October 5, 2011. The Xerox Peak Elite Partner Program is designed to distinguish Xerox partners who go above and beyond in sales and customer service. Xerox Peak Elite Partners are given special rebates, promotions, sales materials, new-product training, market development funds and customized quarterly marketing campaigns. In addition, Peak Elite Partners have access
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Ricoh SPC431DN not printing

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Hello all, Here is the issue. I have a SPC430DN that I can ping, pull up the web page and for all intents and purposes appears to be on the network. However, when the user sends any print job, even a test page, the data light blinks twice and nothing happens. It is not set for locked print, hold print or sample print. We are using the PCL 6 driver and a static TCP/IP address. It was working fine until this morning and just would not print. At installation 3 1/2 months ago it did the same thing
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Yesterday, Ricoh announced a new District field structure for our direct channel

Art Post (Guest) ·
print portfolio, and the ongoing development of the ChaMPS program for our dealers to leverage Ricoh’s services resources. To further integrate and align our direct channel for growth and services, we are introducing a new streamlined District field structure in the U.S. for our direct channel with 10 geographic Districts, which replaces our former Region and Area structure. Under this new District model, District Vice Presidents (DVPs) will drive our sales execution in the field, supported by a
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Ricoh adding 70 jobs in Lawrenceville

Art Post (Guest) ·
revitalize Gwinnett Follow this company .reported Tuesday. Ricoh makes digital copiers, peripherals, printed circuit boards, SecureFax machines, thermal media, toner, parts, recycled toner cartridges, and customer-configured products at facilities in Orange County, California, and Lawrenceville. “This expansion of our thermal media operations enhances our capability to meet our customers’ increasing demands and expectations for high-quality products and affirms our commitment to investing for the
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Solimar Systems Named a Xerox Partner of the Year

Art Post (Guest) ·
Xerox Recognizes Solimar as the Outstanding Customer First/Service Support Partner of the Year TAMPA, FL, October 13, 2011 - Solimar Systems, Inc. was named a 2010 Business Innovation Partner of the Year by Xerox Corporation's Global Business Group for its continued contribution to Xerox, its customers and the printing industry. Xerox recognized Solimar as an award-winning partner for its excellence in delivering outstanding customer service and support. Left to right: Arnold Hackett, VP Xerox
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Océ Executive Presents Security Printing Technologies for Digital Press Applications

Art Post (Guest) ·
Océ Executive Presents Security Printing Technologies for Digital Press Applications at IMI Conference Guy Broadhurst offers insights into extending data security into the printing process TRUMBULL, CONN. November 3, 2011 – Océ, a Canon Group company and an international leader in digital document management, announced that Guy Broadhurst, Vice President of New Technologies and Client Development, Océ North America Production Printing Systems division, will present at the IMI 2011 Security
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Re: Rumor has it.....

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key growth strategy, including a focus on IT Services, expansion of our production print portfolio, and the ongoing development of the ChaMPS program for our dealers to leverage Ricoh’s services resources. To further integrate and align our direct channel for growth and services, we are introducing a new streamlined District field structure in the U.S. for our direct channel with 10 geographic Districts, which replaces our former Region and Area structure. Under this new District model
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Collins Ink CEO still plans to stop supplying Kodak

Art Post (Guest) ·
After hearing arguments from Collins Ink Corp. and Eastman Kodak Co. lawyers, U.S. District Judge David Larimer on Tuesday said he would reserve a decision but rule quickly on Kodak’s request for a preliminary injunction to stop Collins from cancelling a contract to supply ink for Kodak’s Versamark printer line. Collins would continue to honor the contract until Larimer rules, said Collins attorney Anthony Covatta of the Drew Law Firm Co. LPA in Cincinnati. Citing concerns about the camera
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Printing from Mac OS 10.6 and iPad

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Does anyone know or can you help me with a few Mac questions? I have a couple of MPC5501 units installed at a tech center which houses start up companies and some of the companies have brought Mac's with them and need to print to the MPC5501. I know we need Postscript 3 cards but the questions is can they do "locked print" with the PS driver? All of the PC's that are there have been defaulted to "lock print" for confidentiality but I just am not sure when printing from the Mac's. Also, is there
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Re: Top Color Production Systems?

