This Week in the Copier Industry 15 Years Ago (Fourth Week of January 2003)

I heard from a reliable source today Ricoh (and Canon) have an exclusive cash rebate for IKON Sales Reps if they sell a new unit and take out the other (i.e. sell a Ricoh system and get up to $3000.00 rebate if it is replacing a Canon copier...and the reverse too). Another nail in the Independent Coffin! Dan

Ricoh to 2000. RICOH U.S. will implement Visual Elk(tm), StayinFront's enterprise-wide solution for managing and integrating all points of customer interaction, Panorama(tm), a powerful data analysis and decision support tool and add-in solutions to include: Opportunity Management, Solution Selling and Knowledge Management. Thomas R. Buckley, chief executive officer of StayinFront said, "Total cost of ownership isn't just a short-lived theme in today's enterprise technology buying decisions, it

From: Docusultant (Original Message) Sent: 10/7/2002 5:29 PM Art Post journal June 4, 2002 To Japan and Back: Tales of a “Sell the Solution” Winner By Art Post “Sell the Solution,” a successful nationwide sales contest organized by the Digital Duplicator Marketing group, wrapped up this spring with the naming of three finalists and the announcement of an international finals, pitting the top U.S. sales reps against several of their worldwide counterparts. A weeklong vacation in Japan followed

. The Company oversees Ricoh operations in North, Central and South America, including the Savin, Gestetner and Lanier brands. For fiscal year 2001, Ricoh Corporation sales exceeded $2.7 billion. Information about Ricoh's complete range of products and services can be accessed on the World Wide Web at www.ricoh-usa.com .

black & white printers, multifunctional products, software and network solutions, and professional services. Konica provides world-class service through its extensive network of direct sales offices, authorized dealers, resellers and distribution partners located in the United States, Canada, Mexico, Central America and South America. For more information, please visit Konica on the World Wide Web at http://www.konicabt.com . All terms, product and company names used in this document may be

equipment is not that easy. Like you didn’t know that! Parts sourcing After-market is practically non-existent For parts that is. There are, of course, suppliers for consumable items and supplies. Unique parts such as gears, solenoids, electrodes, etc. are only produced by the manufacturer. Even if a machine is marketed by a huge company (such as Xerox®,) if they did not manufacture it, they don’t manufacture parts. For example, if Lanier marketed a machine manufactured by Toshiba, the

open to the public. BERTL's $53-million claims/counterclaims against Xerox principally arise from: Xerox infringements of copyrighted "LabCheck" reports Xerox misuse of BERTL trademarks Xerox appropriation of BERTL trade secret(s) Xerox falsely advertised winning BERTL awards (on sales promotion material) for Xerox copier-printers Xerox breaches of access license(s) to BERTL's website Xerox defamation of BERTL · Xerox defamation of individuals employed by BERTL. BERTL had attempted to resolve

Sales down 7% Xerox Beats Expectations in 4th Q Tuesday January 28, 4:31 pm ET Xerox Corp. Beats Analyst Expectations in Fourth Quarter; Shares Jump STAMFORD, Conn. (AP) -- Xerox Corp. shares jumped more than 17 percent by midday Tuesday after the business machines maker reported it earned $19 million in the fourth quarter, much better than analysts had expected. ADVERTISEMENT Earnings per share for the three months ending Dec. 31 were 1 cent, in contrast to a loss of $140 million, or

Differentiation is the Name of the Game in 2003 In a marketplace where so many companies are selling the same engine (box), finding a way to differentiate that engine from the way in which the original manufacturer positions its offering (as well as other resellers of the same engine), is a challenge that is facing many digital imaging technology providers today. Differentiation - IBM-style Let's take IBM as an example of one manufacturer taking another manufacturer's engine (in this case

At some point in time, we may not be able to keep all of the brochures and information on the web site. It will just be too much information and the cost associated with it. We can also post private pricing, like Sharp, Toshiba, Canon etc. Let me know Art

US regulator to charge KPMG over Xerox David Teather in New York Thursday January 23, 2003 The Guardian The securities & exchange commission is to file civil fraud charges against KPMG for its role in an alleged accounting fraud at the copier firm Xerox. The ADVERTISEMENT complaint from the US regulator is expected to be filed in a New York federal court as early as next week and will also charge several individuals, including three cur rent and one former partner of the accounting firm. In

