MFP Copier Blog

So, this is pretty cool.  Special thanx to a P4P member that asked me to add closed captioning to my videos.  I thought I would give it a go and the first one was a bear, I didn't realize how many ums and uhs I was using. None of my chats are scripted, it's real and that's the way I want to keep it. I just need to get better with my speaking to the camera and slow down a bit :.  Let's have great conversations this week!

Enjoy These Fantastic Threads from Ten Years Ago This Week!

“Our culture is all about shallow relationships. But that doesn't mean we should stop looking each other in the eye and having deep conversations.”

Francis Chan

The depth and breadth of your conversations will determine the relational strength with your clients.

Are you treading water on the relational surface with your clients? How would you even know?

Are your conversations superficial and shallow or rich with deep meaning?

Deep conversations require intent and meaning.

The Oxford Dictionary defines superficial as, “existing or occurring at or on the surface; not thorough, deep, or complete; lacking depth of character or understanding.”

When it comes to your client relationships and interactions, do you have a complete understanding of their business goals, desires, aspirations and what needs to be done to create business betterment?

Just curious, what do all of you speak about when engaging with your clients?

Again, are you treading on the relational surface with small "chit-chatty" conversations or are you swimming in the business deep end, diving into conversational growth strategies?

You see, salespeople in superficial and shallow relationships will only talk about the present day because future proofing requires a deep investment of time, energy and commitment to relational betterment.

A relationship is shallow when it only exists on the surface and absent of any meaningful emotional connection.

Sales professionals align the head and the heart inside their client relationships

When you are not aligned by any shared values and goals with your clients, you may be treading water in the shallow end of the relational pool. You may find some levels of success there, but I call this "transactional swimming". This becomes 100% replaceable.

Here is your mirror moment...

Are you a here and now sales rep or a forward-thinking sales professional?

Questions for you...

• Why do many salespeople have mediocre client relationships? Think about it.
• Why do many salespeople struggle to form great client relationships? Think about it.

Unfortunately, because they can’t be bothered to learn how or have never been coached in how to build real relationships.

Here are a few signs that you may have shallow or superficial relationships...

• Lack of communication
• Not discussing the business future and what it looks like
• Lack of shared values
• Out of sight, out of mind

“The quality of your life is the quality of your relationships.”

Tony Robbins

SALES PROFESSIONALS BUILD REAL CLIENT RELATIONSHIPS

Your clients are much savvier then in years past. They expect you to pay attention to them. They have instantaneous and much louder methods of voicing their displeasure as well as the support they're getting from you.

Greatness is a conscious choice and a discipline when it comes to building client relationships.

The oldest and most effective sales growth strategy is building real intentional relationships.

Relationships enhance revenue, relationships sell, and relationships bring in connection.

Are your "relationships" one-sided affairs?

I urge everyone in sales to get engaged with their clients. Create marital bliss with your clients.

Shift your mindset as engaged relationships translate into increased sales opportunities.

Build true, deep and meaningful relationships, not just one-sided affairs and watch your sales skyrocket and your leaky sales pipeline become ever-flowing.

If you crave an ever-flowing sales funnel, then build an ever-flowing client relationship funnel

If you want amazing client relationships, then do something about it.

Here are three things you can do to build upon and strengthen your relationships.

BRING AUTHENTICITY

Your client relationships must be built upon trust and trust is based upon authenticity. Your clients B.S. meters are extremely sensitive. They can spot insincerity a mile away.

The authentic YOU must be a genuine reflection of who you REALLY are. You must believe it. You must own it. You must know what it stands for. You must know your strengths and your weaknesses.

Sales professionals proudly wear their emotions on their business sleeve as they connect to the relational hearts of their clients

It is all about the personal connection. If you are 'blowing smoke' up your client's backsides what's the likelihood they will trust you or even help you to grow your business?

"Authenticity is a Magnet"

STOP BEGGING

Expanding upon your relationships is not about selling – it’s about establishing trust, rapport, and creating value; all without selling.

Engage with your clients, communicate with them, add value to their business, solve their problems, create opportunity for them, educate them and inform them, but don’t drop the sales hammer on them all the time!

How can you grow your business by dropping sales bombs on them all the time?

Stale sales experiences and relationships die a slow and very painful death.

What's concerning me about salespeople today, whether you believe me or not, is the lack of truly building genuine relationships.

Stop begging and bugging your clients to buy from you at month end, quarter end or year end, when you've done very little to enhance the relational experience.

Why would your clients help you to grow your business when you haven't helped to grow theirs?

INTENTIONALLY LISTEN

Successful sales professionals simply listen.

There is so much you can learn when you just listen

Monumental listening is the key to becoming a powerful sales professional inside the relationship economy. Developing excellent listening skills separates the good from the great. When you listen to your clients you uncover their pain points, their business goals, their personal data; all this to do one thing - strengthen the relationship and grow your business.

When you struggle to listen, you miss all the critical material to build a meaningful relationship.

The simple act of listening just might be the key to growing your business, strengthening your sales pipeline and enhancing the relational growth with your clients.

