see attached file
MFP Copier Blog
A Sheet of Paper More Expensive Than Cost Per Copy?
I had to find away to not sell my client another copier aka MFP.
That client told me they thought they were printing too much volume on the A4 MFP they purchased 3 years ago. In fact I agreed when the meter on the copier gave up the ghost for the quarter of a million pages they produced. During the last 12 months the annual volume had to increased to 90K.
How could I be different from others that want to push a copier? I'd love to push a copier but considering where our industry is at with getting A4 copiers there needs to be another way.
Lately, I've had a lot of focus on our content offerings. Content offerings could be DocuWare, PlanetPress, Sharepoint and a host of others offerings that we can sell and install in 30 days or less.
Numbers
First things first, I had to find out the cost for the maintenance and supply contract for the 90K in prints. Okay I thought, is this all I have to work with identifying what the client is spending on those 90K of pages? The MFP cost amortization over 5 years gave me a few more bucks. There had to be more right? The next supply item is paper, ninety thousand sheets of paper is a decent volume for one device. Instead of guessing what the cost is for a sheet of paper went to Amazon to view the costs. Well, it had been some time since I priced paper. See the chart below, I looked at costs from eight suppliers, then pulled the average.
I was floored when I pulled the average for the cost per sheet! The cost per sheet was .0147. The last I remember the cost of paper was about $36 per case or .007 per sheet. Thus in the last couple of years paper has doubled.
Rising Costs
Clients are now spending almost $1,500 for every 100K copy/print paper. Cost per page pricing for maintenance and supplies in most cases is under .0125 per page. Thus the cost per page is now less than the cost for paper. Consider that same client will now spend $2,750 for every 100K the produce. Over 5 years that cost is a whopping $13,750. Let's call it a even $15K with device amortization.
What This Means
At the minimum I have almost $15K to work with to find some different options for the client rather them offering them another MFP. In addition many of these technology offerings can easily morph into additional non print opportunities.
Our meeting today produced some ideas on how to eliminate the paper process. In additional while digger deeper led me to finding out that the client is a current Datto user, interested in how to do more with less, looking to change their business line of software.
Thus even though I'm somewhat toward the end of my tale, there is still so many opportunities available to us. If you don't ask, you don't get and as Tim would say it all starts with a conversation.
_=Good Selling=-
3 Reasons Office Printing Suppliers Should Consider Online Sales & Service
Since the pandemic and the volatility of lockdowns, the business world has been forced to make a rapid change into the digital realm. To support a myriad of new office configurations companies have adopted a multitude of online and cloud-based services. And this shift to digital has led to boosts in online retail markets, including office printing supplies. Managed print services, printing supplies, printer maintenance, and printer leasing companies have an opportunity to embrace and adapt to this change. But why?
Safer for Everybody (Partners, Customers and Employees)
Offices want to resume their normal working routine without putting anyone at risk. After all, if the health of employees is at risk, a business can see increased sick leave and quickly become overwhelmed. Outside sales and physical retail establishments may be a potential health concern for some employees and a deterrent for current and potential business clients
To address these concerns, many businesses are adopting new ways of making purchases to minimize risks for both clients and their employees. One way to handle this is to limit office visitors. And a large part of that is defaulting to online office supply ordering options rather than working with outside salespeople or visiting a physical location.
So, for office supply businesses, especially ink, toner, printer and copier service, maintenance, and supply companies, visiting clients or operating a retail frontage is no longer necessary. Most people and businesses in the 21st century prefer to make their orders on their phones, on the go, or from the comfort of their office. And, as the world shifts to more remote workspaces and hybrid office environments, printer businesses can take advantage of online sales technology.
Using both a physical and online shop broadens the potential customer base while providing the opportunity to redistribute physical retail and outside sales efforts. In addition, the online world offers a global presence, providing an opportunity to expand the business quickly and easily. By moving into the online market, print industry businesses are almost guaranteed to increase sales and enhance local, national, and global reach.
Reliable Access as Online Becomes the Go-To
Customers are always looking for convenience and reliability in the marketplace. Moving to a cloud-based eCommerce service gives them what they want by consistently providing fast ordering and smooth delivery. Added perks like customer-specific discounts, multiple shipping options, and advanced order tracking—all of this makes shopping convenient and help alleviate the pains of rising average selling prices (ASPs), according to The NPD Group.
In addition to offering the convenience, clients have come to expect businesses that provide comprehensive online shopping options are showing customers that they are paying attention to customer needs. Print industry businesses that couple online ordering with comprehensive information on past orders, ordering timelines and product usage are allowing partners to make more informed selections and orders.
Helping Partners Deal with Shortages
According to Toner Buzz, the pandemic response created multiple roadblocks in the supply chain for printing businesses. Businesses stopped buying supplies, production at many manufacturing plants were temporarily halted, and shipments from other countries slowed down. And all the chaos caused a significant backlog of out-of-stock items to the tune of $1.44 trillion.
The cloud-based, online shopping experience allows businesses to shift inventory and offerings quickly to reflect availability and meet demands. The flexibility of an online order format helps give print business clients additional transparency and fast solutions when supplies of ink, toner, printers, and other equipment change. The result is more trust and stronger customer relationships.
Online Maintenance and Service
Another key benefit to implementing an online store within the print industry is the capability of adding online service and maintenance scheduling. Supplying this option allows clients to address their printer issues quickly, efficiently, and at a time that is most convenient for them.
For businesses especially concerned about managing health risks, online scheduling helps the company arrange service to occur at a time when fewer employees might be exposed. In some cases, the client may even arrange for an employee that can help walk the service person through sanitation procedures.
Conclusion
For managed print services, printer leasing, print supply, and printer servicing companies offering online sales and services can help these unique businesses in a variety of ways. First, online functionality is capable of catering to safety-conscious clients and companies by giving them the ability to reduce or manage face-to-face interactions. It also provides the ability for printer industry businesses to be more flexible with listed supplies, parts, and equipment. Finally, it provides the capability to meet the growing demands of customers for self-service convenience. But perhaps the most innovative and beneficial part of taking business online is that it offers businesses an avenue through which they can expand sales and services beyond their current reach.
