see attached file
August 2023
Selling Office Technology "First Contact"
I posted this blog ten year ago, thus I thought it would be a good re-post going into the long weekend! For those of us in the USA, have a great Labor Day Weekend!
Selling Office Technology "First Contact"
A Star Trek flick from 1996 had the crew of the Enterprise travel back in time to undermine the Borg attempt to stop Earthlings from making "First Contact" with the Vulcans.
The last few days I've been busy on the phone prospecting for net new accounts, new opportunities, new upgrades and what else but initiating "first contact".
It seems every year it gets somewhat tougher to get a hold of our decision makers. For those of us that consider ourselves Professional Prospectors we get used to these types of responses when we know who the decision maker is.
"Sorry so and so just left for lunch", "He or She just stepped out", "So and so is on the phone right now", "He or she is busy", "We're not interested", "So and so just stepped into a meeting", "she just went to lunch (it's 4PM!!!)" and the list goes on and on.
So what are we to do, well as one Print4Pay Hotel member stated many years ago, that we need to be "smarter than the average bear". We've all heard these before but here's a few bullets for a refresher:
- Vary the time that you call on that account
- Call from your cell phone
- Call early in the AM before 8AM
- Call late in the afternoon 4-6PM
- Call on a Saturday
- Call on another employee in the company and ask to be transferred to the person that takes care of the office equipment
- Send an in-mail via Linkedin
- Tag the decision maker in an article that you posted on a social media (Linkedin is best)
- Spend a few bucks and ship them a small gift (coffee, tea, gift certificate, Masters Gold Pin Flags (special thanks to @Larry Kirsch for this one)
- With this one, make sure you research the DM and find that special something that will grab their attention
It used to be that on-site cold calling to work well, however at least here in the NY metro area it's hard to gain access to buildings since 9/11. Doors are locked, security cameras are in place and sales people are left other means to find out who the DM is. By the way, why is it that when you make the call and ask who the DM is, it's seems like you're sentencing that person to ten or twenty lashes??
One such person got so nasty with me when I asked for the name of the DM. I really was on my best behavior, however I ended up telling her that I wished a camel would walk through her bed at night. It just came out....I should have been more professional, yup... however sometimes you get so fed up. We're just trying to do our job and feed our families. I also understand that the gatekeepers are also doing their job. But, can't we be nice about it?
The web is a wonderful place and I've found creative ways to seek out those first contacts when the gatekeeper does not want to give any information.
Below is a few of resources I use on the web, if you'd like to know how I use each one to my advantage then send me an email, become a member of the p4photel.
Manta
Contact Us
Box Approach
Avention
-=Good Selling=-
Transitioning Your Managed Print From Products To Services
For decades, office printer services have had one primary focus, selling products. Toner, ink, and paper were the main commodities. But the introduction of the world-wide-web has forever changed that business model.
The World Goes Digital
Today, printer services deal with a decreasing demand for print as more companies work toward a lofty (and arguably unattainable) “paperless workplace” goal. Organizations are eschewing faxes and scanning for software like DocuSign, Evernote, and Google Drive. These businesses encourage saving essential emails to PDF rather than printing them out and storing them in physical files.
But, it’s more than just a move toward paperless offices. It is human behavior. We are being trained more and more to “buy online.” The impetus being that we can get it more conveniently. And, perhaps more importantly, we can compare multiple prices. The goal, of course, is to source things cheaper. These businesses want to save money. That drive to reduce costs means printing services providers must contend with big-name online stores like Amazon, Newegg, and eBay for everything from paper to ink and even cartridge recycling.
Changing The Narrative
It might be time to rethink your business model. Printer services are so much more than an ink and toner dealer. They offer a wide range of additional benefits, including high-volume, networkable printers, maintenance, service, and, yes, the consumables required to keep things running.
So, what is stopping Managed Print Services (MPS) from emphasizing the “service” over the consumable? Over half (61%) of printer services companies say they are having difficulty making this move, possibly because it feels almost like a bate and switch.
In a product sales model, your view and the client’s view of the sale are the same. They are purchasing a product (ink, toner, paper, printers, and maintenance contract) for which you will charge them.
When you sell MPS as a service, the conversation with the client and internally is from two completely different angles. What you are selling and charging for is the convenience of printer placement, operation, maintenance, and provision of consumables.
Essentially, the move to “service” versus “product” is all about mindset. It’s no longer about what you can physically sell the customer. Instead, it’s how the things you traditionally sold can be put together to resolve problems your customers are facing.
Taking The First Steps
The first move to make when you begin to transition from product sales to a service organization is to outline your approach. Some key questions that can help you get started include:
- What are your clients’ goals when it comes to printing? Are they seeking to limit their print volumes, expand to multiple offices, cut costs, or lower their office footprint?
- Would your customer spend to handle print services on their own?
- Are there any “hidden costs” associated with print management, such as cybersecurity, etc.?
- What are issues your MPS regularly encounters that customers might not know how to handle?
- What other problems can your specific products and services help address? Energy use? Recycling? Division of labor? Use of physical space? Paper usage?
The goal is to figure out exactly what problems your current clients and target audience have that your business can solve. Things like cutting back-office costs, better cybersecurity, and preparing for hybrid and remote-work organizations are areas in which MPS providers can provide unique solutions and help businesses thrive. Managed print services also have better knowledge and access to printing solutions that help reduce office footprint, focus on internal networking, and more longevity.
Bundling Service Packages
Once you have a strategy in mind, it’s time to build out “service packages” and “service add-ons.” These bundles should cover the costs they would incur to your business. However, website wording and promotional materials should focus on highlighting the benefits and estimated savings of partnering with an MPS.
Businesses using systems like PowerMPS, for instance, could talk about printer performance reporting, predictive or subscription consumables reordering, and online service and maintenance requests. All of these options services help partners target specific pains within their business, such as:
- Reducing wasteful printing.
- Decreasing spend on ink, toner, and paper.
- Reducing inventory space needed for printing consumables.
- Improving service and maintenance response times.
Other standard perks could include friendly online or phone-call trouble-shooting, ink and toner recycling, or additional data-driven cost savings recommendations. But, don’t forget how the world is becoming ever more enamored of self-service portals, mobile applications, and 24/7 access. In addition, the majority (81% ) of print service companies expect to see demand for cloud-based print management grow in the next few years. Therefore, investing in a customized website and customer portal for faster and always available access to ordering, service, and bonus features is highly recommended.
