This Week in the Copier Industry 10 Years Ago

Art Post · 1/20/1411:39 PM

smaller print shops you can actually ask them to print you up 50 or so Note Pads with the name of the printer. Then go buy a bag of candies and then ask the printer to shrink wrap each note pad, a few candies and their business card. Most times I’ll give them four days and turn over the prospects and information to them. But, I’m also prospecting for myself! It works both ways. -=Good Selling=-

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Art Post · 1/17/1410:35 PM

, Ashram Road and Satellite areas of Ahmedabad. These four centres houses a varied range of presses – Ricoh’s C651EX, Konica Minolta’s C6501, Xerox 5000 and 770, Canon’s C7010VP and wide-format presses from HP, Roland, Ricoh and Oce. At present, the firm prints around 1.5-lakh A3 prints per month, 30,000 of which are produced on the first Ricoh C651EX. “We are impressed with the many features that the C651EX has to offer,” said Rakesh Surani, managing partner of the firm, while giving reason for

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Art Post · 1/23/148:26 PM

During the last three years I've been delighted to help rookies/newbie’s or whatever you'd like to call new people that are breaking into Managed IT, Copiers and Managed Print Service industry. I'm not a manager or owner (was an owner once); I work down the street accounts and love what I do! I enjoy helping new sales people and that's probably because I had no help when I started in sales some 33 years ago. It was not until four years ago that I encountered my first sales manager (we'll save

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Art Post · 1/16/148:05 PM

IT Services. The company focuses on complete business solutions including production print systems, digital presses, multifunctional products (MFPs), managed print services, vertical application solutions and related services and supplies. Konica Minolta has won numerous awards and recognition including being recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for six consecutive years, and "A3 MFP Line of the Year" award winner from Buyers Laboratory

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Art Post · 1/20/1411:27 PM

gains additional exposure supported by the strong reputation and positioning of Konica Minolta, Inc. worldwide; Konica Minolta, Inc. to capitalize on MGI's expertise in the digital printing market and its capacity to innovate; Both companies to devote their best efforts to expand sales of existing and new products, including, but not limited to, the Meteor Digital Press line; As part of this alliance, MGI will maintain its independence and will remain autonomous in defining its strategic axes in

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Art Post · 1/23/148:30 PM

RAMSEY, NJ --(Marketwired - January 23, 2014) - Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ) today announces that Buyers Laboratory LLC ( BLI ) has named Konica Minolta 2014 "Line of the Year" award winner in the A3/Ledger MFP segment.Winning BLI's most coveted award for an unprecedented fourth consecutive year, Konica Minolta's bizhub® Color and Monochrome MFPs also earned individual recognition in the A3 MFP category, monochrome printer category, and Energy Efficiency

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Art Post · 1/23/145:35 PM

Five Vendors Earn Winter 2014 BLI “Picks” in the A3 Color Category Buyers Lab announced the winners of its prestigious Winter 2014 “Pick” awards in the A3 color category, with MFPs from Konica Minolta, KYOCERA, Ricoh, Sharp and Xerox earning the honors. “Pick” awards are presented twice annually, recognizing the hardware and software offerings that measure up as the best in BLI’s comprehensive evaluations, which assess a wide range of the most important features and performance factors for

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Art Post · 1/16/147:47 PM

MELVILLE, N.Y., Jan 16, 2014 (BUSINESS WIRE) -- Canon U.S.A., Inc., a leader in digital imaging solutions, with the introduction of the imagePRESS C7011VPS/C7011VP series of digital color presses, now offers print service providers the opportunity to help increase productivity and deliver a wider variety of applications by way of new in-line feeding and finishing options. Canon’s new imagePRESS digital color presses include six base models that offer print speeds of up to 70 or 60* letter-size

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Art Post · 1/22/148:24 PM

sales@compasscontact.net or contact usvia phone at 800-295-0411 . About Laser Resources: Laser Resources is an Iowa-based company that delivers printing system technologies, mailing solutions, and innovative managed services to all types of organizations throughout Iowa. This includes production print, multifunction copiers, mailing equipment, and ongoing maintenance services and supply management. They also provide managed IT services and managed print services. They are an authorized Konica

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Art Post · 1/20/1410:30 PM

technologies In addition to the increased attendance, EFI also recorded growth in partner activity, with 100% of Connect’s available exhibit space selling out in the weeks leading up to the event. Participating partners and sponsors for Connect 2014 include 3M, Canon, Esko, honle UV America, Kodak, Konica Minolta, Lintec, MBM, NAPL, People’s Capital Leasing, Ricoh, Xerox, xpedx and Zund. In addition to partner exhibits, EFI Connect’s sold-out exhibit floor includes some of EFI’s most-advanced

