MFP Copier Blog

This Week in the Copier Industry Five Years Ago

Last  Week of July 2007

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Today marks eleven months since I had my stroke a week before Labor Day.  A day does not go by that I don't remember that I am blessed with a wonderful loving wife.  Kathy was the one who picked up that I was not able to speak for a few minutes and then when I did I was having issues. After ten days in the Hospital and eleven months later I go for my echo cardiogram. If all is well then I've notched another road to recovering. For those that don't this it can happen, well think twice and get to the Doctors even if you don't have the time, you need to MAKE the time.

Enjoy These Fantastic Copier Threads from 15 years Ago!

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July 24th, 2022

Arcoa Group

Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.

What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients.

Align, Awarded Top Managed Security Provider by GRC Outlook, is Shaping the New Model of MSPs

• named Top Managed Security Provider by GRC Outlook
• GRC Outlook is an industry publication covering the latest trends of governance, risk management and compliance
• first MSP, specializing in the alternative investment industry, to offer a built-in cybersecurity program with its managed services solution, and the first to house their infrastructure in the public cloud

Node4 acquires IT services provider risual

• Node4’s acquisition of risual plays on the strengths of two organisations formed, built and led by genuine technology entrepreneurs
• Founded in 2004 in Derby, Node4 specialises in cloud, connectivity, collaboration and security and continuity solution
• Co-Founder of risual, Alun Rogers, said, “Joining the Node4 team is an extremely exciting step for risual, and their excellence

Darksteel Technologies, a Managed Security Services Provider, Selects PortalGuard IAM as their Identity Security Platform for Key Customers

• Darksteel Technologies, a Managed Security Service Provider (MSSP) based in Orlando, has selected BIO-key's PortalGuard® Identity-as-a-Service (IDaaS) platform
• "We are pleased to add Darksteel Technologies to our community of MSPs and MSSPs who use our award-winning PortalGuard platform as their identity security solution for customers," said Fred Corsentino, CRO of BIO-key

DMI scores highest across all use cases in 2022 Gartner® Critical Capabilities for Managed ...

• Announced that it received the highest scores across all use cases in the 2022 Gartner® Critical Capabilities for Managed Mobility Services
• Marks fourth year in a row
• Report provides an understanding of vendors and scores are based on five Critical Capabilities which are: Sourcing and Logistics Management, Managed UEM, Security Management, Financial Management and Program Management
• in over 78 countries, DMI manages over four million devices, (smartphones, tablets, ruggedized devices and field devices)

Babble Announces Further Expansion with Another Double Acquisition

• Announces double acquisition allowing the British comms company to expand into Yorkshire and Essex
• acquisitions mean that Babble will take over ADSI and Yorkshire Telecoms, as well as its subsidiary, Biscuit IT
• When completed, it will take Babble to 20 acquisitions since 2018, with nine occurring between 2020 and 2021

Tower Arch Capital Partners With Intelligent Technical Solutions

• Announces new partnership with Intelligent Technical Solutions ("ITS"), a leading IT managed services provider ("MSP")
• investment completes a recapitalization with the company's founding management team, including CEO Tom Andrulis, Chief Revenue Officer Dan Izydorek, and Chief Experience Officer Rob Schenk
• ITS provides managed IT, cloud, cybersecurity, VoIP phone, and fiber internet services to small and medium sized businesses
• Tower Arch Capital is a lower-middle market private equity fund

Centroid is Trailblazing with a Strategic Cloud Managed Services Provider (MSP ...

• Has entered a Strategic Cloud Managed service provider (MSP) partnership with Oracle to further scale their investment in Oracle Cloud Infrastructure (OCI)
• "The increasing demand for cloud transformation represents a major opportunity for our partner community," said Joe Corvaia, group vice president, Strategic Cloud Sales and Partnerships, Oracle
• Headquartered in Troy, Michigan, and founded in 1997 as an Oracle Consulting Services business, Centroid is today a provider of managed cloud services and Oracle enterprise workload consulting services across Oracle, Amazon, IBM, Microsoft, and Google cloud platforms

What the POTS shutdown will mean for faxing in the healthcare industry

• FCC is officially closing the door on traditional analog copper POTS (Plain Old Telephone Service )
• FCC has issued Order 10-72A1, which mandates that all POTS Lines in the USA be replaced with an alternative service by August 2, 2022
• While most document-reliant organizations are understandably hesitant to make the switch — the healthcare industry has historically preferred to wait before upgrading to new technology

Deloitte Expands Managed Extended Detection and Response Platform With Four New ...