I believe that Ricoh has created a monster with their purchase og GES, SAV, Lanier, and the formation of Ricoh US. I believe that the right hand does not know what the left hand is doing. Look at the guys they put at the top, formed execs of bankrupt companies!! I had the same situation with an account that had a rental agreement under Savin. They would not approve the GEM order. Well we raised enough stink to change it. I had to take $900 hit! Art

rates that would come back to Ricoh thus increasing their margin. This, due to the ultra competitive RMAP lease rates, would have left a valuable program intact, allowed us to remain very competitve, appeased the GSA Contract folks and increased Ricoh's average gross margin. But heh...what the heck do we know...were just copier salespeople :-0 Like I have said for several years...you would think, by the very difficult nature of doing business with Ricoh, their corporate goal is SALES PREVENTION. In

Art, yea I know Ricoh has a rebate program but only if you purchase the product at the highest dealer price; can't be used for DMAP, RMAP, GSA, etc. (in other words it is not a real program most of us could use). We just lost a deal to IKON with both proposing the Aficio 1055. It looks like, even though the account is a 'down-the-street' type of account, that IKON had pricing that equates to DMAP 8. IKON is in an enviable position regarding being able to 'play' Ricoh against Canon and visa

their old and existing equipment vs. what they would spend new equipment and how what they have and new stuff can mesh together to increase their productivity. During this process we are really selling the solution rather than going out with the typical sales call that goes something like this... "So, we were wondering if you are thinking about upgrading your copier today", or "Looks like your lease is about to expire so we better talk about an upgrade" these approaches rarely work in today's

From: Docusultant Sent: 12/18/2002 1:02 PM I go with the approach of calling first (if not sucessfull), I will then pay a visit. I try to find out in advance what type of business my customer is in. Once I have this information I will then think of ways to save the customer money with new digital equipment (easiest part of my job). From there, I will try to arrange an appointment or get the decesion maker on the phone. I will then shoot the "cost savings" to him or her and listen to what they

Thanks Jeff! Was the info I received correct regarding these rebates/spiffs coming from Ricoh and Canon Corp? Dan

From: pkpetenj Sent: 11/16/2001 6:16 PM We just had a big meeting with Ricoh Major account manager Joe O'neil on the RMAP/GSA/GEM programs and when and how to use them. If you use gem/gsa pricing you can use the 0% interest lease for 12, 24, 0r 36 months as well as the LTOP $1 purchase. You must use the RMAP lease and Credit approval. The leasing is run through DLL. You should also be aware that Ricoh will eat "property tax" not sales tax on any RMAP deal. Also the AP3800,AP3200,and AP206 are

, which currently does not sell Toshiba products and services, will become part of Toshiba's TOPAC division, a network of acquired Toshiba equipment dealers. In business for more than 66 years, HBS is the 15th acquisition by TABS of a competitive line dealership to date. Former HBS owner and president, R.D. Kerley, will remain within the company to oversee business expansion, marketing and day-to-day operations. In February 2002, TABS also acquired Connected Office Products, Inc. (COPI) as a part

----------------------------------------------------------- From: tedkochman Message 1 in Discussion Since the League is down AGAIN, does anyone know about the Minuteman Press Program. Do you run the leases through Ricoh Leasing, or do you find a third party lease company? Also, does anyone know what the comp. is on this program? Thanks, Ted Reply Recommend Delete Message 3 of 12 in Discussion From: ricohaficio Sent: 2/6/2002 4:01 PM Wrong! There is a DMAP Level 9 that is only given to RBS, IKON

The technical service staff has become part of the selling team. After a customer shows initial interest in obtaining a connected product, the service department is brought in to bring credibility and do-ability to the pending sale. At the very start of the sales process, technical assistance is necessary. Long before a site survey is requested, long before a request for integration, long before network training is begun, long before assistance with follow-up training is required. As most will