CARE ABOUT YOUR RELATIONSHIPS

“I’m not telling you it is going to be easy- I am telling you it is going to be worth it.”

Art Williams

Building client relationships requires discipline.

Long-term client relationships must be deep and must be built to weather the storms along the way. There will be bumps along the way, however; the more you invest in these relationships the more you collect on these relationships.

I will leave all of you with this...

• Genuinely care about your clients
• Remember your clients
• Connect with your clients
• Celebrate with your clients
• Really listen to your clients

And most of all... Love your clients

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

This Week in the Copier Industry 5 Years Ago

Second Week of June 2017

When one can't get copiers to sell then what does one do?  Me, I've made the switch to changing the talk track to from speeds and feeds to content aka business intelligence.  Yes, I'll still sell that copier whenever I'm given the chance, but I know I'll make a better choice to by a clients trusted advisor with more than just copiers.  I've known and sold business intelligence for some time, but kept it under wraps until a client asked me.  Now it's full steam ahead with my new talk track for 2022.

Enjoy these great copier threads from 2017

Toshiba Introduces World's First Copier Delivering Erasable and Black & White Prints

IRVINE, Calif.--( BUSINESS WIRE )-- Toshiba America Business Solutions today introduced the world's first hybrid copier capable of producing erasable as well as standard monochrome prints. Featuring Toshiba's proprietary erasable toner, the e-STUDIO ™ 4508LP enables paper reuse by erasing all printed content on the page. Aside from optimizing sustainability initiatives, the e-STUDIO4508LP allows organizations to function more affordably and efficiently while minimizing paper use. Content

Blog Post

The Only Book I Recommend for Selling Copiers

However, most all of the sales techniques in that book were not related to selling copiers.But, that wasn't a big deal because it was pretty easy to take those sales techniques anduse them for selling copiers.By the time I was finished with the book, I could have sold any products or services , by applying the selling techniques that I read about. Or so, I thought. Being successful didn't happen right away, matter of fact becoming successful at selling copiers took a few years. Let me define successful

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Konica Minolta announces partnership with the DMA and sponsorship of Awards

Tuesday, June 13, 2017 Langenhagen, Germany -Konica Minolta has today announced a strategic partnership with the Direct Marketing Association (DMA) and sponsorship of its annual DMA Awards. Demonstrating its commitment to constant innovation and collaborative approach to the marketing industry, Konica Minolta will be showcasing its capabilities to agencies and brand owners through key initiatives. Marketers and brand owners will see how Konica Minolta’s world-class print and marketing

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Ricoh Japan Signs Dealership Agreement with 3D Printer Manufacturer EnvisionTEC

global family of companies. The Ricoh Group has more than 20 years of experience in designing products for 3D printing, cultivated through making prototypes and molds. The company is now focused on developing a 3D printer business that uses this know-how to provide broader 3D printing services. Ricoh Japan decided to partner with EnvisionTEC because of the high precision and smooth surface finish delivered by EnvisionTEC’s 3D printers using the company’s patented DLP and 3SP technologies. That

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New EFI Fiery Print Server for Sharp MX-7580N/6580N Color Document Systems Streamlines High-volume Office Production

also turn in-house printing into a professional operation with Fiery SmartRIP technology that handles multi-page, graphic-rich documents as easily as small office files." The Fiery advantage This new Fiery server, together with optional modules, make available to Sharp users a wide range of workflow and productivity advantages, including: Fiery Command WorkStation ® : The industry's leading digital print job management solution makes it easier to manage multiple printers within the enterprise

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Embeded Print Controller W3600 Ricoh

Does anyone have of these used? If not, any ideas on who I might be able to call?

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How to print a configuration page for the Ricoh W3601SP.docx

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How to print a configuration page for the Ricoh W3601SP.pdf

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Konica Minolta Gives Asia's Leading Fragrance and Cosmetics Distributor's Business Process a Facelift

June 11, 2017 22:38 ET Konica Minolta Gives Asia's Leading Fragrance and Cosmetics Distributor's Business Process a Facelift SINGAPORE--(Marketwired - Jun 11, 2017) - Konica Minolta Business Solutions Asia (BSA), an integral value provider with customer-centric solutions has been awarded a contract of $405,000 to provide business process automation for an established fragrance and cosmetics distributor's invoice processing needs. The key challenge faced by the distributor was the time

Blog Post

Seven Star Spangled Q & A's with Brian Pason of PHSI (VP Dealer Sales)

recurring revenue by offering water! For the best chance at success, you should have a dedicated sales force that is an entirely separate division from copier sales. A couple of reasons for this include: water coolers have a shorter sales cycle, and deliver faster returns. Q: Why is uniting coolers copiers a good idea? A: Copier businesses have multiple similarities to the water business. First of all, both pieces of equipment are leased, require services, and on-going maintenance. Second

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Re: Toshiba Introduces World's First Copier Delivering Erasable and Black & White Prints