Online sales and service programs have grown significantly since 2020, driven by consumer and business habits built throughout the lockdowns. But intelligent businesses throughout the print industry are capitalizing on this new trend to help develop deeper customer relationships, tackle new challenges, and build their businesses into the future.
Find out more here
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Self-Discipline And Self-Growth... The Two Greatest Assets To Your Sales Success!
"Self-discipline; the real ‘secret’ to success. If ever there were a true magical ingredient to achieve success, self-discipline would be it."
Andrew Carnegie
Self-discipline is the difference between the sales dreamer and the sales doer.
Many salespeople talk a good story about what they are going to do. Some even put their intentions into practice. However, few salespeople can stick to their plans.
Without self-discipline in following through, there can be no improvement. The depth and breadth of your discipline will determine the longevity of your improvement.
In a world of me-too, sales sameness and empty suits... could what many of us fear help us to drive more sales?
I'm confident that many of you want to grow your sales, gain more new clients, and to become your very best...
Then...
How many of you are willing to self-invest to be the best?
Do you have a sales improvement habit?
Are you a passive sales learner?
Are you a dedicated life-long sales learner?
Sales professionals are constantly on the grow.
Are you devoting 15 percent of your time to improving yourself and your sales craft?
High achieving sales professionals push themselves further and harder than anyone else ever will.
The great Walt Disney said,
“Whatever you do, do it well. Do it so well that when people see you do it they will want to come back and see you do it again and they will want to bring others and show them how well you do what you do.”
Think about this quote... Now apply this to your sales career and then apply this to how you're working with your clients right now.
What are you thinking right now?
If you want to substantially grow your sales, you must be willing to dig in deep. You must commit to get to know and grow yourself.
At this moment in time...
- Would you follow yourself?
- Would you be motivated by yourself?
- Would you be filled with vision, inspiration and aspiration if you were following yourself?
SELF-DISCIPLINE... THE KEY TO UNLOCKING YOUR SALES GROWTH
"Self -discipline begins with the mastery of one's thoughts. Without control over thoughts, there can be no control over deeds."
Andrew Carnegie
Self-discipline, this is key to sales success.
At this moment, I'm taking myself on a Napoleon Hill book journey. My latest reading is "Mental Dynamite, How To Unlock The Awesome Power Of You." What is so fascinating about this book, is that it's based upon the 1908 conversation and manuscript between Napoleon Hill and Andrew Carnegie.
Folks, this conversation took place well over 100 years ago, and it's still relevant today!
The opening of their conversation is about self-discipline, taking possession of one's mind.
Carnegie goes onto say,
"Self-discipline begins the mastery of one's thoughts."
Your first and most important sales battle is within.
Carnegie then says,
"Self-discipline begins with the formation of constructive habits."
How well are you holding yourself accountable?
How well are you leading yourself?
Self-discipline is an asset. It's keeps growing, and growing, and growing.
I ask all of you to give some serious thought to the following Andrew Carnegie statement,
"So, you see, there is no end to the need for self-discipline, and the tragedy of this need lies in the fact that self-discipline is within easy reach of everyone, and no one has to consult another in order to make use of it."
SELF-GROWTH, THE ACCELERATOR TO SALES GROWTH
Right now, if you were asked what your strengths are, would you be able to provide an immediate answer? With confidence and clarity, would you be able to give a detailed answer of exactly what you do best?
If you stumble and bumble needing paragraphs to explain, you may not clearly know your strengths. If you struggle to explain what you do best in a few sentences, then quite possibly you haven't taken the time to become conscious of your strengths.
Greek philosopher Thales of Miletus, renowned as one of the legendary Seven Wise Men once said,
"If you don’t take the time to clearly know yourself, you won’t be able to raise your influential value."
Therefore, if you want to grow exponentially grow your sales then raise your influential value.
You raise your influential value by getting to know the real you. Are you willing to embark on the journey?
"When you're able to be honest with yourself about who you are and finally can present your authentic true self to the world, you feel so much better about yourself, and it makes it easier for everyone else to feel better about you."
Gus Kenworthy
What you may be hiding from the business world and your clients could be preventing you from monumental growth.
Please pause for a moment to deeply reflect upon these questions...
- Are you living as the real you and not someone else?
- Do your thoughts match your actions?
- Does your walk match your talk?
- Are you spotlighting the positive aspects of you?
I believe when you're constantly living a lie, it rises to the surface sooner or later. Living a sales lie and as somebody you are not is worse, as this will ultimately screw with your career and your sales results.
Are you tracking with me so far?
Let's continue this journey...
“To be yourself in a world that is constantly trying to make you something else is the greatest accomplishment.”
Ralph Waldo Emerson
Your greatest accomplishment is combining self-discipline with self-growth... the one two punch needed to skyrocket your sales career.
BUILD THE REAL YOU
In the poem, written by Charles C. Finn, Please Hear What I am Not Saying.
The opening lines read,
“Don’t be fooled by me. Don’t be fooled by the face I wear, for I wear a mask, a thousand masks, masks that I am afraid to take off and none of them is me.”
High achieving professionals are not self-centered. The best of the best incorporate self-reflection and are truly aware of who they are. They hold themselves accountable and with discipline they strive to become better every single day. They love eating humble pie for breakfast and look forward to a day full of learning as they serve their clients.
We've all heard the age ole saying, "People do business with people they know, like and trust."
Therefore, what are you doing to double-down on your people and relational skills?
How do you become more recognizable inside your client base? How do you build your authority within your client base?
Are you becoming the subject matter expert within your client base?
If you want to exponentially grow your sales, you must bring the real version of yourself to the business table! You must become disciplined, and you must commit to self-growth.
WILL YOU COMMIT?
"Without self-discipline, success is impossible, period."
Lou Holtz.
No personal sales success, achievement, or goal can be realized without self-discipline.