As the world becomes more and more digital, MPS businesses cannot begin their journey from product to service too soon. So, whether your organization is struggling with the transition or just getting started, remember to start where your sales team has always begun – talking to current and potential customers. Their needs, problems, and stories are the perfect foundation for building your future in printing services.
Lead for Managed IT Services for 26 workstations
see attached document
Lead for Ten Color MFPs
see attached file
Lead for IT Services
see attached file
This Week in the Copier Industry 15 Years Ago
This Week in Copiers Fifteen Years Ago
First Week of September 2008
Real Copier Sales
Just the other day I had a demonstration with one of our devices and I was asked about color balance, and could it be controlled from the print driver. I'll admit it's been awhile since I went through all the features of the Ricoh print drivers. My response was "I'm pretty sure there is", and more here
Enjoy These awesome copiers threads from 15 Years Ago
Konica Minolta Launches bizhub 361 Newest bizhub B&W MFP Boosts Productivity in Mid-
Art Post (Guest) ·
Ramsey, N.J. – September 3, 2008 – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, today announced the introduction of the bizhub 361 multifunctional product (MFP – print, copy, fax, and scan all in one system). With high print/copy speeds of 36 pages per minute, the versatile bizhub™ 361 has been designed to provide workgroups and businesses with an affordable document
Topic
Weekend Copier Notes from 09/07/08
Neal ·
only be one printer for every 10 employees. - Konica Minolta’s graphic arts equipment supply manufacturing plant in Grand Rapids, Michigan, announced it will no longer produce silver halide imagesetter film due to declining demand. Most print shops have moved from analog process to digital, and use computer to plate systems to generate plates for their offset presses. - Xerox recently hosted an open house and educational seminar for 50 large print shop owners. The event took place on 8/20-21/08 in
Topic
TOSHIBA AMERICA BUSINESS SOLUTIONS INC. EXTENDS MID-VOLUME COLOR LINE WITH NEW SMALL
Art Post (Guest) ·
eight seconds, providing fast color printing to businesses with moderate output needs. Utilizing Toshiba’s leading-edge enhanced laser image technology (e-Fine), the e-STUDIO2330c delivers best-in-class color clarity and rich text renditions in all scanning, printing and copying jobs. Supporting print resolutions of 2,400 x 600 dots-per-inch (dpi) and 10-bit scanning resolutions of 600 x 600 dpi, the e-STUDIO2330c provides razor-sharp text and superior graphic detail in all printed documents
Topic
AP3800C unable to print on network
John ·
I have an AP3800C with a confusing problem. We can see it through the web. We can ping it. We can get feedback from it. However, when we send a print job to it from any computer, the job stays in the print driver (still shows a pending job) and will not release or go to the device for output. We have the latest drivers installed and are using smart device monitor for our printing. Any ideas? John
Reply
Re: AP3800C unable to print on network
Art Post (Guest) ·
Have you tried this? Ensuring that Windows Firewall is properly configured can solve this problem. Error messages that may appear The error messages that may appear when you try to print will differ depending on your operating system, application, and other factors. Some common Windows 2000 error messages are: Message Occurs when... Printing preferences cannot be displayed. The print subsystem is unavailable. ... you click [Printing Preferences] from the printer icon. Printer properties cannot
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KIP 80 Press release
Art Post (Guest) ·
KIP Color 80 System KIP America KIP has developed the industry’s first wide-format LED toner based color print system for technical and graphics printing environments. The KIP Color 80 print system is designed for printing professionals who require high speed production of color and monochrome technical documents, business communications and display graphics. The system is a comprehensive solution for wide format color imaging; spanning the full spectrum of applications from
-=Good Selling=-
Has Becoming Too Comfortable Become A Sales Crisis?
As we get started, reflect upon this quote from A.J. McLean,
"You have to become comfortable in the uncomfortableness."
Are you willing to change your relationship with change?
Are you willing to strive to find ease or familiarity in situations that might initially feel uncomfortable (like learning how to consistently prospect again)?
In today’s world, you can’t run away from change. Everything is in a constant state of flux.
Allow me to set the stage... Settling, complacency, contentment, relaxation, peacefulness; it's out there right now hiding in the closet of many sales departments.
Lurking in the dark shadows of success and camouflaged where one least expects to find it, there's a great balancing act of excuses.
It's the silent business killer, ambushing and striking salespeople without warning.
It can bring even the biggest and brightest to their knees. What's this hidden terror? Becoming comfortable.
It can happen to you. It strikes with extreme precision. It happens, so please don't kid yourself.
Becoming comfortable is a ruthless disease. It doesn't care how long you've been in sales or what day of the week it is. It cares only of the cold, timid and weak-minded.
Truth be told, while many of you seem content on getting by and blending in with all the other empty salespeople, a true sales professional is not. They have meticulously rewritten the sales playbook.
Calvin Coolidge once said,
“All growth depends upon activity. There is no development physically or intellectually without effort, and effort means work.”
Just for a moment, I ask you to think back to your childhood... You embraced learning, correct? You embraced change, correct? You figured out the things that allowed you to grow.
So... Why as adults do many find it difficult to embrace change?
Why do so many in sales take the road most traveled?
Why are so many in sales seeking out the "sales success magic pill", instead of just doing the work?
What many fail to realize is throughout our lives we will continue to have growing pains, whether they be emotional, mental or spiritual, there will always be forms of discomfort.
However, as we get older, this discomfort now becomes our choice. We can avoid it, endure it, or embrace it.
Let's face it, our brains are hardwired to avoid pain, we often choose to avoid discomforts rather than embrace them. This results in our personal and professional growth becoming stunted.
You can either be comfortable and stagnate or stretch yourself to become uncomfortable and grow.
Discomfort is a stimulant for growth. It forces you to change, stretch, and adapt. In an ever-changing business world, I encourage you to embrace discomfort.
Become purposeful about doing things to push yourself outside of your limits.
Difficulty helps you to grow, and this is what sales professionals do better than sales reps.
If you desire long-term success and sustainability, you must stop avoiding the hard stuff.
To become more means you must create new perspectives, acquire new skills and push the boundaries.
