MFP Copier Blog
Mask, Vaccinate or Do As I Say!
Note the picture of Governor Phil Murphy from New Jersey. Our beloved Governor was in attendance at the New Jersey State League of Municipalities today in Atlantic City, NJ giving a speech to those guests pictured.
I'm thinking this was a select group of guests he was speaking to. However let me regress a bit. Each year the NJLM holds a conference in Atlantic City, NJ and in most cases that conference can attract 8K-16K attendees and vendors. I was in attendance for three days working the Stratix booth with my buddy John.
I've never been involved with a show that featured 600 vendors and a multitude of attendees. The attendees was off this year because of COVID19 and along with the restrictions still in place. All attendees, vendors and speakers were required to show proof vaccination before entering the convention, show ID (don't need ID to vote but you need it to prove the vax card is yours), in addition everyone was required to wear a mask at all events.
Throughout the convention there were many announcements over the PA systems that stated due to CDC guidelines and the mandates from our Governor that everyone had to wear a mask while in the (NJ State owned) Atlantic City Convention Center. In fact there were mask police (security) that were walking the floor asking everyone to wear the mask the right way and remind them to put the mask back on when they were finished eating or drinking.
Now let's get to the picture I posted in the title and below. This picture was posted on his facebook page tonight. I suspect these pictures are from today since there was not event last year and our Governor loves photo ops.
I confirmed that these pictures are from today since he did another photo op earlier in the day and he is wearing the same tie.
NO ONE IS WEARING A MASK
Not one person that I can tell has a mask anywhere close to their face. This goes on while the general order is for everyone to where a mask and there are no exclusions. Eight to Ten hours with no excuses.
Things like this have happened before with this guy. He it the epitome of DO WHAT I SAY, but not as I do.
What a shame we have four more years of this joker to deal with.
-=Good Selling=-
he End Of The Day With Ray! The 2021 Rumors Roast!
Do You Have the Gumption to Track and Opportunity for Ten Plus Years?
Very short blog tonight. It was almost 11 years ago when I was turned on to a new net opportunity. I felt the account was right in my wheelhouse since they liked wide format as much as I did. However this opportunity was not for wide format but for those awesome down the street copiers in a decent SMB account.
My first appearance resulted in a loss and thinking back I'm not sure I can remember why I lost. I entertain the reason I lost was because the client was happy with the current brand and service provider. Nothing against me or the dealership I work for.
My second attempt was a little more that five years ago and that resulted in my second loss. I do remember the reason I lost and it was because one of the Admins did not want to have training outside of their office for my new brand (that was the objection) of copier. Of course without notifying me or me probing the edict came down that they would stay with the same brand and service provider again. I was told that my product was the pick to move forward with if it wasn't for the training glitch.
The third time around came somewhat sooner (3 years into the 5 year lease) and after a follow up call I was brought in to quote new devices because the client was fed up with the support and service. It was on again for the third time to secure this account, after performing another great job I was told we won again, however the account needs to by down the remaining lease payments. A few months later COVID19 struck and it was inevitable that the lease would go all the way down the last frigging payment.
After three competitors and more than eleven years I was email a few hours ago that they are good to move forward with the new 5 year lease.
This made by day and is the reason why all of my losses go back in the hoppper when the next opportunity us ready.
-=Good Selling=-
Updates for this Week
Just want to let you all know I'm at an event this week and back on late Thursday. Thus I've preempted our weekly email address and our Managed IT notes. We'll be back at this next week.
Art
The Hell With Inflation! Let's Have a Sale
Free Assessments, Save 30% on Service, 90 Days Zero Payments!
The Biggest Inflation Increase In Three Decades and The Print Equipment and Services Industry Is Still Having Sales? (WTF)
I discussed this topic in a recent The End Of The Day With Ray Episode but thought it necessary to share the message in a written post as well.
How are the industry's analysts not addressing this topic? Maybe they are waiting for someone else to discuss first, then copy and paste an article in their blog. Finally, the wait is over, and all are welcome to share today's article with your audience.
Or maybe the industry's analysts are too busy figuring out what a particular club actually does or just busy preparing their next press release?
Either way, the insanity of selling no different than pre covid during the worst inflation period in three decades is something our industry must analyze immediately. So, I will share my thoughts.
We are aware of many unfunded leases based on dealers or direct operations unable to execute equipment delivery. Why is this? Some will say supply chain issues, and I will say, "Some are wrong."
Yes, our industry has boatloads of **** stuck on boats like the rest of all business sectors. However, Is the print equipment industry begging its customers to upgrade equipment? Or are the industry's customers begging the industry? If we are all honest, we know the answer.
So now that we know the answer, what can we do to fix the biggest crisis in the industry's history? First, stop begging customers through unnecessary discounts to buy things you can't deliver and start selling services you can deliver.
Our industry had an excellent opportunity to bring so much more value to their services, and many missed the boat (pardon the pun.)
Think about the account that had twelve payments left on their five-year lease. The sales rep loads up with discounts and heads out to upgrade. (BTW, A stupid term the industry uses to replace equipment, after all, most of the time, the customer downgrades what they pay for the new deal, and we all know they stopped printing more at least a decade ago.No one is actually UPGRADING.) Maybe our industry should call all new sales "Price Downgrades" instead of Equipment Upgrades?
