Tagged With "A3"

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The Quest for $200K "Still Time to Network"

Art Post ·
In one of the previous Quest for $200K blogs I stated that my appointment for this AM had cancelled and was moved to Friday of this week. That was a good thing, because tomorrow morning (Thursday) I need to present our proposal to upgrade seven devices with another client. I had no idea that it would take me hours to complete all of the data and the docs this morning. In fact I was not able to finish the order doc and the lease in time. Not a problem I thought, I can create those tonight...
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The Quest for $200K "There's Still 25% of the Month Left"

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Some will look at a glass of water as half empty, others will see that the glass if half full. Both observations are correct, however one portrays pessimism and the other portrays optimism. I could look at the remaining week of selling days as 75% of the month is gone, or there's still 25% of the month left (woohoo). I prefer to choose that I still have 25% of the month left. Never been a quitter and now is not the time to start. Last week, by now most of last week is a blur. I don't have my...
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Advice For Starting An Unauthorized Copier Dealership

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I always enjoy answering emails and today I was able to send this reply to a Print4Pay Hotel Member that asked me this: A friend of mine and myself are potentially looking to partner together to start an unauthorized copier dealership. We want to...
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Black Cost Per Page Poll for Segment 2 (produce 21-30 pages) Copier MFP

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It's been a long time coming for the new poll.  However yesterday we posted first of six new polls for Cost Per Page for Black A3 MFP's.     In the near future (when spring finally comes to NJ), we also be posting four new polls...
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BTA EAST Grand Slam Event Review

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It's about the Vendors.  Thus, I'd like to focus this blog about the Vendors who support the BTA Channel and the Print4Pay Hotel.    The BTA East Grand Slam events is one of my favs!!  No need to fly, a short three hour drive and...
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MY Top 12 Likes about the New Ricoh MP2501SP

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How excited can you get about new copiers aka multifunctional copiers that can print, scan in color, copy and fax (LAN Fax, walkup fax)?  I for one am pretty exciting about new offering of the MP2501SP. It's been a few years since the...
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New Ricoh MP C6503SP & MP C8003SP Spec Check

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Yabba, dabba, do! The MP C6502SP and the MP C8002SP were getting a little long in the tooth, if you know what I mean. About a week ago, I picked off the new brochure for the Ricoh MP C6503 and MP C8003SP off the web. Thus, the rest of what you read is coming right from my interpretation of that brochure. This new series incorporates many of the features that are now available for most of the A3 color 04 series that Ricoh has released in the last year. Features that makes me go yawn is the...
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New Vertical Market for A3 Color Printers

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Dang, picking up a solid lead on a Saturday is a wonderful thing, right?   So, I was out to do my Saturday AM ritual of dropping off and picking up my dry cleaning.  By the way, why is it that we sales people can't claim dry cleaning as...
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Print Services, a Race to the Bottom or a Race for Winning

Ray Stasiezcko ·
I recently attended the Lexmark Roadshow held in Vegas. The theme was winning, and the after-hours fun was driving exotic sports cars at Speed Vegas. Lexmark can win the A4 race and here’s why. Lexmark isn’t listening to the noise of keeping things as they were or temporarily are. Lexmark has always lived in and is doubling down on A4. A4 is the future and those who dismiss this will be left in the past. It seems amazing the speed of these small footprint output devices. All of which have...
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57 Days of Selling Copiers "Day 4"

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What a night it was last night. The Giants vs the Packers or Trump vs Clinton, after watching 15 minutes of the Giant vs the Packers I switched to Trump vs Clinton. I tell you, Trump vs Clinton was a whole heck of a lot more entertaining than the Giants game! Arrggg, Monday mornings, I hate em, you hate em, we all hate them. I think I finally feel asleep some where around mid-night, thus I had a hard time getting this old bag o bones moving in the AM. I had a 9AM appointment with an existing...
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57 Days of Selling "Day 15"