Allow this one to sink,
"People who lack self-discipline are often the victims of those who do have self-discipline."
Robert Kiyosaki
If you are to become the master of your own destiny, you must commit to self-discipline and self-growth. Focus on long-term benefits instead of the short-term discomfort.
The inner work you do on yourself fuels the outer success you will have in sales.
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.
Lead for Fleet of Copiers in Rhode Island
Lead for Fleet of Copiers in Rhode Island
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Why Office Printing is Making a Surprise Comeback
At the onset of the COVID pandemic response, many markets predicted a steep drop in office printing. Many business experts predicted the death knell for office printing in general. Instead, with so many working remote, home office printer sales and printing volumes increased dramatically. As people come back to the office, will they bring that thirst for printers and printing back to the office? Yes. But why?
Going Digital
Going digital takes time and money. First, there is the issue of converting physical documents into stored data. Then, there is the problem that employees of all ages find it beneficial to print out important pieces of information to review and make notes. Over seventy percent of employees believe they gain a deeper understanding from printed or written material than from digital. The benefits of physical note-taking are even supported by research. A 2021 study showed people who use paper for note-taking perform their note-taking tasks 25% faster than those who use digital tablets or smartphones. Their speed of recall for information was also faster than those who used digital tools for note-taking. Fortunately, office printers can easily create a bridge between the physical office and the digital world.
Employees can print out the documents they need to prepare for meetings, evaluate the information for tasks, and take necessary notations. But office printer machinery is also able to take in records and written documentation through a scanner to digitize that information for safe-keeping. Some printer equipment can even support high-volume scanning, capable of pulling in and digitizing hundreds of documents in a single task. Businesses looking to transfer years of backlogged files into a more easily accessible format can turn to office printing equipment to help and rely on these machines to transition ongoing contracts, documentation, and notes.
What Happens When Digital Fails?
Despite the noble motive for companies to “go green” and move entirely to digital documentation, the truth is that a completely digital office has its downfalls. For example, today’s versions of digital solutions require two things to operate correctly; electricity and internet/intranet access. And having worked remotely for over a year, employees have felt the frustration of losing one or more of these features first-hand and, often, alone.
Electrical outages at the office have had a standard solution for decades in the form of generators. Many office buildings are already equipped with backup power as an added benefit for businesses renting the space. However, some locations, including employee home offices, are still not equipped to deal with an unexpected power outage. Companies that do not currently have backup power options should take this potential issue into account when considering moving digital records or eliminating paper records.
Another critical consideration is how to ensure ongoing intranet or internet access. When housing records in a digital format, there is always the possibility of the pathways to those records being shut down. Though housed entirely on internal office servers, intranet access requires employees to be logged directly onto the office’s in-house network or logged into remote access through a VPN. For remote employees, even intranet access requires internet connectivity. When one or more of those networks goes down, it directly affects employees’ ability to review stored documentation and perform their jobs.
It may be a good idea to consider housing essential data in some physical form as a backup in case of an emergency. As for remote employees, it is a good idea to offer secure small-footprint printers, battery backups, and other solutions that will relieve employee stress or provide options for continued productivity.
Cloud Services Can be Risky, too.
It is not only a loss of electrical availability or server or internet access that can cause problems for employees. Even well-known, big-name cloud computing and software services have a history of hiccups. Google, for instance, experienced a large-scale Gmail glitch in March of 2011 that left many individuals and businesses in a lurch for at least several hours. In addition, some locations continued to have problems with access for several days.
This was not the only instance of a Google service issue, either. In March of 2022, the company again experienced a widespread issue, this time with Google Workspace. The 2022 problem affected popular business features such as Google Meet, Gmail, and Google Drive. As a result, companies that rely on Workspace to store and share files, perform meetings, and provide reliable email communications were forced to a virtual standstill.
Accessibility issues are not relegated to the one big-name provider. Other well-known companies have had similar problems, including Oracle, Amazon, and Microsoft. There is always a risk, no matter what service is used for digital storage or whether it is an internal or external server. Especially as more businesses take on post-pandemic “hybrid” office models, creating reliable backup resources such as physical paper documentation is becoming more critical than ever.
No matter how much a business wants to go truly green, employees know that going fully digital is more complex than it appears. So, while companies look for new ways to offer convenient file sharing and access, employees turn to their trusted printers to help them make notes, provide backup documentation, and turn their most important papers back into a digital format.
MSP & MSSP Industry Notes for May 24th, 2022
Sponsored by
May 24th, 2022
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.
MOD Mission Critical Achieves AWS Direct Status
- announces that it is now an AWS Direct Connect Service Delivery Partner
- enabling multi-cloud, hybrid-cloud and private-cloud connectivity solutions through its globally available PaaSPort™ platform
Valeo Networks Acquires Next I.T., Further Expanding National MSSP Reach in the Midwest Region
- announced the acquisition of Next I.T., a Michigan-based Managed Service Provider (MSP)
- Financial terms are not being released
- company will continue to operate as DBA Next I.T. (A Valeo Networks Company), and maintain its current Michigan office locations in Muskegon, Kalamazoo, and Traverse City
Microsoft to double employee salaries?
- Press release stated it would “nearly double” its salary budget to retain and hire employees
- Will also increase the stock range by at least 25%
- Looks to reward its workforce that is dealing with rising inflation
- Needs to compete with other tech companies for talent
- Average salary of Microsoft employee is $122,987 with $14,000 bonus (according to PayScale Inc.)