What if, instead, the sales representative met with the customer and explained the supply chain issues and made the customer aware that their current equipment is just fine and that continuing its service is not a problem. This conversation would have easily led to a discussion where the sales rep could have presented the service price increase based on the supply chain issues and then discuss a fee based IT Assessment.
OK, My friends, before you start screaming RAY, IF WE DON'T UPGRADE THE CUSTOMER, OUR COMPETITORS WILL! Realize if you believe this, you just verified that our industry's actors are, in fact, creating a false demand.
The activity of selling at discounts during the highest inflation in three decades defies logic, especially during a supply-demand crisis.
I still see advertisements for Free IT assessments and call us to save on printer service. The reason is, unfortunately, over the last decade-plus, there have been too many consultants misguiding print dealers in what is needed to transition their business to broader IT services.
Based on actual experience, had our industry's dealers taken seriously the need to transition, many more than just a few would be positioned to continue in relevance. They would be selling value at value prices instead of having little value selling things on sale.
The industry's reaction to the supply chain crisis. Is a SCREAMING LOUD ALARM! Warning all the industry's actors to the reality that the business print equipment its sales, supply, and services deliverable is on life support with very little hope. It will ever recover from yesterday's already outdated business model.
It is time dealers question those consultants who keep enforcing how your great relationships, great sales people, all based on print services will allow you to sell more profound IT services.
Whenever I hear this, I immediately realize those who say this have ZERO knowledge of the print services business. Which makes it really ironic when we hear consultants from the print channel throwing up this nonsense themselves.
However, I am somewhat hopeful that by now dealers are no longer going to YouTube college to learn how to bill print without collecting a meter.
The good news, I predict many of these halfway retried print executives will fully retire soon. Oh, Did I write that - as I thought it out loud?
Your success in transitioning to IT broader services will result from extremely hard work guided by detailed directions. So please don't forget the details, my friends.
Get your IT restarted NOW! Otherwise your next sale might just be a Going out of Business Sale! and no one wants that, except the competitor looking to deliver your great relationship a better experience.
Status quo is the killer of all that will be invented.
Ray Stasieczko
Sales Professionals... Growth Doesn't Happen By Looking In The Rearview Mirror.
"You do not move ahead by constantly looking in the rearview mirror. The past is a rudder to guide you, not an anchor to drag you. We must learn from the past but not live in the past."
Warren W. Wiersbe
It is human nature to review our past. After all it is what has led us to where we are today.
Our sales past is familiar. We know what happened, however; our sales future is scary and full of the unknown.
Henry David Thoreau so eloquently said,
“Never look back unless you are planning to go that way”
I am concerned that many in sales are stuck as they are still looking into the rearview mirror.
They have become prisoners, trapped within their past success, hoping and praying their past success will carry them into the future.
Let this one sink in for a moment... The way it was is not the way it will be.
Sales growth doesn't occur looking through the rearview mirror of past sales success
We all know the business world is competitive and chaotic.
Therefore sales professionals always take charge, rise-up and double-down on themselves.
One of my favorite rock bands growing up was Boston. 40 years later the lyrics within this song are as relevant today as ever.
It's a new horizon and I'm awakin' now
Oh I see myself in a brand new way
The sun is shinin'
The clouds are breakin'
Cause I can't lose now, there's no game to play
I get it, it is human nature to review our past. After all it is what has led us to where we are today.
However, many in sales are stuck in the past, dwelling on the past and wishing what was will be.
How can you see yourself in a brand-new way when you allow your past sales success to stunt your future sales growth?
What do you think could happen to your sales results if you consistently look forward as opposed to reliving your sales past?
Our past is familiar. Our past is comforting. However, our past is sometimes numbing. The past is called the past for a reason. The future is unknown, scary and nerve racking. Growth happens when we stretch our minds.
“Focusing on your history robs you of your destiny”
Bishop T.D. Jakes
Sales professionals learn to win the war in their mind. They understand that a growth fueled mindset will future proof their sales career.
You see, the business world has changed, your clients have changed, your community has changed... so the question becomes have you changed?
If what you see in the sales rearview mirror never changes, you’ve parked yourself in the past.
Sales professionals shift themselves into overdrive. They put their foot all the way down on the gas pedal as they drive their career forward by cruising within the relevancy fast lane.
GROWTH OCCURS BY GETTING REAL WITH YOURSELF
“The strongest force in the universe is a human being living consistently with his identity.”
Tony Robbins
What sets you apart? Why should people choose you? Or learn from you? Or listen to you? Or do business with you? Or even have a conversation with you?
Are you truly an exceptional sales professional? If you answered yes, WHY do you think so?
What specific skill do you bring at this very moment that allows you to stand out from the other salespeople out there?
I encourage you to look in the mirror and ask yourself...
- Am I reading to feed my brain?
- Am I making a difference?
- Am I going the extra mile for my clients?
- Am I serving others?
- Am I serving the cause?
- Am I developing a deep, genuine concern for my clients?
Gut check moment, isn't it?
Unfortunately, way too many of you in sales are stuck looking into the rearview mirror waiting, wondering and wallering around operating in a state of complacency.
What got you to where you're at in sales today will not keep you there moving into the future.
RELEVANCY FUELS GROWTH
How can you become relevant if your focus is looking in the rearview mirror?
Each one of you are unique and different. Then my question to all those in sales... Why do you all walk, talk and act the same? Becoming relevant just might be the key to your sales success.
