This Week in the Copier Industry 5 Years Ago for the Second Week of June 2015

Art Post · 6/15/158:48 PM

and asked if I was willing to travel to Ethos Technologies to meet with their sales people to share my knowledge of 35 years in the copier industry. After a few teleconferences I had mapped out a presentation that covered these talk tracks: My background in the industry and how I got to where I am today How A4 Devices will Affect Our Sales Commissions The Three D's of Selling How to Add More Selling Days to your Year 10 Tips to Keep Your Pipeline Full Five Ways to Reach the Decision Maker How I

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Art Post · 6/15/1510:35 PM

removes the administrative and management burden of print and streamline document workflows to reduce the total cost of print. This allows our customers to save valuable time to focus on business priorities.” Streamline document handling and printing The new imageRUNNER 1435i and 1435iF combine the core functionality of print, copy, scan, send and fax in a single compact and robust device which can easily handle peak workloads of up to 60 000 pages a month with speeds of 35ppm. To optimise workflows

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jredmon · 6/15/159:05 PM

Art, I have also been in the industry for many years…Jan. 1983. Working on Savin Liquid Toner machines. It would be interesting to see the presentation that you have put together to compare the information that you put together here with what goes on in my world in Illinois. Jeff

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Art Post · 6/8/1510:03 PM

SINGAPORE, June 8, 2015 - (ACN Newswire) - Canon, the global leader in photographic and digital imaging solutions, today unveiled its latest imageRUNNER ADVANCE (iR-ADV) A3 colour series (iR-ADV C3320/C3325/C3330), an expansion of Canon's acclaimed iR-ADV line-up. The new series is designed to bring the benefits of vivid and vibrant colours, improved user friendliness, and enhanced productivity to help small and medium sized business workgroups better collaborate among themselves, and compete

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Art Post · 6/15/159:26 PM

Jeff: It's great staring out as techs right? As far as the presentation goes...., Global is going to have to shell out the shekels and then I can come to your place!!

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Art Post · 6/8/1510:00 PM

Xerox® ConnectKey® for DocuShare® v1.5 Create aler To help today’s busy workers securely and efficiently access information and incorporate hard copy content into document workflows – whether in the office, at home or onsite with a customer – Xerox (NYSE: XRX) has issued new versions of Xerox® ConnectKey® for DocuShare® v1.5 and ConnectKey for SharePoint v1.3. Like traditional software solutions, ConnectKey tools extend the capabilities of multifunction printers (MFPs) built on Xerox

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Art Post · 6/15/158:52 PM

Print Audit® Adds Powerful Toner Consolidation Features to Facilities Manager Version 3.8.0 June 15, 2015 Calgary, Alberta - June 15, 2015 - Print Audit®, the company that helps office equipment dealers grow their businesses, has added a wide variety of innovative new features to the latest version of its remote meter reading solution, Facilities Manager. Facilities Manager version 3.8.0 contains several new alerting, reporting and device management features. The most significant enhancements

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Art Post · 6/8/159:55 PM

and managed specialty staffing. Combining singular experience and process knowledge, Canon Business Process Services helps clients improve operational business performance while reducing costs and risks. Named a Global Outsourcing 100 Leader in 2015 by IAOP for the ninth year; the company is a wholly owned subsidiary of Canon U.S.A., Inc. Learn more at www.cbps.canon.com and follow us on Twitter @CanonBPO. All referenced product names, and other marks, are trademarks of their respective owners

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bandit41076 · 6/9/158:37 AM

In 2014, independent software vendors in the device and print management market continued to grow and serve as important connectors for users who require device-agnostic software solutions. ISVs this year leveraged their technology to meet end-user demands for document solutions that help enable a more efficient, mobile, and cost-conscious work environment. Driving growth in the adoption of document solutions is the continued adoption of 3rd Platform technologies — which IDC defines as cloud

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Jason H · 6/9/158:51 AM

It seems more and more we are getting calls from customers who want scanners. Not that it is a problem but I am guessing more and more companies are going about digitizing and archiving documents on their own without buying true document management systems. We don't mind selling scanners we just need to do a better job or the software side for the Doc Mgt. Anyone else seeing this in their office?