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quote: Originally posted by Shaja: Here's the "KM gal" :-) chiming in, but remember that I am not a sales rep. Current KM color production models: bizhub PRESS C8000 bizhub PRESS C6000, C7000 and C7000P bizhub PRESS C70hc bizhub PRO C6000L Shaja, are you still selling C65hc inventories or are you now selling the C70hc.
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Re: Top Color Production Systems?

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They are going to sell all non inkjet printing and all non-production printing patents and downsize significantly. Good lesson for everyone about reacting to the inconvenient truths before its too late. Kodak made too much money off film to accept the transition to digital and never recovered.
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Re: Printing from Mac OS 10.6 and iPad

Art Post (Guest) ·
John: I do not believe the MAC PS drivers support locked print, however if you need this, a good work around is Print Audit Secure, very inexpensive, plus you can release jobs from any web enabled device such as smart phone tablet, etc..... All of the Ricohs that have a ps card can do email2print basically you're sending an email to the device and it will print the file. an't do multiples nor compressed files, this is a nice work around instead of hot spot if the only need to print one file at
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Re: Sharp MX-2310U/MX4111N

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quote: Originally posted by Art Post: also referred to as "fast plastic" Well... I've always heard "fast plastic" as a term used to differentiate between a true production machine and simply a fast copier. A true production machine would have some production features such as registration, paper library, image transfer belt, Customer Replaceable Parts, on the fly toner and paper, etc. "Fast Plastic" would not, but all the frames in our "Plastic" copiers are metal and daninsun has pointed out the
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Re: Sharp MX-2310U/MX4111N

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Toshiba eStudio 167/182 series (16-24 cpm) introduced approx five years ago uses an all plastic frame to no ill effect. This is a Black only A3 copier. An all plastic frame in a colour copier might be something new.
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Re: Sharp MX-2310U/MX4111N

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"Fast Plastic" is usually a derogatory term used by sales people promoting Production copiers at the expense of fast office copiers.
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Re: Sharp MX-2310U/MX4111N

Art Post (Guest) ·
It was my understanding that the plastic used in the frames for the Sharp systems allowed for the frame to move and not be as ridged as a metal frame. Indeed these type of frames were implemented a few years back. Yes, now that it was mentioned in the above threads, "fast plastic" was used as a derogatory statement for some Production copiers that were not production at all, but was marketed as one. Hence the name of "fast plastic." The new Sharp that Daninsun refers to is the first A3 design
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Why not 6 or 8 color laser toner systems?

Art Post (Guest) ·
I'd like to learn more....I see many inkjet systems that print other than CMYK. Is CMYK a limitation of laser based xeroxgraphy? Art
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Fort Bragg, North Carolina

Art Post (Guest) ·
FBO DAILY ISSUE OF NOVEMBER 05, 2011 FBO #3633 SOLICITATION NOTICE W -- Lease of Copier/Printer/Scanner - Ft. Bragg Notice Date 11/3/2011 Notice Type Presolicitation NAICS 333293 — Printing Machinery and Equipment Manufacturing Contracting Office Department of the Army, U.S. Army Corps of Engineers, USACE District, Savannah, Attn: CESAS-CT, PO Box 889, Savannah, Georgia, 31402-0889, United States ZIP Code 31402-0889 Solicitation Number W912HN-12-T-0004 Archive Date 11/23/2011 Point of
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Re: Top Color Production Systems?

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Here's the "KM gal" :-) chiming in, but remember that I am not a sales rep. Current KM color production models: bizhub PRESS C8000 bizhub PRESS C6000, C7000 and C7000P bizhub PRESS C70hc bizhub PRO C6000L
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Re: Top Color Production Systems?