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Guess who woke up on time this AM? After yesterday's fiasco I made sure that my phone alarm was set for AM & not PM like the night before. If I tend to ramble some on this blog, it's because I'm also paying attention the Cubs vs Indians. I'm a fan of neither team, but I am a fan of baseball. There's a term in baseball called, "let the ball travel", or some people may say, "let the ball get deeper", in any case the term is generally used when a hitter is out in front and fouling balls...
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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 client about 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...
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57 Days of Selling "Day 31"

Art Post ·
One early appointment in the AM today, or some might call it a scheduled stop in. The account had just purchased an A3 color device from me about a month ago. At that time they had expressed that they needed two more for additional offices. Over the last two weeks I had placed a call and then a follow up email, but did not have a call back. Since the new A3 device was ready for delivery I thought I would pay them a visit to make sure I'm there to help with training. The DM was not there,...
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57 Days of Selling "Day 32"

Art Post ·
Yes, I had a late start today. Been battling a head cold, sinus thing the last few days and it's been a little bit of a struggle to get going. I had scheduled my own little technology refresher today with one of our reps from Ricoh. I find more and more clients/prospects that are interested in printing from their smart phones. Thus, I wanted to do a refresher with connecting the smart phone and running through some of the features. When I arrived, my rep was waiting for me (my apologies...
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57 Days of Selling "Day 36"

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Today is Sunday the 27th of November. Tis the end of the re-heated Turkey dinner, the last of the Turkey and stuffing sandwiches, and yesterday was finale with Turkey Soup (pretty much all of the leftovers go in the pot). Adios Thanksgiving, it was a wonderful four day reprieve from work. But not such much for gathering the 32 boxes of Christmas decorations and working with the wife to decorate the homestead. Next weekend it's more of the same with my chore of getting the outside decorations...
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57 Days of Selling "Day 37"

Art Post ·
"When the going gets tough, the tough get going" It's an awesome quote right? Time to dig in and get things done. After stopping for a coffee and a bite to eat this AM, I arrived at the office by 6:45AM and I was working before the clock struck 7. Over the years, I've found that Decembers have been some of my best and worst months of the year. There's no rhyme or reason, you can work your tail off and still end up with a stinker, or everything you touch turns into an order. Me, I hoping on...
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57 Days of Selling "Day 42"

Art Post ·
After a weekend of rest and relaxing, well, If you define decorating the outside for the house for Christmas, then I truly had a relaxing weekend! By Sunday, I was feeling somewhat better, so the wife gave me a kick in the ass and stated, "you need to decorate the outside, honey". WHAT? You know the saying, "Happy Wife, Happy Life". Ten AM to Three PM, geesh I wish we lived in a condo in Florida. By four PM we were leaving for the wife's Birthday dinner. It was a busy day and night, and the...
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57 Days of Selling "Day 54" The Last Three Days

Art Post ·
Hard to believe that in three short days this endeavor of mine to share my sales journal with everyone will expire. Don't have much time tonight to write, so this is going to be short and sweet. After I'm finished writing this blog, I have to ready a lease, order doc and maintenance agreement for a net new account and email it out tonight. Matter of fact, I need to do two of these since the DM isn't sure which one he will go with. The gatekeepers last day of the year is tomorrow and she...
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Who's Afraid of the Epson WorkForce C20590 100ppm MFP?

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It's just about 9:30PM, I arrived home from the Epson Road Show (special shout out to Impression Solutions Inc., and Joe Buck for the invite) in Philly about four hours ago. My plans were to skip writing tonight and watch the Mets game, well that plan failed since the Mets are in a rain delay. As I listened to Bob Palmer (Research Director with IDC's Imaging) during the opening session for the Epson Road Show today, I found my-self in agreement that disruption for the copier industry will...
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To Ricoh "What I Want for Christmas for 2014"

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Christmas in Sweden begins with the Saint Lucia ceremony. Before dawn on the morning of 13 December, the youngest daughter from each family puts on a white robe with a red sash. She wears a crown of evergreens with tall-lighted candles attached to it....
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Top Ten MFP Copier Industry Predictions for 2015

