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WTF, Was My Response!!!

Selling Typewriters to Selling Copiers was not a business transition; don’t fool yourself.

I recently read an article where some in the document industry discussed that the industry’s actors could easily transition to IT services because the industry used to sell typewriters. WTF! Was my response.

In November, I spoke at the BTA meeting in Asheville, NC. The topic, transitioning from a print-centric deliverable to an IT services deliverable. In this presentation, I went through some highlights of ImageQuest LLC, an IT Security and Services Firm headquartered in Nashville, Tn.

ImageQuest successfully transitioned from a print-centric business. Today ImageQuest LLC revenues exceed 10 million with a customer base of less than 80 customers; yes eighty customers. ImageQuest LLC is a shining example of what selling upscale IT services looks like.

I consider myself fortunate to have once worked with Milton Bartley as ImageQuest transitioned. IT can be done however, IT won’t be accomplished through delusion.

During that presentation, I shared with the audience the below graphic.        

No alt text provided for this image

The purpose was to highlight that the so-called transition from typewriters to copiers was not a transition at all. It was merely a product change that easily fit into the typewriter dealer’s business processes. Witnessing that some in our industry still don’t understand the realities is disturbing. Let me explain.

The typewriter is a product (A-BOX) that requires a supply and physical service. The business processes for selling supplying and servicing typewriters are nearly identical to those for selling, supplying, and servicing copiers.

The owner of the typewriter dealership went outside and replaced the sign that said Bob’s Typewriters with the new sign saying Bob’s Copiers. Once the owner did that, their business was transformed.

Unfortunately, those believing that simply putting IT services in their name and running around selling IT services within the processes of a print services company have defined the failure of the IT services transition.

After over a decade, very few print dealers can prove that at least 40% of their recurring services revenue is derived from IT services. Please understand that I do NOT recognize IT services as DocuWare or any Print Management Software. It’s not 

When I hear this crazy comparison, it immediately defines the reality that many in the document imaging channel are entirely out of alignment with what transitioning from print to IT services entails.

What’s worse is the so-called consultants attempting to help the dealers who are utterly clueless to what the foundation and processess of the core deliverable of print consists of.

Without this understanding, the consultants are allowing the dealers to define for themselves how they will merge the print deliverable with the IT services deliverable.

Unfortunately, how many in the print services industry have attempted to define this transition has completely distracted them from proper accountability towards a successful transition.

This deflection from reality has to change as everyone logically will conclude that the landscape of business print, its supplies, and its services is being disrupted with warp speed. The pandemic has taught the world that print is unnecessary in many business applications, and continuous technology advances allow more business information to be consumed behind glass.

IT services will require an entirely new business mindset and business processes. IT services are complex, and navigating through that complexity will take entrepreneurship and discipline.

When typewriter dealers became copier dealers, yes, all the typewriter customers were, in fact, copier prospects. However, those telling print service providers that all their print customers are IT service prospects are entirely delusional.

IT services delivered to the SMB space based on 2k a month service engagements were the business model 15 years ago. It amazes me to hear some consultants still using the same talk tracks they used 15 years ago.

IT services providers must move upscale and build businesses based on 10k a month contracts ignoring the commodity of those 2k a month service contracts. In the way, no print dealer would accept selling segment one print devices as a core print deliverable.

Does anyone ever question that most of the organizations/consultants teaching print dealers IT services have a client portfolio of IT service providers who are 1-2-million-dollar IT services companies?

I do not believe that the document imaging channel’s leaders want to trade in their 5-10-25-50, or100 million-dollar dealership for a 2-million-dollar IT services business based on a 15-year-old IT services deliverable. Who Agrees???

Dealers, please stop listening to unsubstantiated success stories and, more importantly, question the reality of anyone telling you that transitioning from typewriters to copiers is proof that the industry can transition from print to IT.

This topic is complex, and obviously, an 800-word article is not a road map. However, what I discuss in this article should highlight the reality that the industry needs to ask more questions of its consultants. Stay tuned to “The End Of The Day With Ray!” I will discuss this topic in more detail.

When navigating a complete business transition, there will be no easy paths, no automatics based on past success, and logic tells us - that when navigating from old maps, remember that old maps do not account for changes in the landscape.

“Status quo is the killer of all that will be invented.”

Ray Stasieczko

This Week in the Copier Industry Fifteen Years Ago

This Week in the Copier Industry 15 Years Ago

First Week of December 2006

Usually I like to start these off with some type of message that will resonate with everyone.  I'm into the last 14 selling days of the year and of course there is another chance to be where I want to finish.  It seems that I'm always chasing something and I would have it no other way .

Enjoy My Great Copier Threads from 2006

Konica Minolta Rolls Out New bizhub C252

Art Post (Guest) ·
Konica Minolta Rolls Out New bizhub C252 New bizhub C252, Successor to the Award-winning bizhub C250, Brings Integrated Finishing Options and Advanced Fax Functions To The MFP Market in One Compact Machine. RAMSEY, NJ, December 4, 2006 - KONICA MINOLTA BUSINESS SOLUTIONS U.S.A., INC. today announced the introduction of the new bizhubTM C252 color printer/copier/scanner/fax. An ideal replacement for Segment 2 monochrome and color multifunctional products (MFPs) with a letter-sized copy speed of
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PRINT4PAY HOTEL ANNOUNCES BERTL AS AN APPROVED RESOURCE PARTNER

Art Post (Guest) ·
, customer and manufacturer.” The Print4Pay Hotel (www.p4photel.com), which debuted in 2001, provides extensive imaging product information—both on the Ricoh Family Group products, KonicaMinolta, Canon & Kyocera products—and serves as a forum for imaging industry personnel to share knowledge. In addition to the message boards, the site provides its members with the latest press releases, industry links, competitive products, industry news, and classified ads as well as photos and articles related
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RICOH CORPORATION ALIGNS WITH CONTEX

Art Post (Guest) ·
the Ricoh Technology Alliance Program. As a result of the alliance, Ricoh and Contex can offer their customers a more extensive range of printing and scanning capabilities. Utilizing an organization’s Information Technology network, Contex’s G Series line of wide-format scanners seamlessly integrate with Ricoh’s wide-format printers: the Aficio® 240W, Aficio® 470W and Aficio® 480W. By connecting a Contex scanner and a Ricoh wide format printer, users are able to perform both printing and scanning
Reply

Re: Fax Option for MP5500 etc.

Boston Mike ·
It is here! The old MP 55/65/75 SP series can be ugreaded but it is a time intensive process and I am sure your svc mgr will charge you for it! thank god!
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Three Vendors Take BLI 'Pick' Awards For MFPs

Art Post (Guest) ·
"Pick of the Year" award in the small workgroup monochrome multifunction printer category, the HP LaserJet M3035xs provided an excellent performance in BLI's exhaustive lab tests. Tony Maceri, senior lab technician for BLI, said, "The LaserJet M3035xs is a great choice for small workgroups - in one space-saving device, users get the full functionality of printing, copying and faxing, as well as network scan-to-file and scan-to-e-mail, which are two features not offered on many devices in this speed
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Impact printer

John ·
Does anyone have a suggestion for a solution to move a client from using an Oki impact printer printing 2 part invoices (500 week)to plain paper. The plain paper device would be a Ricoh 1060sp or HP printer. DOT is too expensive to get into for one placement. This is not my cup of tea and any help would be very much appreciated. John
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11% Of Shops Whose Primary VDP Output Device

Art Post (Guest) ·
& Printers: Serious Competitors in the Digital Print Marketplace." Readers of that report--as well as readers of What They Think and On Demand Journal articles drawn from it--were skeptical that these purportedly "low end" boxes are really being used to produce anything but the most rudimentary variable-data printing (VDP) jobs. The mini report "Copiers & VDP: Partners in Crime," based on a new data cut from the extensive TWGA survey database, rebuts these claims and details the volume and level
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Security Solutiuon test on Ricoh Connectrix

Art Post (Guest) ·
Boy oh boy! Has anyone taken this certification yet? I htough it was something simple I could accomplish in 10-15 minutes.......45 minutes later with just random clicking I final finished the Security training! I passed and then selected the wrong...
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Re: 240 scanner counter

JasonR ·
First, I think your pricing plan is a good one. I've long suggested we put into every contract that we do not charge for scans unless the scans exceed the print volume. In that case, .02 a click should be fine. As you have said, there is certainly a cost being incurred here. I guess I'm just waiting for that one customer who get the basic maintenance with no copier included and then uses teh machine to scan 100% of the time, that seems to be the only way to get people to react. Secondly, your
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Re: Impact printer

Shaja ·
Our Konica DSSM recently suggested Prism DocForm for a similiar placement for one of our clients - impact printers, pre-printed forms. The client is still studying the matter so I can't tell you anything more than that. Our DSSM proposed DocForm as a less expensive solution than PlanetPress, which is another option for you. See http://www.prism-software.com/docform/index.php .
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Camera Direct Card

copiermandave (Guest) ·
Has anybody used the camera direct card on the new Ricoh color machines? It seems that it is a very affordable option, but it also seems to be dependant upon the level of software that is on the camera itself and the interface with the camera itself. Also, if the camera is able to pull up thumbnails of all of the pictures on it's own screen, will the copier also be able to do the same? I just need some general pointers and need to know if there are any tricks to making the whole system work.........
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Re: Impact printer

Scott Holloway ·
Take a look at Objectif Lune and there solution called Planet Press. 4 years ago we had a number of impact printers and were introduced to Planet Press and 40 minutes later we were printing invoices to a 45 ppm laser. contact Brad Newcomb (973) 780-0014 He is very knowledgeable and be a great resource
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Re: What's going on at Cannon?