SalesServiceGuy · 6/13/172:38 PM

Imagine a CMYK copier, except remove the CMY toner and developer and insert a new Erasable Blue (EB) toner and developer. Modify the copier so that when the Erasable blue toner passes back through the heat of the fuser, it de-colorizes the blue to white. A new rules based print driver can automatically makes software apps like emails auto print in blue plus provide a new counter to show how much paper, CO2 and money you saved. The previous generation product appealed to too small a section of

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Canon revamps production printer offering

Art Post · 6/13/1711:12 PM

The VarioPrint 140 can produce up to 800,000 copies per month The VarioPrint 140 series, which comprises the VarioPrint 115, 130 and 140, will begin shipping in July, with pricing starting from around £35,000 for an entry level machine. Wayne Barlow, Canon head of graphics communications business group, industrial print solutions, said the 140 series represents the ongoing development of its monochrome technology, initiated in 2012. read the rest here

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Re: Toshiba Introduces World's First Copier Delivering Erasable and Black & White Prints

SalesServiceGuy · 6/13/172:43 PM

A good YouTube video showing the erasable copier in action. https://www.youtube.com/watch?v=cwRBOqI9sq0

Member

Cheryl Goldburg

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All Covered makes the 2017 CRN Solution Provider 500 (SP500) list

Art Post · 6/15/1710:39 PM

Jones Sustainability World Index for five years in a row. We partner with our customers to give shape to ideas and work to bring value to our society.For more information, please visit: www.CountOnKonicaMinolta.com and follow Konica Minolta on Facebook , YouTube , and Twitter@konicaminolta.us For more information, please visit: www.countonkonicaminolta.com and follow Konica Minolta on Facebook, YouTube, and Twitter @konicaminoltaus . About the Channel Company The Channel Company enables

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Ricoh empowers collaborative workplaces with deep expertise, innovative AV solutions and ...

Art Post · 6/13/1711:08 PM

a shadow or being blinded by glare. For the latest updates and insights on Ricoh's solutions and InfoComm17 activities, visit https://www.ricoh-usa.com/en/a...events/infocomm-2017 or follow @RicohTweets on Twitter, Ricoh USA , Inc. on Facebook and LinkedIn . Media interested in scheduling briefings at the show should contact Tracey Sheehy at 908-705-4596. | About Ricoh | Ricoh is a global technology company that has been transforming the way people work for more than 80 years. Under

Blog Post

My Awesome Take Aways from West McDonald's Blog about Document Security

Art Post · 6/14/1711:38 PM

Trading or Fence. Thought my wife was going to kick me in the butt when she heard that from me. K, back to the blog from West. Speculation is that the Feds found thesuspect from a thorough examination of a printed document.For those of us in the industry we're aware of thoseyellow tracking dots that marks the paper with most color printers. West went on to state that this latest leak has brought document security to the center stage. Companies secure their networks, their servers, install security

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Re: The Only Book I Recommend for Selling Copiers

MichaelP16 · 6/9/174:12 PM

No problem. I'll catch you Monday, unless you're out of the office. Have a great weekend. Michael Papagermanos Sales Representative Southeastern Business Machines, Inc. Cell: (256)541-8473 Office: (256)882-0190

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Re: This Week in the Copier Industry 10 Years Ago (Third Week of June 2007)

Larry Kirsch · 6/11/178:39 PM

Time flies.

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Sharp Announces High-Speed, High-Volume Additions To Color Multifunction Product Lineup

Art Post · 6/8/1710:44 PM

MONTVALE, N.J. , June 8, 2017 /PRNewswire/ --Sharp Imaging and Information Company of America (SIICA), a division of Sharp Electronics Corporation (SEC) announces two additions to its high-volume color multifunction printer (MFP) lineup: The Sharp MX-6580N and MX-7580N high-speed color document systems with optional MX-PE12 Fiery ® Print Server combine proven reliability with intuitive operation in a modular design for professional printing and for color-critical environments. Inspired by the

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Fujifilm-Xerox Venture Ousts Executives Over Accounting Trouble

Art Post · 6/12/1710:01 PM

,” Mr. Sukeno said. Fujifilm had been investigating the way Fuji Xerox sales managers in New Zealand and Australia reported income from photocopier leases. A committee of lawyers and accounting specialists hired by the company concluded that the managers had overstated revenue by 37.5 billion yen, or about $340 million, in the five years through 2016, Fujifilm said on Monday. read the rest here

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EFI Honored with Prestigious EDP Award for Best Textile Printer

Art Post · 6/12/1710:24 PM

President of Sales Paul Cripps. High quality, high versatility on re-usable soft signage The VUTEk FabriVU printers have proven to be especially successful in helping signage and display companies move into higher-value soft signage display work as it offers an unparalleled combination of productivity and quality with fast speeds and printing resolutions up to 2,400 dots per inch (dpi). Customers can print dazzling displays, high-density backlit signs and more with ultra-high-resolution four-color

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HP Accelerates Reinvention of World's Largest Manufacturing Market with Asia-Pacific 3D Printing Expansion

Art Post · 6/13/1711:13 PM

develop polyolefin based powders for HP 3D printers based on Multi Jet Fusion technology. "The combined global footprint and shared vision of Sinopec Yanshan Petrochemical Company and HP will help transform the 3D printing materials marketplace, and the entire global manufacturing industry," said Mr. Jiao Yang, vice president of Sinopec Yanshan Petrochemical Company."HP's open platform will help us and our global customers to collaborate and achieve a win-win." Learn more about becoming a

Blog Post

Hey Sales Leaders... 3 Reasons Why Your Sales Teams "Social" ROI Sucks!