In this highly competitive digitally driven business environment, it is mission critical to stay relevant, competitive, marketable and yes, desirable. You MUST make sure that you’re continuously improving and evaluating yourself regularly.
"The longer we keep looking back in the rearview mirror, it takes away from everything that's moving forward."
Dan Quinn
How many of you are speaking and thinking in the past tense?
How many tenured salespeople out there are relying on what got them to where they are at to get them where they need to be?
ARE YOU LOOKING THROUGH THE RELEVANCY WINDOW?
Rearview mirrors are small. How many of you have lost sight of what's in front of you because your focus has been on what's behind you?
Sales professionals are sales hungry. They are lifelong learners.
You must become an educator. You can't become an educator without being a student first.
You must gain a thirst for new knowledge. You need to stay up to date on new developments, always looking for trends and changes before they happen.
Get uncomfortable, it's okay. Show up very day and be present. Sit with the discomfort.
"You can make excuses or you can make progress but you cant make both"
Craig Groeschel
Acknowledge discomfort. Shake hands with it, get used to it and welcome it on the journey to better yourself.
How can many of you in sales grow if you're constantly carrying your own dead sales weight of the past?
Way too many of you are living in yesteryear. You will consistently struggle with the mentality of ‘that's the way I've done it'.
In today's sales world, looking in the rearview mirror will stunt your sales growth.
I ask you to think about the following questions...
- Am I reaching my sales potential?
- How do I rise up and rise to the top in sales?
I encourage you to take a very personal look at how you define success in your heart of hearts and then find your path to get there.
I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.
Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
In a world full of empty suits, I'm passionate about helping sales reps succeed by getting valuable before they get visible. I help sales teams understand the true value they bring to the market.
With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social and Selling from the heart inside the sales process. You can follow me on LinkedIn, Twitter, Facebook and on my podcast by clicking on Selling from the Heart.
This Week in the Copier Industry Ten Years Ago
This Week in the Copier Industry Ten Years Ago
Third Week of November 2011
Attendance news for ITEX 2021
- Dealers owners on different days stated the venue was much smaller than in the past (2019).
- Multiple dealers agreed that they did not see more than 80 dealers on the show floor
- Another dealer stated "in one of the of the talk tracks today there was only 5 attendees".
- Heard from my third attendee today and that was from a vendor mentioning attendance. Here's the quote "It was brutally low"
- Couple of vendors stated it was worth the investment to speak with the clients they've been trying to track
Enjoy These Copier Threads from Ten Years Ago
This Week in the Copier Industry 5 Years Ago
This Week in the Copier Industry 5 Years Ago
Third Week of November 2016
Finally a complete day in the field where I visited three existing print client and one net new. I was able to develop two warm leads and both have a 50/50 shot of closing this year. Not a bad day and was happy to get face to face with all four DM's that gave me time.
Enjoy These Great Copier Threads from Five Years Ago This Week
Konica Minolta Celebrates American Education Week with Effective Solutions for School Districts to Increase Productivity, Save Money
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issues that negatively impact staff and students. Konica Minolta's sales team proposed an additional revenue stream regarding 3D printers to the Center for Hands-On Learning (Rio Rancho, NM) for the organization's popular learning kits that are sold worldwide. This non-profit organization -- founded by teachers -- took on copying jobs for local businesses to help fund its initiative, significantly increasing its copy volume. Konica Minolta was chosen to address this issue, but then identified an
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Toshiba Provides Award-Winning Scanners Via Kodak Alaris Partnership
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November 16, 2016 08:00 AM Eastern Standard Time IRVINE, Calif.--( BUSINESS WIRE )-- Toshiba America Business Solutions today announced a partnership with Kodak Alaris , a leading provider of information management solutions, which allows Toshiba dealers and direct sales offices to sell Kodak Alaris’ entire line of document scanners , services and software throughout the United States. Kodak Alaris’ industry leading portfolio of scanners and software augment Toshiba’s award-winning e-STUDIO ™
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Konica Minolta Awarded NJPA Contract for Award-winning Range of Products and Solutions
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RAMSEY, NJ --(Marketwired - November 16, 2016) - Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ), a leader in smart office solutions proudly announces that it has been awarded contract #083116 - KON for Multi-Function Copiers, Printers, and Equipment Applicable to Scanned Data and Management, Image Duplicating, and Related Solutions, Accessories, Supplies, and Services by the National Joint Powers Alliance (NJPA). Operating as a complete solution provider to NJPA, Konica
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Konica Minolta Releases New ECM Solution for Enterprise-wide Efficiency
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this centralized location, administrators and indexing operators can unlock, monitor and access batches. "By launching this high-volume batch scanning, indexing and advanced capture solution, we have taken ECM solutions to a new level," said Kevin Kern, senior vice president, Business Intelligence Solutions and Product Planning, Konica Minolta. "Speed is the name of the game and it starts with getting accurate data and making it available as easily and quickly as possible. With Konica Minolta's
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New Xerox Color Printer, MFP Put Big Business Capabilities Within Reach of Small Offices
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color MFP – create more accurate and detailed print jobs. Color is appealing and attracts readers’ attention. According to the U.S. Bureau of Advertising, when color is used on printed materials, readership increases by 80 percent and attention span by 82 percent 1 . Big productivity potential Below are the key features offered by Xerox’s Phaser 6510 color printer and WorkCentre 6515 color MFP, which are designed to print letter/legal size paper. Wi-Fi Direct ® connectivity for secure printing
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New copier lease expected to save Jefferson schools money