JasonR ·
Being a dual line dealer, I can say there hasn't been any dramatic push from Canon to us to adjust pricing, or any price drop on their end that would precipitate a drop on our end. It's probably just a local lead-loss market share grab would be my guess.
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Re: Xerox Seeks Erasable Form of Paper for Copiers

JasonR ·
I think the wow factor of this idea is pretty high, but it's followed by alot of "hrmms" and then a couple of "well...'s". Neat idea, sounds good up front. But this means everytime I print I need to decide if I'm going to need that document tomorrow? I print out alot of Customer information pages, then I contact those customers. If we can't get anything working, I throw them away. If I can't reach the customer, I need the paper tomorrow. If I can get somethign working, I may need that paper a
Topic

New bizhub C252, Successor to the Award-winning bizhub C250

Art Post (Guest) ·
, postcards, ten #10 envelopes, and label sheets. • Standard Duplexing - prints or copies both sides of the sheet in one pass.
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Need this part...will pay premium

Ted ·
We are trying to locate a development unit for a Ricoh 3224C. The part number is #B1540155. We are willing to pay premium to get this customer off our back. Let me know ASAP... Thanks, Ted
Topic

Need this part...will pay premium!

Ted ·
We are trying to locate a development unit for a Ricoh 3224C. The part number is #B1540155. We are willing to pay premium to get this customer off our back. Let me know ASAP... Thanks, Ted

Sales Leaders... How Are Your Salespeople Being Viewed By Your Clients?

“There are things known and there are things unknown, and in between are the doors of perception.”
Aldous Huxley

Through the doors of your client's perception, lies their reality about your salespeople.

Perception is the combination of their thoughts, beliefs, opinions, and awareness of your salespeople.

Give some thought to the following...

When was the last time you've asked any one of your clients what they thought of your salespeople?

When's the last time you've asked any one of your clients the words they'd use to describe how your salespeople have been taken care of them?

I'm deeply concerned that many in sales have taken their clients for granted. They've failed at building, nurturing and growing their relationships.

Building relationships with your clients is not a light switch you turn on then off.

Think about the next time someone on your team has a conversation with one of their clients.

Are they being viewed as a sales rep or a sales professional?

No matter how excellent you think your salespeople are, their success depends upon how they are viewed in your clients’ minds when responding to their ever-changing needs.

John Mackey (CEO, Whole Foods) nails it,

"Purpose inspires people. Purpose releases creativity."

Are your salespeople bringing inspiration, purpose and creativity to their clients or are they being viewed as sales taker, a sales rep? Would you even know?

PERCEPTION AND YOUR CLIENT'S MINDSET MATTERS

"When the trust account is high, communication is easy, instant, and effective."
Stephen R. Covey

It saddens me just how much rampant mistrust there is within the sales world.

A stereotypical mindset runs rampant within our society and in business when it comes to salespeople.

Perception is in the eye of the beholder, and that would be your clients.

Perception feedback is necessary for relational growth.

Relationship and promise bridges crumble as moments of being let down are all too fresh in your client's mind.

Busted dreams and broken hearts have left many of your clients feeling abandoned and neglected.

This places a damper on 'sales professionals' who place their clients on a pedestal, placing their needs above their very own. They are faced with widespread prejudice that must be overcome.

How well do salespeople truly know their clients and how well do their clients know them?

You must understand that your client's mindset around your salespeople does impact you.

You must realize what they say, what they do and how they approach problems will have immediate and direct impact on your success.

You salespeople are what your clients say they are! Let that one sink in for a moment. How does this make you feel?

CHANGE THEIR MINDSET, CHANGE THEIR PERCEPTION

If you want your salespeople to be viewed as true sales professionals, then they must learn to become a servant.

Start serving with every conversation... Become that leader who leads with their heart and watch what happens to your team as they learn to sell from the heart.

When your salespeople put in the time, energy, and their heart into understanding their clients while being emotionally present for them; it opens the human window within the relationship.

"The secret of success is to understand the viewpoint of others"
Henry Ford

Many in sales leadership may find all this exhausting and stressful, but those sales professionals who lead with their heart and seek to serve their clients, change how they're perceived immediately, guaranteed!

It truly is about serving.

A servant led sales mindset takes a conscious effort by committing to:

  • Intentional and active listening
  • Empathy
  • Stewardship
  • Building Community
  • Fellowship

Your entire sales team must make the commitment to grow meaningful relationships not for sales sake, but too genuinely build a great community of clients.

Your salespeople are what your clients say they are.

NEW MINDSET, NEW RESULTS

You as well as your team must change your mindset to change your client's perception and viewpoint.

Get to know your clients before someone else gets to know your clients.

Curious to know...

Is your sales team having meaningful conversations with their clients outside of the selling process?

How many relationships are they developing and nourishing?

Do your salespeople know their client's goals and dreams?

Are you aware the last time someone on your team had a conversation with one of their clients that didn't involve trying to sell them something?

START TO SERVE CHANGES VIEWPOINT

Learning to serve is a viewpoint game changer.

  • A servant has a sincere, genuine and burning desire to serve
  • A servant digs in deep
  • A servant is laser focused in on serving the needs of the person sitting right in front of them.
A servant minded sales professional gives a rip!

I can't think of a greater return on investment than to serve.

A Servants mindset:

  • I want to please you
  • I want to make you feel special
  • I want you to know I love having you as a client
  • Making you happy, it is my purpose!

START TO CARE CHANGES VIEWPOINT

Sales is serving and serving is sales. To serve is to care. It's caring deeply about your clients, the people who buy what you have to sell.

Again, perception is reality and so is your client's viewpoint.

If you're looking to increase your sales results, then I encourage your salespeople to capture the hearts and minds of your clients.

Your salespeople must truly give a rip and care about helping to solve your client's business challenges, goals and concerns.

Caring is about being human, being real and being your authentic self, every step of the way.

"People don’t care what you know until they know that you care."
Theodore Roosevelt

Caring for your clients, it is not hard. It's looking them in eye and saying, "I'll be here for you at all times. I have your best interest at heart."

I encourage your team to deeply invest and genuinely care about the experiences they provide to their clients. When this happens watch relationships skyrocket and sales results soar.

IT'S YOUR LEADERSHIP RESPONSIBILITY

You must make it a point to understand what your clients say about your salespeople. As a sales leader who's focused on long-term success, your main responsibility is to have your salespeople profitably serve your clients.

We all have choices in life. In sales, you can choose to be a sales rep or you can choose to become a sales professional.

As a sales leader the same can be said for you. Do you want to be viewed as a sales manager or a sales leader?

Mindset, heartset and skillset; this is the trifecta in turning your client's viewpoint into reality.

How do you want your client's to view your salespeople?

Let this one sink in for a moment...

“If you make customers unhappy in the physical world, they might each tell 6 friends. If you make customers unhappy on the Internet, they can each tell 6,000 friends.”
Jeff Bezos
No alt text provided for this image

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

First Week of December 2011

In one short year we'll be one year short of celebrating our 20th Anniversary in 2023 with the site that you see today.  I started the Print4Pay Hotel back in 2001 with a MSN community group.  The reason I started the site is so dealers and salespeople in our industry could share information, which I called the good, the bad and the ugly.

Enjoy these copier threads from 10 years ago!

Gap Intelligence’s 2011 Printing Industry Year in Review

Art Post (Guest) ·
began with a trickleof relatively unambitious copier brand A4 desktops starting roughly ten years ago, followed-by Sharp’s Frontier experiment in 2008 and 2009, but2011 finally brought the first truly enterprise-class A4s from Ricoh, Canon, Konica Minolta (in Europe), and Fuji Xerox (in Asia). And althoughUS versions of the new Konica Minolta and Fuji Xerox (via Xerox) models have yet to materialize and more enterprise A4s from traditional A3 vendorsare surely on the way, the last eighteen
Topic

Fuji Xerox Launches New Series of Multifunction Devices Along With Solutions Designed

Art Post (Guest) ·
feature Fuji Xerox's proprietary Smart Power Saving Technology. The technology contributes to saving energy by only distributing power to areas actually used in the scanning unit, control panel, output unit or controller when a device recovers from the energy saving mode. As only the area that is being used runs, the devices do not make unnecessary noise and users can operate on a control panel without waiting for a device to reboot. Further, Fuji Xerox developed the eight models in the full-color
Topic

Fuji Xerox Promotes New Work Styles by Cloud-Based Document Sharing and Its Linkage W

Art Post (Guest) ·
for received faxes, streamlines the office work, and reduces costs. Note 1: Requires DocuWorks Viewer Light for iPhone / iPad 2.0. Note 2: The service allows documents and photos registered at Net Print Center, the file storage site on the Internet, to be printed from a multi-use copier installed at Seven-Eleven stores. Note: iPad, iPhone and iTunes are the registered trademarks of Apple Inc. in the United States and other countries. Note: The trademark of iPhone is used based on the licensing
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Fuji Xerox Achieves an Office Environment That Balances Convenience and Eco Performan

Art Post (Guest) ·
Fuji Xerox Achieves an Office Environment That Balances Convenience and Eco Performance by Visualizing Environmental Loads and Streamlining Workflow to Promote Eco Measures Introducing ApeosWare Log Management 1.2 Dec 06, 2011 TOKYO — Fuji Xerox Co., Ltd. has enhanced log management software ApeosWare Log Management, a component of ApeosWare Management Suit (Note1) that centrally manages and operates multifunction devices and printers. The new ApeosWare Log Management 1.2 has an additional
Reply

Re: Everyone is always looking to bash who's on top!