Larry Levine · 6/11/1711:02 AM

same statistical B.S. All this reminds of the old game show - Will the real social selling expert please stand up? The question lies around can all of this really be used to drive incremental sales revenue? Yes indeed it sure can! In reality, social in all its glory is revolutionizing and is becoming a game-changing sales weapon inside a sales reps toolbox when used in conjunction with all the other sales tools. The vast majority of salespeople and leaders aren’t leveraging social because they

Comment

Re: The Only Book I Recommend for Selling Copiers

Larry Kirsch · 6/9/1710:08 AM

Thanks Art. Always helpful.

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Toshiba to miss financial reporting deadline

Art Post · 6/15/1710:24 PM

Toshiba Corp ( 6502.T ) would not be able to file its financial statement for the year ended March 31 within the regulatory deadline, the Nikkei business daily reported on Thursday. The company is likely to file its results two to two-and-a-half months after the official cut off date of June 30, the daily said, without citing sources. ( s.nikkei.com/2sc1zPj ) read the rest here

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Toshiba aims to name buyer of $18 billion chips business on June 15

Art Post · 6/8/1710:36 PM

Toshiba Corp ( 6502.T ) aims to name a winner for its prized semiconductor business next week, people familiar with the matter said on Wednesday, as a row with one of the bidders over the sale appeared to escalate. Sources told Reuters the choice has narrowed to one bid from U.S. chipmaker Broadcom Ltd ( AVGO.O ) and U.S. tech fund Silver Lake and another from Toshiba chip partner Western Digital Corp ( WDC.O ) and Japanese government-related investors. Toshiba is rushing to find a buyer for

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10 Signs You Should Absolutely Hire That Salesperson

Art Post · 6/8/1710:37 PM

I’ve interviewed more than 250 people for sales positions in the last 10 years. Although every top candidate has different strengths, certain trends come up again and again. I’ve learned to look out for these signs during interviews -- if a potential salesperson demonstrates most of them, they’re likely to be a great performer. (If they have all of them, their success is almost certain.) Sales managers, use this list to determine whom to hire. Reps, use it to land the job you want. 1) Asks

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The Best Sales Emails I've Ever Gotten

Art Post · 6/12/1710:18 PM

In the 1980s, there was a sitcom called "Small Wonder" in which a family tried to pass a robot-in-a-dress off as their 10-year-old daughter. (A shaky premise to be sure, but it was the '80s, so the show was a big hit.) The one thing the show's robot daughter -- Vicki -- couldn't quite master was the way humans talk to each other. She was completely unnatural, saying things like, "Hello to family" instead of "Hi, Mom and Dad." These days, when I go through the inevitable pile of sales outreach

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Toshiba to pay $3.68 billion for Westinghouse reactors in US

Art Post · 6/12/1710:23 PM

Toshiba's bankrupt nuclear unit left an uncertain future for two half-finished nuclear reactors in Georgia -- but the company promised Saturday it will pour up to $3.68 billion into the project to finish it. The Tokyo-based company will pay out the billions to Georgia Power, a subsidiary of Southern Company, in installments between this coming October and January 2021. Southern Company said the deal will hand over management of the project from Toshiba's ( TOSYY ) nuclear unit, Westinghouse

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Print a PDF file with pre-defined Clear Spot Color (Video)

Art Post · 6/12/1710:33 PM

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Print a 1-pass PDF file with pre-defined White Spot Color (Video)

Art Post · 6/12/1710:35 PM

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Print a 1-pass PDF file with pre-defined White Spot Color with Fiery Command (Video)

Art Post · 6/12/1710:43 PM

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Lead for Copier in Missouri

Art Post · 6/13/1710:46 PM

17-RFQ-104506-MED SPEED MONOCHROME COPIER FOR DEBALIVIERE - Save Matched Keyword(s) copiers Solicitation No. 104506 Region Missouri Agency Metro Transit Due Date June 23, 2017 Source https://procurement. metrostlouis.org/OA_HTML/OA. jsp?pag...... ... Date 104506 17-RFQ-104506-MED SPEED MONOCHROME COPIER FOR DEBALIVIERE...