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Jefferson schools, said that the district just completed a five-year pact with Ricoh, and during the interim had extended that agreement on a month-to-month basis while obtaining new bids for printer leasing, toner and service. The district was looking for a lower cost per print and reliable service. Poeppel said that the district stipulated a 55-month lease so the new term would coincide with the end of the official school year on June 30, making the accounting easier. Six vendors submitted bids. While
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Why Having A Business Plan Is A Must For A Major Account Copier Rep
These two quotes by Benjamin Franklin, one of the most influential founding fathers of the United States, have played such a pivotal role inside the sales world today. “If you fail to plan, you are planning to fail” and "By failing to prepare, you are preparing to fail." I encourage you to set aside some time and think about these two quotes as a major account copier rep. If you would like some help check out What Is You Purpose, Plan And Goal For 2017 What is your plan to grow your business by
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Copier Business Solutions acquired by Loffler
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WILLMAR — Loffler Companies, which provides business technology and services in Minnesota and western Wisconsin, has purchased Copier Business Solutions of Mankato and Willmar. The staff at Copier Business Solutions, including Bill Dale, will join Loffler Companies as well. The merger will increase the both companies' market knowledge, client base and service range. Loffler is a Canon and Konica Minolta dealer and provides products from other office equipment brands. It also offers voice
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57 Days of Selling "Day 33"
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and have a plan for the next step withthem. I'm thinking Monday, and Tuesday of this week will be dedicated to filling the appointment book for the first and second week of December. I also penciled in some time in the demo room to print some samples for one of my opportunities. Wednesday is reserved for some on-site visits with three opportunities and a few visits to some of my accounts. After finishing those tasks, I moved to the CRM and starting moving non closed opportunities to December
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KYOCERA TASKalfa 3252ci Highly Recommended by Buyers Laboratory
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first-copy times, as well as its fast scan speed. The device is HyPAS-enabled, ready to run any of Kyocera's industry-leading library of business applications. BLI analysts called special attention to the mobile printing capabilities. "Wi-Fi Direct and NFC support for Android are both standard, and the device can run Apple AirPrint, Google Cloud Print, and KYOCERA Mobile Print," said George Mikolay, Senior Editor for A3 and Production Hardware at BLI. "This MFP is ideal for today's mobile workforce
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Nauticon Office Solutions adds Xerox C60/C70 as a Xerox Document Technology Partner
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Largest independent dealer in Washington, DC Metro area adds to their portfolio of digital office devices. Nov. 10, 2016 / PRZen / WASHINGTON -- Nauticon Office Solutions, headquartered in Gaithersburg, Maryland, has added the Xerox Color C60/C70 production printer to their growing portfolio of quality office devices. "Since the investment for a new digital printing system is typically three to five years, it's always a good idea to consider both the current and future needs of your print
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Canon U.S.A. Awarded "Best Marketing Strategy" by the Independent Dealer Community at The Cannata Report's 31st Annual Awards and Charities Dinner
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dealer community," said Frank Cannata , founder, president and CEO of The Cannata Report . "As our valued partners, our dealers have always been an integral part of Canon's business strategy," said Toyotsugu Kuwamura, executive vice president and general manager, Business Imaging Solutions Group, Canon U.S.A. , Inc. "We are pleased that our marketing campaigns have been well-received by the dealer channel. By delivering professional, reliable service and outstanding performance to our
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Xerox Services Recognized for Innovative Legal Analytics Platform
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/company/xerox , http://simplifywork.blogs.xerox.com , http://www.facebook.com/XeroxCorp , http://www.youtube.com/XeroxCorp . Xerox ® and Xerox and Design ® are trademarks of Xerox in the United States and/or other countries.Conduent is a trademark of Xerox Business Services, LLC in the United States and/or other countries. Contacts Xerox Media: Coco Salazar, +1-214-887-7969 coco.salazar@xerox.com or newsPRos for Xerox Erika Freed, +1-917-969-0787 erika@newspros.com
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Xerox Reengineers ‘Scan-to-App Workflow’ for Small/Mid-size Businesses with Automated Cloud Solution
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sophisticated, yet as simple to use – particularly for the SMB segment – on the market today.” Web Capture Service is one of several new, exclusive Xerox offerings and tools that are designed to help channel partners capture revenue beyond hardware and supplies. Xerox’s new Productivity Packs for ConnectKey ® i-Series multifunction printers are pre-packaged, high value, turnkey apps targeted at industry verticals including education, healthcare, finance and general office. The apps eliminate manual
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Sharp Electronics Corporation Announces Executive Moves
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Albregts. "His vast wealth of knowledge and expertise will be invaluable in his expanded role as COO, helping us enhance efficiencies across the organization and achieve our objectives for growth and profitability." Marusic is a graduate of Siena College and earned his MBA from Fordham University . Prior to joining Sharp in 2002, he headed the marketing group for Panasonic's copier and computer peripheral division and has over 25 years of experience in the office technology sector. "I'm very excited
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57 Days of Selling "Day 32"
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Yes, I had a late start today. Been battling a head cold, sinus thing the last few days and it's been a little bit of a struggle to get going. I had scheduled my own little technology refresher today with one of our reps from Ricoh. I find more and more clients/prospects that are interested in printing from their smart phones. Thus, I wanted to do a refresher with connecting the smart phone and running through some of the features. When I arrived, my rep was waiting for me (my apologies John
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Korea's Leading 3D Printer Manufacturers to Attend Formnext 2016 in Germany
