This Week in the Copier Industry Five Years Ago

Art Post · 12/16/164:41 PM

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Art Post · 12/17/1610:24 PM

Dawn Nye RAMSEY, N.J. — December 15, 2016 — Konica Minolta Business Solutions USA (Konica Minolta) is pleased to announce that Dawn Nye, a Production Print Solutions and Services expert at Konica Minolta, was inducted to the Board of Directors Printing Industries of America (PIA) representing the vendor community on November 21, 2016. Nye, marketing manager, Production Print Solutions and Services, has more than 30 years of experience in the graphic communications industry. Her background

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Art Post · 12/17/1610:21 PM

management and a Plockmatic Pro 35 Booklet Maker for inline finishing. Xerox will also providebusiness development servicesin sales training, and Fujifilm will continue to help Solo Printing achieve consistent color and G7 Certification across all its presses. Hernandez said Solo Printing’s vision includes adding more digital printing equipment within one or two years. Solo installed its new press in a recently acquired and refurbished building, which opened in October 2016 and is adjacent to

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Art Post · 12/18/168:55 PM

may be bundled. These quotes and proposals provide a valuable resource to see where and when you an compete. Gives you a reference point for pricing when competing against these devices. Also gives you the ability to show management prices of competitive devices in the field. Ricoh MP 501SPF_Ricoh MP C2503SP.pdf Ricoh MP 501SPF.pdf Ricoh MP 4054SP Quote.pdf Konica Minolta C454 Proposal.pdf Konica Minolta C545e Proposal.pdf KIP 7170 Wide Format Proposal.pdf KIP 860 Color Wide Format Proposal.pdf

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Art Post · 12/14/1610:39 PM

. This will be the second meeting in a week. This is the prospect that I was not able to obtain an order in the last two lease renewals. I was able to meet with my VEEP of Sales and we hammered out some numbers and incentives to bring this order to fruition.I've got a decent shot at getting this account.But I've gotnagging feeling that no matter what the price or value is, this prospect is not going to change vendors. I guess that's what happens when you've lost twice. Never the less I'm there

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Larry Levine · 12/18/1611:08 AM

To hit quota or not hit quota... Yes, the harsh reality as a major account copier rep boils down to this question... Did you hit quota? As dealerships approach the end of their fiscal year, dealer principals along with executive management start thinking about the next year. One of the key parameters discussed are the sales quotas assigned to sales their sales reps. "Nobody is going to buy from you because you have a quota to meet. They are going to buy from you because they see value in doing

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Art Post · 12/20/169:44 PM

last year. I was there for a walkthrough to see all of their print devices. The IT person was fed up with managing 20 plus printers, one A3 black MFP and two A4 black devices. With my camera app enabled on my smart phone, I documented every device. Funny story for everyone, which goes back ten years or more. My Ricoh DM contacted me and asked If I could take some Japanese Engineers to some of my duplicator accounts in NJ. They were there to ask questions about the existing product and to ask the

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Art Post · 12/14/1611:22 PM

ended March 31, 2016, the company’s consolidated net sales totaled 1.48 trillion yen (approx. USD13.1 billion). Kyocera appears on the Thomson Reuters list of the “Top 100 Global Innovators” and is ranked #531 on Forbes magazine’s 2016 “Global 2000” listing of the world’s largest publicly traded companies. Contacts KYOCERA Corporation (Japan) Kenichi Hara, +81-(0)75-604-3416 Corporate Communications webmaster.pressgl@kyocera.jp Fax: +81-(0)75-604-3516

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Jason H · 12/19/164:22 PM

Can anyone school me on a 30,000 foot view on the C6500 and what the best replacement is. I was thinking a C750 Imagepress but then someone mentioned to me the C6500 was a light production machine and would be more suited for something like the Canon 65 or 75 ppm light production system. Thanks is advance

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Art Post · 12/20/1610:47 PM

remote management of all devices running Teem. Konica Minolta will offer Teem's platform through its direct sales channel and its nationwide dealer sales channel. About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is a leader in information management focused on enterprise content, technology optimization and cloud services . We are reshaping the Workplace of the Future ™ ( www.reshapework.com ). Our portfolio of offerings deliver solutions to improve our customers' speed to

