MFP Copier Blog
This Week in the Copier Industry 5 Years Ago
This Week in the Copier Industry 5 Years Ago
Third Week of November 2016
Finally a complete day in the field where I visited three existing print client and one net new. I was able to develop two warm leads and both have a 50/50 shot of closing this year. Not a bad day and was happy to get face to face with all four DM's that gave me time.
Enjoy These Great Copier Threads from Five Years Ago This Week
Konica Minolta Celebrates American Education Week with Effective Solutions for School Districts to Increase Productivity, Save Money
Toshiba Provides Award-Winning Scanners Via Kodak Alaris Partnership
Konica Minolta Awarded NJPA Contract for Award-winning Range of Products and Solutions
Konica Minolta Releases New ECM Solution for Enterprise-wide Efficiency
New Xerox Color Printer, MFP Put Big Business Capabilities Within Reach of Small Offices
New copier lease expected to save Jefferson schools money
Why Having A Business Plan Is A Must For A Major Account Copier Rep
Copier Business Solutions acquired by Loffler
57 Days of Selling "Day 33"
KYOCERA TASKalfa 3252ci Highly Recommended by Buyers Laboratory
Nauticon Office Solutions adds Xerox C60/C70 as a Xerox Document Technology Partner
Canon U.S.A. Awarded "Best Marketing Strategy" by the Independent Dealer Community at The Cannata Report's 31st Annual Awards and Charities Dinner
Xerox Services Recognized for Innovative Legal Analytics Platform
Xerox Reengineers ‘Scan-to-App Workflow’ for Small/Mid-size Businesses with Automated Cloud Solution
Sharp Electronics Corporation Announces Executive Moves
57 Days of Selling "Day 32"
Korea's Leading 3D Printer Manufacturers to Attend Formnext 2016 in Germany
57 Days of Selling "Day 29"
A Couple of True & Not So True Humerous Copier Incidents
Xerox ConnectKey 'Call Me Back' app boosts business efficiencies
Akita Epson Completes New Printhead Factory
Lead for Copiers in North Carolina
JaimeG
Lead for 145 Copiers in Pennsylvania
14 Dumb Sales Questions Smart Reps Ask
57 Days of Selling "Day 30"
Usherwood Office Technology partners with Xerox
57 Days of Selling "Day 31"
Fleet of Copiers Needed in Texas
Re: 57 Days of Selling "Day 28"
Re: 57 Days of Selling "Day 32"
Re: A Couple of True & Not So True Humerous Copier Incidents
Intellinetics, Inc. Reports Third Quarter and Nine-Month Financial Results
Lead for 4 Copiers in Pennsylvania
Re: 57 Days of Selling "Day 32"
Re: 57 Days of Selling "Day 29"
Re: A Couple of True & Not So True Humerous Copier Incidents
tysontitus
Pre-Configured MFPs
Convergence Radio Episode 1: Spectre of Convergence
Profit Recovery Partners, LLC Welcomes Office Equipment Industry Veteran Missy Etling
Re: 57 Days of Selling "Day 30"
Re: Industry Challenge Quiz #1
Re: 57 Days of Selling "Day 32"
Better Call Art with Section 179 & The Baker
It was lunch time when I received the call on my cell, the name looked familiar and when you have your content out there as much as I do, then you need to answer the phone. I was glad I did!
It was a long time Print4Pay Hotel member that called me to see if I had the answers. I thought when don't I have the answers
Our first 20 minutes we spent talking about my recent sickness and how the procedures were progressing. I am thankful for people who have and are asking me about my health and it's brought joy to me that so many thought to reach out and connect with me.
Our next 20 minutes was about politics and it seems we both have the same thoughts and ideas. Of course when that happens the chat's are always a pleasure to have with others.
Our last 10 minutes (did I mention this was lunch?) was getting down to what was needed to be asked. The question was a little bit cryptic at first however I was able to pin down the answer to Section 179 of how to explain that to a client. Of course one of the most important explanations is to tell the client that they really need to speak to their accountant. Also if you're with a client and speaking about Section 179 it's never a bad idea to ask your client to call their accountant and bring them into the conversation.
