This Week in the Copier/Office Equipment Industry 10 Years Ago The Third Week of April 2006

Garland: Try chosing a customer who is not in the market right now, and or create a need for your product or feature. There are many features that are different from manufacturer to manufacturer. Try to hone in on a "lock out" feature, a feature which Minolta does not offer and Ricoh does. Then hammer you position. Most of the time we can never win on price, but on sales skills, such as what the customer needs and what they do not think they need. Uncover through interviews the hidden pain or

i fully understand what you all are saying, however, it certainly can cause more headaches that it would be worth. I don't doubt the value can be shown, i just think that in providing solutions for a customer we need to step outside of the box instead of having it just because Canon or Konica Minolta or for that matter Oce' Imagistics has it. With the advent of the smaller mfp's that work so well I would rather build one into the mix and make the service/supply agreement included in a blanket

QUESTION; HAS ANYBODY RUN INTO THE NEW TOSHIBAS. I JUST LOST A DEAL TO A NON-PROFIT ACCOUNT TO A TOSHIBA 282. IT HAD RADF, DUPLEX, 3 PAPER TRAYS, FAX/PRINT/SCAN. THERE SELL PRICE WAS $ 4,976. I ALSO RAN AGAINST A E-STUDIO 16CPM WITH ARDF, DUPLEX, FAX/PRINT WITH A SELL PRICE OF $ 2,269.

Remember Dale Carnegie: "arouse in the other person an eager want." Here's one small thing that is a huge benefit from one user's perspective: We sell Konicas and Ricohs. We currently have a C450 and a 3224C on our network inhouse, and I use both in my marketing work. I prefer using the Ricohs for their ease of use when color is not critical. The Ricoh RPCS print driver is a dream! Put that puppy on your laptop and get your prospect's hand on the mouse to try it, and they will want it

Large Accounts, where the fleet is 25 or more systems. I think that's about it, Ricoh has stated that they will be adding more features, just a question of what features. Maybe we can develop a list of feaures here and then propose them Art

There's firmware for the 2035/45 (and I hear the 2022/27 but haven't looked) on the Ricoh TSC site. Have a technician install the firmware and it will scan to a 2003 server. The 30 series works out of the box, no need for firmware upgrades. No firmware yet for the 2051/2060/75.

I totally agree about the ease of use with the RPCS drivers. My customers LOVE using them. But I do have one question for you, when you said, "I prefer using the Ricohs for their ease of use when color is not critical." Just out of curiosity, why did you word it that way? Why did you say you prefer the Ricoh only when color is not critical?

Is there a report that says how many machines in each segment Ricoh will sell in a year? Past years or future sales, just an idea would be fine. Really looking for 35-45 black and white and 50 - 75 numbers. Thanks guys

I think we need it to compete in that arena with Canon. I recently upgraded a customer from a 2045 to a 2060 and what I did was included a 1515F in the deal. The price point was still close to the Canon, I created enough added value to justify the cost. In this case there was space available where in some cases space is an issue.

My only quess is to check with Ricoh Corp, maybe the Cannata Report. Art Post

Attached is the report from BERTL for the 3260 This document has been archived, please send me an email in if you are intertested purchasing an unlock code. art@p4photel.com ricoh_aficio_color_5560.pdf

I'm pretty new to this type of highly competitve BS. I just want to know if anyone has been loosing sales to the C250, C350,etc. How many times is it going to happen before I can break this chain of events? I'm getting tired of handing my money to Minolta!

-=Good Selling=-