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Demand for DocuWare Cloud Solutions in the Year of Lockdown

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Demand for DocuWare Cloud Solutions in the Year of Lockdown

Businesses invest in technologies to support a remote workforce

New Windsor NY, March 18, 2021 –  DocuWare, provider of cloud solutions for document management and workflow automation, saw a significant increase in demand for their cloud solutions through the first full year of pandemic-driven lockdowns as companies invested in technology to support the almost immediate shift to remote working.

Over the past 12 months, businesses around the globe have had to transform faster than they could have ever anticipated. In 2020, DocuWare saw a global increase in cloud customers of almost 40%, pushing their total number of active cloud customers past 4,000.

Businesses require new tools to enable their employees to operate as normal and from anywhere. DocuWare has seen first-hand an increase in demand for cloud-based document management solutions and automation technologies. For example, there has been increased interest in automating invoice processing tasks and better cybersecurity that still enables employees to import, share, approve, collaborate and store business documents.

“During the lockdown, our office was closed and we fell behind. I wanted my people to be able to seamlessly and smoothly work from home. I wanted to have a cloud-type of system where we could really go paperless.”

Joe Johnson, Owner, Rebel Refrigeration

The surging global demand for DocuWare Cloud across all regions demonstrates that remote working, process automation, document management and digital transformation is here to stay. For example, since the 2020 lockdown, France has led the way in DocuWare cloud customers with growth numbers of +50%, Spain and the DACH countries (Austria, Germany and Switzerland) follow closely with growths of 49%, the UK growth is 32% while the Americas region exhibits growth of 28%.

“The pandemic has had an unprecedented effect on businesses.” Dr. Michael Berger, President of DocuWare commented. “We are so pleased to have been able to support new and existing customers throughout this uncertainty. Our anytime, anywhere, any-device model, means teams can collaborate in real-time no matter their location. With remote working being the new normal, cloud technology ensures that businesses can continue with minimal disruption.”

With many countries still in some form of lockdown, remote working is likely to continue for most industries for the foreseeable future. Cloud solutions for document management will help almost any modern company keep employees happy and productive in 2021 and beyond. DocuWare customers have demonstrated that some of their team’s best work can happen beyond the traditional office.

To learn more about DocuWare’s solutions, please visit DocuWare.com

 
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Memoirs of a Copier Sales Person

COVID19 Remote Working Day Two Hundred and Fifty-Three of Selling

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My day started kinda slow with our weekly virtual sales meeting with the team.  After that it was time to make the rounds with calls and emails to move some opportunities closer to the finish line.

In the end I was able to get one opportunity closer to the ordering process and the rest of the calls and emails seems to have fallen on deaf ears today. Yes with five selling days left the thought of pulling a zero is weighing on me. 

My afternoon was supposed to be dedicated to calls and emails however that plan quickly evaporated with an influx of emails that I received.  At the end of the day I was able to create two additional opportunities and scheduled three appointments.  My outbound calls was about just about 20 along with 18 emails which were all about prospecting and follows ups with existing opportunities.  Not what I wanted but I also understand that I'm in the client service business.  Addressing clients needs and wants in a timely fashion will make you the rock star when it comes time to receiving referrals.

There were a couple of highlights from today....and one was with an existing client that wanted to add almost $5K of options to his current Ricoh A3 device.  After quoting the options more than a week ago I thought enough time had passed for the client to digest the data I sent. I was expecting to leave a voice mail and was taken back a bit when my client answered the phone.  I asked if my client if they had the chance to review along with the traditional "did you have any additional questions? Let me back track a bit, those options that I quoted will allow my client to produce printed documents where a front cover and and a rear slip sheet would be needed for each printed set. 

My client told me that they would like to review the current print driver to review the process of setting those print parameters with the printer driver. Once I heard that I thought that the review might not happen for days and the client may not be able to figure it out.  Thus I offered to make a video of how to set the print parameters to meet their needs.  My thought process was that this could shave a couple days off the process for the client.  In essence I did the research for them.  After a couple of takes with my capture software and getting the talk track down I was able to email the client the video.  In that email with the MP4 file I also stated my timeline to get this done and offered up a small discount.  Is that enough to make it happen in 5 days?  I'm not sure, but I do know the effort I put in was better than not putting any effort in at all.