GMAN ·
Art - Your story and thoughts are both enlightening. While Ricoh should remain a dominant force in our Industry, they have many challenges as an organization. It comes down to leadership and culture, which are essential, even if you have a great product. Kyocera, SHARP, and Toshiba share a certain destiny when it comes to MFP products. They are managing the decline of their MFP business, which means they may soon wind up in the 'Other Vendors' category on future Market Share reports. I hope we
Topic

Sharp Announces New B2B President

Art Post (Guest) ·
Sharp Imaging and Information Company of America (SIICA), a division of Sharp Electronics Corporation, today announced that Doug Albregts has joined the company’s Imaging and Information Company of America (SIICA) as president. In his position, Mr. Albregts is responsible for directing the strategic growth and profitability of Sharp’s Business to Business (B2B) operations by increasing sales via channel and resellers, expanding market share and maintaining high levels of quality and innovation
Topic

Print Audit Assessor Helps Dealers Maximize Profits With Over 1800 Organizations

Art Post (Guest) ·
total print volumes, the Assessor tracks 35 fields of information about each print job. For example, the software tracks who printed, the application, printer, number of pages, color information, document name and more. Once an assessment is complete, dealers can generate powerful reports that reveal printing inefficiencies and bottlenecks. This data can be used to analyze volumes and create specific proposals related to their customer's unique needs. Print Audit® has designed the Assessor
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"What is" Jetmobile?

Art Post (Guest) ·
, mobility, andtraceability, solution. SecureJet allows customers to minimize printing cost,increase security, and prove utilizations and efficiencies as well as providingknowledge for actionable print environment optimization. 4. What manufacturers devices are supported? Jetmobile has embedded solutionsfor HP and Ricoh printing devices but supports other manufactures throughexternal appliance. How do you sell your products? Jetmobile focuses on developing anindirect sales channel to provide
Topic

Canon U.S.A. Celebrates Another Award-Winning Year

Art Post (Guest) ·
the 100 Best Global Brands for 2011 by Interbrand, the leading brand consultancy. Among the company's key awards, Canon has been placed in the Leaders Quadrant of the Gartner Magic Quadrant for Managed Print Services Worldwide(1) report; PCMag.com Readers' Choice awards for service and reliability for the eighth consecutive year for Canon digital cameras and printers, and the first year for camcorders in a new category for 2011; and for the third consecutive year, BenchmarkPortal's(2) Center of
Topic

Brother recruits print veterans

Art Post (Guest) ·
Brother strengthens senior sales team with print industry veterans Printer manufacturer Brother has expanded its sales team with the appointments of two senior managers. Cathy Ellis (pictured) joins from Dell , where she was the UK head of its printer business for three years. She will take up the newly created position of head of sales, online partners, developing Brother’s online partner network, and reporting to Andy Forsyth who joined Brother in October from HP . Cathy has 24 years
Topic

Level Platforms Release Reflects RMM Evolution

Art Post (Guest) ·
with photocopier legacies such as Xerox and Ricoh – have been pushing the per-page expense model for years. Copier dealers know this model well as that’s how they’ve always charged for their devices. Every time a user hits the green button on a copier, pennies fall into the pocket of a dealer. Vendors want the same thing with desktop and networked printers because these devices have been steadily robbing workload from copiers. As evidence of the managed print opportunity, Level Platforms included
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LAW JOURNALS’ READERS PRAISE RICOH’S DOCUMENT MANAGEMENT SERVICE TWO YEARS RUNNING

Art Post (Guest) ·
ahead of their competition. For more information about Ricoh’s legal offerings, please visit www.ricoh-usa.com/legal . About Ricoh Americas Corporation Ricoh Americas Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company, Ltd., the 75-year-old leading provider of advanced office technology and innovative document imaging products, services and software, with fiscal year 2010 sales in excess of $23 billion. Ricoh’s fully integrated hardware and customizable services
Reply

Re: What's the best way to close on price increase?

Old Glory ·
Here is the text from the email we got: Dear Dealer Principal Effective January 1, 2012, Ricoh will implement a price increase. Ricoh, Savin and Lanier equipment and accessories will reflect a 5% increase from the current dealer pricing and SRP prices, excluding A4 laser printers and Gel printers which will have no change. All supplies and parts will reflect a 3% increase without exception. This increase is due to the ongoing appreciation of the Japanese Yen. We have been faced with cost
Topic

Govt tenders for new print services procurement contract

Art Post (Guest) ·
29-11-2011 The UK government has put out a tender for managed print services and devices that will be worth between £704 million and £904 million over four years. A tender notice was published by the Cabinet Office for multifunctional devices and services, managed print services and print audit services under Government Procurement's framework agreement. It says the new framework is targeted at two types of customers: small bodies with simple requirements and larger departments needing
Topic

Understanding the Section 179 Tax Benefit for Office Equipment Purchases

Art Post (Guest) ·
Note from Art: This was posted on Docutrends Blog/Newsletter, thier link is at the bottom of the page. Understanding the Section 179 Tax Benefit for Office Equipment Purchases Section 179 of the IRS tax code allows businesses to deduct the full purchase price of qualifying equipment (includes Copiers, Printers, MFPs etc.) purchased or financed during the tax year. In 2011, it goes up to $500,000 (from $250,000 in 2010). It's an incentive created by the U.S. Government to encourage businesses
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Re: What's the best way to close on price increase?

Jrlz ·
The old act now or the price is going up close does have a way of backfiring. Mainly becuase the customer does not belive the sales rep. Only thing I can think of is showing them some sort of documentation. Do you have any documentation from Ricoh regarding the increase and is it something that could be shared with the customer?
Reply

Re: What's the best way to close on price increase?

GMAN ·
Ricoh blinked first to drive December 2011 sales, due to recent sales struggles and to help Jim Corridi's first Quarter appear impressive (if this works), but other Manufacturers may follow suit, as Old Glory states. We will know soon...
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Re: What I Want for Christmas....

yeti ·
quote: Originally posted by fisher: Ricoh is giving us coal in our stockings this year. If sales continue to slide you'd be lucky to get coal
Reply

Re: What I Want for Christmas....

Art Post (Guest) ·
GMAN: Good job with the KM stuff! Anyone else, how about Sharp or Canon??
Reply

Re: Would You Loan this company Money?

Art Post (Guest) ·
Well Mitsubishi is a real good quess since they were one of the first manufacturers of rice cookers after WWII. They are still in our industry producing a niche printer and we all remember thier line of fax machines right? However it's not Mitsubishi either! Come on think BIG or LARGE!
Member

bw

Topic

Océ Extends Powerful Océ SRA High-Volume Controller with Support for Latest IS/3 AFP

Art Post (Guest) ·
Océ Extends Powerful Océ SRA High-Volume Controller with Support for Latest IS/3 AFP Standard Océ SRA controllers help power Océ inkjet printing portfolio TRUMBULL, CONN.– December 1, 2011 – Océ, a Canon Group company and an international leader in digital document management, today announced it has extended its powerful Océ SRA®controller technology with added support for the latest IS/3 standard for Advanced Function Presentation (AFP) printing. The inclusion of the latest functionalities of
Topic

Museum scans 12,000 photos; photographs 3,000 artifacts

Art Post (Guest) ·
. When the project started, we had three computers in the building and one copy machine. The value of our hardware (10 computers, one printer/copy machine, six flat bed scanner and one microfilm reader/printer) has grown to about $16,500. No, we haven't spent that much money -- that's the value of the hardware. We purchased the microfilm reading machine. Diana Shaner went online and talked the company into selling it to us at half price, just under $5,000. The rest of the hardware has been given to
Topic

Brother Completes Acquisition of Nefsis Corporation

Art Post (Guest) ·
Dec 02, 2011 BRIDGEWATER, NJ – The Brother group of companies, a leading manufacturer and distributor of high-quality printing devices for home, office and commercial environments, announced today that it has acquired Nefsis Corporation. Founded in 1998, and based in San Diego, California, Nefsis Corporation is an innovator in web-based remote collaboration and conferencing software. The company, operating under the Nefsis, ePop and WiredRed brands, has developed a range of solutions for
Topic

Modern Healthcare to host AUXILIO webinar

Art Post (Guest) ·
,” Flynn said. “As I travel the country, … I found that there is a misunderstanding of what managed print services brings to the table when considering solutions to cutting costs, improving process efficiencies in the print environment and preparing for e-records. This webinar will help clear up the confusion and demonstrate real time savings that are achievable through MPS.” For more information, visit the event page at the Modern Healthcare website.
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Re: What's the best way to close on price increase?