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Art Post · 12/14/1611:33 PM

, Canon and Konica Minolta scored particularly well in areas most important to regional medical networks, while HP and Lexmark were essentially tied in our study when it came to hardware, software, and services best suited to small to mid-size practitioner partnerships, clinics, and small hospitals,” noted BLI’s Bsales. Winning Portfolios for Hospital Networks Canon earned points in the Hardware category thanks to its feature-rich Canon imageRUNNER ADVANCE A3 MFPs, imageCLASS A4 printers and MFPs

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Art Post · 12/15/1610:45 PM

AB-2016-07410: Color Multifunction Printer / Copie Matched Keyword(s) copiers Region Alberta , Canada Agency Government of Alberta Due Date Jan 16, 2017 ...Status Title/Description Jurisdiction Closing Date Posting Date Open AB-2016-07410: Color Multifunction Printer / Copier Alberta 01/16/2017 02:00:00 PM Alberta Time 12/14/2016 03:30:

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Art Post · 12/18/168:01 PM

It's Sunday night, and again I find my self trying to remember all of the activity I accomplished for Friday. I had one webinar/telechat scheduled with an existing account that kicked off about 1PM. This account is interested in buying Print Audit Rules software to track and bill prints from within their company. They do not have a server, even though they have 25 employees. Funny, their entire company is run on Google Docs and Quick Books. Thus our telechat was too learn more about their

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Art Post · 12/20/1610:42 PM

educational discount received with their membership toward this workshop. Non-member tuition is $1,025 for one attendee or $1,725 for a dealership, and registration includes a one-year BTA dealer membership. Lecak has been in the industry since 1983, starting with ComDoc in Pittsburgh, Pennsylvania, then the largest independent dealership of both Ricoh and Lanier copier/MFPs in the East. After a successful 15-year career, he joined Toshiba as a district sales manager. Later, he joined Print Inc. in

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Art Post · 12/14/1611:37 PM

IRVINE, Calif.--(BUSINESS WIRE)-- Fifteen of Toshiba America Business Solution's recently-released e-STUDIO ™ multifunction printers (MFPs) have earned Better Buys Q3 2016 Editor’s Choice Award. Better Buys, the leading independent authority on office equipment, conducted side-by-side evaluations with comparable products and came away very impressed by Toshiba's unique feature-set and exceptional value. Altogether, 11 color and 4 monochrome e-STUDIO products were recognized by Better Buys

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Art Post · 12/15/1612:07 PM

same advanced finishing options. “At Kyocera, we’re proud to deliver the features our most demanding customers are asking for,” said Douglas Cole, Director of Product Marketing, Corporate Marketing Group for KYOCERA Document Solutions America. “Both of these series do just that, while also delivering exceptional value.” All models provide standard wireless, WiFi-Direct and NFC support for Android mobile devices. They are HyPAS-enabled, ready to run Apple AirPrint®, Google Cloud Print™, Kyocera

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Art Post · 12/15/1610:42 PM

the end of the year. However, sometimes no matter how hard you work, there are some things that just won't pan out. Been there, done that. I had a 9:30AM appointment close to home this AM for a net new account. The appointment went very well, in fact there were three of us and during the entire presentation and discovery none of us sat down. We gathered around the existing copier, and that's where we held our meeting. Initially I thought this would be a January opp, however, there is some dough

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Art Post · 12/15/1610:50 PM

IRVINE, Calif.–( BUSINESS WIRE )–Fifteen of Toshiba America Business Solution’s recently-released e-STUDIO ™ multifunction printers (MFPs) have earned Better Buys Q3 2016 Editor’s Choice Award. Better Buys, the leading independent authority on office equipment, conducted side-by-side evaluations with comparable products and came away very impressed by Toshiba’s unique feature-set and exceptional value. Altogether, 11 color and 4 monochrome e-STUDIO products were recognized by Better Buys

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Art Post · 12/19/1612:28 PM

Accreditation Service) accredited certification scheme. Jon Stack, Colour Certification Manager and Lead Auditor of independent auditing body Print Media Certification, says, “BPIF ISO12647-2 gives customers the confidence of real colour quality. We were impressed by the high quality and consistency of the sample products tested.” Graham Moore, Business Development Director, Production Printing Business Group, Ricoh Europe, adds. "This accreditation will help convince offset printers to move

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Jason H · 12/19/162:32 PM

We are having some great feedback in the field from these. They seem to be running great and not a lot of service issues at all.