Learning to become comfortable with discomfort is one of the most important skills you can ever have to live a truly fulfilling personal and professional life.
Repetition fuels growth and expands your comfort boundaries.
How many things you once deemed uncomfortable, you now accept without giving it much thought?
Have you become too comfortable to be pushed or you feel you can't be bothered to make the necessary change to improve?
I love this quote courtesy of Craig Groeschel,
"If you change your behavior but do not change your heart, the behavior will come back."
What's in your heart when it comes to change? Are you willing to do the work?
HAS BECOMING TOO COMFORTABLE BECOME A SALES CRISIS?
"If you'll not settle for anything less than your best, you will be amazed at what you can accomplish in your lives."
Vince Lombardi
The question I have for all you... What are you willing to do to become a better salesperson?
I thoroughly enjoyed reading Michael Easter's book, "The Comfort Crisis, Embrace Discomfort To Reclaim Your Wild, Happy, Healthy Self"
Early in the book, Michael says,
"Most people today rarely step outside their comfort zones. We are living progressively sheltered, sterile, temperature-controlled, overfed, under-challenged, safety-netted lives."
Let's unpack this quote as we tie this right back to sales...
How many salespeople are living progressively sheltered lives as they are being overfed lead after lead, being under-challenged and coddled by their managers inside their safety-netted environments?
Have managers become just as comfortable as salespeople? I will leave this one for your imagination.
When it comes to comfort, Michael Easter went on to say,
"Today's comfort is tomorrow's discomfort. This leads to a new level of what's consider comfortable."
Let's think together for a moment... The things you've accumulated up to this point in your life fit quite nicely into your comfort zone. The car you drive, the home you live in, and the income you make. You've already acquired it, so you don’t need to stretch your zone to make it a reality.
Isn't it safe to say you would like to make more money this year then you did last year?
If the answer is yes, then would you agree you must work harder and smarter?
Would you also agree, you must acquire new skills and knowledge to make this happen?
What got you to where you're at will not keep you where you're at, plain and simple.
Before we move on, allow me to introduce you to the law of comfortability.
It states, when you surround yourself with empty suits, harbor average thoughts, settle for average results, and point fingers everywhere, this all leads to an ordinary, empty sales life full of mediocre existence.
What are you willing to put yourself through to become a better salesperson?
Are you willing to break out of your comfort zone in a world that is rapidly changing day by day by day?
BECOME COMFORTABLE BEING HONEST WITH YOURSELF
Thomas Jefferson once said,
"Honesty is the first chapter in the book of wisdom."
Becoming honest with yourself allows you to acknowledge your limitations, confront your flaws, and seek knowledge with humility.
Are you willing to commit to truthfulness?
Honesty is a huge part of embracing change. I encourage you to become radically honest with yourself. In chapter 2 of Selling from the Heart, I write about sales chaos.
Have you allowed turmoil to weave its web inside your sales career? Has chaos kept you from seeking the truth?
If you're not honest with yourself then how can you expect to learn and grow?
When you're dishonest with yourself, you choose to see what you want to see and you brush off, ignoring what you don’t want to see. This may provide you short-term happiness but, in the end, it becomes unhealthy, destructive, and screws with your mind.
Becoming comfortable with being uncomfortable is what radical self-honesty is built upon.
I encourage you to think about this one...
How can you become radically self-honest if you struggle to deal with any discomfort in your sales life? You can’t and you're only fooling yourself.
In this hyper-competitive world of sales, those who are willing to take risks, step out of their comfort zone and create some discomfort for themselves will be those who reap the biggest rewards.
Are you one of them?
HONESTY REQUIRES PRACTICE
Becoming radically honest with yourself requires you to become vulnerable.
Are you willing to become vulnerable and accountable to yourself?
If you’re consistently nurturing your mindset, you will build up a tolerance against negative thoughts, procrastination, self-doubt, and insecurities.
This helps you to break the stranglehold of comfort.
Becoming radically honest with yourself can be painful but massively rewarding.
When honesty collides with your willingness to change, there's no stopping your growth.
I encourage you to build confidence in your abilities. I challenge you to get radically honest and hold yourself accountable.
- Seek to become an expert in your field of work
- Constantly crave feedback on YOU
- Set goals and create a business plan
- Never ever stop learning
- Seek out a coach or mentor
If you want something in life or in sales that you have never had, you will have to do something that you have never done.
DON'T SETTLE FOR COMFORTABLENESS
John C. Maxwell once said:
“People are like rubber bands, they are most effective when they are stretched.”
Are you willing to stretch yourself out of your comfort zone?
If so, imagine...
- The new sales doors you could you open
- The new sales opportunities you could you experience
- The new relationships you could develop
How would all of this make you feel?
Are you willing to take massive action?
SALES PROFESSIONALS ARE NEVER COMFORTABLE
A true sales professional is always sales hungry. They are life-long learners.
Sales professionals are educators. You can't become an educator without being a student first.
You must gain a thirst for new knowledge. You must stay up to date on new developments, always looking for trends and changes before they happen.
Getting uncomfortable, it's okay. Show up every day and be present. Sit with the discomfort.
To quote Craig Groeschel,
"You can make excuses or you can make progress but you can't make both."
Acknowledge discomfort. Shake hands with it, get used to it, and welcome it on the journey to better yourself.
It's often in these moments of challenge that we have the opportunity to learn about ourselves, our limits, and our potential for growth.
Everyone's journey is unique and different. What works for one person may not work the same way for another.
It's important to approach discomfort with self-awareness, a supportive mindset, a willingness to adapt your approach if needed and a tight inner circle to guide you.
It becomes impossible to grow if you're constantly carrying your own dead sales weight of years past.
Way too many of you are living in yesteryear. You will consistently struggle with the mentality of "that's the way I've always done it."
As we bring our time together to a close, I ask you to think about the following questions...
- Am I reaching my sales potential?
- How do I rise up and rise to the top in sales?
- What will I commit to doing today which will enable me to grow and flourish tomorrow?
Comfort will always stunt your sales growth.
In this episode of Selling From the Heart, we are joined by Hannah Austin, author of "Hello, Head, Meet Heart." Hannah shares her experience with burnout and discusses the importance of aligning the head and heart to avoid burnout.