Larry Levine ·
Art, on Ricoh devices? I have not heard on my end?
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Re: What's the best way to close on price increase?

Kitz ·
Yes it is true Ricoh price increase of 5%!
Reply

Re: What I Want for Christmas....

GMAN ·
I would love to see the following: 1. An update to the KIP C80 Wide Format device 2. Additional Production Print Support, such as Engineers to assist Dealers 3. Continued Television advertising 4. A homegrown (KM manufactured) A4 device that dominates the Industry and compliments MPS 5. Accelerated implementation of Managed Network Services offering through All Covered 6. No Price Increases!
Reply

Re: What I Want for Christmas....

fisher ·
Ricoh is giving us coal in our stockings this year.
Reply

Re: What's the best way to close on price increase?

fisher ·
No way would I ever try to use a close with a customer based on an upcoming price increase. Not unless you want to sound like a used car salesman. I would never bring that into my conversation with a customer. You may want to sweeten the deal to get it done by the first of the year though.
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Re: Would You Loan this company Money?

Jrlz ·
I will bite. Is it Ricoh?
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Re: Would You Loan this company Money?

montecore ·
I will take a wild guess....RICOH?
Reply

Re: Would You Loan this company Money?

Art Post (Guest) ·
It's not Ricoh, keep guessing...hint, japanese company... world headquarters in Tokyo
Reply

Re: MPW2400/2401

Art Post (Guest) ·
for copy mode if being used is this not programable in "syncr" mode. In reference to the print what application are you printing from, it is the windows print driver or plotbase?
Reply

Re: MPW2400/2401

Anders And ·
Hi Art It is only when printing, sorry. They are using Autocad and also PDF and the windows driver
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Re: Would You Loan this company Money?

montecore ·
Is it Panasonic, SONY or Toshiba?
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Re: Would You Loan this company Money?

CTXerox ·
Kyocera Mita
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Re: Kyocera Mita Quietly changes thier name to........

GMAN ·
Confucious say, "Only the wisest and stupidest of men don't change" Which one is Kyocera MITA these days?
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Re: dispatching calls

Old Glory ·
When you say "over the phone" are you referring to actual voice communication? I ask because our techs receive their marching orders via company issued Blackberrys but they are synced with eAutomate. The calls are closed in the system with the key strokes they enter on their Blackberrys. In other words, the calls are input by dispatch and closed by techs without any duplication of efforts or voice communication. At least that is my understanding from a salesreps perspective.
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chamPS

GIntel ·
Anyone have initial thoughts on Ricoh's chaMPS program. Seems like it has a lot to offer and a lot of flexibility, but also requires a significant investment. Does that sound fair? Is anyone taking advantage of this program? I appreciate any input.
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MPW2400/2401

Anders And ·
I have a 2400 (RPCS) and and a 2401 (postscript) with a similar problem. I cant figure out how to make the printer cut the paper lenght according to the format of the print job or document. Does anyone have a "best practice" for settings?
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Would You Loan this company Money?

Art Post (Guest) ·
Currency in Millions of U.S. Dollars As of: Mar 31 2008 USD Mar 31 2009 USD Mar 31 2010 USD Mar 31 2011 USD 4-Year Trend Revenues 269.2 204.0 145.8 150.6 TOTAL REVENUES 269.2 204.0 145.8 150.6 Cost of Goods Sold 184.6 137.9 112.0 130.2 GROSS PROFIT 84.5 66.0 33.8 20.4 Selling General Admin Expenses, Total 50.1 49.9 53.3 45.3 Depreciation Amortization, Total 1.3 1.7 1.6 2.1 OTHER OPERATING EXPENSES, TOTAL 51.4 51.6 54.9 47.4 OPERATING INCOME 33.1 14.5 -21.1 -27.0 Interest Expense -0.1 -0.1
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Executive Director Mary Brown presented a copy agreement to the commissioners

Art Post (Guest) ·
Meanwhile, Clay County Community Corrections Executive Director Mary Brown presented a copy agreement to the commissioners. She suggested a better copier that would lower payments. To purchase the copier would cost $6,200 with $28 per month for maintenance. However, the commissioners didn't want to purchase the copier. Currently, the office is paying $198 per month on the lease of their copier. The new lease would drop the payment to $162 per month. The commissioners approved the new copier
Topic

P4P Hotel Welcomes Industry Analysts

Art Post (Guest) ·
In a few short weeks Industry Analysts will be coming on board as a P4P Hotel sponsor. We're working out some details and I hoping that Premium Members of the Print4Pay Hotel will also be able to get a discount for IA reports and products. I know more in a week or so or right after the Holidays. Please take the time to click their banner ads on the site, just going to the site helps keep the basic membership free, keeps me focused on posting daily, and will help grow the site and we as a group

This Week in the Copier Industry Five Years Ago

This Week in the Copier Industry Five Years Ago

First Week of December 2016

The rub the end of the year is that I need to find a $100K in revenue and it's out there with a verbal net new commitment for $30K,  existing for $14K an upgrade that should close for $60K.  So far this weeks effort got me no closer to my goal.  It's crazy been doing this for 40 plus years and it still matters where I finish

Enjoy these copier threads from 5 years ago!

Konica Minolta Releases New ECM Edition for Enterprise-wide Efficiency

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the Gartner 2015 Magic Quadrant for Managed Print Services (MPS) and Managed Content Services (MCS). Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for nine consecutive years. Konica Minolta, Inc. has also been named to the Dow Jones Sustainability World Index for five years in a row. For more information, please visit: konicaminolta.ca and follow Konica Minolta on LinkedIn , YouTube , and Twitter @KonicaMinoltaCA
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Ricoh MP C6503 / MP C8003 Launch Announcement

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Ricoh Dealer Principals, Ricoh USA, Inc. is pleased to introduce the launch of new MP C6503 / MP C8003 series to serve as the replacement models for the MP C6002SP / MP C8002SP. These exciting new full color MFP’s utilize Ricoh’s new Workstyle Innovation Technology platform designed to help integrate multiple processes and simplify complex tasks across an office and throughout an organization. Product Overview: The MP C6503/MP C8003 series deliver fast print speeds of 65 80 ppm Full Color
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McBattas Packaging and Printing Spurs Growth after Installing the Canon imagePRESS C10000VP

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packaging space forward with an innovative customer-first approach that utilizes its expertise in commercial digital printing to take projects from design and printing to a final packaged product. A leader in the packaging industry since 1990, McBattas puts an equally dedicated emphasis on constantly evolving its expansive print fleet to support jobs of all sizes. Most recently, the company reconfirmed this commitment to excellence with the addition of new state-of-the-art Canon equipment to
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Lead for Lease of Toshiba Copier in New Mexico

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Lease of Toshiba Copier . Matched Keyword(s) copiers Document Type Combined Synopsis/Solicitation (Modified... Solicitation No. A17PS00098 Agency Department of the Interior Due Date Dec 13, 2016 Source https://www.fbo.gov/?s= opportunitymode=formid= 316b88b85458... ...Notice Type: Combined Synopsis/Solicitation Synopsis: Added: Nov 28, 2016 5:43 pm Lease of Toshiba Copier . Please consult the list of document viewers if you cannot open a file. Combined Synopsis/Solicitation
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Canon U.S.A., Inc. Announces New Technology That Will Transform Wide Format Roll-to-Roll Printing

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MELVILLE, N.Y., September 14, 2016 – Canon U.S.A., Inc. today announced its new UVgel printing technology. This unique technology will soon be featured in a new line of roll-to-roll printers that will offer large format print providers an unprecedented combination of productivity, image quality, application range, automation and low cost of operation. „We are very excited to show this revolutionary new game-changing technology at SGIA,” said Toyotsugu Kuwamura, executive vice president and
Blog Post

3 Things Major Account Copier Reps Consistently Do To Shoot Themselves With Complacency Bullets

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Angeles I’ve spent my entire sales career inside the office equipment industry, during which, I’ve been part of countless conversations with sales leaders, managers, and other salespeople trying to better understand how to motivate sales reps to do more than they are doing. This brings me back to 5 Things Top Sales Reps Do And Why Most Just Shoot Themselves With Complacency Bullets A MAJOR PROBLEM GETTING BIGGER BY THE MOMENT Inside copier dealerships, the major accounts department often represents
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Canon U.S.A. Launches the Océ Color Control Suite

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print conditions across different printers, across different papers or even different print sites. By capturing color information of the desired target, it is easy to ensure the printer is in its ‘color ready neutral state’ and, over time, all the color information captured provides historical color trending statistics. Optimizing and maintaining consistent and repeatable color output, within defined tolerances, is a critical process of printing which helps communicate color accuracy and reduce
Blog Post