“Scan Many, Print Few” By Ronelle Ingram 23-Jan-03 Scanning is increasingly becoming an issue to be examined and manipulated by both the buying customer and selling dealership. Heavy users of the scanning function, can create havoc with the profit margins anticipated under traditional maintenance agreements. As endusers continue to use traditional copiers as scanners, new servicing issues are emerging. Most copiers that scan have two separate meters. One meter that counts the scans and

Tell me what is going on here. We just tried to order a 1035 for a hospital under the GEM program and the order was not approved because it was a "Ricoh US Account". We called Ricoh and were told that someone in the "Ricoh Family Group" had registered this account and would tell us nothing more. My question is How and Why. How do you "register" a GEM account and why would you if they automatically qualify for D3 pricing? We sold two 1035's to this account just two months ago but apparently

Found out from the my DSM that the company is a fraud and is not a ricoh dealer. His response was to figure out if my customer had bought from them and get a serial number. He has had numerous complaints from Florida dealers on that company

Dan, I knew we had this for Ricoh Dealers, however I suspect most Dealers not not share the "trade in Allownace" with their reps. I know we get it, but some how, and most of the them time it does not filter down to us. Art Does anyone have any Trade allowance info to share, that way we can bring these to the attention of our managers? Art

FYI: I was just looking through the BLI Winter 2003 Printer Spec. Book and noticed that the Canon Color imageRUNNER C2058 states that it will do up to 90-lb Cover. But there is *** after that. The *** states "Up to 90-lb cover for Canon-branded media ONLY. Special restrictions apply" (emphasis added)

(Posted last message too soon) So now you have to purchase their paper stock in order to use 90-lb cover through the drawers or bypass. Interesting selling point to remember!

From: Docusultant Sent: 12/18/2002 4:05 PM Easy, and please remember that I do alot of "down the street" sales. List price of equipment is $10,000, payments are $200., I always use 2 as the rate factor for 60 months. I'll tell the customer they do not have to make payments for six months. Our leasing company bills 30 days in arrears, that means I need to come up with 5 payments. I take it (the five payments) of the GP and pay it right to the leasing company or too the customer. This is also a

rebates for replacing 350/450, FX10, and analog Ricohs. Let me know is you want the rest of them Jeff

These rebates are direct from Ricoh, and I believe these are aval. to all dealers. Jeff

From: ricohaficio Sent: 3/8/2002 6:33 PM Great job!, I was 123% of plan for the quarter and 310,000 in total dollars. Feb GP 16,200.00 Ya got me beat. How was everyone else? My last 5 deals I have sold an AP3800C (all with different options)to all and along with a copier.

From: pkpetenj Sent: 3/9/2002 8:00 PM I was "low volume specialist" in Feb. The biggest thing I sold was a connected 1022. (but that seemed to have been the case for everyone in our branch). I had 8 units including one fax, 4 printers, a connected 1018, and a 1013. Total revenue was 22,800 with 3,000 in GP. ( But as Art knows, my plan comps me on below base deals 2-8% of total dollars). But this month will be another story. God Selling folks!

From: witte Sent: 3/14/2002 7:18 AM Well Art sales weren't the best but GP was up there! 5 units $32,756-Sales $11,935-GP

rom: Graham Sent: 10/4/2002 1:36 PM Whew....All closed this week. What a way to start the month.... Gotta love the first of the fiscal year 2 Ricoh Fax 3 Panasonic Panafax 1 Panaboard 1 1045 Loaded Connected 1 Aficio 4506 1 1018D Connected 2 Lanier 2138CMF (Which is the same as the 3800CMF) 1 Lanier 2138E (same as the 3850 ricoh) $70,000 week, not to shabby Whew! And Next week I have a 1060, 6513, and 1018D closing for a small p4p customer.

From: ricohaficio Sent: 12/5/2001 10:12 AM I have not yet had the opportunity to work with the EB70 with the Aficio 551/700. I will forward this message to someone who may be able to help. Art

From: ricohaficio Sent: 11/16/2001 12:33 PM I am going thru GEM/GSA RMAP leasing, is there anyway to still get GEM pricing and use another leasing company? With the $1.00 rate on the buy-out we are out of whack with the monthly payment. Art

From: ricohaficio Sent: 11/16/2001 2:25 PM By all means, we ahould all post our leasing compnies and info and rates in the "Leasing Lounge" on this site. Good One!