My second small win of the day was with a net new account.  We met last week and the client had a wish that all incoming faxes could be routed to a folder in their business line of software.  At the meeting I acquired the name of the software through the discovery process. I also knew from discovery that no other competitor had traveled down that road of integrating their MFP to their business line of software.  If I could offer up a viable solution I could sit alone as the vendor of choice.  Part of today was spent researching that software and I came up with all zero's.  I reached out to "Johnny D" for some help on this one and he knew nothing about their business line of software.  Thus I asked Johnny D "what would you do?".  Johnny D replied with call their sales department and ask them if they can offer the integration I'm looking for.  A few minutes later I made the call to the sales department and within ten minutes I found out the integration can be done for a small fee.  Winner!

I took my notes and crafted my email to the client that gave then the information needed for the solution.  Did it help?  Not sure yet, however it was better than doing nothing and waiting for a decision.  Winners make things happen and losers wait for things to happen.

The rest of my day was a blur with no orders.  I still have 5 days left and tomorrow I'll be working from an auto center since my car has to go in for repairs.  I'm sure it's going to be a good three hours.  Oh the pain of it all.

-=Good Selling=-

 
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This Week in the Copier Industry 10 Years Ago

The Week in Copiers Ten Years Ago

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The Week in Copiers Ten Years Ago

Third Week of March 2016



What’s the difference between digitization, digitalization, and digital transformation?

Not so long ago, businesses kept records on paper. Whether handwritten in ledgers or typed into documents, business data was analog. If you wanted to gather or share information, you dealt with physical documents — papers and binders, xeroxes, and faxes.

Then computers went mainstream, and most businesses started converting all of those ink-on-paper records to digital computer files. This is called digitization: the process of converting information from analog to digital. More here

Enjoy These Awesome Copier Threads from Ten Years Ago This Week!

Nuance eCopy Moves Managed Print Services Beyond Cost Avoidance and into Automated Do

Art Post (Guest) ·
workflows from MFPs to desktop and mobile devices. Nuance’s eCopy® ShareScan® Suite 5 is the world’s best-selling document scanning and workflow solution for networked MFPs. eCopy ShareScan provides organizations with everything needed to automate their paper-to-digital workflows, letting office workers scan paper documents easily and securely using existing investments in network MFPs and scanners. The software works with MFPs from the world’s leading vendors – including Canon, HP, Konica Minolta, Océ
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Ricoh 2550C same as Savin C9025: can it print labels?

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I have a customer who wants to print labels thru the bypass. Has anyone had any issues? This is the newest model that is color and 25 per minute, weighs about 200lbs. It can handle 140lb. cardstock so I would hope labels are ok?
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Konica Minolta Introduces the bizhub PRESS C70hc

Art Post (Guest) ·
typical four-color device in the marketplace. In addition, it generates less waste and emits less CO2, NO2, and SO2. Further, the toner particles are consistently sized and smaller when compared to conventional toner size particles for a smoother finish and sharper text. Konica Minolta’s custom-designed IC-601 Internal Print Controller is perfect for the bizhub PRESS C70hc. Developed in-house, it brings powerful workflow benefits within reach of more print-for-pay and commercial printing
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RICOH INTRODUCES THE AFICIO SP C320DN COLOR LASER PRINTER

Art Post (Guest) ·
-in network encryption also prevents the interception of unprotected data streams. For enhanced security, businesses can equip the SP C320DN with an optional Hard Disk Drive (HDD) that comes with Ricoh’s DataOverwriteSecurity System (DOSS). This utility effectively overwrites data on the HDD after each print job. “In a current business environment that is constantly in flux, printing remains one of the fundamental functions that companies cannot operate without,” said Shun Sato, senior vice
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Konica Minolta to Preview PageScope Mobile at ON DEMAND > Edit Post

Art Post (Guest) ·
and images.PageScope Mobile will enable users to utilize their business documents in a variety of creative ways and take advantage of mobility with the iPhone, iPad and iPod touch.With the launch of PageScope Mobile, Konica Minolta continues its legacy of innovation to support today's mobile professional. Now mobile professionals can: Print Emails and attachments directly to a bizhub MFP. Printing of PDF, TIFF, JPEG and XPS documents are supported. Scan paper documents at high speed from a
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Sagemcom Launches Two New Ricoh Connectors for MFP Fax Server Integration

Art Post (Guest) ·
Inc. “Organizations in virtually every industry are increasingly deploying MFPs to consolidate the diverse peripherals deployed in traditional printing, copying, scanning, and faxing. Our new Sagemcom-developed connectors embellish Ricoh MFPs with feature-rich IP fax and document management functionalities common to both XMediusFAX and OpenLine, saving organizations thousands of dollars every year.” ABOUT SAGEMCOM A French, international scale, high-tech company, Sagemcom is working to
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Screen and Konica Minolta announce marketing agreement on Truepress Jet520