She emphasizes the need for self-reflection and self-awareness and provides practical tips for recognizing and addressing burnout.
Hannah also highlights the power of connection and community in overcoming burnout and finding fulfillment in both personal and professional life.
KEY TAKEAWAYS
Burnout can be caused by untapped talent or creativity. Recognize the signs of burnout, such as cynicism, checking out, anger, and fatigue. Journaling and self-reflection can help identify energy levels and areas of fulfillment.
Connect your head and heart by engaging in activities that bring you joy and fuel your creativity. Share your experiences and seek support from others to overcome burnout.
HIGHLIGHT QUOTES "You are not alone. Reach out to those people and share with people what you're going through." - Hannah Austin "Be who you are at work and at home, be that same person and connect your head and your heart." -
Hannah Austin Learn more about Hannah Austin:
LinkedIn: https://lnkd.in/ee4MaVAC
Hello, Head, Meet Heart Book: https://lnkd.in/eS2NKw5S
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://lnkd.in/dysZHTyE
Larry's LinkedIn: https://lnkd.in/d6hVD3Cy
Website: https://lnkd.in/dZX8cZj
Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.
Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. ( https://lnkd.in/eUcUz5Mu)
SUBSCRIBE to our YOUTUBE CHANNEL! https://lnkd.in/eXZfTbdw
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Check out the 2023 Authentic Selling Challenge: https://lnkd.in/dMfwv9_A
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This Week in the Copier Industry 10 Years Ago
This Week in Copiers Ten Years Ago
First Week of September 2013
Real Copier Sales
My name is John Sherry, I have been selling copiers for almost 6 yrs now. I started when I was 21 yrs old. I have been experimenting with the best approach to cold calling law firms and seem to be getting some rejection. My question is does anyone have any particular presentation or script that has worked well for them currently or in the past? read the rest here
Check These Great Copier Threads from Ten Years Ago This Week
How Well Do You Know Your Print Drivers?
Art Post ·
It seems that I don't know them as good as I thought I did. But where do we find the time? PCL5, PCL6, PS, Universal drivers, I can't stand it! Just the other day I had a demonstration with one of our devices and I was asked about color balance, and could it be controlled from the print driver. I'll admit it's been awhile since I went through all the features of the Ricoh print drivers. My response was "I'm pretty sure there is", and with that I checked the PCL5, PCL5c, Universal Driver, Mini
Topic
Konica Minolta and Komori Debut World's First 23"x29" Digital Inkjet Press at PRINT 13
Art Post ·
today's highly competitive printing marketplace. Delivering a high level in print quality coupled with impressively fast make-ready and open systems architecture, Komori presses help printers achieve the higher productivity and efficiency levels essential for increased margins and business growth. Komori America Corporation headquarters are in Rolling Meadows, IL with sales and service organizations throughout North America. Contacts: Naeran Rubio Konica Minolta Business Solutions U.S.A., Inc. 201
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Konica Minolta Color Care Earns G7 System Certification
Art Post ·
RAMSEY, NJ, Sep 05, 2013 (Marketwired via COMTEX) -- Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta) today announces that Color Careâ?¢ version 2.2.1 with the CurveCoreâ?¢ Module has been awarded IDEAllianceâ® G7 System Certification. The designation of a CERTIFIED G7 SYSTEM demonstrates Konica Minolta's continued commitment to delivering innovative and industry-leading print standards. The addition of this feature enhances the functionality of the Color Care software in that it
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New Xerox Black and White Light Production Printers
Art Post ·
brochures to business cards and magnets. Workflow made easy The D136 Copier/Printer can be paired with Xerox EX Server, Powered by Fiery. The EX Server's spectrophotometer calibrates the printer to ensure smooth, consistent gradient within print runs and across different engines. Xerox's FreeFlow Print Server is also available on the D136 Printer/Copier and comes standard on the Printer. Speed and productivity Running up to 136 pages per minute, jobs move faster with the D136 so larger print runs can
Blog Post
Selling Copiers & MFP's "First Contact"
Art Post ·
types of responses when we know the name of Mr. or Mrs Right. "Sorry so and so just left for lunch", "He just stepped out", "So and so is on the phone right now", "He or she is busy", "We're not interested", "So and so just stepped into a meeting", "she just went to lunch (it's 4PM!!!)" and the list goes on and on. So what are we to do, well as one Print4Pay Hotel member stated many years ago, that we need to be "smarter than the average bear". We've all heard these before but here's a few for a
Topic
Canon U.S.A. Debuts New Branding and Finishing Options for varioPRINT DP Line of Digital Presses at PRINT 13
Art Post ·
to help ensure neatly aligned finished stacks and improved stapling capabilities, including the ability to staple custom-size media. Designed for the quick printing, print-for-pay and in-plant/CRD environments, the Canon varioPRINT DP line also will offer a Professional Puncher option for high-volume punching with interchangeable dies. With engine speeds of up to 135, 120 and 110 letter-sized images per minute, respectively, the varioPRINT DP line can also utilize a diverse range of additional
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Ricoh Earns CompTIA Managed Print Services Trustmark(TM)
Art Post ·
supporting this effort by earning the Managed Print Trustmark." To earn the credential, Ricoh was evaluated on the internal practices and procedures they use to run their business and the external activities and operations they engage in with customers and prospects. "We are honored to receive this prestigious credential as it validates Ricoh's approach to delivering managed document services while helping our customers execute a comprehensive document process improvement strategy," said Sergio
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Incovo Reaches for the Stars with a New Accreditation from Konica Minolta
Art Post ·
products. Companies across the world value their prestigious accreditation, making the Konica name synonymous with a high calibre of service and innovation. Konica Minolta’s customers are guaranteed a trio of trust, or a three-pillar system intended to ensure standards of conformance and reliability, adherence to safety regulations and full support in all products and services. The revolutionary technology behind everything Konica Minolta does has paved the way for the company’s ground breaking
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Xerox’s Message to PRINT 13 Attendees: Automation is Key to Success
Art Post ·
, including inkjet waterless and aqueous technology, color and black-and-white cut-sheet devices and wide format printer. Graphic communicators can join the conversation about print’s relevance by using and following the Twitter hashtag #printwins . Xerox’s booth No. 1202 is one of the largest digital printing exhibits at the show, taking place Sept. 8-12 in Chicago.