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Art Post · 6/15/158:55 PM

MELBOURNE, Fla.—June 12, 2015—The recently completed National Print Owners Association (NPOA) “2015-2016 Signs and Wide-format Pricing Study,” found that signs and wide-format are becoming increasingly important profit centers for small commercial printers. The study, which surveyed 230 printing firms, showed that sign and wide-format sales accounted for an average of 9.8 percent of total sales, with the top quartile of companies by sales boasting $417,000 in sign sales, or nearly $35,000 a

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jswinberlin · 6/10/1512:33 PM

We still have a few of these in the field...the old Plotbase software as I've explained to them in my opinion is beyond end of life. It should have been replaced by April 8th 2014 when Windows discontinued support for XP. However, some people just won't buy anything new until the old is totally dead. Anyway, recently my customer has been having problems printing some pages in their PDF documents. I believe it may be something with the way the image is rendered from Auto CAD. They are running

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Czech · 6/11/158:30 AM

Originally Posted by Jason H: I learned from a good friend of mine who runs apretty large insurance company that they train their sales people to first ask if the prospect has a minute to talk. Canon teaches their reps the same thing. The training program was called "B.A.S.E. Selling" if I remember. Phones would be much more effective if prospects actually answered them!

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Art Post · 6/15/1510:38 PM

structured process and accelerated processing times to better manage and grow their business. The prominent solution developers in this domain are EMC Corporation, OpenText, Appian, SAP, KANA, Lexmark International, Salesforce.com, and Kofax. These players along with the others present in the market are expected to make a big impact in this rapidly growing marketplace in the next 5 years. Key Topics Covered: 1 Introduction 2 Research Methodology 3 Executive Summary 4 Premium Insights 5 Market

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bandit41076 · 6/8/152:26 PM

Did you ever send this letter and what happened?

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Art Post · 6/8/158:56 PM

sent the letter, zero response, typical

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Jason H · 6/11/159:22 AM

We are using it for the Commercial Imaging. We just registered our first deal that will be about 50 or 60K revenue. If you have seen my many other posts about Ricoh Direct you know I despise everything about them. The Ricoh services team seems they could care less about copiers and since they are not RBS employees I feel a little bit better. One could argue that they can do what they want to do in regards to account information but I haven't heard of any of that yet. The imaging deal we

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bandit41076 · 6/8/1512:37 PM

users before spitting out printed pages. Anyone can walk past the device and take sensitive documents that were meant for someone else. Device-level Hacks — many multifunction printer (MFP) configurations and parameters can be set right at the device, and without password protection. Device-level access can include commands for printing stored documents, routing print jobs to other machines or wiping custom settings to create confusion or downtime. Stored Secrets — business-class MFPs include a

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bandit41076 · 6/11/1510:01 AM

Infotech Inc. (President: Satoshi Sakata, Head Office: Chiba-shi, Chiba; hereinafter “SIIT&rdquo , a subsidiary of SII, to OKI Data. Both companies will pursue negotiations based on the memorandum with a view to completing the business transfer by October 1st, 2015, by executing a definitive agreement. SIIT has been highly regarded in the sign and graphics and engineering markets for its high product development capability of wide format printers and strong sales force specialized in these target

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bandit41076 · 6/9/159:31 AM

Phoning for the Right Reason Sunday, June 7, 2015 183 views 17 Likes 2 Comments Share on LinkedIn Share on Facebook Share on Google Plus Share on Twitter Many times I get pitched on the phone. No proper introduction, no explanation of what the call is about before engaging in a bucket load of spiel. No "How are you today?" or "This is what we do, would it be of interest"? My general reply... "How are sales going for you?" Despite all of the freely available information on and off- line to the

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Larry Levine · 6/9/157:38 PM

LinkedIn profile has numerous sections as well. How you create the sections is crucial to having your “LinkedIn Book” read from cover to cover. I enjoy sharing my LinkedIn stories. LinkedIn was my “game-changer” in the highly competitive copier world. I transform and coach copier sales professionals to grow their net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help independent office technology dealers thrive in a changing marketplace.You can follow

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Monte · 6/9/159:45 AM

Absolutely. My biggest problem is there is no margin of profit since Canon sells them online. If you customer is using cloud storage like Box or Google check out ccScan. Simple software that makes their life easier.