57 Days of Selling "Day 41"

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, maintenance and supply cost, thus hoping it will be the same or less than the out lay of the thousand dollars to fix the existing duplicator. The client will then have two options, repair the existing duplicator or get a new one. It's not a great plan, but it's the only plan. We also found out the existing lease cost for the current copier, all I can tell you is that sales person should be shakin in their boots! I was just not up to the task of tackling the phone today. I focused on processing
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Canon Launches the Océ PlotWave 550 Print System

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MELVILLE, N.Y., October 13, 2016 – Canon U.S.A., Inc., a leader in digital imaging solutions, today announced the launch of the new Océ PlotWave 550 large format monochrome printing system, the newest offering in the company’s wide format portfolio set to further enhance the AEC, manufacturing, CAD, and print service provider arenas. This latest addition to Canon’s wide format arsenal was developed to meet the needs of larger workgroups and copy shops looking to efficiently handle bigger sets
Blog Post

Interview with John & West About Print Audits Recent Acquisition of NeoStream

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I had the chance to speak with John MacIness, President of Print Audit and West McDonald, VP of Business Development for Print Audit about the recent acquisition of NeoStream. My first thought when I heard the news was this recent Xerox publication: A recent Xerox International research effort reveals that nearly half (46%) of SMB’s will turn to office equipment resellers for help with paper free solutions. In addition, 25% will look to their IT provider and 37 percent to the product
Blog Post

57 Days of Selling "Day 43"

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, both of those opps have a chance to close before the end of the month. I'm hoping I can get that $48-$50K rescheduled for this week. I then have two additional opps for $7K eachthat I may be able to close by the end of the week. Tomorrow brings me a 9AM appointment for some training, a scheduled stop in for an opp that went cold for a color production unit, and a mid day appointment at a larger account that has six Canon devices that are close to the end ofleaseterm. Funny, the mid day
Topic

Toshiba Tec's "Form & Label Solution" Optimizes Logistics Operations

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inquire about Toshiba's “Form Label Solution” or Logistics solutions, please contact: TEC-ADS@ml.toshiba.co.jp . About Toshiba Tec Toshiba Tec Corporation is a Toshiba’s group company, a leading provider of technology solutions, operating across multiple industries – ranging from retail, education and business services to hospitality and manufacturing. With headquarters in Japan and over 80 subsidiaries worldwide, Toshiba Tec Corporation helps organizations transform the way they create, record
Topic

Sharp CEO Tai says to step down once stock returns to TSE first section

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second section in August after the electronics maker booked negative net assets - where liabilities exceeded assets - for the year ended in March, when the company was hit by falling sales of smartphone panels and restructuring costs. Sharp has since returned to positive net assets after capital infusion by Foxconn. A Sharp spokesman said the company has a target of returning to the TSE's first section around 2018 and declined to elaborate further. The company has been trying to turn profitable
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canon IRC5540 proposal

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Lead for Four Multifunctional Copiers in Mississippi

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W--Provide 4 Multi-Function Copier Devices to include on-site service and all consumable supplies (excluding paper and transparency films) for Jackson, MS VA Regional Office Matched Keyword(s) copiers Document Type Solicitation (Modified) / Service-Disabled... Solicitation No. VA101V17Q0547 Region District of Columbia Agency Department of Veterans Affairs Due Date Dec 12, 2016 Source https://www.fbo.gov/?s= opportunitymode=formid= 0e61a7f2579c... ...all material, labor, tools, equipment
Topic

Lead for Fleet of Copiers in Texas

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Lease: Copiers Matched Keyword(s) copiers Solicitation No. 2017-001 Addendum 2 Region Texas Agency Collin County Due Date Dec 9, 2016 Source https://collincountytx. ionwave.net/ CurrentSourcingEvents.asp... ...Bid Title Bid Type Bid Issue Date Bid Close Date/Time 2017-001 Addendum 2 Lease: Copiers Quote Collin County Purchasing 11/16/2016 12/9/2016 03:00:00 PM (CT)
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Lead for Fleet of scanners and printers in Alberta

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AB-2016-07149: Printers Scanners Region Alberta , Canada Agency Government of Alberta Due Date Dec 13, 2016 Status Title/Description Jurisdiction Closing Date Posting Date Open AB-2016-07149: Printers Scanners Printers Scanners used by Inspectors for field work Alberta 12/13/2016 02:00:00 PM Alberta Time 11/29/2016 04:00:00 PM Alberta Time
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Toshiba Sells Irvine Campus in California

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TOKYO—Toshiba Corporation (TOKYO: 6502) today announced that Toshiba America Information Systems, Inc. (TAIS), a US subsidiary based in Orange County, CA, has sold its Irvine campus to LBA Realty, LLC(LBA) for US$65 million on November 30, 2016. Furthermore TAIS has entered into a lease back agreement as TAIS prepares to relocate to a new corporate office facility within the next 12 months. This transaction is in line with Toshiba’s consistent policy of making efficient use of Group assets and
Topic

Auxilio, Inc. to Participate at the Benchmark Micro Cap Discovery Conference on December 1, 2016

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results through its core services lines, Managed Print Services, Document Consulting and iPLATFORM, an intelligent workflow automation suite. Auxilio's Managed Print Services' business model is vendor neutral, provides full-time, on-site customer service and technical experts while guaranteeing 20% cost savings starting day-one of the contract. Auxilio's Document Consulting analyzes and remediates inefficient document workflow programs bringing transparency of what is printed, by department, by user
Blog Post

57 Days of Selling "Day 40"

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happens. We spoke for a good forty five minutes, when we disconnected, I thought to myself that this guy is going to make it. He's going to make it, because he has what I call the 3 D's of Selling. Drive, Determination and Desire. Those are attributes that you can't teach, you either have them or you don't. Tomorrow? One appointment with the newbie, one scheduled appointment for me and it's back to prospecting. Amount Sold Today = Squat, nada, nothing! Total Revenue to Date = $110.5K New
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Print Audit Acquires NeoStream Technologies

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members are working together to build the most influential group of office equipment dealers in the world. Print Audit is the most comprehensive provider of print management toolsets, office collaboration systems document management solutions. The company not only helps members remotely manage their printer fleets, but has also developed a variety of tools that enable organizations to monitor and control user document workflows whether printed or digital. Premier Premier Plus members enjoy
Blog Post

57 Days of Selling "Day 42"

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these tomorrow. Not holding my breath though. I have one appointment tomorrow, with a decent shot of closing, I'm thinking 60/40. Other than that it's back to prospecting!! Amount Sold Today = $3.5K Total Revenue to Date = $114K New Opportunities Created Today= $0K Total New Opportunities Created = $289 Revenue Required to hit 200K Goal = $86 K Lost Opportunity Today = None -=Good Selling=-
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Small/Mid-size Businesses Admit Paper Processes Waste Time – 8 out of 10 Pledge to Change in 2017

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variety of solutions to help SMBs automate processes, improve mobility and reduce printing costs through MPS. Xerox’s ConnectKey ® technology automates manual paper-dependent processes and makes it easier for mobile users to collaborate and work more effectively, even outside of the office. Xerox also leverages partnerships with Cisco and McAfee for a multi-layered approach to securing printers.
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Report Positions Canon as a Leader in High-Speed Production Inkjet Market

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MELVILLE, N.Y. — December 1, 2016 — Offering a comprehensive portfolio of production printing devices, Canon U.S.A., a leader in digital imaging solutions, is proud to announce that Canon has been named a leader in the high-speed inkjet press market, according to the IDC MarketScape: Worldwide High-Speed Inkjet Press 2016 Vendor Assessment (doc #US40331116, September 2016). The IDC MarketScape report notes that a variety of factors have helped contribute to Canon’s success, including its robust
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Top 100 Solution Provider makes major acquisition

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, government and institutions across Canada. The company after its 25 anniversary developed a mission statement to understand each customer’s unique requirements, while providing consultative services and value propositions that generate cost savings and improved efficiency. QRX has also cultivated many long-term partnerships with all major OEM manufacturers and offers a selection of ink/toner, media, and paper products. The company also provides printing and imaging equipment sales, service, and
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Intellinetics, Inc. Signs a Three-Year Reseller Agreement with a Major International Remanufacturer and Distributor of Consumables and Managed Services

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Intellinetics, Inc. ( OTCQB: INLX ), an Enterprise Content Management (ECM) software company focused on IntelliCloud TM (a cloud-based document management solution for the Small to Medium Business (SMB) market and business teams within large enterprises), announced it signed a three-year reseller agreement with a major international remanufacturer and distributor of copiers and Managed Print Services (MPS) to thousands of resellers. IntelliCloud will be integrated into the managed services and
Topic

5 Deal-Killing Mistakes Sales Reps Make on First Calls [Infographic]

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5 Deal-Killing Mistakes Sales Reps Make on First Calls [Infographic] ByEmma Brudner Closing is not an activity exclusively relegated to the end of a sales engagement. If done right, a rep should be securing mini closes through the process; for instance, a commitment to another meeting, a pledge to introduce the salesperson to the decision maker, or an agreement to make a decision by a certain date. If the rep fails to build in small closes along the way, they'll have a much harder time with the
Reply

Re: What's the weirdest place you've sold a copier to?