Art Post (Guest) ·
Rolling Meadows, Ill. — Screen (USA) announced an agreement with Konica Minolta Business Solutions U.S.A., Inc. that will provide the two companies’ customers with more options in choosing high-end, production-class inkjet printing systems. Under the agreement, Konica Minolta will market the Screen Truepress Jet520 family of inkjet web presses. The partnership gives the Truepress Jet520 series access to Konica Minolta’s direct sales network while broadening Konica Minolta’s portfolio into the
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Konica Minolta's bizhub PRESS C8000 Receives Highest Product Rating from BERTL

Art Post (Guest) ·
contact James Norberto at JNorberto@kmbs.konicaminolta.us. About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is a leader in advanced imaging and networking technologies for the desktop to the print shop. Konica Minolta has been named Supplier of the Year by both the Allegra Network and the National Association of Quick Printers (NAQP), as well as received the Sales Support Award from Mail Boxes Etc., Inc. For more information, please visit www.CountOnKonicaMinolta.com and follow
Member

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Copier, Printer and Plotter Maintenance Services

Art Post (Guest) ·
Copier, Printer and Plotter Maintenance Services Solicitation Number: FA5707-11-R-0012_Copier_Printer_Maintenance Notice Type: Combined Synopsis/Solicitation Synopsis: Added: Mar 17, 2011 5:23 am Solicitation FA4600-11-R-0012, Copier, Printer and Plotter Maintenance. Contractor shall provide all personnel, materials and services needed to fulfill this contract in accordance with the performance work statement. Please review the solicitation and all attachments for all details. This solicitation
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Re: How will the earth quake in Japan affect...

Art Post (Guest) ·
minimal," he said. "We are in touch with customers and will be doing what we can to support them in their own recovery efforts." All Kodak employees and their families in Japan are accounted for and safe, Veronda said. No manufacturing operations of Fuji Xerox Ltd., the joint RD and manufacturing partnership between Xerox Corp. and Japanese photo and printing company Fujifilm, were in the areas of Japan most hit by the quake, said Xerox Corp. spokesman Bill McKee. But some sales operations were
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School estimates copiers are .14 cents less....

Art Post (Guest) ·
In other business, printer and copier usage was discussed. An audit outlining the cost per page for printers versus the cost per page for copiers was performed on the schools’ equipment. It was concluded that routing all the computers to a central copiers through a network will save money. The savings is an estimated 14 cents per page. http://www.wnewsj.com/main.asp...amp;ArticleID=188644
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The board is scheduled to vote in April on a proposal to contract with Ricoh for prin

Art Post (Guest) ·
from $174,000 to $168,000, she said. The cost of printer toner would go down at least 40 to 50 percent from its current level of about $60,000 she said. The deal with Richo would include software that would track and allow supervisors to manage and control printing operations. Only authenticated documents would be printed, reducing waste and increasing confidentiality, she said. The most suitable device would be used for each job, which in many instances would mean printing on copiers, the less
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Océ a Sponsor of Sixth Annual INTERQUEST 2011 Digital Book Printing Forum

Art Post (Guest) ·
Robinson joins peers from Frederic Printing, Hamilton Books and Webcom on the “Book Printers Progress Report Panel”. These leading book printers will present their experiences, applications and challenges with digital printing. They also explain how the latest digital print technology developments—both monochrome and color—enhance their solutions and expand their applications. “INTERQUEST seminars bring together important information through surveys and a broad range of speakers to stimulate
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Canon Imagepress C7010VP with Océ Prismasync workflow

Art Post (Guest) ·
. With this launch, Canon and Océ demonstrate that they are stronger together and aim to become the global leader in the print industry. The Imagepress C7010VPS series takes colour production printing and workflow efficiency to the next level, offering customers the unique benefits of a press that combines Canon’s proven digital colour press technology with Océ Prismasync operation management. For print professionals, the merging of front end and printing press into one integrated system delivers
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Re: Should you ever sell something for nothing?

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I am just about....37 yrs young. Started with in 1993, SR year of high school part time servicing printers. After 2yrs of serving printers, married for 1 yr to my high school sweetheart I was envious of all the "copier reps" driving nice BMW's etc...I asked if I could start selling. When I first started selling in 1995 we carried Canon/Mita. I had an uncle who sold copiers and typewriters back in the early 70's and managed a large dealership in CA until his retirement in 1990. When I went to
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Re: Ricoh Stops Operations at three key plants!!