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Monte · 6/9/1511:29 AM

performing all the above tasks. That opens up a discussion of software to save time. ccScan, Docuware, laserfiche, and tons of other options. These software pieces are VERY profitable. They are also more complicated and the sales cycle is longer and more complex. But you know what they say..."evolve or die"

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Czech · 6/11/158:32 AM

There's no margins in scanners so why not sell them a refurbished A4 copier instead?

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Jason H · 6/11/159:27 AM

Czech, I do agree for the most partbut we don't typically sell the low end scanners. Most of the Canon's we sell are the 70-120ppm scanners.

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Jason H · 6/9/1510:34 AM

I agree. I get pitched all the time immediately before even hearing what they do or who they are with. I learned from a good friend of mine who runs apretty large insurance company that they train their sales people to first ask if the prospect has a minute to talk. If so then they move on to value statement etc. and if not then nothing you say at that time is going to be of interest to them. They will thenask when a good time to call back is since they are too busy at the current time. Seems

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Jason H · 6/10/1510:39 AM

Here are more pics of the Epson MFP's. I think there is a niche for this but I am not sure we will go down this road or not. We are looking at their large format as everyone and their brother carries Canon Wide Formatin our market now. The machine does have meters to write service contracts with it which is interesting to me for an ink machine.

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Art Post · 6/10/1510:39 PM

I've seen the black print quality and it's so so at best. Would be a good MPS device.

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Jason H · 6/10/1510:58 PM

Yeah the print quality is not great by any means. I think it fits a small office with a user or a couple users who haven't used anything but throw away machines before. Sweet spot is apparently 1k - 3k per month

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Art Post · 6/10/1510:36 PM

I haven't used Champs once, and will not since you need to register every account. I guess the only way I would use them is if our company could not supply the solution. My first account that I registered for Champs was denied, because it was a Ricoh account for copy machines, however the customer called us, not ricoh and needed to get a quote on replacing a non ricoh device. I say that's BS!

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BCarroll · 6/15/152:15 PM

Hey Jason- approx how many pages is your CHAMPS deal? We are also a CHAMPS dealer, and have engaged them for one (large) CI opportunity. Unfortunately, client felt the cost of having her documents scanned was too high. I now preface all initial engagements with a general cost per page range so the client has some idea of what it costs to do this. Interestingly, Canon has just announced a similar Imaging service but aimed solely on HealthCare.

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bandit41076 · 6/8/1512:44 PM

documents into a digital format. That is why AEC firms should really take a serious look at wide format scanners . Wide scanners used to be something of a luxury for any company other than a print shop or document archive service. They were expensive, difficult to operate, and they often had connectivity issues. But, now, just about any size company can afford one, especially if all you need is to scan basic line drawings. Moreover, the workflow of these units has been greatly simplified. In fact

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Art Post · 6/8/1511:04 PM

. Those with Premium Memberships will have unlimited access and those that don't have Premium Memberships will have to lengthen those crocodile arms and reach into your wallet or purse to read some pretty awesome ways to close net new business. -=Good Selling=-

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Art Post · 6/11/159:34 PM

By West McDonald, Vice President of Business Development, Print Audit and Owner, FocusMPS The IoT (Internet of Things) has been getting a lot of press lately as more and more things find themselves getting connected. There are a lot of things you’d expect to be connected to the IoT such as printers, MFDs, thermostats (think Nest), smartphones and computers but there are also a host of bizarre and unusual items you wouldn’t expect. Print Audit has scoured the IoT and compiled this list of 7

-=Good Selling=-