Even Bigger
Our next issue was not a question, but I thought it was another talk track that should be added to the Section 179 chat. Yes, it's the old Bakers Dozen lease and there are many reasons why the Bakers Dozen goes gr with Section 179.
1. The Bakers Dozen is a finance lease, which means to the client that they own the device at the end of the lease.
2. Clients that are not fond of interest or parting with a decent chunk of cash may find the Bakers Dozen their cup of tea.
3. The are 13 monthly payments and the 13th payment can be considered the interest on the lease or the cost to own the device.
4. Figuring out the monthly payment is simple, take the purchase price and divide by 12 to arrive at the monthly cost. You write the lease for 13 payments and a $1.00 purchase.
Now for me the Bakers Dozen was always a powerful offering to the close, however when you parlay the Bakers Dozen with the attributes of Section 179 well you're got a great opportunity that can reduce their tax burden and they don't want to alleviate their cash position at the end of the year.
I love sharing this information and these tips and stories is because you'll never find stories like this in our "industry magazines". In fact there is no one teaching the legacy of industry and how what we did still matters each and every day that we're in sales!
-=Good Selling=-
Better Call Art with Contex Americas & Steve Blanken
Short little chat with Steve Blanken (General Manager of Contex Americas) about whats transpired the last 18 months with Contex, what's been the hot wide format scanner along with where sales people need to long to find the high end opportunities.
IT, MSP & MSSP Industry Notes for November 8th 2021
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Why partnering with ARCOA makes sense
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What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use remarketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your clients will see better results
ISOutsource Redefining the Managed Services Model in Today’s IT Landscape
- Adding Cybersecurity strategic consulting to existing managed IT services
Corsica Technologies Introduces Service Guarantee for Managed IT and Cybersecurity Clients
- Corsica adding Technology Service guarantee for those enrolled in Corsica Secure
- Corsica Secure combines managed IT & cybersecurity services
- Includes following
- vCIO
- Ransomware infection
- Business email compromise
- Regulatory or compliance fine related to cybersecurity incident
- Business income loss related to cybersecurity incident
- Legal liability related to cybersecurity incident
Ntiva and Southfield Capital Announce the Strategic Acquisitions of NetLogicDC and Navakai
- Ntiva completes acquisitions of NetLogicDC & Navakai
- NetLogicDC, founded in 2005 expands Ntiva's footprint in the Washington DC metro area
- Navakai, founded in 2001 xxpands Ntiva's geographical coverage into the Rocky Mountains
NetDocuents Acquires Document Automation Toolkit Afterpattern
- acquisition of Afterpattern
- Afterpattern, a no-code automation toolkit that law firms and legal teams use to produce hundreds of thousands of documents and workflow automations
- acquisition of Afterpattern brings new opportunities for DocuSign eSignature integration as well as the introduction of NetDocuments Highlights powered by LexisNexis
Canon Solutions America Expands its Five Pillars of Security Portfolio with Managed ...
- Announced expansion of its cybersecurity portfolio to include Managed Detection and Response as a Service (MDRaaS)
- Provides 24/7/365 monitoring of potentially all systems, devices, and user activity
- Canon Solutions America has created an MDRaaS calculator
- MDRaaS solutions are provided by Agile Cybersecurity Solutions (ACS)
- Over 40,000 endpoints globally protected by ACS today
Xperteks Expands Its Cloud Services with Intuit to Help Companies Migrate QuickBooks into ...