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Ricoh helps improve workplace productivity

Art Post · 6/13/1710:53 PM

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Toshiba facing fresh demand for damages

Art Post · 6/13/1711:17 PM

action would be brought. As a result, part of the impact of this latest claim for damages was reflected in the financial outlook Toshiba published last month, when it warned it was likely to report an annual loss of 950bn yen ($8.4bn; £6.5bn). Toshiba's problems are not confirmed to the accounting scandal. Its problems came to a head again in January this year, when it became clear its US nuclear unit, Westinghouse, was in financial trouble. Westinghouse subsequently filed for US bankruptcy

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Lead for Copiers in West Virginia

Art Post · 6/14/1710:00 PM

Digital Copier ( Band 4 ) for Preston BCF Office Matched Keyword(s) copiers Solicitation No. ARFQ : BCF1700000035 Region West Virginia Agency State Government of West Virginia Due Date June 22, 2017 Source https://prod-fin-vss.wvoasis. gov/webapp/prdvss11/AltSel.... .. ... Copier ( Band 4 ) for Preston BCF Office ARFQ : BCF1700000035 Summary...

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Lead for 4,500 Copiers (OMG)!

Art Post · 6/14/1710:03 PM

Multi-Functional Devices for Japan - Matched Keyword(s) copiers Solicitation No. SP7000-17-R-1008 Region USA Agency Defense Logistics Agency Due Date July 24, 2017 Source https://www.fbo.gov/index?s= opportunitymode=formid=d2... ... Multi-Functional Devices (MFDs), accessories and copier machines including...

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Question for the Xerox 5955i

Art Post · 6/15/179:55 AM

I didn't see it on the brochure, can anyone confirm that the 5955i does not offer TWAIN scanning?

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Lead for Fleet of Copiers in Pennsylvania

Art Post · 6/12/178:02 AM

Copier Machines - Matched Keyword(s) copiers Solicitation No. RFP #850-07-17 Region Pennsylvania Agency Housing Authority of the City of Pittsburgh Due Date June 21, 2017 Source http://www.hacp.org/business- opportunities/vendor/procu.... .. ... Status: Open Copier Machines RFP #850-07-17 The HACP is a municipal...

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Lead for Wide Format Color Printer in California

Art Post · 6/12/178:03 AM

15744F-FPB- Large Format Color Printer, Services - Save Solicitation No. RFB-IS-17201696 Region California Agency Los Angeles County Due Date June 21, 2017 Source http://camisvr.co.la.ca.us/ LACOBids/BidLookUp/BidDesc.a.. . Bid Number : RFB-IS-17201696 Bid Title : 15744F-FPB- Large Format Color Printer, Services Training Bid Type : Commodity / Service Department : Internal Services Department C

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Canon awarded Gold Partner in the Sustainability Advantage Program

Art Post · 6/15/1710:33 PM

Yusuke Mizoguchi, Managing Director, Canon Oceania, received the award at an event on Tuesday night at Dolton House, Hyde Park, and was proud of the achievement stating, “it is exciting to see our philosophy Kyosei, which means living and working together for the common good, come to life and make a real difference to the environment and our community. We are grateful to the Sustainability Advantage Program for the recognition of t Canon’s leadership and our commitment to collaboration with

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Epson Extends Leadership in Digital Label and Packaging Market with Record Year Sales of SurePress Digital Label Presses

Art Post · 6/14/1710:09 PM

with White ink that makes high-quality label printing easier and more efficient, even on clear and metallic substrates. Delivering exceptional print quality and accurate color reproduction, as well as innovative printing features, the L-4033AW is a cost-effective and reliable solution that allows printers to expand their service offerings and improve profitability. For additional information about the complete SurePress digital label press product line, or to request a demo, visit www.epson.com

Blog Post

The Future and the Past: A Tale of Two Meetings

Ray Stasiezcko · 6/12/1710:49 PM

, John Maclnnes, West McDonald, their team, and the vendors who supported them a big thumbs-up. Seat Based Billing is a common practice in the Managed IT Sector, and it’s time the copier industry adds the method to their deliverable. It will be interesting to see how the print manufacturers, the IT sector resellers, and those who manage print service vendors will adapt to the SBB print services model. I believe Print Audit has many opportunities with their software. They are pioneering the

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Re: Use RICOH ICE to print on the go and scan to the cloud from your MFP (Video)

BCarroll · 6/8/1710:35 AM

BTW- new ICE 2.0 Legal Package includes defined scan set sizes ( like GS R-Law does). So, users can define max scan file sizes to accommodate various court guidelines. Cool feature!

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Re: Color clicks

BCarroll · 6/8/171:51 PM

JWS- Good luck getting your machine to count correctly! We went round and round with Ricoh and our rep about this. They swear it counts correctly, we know it doesn't. You are correct in that it can be application- dependent; some apps will click correctly, but Acrobat prints, when there are mixed originals, usually treat the whole job as color. I experimented with different drivers (PCL / PS3 / Universal PCL), but could never resolve the issue for our client (a church). BTW, the ame doc printed

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Re: 10 Signs You Should Absolutely Hire That Salesperson

Art Post · 6/8/1710:42 PM

In reference to the above blog. If you want salespeople that want to make money (desire). When the interview is almost over, slap $500 bucks on the table and ask the person. How would you rather make this $500 bucks? 1) work 40 hours for it or 2) try to talk me out of it If they choose #1, tell em thank you and we're not interested. However if they choose #2 and they can get through ten minutes of trying to talk you out it, then I recommend offering them the job and not the $500 bucks. Just my

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Re: Lead for 4,500 Copiers (OMG)!