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Higher end buyers might also look at the Kodak Nexpress. The Nexpress line competes more closely with the Igen.
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Re: Ricoh adding 70 jobs in Lawrenceville

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From Industry Analysts: "220 employees from Ricoh will be officially laid off as of today. Although still unconfirmed, sources that wish to remain anonymous within the organization have told us that an announcement will be made shortly. We’ve been told a mix of 220 IKON and Ricoh employees at the director level and above will be affected. The move does not come as a surprise as earlier this year Ricoh announced massive layoffs. Ricoh is in the midst of a major worldwide restructuring, as
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Re: Scan to folder and Server 2008

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Start by making sure the copier has the newest firmware.
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Re: Top Color Production Systems?

Art Post (Guest) ·
Kodak,,,,looks like no takers for the brand?? I'd be shocked if they just shut the doors, maybe they'll do a chapter 13? But, I agree they are in dire straits and should have sold two years ago when they were being courted.
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Re: Top Color Production Systems?

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quote: Originally posted by GIntel: Shaja, are you still selling C65hc inventories or are you now selling the C70hc. I didn't include the C65hc in my list because the C70hc would be the "latest and greatest" per the OP's question. The C65hc is still considered a current model.
Member

Member

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Re: Rumor has it.....

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Any truth to Ricoh Laying off 220 directors today? Link Ricoh Co. (7752 JT): The office-equipment and camera maker slashed its full-year net income outlook 55 percent to 10 billion yen, citing costs from the company reorganization, earthquake and foreign exchange. The stock sank 1.7 percent to 681 yen.
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Re: Rumor has it.....

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This is just the first wave, with additional cuts coming at Christmas or soon after the New Year. From Industry Analysts: "220 employees from Ricoh will be officially laid off as of today. Although still unconfirmed, sources that wish to remain anonymous within the organization have told us that an announcement will be made shortly. We’ve been told a mix of 220 IKON and Ricoh employees at the director level and above will be affected. The move does not come as a surprise as earlier this year
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Re: Ricoh SPC431DN not printing

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Sorry, the user code feature is not turned on on the printer. Just set up as a basic TCP/IP connection.
Reply

Re: Rumor has it.....

Art Post (Guest) ·
Lets see IKON brand is now gone...(good), however does "not directly impact the dealer channel" mean no impact at all or there may be some impact? I heard that there were 220 layoffs, however no one has been able to confirm this, I'm thinking this is all on the direct side of the channel? Seems to me Ricoh has concentrated on Production systems and MDS (Champs), and have left gaping holes in the product line. Since most dealers don't or can't afford to carry the Production Units and most
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Re: Why not 6 or 8 color laser toner systems?

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the question is, would the large amount of R&D investment required to offer 6 development systems in one engine, result in enough increased sales and aftermarket revenue to justify the expense? a possible analogy is the lack of success with 3D HDTVs is HP Indigo setting world on fire with additional colors beyond CMYK? is Okidata data seeing increased sales after launch of white toner?
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Re: New Rep needs encouragement

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Quit selling MFP's and start selling solutions. "You can get anything you want in life if you just help enough other people get what they want." Zig Ziglar
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Re: New Rep needs encouragement

Art Post (Guest) ·
I felt like that many times, and put my mind to working harder, more hours and more prospecting to get my self out of the hole. Here's another good read short, simple and to the point "How to Become a Super Star Salesprofession". You need to have more prospects in your pipeline. "I'm really not a smart person, however I'll outwork everyone else to get what I want." Art
Topic

East Haven School District

Art Post (Guest) ·
The second hearing is for an ordinance concerning interest owed on taxes for active duty military personnel. And the third is for a proposal to allow the East Haven Public Schools to go out to bid for a new copier system. http://easthaven.patch.com/art...-tax-relief-proposal
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Scan to folder and Server 2008

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I have a customer who has a Savin C3535. They were scanning to folder on their 2008 Standard Edition server. They did an update and after restarting the server can no longer scan. Has anyone ran into this? Also, and this may be part of the reason, they cannot browse the network from the MFP even though the DNS and Gateway are correct. Any ideas?
Topic

New Rep needs encouragement

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I've been selling MFP's for 9 months. I've only gotten a commission once. I'm starting to get discouraged. Questioning if this is the right industry for me. Can't see me supporting my family on base alone. I guess I'm looking for encouragement, words of wisdom etc.
 
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