·
Can't take credit for it, but one of our reps sold a colour copier to a strip club. Let's just say that they were printing a LOT of 11x17 posters....
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Plustek launches the SmartOffice PS3060U bringing pro scanner features to small office users

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maximise throughput rates, the scanner comes with an intelligent misfeed function that uses an ultrasound sensor to spot overlapping pages and automatically stop the machine. This allows an operator to quickly address the problem and then continue scanning. Shooping Lin, Plustek’s UK sales director, explains, “We’re bringing features to SMBs like ultra sonic multi feed detection typically found in far more expensive mid and high volume production scanners, plus a feature so you can add documents to
Reply

Re: New Ricoh MP501SPF & MP601SPF's

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Its downfall is that it doesn't have a one-bin stray on it the way the 5210sf did.
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Re: New Ricoh MP501SPF & MP601SPF's

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Plus no stapling!
Reply

Re: New Ricoh MP501SPF & MP601SPF's

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Stapling isn't an issue for me but I've had two of my medical clients turn their nose up at the new model because of the lack of a 1-bin when their 5210sf machines in their fleet have it. For now I can still get the old model but not likely much longer.
Reply

Re: Samsung 4080FX Feedback

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Czech, I love the 4580. I have one in the field that is running 10k or so a month and rarely has any issues. I believe just after a year they have over 150k on it. I was going to go that route but they only budget about 2500 for a machine in the new properties and I obviously try to keep as much margin in it as possible. That's what made the 5935 so great. 800 cost and selling for 2500.00. I have talked to them about canon and some other machines but they used the Samsung so long they won't
Comment

Re: 57 Days of Selling "Day 43"

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Also, if you enjoy these blogs, please hit up the "like button" and please share with your social media contacts!
Comment

Re: 57 Days of Selling "Day 43"

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December is such a toss up. I have had fantastic decembers and horrible decembers. Fantastic are the ones that call me New Year's Eve about 5:00 and say I'll sign the order of you come and get it today so I can take advantage of the tax benefits. I've had a customer call me to discuss a deal at 10:00pm on New Year's Eve to finalize and send him the paperwork. I've also had those years where I want to take a few days off and think I should stay and work and nothing happens. It's hard to stay...
Comment

Re: 57 Days of Selling "Day 43"

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TY, thanx for liking!
Event

Label Summit South China

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DocuWare Meets U.S. HIPAA Standards

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information in its Cloud solution is secure with its international ISO 27001 and SOC 2 certifications. The Value to DocuWare Customers With HIPAA procedures in place and a strong focus on compliance, DocuWare offers complete ECM solutions to any size organization, in any industry, while keeping customer information private and secure. Best Regards, Steve Steve Behm Vice President Sales, Americas
Reply

Re: Samsung 4080FX Feedback

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Not sure if this helps, but I have an M4580FX in the field and it works very well. Zero service issues in 2 years, customer is doing about 3000 per month. Instead of the M4080, what about the Canon IR 1435iF? They're not pretty, but they have a great engine and very well priced.
Reply

Re: Samsung 4080FX Feedback

·
The HP deal worries me but what we decided was we would sell as many as we could until the situation changed. We have sold a ton of them lately but still Canon is our main line we sell.

IT, MSP & MSSP Industry Notes for November 29th 2021

Sponsored by

November 29th, 2021

Arcoa Group

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

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

BlueVoyant and Bytes Partner to Deliver Managed Third-Party Cyber Risk

HYCU® Launches Global Partner PACE Program

  • HYCU, Inc., introduced Global Partner PACE (Partners Accelerating Cloud Environments) Program
  • PACE Program eliminates tiers of engagement making it easier to meet partner demands for easy to use, deploy and manage backup and recovery as a service consistently regardless of cloud or location
  • Program also includes purpose-built tracks for Managed Service Providers (MSPs), Cloud Service Providers (CSPs) and Managed Security Service Providers (MSSPs)
    • Zero Conflict Promise
    • Margin Assurance
    • Two Tiers for Reseller Partners
    • Minimum Advertised Pricing (MAP)

AllCloud Launches Engage, an Outcomes-based Managed

  • AllCloud, announces the launch of AllCloud Engage
  • New managed services framework for strategic AWS customers
  • Engage offered in two services
  • Essential tier includes ongoing AWS support, FinOps, Solutions Architect Advisory services, access to the proprietary AllCloud Solutions Factory and AWS training
  • Professional tier includes even more access to AllCloud’s AWS experts, who are available to guide and support customers’ in-house teams. With the Professional tier, customers receive the full provision of AWS managed services, including infrastructure and application health monitoring, security management, application delivery, management of their data and analytics platform, management of their backup and disaster recovery, patching and cost optimization

Paper faxes still dominate extended care

  • Research published by Consensus Cloud Solutions
  • 61% of post-acute care facilities still rely on paper fax machines to share PHI
  • “The biggest problem with a strong push to use HL7 FHIR standards is that many of the healthcare stakeholders, most specifically post-acute facilities, were not incentivized to use EHRs with the ability to digest information”
  • “They are on the receiving end of the burden because they do not get the information in electronic formats. So that leads to a lot of data entry and people standing at fax machines”

Fujitsu offers new solution

  • Launched the EdgeXperience Capture
  • A software-as-a-service, cloud-based document capture solution
  • Can push high quality images into any ECM solution with little to no integration required
  • Pricing not announced

HP launches Instant Ink Platinum plan

  • Monthly subscription for printer, service and ink
  • Provides automatic delivery of ink or toner, a printer, next day replacement
  • Starts at $5.99 per month
  • Choice of either OfficeJet Pro 9015e or HP 6055e models
  • Can cancel at any time
  • Can keep printer after 24 months for no additional charge
  • No upfront cost
  • Sample plans:
    • $29.99 per month includes:
      • Unlimited printing
      • HP Envy 6055e color inkjet desktop copy/print/scan device
    • $32.99 per month includes:
      • Unlimited printing
        • OfficeJet Pro 9015e desktop color inkjet print/copy/scan/fax device with
          document feeder

Hughes Recognized as a Challenger in Gartner® Magic Quadrant™ for Managed Network ...

  • Gartner names Hughes Network Systems, LLC (HUGHES) a Challenger in the 2021 Magic Quadrant for Managed Network Services
  • Report cites ongoing investments in automation as central to the company's service delivery, producing high rates of automated incident resolution and supporting a broad range of LAN and WAN services
  • Hughes also was recognized in the November 2021 Gartner Critical Capabilities for Managed Network Services report

FlashDrive Automates The Process Of Hosting Apps for Businesses in A Revolutionary Way

  • developers face numerous challenges while preparing the infrastructure before the deployment and scale it and keeping it up to date after the app is deployed
  • In both cases, io does it automatically and can scale from 10 visitor a day to millions of visitors just by adding more resources online

How Cybersecurity and Managed IT Services are Different

  • Hiring a managed IT company to support your company’s network, beware of hasty decisions
  • From Massnews.com
  • If you hire a technology services provider without cybersecurity expertise, your company might be at risk

Cybersecurity

  • Denis Dubnikov of Russia was arrested while vacationing in Mexico by Dutch authorities.
  • The U.S. federal government is now trying to extradite him so he can face charges of allegedly being a part of the Ryuk ransomware gang.
  • Costco Corp. notified an unknown number of customers that their credit/debit care may have been stolen as card skimmers were found at Chicago-area locations.
  • Old Pulaski Middle School of Virginia notified an unknown number of employees and students that their info was exposed after paper records were found discarded on property.
  • Microsoft published warning that US organizations should be prepared for an increase in hacking attacks from state-sponsored Iranian hackers.
  • Eskenazi Health of Indianapolis, IN notified 1,515,918 patients that their PHI is apparently now for sale on the Dark Web, after a ransomware attack.
  • California Pizza Kitchen, headquartered in La Playa, CA, notified an unknown number of employees and customers from their 250 locations that their info may have been exposed after data breach.
  • Delta Air Lines, headquartered in Atlanta, Georgia, notified an unknown number of travelers that their info may have been exposed during recent cyber attack.
  • NorthCare of Oklahoma notified 128,000 patients that their PHI was exposed after ransomware attack.
  • Recorded Future Cybersecurity is reporting that hackers are using Dark Web to teach others how to build botnets to launch cyberattacks.
  • Overlake OB/GYN of Seattle, WA notified an unknown number of patients that their PHI was exposed after ransomware attack
  • JEV Plastic Surgery & Medical Aesthetics of Owing Mills, Maryland notified 1,620 patients that their PHI was exposed after ransomware attack.
  • Mowery Clinic of Salina, KS notified an unknown number of patients that their PHI was exposed after cyberattack.
  • New York Psychotherapy and Counseling Center notified an unknown number of patients that their PHI was exposed after ransomware attack.
  • Surecare Specialty Pharmacy of El Paso, TX notified 8,412 patients that their PHI was exposed after ransomware attack.