Martin Hofman · 6/15/178:56 AM

To everyone considering to quote for this tender: When special requirements occur regarding Locks, Brackets, Shelves, Cabinets, Tray's, etc. etc., please don't hesitate to contact me. Check our www.solutionconfigurator.com to see which accessories are already developed. But also send me any request for development of any hardware that can help you win this business. Martin Hofman - VZ Industries - Copier Solution Shop

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Epson Drives Display Innovation with Laser Projector Portfolio Expansion

Art Post · 6/15/1710:27 PM

information with its original efficient, compact and precision technologies. With a lineup that ranges from inkjet printers and digital printing systems to 3LCD projectors, smart glasses, sensing systems 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 72,000 employees in 88 companies around the world, and

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DocuWare wraps up hugely successful conference season

~DocuWorld Conferences reveal what’s coming and how digitization is the path to profitability in today’s business environment~

New Windsor NY, June 9, 2022 – DocuWare, a leading provider of document management and workflow automation solutions since 1988, has concluded its global DocuWorld conferences in Berlin, Germany for EMEA* markets and Orlando, US for the Americas.

DocuWorld conferences offer education, networking and facilitate valuable knowledge-sharing for its Partners who are authorized to sell and implement DocuWare solutions worldwide. The greatest takeaway for attendees has always been the sharing of the clear vision and strategy behind DocuWare’s evolving technology. The latest software integration capabilities revealed at this year’s DocuWorld conferences will help Partners quickly address market needs and accelerate the adoption of enterprise content management solutions and the overall pace of digitization globally. The tips shared by DocuWare on how to maximize channel growth are part of the valuable sales, marketing and technical knowledge that the company provides to its Partners.

This year’s conference theme was adapt. automate. innovate. DocuWare presidents focused on new and expanding global market opportunities brought about by the necessity for hybrid and remote work. They showed how a document management and workflow automation solution can address pressing workforce issues caused by “the great resignation,” citing examples of DocuWare customers who have remained profitable and have grown thanks to the company’s dedication to helping businesses adapt, automate and innovate.

Dr. Berger shared how DocuWare is the right business partner in any business climate. With its innovative technology it has established itself as one of the leading Enterprise Content Management and workflow automation providers. He referenced the company’s proven financial stability, exhibiting a 25 percent growth in revenue YOY and offering access to DocuWare solutions to users in over 178 countries and territories. More and more new customers are moving to DocuWare Cloud to digitize content and automate workflows to better serve a hybrid workforce in an era of skilled labor shortages.

Max Ertl spoke about the approximately 35 percent global increase in new customers, stating that 75 percent of these have chosen DocuWare Cloud. He provided data on the top 8 departments that use DocuWare and once again, Finance/Accounting, HR (Human Resources) and Sales ranked as the highest users.

Jim Roberts shared the latest data on the size of the enterprises that use DocuWare solutions and while the global SMB** market remains strong, the number of large US enterprises that select DocuWare is worth noting

This global conference series is the first the company has hosted in-person since 2019. DocuWare welcomed a total of 1,200 guests from over 60 countries to partake in the networking and training that have become a trademark of DocuWorld Conferences. As always, the emphasis was on learning and education, with over 180 training sessions in 4 languages offered in-person at both conferences, with the additional option of online for EMEA attendees.

Based on the positive feedback received from happy Partners, DocuWare plans to host in-person conferences again next year. Conference dates for 2023 are still to be announced. Stay tuned to DocuWare.comfor news and updates.

*EMEA: Europe, the Middle East & Africa

**SMB: Small & medium sized business

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About DocuWare

Headquartered in Germany & the US, DocuWare provides document management and workflow automation solutions. Together with its 800+ strong partner network, DocuWare has helped approximately 15,000 customers across 100+ countries simplify their work through digitizing, automating and transforming key processes.

Starting at #50 we'll count down to #1 during the summer of 2022. Keep a look out for some guest appearances!

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Why Extended Gamut?
As the conversion from analog to digital becomes more widespread in the wide format world, customers are looking to duplicate the colors already in place using current offset/analog systems. Major Brand owners have a vested interest in the precise presentation of their logos and require printers to demonstrate their ability to output to colorimetric standards. Some use colors that are notoriously difficult to output with just CMYK. Dense reds such as the one used in the Coca-ColaTM logo are a well-known challenge to achieve with a traditional CMYK process.

Historically, printers using analog methods such as offset, screen, or pad printing have added spot colors to precisely achieve the results their customers demanded. By contrast, inkjet printers, not having the ability to spontaneously add inks and printheads, have built-up color using custom screening and specialized cyan, magenta, yellow, and black inks with spotty results. This allows for a simple printer design, but by using just these four non-standard colors, complicated color management is required and many colors in the visible spectrum are still left unachievable.