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Looking back 2014 was one of my best years in the business. The fourth quarter of 2014 was the best quarter I've ever had!  I can only hope that 2015 will be as good as 2014 if not better.   Last years Top Ten MFP Copier Industry Predictions...
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Twelve Days of Selling "Day One"

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I started this series of blogs off with the title, "I Want it All".   For those of you that are old enough that was the title of a splendid Queen song in 1988.    I grew up with the attitude that I Want it All, and through out the...
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MFP's, Copiers & The War for Ink vs Toner Devices

Art Post ·
Be Prepared. Is the motto of the Boy Scouts, and I guess know they are just Scouts BSA. In any case, someone one asked Based Powell, 'be prepared for what?" Baden responded with, "why, for any old thing." The imaging industry is changing again. There's a new war on the horizon for A3 & A4 MFP's, and it's not A3 vs A4 anymore. It's the war for "toner vs ink". Recent events both press releases, forum gossip and Linkedin posts shows that dealers have started to embrace A3 ink MFP's. Those...
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Lexmark’s A4 Evolution is now the A4 Revolution

Ray Stasiezcko ·
Today, I declare like the patriots in Boston back in April of 1775, The Revolution has begun. So, let the A4 battle for market dominance begin. I had the pleasure to share the BEI Services data at the Lexmark Roadshow in Boston. As the Copy/Print Industry continues to modify, BEI’s data highlights some of the reasons A4 equipment is driving much of the many disruptions coming to the print services deliverable. The battles of this A4 Revolution will be fought in the conference rooms of the...
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New Ricoh MP C501SP "A4 or A3 or a New Hybrid MFP?"

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The first time I heard about the new Ricoh MP C501SP was a pic that a Print4Pay Hotel member posted on this site. That pic came from the recent Ricoh Convergence in Las Vegas a few months ago. I took a good long look at the device that's positioned as an 50 page per minute color A4 device. My first thoughts is well, it kinda looks too big, it looks very similar to another Ricoh device, and it looks like the MP C501SP has an A3 style document feeder. Alright, its just a pic, I'll just have to...
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Three Copier Sales People Walk into a.........

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Three sales people garner an appointment with the same client. One of the sales people is with the incumbent dealer of the account. The other two are on the outside looking in to gain net new business. The client is at the end of a five year lease for a color A3 MFP (30 ppm). Other than the copier cabinet there are no additional accessories on the existing A3 color MFP. All three sales people had the same opportunity with the client. All three sales people paid a visit to the clients office...
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A Halloween Tale of an A3 Copier’s Death

Ray Stasiezcko ·
A Halloween Tale of an A3 Copier’s Death As the copier homicide unit arrived, the scene was familiar. The office hallway barely lit the trash can next to the copier was laying on its side, the window was broken from the inside and when looking out one can see an A3 Copier laying smashed on the sidewalk below. Recognizable by the owners manual still taped to the broken 11/17 paper drawer and the rainbow color on the sidewalk created by splattering CMYK toner. Yes, it appears there was another...
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A Halloween Tale of an A3 Copier’s Death (Part Two)

Ray Stasiezcko ·
Part Two - hashtag # A4’s Murder charges dropped in A3’s death. Well, a few days ago we all heard of the apparent suicide of an A3 copier. The police report outlined that the A3 copier became so distraught over a new A4 its owners had on demo, it jumped from the office window. Today there is an update. It seems that a local judge has thrown out all attempted charges leveled by an A3 manufacturer who believes the unfairness of A4’s capabilities and price points should have caused them to...
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Five Reasons Why Copier Dealers Need to Implement Their Own Flat Rate Program

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On Saturday I received an email from a Print4Pay Hotel member stating that one of his largest accounts is under siege with Konica Minolta's new unlimited click program. The KM unlimited click program is hot with the KM sales team because it gives them a different talk track with the client. The KM reps will be pitching unlimited clicks, simplified billing, no overages. The competition will have their old out dated legacy cost per page program. Can you guess who will win the majority of the...
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A Recent Copier Appointment That Went From Bad to Good