This Week in the Copier Industry Five Years Ago

This Week in the Copier Industry Five Years Ago

Last Week of November 2106

The first day of the December sales month for 2021 started on the Wednesday before Thanksgiving.  I was told I would receive documents for a $30K net new order for the three days leading up to the Holiday. Waiting sucks, but it seems I need to wait a few more days since those docs never appeared and what would have been a decent month was a another last luster month.  December awaits me for 2021.

Enjoy These Great Copier Threads!

Sepialine appoints Bob Paschal as Channel

Art Post ·
and Alabama Graphics. As Channel Development Manager, Paschal will be responsible for developing sales channel programs to promote Sepialine’s wide-format-focused products, Argos and Printerpoint. Paschal will create and nurture programs for the sales teams of companies like HP, Canon, Konica Minolta and KIP. “Bob’s experience working within both manufacturers and resellers of wide format equipment with be a great asset to Sepialine” says CEO Jeremy Evans. “He understands both sides of the
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Toshiba's Latest Color Multifunction Printer Earns High Marks

Art Post ·
Toshiba's Latest Color Multifunction Printer Earns High Marks Respected Industry Source Recognizes e-STUDIO5005AC's Reliability, Ease of Use and Security Features Toshiba America Business Solutions today announced that its latest color multifunction printer (MFP), the e-STUDIO ™ 5005AC received Buyers Laboratory LLC’s (BLI) ‘Highly Recommended’ rating. Toshiba’s 50 pages-per-minute product earned the distinction after its exceptional performance in BLI’s two-month, 210,000 impression
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Konica Minolta Bizhub 454e Quote

Art Post ·
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Konica Minolta Bizhub C454e Quote

Art Post ·
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Xerox Launches Multifunction Printer Designed for Smaller Healthcare Providers

Art Post ·
NORWALK, Conn.--( BUSINESS WIRE )--While large hospitals share patient data digitally today, many non-acute care providers such as general practitioners, physical therapists and urgent care centers still use fax machines or the U.S. mail to share patient data in a secure and compliant way. The new Xerox Healthcare Multifunction Printer (MFP) Solution helps providers digitize patient information for secure online exchange, improving care coordination and patient outcomes. Designed specifically
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Ten Ways Copier Reps Can Make Their Proposals Stand Out to Win More Orders!

Art Post ·
have personal information on them. Our device agnostic Print Secure software will eliminate those pages being left on the printers and copiers, and in additional all of the pages that are printed will have a banner on the document stating who printed that document." 4. If you have multiple systems to quote add a floor plan showing the existing systems and what systems will be moved, replaced or retired. 5.Out line the prospects existing costs and then present the expected replacements costs
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57 Days of Selling "Day 39"

Art Post ·
was scheduled for Noon, with our sales meeting starting at 1PM. I can't give you details of the meeting, because that's top secret stuff. But, what I can tell you is that I had about twenty minutes to present a recent blog " Ten Ways Copier Reps Can Make Their Proposals Stand Out to Win More Orders! " to our team. I kept it upbeat, tried to keep it entertaining so no one fell asleep. Since many of our reps are newbies I thought I would also speak about FAB. If you're not familiar with FAB, it's
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Sharp Electronics Promotes Shane Coffey And Vince Jannelli To Associate Vice President Positions

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. In this new role, his team will focus on driving the change necessary for improved execution of Sharp's overall software strategy. Jannelli earned a master's degree in Management and Policy and a bachelor's degree in both Business and Philosophy from Stony Brook University. Prior to joining Sharp, he worked with Canon USA's Computer Peripherals Product and ISG Printer Divisions. Over the course of his career, he has held marketing, business development and product management positions for a
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57 Days of Selling "Day 38"

Art Post ·
opportunity that has a chance of closing this month. That opp was for an A3 color MFP. Sometime in the mid morning one of our rookies paid me a visit and had some questions in reference toa Duplicator.Heknew the system would print but did not have a clue about thetechnology behind a duplicator andhowa duplicator could be usedin a 501C organization. Thus, I took about thirty minutes or so to explain the technology, and when a duplicator should and should not be used to make prints. This existing
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Xerox WorkCentre 7845PT Quote

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Xerox WorkCentre 5945APT Quote

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Ricoh MPC4054SP Quote

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Ricoh MP4054SP Quote

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County tries to return office equipment for 3 years, finally gives up

Art Post ·
By Anita Lee Gulfport Harrison County attorney Tim Holleman has never seen anything quite like it. The county keeps trying to return some valuable office equipment. But the company that owns it has failed to collect. So Harrison County Sheriff Troy Peterson will auction off 114 copiers, printers and faxes that Ricoh USA Inc. failed to pick up, despite repeated requests. The county’s lease for the office equipment had expired when the county went with a different vendor and notified Ricoh in
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57 Days of Selling "Day 37"

Art Post ·
weeks ago and then three weeks. The account is now is lease renewal and from the last talk the DM had to go before the board for approval for the new device. It's been about three weeks and I have not been able to catch up via email or phone. My plan is to develop all of the order docs, order form, maintenance agreement and lease. Couple those docs with a short cover letter outlining the savings to order now and send everything via fedex. I'm sure this will get the DM's attention and the next
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57 Days of Selling "Day 36"

Art Post ·
I do realize is that if you never stop prospecting you'll be amazed what tomorrow will bring. Amount Sold Today = $0K Total Revenue to Date = $106.5K New Opportunities Created Today= $0K Total New Opportunities Created = $239K Revenue Required to hit 200K Goal = $93.5K Lost Opportunity Today = None -=Good Selling=-
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Ricoh Pro 8200s Family

GIntel ·
Hey Team, I hope all is well. I noticed the Ricoh Pro 8200 series is now on its US site - http://rpp.ricoh-usa.com/produ...coh-pro-8200ex-8200s Can anyone confirm if these products have indeed launched, and if so, can anyone provide those awesome Ricoh "What's New" or Sales Guide documents? Thanks, Jake
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Lead for Fleet of Hi Speed Copiers in Pennsylvania

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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) - Save Matched Keyword(s) copiers Agency MPN Due Date Nov 28, 2016 Source http://pa.mypublicnotices.com/ PublicNotice.asp?Page= PublicNo... ...Upper Darby, Delaware County will receive sealed proposals for: FOOTBALL EQUIPMENT RE-CONDITIONING HIGH SPEED COPIERS (4) at the Office of the
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Lead for Prpoduction Print System in New Hampshire

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a Monochrome Production Printer, including leasing and service, under Bid# RFB Graphics 2017-01 Agency MPN Due Date Dec 2, 2016 Source http://nh.mypublicnotices.com/ PublicNotice.asp?Page= PublicNo... PUBLIC NOTICE REQUEST FOR BIDS The State of Ne PUBLIC NOTICE REQUEST FOR BIDS The State of New Hampshire is soliciting bids for a Monochrome Production Printer, including leasing and service, under Bid# RFB Graphics 2017-01. The bid document may be obtained at: http://das.nh.gov/purchasing
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[INFOGRAPHIC] Is your sales strategy out of step? (46% of salespeople say it is!)

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What makes a high performing salesperson? A recent study of 250 salespeople carried out by the CRM reviews company, GetApp suggests that modern sales strategy may not be as far removed from the old, ‘Always be closing’, as we may have thought.. Some stats from the survey: Almost half (46%) of sales professionals surveyed see price as the number one priority for customers Less than 10% think that consumers are looking for personalized customer service … Read more »
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Canon U.S.A. Set to Showcase Enhanced Version of Proofing Solution Software

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consecutive digital proof approvals, or generate precise color content proofs, all prior to final production, helping to ensure outstanding quality, low cost and integrity of the final printed product. Océ TrueProof V5 is a WYSIWYG software proofing tool that allows for a pixel-exact preview of applications, registration accuracy of retro/verso printing in semi-transparent preview, a superimposing of preprinted forms to check for imprint alignment, and data integrity throughout the print workflow
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Lead for fleet of copiers in Pennslyvania

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W--OPTION - Leased Copiers - Charleston, WV Matched Keyword(s) copiers Document Type Combined Synopsis/Solicitation (Modified) Solicitation No. HSFE03-17-Q-0001-01 Region Pennsylvania Agency Department of Homeland Security Due Date Nov 30, 2016 Source https://www.fbo.gov/?s= opportunitymode=formid= 48ccca3a3761... ...Period of Performance: 12/03/2016 - 03/02/2017 LI 001: Monthly Rental of THREE (3) B copiers 50 CPM PRINT AND NETWORK AND SCAN AUTO DOC FEEDER DUPLEX STAPLER FINISHER
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Convergence Radio Episode 2: SBB, Fact or Fiction?

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Convergence Radio Episode 2: SBB, Fact or Fiction? By West McDonald, Nov 29, 2016 8:44:42 AM Print Audit is proud to announce the release of episode 2 of Convergence Radio, “SBB, Fact or Fiction?” What is Seat Based Billing for Managed Print? Could it be the answer we’ve been looking for to rejuvenate the office equipment channel? Why is it better than Cost Per Page, or is that statement even true? Read more »
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Re: Ten Ways Copier Reps Can Make Their Proposals Stand Out to Win More Orders!