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professionals. This product offers high resolution and enables precise control of belt tension, boasting top quality. SONA Global will release CureM102, CureM-DENT, CureM-Jewerly, and Cure200. It has been leading the development of Korea’s 3D scanners with its extensive RD knowledge and performed well in distribution as they are responsible for sales of British 3XD printers such as ROBOX (FDM) and MakeX (DLPO) in the Korean market. Hebsiba will show Veltz3D DLP 3D Printer D-1. It has developed and
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57 Days of Selling "Day 29"
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there are some holes in my selling skills. Thus, I decided to do something about one of those holes. My weakness is making those dam phone cold calls, or maybe I just think it is. After thirty six years in the business it just grinds my gears that I can spend three hours making calls and only get through to a handful of people. What a terrible waste of time! How is that productive? Today (actual last week), I put my money where my mouth is and made the investment to rule wide format leads in my GEO
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A Couple of True & Not So True Humerous Copier Incidents
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Copier Humor! Just a short blog I found this evening on the old blog site. Thought this would give every one a few chuckles! Funny copier stuff is a recent thread on the P4P Hotel Message Boards . Like to share a few with everyone. Young Executive A young executive was leaving the office at 6 pm when he found the CEO standing in front of a shredder with a piece of paper in hand. “Listen,” said the CEO, “this is important, and my secretary has left. Can you make this thing work? “Certainly
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Xerox ConnectKey 'Call Me Back' app boosts business efficiencies
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Bytes Document Solutions (BDS), Xerox's authorised distributor in sub-Saharan Africa, has announced the release of the Xerox ConnectKey app, known as ‘Call Me Back'. The ‘Call Me Back' app is the latest addition to the Xerox App gallery, which is available on all Xerox i-Series devices. ConnectKey apps deliver additional enhancements for Xerox multifunction printers (MFPs) and are designed to reduce costs, increase productivity and improve efficiencies. According to Shane Spies, marketing
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Akita Epson Completes New Printhead Factory
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customers in the home, office, commercial, and industrial markets. The printheads produced at the new Akita Epson factory will be the core devices to be used in Epson's high-capacity ink tank printers and business inkjet printers. Epson's high-capacity ink tank printers meet the needs of customers for low-cost prints with genuine Epson print quality. Initially launched in October 2010, sales of these products had reached as many as 15 million units worldwide as of June 2016. The office market is also
Topic Premium
Lead for Copiers in North Carolina
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W--Xerox Copier Rental Matched Keyword(s) copiers Document Type Sources Sought Solicitation No. VA24617N0018 Region North Carolina Agency Department of Veterans Affairs Due Date Nov 21, 2016 Source https://www.fbo.gov/?s= opportunitymode=formid= acb572b19297... ...Veteran Affair Medical Center located: 508 Fulton Street, Durham, North Carolina anticipate a contract for XEROX Copier . Equipment for lease: Xerox Copier BG0963225 with monthly allowance of 50,000 copies with an overage copy
Member
JaimeG
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Lead for 145 Copiers in Pennsylvania
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Up to 60 months lease of 145 MFD Devices ONENET requirement for Rota, Spain Matched Keyword(s) copiers Document Type Combined Synopsis/Solicitation Solicitation No. SP700017Q0003 Region Pennsylvania Agency Defense Logistics Agency Due Date Dec 8, 2016 Source https://www.fbo.gov/?s= opportunitymode=formid= d0d10c758286... ...into a contract for up to 60 months lease of 145 Multi-Functional Devices (MFDs) and copier machines (hereafter collectively referred to as devices) including installation
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14 Dumb Sales Questions Smart Reps Ask
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precise technical questions to ask? You’d probably like some help, right? But ironically, when the salesperson at the electronic store asks if she can help, what do you typically respond with? “No, I am just browsing.” The cat and mouse game buyers and salespeople play has created an environment of leverage and one upmanship versus understanding. And this hostile relationship often stems from the questions salespeople ask their prospects. Below are 14 common questions sales professionals ask
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57 Days of Selling "Day 30"
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. I'm adding one opportunity for today, not adding the order that should close by the end of the week, because that is BAD mojo! Amount Sold Today = $0K Total Revenue to Date = $80K New Opportunities Created Today= $10K Total New Opportunities Created = $234K Revenue Required $138K -=Good Selling=-
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Usherwood Office Technology partners with Xerox
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JAMESTOWN — Usher-wood Office Technology, a leading regional provider of Information Technology solutions and services throughout the Northeast, has been officially named a Xerox Authorized Solution Provider. Usherwood will offer Xerox’s line of industry leading technology solutions across a five state region. Usherwood presently has nine offices and projects to open many more in the next five years. The company is committed to offering best in class solutions. “We are excited to have Usherwood
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57 Days of Selling "Day 31"
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that can be corrected by stepping up the prospecting efforts. Amount Sold Today = $2K Total Revenue to Date = $82K New Opportunities Created Today= $0K Total New Opportunities Created = $234K Revenue Required $136K -=Good Selling=-
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Fleet of Copiers Needed in Texas
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Lease: Copiers Matched Keyword(s) copiers Solicitation No. 2017-001 Region Texas Agency Collin County Due Date Dec 9, 2016 Source https://collincountytx. ionwave.net/ CurrentSourcingEvents.asp... ...Number Bid Title Bid Type Bid Issue Date Bid Close Date/Time 2017-001 Lease: Copiers Quote Collin County Purchasing 11/16/2016 12/9/2016 03:00:00 PM (CT)
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Re: 57 Days of Selling "Day 28"
Art Post ·
John Awesome! I work so hard because I want to make lots of money!