Art Post ·
My second appointment of the day proved to one of the most enjoyable appointments I've had in recent memory. It was with an existing account that was in the last 3 months of a 36 month lease for an A3 color MFP. The account only has one, but so do most of my accounts. I'd like to say I flourish with onesies and twosies. Just a tip for some of you that may be new in the copier business. When quoting leasing always lead with a 36 month lease. There are two well maybe three reasons for that.
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Imaging Channel, DEX Imaging and Staples oh, Imagine the Probabilities

Ray Stasiezcko ·
Thanks for chatting with Staples. Yes, Sir, we can deliver the New A4 you bought online. How’s Tuesday? Can we bring it with your supply order? Yes, one more question can you pick up and dispose of my old copier? Yes, we can let's discuss that when we come out to perform your managed print assessment. Thanks again for choosing Staples. End of Chat For Now!! 2019 is indeed starting with a bang. The Imaging Channel changed on Friday the 8th of February. Well, that’s what some will say. In...
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New Players, New Rules, New Game.

Ray Stasiezcko ·
One thing few in the Imaging Channel want to discuss is the innovative processes which will replace much of the old way’s deliverable. The glory days of selling print equipment and its services are just beginning for some innovative thinkers and ending for some others. All things do in-fact change. Even those who refuse, eventually are forced to change. No one can circumvent progress regardless of their marketing strategies or their hopes that current circumstances remain a little longer.
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Imaging Channel, Surveys can teach competitors a lot

Ray Stasiezcko ·
I recently attended a webinar where the scariest thing was what was not said. The webinar was discussing the Imaging Channel; it included a recap of a survey given to dealer owners. The dealers answered the survey in a most disturbing way which no one is questioning, so I will. The survey determined that only 4% of dealers were concerned about A4 equipment which could easily replace the oversold A3's in 80-85% of the Imaging Channel's Customers. It appears the Imaging Channel is conceding...
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The Print Equipment and Services Industry must separate their deliverable.

Ray Stasiezcko ·
Recently I had an opportunity to speak at ITEX, An Industry event for technology resellers. During that talk, I discussed the three types of deliverables or more importantly the three types of end-user customers within the print equipment and its services industry. This industry is strangling their full profit potential as they continue to deliver these different types of customers with the same processes. Here are the three equipment customer types: 1. High-Volume segments 6,7, and 8...
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"MFP Wars" Hi Speed A3 MFP's vs A4 MFP's

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Thank goodness I've kept the old blog site alive. In recent months there's been quite a bit of chatter about A4 MFP's Most of those talk tracks center around A4's MFP's have less service calls than A3's MFP's, along with the lower cost of A4 MFP's vs A3 MFP's. It's also true that probably 80-85% of all clients do not have the need to print, copy or scan 11x17. However what most don't chat about is the cost per page of A4 MFP's compared to A3 MFP's. Typically an A4 MFP will have a higher per...
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Imaging Channel-Remember, the Customers Caused the Decline

Ray Stasiezcko ·
Over the last couple of years, we have seen many in the Image Channel forget that the decline in print is a result of customers reducing their need to print. The decline in print was not a result of printers or MFP’s needing more functionality, or more features. Customers are moving away from needing printed pages and manufacturers putting apps on copiers and adding unneeded features is unwarranted and will go unrewarded. Once a product’s end-user decides that the means to their desired...
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Imaging Channel, Who's the Buyer of Yesterday's Relevance? It's not the End-Users.

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Usually I'll post one of Ray's blogs first and then the comments can come in the reply section. However, this time I'll start off with my reply to an excellent blog post from @Ray Stasiezcko that's also on Linkedin My response The tales of overselling A3 devices. I blame on manufacturers. Manufacturers that are willing to subsidize pricing for A3 along with neglecting A4 cost per page. The perfect A4 devices would have the A3 cost per page model with all speed ranges. No...
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When Will Dion Write the Check to Carl?