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quote: Originally posted by Art Post: GINTEL: Whats your take on the closing of factories, who's gonna get hit the hardest??? Ricoh, Canon, Xerox???? Hey Art, Didn't notice your question till now. I do not know for sure. I know that so much of the hardware are built in China/Taiwan/etc and that most Japan-based manufacturing facilities are nowhere near the tsunami zone, so there is no actual damage to the plants. That said, the factories, shipping operations, and corporate HQs are certainly not
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Small savings coming in for park department

Art Post (Guest) ·
Crawfordsville Parks and Recreation director Roger Neal will take any amount of savings he can find. Tuesday evening the park board authorized Neal to enter into a contract for a new copier. The new contract will save the department approximately $850 per year over the next five years. Not only does the new copier cost less per month, it also increases the number of copies the department can make monthly without being charged an overage fee — the number has jumped from 12,500 to 13,000. The
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sales manager comp plan

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Interested in discussing basic comp plan for sales manager. My rule of thumb is a non selling sales manager should recieve total comp equal to about 5% of hardware sales of the team he manages. I'd be interested in seeing how that stacks up with everyone else. Thanks for any input!
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Ricoh & Japan Earthquake and Tsunami Assistance and Updates

Art Post (Guest) ·
to Ricoh's customized site to them as well. We will also post the link on ricoh-usa.com and ikon.com for our partners and customers who want to contribute to the American Red Cross. Update on manufacturing sites and FAQ I want to share additional updates from Ricoh Company, Ltd. on the status Ricoh manufacturing sites in Japan affected by the earthquake and tsunami. An update is posted on Ricoh's global web site, with information as of March 16. As outlined, as of March 16, operations have been
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Managed Print Marketing Becomes Newest Foundation Member of

Art Post (Guest) ·
Marketing (MPM) provides online marketing resources and programs to help companies grow even in tough economies. Organizations use MPM tools like Bizzmail as a virtual video “sales rep” and AutoSniper to manage email marketing campaigns. Managed Print Marketing was a 2010 MPSA Leadership Award first place winner in the Best Sales and Marketing Service Provider category. Membership Is Showcase for Capabilities “Foundation membership aligns with our goal of being a global leader in managed print marketing
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Canon U.S.A. Showcases Vast Lineup Of Innovative Solutions At AIIM On Demand Exhibiti

Art Post (Guest) ·
ongoing commitment to delivering best-in-class solutions across all elements of our product portfolio," said Junichi Yo****ake, senior vice president and general manager, Imaging Systems Group, Canon U.S.A. Incorporating significant advances in Canon's evolving inkjet technology, the DreamLabo 5000 inkjet printer represents the Company's inaugural entry into the production photo printing market. Utilizing Canon's FINE (Full-photolithography Inkjet Nozzle Engineering) print-head technology, the
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Sales Manager Advice

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I currently have 6 sales territories being handled by 3 sales reps. I need to add and train reps. I want to hire a sales manager to hire, train and work with my sales team. Some people have advised me to hire a selling sales manager that works a territory and supervises the team because that way the sales manager can earn more $$ making the job more atrractive. My gut feeling is I need a manager that is 100% paid on what the team does. I'm afraid that if it's a choice between building a team or
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Copier Lease for the Charleston Job Corps Center

Art Post (Guest) ·
Solicitation Number: CL032211 Notice Type: Combined Synopsis/Solicitation Synopsis: Added: Mar 22, 2011 8:08 am The Charleston Job Corps Center located at 1000 Kennawa Drive, Charleston, WV 25311, is currently seeking bids to lease a quantity of five (5) copiers. Specifications are attached. The period of performance will be two years with three (3) one year options. Bids should be submitted to Tracy Reichenbach, Buyer, via email, reichenbach.tracy@jobcorps.org, faxed to (606) 886-6048, or
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Re: Vendors promised managed print services as a way to avoid shrinking printer margins,

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quote: Originally posted by Art Post: "It’s much cheaper buying managed print services if you cut out the middle man.” This is almost universally true. In the case of HP, it is only not true because of the price difference in HP toner and non-HP toner. We'd be hard-pressed to beat (for example) Ricoh on price selling toner we buy from Ricoh.
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Re: How will the earth quake in Japan affect...