The Federal Communications Commission (FCC) is going to deregulate the pricing of copper wire- based telecommunications, which was historically used for:
- POTS (plain old telephone service) lines
- Fax lines connected to fax machines or fax boards of MFPs
- Will result massive rate increases in monthly phone line costs for this old technology
- Is expected that phone service companies will phase out copper wire based lines
- Feds wish to promote move to VOiP instead (however, this digital Internet based technology does not traditionally work well with analog fax boards in MFPs)
- This will dramatically increase the opportunity for MFP reps to sell:
- Cloud-based digital fax solutions
DKBinnovative Announces Partnership with US ENT Partners
- Announces a strategic alliance with US ENT Partners
- DKB will be offering managed IT services and managed security services packages designed for US ENT Partners
- DKBinnovative is a managed IT and cyber defense firm based in Dallas, Texas
Augmentt Provides MSPs with a 360-Degree View into Microsoft 365 Security
- Augmentt Secure now includes managed multi-factor authentication (MFA) alerting and remediation
- “The addition of MFA configuration capabilities to Augmentt Secure answers this call, fills the gaps and streamlines Microsoft 365 security by providing MSPs with the one tool they need to more efficiently audit for compliance, protect against and detect security threats across all of their Microsoft 365 tenants.”
- addition of Security Operations Center (SOC) Services
- enables monitoring of endpoints, networks, and cloud
Hackers sent ransom note to printers
Report published by Secureworks Inc.
- The Cobalt Mirage hacking group of Iran are using the Log4j security vulnerability that exists in many network endpoints devices (including some printers and MFPs)
- After installing their ransomware to take over network, they apparently then force a printer (or MFP) to print out the letter demanding the ransom to be paid, so that victim can get password to take back control of network.
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
- Will generate Environmental Impact Reports at no charge
Spending on digital transformation to grow
IDC published report prediction that the Global Digital Transformation solution spending will reach $1.8 trillion worldwide this year, up 17.6% YoY
- will sustain this pace of growth over the 2022-2026 forecast period with a five-year compound annual growth rate (CAGR) of 16.6%
- Statista Research is reporting that the global copier and printer market is worth $9.69 billion for 2022, and is expected to grow at 0.63% annually for 2022 to 2026.
All Covered Ranked #1 MSP by Cloudtango for Third Consecutive Year
- ranked as the top managed service provider (MSP) in the United States by Cloudtango
- Each year, Cloudtango honors the most successful MSPs across the United States
- The fourth year All Covered has been named to Cloudtango’s MSP100 U.S. annual list, and its third time at number one
Sharp's Erica Calise and Naeran Rubio Recognized as CRN's 2022 Women of the Channel
- announce that CRN, a brand of The Channel Company, has named Erica Calise, Director of Marketing, Government and Corporate Accounts, and Naeran Rubio, Associate Director, Content & Communications, to its Women of the Channel list for 2022
- Erica Calise has been part of the Sharp family for over 30 years and oversees a team that manages bid-and-response initiatives, contract marketing and contract management
- Naeran Rubio leads a team of professionals that create the organic and paid content for Sharp's channel partners
CloudBank Expands to Accelerate and Broaden Access to Public Cloud Resources
- National Science Foundation (NSF)-funded program that provides access to and managed services for public cloud resources for research and education, has dramatically expanded
- recently released Dear Colleague Letter (DCL), the NSF announced the expansion of the CloudBank program to any active awardee funded by the Computer Science and Engineering (CISE) Directorate
Kodak Alaris launches new scanners
adding two new models in its S3000 Scanner Series, the Kodak S3120 Max and Kodak S3140 Max
- top scan speed up to 140 originals per minute (opm)
- on-board image processing enables independent operation and reduces PC resources
- RESTful Web API support delivers document capture via the browser, with no software or drivers required
- 3.5” color LCD touchscreen control panel
- 500-sheet automatic document feeder (ADF)
- Advanced Intelligent Document Protection (IDP) and multi-feed detectors
- IDP “listens” for problems and notifies users before jams or misfeeds occur
- built-in barcode reading
- Perfect Page technology for superior image quality while scanning at rated speeds.
- using machine data extraction (OCR/ICR/Forms Recognition)
- delivers RPA-optimized files
- Users can even add a custom string of text on documents via the built-in digital stamping feature or optional imprinter accessory.
- Secure Boot, which validates firmware before it executes
- supports enterprise security protocols for scanning over networks, including TLS Encryption and HTTPS
- pricing not announced
Fujitsu Signs Strategic Collaboration Agreement with AWS to Accelerate Digital ..
- announced that it has signed a strategic collaboration agreement with Amazon Web Services (AWS) to accelerate the digital transformation (DX) of customers in the financial and retail industries
- Fujitsu will deploy these new services for customers in Japan and globally in AWS Marketplace(1). Fujitsu will additionally leverage AWS Professional Services(2) to help customers develop and operate new systems, as well as modernize their existing systems by using the breadth and depth of AWS services
- Fujitsu signed an SCA with AWS to accelerate digital transformation in the mobility industry in May 2021(3)
Palo Alto Networks and Deloitte Deepen Strategic Alliance Into Managed Security Services
- announced the expansion of their existing strategic alliance to offer managed security services to their shared U.S. clients
- Expanded solutions offered as managed services will include:
- Zero Trust Enterprise Enablement
- Multicloud Automation and Orchestration
- Managed Cyber Defense
- Cyber 5G
Cybersecurity Notes
- Pueblo County School District of Colorado notified an unknown number of students that their info may have been exposed due to ransomware attack.
- Illuminate Education of Irvine, CA, notified 17 million students from the 5,200 school districts across the U.S. that use its software, that student info may have been exposed after ransomware attack.
- Mesa County School District of Colorado notified 21,000 students that their info may have been exposed due to ransomware attack.
- Coventry School District of Connecticut notified 1,650 students that their info may have been exposed due to ransomware attack.
- DeKalb County School District of Georgia notified 93,000 students that their info may have been exposed due to ransomware attack.
- AGCO Corp., headquartered in Duluth, Georgia, notified an unknown number of customers that their info may have been exposed after ransomware attack.
- Fairfield Public School District and Lakota Public School District of Ohio notified over 10,000 students that their info may have been exposed after ransomware attack.
- Douglas County School District of Colorado notified an unknown number of students that their info may have been exposed due to ransomware attack.
- Omnicell Health of Mountain View, CA notified an unknown number of patients that their PHI may have been exposed after a ransomware attack.