Blog Post

Art Post · 1/18/144:08 PM

, more comfort, or new technology. The same is true of my cell phone, after only two years I would like to step up to new technology that may enhance my life style of make me more productive. Wouldn't our customers want the latest technology with their copiers and MFP's also? Why are we not quoting selling more 24 or 36 month leases? Look at it this way, if you put a customer into a 60 month lease, you'll have to wait at least four years until you or the customer has an upgrade path and 54 months

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Art Post · 1/20/1410:26 PM

building a Laserfiche cloud solution, deploying it internally to cut costs and bringing this proven cloud solution to market.” Other notable wins include news sales improvement awards for Crabtree Companies and Ricoh New Zealand, both of which were highly successful in selling the value of Laserfiche enterprise content management (ECM) to new prospects. Since 1999, the Laserfiche Winners Circle program has recognized top-selling achievers within the Laserfiche value-added reseller (VAR) community

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Art Post · 1/16/147:45 PM

apprised of the latest news from Canon U.S.A., sign up for the Company's RSS news feed by visiting www.usa.canon.com/rss and follow us on Twitter @CanonUSA. +Based on weekly patent counts issued by United States Patent and Trademark Office. All referenced product names, and other marks, are trademarks of their respective owners. SOURCE: Canon U.S.A., Inc. Canon U.S.A., Inc.Emily Moran, (631) 330-2403 emmoran@cusa.canon.com or Canon U.S.A. website: http://www.usa.canon.com or For sales information

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Art Post · 1/21/148:47 PM

specializing in office imaging equipment, production print solutions, document management systems and IT services. Headquartered in Tokyo, Ricoh Group operates in about 200 countries and regions. In the financial year ending March 2013, Ricoh Group had worldwide sales of 1,924 billion yen (approx. 20 billion USD). The majority of the company's revenue comes from products, solutions and services that improve the interaction between people and information. Ricoh also produces award-winning digital cameras

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Art Post · 1/22/148:07 PM

Epson’s support to be second to none.” Designed for prime label converters and commercial printers, the Epson SurePress L-4033AW is an easy to operate seven-color inkjet digital label press with White ink that makes high-quality, short-run label printing easier and more efficient, even on clear and metallic substrates. Delivering exceptional print quality and accurate color reproduction, as well as innovative printing features, the L-4033AW is a cost-effective and reliable solution that allows

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Art Post · 1/23/147:36 PM

Research Center ( PARC , A Xerox Company. Combining subsidiaries andthe 800 U.S. patents awarded in 2013 through Xerox’s joint venture in Japan, Fuji Xerox Co. Ltd. , Xerox would be ranked 10th with 1,968 patents on the IFI Patent Intelligence list worldwide. Xerox is celebrating its 75th year of innovation which began when Chester Carlson, the company’s founding inventor, made the first xerographic copy in a make-shift lab in Astoria, Queens, N.Y. and was granted U.S. Patent 2,297,691, illustrating

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Art Post · 1/17/1410:37 PM

designed to increase the efficiency of today’s and tomorrow’s businesses. The company is well-established as one of Europe’s leading printer brands, in terms of value and units shipped. OKI Europe’s award winning, product portfolio comprises six distinct segments: Colour and mono printers, multifunctional devices, which combine printing, copying, scanning and faxing functionalities, as well as Serial Dot Matrix printers, faxes and specialty printers for point-of-sales and manufacturing. Established

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Keith Hachey · 1/20/141:39 PM

Originally Posted by Old Glory: I don't understand why the revenue changes from a 36 vs 60 unless a rep is selling the same payment on both. Over the years, I have heard of reps selling a 36 month term and payment but putting 60 months in the term box of the lease. Short of this kind of illegal activity, I don't see why the revenue changes. A $10,000 copier is either $XXX for 36 months or $YYY for 60 months but the funding (revenue) remains $10,000. The revenue difference comes from up-selling

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Kitz · 1/20/145:13 PM

Great to hear good things happening with Ricoh Production equipment. It's interesting to hear 13 x 25" paper?? Magnetics? No doubt the image quality is very good. We have several C651/C751's out and this year could include several more!

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Art Post · 1/17/149:54 AM

Ontario based technology leader Advanced Office Solutions (AOS) announced Friday that it had hired Tom Oldfield as President. Tom Oldfield, President Oldfield, most recently Vice President General Manager for XeroxCanada Ltd., assumes the role immediately. At Xerox, he led the GreatLakes Midwest region with accountability for all Xerox operations inManitoba, Northern Southwestern Ontario. Prior to that role, Oldfield served with Xerox Canada as Vice President,Graphic Communications. Tom

Art Post · 1/18/144:42 PM

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Art Post · 1/18/144:44 PM

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Art Post · 1/23/148:42 PM

If you're selling Document Management, I'm curious to see what everyone is selling these days. I'm on mission to learn more and hoping everyone can contribute. Art

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Deanw · 1/18/147:29 PM

In my opinion, in most cases, the shorter term lease only benefits the salesman, not the customer or the dealership. A lot of the savings you are talking about would only be true if the customer does a 36 month lease and stops but normally as you discuss they don't stop the have a payment for life, it's just a question of how often they refresh their equipment. The shorter term lease does give the customer the benefit of newer equipment sooner but make no mistake, they do pay more for that.