• Expanded its Managed Extended Detection and Response (MXDR) by Deloitte platform to include enhanced cybersecurity industry intelligence, as well as four new modules for dynamic adversary intelligence, digital risk protection, threat hunting and mobile device security
• Cyber Security Intelligence (CSI)
• Dynamic Adversary Intelligence (DAI)
• Digital Risk Protection (DRP)
• Active Hunt and Response (AHR)
• Mobile Prevent, Detection, and Response (MPDR)

Lock in on Cyber Security with ARCOA

• customer has a staggered refresh cycle, the value of the equipment can be issued in the form of a credit growing over time
• identifying assets that are usually passed over and often have significant value

Buchanan Technologies Ranked on Channel Futures 2022 MSP

• Named as one of the world’s premier managed service providers in the prestigious 2022 Channel Futures MSP 501 rankings
• MSPs that qualify for the list must pass a rigorous review conducted by the research team and editors of Channel Futures
• 2022 MSP 501 list is based on confidential data collected and analyzed by the Channel Futures editorial and research teams

7 Signs Your Computer Has Been Hacked, and 5 Ways to Prevent It

• Unauthorized email sent from your account
• New programs installed on your computer
• Password and access changes to apps and services

Konica Minolta’s Jackie Dato Named a Rising Female Star by CRN

• CRN®, a brand of The Channel Company, has named Jackie Dato, Regional Dealer Manager for Konica Minolta, to its 2022 Rising Female Stars List
• annual list honors 100 up-and-coming, dedicated and driven women who are leaving their mark and making a difference for solutions providers
• Channel Company enables breakthrough IT channel performance with our dominant media, engaging events, expert consulting and education, and innovative marketing services and platforms

Konica Minolta to Sponsor Impact Optimize Technology Summit

• announce its sponsorship of the Impact Optimize event in Chicago, Illinois on Thursday, August 11
• one-day summit that covers all aspects of modern business technology
• expert speakers, networking sessions and hands-on demos, attendees can explore the newest innovations in the world of business tech

Amazon Photos vulnerability could have given attackers access to user files and data

• Amazon has patched a flaw in the Amazon Photos app which could have allowed an attacker to steal and use a user’s unique access token that verifies their identity across multiple Amazon API

TikTok is “unacceptable security risk” and should be removed from app stores, says FCC

• commissioner of the FCC (Federal Communications Commission), called on the CEOs of Apple and Google to remove TikTok from their app stores
• “TikTok poses an unacceptable national security risk due to its extensive data harvesting being combined with Beijing’s apparently unchecked access to that sensitive data.”

Cybersecurity Notes

• Facebook agreed to pay more than a million Americans at least $345 for collecting data without their consent, as part of a $650 million settlement regarding illegally sharing user data.
• The County of Somerset in New Jersey notified an unknown number of citizens that their info was exposed after ransomware attack.
• Boston Children’s Hospital in Massachusetts was attacked by Iranian hackers, according to report from the FBI.
• Daniel Bruck LaCour, owner of LaCour Printing Solutions of Dothan, Alabama, pleaded guilty for hacking into his competitor’s network and stealing confidential info.
• East Tennessee Children’s Hospital is facing new negligence lawsuit regarding recent breach that exposed PHI of an unknown number of patients.
• Capsule Corp. of New York City, NY, notified 27,000 patients that use is app-based pharmacy that their PHI was exposed after hack.

This Week in the Copier Industry Ten Years Ago

Last Week of July 2017

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Over the last couple of days, I've been approached about help with device recommendations and or configurations from a few of our newbies. I love it when they come to me for help, because most of the time I'm on my own sales island and really have no one to turn to if I have questions about devices or configurations.  Thus, the reason why I post most of my questions on the these forums.  I need to hear from others that have more knowledge..........read more here

Enjoy These Great Copier Threads

“The feeling is often the deeper truth, the opinion the more superficial one.”