- Healthplex of Uniondale, NY notified 89,955 patients that their PHI was exposed after email phishing attack.
- Optima Dermatology (The Dermatology Center of Indiana and Advanced Dermatology & Skin Cancer Center) in Indiana notified 59,782 patients that their PHI was exposed after email phishing attack.
- Steward Health of Florida, which includes North Shore Medical Center, Palmetto General Hospital, Coral Gables Hospital, Hialeah Hospital & Florida Medical Center, notified an unknown number of
patients that their PHI may have been exposed after cyberattacks. - North Alabama Bone & Joint Clinic notified an unknown number of patients that their PHI was exposed after cyber attack.
- WellDyneRx of Lakeland, FL notified an unknown number of patients that their PHI was exposed after email phishing attack.
- Xiaorong You was sentenced to 14 years in prison for stealing intellectual property regarding chemical patents while working for Coca-Cola and Eastman Chemical Company and selling it to the Chinese
government for “millions of dollars” - City of Quincy, Illinois notified an unknown number of citizens that their info may have been exposed after cyber attack.
- org (“BCO”) is reported to have misconfigured its data storage, exposing “hundreds of thousands” of user files containing sensitive medical images.
- Summit Eye Associates of Hermitage, TN notified 53,181 patients that their PHI was exposed after cyber attack.
- McKenzie Health of Sandusky, MI notified an unknown number of patients that their PHI was exposed after cyber attack.
Attention Sales Community… Never Waiver From Your Integrity If You Want To Build Trust.
"Honesty is more than not lying. It is truth telling, truth speaking, truth living, and truth loving."
James E Faust
Are you truth telling with your clients?
Are you truth speaking with your clients?
Are you truth living with how you carry yourself?
Whether this be in your personal life or in business, strong relationships are built on trust.
Real connections, real conversations, and real relationships are all built on trust
In a recent study conducted by the Dale Carnegie group, they found that 73% of the respondents indicated that trust is “very” or “extremely” important to them for building relationships with salespeople.
Check this out... in the same study they found that 71% of respondents said they would rather buy from a salesperson they trusted over one who gave them the lowest price.
Hard to build a trusted relationship based on transactional and price- oriented conversations
Trust, it's the wholly grail in sales. Trust boils down to perception.
Sales leaders, please key in on this for a moment...
How many of your client's perceive your salespeople as being credible and trustworthy? How many believe your salespeople have their best interest at heart? Would you even know? This my friends is your mirror moment!
Trust drives profitable business.
Trust creates...
- Repeatable and consistent long term business growth
- Forgiveness and recovery when things do not always go as planned
- Loyal partnerships, and isn't this what you want?
Trusted Salespeople Are Consistent
“Trust is built with consistency.”
Lincoln Chafee
A trustworthy professional is consistently congruent. The walk matches the talk. They will more or less use the same behavior and language in any situation.
They have radical amounts of self-control to maintain their character. They won't wear different masks or pretend they're someone they're not just to impress. They are not self-serving but self-giving.
They consistently show compassion and out care all other salespeople.
They consistently show respect, gratitude and appreciation.
They consistently respect boundaries in their relationships because they help communicate around what a person is comfortable with.
More importantly, they consistently live with the utmost of integrity.
Sales professionals who are trustworthy are reliable. They do what they say they will do over, and over, and over again. Hard to gain your clients trust when you're reliable once.
Are you consistently delivering on your commitments?
NEVER WAIVER FROM INTEGRITY
"Real integrity is doing the right thing, knowing that nobody's going to know whether you did it or not."
Oprah Winfrey
In a post trust sales world, you must bring your integrity forward every single day. You must live it, breathe it and demonstrate it.
Living with integrity especially in sales takes courage.
Integrity is the practice of being honest. It is operating with a consistent and uncompromising adherence to strong moral and ethical principles.
Stop right now and think about these two questions...
- How many of your clients and future clients would define you as being honest?
- Would your clients and future clients use the words moral and ethical in your approach to working with them?
INTEGRITY AND TRUST, A MUST IN SALES
It has become sad and concerning that when we hear the words morals, ethics and integrity; we surely do not think of salespeople.
Integrity will shape your sales world and your career.
What is your end game in sales?
What do you want to be known for?
Will your integrity guide you? Does it sit on your shoulder?
I love what Andy Stanley says about integrity... "People with integrity do the right thing because it is the right thing even if it costs them."
Therefore, a failure of personal integrity adds stress to the people around you. Now apply this to your interactions with your clients... Do you smell what I am cooking up here?
Integrity is a universal expectation – you expect from people around you.
Why do we expect integrity from others even in times that we are not?
Will integrity guide you or will your appetite for commissions guide you?
Andy Stanley goes onto to say...
"You can’t be yourself as long as you're lying to yourself."
You can’t give your full self to your clients as long as you're lying to yourself. This will all come back to haunt you throughout your sales career. Your reputation is a terrible thing to waste.
Do you want to be known as a trust builder or trust buster?
I ask you to think about the following...
- What is competing right now for your integrity?
- What is competing for right now for your future self?
I'm here to inform you that when you breech your personal integrity, this will change/impact someone else’s and often times this just might be your clients' trust.
Think about where trust sits inside the sales world, and follow along with this...
- One breech of integrity leads to another
- The first breech makes the second breech easier
- The second breech creates a pattern/direction
Sales professionals with integrity are guided by integrity. They refuse not to lower themselves and the refuse to waiver from it.
What do you want to be known for in sales?
YOU WIN WITH INTEGRITY
It's quite unfortunate as we live in this cancel culture. Where a little bit of bad, erase a whole lot of good.
Your integrity is what determines your reputation, and as stated in Proverbs 10:9, Whoever walks in integrity walks securely, but he who makes his ways crooked will be found out.
A single bad choice to destroy a lifetime's worth of integrity.
Often times people with integrity have the same characteristics - they're humble, have a strong sense of self, they have high self-esteem, and ooze self-confidence.