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Art Post · 12/19/1610:21 PM

him about a recent sale (last week), and it turns out that he knows the owner and went to High School with him. Following up on this tomorrow. Later in the Day I had an email from an existing client that I sold a 55PPM A3 color printer to about a year ago. Their ten year old Canon imageclass just broke again, and they are tired of fixing the system. In addition, he stated he is also tired of supporting 12-15 laser printers. His own words, "they are killing us with consumables". The pain was

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Art Post · 12/21/1610:15 PM

minutes after call the 25K op, I received an email with order docs for the net new client for the small A4 copier with the DOSS, that I pitched the other day. Not a big deal, but it's net new and worth about $2,200 for revenue. In additional to all of this, I had an appointment with an existing client that has an (2) 55ppm A3 color devices. That lease is due to expire soon. I went through their needs for a new device along with their existing costs for the lease and maintenance. We were going

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Art Post · 12/17/1611:33 PM

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Art Post · 12/20/1610:39 PM

PSD DESKTOP MULTIFUNCTIONAL DEVICE MFD ***7% BEP GOAL*** Matched Keyword(s) copiers Solicitation No. 227454 Region Illinois Agency State Government of Illinois Due Date Jan 3, 2017 Source http://www.purchase.state.il. us/ipb/IllinoisBID.nsf/All/ 887B... ... 217)782-5187 EMail Address: John.Demien@illinois.gov Class Code Class Codes: D081 Digital Copier NIGP Code NIGP Commodity/Service Code: 600 72 Multi-Function Office Machines (Combination of Fax-...NIGP Code NIGP Commodity/Service Code

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Art Post · 12/14/1611:28 PM

that selling in the office technology industry is shifting from transactional to strategic. Transactional sales are characterized by an equipment focus, selling a payment, replacement of the base and mid-level buyers. Strategic sales require probing for pain, aligning solutions to a prospect’s business goals, determining and getting to the right level in the organization, and justifying incremental spend. Determining which accounts and opportunities require a transactional approach and which

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Art Post · 12/17/1610:31 PM

Japanese printing vendor Ricoh has announced that it plans to slash its Dutch headcount by 220 employees to reduce costs for the region. Almost all functions involved in the workforce reduction are administrative according to Ricoh, with marketing, delivery and fulfilment, finance, HR and facilities departments being affected. The layoffs are expected to be carried out in the first quarter of 2017. Through reducing its headcount, Ricoh claims that it expects its Netherlands branch to return to

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Art Post · 12/18/168:49 PM

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Art Post · 12/20/1610:35 PM

Written by Michael Pici | @ MichaelPici On average, how many of your deals end in “no decision”? According to CSO Insight’s’ 2016 survey of 675 companies , 23.8% of forecast deals wind up in this category. There are several potential reasons for this outcome. First, an internal event beyond your control occurred at the prospect’s company: Your point of contact left her job, the company changed direction, there was an unexpected budget problem, and so on.

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Art Post · 12/14/1611:13 PM

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Art Post · 12/16/164:25 PM

If you're using LinkedIn for sales correctly, you won't insert an ask into your initial invitation to connect. It's only after the prospect accepts your personalized connection request and you've diligently observed their behavior on the network that you can follow up with a meeting proposal. But just like cold sales emails, there's a right way and a wrong way to write a LinkedIn message. Whether you're sending an InMail or a good old-fashioned message, look to the following template as a guide

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Art Post · 12/17/1610:55 PM

RFP for Copier Fleet Management Program Contact Info Buyer: Gieva Patton Email: gpatton@fa.ua.edu Phone: 205-348-6506 BID NUMBER: T054542 Due Date: 2/28/2017 Status: Posted Bid Notes: Please Note: UA Purchasing Dept. has a new address: 1500 Flint Drive, Tuscaloosa, AL 35404. THE UNIVERSITY OF ALABAMA WILL BE CLOSED THURSDAY, DECEMBER 22, 2016 THROUGH TUESDAY, JANUARY 3, 2017 IN OBSERVANCE OF THE CHRISTMAS HOLIDAYS. NORMAL BUSINESS HOURS WILL RESUME ON WEDNESDAY, JANUARY 4, 2017 AT 8:00 AM.