Augustus William Hare

Let's all think about this quote for a moment... The feeling is often the deeper truth - How are you making your client's feel and the way they feel, could this be their truth about you?

Philosopher William James was one of the leading thinkers back in late 19th century. He was one of the most influential philosophers of the United States, and the "Father of American psychology".

He once wrote,

“The deepest principle in human nature is the craving to be appreciated.”

Let's face it, we all want to feel appreciated, as this elicits the idea that our existence matters to someone else.

It makes us feel valued and revered. Being appreciated is how we recognize that we’re important to others and that our presence makes a difference in someone’s life.

Stop for just a moment... now think about your clients, now think about your interactions, do your clients feel valued and revered in your presence?

This can be further reinforced through Victor Frankl, who was a psychiatrist and Holocaust survivor. His approach to psychotherapy was called logotherapy. This is a therapeutic approach that helps people find personal meaning in life.

It was built upon the premise that as humans, we are motivated by a “will to meaning.” Victor Frankel would say,

"Meaning gives us purpose and purpose presents us with the endurance to carry onward through difficult times."

What we can learn from these great thinkers of the past... We search for meaning in to feel appreciated. While ‘meaning’ motivates us, ‘appreciation’ transcends us.

I must ask... When was the last time you shared with your clients how much you appreciate them?

Think about the competitive sales landscape and now reflect upon your clients for a moment... how you make them feel could be the key that unlocks the door to monumental sales growth.

FEELINGS ARE BASED ON EXPERIENCES

Are you creating business betterment or are you more worried about pushing products and services?

Your clients and how you make them feel, hold the keys to your success. They're no longer at the mercy of you, your team or your company.

In fact, many are more interested in the experience you provide them as opposed to your products or services.

We can all agree on this... Your clients and their needs are constantly changing, it's up to you to understand how to help?

Client experience goes beyond service. It is about how you're making them feel!

I would like for you to pause, reflect and think about the following...

In a few words, how would your clients best describe the experience they're receiving from you? And yes, you can control this.

Come on, I'm waiting for the words. What would they be?

• Are you personalizing the level of service?
• Are you in consistent contact?
• Are you listening to your clients?

If you are struggling to answer, then I imagine this one will be difficult as well...

How well are you creating positive experiences, memories and feelings?

Are you committed?

Are you willing to do what is necessary?

Then, let's get started down the road towards client betterment.

CLIENT RELATIONSHIPS AND THEIR FEELINGS MATTER

It was Ralph Waldo Emerson who said:

“To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment.”

Be yourself, your clients deserve the best version of you, not a facade and not a sales pretender but a true sales professional.

Deep client relationships and how you make them feel, turn into long-term, consistent and profitable business.

Can you honestly answer the following?

• Do you REALLY understand what your clients want?
• Do you understand what they desire?
• Are you even relevant in their eyes?
• How are you making them feel when you see, speak or interact with them?

Gut check time, isn't it?

Now, I would like for you to think about some of your largest client's, are you tracking with me? Now, think about how much they mean to you and your company.

What would it mean to you if you lost any of your clients? How would you feel?

Your clients are the single most important factor towards your long-term success.

Therefore, the more successful you become in understanding and forming meaningful relationships with your client's, the more successful you will become.

In a world where trust is at rock bottom, no wonder many (yes some of your clients) are skeptical about what salespeople say, how they say it, why they say it, and how this makes them feel.

CONVERSATIONS MATTER, CONVERSATIONS DRIVE FEELINGS

"All problems exist in the absence of a good conversation."

Thomas Leonard

How good is your ability to open up, connect and engage with other people? Now, think about your clients and answer the same question.

Imagine for a moment, one of your clients or for that matter a future client saying this to you...

• You’re the first salesperson I have ever told this.
• You’re the only salesperson one who understands this.