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Canon U.S.A. Integrates Enhanced Large Format Color Capabilities in Its New S-Series Printers
Art Post ·
of client requests, including the ability to print from one machine or a fleet of printers. High-Capacity Ink System: The iPF6400S printer now has the ability to use 300ml ink tanks, while the iPF8400S can accommodate 330ml and 700ml ink tanks. In addition, Canon's unique sub-ink tank system in both models allows ink to be replaced while prints are in-progress helping ensure jobs can be completed virtually seamlessly. Efficient Printing Capabilities: Each of the new imagePROGRAF printers also
Reply
Re: Sharp Ends Talks with Samsung to Create Joint Copier Company
Art Post ·
was not the government of Japan that stepped in and nixed the sale, but it was the likes of Canon, Ricoh and KonicaMinolta. That tells me that that theCanon, Ricoh and KonicaMinoltawere afraid of Samsung gaining Sharps MFP technology, so afraid that they talked Sharp into not selling. Which sounds kinda hokie to me, it's like me telling the neighbor not to sellhis houseto the new people coming to town. In mid October we'll see the second half results for 2013 and the second quarter for this year
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EFI Fuels Customer Speed, Quality and Efficiency with
Art Post ·
booth. The new Sharp Pro Series MX-6500N and MX-7500N Digital Document Systems are the first production printers to offer full control of EFI’s Fiery Command WorkStation ® job management interface from the printers’ operation panel. EFI in partner booths EFI will also participate in numerous partner locations at Print 13, including the booths for Canon, Konica Minolta, Ricoh and Xerox. This strong partner presence reinforces the value of EFI's market-leading product portfolio and offers visitors an
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Canon to Preview "Niagara" High-Volume Sheetfed Color Inkjet Press at PRINT 13
Art Post ·
MELVILLE, N.Y.--(BUSINESS WIRE)--September 04, 2013 Aiming to accelerate the printing industry's transition from offset to high-volume digital output, Canon U.S.A., Inc., a leader in digital imaging solutions, today announced "Niagara" (development name), a high-volume sheetfed color inkjet digital press(1) . Previewing at PRINT 13 in Chicago next week, this new digital press will help consolidate sheetfed black-and-white and color workflows on to one production printing system. Canon was an
Blog Post
My Top Three Sales Quotes "part 2" Prospect by Day and ...
Art Post ·
Decreased margins, introduction of A4 MFPs aka MFD, lower MSRPs, increased competition for net new business equals a whole heck of a lot of work!! Years ago you could sell four or five 40 50 page per minute multifunctional devices and the average selling price with accessories would be in the $13-$18k range. Over the years I've pretty much tracked about 6 systems per month, thus it was easier to hit your total revenue number and or your GP number than it is now. Continued pressure from Direct
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31 Ways to Close More Sales (#4 of 31)
Art Post ·
seasonal lease, six months of payments and six months of no payments is one example. Call your leasing company for details on how to structure a program that can result in you closing the deal with a creative financial solution for the customer. LinkedIn Tip: Start following those companies on linked in where you can't get any traffic with a phone call, mailer or stop in. Next week I'll tell you how to get them to check your profile first! -=Good Selling=-
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Ricoh Launches Cloud-based Marketing Services Software Suite - New approach to dynamic variable data and cross media marketing powered by PTI
Art Post ·
operations with limited or no IT resource to manage their own, or their clients’, brand identity and collateral; deploy a full web to print service; and to create and run integrated, multichannel communications campaigns. Ricoh announced a strategic investment in PTI Marketing Technologies in August 2012 and is excited to now bring print services providers in Europe the full MarcomCentral solution as a result of the Ricoh and PTI partnership. As MarcomCentral is cloud-based, it enables PSPs and
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New Ricoh Pro™ C5110S and C5100S Digital Colour Production Systems Bring Flexibility and High Image Quality to Light Production Market
Art Post ·
. The toner has also been developed to fuse at a lower temperature, meeting Ricoh’s RD focus to continually reduce the environmental impacts of its products wherever possible. This in turn also ensures a quicker warm up time for increased productivity. The Pro C5110S and Pro C5100S are also the first Ricoh digital production printers to feature enhanced toner transfer technology which delivers high quality print results on heavily textured stock – ideal for direct mail and marketing applications
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Xerox Production Inkjet Leadership on Display at PRINT 13
Art Post ·
systems give print service providers a great deal of flexibility when selecting equipment and pursuing application opportunities.” Industry’s largest range of inkjet technology Xerox’s full portfolio of both aqueous and waterless inkjet technologies will be on display at PRINT 13. With the acquisition of Impika, A Xerox Company, Xerox has strengthened its leadership in digital color production printing with the industry’s most scalable and flexible solutions. In addition, Impika’s upgradeable
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Sharp Expands Its Reach into the Production Space with the Introduction of the Pro Series Color Document Systems
Art Post ·
potential of the Sharp print engines. The MX models provide multifunction versatility with unique key features that enhance operability and maintain consistent results page after page, job after job, with stunning image quality and increased reliability. Full-bleed booklets are printed with ease and made possible by Sharp's unique edge-to-edge printing capability. The tight integration of the powerful MX-PE10 Fiery Sever with Command WorkStation ® job management interface and the Sharp 15.4" touch
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Ricoh to Market Mass-produced Imaging Device for Fully Spherical Imagery
Art Post ·
owners. | About Ricoh | Ricoh is a global technology company 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
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Arizona Awards Multi-Functional Devices Contract to Sharp Electronics Corporation
Art Post ·
for Sharp's full line of copiers. Awarded categories includeClass 1 Black and White Convenience Copiers with available speeds from 20 to 90 Pages Per Minute (PPM), Class 2 Hybrid Convenience Copiers (Color) with speeds from 26 to 70 PPM, and Class 3 Black and White Production with speeds of 105 and 120 PPM. "Sharp is very excited for the opportunity to provide our award-winning business products to the State of Arizona ," said Erica Calise , Director of Marketing, Sharp Electronics. "The State's
Blog Post
Copier Industry "The Big Race to ZERO"
Art Post ·
It's always great to get an email response from a blog you've written. Whether they are good, bad or ugly! Just this week I received the email below from a Print4Pay Hotel member that responded to My Top Three Sales Quotes "part 2" Prospect by Day and ... . We'll start with the email and they gave me permission to post and also keep the Print4Pay Hotel member anonymous. "I love your blog and all your posts every week. I have been reading for years. This is my 23rd year in copier sales and my
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31 Ways to Close more Business (3 of 31)!