- Partnered with Intuit to become a member of the QuickBooks Solutions Provider (QSP program)
- As of 12/11/2021, QuickBooks 2021 single purchase licenses of QuickBooks Pro and Premier desktop software, which include purchase of additional users will no longer be available
Logically Announces Acquisition of Full-Service IT Managed Services Provider Halski Systems
- Announced it has acquired Halski Systems
- IT Managed Services provider based in Gainesville, Georgia
- Services more than 5,300 managed endpoints
- Logically’s fifth announced in the last nine months and its tenth since 2019
Innovation Networks Ranks Globally Among TOP 501 Managed Services Providers
- Recognized as one of the TOP MSPs for the third year in a row
- At 270 among the 501 MSPs in the world, #3 in British Columbia and #13 in Canada
- Innovation Networks Inc, a Managed Services Provider located in Richmond, BC since 1996
Black Box Showcases Integration and Managed IT Services for Better-Connected, More
- Will show its global IT solutions and integration services for airports @ ACI Conference
- Lexmark, a division of Ninestar of China, now offering the Optra IoT Platform
- Claims the company has printers and MFPs placed in more than 200,000 locations worldwide
- New solution includes an engineered IoT (Internet of Things) platform, as well as technology accelerators and consulting services
- To manage more than just printers and MFPs, such as medical imaging, industrial mining, banking kiosks, and more
- Predictive services, asset optimization, systemic innovation and as-a-service engagements
- Sensor data feeding algorithms
- Artificial intelligence and machine learning modules
Ricoh offers DocuWare promotion
- DocuWare is a document manage/content management solution
- Promo provides 3,000 free electronic signatures with new cloud-based subscription customers
- Offer expires 12/31/2021
- Provided by electronic signature provider, Validated ID
Tech Data brings HPE GreenLake partnership to Singapore
- Expanded partnership with Hewlett Packard Enterprise (HPE) in Singapore and Hong Kong
- Bid to grow the vendor’s GreenLake cloud services offering
The first fully managed MQTT 5.0 cloud service worldwide announces a cheaper payment method
- Released the updated version of EMQ X Cloud provides fully managed cloud-native MQTT messaging service
- EMQ X Cloud provides an MQTT messaging service with a one-stop operation and maintenance management
- Previously, EMQ X Cloud adopted a pay-as-you-go payment method
- EMQ (EMQ Technologies Co., Ltd.) is an open source IoT data infrastructure software provider
- Report published by Marine Exchange of South California
- On 10/21/21, there were 79 container ships waiting off the Long Beach and Los Angeles
ports in Southern California - Carrying an estimated $26.2 billion in cargo
- “many ships waiting offshore for more than 5 weeks”
Cybersecurity
Deloitte published results of survey:
- 98% of C-suite executives have come across at least one cybersecurity event during last year
- 86% have noticed uptick in attacks
- 14% have no incident response plan
- 40% of healthcare organizations have not yet implemented an incident response plan
- 27% are most worried about actions of “well-meaning” employees who inadvertently allow hackers in
- 41% have implemented solutions to monitor staff use of network
The federal Dept. of Health & Human Services reported HIPAA breaches for 9/2021:
- 23.7% increase YoY in reported breaches
- 1,253,258 patient records exposed
- The North American Dental Group, headquartered in New Castle, PA, notified 170,000 patients that their PHI was exposed after email phishing attack.
- Central Indiana Orthopedics notified an unknown number of patients that their PHI was exposed after ransomware attack.
- The Educators Mutual Insurance Association (EMI Health), headquartered in Murray, Utah, notified an unknown number of patients that their PHI was stolen by a hacker.
- The University of North Carolina Hospital System, headquartered in Chapel Hill, North Carolina, notified 719 patients that their PHI was exposed after being illegally accessed by an employee.
- Tech Etch, headquartered in Plymouth, Massachusetts, notified an unknown number of customers that their info was exposed after ransomware attack.
- TriValley Primary Care of Pennsylvania notified an unknown number of patients that their PHI was exposed after ransomware attack.
- Wiggin and Dana Law Firm of Westport, Connecticut notified an unknown number of clients that their info may have been exposed after ransomware attack.
- McAllen Surgical Specialty Center of Texas notified an unknown number of patients that their PHI was exposed after ransomware attack.
- Corry School District of Pennsylvania notified an unknown number of students that their info was exposed after ransomware attack.