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Re: 57 Days of Selling "Day 32"
Hi Art - Quick greetings from Idaho! Want you to know that your daily selling diary is a huge hit with me. Really enjoying the saga!!! Now I am waiting for the latest you are learning about re printing from mobile phones! And regarding that website and Google Search - here's what I just got (screen shot attached). Similar to your results! I am taking a bit of a hiatus from blogging but keeping busy on other things. Looking to bounce back into something more industry-related soon. Have a great
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Re: A Couple of True & Not So True Humerous Copier Incidents
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Kyocera Guy, that was awesome!
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Intellinetics, Inc. Reports Third Quarter and Nine-Month Financial Results
Art Post ·
our strategic offices solutions partner to build the sales and operations model was an additional focus during this quarter that cleared the path for in-field selling activities moving forward. We believe that we have all of the pieces in place to be able to show continuous quarter over quarter revenue growth on a sustained basis.” IntelliCloud™ – Powered by the Intel ® NUC Intellinetics, Inc. is a Columbus, Ohio-based, innovative and trusted provider of its cloud-enabled document management
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Lead for 4 Copiers in Pennsylvania
Art Post ·
Legal Notices REQUEST FOR PROPOSAL The Board of School Directors of the Upper Darby School District, Upper Darby, Delaware County will receive sealed proposals for: FOOTBALL EQUIPMENT RE-CONDITIONING HIGH SPEED COPIERS (4) at the Office of the Secretary of the School District, 4611 Bond Avenue, Drexel Hill, PA 19026, on or before 10:00 a.m., MONDAY, NOVEMBER 28, 2016 at which time and place the proposals will be publicly opened and read. All proposals must be in writing, signed, and sealed by
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Re: 57 Days of Selling "Day 32"
Czech ·
You're killing it Art! It's incredibly motivating to read you tackle this huge goal daily. Forget the Samsung deal lost. Pond scum dealers selling service that cheap will be out of business soon enough. You can't give away your service and expect to eat tomorrow.
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Re: 57 Days of Selling "Day 29"
Hi Art, Google search for JerseyPlotters also on page 1 in Europe! Enjoy! Martin
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Re: A Couple of True & Not So True Humerous Copier Incidents
On a cold call I stopped in at a doctors office. The Office Manager was so glad to see me. She said that she was having fax issues and every time they received a fax it jammed. I told her I wasn't a tech but I would take a look. She escorted me to the fax and I looked down to see some questionably cheap paper. I simply asked if she had tried changing paper. She said "I don't have any control of the paper the hospital sends when they fax me." OooooK. She obviously didn't understand the...
Member
tysontitus
Topic
Pre-Configured MFPs
GIntel ·
Hey Gang, I am looking at pre-configured MFPs (like Ricoh Signature Series), and particularly trying to understand turn-around time between order and delivery. What is everyone's feel for the typical turn-around time between order and delivery for pre-configured MFPs from OEMs (e.g. the various Xerox configurations) and for custom configurations? Thanks, Jake
Topic
Convergence Radio Episode 1: Spectre of Convergence
Art Post ·
Convergence Radio Episode 1: Spectre of Convergence By West McDonald, Nov 14, 2016 2:13:49 PM Whether you are sitting at your computer, commuting to work, hammering out a few miles on the treadmill or relaxing at home, podcasts are a great way to consume content no matter how busy you are. Print Audit has just released its first podcast for a new program called Convergence Radio . It has been designed to make it easy for you to help improve how you do business in an age of convergence. It is
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Profit Recovery Partners, LLC Welcomes Office Equipment Industry Veteran Missy Etling
Art Post ·
Profit Recovery Partners, LLC Welcomes Office Equipment Industry Veteran Missy Etling COSTA MESA, CA --(Marketwired - November 16, 2016) - Profit Recovery Partners, LLC (PRP) announced in early October the addition of Missy Etling, a longtime veteran of the outsourced office services industry, to its team of industry experts. Before joining PRP, Missy served in several leadership positions at Pitney Bowes, DTI, and Canon Business Process Services, during which time she gained her expertise in
Comment
Re: 57 Days of Selling "Day 30"
Pipeline growing. Always helpful. Keep up the good work and positive attitude...
Reply
Re: Industry Challenge Quiz #1
Its official---I really have moved on from boxes to software/solutions-----1 right. --selling copiers since 92 ---
Comment
Re: 57 Days of Selling "Day 32"
Art Post ·
Czech Thanks! It was my intent to share what I do on a daily basis so that others may be able to benefit. I can only hope that others are sharing this content within their dealership and socially. I'm little worried about December, since the month can be a great one or a bomb. I don't need a bomb right now. I will continue to work to achieve that goal. Once I'm done with December, I'm taking two full weeks off from work and from writing! LOL
Better Call Art with Section 179 & The Baker
It was lunch time when I received the call on my cell, the name looked familiar and when you have your content out there as much as I do, then you need to answer the phone. I was glad I did!