Art Post ·
Whether you're selling MFP's, Document Management, and even Managed IT, there is always a time to close. A good sales person is an excellent listener, and if you listen well enough in most cases, you'll know when to ask for the order. Asking for the order can be as simple as...... 3. Lease or Buy Close (either or): When you’re asking the questions, save this one for last. “Were you planning on leasing of buying the system?” If leasing, bring out the lease form and start filling in the blanks
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Print Audit® Releases Print Audit 6.7.5
Art Post ·
-updates.asp?id=1 About Print Audit®: Established in 1999 and headquartered in Calgary, Alberta, Print Audit is the fastest growing print management company in the world. By providing businesses with innovative and practical print tracking solutions, the company has helped customers recapture over $200 million in printing and photocopying expenses while saving an estimated 190,000 trees a year. Print Audit is the most comprehensive provider of managed print services (MPS) and print management
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Ricoh’s delivers productivity and performance benefits through an enhanced TotalFlow portfolio
Art Post ·
printing and larger CRD environments. “With this critical addition to the TotalFlow platform, companies will also benefit from the ability to automate job scheduling based on printer capabilities and printer availability as well as dynamic media catalogue discovery and device synchronisation,” says Stephen Palmer, production print director, Ricoh UK and Ireland. “The overall result is that printer utilisation is optimised and cost and turnaround times are reduced for a broad range of operations, for
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Scodix to Launch Scodix Ultra Press at Print 13
Art Post ·
-quality and most accurate digital enhancement press at next week’s PRINT 13 tradeshow. The Scodix Ultra™ Digital Press is capable of producing 1,250 B2+ (21.5 x 31.0 inches) size sheets per hour and is based upon the company’s Scodix SENSE technology, which includes: Scodix RSP™ Technology: Ensures pin-point enhancement positioning and registration; Scodix High Impact: Touch and feel to make your print stand out; Scodix 99 GU: Delivers the highest level of gloss units attainable for printed
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Xerox to Help Department of Homeland Security Digitize Citizenship Documents
Art Post ·
, helping organizations of any size be more efficient so they can focus on their real business. Headquartered in Norwalk, Conn., more than 140,000 Xerox employees serve clients in 160 countries, providing business services, printing equipment and software for commercial and government organizations. Learn more at www.xerox.com . Note: To receive RSS news feeds, visit http://news.xerox.com/rss . For open commentary, industry perspectives and views visit http://www.linkedin.com/company/xerox, http
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Phone Sales
Good afternoon friends, My name is John Sherry, I have been selling copiers for almost 6 yrs now. I started when I was 21 yrs old. I have been experimenting with the best approach to cold calling law firms and seem to be getting some rejection. My question is does anyone have any particular presentation or script that has worked well for them currently or in the past? Thanks for the help, John Sherry
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Kofax to Demonstrate Advanced Mobile Mortgage Solution at FinovateFall 2013
Art Post ·
IRVINE, Calif.--(BUSINESS WIRE)--September 03, 2013-- Kofax plc (LSE: KFX), a leading provider of smart process applications for the business critical First Mile(TM) of customer interactions, today announced that it has been selected as part of an elite group of financial and technology companies to demonstrate its advanced mobile mortgage solution at FinovateFall 2013 in New York on September 10. The solution to be demonstrated utilizes Kofax Mobile Capture(TM), which has been named one of
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Failure to address document security challenges exposes financial services firms to risk
Art Post ·
student records and admissions applications. | About Ricoh | Ricoh is a global technology company specialising in office imaging equipment, production print solutions, document management systems and IT services. Under its corporate tagline, imagine.change. Ricoh helps companies transform the way they work and harness the collective imagination of their employees. For further information, please visit http://www.change.ricoh.co.uk . For further information, please contact Anna Powell, Proof
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AUXILIO Earns Expanded Managed Print Services Contract with Sutter Health Adding Sutter Health East Bay Region
Art Post ·
coast to coast. About AUXILIO, Inc. AUXILIO, Inc. is the pioneer of Managed Print Services for the health care industry, working exclusively with hospitals and hospital systems throughout the United States. We are vendor independent and provide intelligent solutions, a risk free program and guaranteed savings. AUXILIO assumes all costs related to print business environments through customized, streamlined and seamless integration of services at predictable fixed rates that are unmatched in the
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Re: Performance and Compensation Plans
Czech ·
It's tough out there but there is still a lot of money to be made. Just about every business needs a copier. In an interview, Reil Rackham said that in tough times the key to success is focus: put all of your resources into your best opportunities. Here area list ofthings I've done to help maximize my sales as much as possible: 1. Make a committment to stick things out through the hard times. 2. Sell the relationship today, sell a copier tomorrow. 3. Start an email list. 4. Have my cheapest MFP
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Savin C9120 Scan to Email Problem
I have a weird situation at a long term customer's office. They have 2 Savin C9120s and 1 Savin 8025. They were all scanning to email. Now the C9120s can connect to the mail server and the memory goes back to 100% when sending email. However, the recipient never receives the email. Exchange, Yahoo, Gmail, no destinations are receiving the email. All 3 systems have the same identical configuration. They are all using Comcast mail server, exchange or alternate SMTP servers are not an option and
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OKI Data Americas Introduces its Multimedia Production Platform
Art Post ·
needs of large, demanding workgroups. These new printers further underscore OKI’s technological leadership and ability to deliver innovative, high functioning and high quality printing solutions to an evolving marketplace. The revolutionary new C941dn LED digital color printer features a five station toner configuration with cyan, magenta, yellow and black, plus white or clear in the fifth position; this provides an expansive new world of printing capabilities and revenue-generating opportunities
-=Good Selling=-
Lead for K12 Fleet of MFPs
see attached file
Lead for 42 MFPs (15 mono, 27 color)
see attached document
This Week in the Copier Industry 5 Years Ago
This Week in the Copier Industry 5 Years Ago
First Week of September 2018
Real Copier Sales
In fact just tonight I was asked to comment on a new sales cheat sheetthat was sent to me, in fact I liked it so much that I comp'd that member a Premium Membership. The file that was created is a fantastic reminder for all of us in sales of what we should ask and do on every call. I believe this is invaluable for new reps more here