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It has been about 20 months since I told the crowd I was speaking to at the RemaxWorld Summit in Zhuhai China that HP would buy Xerox. Soon after, another speaker would educate the audience on how that was never going to happen. I believe anyone who says “that will never happen” is void of the ability to imagine. I also spoke of the bigger threat for the remanufacturers. I stated it would not be the non-patent infringing new builds. It will be the OEMs as they fight to capture the...
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Will, The Imaging Channel's Private Equity run out of toner and stop printing money?

Ray Stasiezcko ·
With the lack of dialogue in the Imaging Channel regarding the situation, Clover finds itself. I wanted to share more thoughts and concerns for the Imaging Channel. I also believe the Imaging Channel is not alone, and other technology reseller verticals will face challenges of their own as Private Equity reexamines what they thought they knew. Private Equity will begin auditing market realities amid Clover (4L Holdings) apparent troubles. The Investments in the declining industry of print...
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I can’t believe you don’t think I am Great!

Ray Stasiezcko ·
Well, I guess if you believe you are great, what does it matter what others think? My friends in business, the belief of your greatness matters a lot. Especially if it's out of alignment with market realities, sometimes I think organizations can fool themselves into complacency based on a false sense of their greatness. One's past greatness always has an expiration date, especially if that greatness is based on how and what they deliver to the market without adjusting as the market changes.
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Is The Imaging Channel's Whitewashing Threatening Its Innovation?

Ray Stasiezcko ·
Well, The Imaging Channel is used to the Whitewashing in explaining how great things are even when common sense disagrees. The channel's ability to whitewash is unprecedented. However, unfortunately, now it's affecting the channel's aptitude to reacting to severe threats and holding back its innovation. Some unfortunately even believe that everything is all right, as the whitewash paints over the market's realities. So, I thought it would be valuable to highlight some severe current threats...
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My Top Ten Copy Machines of All Time #3

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Think about this,  a copy machine that can copy up to A3 (up to 11x17), and only onto A4 size (letter or legal).  You don't see that feature with todays digital copiers.  I for one believe many of todays copier manufacturers are missing...
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Xerox, HP, Fuji Film, Fuji Xerox "It Just Keeps Getting Curiouser & Curiouser"

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Just want I needed today was some blockbuster news about Xerox, Fuji Film, Fugi Xerox and HP. Don't these people know I have a quota to reach by the end of the year! If you've been hiding all day and not staying in touch with industry events, today was one of those days that has everyone talking. Early this AM a press release comes out that states Xerox and Fuji Film has reached a settlement in their law suit. That's the one where Fuji Film sued Xerox because Xerox backed out of the sale.
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Why Don't You Have a Copier Technology Budget?

Art Post ·
I was in the field today and was helping one of my clients figure out an issue with his desktop MFP. This client is also on the board of a non-profit organization that has a seven year old color A3 MFP. Yes Ray, they need 11x17! Why do some clients have seven year old MFPs? It's because they made a purchase and can't come to grips with spending additional dollars to get a new MFP. Thus, I told the story of WHY ninety percent of my clients lease their MFPs. In fact a little more than eighty...
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Re: Imaging Channel Dealers it’s your decision

Art Post ·
I call it the "War for A4"
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Re: Imaging Channel Dealers it’s your decision

Martin Hofman ·
So true Ray!
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Re: A Halloween Tale of an A3 Copier’s Death

SalesServiceGuy ·
What is even more scary is how your commission cheques will fall in $ value if you only sell A4 copiers. The copier/printer market is not getting any larger and if a commission sales rep focuses on selling lower $ value A4 boxes, they are going to have to make a lot more sales calls and sell a lot more boxes to earn the same money.
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Re: A Halloween Tale of an A3 Copier’s Death

Martin Hofman ·
How true! And whats next? How long will it take before A4 will also be banned from the offices? My opinion; As soon as Generation Z enters the office-floors (A3 and A4) print will (sooner or later) ‘disappear’. Who's already preparing his business for this future?
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Re: A Halloween Tale of an A3 Copier’s Death

Art Post ·
All great comments, this the reason to change now if you still plan to be in this industry for another twenty years. I probably won’t be, but I still have a plan in place to make the shift to niche printing hardware devices. Still continuing to educate myself for the future
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