- University of Mississippi Medical Center notified an unknown number of patients that their PHI was illegally accessed by 3 former employees. Stamford Hospital and Stamford Health Medical Group of Connecticut notified an unknown number of patients that their PHI may have been exposed during a “network connectivity issue”
- Deep6 AI, headquartered in Pasadena, CA, notified “millions’ of patients that their PHI may have been exposed after it was inadvertently placed in a publicly accessible online database.
- Michael’s, a nationwide retailer headquartered in Texas, announced that Jose Tito Salazar of Riverside, CA was sentenced to 51 months in prison stealing customer credit card info.
- Ohio State University of Columbus, OH notified 400 students that their PHI was exposed during an “email gaffe”
- Centinela Valley Union High School District of California notified an unknown number of students that their info was exposed after ransomware attack.
- Wyatt Travnichek of Kansas was arrested and admitted in court that he illegally accessed and tampered with the network of Post Rock Rural Water District.
- Alejandro Benitez was arrested after allegedly hacking into Chico State University and illegally accessing student info.
- Patrick Driscoll was arrested by Salt Lake City police in Utah after allegedly illegally accessing confidential police files.
- Westmoreland County Children’s Bureau of Pennsylvania announced that former employee, Rebecca D. Walker, was arrested for allegedly illegally accessing PHI of patients.
- The National Rifle Association notified an unknown number of members that their info may have been exposed after ransomware attack.
- The City of Titusville, Florida notified an unknown number of citizens that that their info was exposed after ransomware attack.
- Janesville School District of Wisconsin notified an unknown number of students that their info was exposed after ransomware attack.
- Seneca Family of Agencies in northern California notified an unknown number of patients that that PHI was exposed after ransomware attack.
- Washington County School District of Vermont notified an unknown number of students that their info was exposed after ransomware attack.
- Team Alvarez Insurance of Santa Ana, CA notified an unknown number of Blue Shield Insurance of California members that their PHI was exposed after ransomware attack. Coughlin & Cerhart Law Firm in New York City, New York notified an unknown number of clients that their info was exposed after ransomware attack.
- Samaritan Daytop Village of New York has notified an unknown number of patients that their PHI was exposed after cybersecurity incident.
- The Foundation for Medical Care of Merced County of California notified an unknown number of members of Merced County School District that their PHI was exposed after a burglary occurred and thieves took a back-up drive that contained scanned images of PHI documents.
If Today is Your Birthday withChris Polek November 8th
For a second I thought you were going to state Arthur....
This Week in the Copier Industry Fifteen Years Ago
This Week in the Copier Industry Fifteen Years Ago
Second Week of November 2011
I got nothing for tonight, enjoy your Sunday night and back to the grind in the AM.
Panasonic ranks highest among copier
JD Power report for all Copier Manufacturers
Full Year and Fourth Quarter EPS for IKON
Kyocera KM3035 mailer quote
Re: NEW!!! Ricoh Aficio MP 2510/MP 3010
Re: NEW!! Ricoh AC205L
Re: Wide Format Monster Garage!!
Canon IRC5180
Xerox 4110
canon iR8070
Kodak
Canon iR 7095
Canon iR7105
Xerox reports strong earnings!
1515 fax report, how to turn off
Re: Rumor FLASH! RBS gone now Lanier????
Re: IS300e scanner and CL7200 for color copying
Re: MP2510/3010
Re: 1515 fax report, how to turn off
Re: Does anyone remember these models?
Re: MP C2500 Sub scan magnification
Re: Canon iR7105
Re: Xerox Docucolor 5000
Re: Printing Catia files out of VPM
Re: Canon IRC5180
Re: Does anyone remember these models?
Re: Does anyone remember these models?
Re: Around The World with Ricoh
Can the Aficio 5560 scan
MP2510/3010
Sales Professionals Earn The Right To Sit At The Business Table, Are You?
“Don’t just get involved. Fight for your seat at the table. Better yet, fight for a seat at the head of the table.”
Barack Obama
If you wish to gain a seat at the business table with executive decision makers, key influencers or those that can make a difference, you must learn, consume and mirror their characteristics.
Check out what Gartner research says...