Enjoy These Awesome Copier Threads from 5 Years Ago
Konica Minolta Takes Home Buyers Lab PaceSetter Award for Outstanding Serviceability in Western Europe
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Minolta also attempts to avoid emergency service calls by using predictive analytics to help plan practice procedures. Konica Minolta's ERP system can be accessed from mobile devices to prioritize service visits, view customer and machine information (including SLAs), assess car and local inventories, reorder or exchange parts with colleagues, and more. These innovative program aspects, combined with elegant training programs offered both online and in-person, support for third party tools, and
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Kyocera moves into first place in SA's copier and MFP markets in Q2 2018
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K yocera Document Solutions South Africa has moved into first position in the overall South African copier and multifunction printer (MFP) market in the second quarter of 2018, with a 15.5% share of unit shipments for the period. This is according to new numbers from Infosource and indicates that Kyocera's focus on delivering vertical solutions that address companies' pain points is paying off. For the first half of calendar 2018, Kyocera ranked second in the overall South African copier and
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Sharp Introduces New High-Speed Multifunction Copiers For Busy Workgroups And Departmental Environments
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that get results. A standard wireless connectivity feature enables users to print from mobile devices using the free Sharpdesk® Mobile app. "We're excited to introduce these new high speed models in the Sharp product line," said Shane Coffey, Vice President, Product Management, Sharp Imaging and Information Company of America. "Sharp continues to drive innovation in the office by developing new document system products that raise the bar for multifunction copiers and printers." The new MX-M6570
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Canon Wins Multiple BLI PaceSetter Awards for Its Acclaimed Enterprise Solutions
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products that gave the best performances in BLI's lab tests in the previous six months. BLI PaceSetter Award in Ease of Use: Enterprise Devices 2018-2019 "Canon's intuitive MFP operation is well apparent in the results collected during our study," says George Mikolay , Associate Director of Copiers/Production for Keypoint Intelligence – Buyers Lab. "Wasted time at the MFP for employees could literally translate to losing thousands of dollars. Thankfully, Canon has been integrating features to
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Toshiba Inks Partnership with Brother
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Toshiba’s network of independent resellers and direct sales operations across the United States. The Brother Workhorse Series present an ideal complement to Toshiba’s award-winning e-STUDIO ™ A3-formatted MFPs to tackle the demanding print volumes of today’s small to mid-size businesses. Brother’s affordable and reliable MFPs and printers can be customized to address critical business workflow challenges, including offering a portfolio of software solutions. The devices are engineered with robust
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Toshiba Empowers the Art of Business at LEAD 2018
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unique. Their work is their art, their employees the artist. More than 1,600 LEAD 2018 attendees – comprised of customers, resellers and technology partners as well as industry media and analysts – will receive a first glance at Toshiba’s 13 just-introduced e-STUDIO ™ multifunction printers (MFPs). The seven color and six monochrome additions to Toshiba’s award-winning e-STUDIO multifunction printer (MFP) line deliver up to 50 pages-per-minute to tackle the print, document management and workflow
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Xerox AltaLink and VersaLink Back-End Promos?
GIntel ·
Hey all, we've seen a large increase unit sales for Xerox AltaLink and VersaLink lines in Q2 (both vs. last year and the previous quarter). I'm trying to figure out why this growth is happening. I know that Xerox consistently offers promos and instant savings offers for the open channel models, but I'm wondering if they are offering dealers any incentives to move more units? Are there back-end promos or instant savings offers that have been running this year?
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Océ ColorWave 3000 Printing System Offers Reliable Wide-Format Printing for Creators
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highly reliable multi-pass printing technology. Delivering sharp lines, high readability, fine details and smooth even area fills every time you print. The versatile Océ CrystalPoint printing technology means instant-dry prints with no feathering and excellent fine detail on a variety of media types, from uncoated bond to vinyl. The printing process emits virtually no fine dust, ozone or odor and the Océ TonerPearls are non-toxic. Prints are robust and water resistant. The Océ PAINT technology
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Ricoh President & CEO Takes the Stage at the Climate Week NYC Opening Ceremony
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and industrial printing, digital cameras, and industrial systems. Headquartered in Tokyo , Ricoh Group operates in approximately 200 countries and regions. In the financial year ended March 2018 , Ricoh Group had worldwide sales of 2,063 billion yen (approx. 19.4 billion USD ). For further information, please visit www.ricoh.com . © 2018 RICOH COMPANY LIMITED. All rights reserved. All referenced product names are the trademarks of their respective companies. Contact: John Greco Ricoh USA , Inc
Blog Post
Ten Reasons Why A Premium/VIP Membership Works ($99 Lifetime Event)
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We've opened up 20 (twenty) LifetimePremium/VIP membership (new)for only $99. That's right, pay $99 one time and have complete access to the Print4Pay Hotel forever. We Share We share information, we are the relentless, we drive the sales, we seek new customers, we (Print4Pay Hotel) members are the top sellers in the industry. Our need for knowledge translates to increased sales, generates additional GP and above all helps us provide for our families. Without a doubt, the Premium Members of the
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Ricoh follows the signs with first UV flatbed release
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Ricoh has officially released the Pro T7210, its first wide-format UV flatbed, to the UK market. The Ricoh Pro T7210 can run 100spm/hr in its high-speed mode Available as of 1 September, the 3.2x2.1m machine was first unveiled to potential customers at Viscom Italy 2017 , Milan, in October last year. The T7210 was originally targeted at the interior decor and construction sectors, but feedback from the show and experience from a pre-launch model indicated that signage and POS would also be key
Re: PrintCopy_Tool_Brochure
jdicarlo ·
Yes, the Ricoh PrintCopyTool can work with any installed print driver. The selection of an output device is made when printing.
Blog Post
Attention Sales Leaders... What Type Of Experience Are Your Sales Reps Providing?