It was a long time Print4Pay Hotel member that called me to see if I had the answers. I thought when don't I have the answers 
Our first 20 minutes we spent talking about my recent sickness and how the procedures were progressing. I am thankful for people who have and are asking me about my health and it's brought joy to me that so many thought to reach out and connect with me.
Our next 20 minutes was about politics and it seems we both have the same thoughts and ideas. Of course when that happens the chat's are always a pleasure to have with others.
Our last 10 minutes (did I mention this was lunch?) was getting down to what was needed to be asked. The question was a little bit cryptic at first however I was able to pin down the answer to Section 179 of how to explain that to a client. Of course one of the most important explanations is to tell the client that they really need to speak to their accountant. Also if you're with a client and speaking about Section 179 it's never a bad idea to ask your client to call their accountant and bring them into the conversation.
Even Bigger
Our next issue was not a question, but I thought it was another talk track that should be added to the Section 179 chat. Yes, it's the old Bakers Dozen lease and there are many reasons why the Bakers Dozen goes gr with Section 179.
1. The Bakers Dozen is a finance lease, which means to the client that they own the device at the end of the lease.
2. Clients that are not fond of interest or parting with a decent chunk of cash may find the Bakers Dozen their cup of tea.
3. The are 13 monthly payments and the 13th payment can be considered the interest on the lease or the cost to own the device.
4. Figuring out the monthly payment is simple, take the purchase price and divide by 12 to arrive at the monthly cost. You write the lease for 13 payments and a $1.00 purchase.
Now for me the Bakers Dozen was always a powerful offering to the close, however when you parlay the Bakers Dozen with the attributes of Section 179 well you're got a great opportunity that can reduce their tax burden and they don't want to alleviate their cash position at the end of the year.
I love sharing this information and these tips and stories is because you'll never find stories like this in our "industry magazines". In fact there is no one teaching the legacy of industry and how what we did still matters each and every day that we're in sales!
-=Good Selling=-
Better Call Art with Contex Americas & Steve Blanken
Short little chat with Steve Blanken (General Manager of Contex Americas) about whats transpired the last 18 months with Contex, what's been the hot wide format scanner along with where sales people need to long to find the high end opportunities.
IT, MSP & MSSP Industry Notes for November 8th 2021
Sponsored by
November 8th, 2021
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 will see better results
ISOutsource Redefining the Managed Services Model in Today’s IT Landscape
- Adding Cybersecurity strategic consulting to existing managed IT services
Corsica Technologies Introduces Service Guarantee for Managed IT and Cybersecurity Clients
- Corsica adding Technology Service guarantee for those enrolled in Corsica Secure
- Corsica Secure combines managed IT & cybersecurity services
- Includes following
- vCIO
- Ransomware infection
- Business email compromise
- Regulatory or compliance fine related to cybersecurity incident
- Business income loss related to cybersecurity incident
- Legal liability related to cybersecurity incident
Ntiva and Southfield Capital Announce the Strategic Acquisitions of NetLogicDC and Navakai
- Ntiva completes acquisitions of NetLogicDC & Navakai
- NetLogicDC, founded in 2005 expands Ntiva's footprint in the Washington DC metro area
- Navakai, founded in 2001 xxpands Ntiva's geographical coverage into the Rocky Mountains
NetDocuents Acquires Document Automation Toolkit Afterpattern
- acquisition of Afterpattern
- Afterpattern, a no-code automation toolkit that law firms and legal teams use to produce hundreds of thousands of documents and workflow automations
- acquisition of Afterpattern brings new opportunities for DocuSign eSignature integration as well as the introduction of NetDocuments Highlights powered by LexisNexis
Canon Solutions America Expands its Five Pillars of Security Portfolio with Managed ...
- Announced expansion of its cybersecurity portfolio to include Managed Detection and Response as a Service (MDRaaS)
- Provides 24/7/365 monitoring of potentially all systems, devices, and user activity
- Canon Solutions America has created an MDRaaS calculator
- MDRaaS solutions are provided by Agile Cybersecurity Solutions (ACS)
- Over 40,000 endpoints globally protected by ACS today
Xperteks Expands Its Cloud Services with Intuit to Help Companies Migrate QuickBooks into ...