From: ricohaficio Sent: 11/19/2001 5:16 PM "Berto" Thanx for the info, here's what happened. I had to quote GEM because of competition (other ricoh dealers). The customer then asked if I could roll his old lease with the equipment lease from GEM. Being that I am a novice with GEM, I said absolutley! Hence my first problem. But here's what I'm going to do. We are going to install the aficio 1045P, and draw up a GEM order (check with order), we will do a dealer buyback and then finance the

Don't know if you are needing this in an 85cpm unit but I notice that the new Ricoh Aficio 1090 will have 6 customer replaceable diesets including GBC!!! Surely one of them will meet your needs.

The only information I have I got from P4P Hotel. Under the "Announcements" Topic, Ted has posted a Ricoh's Rollout Schedule for January-April 2003. In that it says the 1085 is being replaced with the 1090 and under "New Hardware Options" it says it will have GBC Online Punch, and choice of 6 replaceable customer diesets which I am guessing are the punch units.

I can take SR Lite and put the document in a folder on a hard drive somewhere (anywhere) on the local network. FTP (which you can't do with SR) would be able to send it anywhere on the local network or WAN based upon an IP Address. Using FTP, you could send the scan overseas if you wanted to. Most network admins shy away from FTP as much as possible and seem to like the scanrouter setup much better. FTP is considered a security risk on the network. We also sell Konica, which is big on FTP

today I will not use them for 60 month rates. What I question is that they did not change the 48 nor 36 month rate. the 36 month rate is .0273! Maybe we have padded the 60 month and the salespeople who do not ask will just pay the price. Fred C, can you comment on your industry as a whole? We have a registered member who is VP for a Leasing company. Art

Art, you've got to look at it this way. there is almost no residual on a machine that is 5 years old these days. Most 5 year old digitals are junk. Would you sell an Aficio 400 or 500 now? They're only 5 years old. The machines on 3 or 4 year leases do have value. You and I are both selling used 550's and 650's. They still are decent machines. In a year or so, however, they too will be basically junk. So from the leasing company's view, a 5 year FMV lease is a write off when they get it

Art, you need to post this question along with the story on the League. Let's see what kind of answer we get from Ricoh.

Art, There must be a problem with the settings on your 1035. I scanned mixed originals on a Savin 2535 in our office and it printed them as mixed originals without any intervention on my part. If I can be of any help, just let me know. Brian

From: spressomon Sent: 3/20/2002 7:11 AM Most of us are not actually 'owners' of the companies we work for. Therefore some of us have a hard time taking compensation we have earned from our commissioned sales to provide a little bonus money for our good, go the extra mile, technicians. But I can tell you from experience, as many of you can attest to, an extra $50 here and there, for the techs that really excel in your accounts, makes all the difference in their total performance and customer

From: ricohaficio Sent: 1/27/2002 6:28 AM I had the same problem, but with an AP4500 Printer. Our solution was to max the ram memory and also on turn off collation on the first printer driver screen. We also ran a crossover cable to eliminate the network. End result max the ram memory and turn off the collate feature. Hope this helps, let me know how you made out.

978-929-9356 Shirley Kemp shirley_kemp@kofax.com 301-607-0300 Marni Carmichael Kofax Image Products Sales Specialist 949-727-1733 ext. 384 949-727-3099 (Fax) marni_carmichael@kofax.com

system until he is ready to move, how is that? He was silent..................., then stated that he'll think about it and to call him on tuesday (a week away!). I busted him three times and he is good existing account and figured ok, we'll wait. With that he said to call on tuesday and I said, I will! (eagerly). My customer then told me to go to the next town and see his friend, he had told him about the FW470 and he said his friend was interested. We'll since I had so many sales an

From: ricohaficio (Original Message) Sent: 2/2/2002 9:24 AM This can be a topic of discussion for each month. Would like ot hear from everyone, good or bad, too see what type of numbers were posted. I had a very good month. 8 units $92,500 in total dollars $14,500 in gross profit