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Art Post · 12/17/1610:57 PM

Bid 78 39603051 Jcq rUqPV 907365 J V8x 0fhDU4 I8Mdr8ftf 53715755 G7mPu5lV3 j1KIp1 3077000 9381986 31093289 P70vh2D 8qdWcx vu 3uM0w LmgJX xA 9 zVKaCaGq rPVg kjWeQIZ #3764-16 - New Copier Pu rcha ses Bid to purchase a range of copiers and maintenance services for an 18 month period Sign and return bid page 10 t RXg R vF0f0udDo 4igS7Pwh MnVKA0PC FYi NvX I 9381 KlCttxz 6rwRy1WA 921295833 982307 SqR Hr IYMffPb lrHg OFuhfEFJ pI gz EIgk 2981 6059926 JvX7cQcQ 370322 JZm LGYL2zq 62264 kSCRWbaj LLd

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Art Post · 12/19/164:13 PM

Print Audit: A Year In Review By West McDonald, Dec 19, 2016 8:00:00 AM As you’ve no doubt noticed Print Audit has been very, very busy. Our mission this year was to save the office equipment industry through transformation ! In 2016 we decided to put all of our efforts into this mission, and the results have been incredible. Our Premier and Premier Plus members know this first hand, but for others, you might be surprised at all the new things we’ve developed to the betterment of the channel

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Jason H · 12/19/162:28 PM

Canon has released preliminary information on the new 4500 series b/w MFP's

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Art Post · 12/19/1610:24 PM

NEW YORK , Dec. 19, 2016 /PRNewswire/ -- Canon Discovery Services (Canon), a leading provider of eDiscovery and litigation support services to the legal community, has selected Oasis Data Solutions (Oasis) as its Relativity® premium hosting partner. Joining forces with Oasis gives Canon the flexibility to offer its clients the option of hosting their matters using KCura's Relativity platform or Canon's proprietary CaseData platform. This flexibility enhances Canon's ability to meet its

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Art Post · 12/17/1611:15 PM

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Art Post · 12/18/168:16 PM

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Art Post · 12/19/1610:39 PM

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Art Post · 12/19/164:17 PM

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Jason H · 12/14/1611:10 PM

With Art's Ricoh post it got me thinking about the things I'd love to see from canon in 2017. 1 - put the directs on the same pricing the dealers have. I get disgusted by the pricing I see from CSA down the street. Don't claim how important the dealers are to the company while letting the direct whore the product out to keep the factory running. 2 - Open up the Oce wide format to all dealers without the need to deal with the Oce people trying to become a dealer. The only response I ever get

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Art Post · 12/18/167:31 PM

Art

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Larry Levine · 12/18/167:37 PM

Art, You maybe missing the point. You can still build all the relationships you want but I guarantee not all will buy based on you have a quota to meet. Some may oblige but usually comes at sacrificing profit. You may be the exception.

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Art Post · 12/18/167:48 PM

Hey Larry I agree that not all will buy from you if you tell them that you need the order to hit quota. Matter of fact, it should be "most will not buy from you". What I'm saying is, as long as you build those relationships, there are people who will buy from you because of that relationship. They will help you if you tell them you need help. It has happened. On the other hand, they could see value in buying from me because I have helped them reduce costs, increase productivity and or helped...

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Art Post · 12/16/161:37 PM

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Art Post · 12/16/1612:51 PM

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TML · 12/15/169:35 PM

Picking up a signed order in the morning for a Canon color with hole punch and staple, from an Amish farmer-printer. Best two parts of the qualification process was having to run samples of a digital plate to run his offset presses and ensuring the power was in spec to be run off of his diesel generator/alternator set up. Oh yea, and he's got a tow motor we have to use to get it to the second floor. Been selling almost nine years and have been in lots of unique places too. Starbucks roasting

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Tom Koenig · 12/21/1610:20 PM

Good Luck Art I still got that $20 bill riding on you!!! Thank you, Have a Great Day! Thomas Koenig District Business Manager Dealer Division - Northeast Region RICOH USA, INC. 5 Dedrick Place West Caldwell, NJ 07006 Cell: 570-439-2864 Thomas.Koenig@ricoh-usa.com

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Tom Koenig · 12/21/1610:46 PM

Wish I had a few that I could give. The stocking is empty!! Thank you, Have a Great Day! Thomas Koenig District Business Manager Dealer Division - Northeast Region RICOH USA, INC. 5 Dedrick Place West Caldwell, NJ 07006 Cell: 570-439-2864 Thomas.Koenig@ricoh-usa.com

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Art Post · 12/15/164:27 PM

can anyone help with this?