- Partnered with Intuit to become a member of the QuickBooks Solutions Provider (QSP program)
- As of 12/11/2021, QuickBooks 2021 single purchase licenses of QuickBooks Pro and Premier desktop software, which include purchase of additional users will no longer be available
Logically Announces Acquisition of Full-Service IT Managed Services Provider Halski Systems
- Announced it has acquired Halski Systems
- IT Managed Services provider based in Gainesville, Georgia
- Services more than 5,300 managed endpoints
- Logically’s fifth announced in the last nine months and its tenth since 2019
Innovation Networks Ranks Globally Among TOP 501 Managed Services Providers
- Recognized as one of the TOP MSPs for the third year in a row
- At 270 among the 501 MSPs in the world, #3 in British Columbia and #13 in Canada
- Innovation Networks Inc, a Managed Services Provider located in Richmond, BC since 1996
Black Box Showcases Integration and Managed IT Services for Better-Connected, More
- Will show its global IT solutions and integration services for airports @ ACI Conference
- Lexmark, a division of Ninestar of China, now offering the Optra IoT Platform
- Claims the company has printers and MFPs placed in more than 200,000 locations worldwide
- New solution includes an engineered IoT (Internet of Things) platform, as well as technology accelerators and consulting services
- To manage more than just printers and MFPs, such as medical imaging, industrial mining, banking kiosks, and more
- Predictive services, asset optimization, systemic innovation and as-a-service engagements
- Sensor data feeding algorithms
- Artificial intelligence and machine learning modules
Ricoh offers DocuWare promotion
- DocuWare is a document manage/content management solution
- Promo provides 3,000 free electronic signatures with new cloud-based subscription customers
- Offer expires 12/31/2021
- Provided by electronic signature provider, Validated ID
Tech Data brings HPE GreenLake partnership to Singapore
- Expanded partnership with Hewlett Packard Enterprise (HPE) in Singapore and Hong Kong
- Bid to grow the vendor’s GreenLake cloud services offering
The first fully managed MQTT 5.0 cloud service worldwide announces a cheaper payment method
- Released the updated version of EMQ X Cloud provides fully managed cloud-native MQTT messaging service
- EMQ X Cloud provides an MQTT messaging service with a one-stop operation and maintenance management
- Previously, EMQ X Cloud adopted a pay-as-you-go payment method
- EMQ (EMQ Technologies Co., Ltd.) is an open source IoT data infrastructure software provider
- Report published by Marine Exchange of South California
- On 10/21/21, there were 79 container ships waiting off the Long Beach and Los Angeles
ports in Southern California - Carrying an estimated $26.2 billion in cargo
- “many ships waiting offshore for more than 5 weeks”
Cybersecurity
Deloitte published results of survey:
- 98% of C-suite executives have come across at least one cybersecurity event during last year
- 86% have noticed uptick in attacks
- 14% have no incident response plan
- 40% of healthcare organizations have not yet implemented an incident response plan
- 27% are most worried about actions of “well-meaning” employees who inadvertently allow hackers in
- 41% have implemented solutions to monitor staff use of network
The federal Dept. of Health & Human Services reported HIPAA breaches for 9/2021:
- 23.7% increase YoY in reported breaches
- 1,253,258 patient records exposed
- The North American Dental Group, headquartered in New Castle, PA, notified 170,000 patients that their PHI was exposed after email phishing attack.
- Central Indiana Orthopedics notified an unknown number of patients that their PHI was exposed after ransomware attack.
- The Educators Mutual Insurance Association (EMI Health), headquartered in Murray, Utah, notified an unknown number of patients that their PHI was stolen by a hacker.
- The University of North Carolina Hospital System, headquartered in Chapel Hill, North Carolina, notified 719 patients that their PHI was exposed after being illegally accessed by an employee.
- Tech Etch, headquartered in Plymouth, Massachusetts, notified an unknown number of customers that their info was exposed after ransomware attack.
- TriValley Primary Care of Pennsylvania notified an unknown number of patients that their PHI was exposed after ransomware attack.
- Wiggin and Dana Law Firm of Westport, Connecticut notified an unknown number of clients that their info may have been exposed after ransomware attack.
- McAllen Surgical Specialty Center of Texas notified an unknown number of patients that their PHI was exposed after ransomware attack.
- Corry School District of Pennsylvania notified an unknown number of students that their info was exposed after ransomware attack.
- University of Mississippi Medical Center notified an unknown number of patients that their PHI was illegally accessed by 3 former employees. Stamford Hospital and Stamford Health Medical Group of Connecticut notified an unknown number of patients that their PHI may have been exposed during a “network connectivity issue”
- Deep6 AI, headquartered in Pasadena, CA, notified “millions’ of patients that their PHI may have been exposed after it was inadvertently placed in a publicly accessible online database.
- Michael’s, a nationwide retailer headquartered in Texas, announced that Jose Tito Salazar of Riverside, CA was sentenced to 51 months in prison stealing customer credit card info.
- Ohio State University of Columbus, OH notified 400 students that their PHI was exposed during an “email gaffe”
- Centinela Valley Union High School District of California notified an unknown number of students that their info was exposed after ransomware attack.
- Wyatt Travnichek of Kansas was arrested and admitted in court that he illegally accessed and tampered with the network of Post Rock Rural Water District.
- Alejandro Benitez was arrested after allegedly hacking into Chico State University and illegally accessing student info.
- Patrick Driscoll was arrested by Salt Lake City police in Utah after allegedly illegally accessing confidential police files.
- Westmoreland County Children’s Bureau of Pennsylvania announced that former employee, Rebecca D. Walker, was arrested for allegedly illegally accessing PHI of patients.
- The National Rifle Association notified an unknown number of members that their info may have been exposed after ransomware attack.
- The City of Titusville, Florida notified an unknown number of citizens that that their info was exposed after ransomware attack.
- Janesville School District of Wisconsin notified an unknown number of students that their info was exposed after ransomware attack.
- Seneca Family of Agencies in northern California notified an unknown number of patients that that PHI was exposed after ransomware attack.
- Washington County School District of Vermont notified an unknown number of students that their info was exposed after ransomware attack.
- Team Alvarez Insurance of Santa Ana, CA notified an unknown number of Blue Shield Insurance of California members that their PHI was exposed after ransomware attack. Coughlin & Cerhart Law Firm in New York City, New York notified an unknown number of clients that their info was exposed after ransomware attack.
- Samaritan Daytop Village of New York has notified an unknown number of patients that their PHI was exposed after cybersecurity incident.
- The Foundation for Medical Care of Merced County of California notified an unknown number of members of Merced County School District that their PHI was exposed after a burglary occurred and thieves took a back-up drive that contained scanned images of PHI documents.