"Today’s B2B buying involves more stakeholders than ever before. In a typical firm with 100 to 500 employees, an average of seven people are involved in most buying decisions, each armed with four or five pieces of information they have gathered for themselves."
Question for all those in sales... How well are you grabbing the attention of all these decision makers and what are you bringing to the table that is any different?
Don’t Expect a Seat if You Don’t Bring Anything to the Table
To reinforce this even more, let this quote from Marc Miller, who wrote the book, "A Seat at the Table" sink in,
"In today's commoditized business world, customers only care about one thing: value. To offer real value you must stop being a salesperson and become a businessperson who sells."
Do you have what it takes to gain a seat at the table?
Are you bringing business substance to the table?
Are you a salesperson or a businessperson who sells?
I would like all those in sales and sales leadership to stop for a moment:
Are the conversations you are having right now earning you a consistent seat at the business table?
EQUAL BUSINESS STATURE
Each person who is sitting at the table have business goals and challenges. It's up to you to attach your offerings to their challenges in the form of strategic help, now this is true value.
What does each of these individuals care about?
What is important to them?
Why you?
"When you suggest solutions that add value to critical customer strategies, you leave your competitors in the dust. Since your competition is myopically focused on selling products and services that add little value to the higher picture strategy of the customer, these traditional competitors will no longer even be on your radar of competition."
Marc Miller, A Seat at the Table.
You may be asking yourself, "What is equal business stature?"
I believe people do business with those they respect, those they trust and those they view as being credible. If you are viewed as less capable or less professional, why would someone trust you with their business?
Perception is reality in the eyes of those that matter... All those at the business table.
First impressions are everything when it comes to equal business stature.
- Does your business walk match your business talk?
- Are you speaking your own sales language or their business language?
- How do you perceive yourself?
Projecting and portraying an executive presence, combined with the way you deliver your message, will cause executives to take notice.
This is the wholly grail... Confidence, competence, business acumen, business conversation and business knowledge.
Business conversation combined with business acumen will get you equal business stature.
CONSUME BUSINESS ACUMEN
Sales professionals consume business acumen for breakfast
Let's look into each word...
Business: "The knowledge and understanding of the financial, accounting, marketing and operational functions of an organization."- SHRM’s Business Literacy Glossary
Acumen: "Leanness and depth of perception, discernment, or discrimination especially in practical matters."- Merriam-Webster Dictionary
Wikipedia defines business acumen as the...
"Keenness and quickness in understanding and dealing with a business situation in a manner that is likely to lead to a good outcome."
I ask you to think about the following...
Are you communicating clearly with every individual who is sitting at the table and earning their respect?
Are you collaborating creatively to help them uncover new ways of doing better business?
In digging deeper into business acumen, I came across Ray Reilly, a professor of business administration at the Ross School of Business, University of Michigan. Heconsults with corporations and has reported how few executives know what business acumen is or why it’s important. He describes one with business acumen as someone who understands the key things they need to know to make a decision, to synthesize complex and apparently unconnected data, and react positively to events when they do not happen as expected.
I believe this can be applied to salespeople.
Sales professionals eat business speak every morning.
They learn the language of business. They learn the language of business executives and they speak their language.
YOU MUST GAIN AN APPETITE FOR ACUMEN
Remember, C-level executives and mid-level decision makers are business savvy. You must engage in business-oriented conversations to establish your credibility and to differentiate yourself from the competition.
Want to establish trust... Speak their language, not yours. You must understand their industry and their competitive environment.
- What are you eating for breakfast?
- What are you reading and listening to with breakfast?
- What knowledge do you think business executives consume for breakfast?
Sales professionals understand their clients and future client's business.
SALES PROFESSIONALS BUILD THEIR BUSINESS ACUMEN THROUGH LITERACY
With daily discipline and determination, sales professionals develop and appetite for business acumen.
Increasing your business literacy will improve your business acumen.