These characteristics are important, because, in sales, you'll be under intense pressure from others to make the wrong choice.
Sales professionals who carry themselves with integrity win, and those who do not, get exposed as being empty suits.
INTEGRITY IS YOUR TRUST GUIDE
By now, you may have figured out that I am a huge Andy Stanley fan. When it comes to integrity, he goes on to say,
“If I’m overly concerned about what you think of me, I may not do what’s best for thee.”
Just curious, what is your integrity anchored to?
How are you interacting with your clients?
How are you handling yourself with your clients?
Please key in on this for a moment... If you're quick to abandon your integrity then you must ask yourself, "What's really driving me?"
Why is it in sales that many are more concerned with looking good than being good?
What is your goal and end game in sales?
In Selling from the Heart fashion, if you commit to leading with integrity, it won’t be how well you behave that gets people’s attention it will be how well you love that gets people’s attention.
If you would like to exponentially grow your sales, then it’s about...
- Giving to your clients
- Serving your clients
- Loving your clients
If you don’t love on your clients, I promise that someone else will.
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.
This Week in the Copier Industry 10 Years Ago
This Week in the Copier Industry Ten Years Ago
Third Week of May 2012
Leads can be found almost anywhere. Since a lot of my prospecting has changed from copiers to content I'm always on the lookout for opportunities and where the low hanging fruit is. Going wider and deeper with your relationships can make a difference.
Below is from one of my clients that I follow on Linkedin. These are additional responsibilities in the job requirement section. You can view that thread here
Enjoy These Great Copier Threads from Ten Years Ago This Week
Konica Minolta Announces the Launch of Konica Minolta CampaignBuilder
Art Post (Guest) ·
, and more. “Our goal is to arm our sales channel partners with the resources they need to grow their businesses and gain a competitive edge,” said Ted Brolsma, Creative Services Manager for Konica Minolta. “By offering a comprehensive suite of tools and services to assist them with their local marketing, we’re able to do just that.” In addition to customizing ads and marketing materials, users can seamlessly order and track the delivery of printed materials and direct mail pieces. “Our dealers
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Konica Minolta to Exhibit Award-Winning Legal Solutions at LegalTech® West Coast 2012
Art Post (Guest) ·
for uniquely-tailored document management solutions with the highest levels of security.” About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is a leader in advanced document management technologies and Managed IT Services for the desktop to the print shop. For the fifth consecutive year, Konica Minolta was recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys. BLI has named Konica Minolta 2012 “Document Imaging Solutions Line of the Year
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Sharp Optimised Services – 3 steps to the successful Managed Print Service
Art Post (Guest) ·
in this system. Sharp Optimised Services aim to increase workplace productivity, improve the control of the printing infrastructure and reduce the costs of printing and copying in the business environment. The concept of Managed Print Services refers to the integrated, all-inclusive management of printing, copying, scanning and faxing operations, together with well-coordinated delivery and supplies of consumables, maintenance and servicing of the multifunction printers (MFPs) and the provision
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First up is a report on city-wide copier/printer usage.
Art Post (Guest) ·
Community Development Block Grant for 2013, previously discussed earlier this week. Interim City Administrator Karl Krestler has a full report on the agenda. First up is a report on city-wide copier/printer usage. Next is an ordinance approving the purchase of a 2.5 ton dump truck for $114,331 and the designation of other trucks, vehicles and equipment owned by the city as surplus property. Spellman Ave. Phase I will be discussed, specifically an ordinance approving a maintenance agreement between the
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Digital Printing at drupa – Part 1
Art Post (Guest) ·
orders taken that offset will have taken the larger share as companies invest after delaying orders for some as they see investment is necessary to remain competitive in their markets. In the digital printing area there were a number of different trends to be seen. The well-established toner based sheet fed presses are reaching a level of maturity where progress is slowing up. We saw some speed improvements, such as the Xerox iGen 150 and Konica Minolta bizhub PRESS C1100, and we may be getting to
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Re: Ricoh – Prepare for a talent exodus
This was definitely an RBS branch that had adopted an IKON commission plan. What IKON was always able to do successfully was to sell customers what you didn't have. They carried Canon, Ricoh, Re branded Konica Minolta, Kyrocera Mita, HP, Oce. Now the IKON sales people who did sell for decent margin have only Ricoh. Will they have to asapt their style of selling? Good sales people will ALWAYS find a company that wants to hire them, even in bad times. The problem is starting over again to build
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Provision of Copier Machine (Digital laser Multi Functional MX-M620N sharp, 62CPM)
Art Post (Guest) ·
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Pacific Office Automation, which sells printers
Art Post (Guest) ·
An office technology company will move its 25 employees from Fife to downtown Tacoma this summer. Pacific Office Automation, which sells printers, copiers, faxes and software to business, will lease about 11,000 square feet on the ground floor of 1114 Pacific Ave., as first reported by the Tacoma Daily Index. Fife branch manager Russ Meyers told me this morning that he thinks downtown Tacoma is growing, and he wants his business in the thick of it. “We’ll get better exposure” downtown, he
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Epson launches four new models to the powerful Z Series large venue projector range
Art Post (Guest) ·
Designed for corporate, higher education, staging, museum, and digital signage applications, the Z series includes the Epson EB-Z10000/EB-Z10005 with 10,000 lumens of both light and colour light output. Epson, the number-one selling projector brand worldwide, has added four new models to its Z Series large venue projector range designed for corporate, higher education, staging, museum, and digital signage applications, including the Epson EB-Z10000/EB-Z10005 with 10,000 lumens of both light and
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Ricoh New Color Tabletop
fisher ·