Wild West Struggles - XCMYK
XCMYK is an extended-gamut printing method that yields a much wider color gamut than regular 4-color printing. In an effort to bridge the gap between what is possible to print in the press world vs the digital inkjet printer space, inkjet printer manufacturers turned to using specialized dot screening and uniquely vibrant CMYK inks. Using custom printer profiles these digital devices can produce a colorspace larger than traditional 4-color printing (XCMYK). Some have stretched the vibrancy of primary ink colors to the point that they need additional channels of lighter colors. These inks (Lc,Lm,Lk and even Llk) assist in gaining back areas of gamut lost in gradients, light areas and shadows. Of course, this comes at a cost of increased complexity, additional ink
channels, slower print speeds and often needing additional expensive printheads.

The Road to Standardization – ECG with
CMYKOGV
Gaps and smaller defined missing areas of the deep green, bright orange and violet portions of the color spectrum plague even the most aggressive of
today’s XCMYK print systems. Home Depot® orange, Lowes® purple and Hulu® green are good examples of targets that just can’t be hit. But, by adding three extra primary color inks, Orange Green and Violet, a
broader range of colors becomes available to print via inkjet. Some prominent manufacturers have already explored this print process under the guise of adding ink colors like Red, Green and Blue. Some are adding only a single additional channel like Orange or Red to improve gamut. It is clear that these manufacturers are responding to the increasing demands of print operators responding to the print-buyer needs, but each is doing it their own way without a clear standard to adhere to.

Buy in
If you are trying to organize a game of follow the leader, start by playing “Follow the Money”. Flexo and Litho are the cash kings of the printing world and expanding from CMYK+Spot to CMYKOGV is becoming the standard method of extending the color gamut of printing in that world. Why? Because Manufacturers like Heidelberg, Bobst, Esko, Kodak, Sun Chemical, The Flint Group, Du Pont...are pouring money into the development of processes and equipment capable of consistently reliable ECG output.

Often called extended gamut machines, this new equipment provides several compelling advantages. Its primary advantage is the ability to print many more colors than CMYK+Spot alone. This then allows for much more vivid color designs. Printing with ECG also reduces print costs while at the same time reducing the environmental impact of every piece produced. By NOT using
spot colors, fewer washups and press materials are necessary for each print run leading to less money spent on materials and less hazardous waste produced. Additionally, reducing the number of setups and cleanups improves the all-important print-turnaround time for each project.

Make it Simple and they will come...
All that development money spent has simplified the adoption and more importantly the operation of these new print presses and processes. This has resulted in many master printers spending millions converting their plant operations to this new ECG format. Continuing our game of follow the leader, as early adopters find increasing success working with ECG more and more
competitors must upgrade just to keep up.

Conclusion
With all these advantages and more improvements on the way, it is clear this emerging standard will become the dominant print method designers will embrace. Luckily, it is a standard that can easily translate into the wide format inkjet printing world as well. Unlike in the past, a single standard can span all printing technologies. This unification will lead to unprecedented consistency across all printing tech.

Author Bio
Andrew Brockhaus is a current VP and a long time Color Specialist for National / AZON. He holds a G7 Expert certification along with training and certifications from Xerox, HP, Canon, Mutoh, X-rite, Onyx and others. With experience and focus in wide-format print for over 25 years he continues to pursue new theory and technologies in the fields of color and color printing.

"Conversational competence is the single most overlooked skill we fail to teach. Kids spend hours each day engaging with ideas and each other through screens, but rarely do they have an opportunity to hone their interpersonal communications skills…… Is there any 21st-century skill more important than being able to sustain coherent, confident conversation?"

EDUCATOR PAUL BARNWELL

This quote crosses the generational divide.

Are you having coherent and confident conversations with your clients?

When it comes to prospecting for new business, are your conversations full of conversational competence or conversational uncertainty?

What would happen to conversational competency if salespeople focused more on client centric conversations as opposed to keyboard driven conversations?

Let's all stop for a moment and reflect upon this question...

Are we living in an anti-depth world?

Has technology killed our ability to truly converse with people?

Facetime, Snapchat, WhatsApp, and virtual platforms have allowed us to converse quickly and easily, helping all of us to bridge distances, time zones and countries. Heck, we can talk to Alexa, Cortana or Siri, and ask them to play songs, tell us the weather forecast or even the score to our favorite sporting event.

Quite often, these ways of communicating reduce the need to speak to another human being.

All of this has led to conversational snippets of our daily lives now taking place mainly via technological devices.

Has our dependence on technology stunted empathy and engagement?

Tech stacks, automation, cadences, mouse-clicks and templates are robbing salespeople of true connection.

The phrase "People buy from people" continues to be used and will forever be used within the sales world, yet I question... Are we dehumanizing sales in our quest to "scale and automate"?

Have these words become corporate buzz soup of today?

What would happen to conversations and connections if we replaced the scaling mentality with a serving mentality?

Our ability to connect with people around the world has exploded. It has never been as easy as it is right now to connect with people. Within the sales world this has exposed monumental gaps around one's ability to truly connect with meaning, substance and sincerity.

Technology has threatened and supplanted face-to-face intimacy. With devices in hand or fingers on a keyboard, we can avoid human exchange and any potential awkwardness, fear or anxiety.