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Art Post · 1/19/149:16 AM

Agreed, 36 month lease is best for the sales person! But isn't that why work in this crazy business? if someone told me that I could only sell 60 month leases then I would be hard pressed to continue in this business. However, selling the 36 month payment FIRST, allows you to drop the cost of the payments by increasing the length of the payments. Therefor we can reduce the cost of the equipment rather than discounting the equipment. Discounting the equipment hurts the rep, and the dealer.

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fisher · 1/20/1411:55 AM

don't like to even roll a single payment into the new deal. I view that as a waste of potential profit and a reduction of my commission. If you look at my leases you'd see the vast majority are 48 months or less. Second if your customer shops you when you are trying to upgrade them early you could be toast. If the competing sales person is sharp he is going to point out what you're doing and you could wind up losing credibility with the customer.

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Art Post · 1/20/1412:20 PM

sales person. As a sales rep I don't like to even roll a single payment into the new deal. I view that as a waste of potential profit and a reduction of my commission. If you look at my leases you'd see the vast majority are 48 months or less. Second if your customer shops you when you are trying to upgrade them early you could be toast. If the competing sales person is sharp he is going to point out what you're doing and you could wind up losing credibility with the customer. There are many of

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Old Glory · 1/20/1412:23 PM

I don't understand why the revenue changes from a 36 vs 60 unless a rep is selling the same payment on both. Over the years, I have heard of reps selling a 36 month term and payment but putting 60 months in the term box of the lease. Short of this kind of illegal activity, I don't see why the revenue changes. A $10,000 copier is either $XXX for 36 months or $YYY for 60 months but the funding (revenue) remains $10,000.

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Old Glory · 1/20/142:49 PM

these numbers. I would encourage all dealer principles to do a portfolio analysis to see the reasons why for their company. For sales people - look at your comp plan and find the way to maximizes your compensation. Budget constraints sometimes requires a longer term, that's a given. What is true for cars does not always equate to this industry. For one, I do not have a "nicer" 50 copy per minute copier to upsell to unless it is make color possible where it wasn't before but now we are back to my

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txeagle24 · 1/20/143:48 PM

customer and bad for you the sales person. As a sales rep I don't like to even roll a single payment into the new deal. I view that as a waste of potential profit and a reduction of my commission. If you look at my leases you'd see the vast majority are 48 months or less. Second if your customer shops you when you are trying to upgrade them early you could be toast. If the competing sales person is sharp he is going to point out what you're doing and you could wind up losing credibility with

John Saramak · 1/21/149:20 PM

This a truly a nimble feeder on a powerhouse machine. Knowing its capabilities is a plus in searching out high volume input of off size docs. Good stuff

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Art Post · 1/17/1410:45 PM

, Carsten Heiermann. “NOVO Mail and the PDF Compressor complement one another in outstanding fashion.” As part of this closer partnership, the two companies will maintain a joint presence internationally, focusing initially on the US and the UK. With this in mind, Gary Hodkinson, former Director of Sales at LuraTech Ltd., is moving to InovoOlution to serve as the company’s new Director of Business Development. In his new role, Mr Hodkinson will be responsible for international customers and business

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Art Post · 1/19/141:05 PM

I'm just as guilty also, but will make a better effort this year of selling the advantages of the 36 month term. Thanx for the repsonse!

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msaeger · 1/19/149:22 PM

I don't know about the sales process but as far as service goes customers are happier that get 36 month leases. The ones that go for 5 years often are calling way too often because their machines were shot a year ago. Pre ikon merge we had a lot of 36 month leases but now it seems like most are 60.

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Keith Hachey · 1/20/1412:13 PM

Speaking from the leasing company perspective - the 60 month lease is the preferred term today. 8-10 years ago it was 36 months. From my review of dealer portfolios and speaking with dealership principals, the 60 month lease is the most profitable lease term to the dealership - in terms of equipment funding and service revenue. Art - from a sales person point of view, it may also be very profitable. I can give you recent examples of a review I completed for two dealerships. With dealership #1

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Art Post · 1/16/1412:47 PM

I just called my State Senator, of course no one was available. I'm suppose to get a call back. I'm sure many bills are presented each year that do not get signed by the Governor. I will write an email to the Governor, but suggest the likes of HP, Epson, Canon, Xerox, Lexmark, Ricoh, Brotherneed to take a Corporate stance if they haven't done so already.