Called the MP C305. 31ppm Standard copy, print, scan, fax Optional one-bin tray touch screen Respectable first copy out at 6.9 seconds Standard PostScript Touch Screen
Member
Karim
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Leading EFI Fiery Technology Drives New Ricoh Aficio MFPs
Art Post (Guest) ·
than ever, mobile workers need to be able to access and print their documents not only from their desktop computers, but also from their mobile devices. The Fiery system provides a built-in mobile print option for no additional cost, enabling users to print directly via Wi-Fi from their iPad, iPhoneand iPod touch applications to the Ricoh Aficio printers. The Fiery software automatically discovers the printer and presents users with print options for fast and easy printing. Spot color reproduction
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Managed Print Services Boom as M2 Hits Record Revenues
Art Post (Guest) ·
opportunity. We are saving customers money at a time when all businesses are looking to save and we are increasing service experience for those coming to us at the same. Our proposition and delivery is being well received despite the economic climate.” To download the global report from Quocirca “Vendor Landscape: Managed Print Services” visit http://www.m2.uk.com " href="http://www.m2.uk.com/" target="_blank" target=_blankhttp://www.m2.uk.com or call 0845 263 7262. About M2 M2 is the Europe’s
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FileBound Integrates ABBYY FineReader Engine 10 to Improve Document Recognition
Art Post (Guest) ·
Government of Canada. Companies that license ABBYY technologies include BancTec, Canon, EMC/Captiva, Hewlett-Packard, KnowledgeLake, Microsoft, NewSoft, Notable Solutions, Samsung Electronics and more. ABBYY OCR applications are shipped with equipment from the world's top manufacturers such as Epson, Fujitsu, Fuji Xerox, Microtek, Panasonic, Plustek, Ricoh, Toshiba, and Xerox. ABBYY is headquartered in Moscow, Russia, with offices in Germany, the UK, the United States, Canada, Ukraine, Cyprus
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Despite Strong Demand in Emerging Markets, Worldwide Hardcopy Peripherals Shipments D
Art Post (Guest) ·
. Kodak 301,858 5.5% 308,764 5.0% -2.24% Others 763,941 13.8% 871,797 14.0% -12.37% Total 5,521,180 100.0% 6,227,357 100.0% -11.34% Source: IDC Worldwide Quarterly Hardcopy Peripherals Tracker, May 2012 Notes: • IDC tracks A2-A4 devices in the Quarterly Hardcopy Peripherals • Hardcopy Peripherals include single-function printers, printer-based multifunctional systems (MFPs), and single-function digital copiers (SF DC). Data for all vendors are reported for calendar
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Ricoh – Prepare for a talent exodus
Art Post (Guest) ·
Vince is the man! Love it! Ricoh – Prepare for a talent exodus I received a call from a Ricoh sales guy in another state who read a 2009 post on my blog. http://theconnectedcopier.word...-the-ikon-aquistion/ We spoke for about a half an hour. He said that Ricoh just adopted the IKON comp plan for their Sales Force. He had submitted his monthly comp plan work sheet before they made the change, then had to rework it based on the new comp plan and he said it cut his commission in half! He was
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Re: Ricoh – Prepare for a talent exodus
GMAN ·
This talent exodus already occurred at Ricoh Corporate in NJ, wherein legacy Ricoh / Savin / Lanier employees and executives were pushed out as IKON came in...the new Sheriff in town. Now, with a fractured Direct Sales organization that they put all their money on for the future, as they maligned the Dealer channel, the Ricoh slide continues...
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Muratec America, Inc. honored by the Business Technology Association
Art Post (Guest) ·
Muratec America, Inc. honored by the Business Technology Association PLANO,TX (May 15, 2012)—Muratec America, Inc., manufacturer of multifunction office equipment and business productivity solutions, announces today that the company has received the “Outstanding Performance – Secondary Product Line” award from the Business Technology Association (BTA). This is the ninth time Muratec has been recognized as the top secondary product line by the BTA. The company received the honor in 2003, 2004
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Sally Bartlett’s need for a new copier.
Art Post (Guest) ·
ECONOMIC DEVELOPMENT. Britton asked the court to address Economic Development Coordinator Sally Bartlett’s need for a new copier. Her copier no longer functions and Bartlett would like to obtain a new copier lease with IKON paid under the Title 3 program. Webb clarified that IKON is the same provider the county has been using. MSP: Britton/Webb -- to approve a new lease agreement with IKON and allow Judge Webb to sign the agreement when available. http://www.bluemountaineagle.c...ce
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All Covered continues to buy IT service providers,
Art Post (Guest) ·
All Covered plans to extend into emerging markets (cloud, VDI), vertical markets (health care, legal, education and much more) and industries that complement All Covered parent Konica Minolta (managed print services and document management). read more here
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April 2012 Sales Quota Poll!
Art Post (Guest) ·
Please take the time to vote every month, I'll post a new poll for each month! We'll even do a quarterly!
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May 2012 Sales Quota Poll!
Art Post (Guest) ·
Please take the time to vote every month, I'll post a new poll for each month! We'll even do a quarterly!
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eFileCabinet Debuts e-signature Capability for Document Management Suite
Art Post (Guest) ·
documents, eliminating the pain of printing, coping, and faxing, to collect a signature." eFileCabinet's eSignature is now available. Learn more and request a demo at http://www.efilecabinet.com/es...re-for-efilecabinet/ . Current customers can purchase by contacting their Account Manager at 877.574.5505. About eFileCabinet, Inc. eFileCabinet, Inc. offers a suite of document management software (DMS) products and services that help businesses and individuals work quicker, smarter and more
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New Ricoh B/W Tabletop Coming Soon
fisher ·
Got this screen shot from a power point in the launch of the new color unit. The new B/W version will be called the MP301. Looks like this will be the end of the road for the LD220.
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Cary School District 26
Art Post (Guest) ·
The state has awarded Xerox of supplying copiers, with their bid being the lowest at $107,000. With state funds being used for bond payments and ending the lease on copiers, beginning fiscal year 2013, the administration has recommended hiring five teachers. http://cary.patch.com/articles...rs-lower-class-sizes
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Re: Managed Services "Are You in or Out"!