It's unfortunate, but how many times are unpleasant situations delivered over text or email as opposed to being delivered through human conversation?

Sherry Turkle, an MIT Science and Society professor and author of the book, "Reclaiming Conversation"... Devices interfere with conversations, empathy, imagination, patience, resilience, inner life and mental health.

She goes on to say,

“When we speak through machines, [we] forget how essential face-to-face conversation is to our relationships, our creativity, and our capacity for empathy”. But then “we take a further step and speak not just through machines but to machines”.

We can all agree that our everyday lives now involve a blend of face-to-face and technology driven forms of communication.

Technology supplements conversation.

Professor Mike Tomasello, A developmental, comparative psychologist, and linguist. He is a professor of psychology from Duke University.

He reminds us,

"Though we share 99 percent of our genetic makeup with the apes, humans are ultra-social. We thrive on connecting with others. And we use our sophisticated social acumen to figure out just what a person meant irrespective of what she said or did. These features of connectedness are built upon a foundation of human interaction."

Think of all the things you miss out on, the breakdowns in conversational timing and the lack of meaningful interaction taking place when you hide behind technology stacks, cadences and keyboards.

Real conversations do not take place through automation or technology stacks!

Has device and technology dependency within the sales world stunted one's ability to build a human client connection?

Why are we feeling less connected than ever during the digital age?

We are more connected, but why are we so alone?

How many of your clients are feeling alone?

How many of you are connecting the human dots instead of using bots?

How many of your clients are feeling lonely and neglected? Would you even know?

“Communication is merely an exchange of information, but connection is an exchange of our humanity.”

Sean Stephenson

IS TECHNOLOGY DEPENDENCE BUILDING SUPERFICIAL RELATIONSHIPS?

Has technology hijacked our ability to competently converse with people?

Technology is forever engrained into what we do, however, it is stunting our relational growth.

According to The Oxford Dictionary, superficial is defined as,

“Existing or occurring at or on the surface; not thorough, deep, or complete; lacking depth of character or understanding.”

Let's pause on the last word, understanding, that is the key in talking about what a superficial relationship is lacking.

Salespeople, you will struggle to build meaningful relationships with your clients unless you talk about real issues and share real problems. And this cannot be done leaning through technology.

I ask all of you... Think about the relationships (however you define them) with your clients, are they superficial relationships or meaningful relationships based upon true human conversation? I will leave that up to you to decide.

We as humans crave and value relationships. Do you believe your clients feel the same way?

Relationships are a part of human nature. It's wired in our DNA.

True connection requires curiosity, compassion and conversation... something that technology will struggle to mirror.

Are you investing in building meaningful client relationships?

How much do you REALLY know about your clients?

How much do you REALLY know about their career aspirations?

What are their values?

What makes them angry?

You see, technology stacks, cadences, templates and automation... They do not have heartbeats. In fact, they act as a vacuum and suck the life out of your clients.

Are you digging below the relational surface or are you allowing technology to replace your voice?

FOCUS ON HUMANIZING CLIENT RELATIONSHIPS

You must find a way to connect with your clients and show them why you’re unique, why you're different.

It becomes easy to hide behind technology stacks, automation and inhumane cadences, however; integrating compassion, caring and real conversations becomes jet fuel for strengthening client relationships.

Developing conversational competency requires discipline and determination.

You must be driven by a personal mission to make your clients business world better. This cannot be done through tech stacking them to death.

• You must care intensely about your clients.
• You must have compassion for your clients.
• You must drive meaningful conversation with your clients.

Your clients deserve a world full of rich conversations. To give them that gift, you need to look into their eyes and value their contribution to the conversation.

The time is now to reclaim conversations with your clients. Celebrate the very core of what it means to be human with your clients.

Allow me to take you back to a portion of the quote courtesy of Educator Paul Barnwell,

"Is there any 21st-century skill more important than being able to sustain coherent, confident conversation?"

Do not allow all the advancements in technology to replace deep meaningful conversations with your clients.

Would you like to increase your sales success and fulfillment?

This was my goal when recording all-new materials for the new Selling from the Heart Masterclass, to increasing your sales success and fulfillment in your business.

If you enjoyed the Selling from the Heart book, you’re going to love this masterclass! It takes the tools given to the next level.

Have yet to read Selling from the Heart? No worries, you will receive an audio version as a part of the Masterclass. As an option you can get a free signed copy of Selling from the Heart (just pay for shipping and handling).

You can get your copy here - https://www.sellingfromtheheart.net/book

Together, we will go on a journey where we’ll dive into how to apply the ideas in the book to help you achieve even greater sales success.

With each of the 10 sessions, you’ll receive questions that will help you increase your sales in a way that also makes selling more enjoyable and fulfilling.

This masterclass is configured with you in mind where you can complete the course in chunks from any mobile device, iPad or computer, based on your availability.

You’ll also discover fun bonus materials throughout the course.

ACCESS THE MASTERCLASS HERE.

This Week in the Copier Industry 15 Years Ago

First Week of June 2007