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I wonder what the effect will be on other manufacturers such as Sharp & Konica Minolta?
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Re: C900 - DocuCopy Reinforced Papers

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I've had good results in the past with Xerox Nuvera, 4095, & 4110. Also runs well on Konica-Minolta 92/950 & 1050 series. I know of a customer who ran almost a million sheets on the KM 1050, without a single jam.
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Re: Ricoh Stops Operations at three key plants!!

Art Post (Guest) ·
GINTEL: Whats your take on the closing of factories, who's gonna get hit the hardest??? Ricoh, Canon, Xerox????
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ST. MATTHEWS -approves copier

Art Post (Guest) ·
As requested by Clerk of Court Ken Hasty, agreed to purchase a $5,290 copier to replace the old one. http://www.thetandd.com/news/a...a5-001cc4c03286.html
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Ricoh 3035 help, please

Art Post (Guest) ·
I know this is old however if a user has n aficio 3035, they were scnning with XP, got Vista and Windows 7 on the network now, is there something special needed to enable scan2folder again??
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Ricoh SpC210Sf not feeding out of paper tray reliably

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Does anyone know how to change the paper cassette feed tire on this machine? There is a "C" clip that comes off and I can see the end of the shaft to the left but there is not enough room to slide it off. Is there another clip or something on the feed...
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Ricoh DX4542 e21-Help

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As soon as I turn it on it goes to E21 code, help. e-mail: foothillcc@comcast.net
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What's up with CaNON & Production in Japan

Art Post (Guest) ·
Canon has seen more plants closed than any other mfp manufacturer in Japan. How were they affected other than having 8 plants down, does any have any affitional info on them?
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Newest Versions of Océ PRISMA Software

Art Post (Guest) ·
. # # # Océ and Canon: Stronger together In 2010 Océ joined the Canon Group of companies with headquarters in Tokyo, Japan, to create the global leader in the printing industry. Canon develops, manufactures and markets a growing line-up of copying machines, printers, cameras, optical and other products that meet a diverse range of customer needs. Canon employs more than 170,000 people worldwide. Global revenues in 2010 were more than $45 billion. For more information visit http://www.canon.com
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Further to last week’s report on the impact of the earthquake and tsunami on Japan’s

Art Post (Guest) ·
), Tohoku Rioch (MFPs, printesr and toner), Ricoh Printing Systems (production printing products) and Gotemba Plant (MFPs and printers). Meantime, Olympus has added to the earthquake relief fund with a donation of Yen100 million ($1.2 million). Panasonic, Sony and Canon have each donated Yen300 million ($3.6 million) to various relief organisations while Nikon has donated Yen100 million ($1.2 million). Panasonic has also donated 500,000 batteries, 10,000 radios, 10,000 torchlights and 4000 Sanyo solar
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LEASE OF DIGITAL COPIERS in CA

Art Post (Guest) ·
REQUEST FOR PROPOSAL Solicitation Number: CL030811 Agency/Office: Sacramento Job Corps Location: 3100 Meadowview Road Sacramento, CA 95832 Title: Lease of Digital Copiers Description: Sacramento Job Corps is requesting proposals (RFP) from qualified suppliers to establish a contract to start from July 18, 2011 through June 30, 2012 with one (1) year renewal option for the provision of digital copy machines wherein the contractor supplies the copier, training, maintenance, repairs, parts, and
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Large Copier Bid in Boston, MA

Art Post (Guest) ·
City of Boston's Bids & RFPs Advertisement City of Boston ASD-PURCHASING. Invitation For Bids to provide copier – based Multi-Function Devices, FISCAL YEARS 2011 & 2012 NOTE:For information specific to this particular bid, please contact Frank Duggan, at 617-635-4326. -------------------------------------------------------------------------------- 3/21/11 - 4/8/11 Bids The City of Boston, (the City), acting by its Purchasing Agent invites Bids from interested and qualified vendors to provide
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New Ricoh SPC210SF needed

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Anyone know where I can find a new Ricoh SPC210SF that is brand new for around $450 including shipping to Maryland? I found one for $750 but that is way too high, this model has been out of production for many years. Just need a new one if it's affordable for a customer. Thanks for any help!
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Re: How will the earth quake in Japan affect...