Larry Kirsch ·
Thanks. Good reminder. Enjoy the holidays.
Reply

Re: Fantom Files

jswinberlin ·
It's a Savin MP4002sp. I would have said it shouldn't matter, but at this point I don't know what to think. I visited another location using the same EHR software (Practice Fusion) and they did not have the same problem. They (the ones not experiencing the problem) are using a Savin MP3053sp. Thanks for any help!
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Perspectives on Riso

GIntel ·
Hey Gang, Interested to hear from anyone selling Riso's high-speed/volume inkjets. How are these products working out for you? What type of customers/settings are you selling these into and what applications are ideal for these systems? What products do you think complete againstthese Risos? Thanks, Jake
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Thanksgiving Dinner

Ray Stasiezcko ·
printed, it must be true, and if proof was not available, faith would take over one’s ability to rationalize. As the family meets and discusses the world around them, some will be right, and of course, some will be considered crazy. This Thanksgiving, like all those before, will be our chance to reminisce on what was, share our plans on what will be, see family members we hide from all year, and eat like polar bears getting ready for winter. We will hear about the cousin things which shock grandma
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Brent Hoskins Celebrates 30 Years With BTA

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, legal services,publicationsand guidance, BTA member dealerships are positioned to be the premier source of the office technology used by businesses throughout the United States every day. For more information on BTA, visit its Web site at www.bta.org or call (800) 505-2821. The fax number is (816) 941-4838. You may also write to: BTA, 12411 Wornall Road, Kansas City, MO 64145.
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DocuWare Harnesses ConnectAndSell’s Lightning to Increase Conversations with Prospects

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Silicon Valley–based ConnectAndSell , Inc.announces results of a successful pilot of next-generation sales acceleration technology conducted in partnership with DocuWare , a global leader in document management software, headquartered in Germering, Germany. DocuWare is one of the world’s leading document management software companies, offering its solutions in 70 countries and 16 languages, with over 125,000 users in approximately 14,000 installations. Founded in 1988, the company operates
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Alfresco Selected to Join Newly Launched Amazon Web Service Public Sector Partner Program

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allows consumers to search the interface to access images. Alfresco’s public sector solutions offer a flexible, scalable, and integrated platform which moves information through agencies processes—from person to person, function to function—quickly, seamlessly and intelligently. This unique approach allows customers to work faster and agencies to quickly adapt to evolving needs; achieving more than they ever thought possible at tremendous cost-savings. About Alfresco Alfresco provides modern
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RapidScale Debuts Managed Cloud FedRAMP Practice

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wide range of customers and pursued FedRAMP to deepen its capability to partner with federal organizations and accelerate their move to the cloud. FedRAMP benefits include cost, time and resource savings, real-time security visibility, enhanced transparency, and consistency and standardization. RapidScale President, Mark Szotkowski, says “With more government entities and businesses working with such groups moving to managed cloud services, launching a FedRAMP practice was a natural progression
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How I Increased My Email Prospecting Response Rate by 1400%

Art Post ·
Written by Pritesh Vora | @ priteshvora When was the last time you responded to a cold email? You probably can't remember -- for good reason. Most people simple delete outreach emails from reps they haven't met or mark them as spam. Even if some prospects do read the email, few bother to respond. However, a well-crafted prospecting email is a powerful weapon in any salesperson's arsenal. I used seven principles to take a prospecting email from bad to great, and raised my response rate from 1
Topic

Fantom Files

jswinberlin ·
I have a medical office that is experiencing a strange problem. Faxes are being forwarded to a shared folder on their server. The users are uploading the files (PDF) into their EHR software (Practice Fusion) which is accessed via browser and is in the cloud. They then delete the file from the folder. However, the file comes back. This does not occur when the file is deleted without uploading and seems as if the browser is somehow keeping the file open and not allowing it to be deleted. Has
Topic

DocuWare Adds New Advisory Board Member

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Lexmark. He then served as a key executive at Lexmark until 2014, with his last role being the Chief Marketing Officer of Lexmark worldwide. With his vast knowledge of the ECM market and experience running a marketing organization, DeCamp provides tremendous value to grow and solidify DocuWare’s role as one of the leading ECM vendors in the world. Best Regards, Steve Steve Behm Vice President Sales, Americas
Topic

A Classic Way to Create a Sense of Urgency in Your Prospect [Roleplay]

Art Post ·
Whether or not you participated, we all know that Black Friday creates a painful sense of urgency in consumers that those of us in the non-retail world battle with constantly. And while thousands urgently indulge in Cyber Monday, we cringe every time a prospect responds with, "Can you get back to me in a month?" It's very likely that your prospect forgets your name by the time you reach out a month later. At HubSpot, this lacking sense of urgency is the number one objection we face in the sales
Topic

IntelliChief ECM Approved Oracle PartnerNetwork Member, Gold Level Product Integration

Art Post ·
, supporting time and cost savings throughout organizations. IntelliChief ECM provides a smooth, automated transition from costly manual document management and workflow functions. Its industry-awarded automated capture, document management, workflow and real-time analytic visibility enables users to capture documentation in any format, index contents and validate with data in their ERP and line of business applications, for lifecycle-managing all related documentation, facilitating optimized

Sales Leaders... How Would Your Clients Describe Your Salespeople?

"The problems in describing a person are essentially problems of knowing a person."
Donald Antrim

Let's all pause for a moment...

How well do your salespeople know their clients and how well do your clients know your salespeople?

How would your clients describe your salespeople?

Are your salespeople creating business betterment or are they more worried about pushing products?

Your clients hold the keys to your success. They're no longer at the mercy of you, your team or your company. In fact, they're more interested in the experience your team provides as opposed to your products or services.

Your clients and their needs are constantly changing, it's up to your sales team to understand how to help?

Would you know how well your team is keeping up with what they need?

Client experience goes beyond service.

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

In a few words, how would your clients best describe the experience they're receiving from your salespeople?

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

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

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

How well is your team creating positive experiences and memories?

In this highly competitive business world, how the heck are your salespeople standing out with your most precious asset, your clients?

Whose fault is it that they are being pigeon-holed as a commodity?

When was the last time someone on your sales team has dug deep, spoke from the heart and asked... what words would you use to describe the support being provided to you?

H. Ross Perot sums it up nicely,

“Spend a lot of time talking to customers face-to-face. You’d be amazed at how many companies don’t listen to their customers.”

Are you committed?

Are you willing to do what is necessary?

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

CLIENT RELATIONSHIPS MATTER

“What we really need is a mindset shift that will make us relevant to today’s consumers, a mindset shift from telling to selling to building relationships.”
Jim Stengel

Deep client relationships turn into long-term, consistent and profitable business.

Can you honestly answer the following?

  • How well do your salespeople really understand what your largest clients want?
  • Do they understand what they desire?
  • Are they even relevant in their eyes?

Gut check time, isn't it?

Now, I would like for you to think about some of your largest client's, got it? Think about how much they mean to you and your company.

What would it mean to you, your salespeople and your company if you lost any of your largest clients?

Your clients are the single most important factor towards your long-term success. Therefore, the more successful your salespeople become in understanding and forming meaningful relationships with your client's, the more successful you will become.

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

Again, I will ask you, how well does your sales team know their clients?

PERCEPTION IS REALITY

Walker Group is a full-service Experience Management (XM) firm. In a report published a few years ago, they went on to say that customer experience will overtake price and product as the key brand differentiator by 2020.

Let's all pause, now reflect upon the last few years and then read the above statement again.

Client experience and their perception of your salespeople is reality.

Cold doses of raw feedback are necessary to grow. Feedback from your clients are the vitamins and minerals your salespeople need to grow a healthy relationship.

I'm pointing this all out for a reason, as there just might be a monumental gap between what your clients think of your salespeople versus what your salespeople are sharing with you.

How your clients perceive your salespeople might be the key to exponential sales growth.

  • How many of you right now, at this very moment, understand the impact this has to you?
  • How many of your clients see your salespeople as being available and helpful to them?
  • How many of your clients think of your salespeople as being heartfelt, caring and trustworthy or unreliable, arrogant and pompous?

Building meaningful relationships with your client's is not a light switch you turn on then off. It's the emotional connection, the human connection and the heartfelt connection you and your salespeople make with each one of them.

How well are your salespeople connecting with their clients?

Trust me on this one... your salespeople failing to truly connect with their clients will lead to disconnection and we know what happens when this occurs.

THE RIGHT CONVERSATIONS MATTER

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

Merriam-Webster defines conversation as an,

Oral exchange of sentiments, observations, opinions, or ideas.

"We had talk enough but no conversation; there was nothing discussed."
Samuel Johnson

Are your salespeople talking with your clients or engaged in conversation with your clients?

I'm concerned!

I believe very few salespeople are having meaningful conversations with their clients outside of the selling process.

How many new relationships are being developing inside your client base right now by your salespeople?

What's preventing your team from truly getting to know your clients?

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

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

Meaningful and credible relationships matter. This is built through consistent, caring and collaborative conversations.

Your clients should be able to share without hesitation the words they would use to describe your salespeople. If not, then you all have some work to do.

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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.

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