Art Post (Guest) ·
quote: Originally posted by Printfun: We have been tossing around the idea of offering IT services for the last 2 years. We do believe there is enough of a market there based on our customer's inquiries. Old Glory brings up a good point that we were anticipating as well. You almost need to have 2 groups. First, your install/analysts, and second your dedicated IT services personnel. While ideal, it may not be monetarily feasible for smaller dealers to carry the extra bodies. We have the two
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Re: Managed Services "Are You in or Out"!
If you're going to sell I.T. you have to know I.T. and be able to speak their language. I take our I.T. Sales Specialists on a lot of calls, and once they start speaking geek, I know enough to somewhat understand, but the conversation eventually gets to areas that are completely Greek to me. It's just like if we were to get some sales guys from IBM and tried to train them to understand and sell imaging. It would be completely foreign to them.
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Re: Auxilio Loses another 1.6 million
provider does not understand the types of jobs that are being printed, they can end up barely treading water. For example, if doctors choose to print X-rays (90% coverage) for patient files, a few printers can kill the profitability of the entire account. At some point, Auxilio's older clients will start to reach profitability, particularly if they do a decent job of fleet optimization. The challenge is going to be for them to determine how much business they can handle so they are not constantly
Member
djacovino
Member
George.Wilkinson
Member
Texastarheel
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Re: Envelopes
fisher ·
Not with the sugar cane paper. We run Vellum finish envelopes on the one in out print shop. Its important that they be edge glued rather than having the v-fold across the center. The results are just OK......like everything else on the great white elephant.
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Re: Envelopes
Art Post (Guest) ·
We had our do or die moment today at the in house CRD. It was looking real bad for a while. We then tried the .eps file with the ps rip, played with the contrast and brightness and we had an image print that was more than acceptable to the print manager. We're not done yet, has to go before a managers board and if approved it goes to the exec board. They want to do away with all of the presses and everything else that goes with it. Comcolor is going to be used for envelopes only. The company
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Re: Ricoh Convergence
Art Post (Guest) ·
BTW for all Ricoh Corporate folk, it's a shame there was no invite for Convergence this year so instead of writing many awesome blogs about new products and new systems and great stuff for Ricoh, there will be none of that this year! I'll be taking the show to the Global Transform Conference and writing awesome blogs about MSP, MPS!!! See ya!
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Re: Ricoh – Prepare for a talent exodus
60lost ·
The email had me thinking it might have been a "dealer" Mass Exodus. Wheew, I'm relieved it's only the disgruntled Ikon and RBS sales reps......go figure!
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Re: Ricoh – Prepare for a talent exodus
Jrlz ·
I would be interested to know if the sales rep who complained about thier new comp plan was at quota for last year. My experience has been that the reps who complain the loudest about comp plans are the underperforming reps. They look for a reason to justify being way below quota. The performers amongst us will figure out a way to make the money we want or move on. Sitting around complaining does not generate sales or income. An underperforming rep, no matter how good the comp plan, will
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Re: Canoga Park, CA 91309-9095
Art Post (Guest) ·
Thanx for calling me, I hope the lead works out and looking forward to the Premium and your story about selling to that certain industry. Art
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Re: Ricoh – Prepare for a talent exodus
Art Post (Guest) ·
I can't believe they went to the IKON comp plan, not saying it's good or bad but just seems like IKON bought Ricoh US instead of the other way around.
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Re: Ricoh – Prepare for a talent exodus
largely (if not completely) on profit. If a rep has been on a revenue plan, chances are pretty good that their compensation would have been less on a profit plan because there probably wasn't any profit in their sales.
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Re: Ricoh – Prepare for a talent exodus
Chuck ·
Old Glory has hit the issue on the head. If RBS reps were compensated based on revenues rather then the total profit then a savvy rep sold to maximize the revenue - profit being a concern of stockholders and their stakeholders. When a company wants to increase their marketshare to benefit from the economies of scale (greater production=lower unit cost) and compensates salestypes for succeeding in this effort their customers benefit UNTIL its time to renew/update that equipment; if the
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Re: Kyotier color meter question, please help!
JasonR ·
Could always use http://avpsoft.com/products/apfill/ worth the money if you are a printshop, not worth it if you are just a average user though.
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Re: Ricoh – Prepare for a talent exodus
Good question! Hopefully I kept this Sales Rep contact info. I will see if I can reach out to him.
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Digiscribe Expands Enterprise Content Management Capabilities - Ryan Kadri Hired to D
Art Post (Guest) ·
more people throughout these organizations, from operations to accounts payable to human resources. As an award-winning salesperson with a long track record of meeting client needs with customized solutions, Kadri joins Digiscribe with eight years of experience utilizing technology to increase efficiency and cut costs for Fortune 500 companies. His achievements include earning a #1 ranking out of 128 commercial reps throughout the nation for Lanier Worldwide. Kadri was an 8-time District Manager
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Buyers Laboratory Gives Top Marks to MaxxVault Enterprise 5.2
Art Post (Guest) ·
Laboratory LLC Buyers Laboratory LLC (BLI) is the world's leading independent provider of analytical information and services to the digital imaging and document management industry. For over 50 years, buyers have relied on BLI to help them differentiate products' strengths and weaknesses and make the best purchasing decisions, while industry sales, marketing and product professionals have turned to BLI for insightful competitive intelligence and valued guidance on product development, competitive
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Lexington science teacher receives INSPIRE: Lexmark’s Teaching Award
Art Post (Guest) ·
Lexmark launched INSPIRE: Lexmark’s Teaching Award in 2011 to highlight and salute exceptional middle and high school teachers who teach science, technology, engineering and/or math in designated Central Kentucky counties. During each academic school year, one teacher per month will be awarded $1,000 to be used to promote STEM education for his/her classroom. About Lexmark Lexmark International, Inc. (NYSE: LXK) provides businesses of all sizes with a broad range of printing and imaging products
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Kyotier color meter question, please help!
Art Post (Guest) ·
I know that on the new Kyo'if you are in doubt of the color page coverage you can scan the document and get some type of page coverage report, right? If so, then here's another question for the kyo guru's. What happens if you want to check page coverage before you print a document? Would you have to print the page first and then scan it? Art