, your company and the services they receive that determines sales fate. "Is your sales team building a customer experience or are they building an outstanding client experience?" ARE YOUR SALES REPS CREATING A FIRST CLASS EXPERIENCE? My co-host on the Selling From The Heart Podcast , Darrell Amy ; recently wrote a fantastic blog titled, First Class is a Seat, Not an Experience and this got me thinking... are your sales people going the extra mile to create a first class experience for your
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Re: Toshiba Inks Partnership with Brother
Art Post ·
Guessing this will help Toshiba because of the lack of A4 devices. Curious if Brother will also share the Canon uni-flow technology too. I'm thinking no. Would love to hear from others on this
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Error code 719-0041 and 719-0042 when using K3 interface
John ·
Really need some help with this issue. Any UK or European dealers using the K3 interface to connect an external paystation/coin box? This issue is with a Canon C5540i and ITC Paystation Elite. We are getting random 719-0041-42 codes and cannot figure out the cause. Any help is much appreciated.
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Ricoh Direct Service Future
Ricoh914 ·
Has anyone heard any rumors around Ricoh Direct service? I recently bumped into an old friend and he stated that voluntary retirement was offered to seasoned technicians. Could this be a move to lower serviceworkforce to be able to give more service to dealers?
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Xeikon Announces Entry-level Digital Label Solution
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Xeikon announced an entry-level label printing and converting solution. The Label Discovery solution consists of a Xeikon 3030, an entry-level web-fed digital label press and the new entryDcoat, a digital converting line that can be used inline or offline with the Xeikon 3030. The new solution will be featured at the company’s booth at Labelexpo Americas, which takes place Sept. 25-27, in Rosemont, IL. “Although digital label printing has become a fast-growing mainstream business, some
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Man Prints Money At Library, Finds Buyer On Social Media: Sheriff
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NEW PORT RICHEY, FL — A Pasco County man is accused of using the New Port Richey Library's free printer to create counterfeit U.S. currency, and then trying to sell the money on Facebook. The Pasco County Sheriff's Office arrested Levy Newberry, 28, of New Port Richey, Sunday, Sept. 2, after his landlord, Teresa Spitzer, reported that he was printing copies of $5, $10 and $20 bills at the library. Deputies said Newberry showed Spitzer numerous pages of printed counterfeit money he'd created
Comment
Re: KM 1 Rate aka Flat Rate (unlimited clicks)
Scotty ·
Ricoh tried this and it failed miserable, I don't understand why any company would be determined to take the profit out of the industry.
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Re: Error code 719-0041 and 719-0042 when using K3 interface
Art Post ·
Can anyone help Joh with this??
Reply
Re: MPS and Linux HELP!
jdicarlo ·
So some clarification first. PaperCut absolutely does support Mac. In fact, it is the only cost recovery/print control solution that I know of that actually installs in an all Mac environment. (Server and Client) It also is the only solution I know of that installs in a Linux environment. So both of your issues are solved with PaperCut. I included the install guides for Mac and Linux to get you started.
Comment
Re: The A4 Challenge or Opportunity
copyme posted: Does Ricoh have an A4 that will shift sort or rotate sort? No, they do not The one bin is only an extra output tray, originally ment for seperating faxes
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Is that what I think it is?
So last night I was playing a zombie shooter game (Left4Dead2) just to relieve some stress, etc... when low and behold look what I stumbled on (picture 1). Then a zombie stumbled onto me and...(picture 2). I'd love to see where others have stumbled across Ricoh copiers when they least expected it.
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Re: What do Millennial's, Horse Traders, Amazon, Ricoh MP 501SP all Have in Common?
Short but sweet “Piece of cake” https://www.p4photel.com/blog/the-retirement-party The Retirement Party Art Post9 hours ago
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Re: KM 1 Rate aka Flat Rate (unlimited clicks)
Tom T ·
It would have been interesting if there was an option in this survey for 1 or more years or something like that. That may have changed the results.
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Re: Is that what I think it is?
Art Post ·
lol, that's a good one. Ever now and then I'll see some Ricoh copiers in some TV shows
Comment
Re: The A4 Challenge or Opportunity
copyme ·
Does Ricoh have an A4 that will shift sort or rotate sort?
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Re: The A4 Challenge or Opportunity
Art Post ·
copyme posted: Does Ricoh have an A4 that will shift sort or rotate sort? The Ricoh color A4 devices have a one bin tray, they may do what you are looking for.
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MPS and Linux HELP!
Hey there, Here's today's challenge. I've got a customer that currently has Papercut and is not happy with it for various reasons the biggest is no MAC integration. It looks like Print Audit will have that area covered relatively soon but yesterday they dumped the news that "Oh we also have 1000 Linux users that we want to capture" I know there's a whole host of challenges with Linux but does anyone know a vendor that claims to support Linux? I understand that, like Sharepoint, every
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Whitebird is Soaring to the Forefront of Innovation with an EFI Nozomi C18000
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, permanent head architecture that eliminates the downtime associated with replacing consumable printheads. “ Whitebird’s executives have long seen the promise of what digital can achieve and we are excited to help them put that vision into action with Canada’s first ultra-high-speed, single-pass digital corrugated packaging press ,” said José Luis Ramón Moreno, vice president and general manager, EFI Industrial Printing. “ The significant advantages Whitebird’s clients will receive with the EFI
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Epson Expands Award- Winning Flexion N-Series Robots with the N6 6-Axis Robot
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information with its original efficient, compact and precision technologies. With a lineup that ranges from inkjet printers and digital printing systems to 3LCD projectors, watches and industrial robots, the company is focused on driving innovations and exceeding customer expectations in inkjet, visual communications, wearables and robotics. Led by the Japan-based Seiko Epson Corporation, the Epson Group comprises more than 76,000 employees in 87 companies around the world, and is proud of its
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EFI Nozomi and VUTEk h3 Win SGIA Product of the Year Awards
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winners. A breakthrough innovation in digital corrugated production The EFI Nozomi press, which was recognized as Product of the Year in the Single-Pass printer category, employs LED UV inkjet technology for ultra-high-speed, high-quality printing on corrugated board for premium-quality packaging and display graphics applications. Built for 24/7 production, the Nozomi C18000 supports board sizes up to 1.8 x 3.0 meters at speeds up to 246 linear feet per minute, or up to 10,000 35x35-inch boards
Lead for Managed IT Services
see attached file
Lead for Fleet of Copiers
see attached file