I encourage you to
- Read company reports
- Follow business market trends
- Gain a solid understanding of finance
- Learn the terminology that businesspeople use
- Allow your clients to teach you their business
One can earn a PhD in business from their clients if they are willing to invest in asking for help
Sales professionals understand that business literacy is one of the greatest investments they can make. It truly is a gift that keeps on giving.
ACUMEN IS AN ASSET
The business world is rapidly changing. This doesn’t allow any of you to take your own sweet time to learn new things.
Salespeople... You must create acumen urgency if you wish to sit at the head of the business table.
Sales professionals are committed to professional development with the goal of building a disciplined and consistent approach to analyzing business problems, as they use this to help their clients make informed decisions.
I will leave you all with a quote from my very dear friend, Mike Garrison,
"If you only know how to relate based upon what you get paid for you will only be viewed as an expert on that very subject. On the other hand, if you can demonstrate that you are an expert (or at least a credible peer) on what your prospects get paid for you are someone that will be welcomed into the 'inner sanctum' of their business and will be a valued and respected advisor...no matter what you sell."
My sales friend's business acumen is an asset and will help you earn the right to sit at the business table.
Do not allow it to become a liability.
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
Second Week of November 2011
Last week I wrote about some of the items I've gotten really, really good at in my 41 years of selling office technology.
I guess one of those professional attributes I've developed is the ability to listen to the client along with understanding what type of person they are. I only leaned this a few years ago that clients can be designated into colors. However years ago I learned through listening along with trial and error many years ago on how to meet the client at their level. Meaning I moved my personality to theirs so we could be better at communicating.
Enjoy These Threads from Ten Years Ago This Week!
Konica Minolta Named a Leader in 2011 Worldwide Multifunction Printer (MFP) and Print
Notable Solutions Awarded $300,000 Contract by Major Canadian Manufacturer to Provide
Kodak's latest loss softened by patent and printer sales
Kodak & Possible Buyers?
Ricoh ChaMPS Program Helps More Dealers Take Advantage of Opportunities in Managed Pr
When is a “Solution” not a “Solution”?
Canon UniFLOW - Secure Mobile Printing videos
Kyocera’s Public Service Announcements about Strategic Sourcing
Xerox makes new inkjet press in Webster
Xerox Announces Over 150 Installations Of Xerox 550 Press
Re: Kodak & Possible Buyers?
Consolidated Graphics Purchases KODAK PROSPER 5000XL Press
New copiers help Ridley schools go greener
Extortionate copier charge con hits schools
Re: Billing For Banner Length Prints
Tina Stelzer
such as on to purchase a new copier for Town Hall
Billing For Banner Length Prints
ONYX Graphics Supports New HP Designjet L26500 and HP Designjet L28500 Printers
Public library board purchases copier
New Surveys Reveal Consumers Taking Charge of their Healthcare Costs with Health Savi
Re: Kodak & Possible Buyers?
Re: Kodak & Possible Buyers?
Re: Kodak & Possible Buyers?
bstanley
Re: Ricoh 4PPM Wide Format Poll "YOUR INPUT IS NEEEDED"
Re: New Rep needs encouragement
MPS Suite Webinar
Leading Business Process Outsourcer Extends Its Use of Kofax Software
Pitney Bowes White Paper Offers Insight and Tips on Improving Document Capture and Pr
Re: Kodak & Possible Buyers?
Re: Kodak & Possible Buyers?
Re: Billing For Banner Length Prints
Re: New Rep needs encouragement
Re: MPS Suite Webinar
Re: Consolidated Graphics Purchases KODAK PROSPER 5000XL Press
Re: Ricoh 4PPM Wide Format Poll "YOUR INPUT IS NEEEDED"
Re: Sharp MX-2310U/MX4111N
This Week in the Copier Industry 5 Years Ago
This Week in the Copier Industry 5 Years Ago
Second Week of November 2016
Last week I wrote about some of the items I've gotten really, really good at in my 41 years of selling office technology. One thing that I always kid around with my wife is that I've become a master of counting pennies, in fact I'm an expert in counting, multiplying or dividing milles of pennies in my head. Yup still amazes me since I hated math in school!