In his book “Don’t Sweat the Small Stuff,” famous psychotherapist Richard Carlson writes,

“Being listened to and heard is one of the greatest desires of the human heart.”

Think about your clients, their needs, desires, aspirations and feelings.

In his book, Richard Carlson, shared that a deep connection has four main components.

These are listening, hearing, understanding, and validating.

“Those who learn to listen are the most loved and respected.”

Richard Carlson

When you learn to listen with intentionality, curiosity and your heart, imagine how this makes your clients feel?

How well are you making your clients feel before, during and after doing business with them?

• What words would they use to describe how you make them feel?
• What words would they use to describe how you care about them?
• What words would they use to describe how much they trust you?

FEELINGS DO MATTER!

Maya Angelou is famous for saying these words:

“I’ve learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.”

To bring our time together to a close, I will reference a dear friend of mine, Don Barden and the research he did in bringing his book, "The Perfect Plan" to life.

In his book, he shares, "The average person remembers only 6% of a presentation just 10 minutes after it is done".

Salespeople, stew on that one for a moment!

Don went onto say and here is what we know,

"People make decisions based on the sum of facts and emotions. These emotions make up 85% of the decision, and they are justified with 15% of the facts. Yet, within 10 minutes after the decision or presentation, a person can recall only 6% of the facts, but they recall 100% of how they felt when they experienced the facts."

Again, I will ask you to think... Your clients' feelings and how you are making them feel about you, just might be the key that unlocks the door to monumental sales growth.

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 Five Years Ago

Last  Week of July 2017

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It was Friday a few minutes after 5PM went my cell rang from an existing client and yes I could have easily let the call go to voice mail.  With one day left in the month, having my quota made and it's a summer Friday night was enough to let the call pass.  Fifteen minutes later I had the verbal for the order with decent GP and the DM stated they will sign on Monday.

Good things happen to those that work hard!

Enjoy These Awesome Copier Threads from 5 Years Ago!

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I can't keep track of the price increases,  especially when it comes to fuel and food.  Probably the most essential staples of our daily lives.

The Fed is set to push a rate increase of 1% sometime next week.  I guess I'm kind of fortunate because that increase will coincide with the end of my month.

I don't have time to reflect about how the rate will affect me.  I need to address how the fed increase will increase my sales, and increase my GP.  I have a statement up on my wall that reads.

"I'd Rather Manage My Life, Than to Let Life Manage Mine"

Once I had wind of the increase,  I put a couple of calls out last week and was finally able to speak to my Lease Guru today. My Guru was in hiding the four months because of a special project that is finally completed.  Anyway it was great to connect again.

One Percent

"With the one percent increase from Fed this month, how will that affect my existing lease rates?", was the question I posed to my Guru.  I shot out a number before of .50 cents per thousand before he reached for his calculator.  Fifty cents per thousand is .0005, which means if your existing lease rate is .0200, then the new rate factor will be .0205.  That means the interest in the new rate factor will cost a client 50 cents for every $1,000 borrowed each month.  A deal for $15,000 will cost the client another $7.50 per month.  Over the 60 months the cost adds up to $450.00.  Okay it's not that bad, but what about if you have ten copiers ready to drop in the next couple of weeks or months?  That increase is a cool $4,500 increase.

By the way after my Leasing Guru finished with his calculator he told me the increase in the rate factor will be .00053. which is fifty-three cents per $1,000.

My point is that you (we) need to make our client(s) aware of how much more they will pay of they wait. No one, yes no one wants to pay more.  This is a great way to turn a bad think into a good opportunity NOW.

Personally, I've never seen rates that I could remember this high. Keep reminding the clients of these three items.

• Two to Three fed rates hikes to happen this year
• Spell out what the increase will cost them if they wait
• Leasing is a hedge against rising inflation
• Section 179, it's not to early to take advantage of this NOW
  • Many MFPs are three to five months on back order (It's almost month number 8 of the year)

Add Another Line To Your Proposal

Add a disclaimer that we can't hold financing quotes for more than 30 days, in fact put a line in about the impending Fed increase and that you will have to re-quote. Many leasing companies have lowered the time on their approval from 90 days to 30 days.

-=Good Selling=-