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Toshiba manages 17 of 55 nuclear reactors in Japan including at least two of the reactors at the stricken Fukushima plant. The reactors are all made by GE Version 1, which is an old design. Toshiba's share price has declined 26% in the last two days but recently rebounded 5%. Many Japanese workers are being asked to work from home to save electricity and transport. Commuter traffic in Tokyo is way down as low level of radiation in the city keep residents off the streets. Foreign Bankers are
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Re: Should you ever sell something for nothing?

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I agree with you. Unfortunately many sales reps don't have the long term approach to realize that they are developing a territory almost like their own business. A sale is not just valued by the commission you make, it is also a seed you are planting. or as my first sales manager always told me, "copiers have babies"
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Re: Tameran Folders

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I would not sell the 5100 or 7140 without a Tameran stacker or finisher of some sort attached too it. Last year I sold a 7140 (the 14 D per minute) to a busy contracting office. First one I ever did. Delivered the machine with Ricoh's standard output attachments. I found out real quick that in the real world the Ricoh output attachments are useless. The combination of the machine being so fast and multiple users sending various size prints to the machine before previous jobs were removed leads
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Re: School estimates copiers are .14 cents less....

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quote: Originally posted by Art Post: It was concluded that routing all the computers to a central copiers through a network will save money. Wow, that's a trainwreck of a sentence. quote: The savings is an estimated 14 cents per page. Hrmmm. I think the audit must have been done by a guy trying to sell some copiers...
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Re: Sales Manager Advice

Art Post (Guest) ·
Take it from me. I've got a "selling manager" and he's a good sales person and a good manager, however I'm a firm beleiver that you can't do two things at once and excel with both of them. I'm the only tenured rep on my team. I still have many questions after being in the business for 31 years, such as policy, pricing, ordering, and many others and most of my needs and wants are more complex than the "newbies", thus I find myself taking a back seat waiting for information or direction longer
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Need help ASAP!!

Art Post (Guest) ·
Can anyone email me the paper specs (think this from the tech manual) for the SP821DNX, the customer threw me a curve on install and needs to print 80lb 216gsm gloss cover from the from the paper trays. The system is rated for the gsm from the paper bank however not sure about the type of stock, also looking see if there is anything similar that Ricoh recommends. Please!!!!
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Should you ever sell something for nothing?

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I think it is a mistake for reps to feel like they need to make money on every deal or they won't do the deal. Every month or two there is a sale that I make that I don't make a dime. It may be a charity I believe in. It may be an account I want to penetrate. I may give up my GP by throwing in a printer in the hope that I get future printer business. There are any number of reasons but it happens pretty regularly. Let me preface my next statement by saying that I have been known as somewhat of
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Re: How will the earth quake in Japan affect...

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Thanks Art Yesterday Ricoh announced that they had shut down 6 factories, You may need Google translate!
 
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MSP & MSSP & IT Industry Notes

MSP, MSSP and IT Notes Industry March 14th, 2021

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There are two IT FREE leads including in this weeks notes!

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.

Logicalis US Strengthens Leadership Team with Five Executive Appointments

  • Announced five executive appointments that underscore an ongoing investment in its practices, people and role as Architects of Change™
  • Promotions of Jeff Wilms to Chief Revenue Officer; Ed Konopasek to Senior Vice President, Integrated Practices; Brandon Harris to Vice President, Modern Data Center; Jeff Earll to Area Vice President of Sales, Michigan; and Doug Harvey to Area Vice President of Sales, Cleveland and Pittsburgh

Bavarian State Ministry of Justice selects CGI to drive digitization and innovation

  • Six-year managed IT services contract valued at 250 million euros
  • Help evolve the ministry's IT infrastructure
  • 220 locations across Bavaria
  • To advance its IT modernization and the digitization of its business and IT workflows

Hyland Software makes announcements

  • Headquartered in Cleveland, Ohio, and maker of OnBase ECM solutions
  • Announced it has expanded its Hyland Cloud to leverage Amazon Web Services in Oregon and Frankfort, Germany
  • Claims that 1,175 organizations in 29 countries in Hyland Cloud
  • Also announced it has acquired Nuxeo, a content services platform and digital asset management (DAM) provider

Barracuda enhances solution and service offering for today's security-centric MSP

  • Barracuda CloudGen Access makes Zero Trust Network Access (ZTNA) capabilities available to Barracuda's MSP Partners
  • Enhancements to Barracuda's cloud-based remote monitoring and management platform, now called Barracuda RMM, deliver expanded integrations, improved Microsoft patch management capabilities, and more

Ricoh CEO details plans for future

Interview published in Japan Times magazine of Jake Yama****a, president and CEO

  • Sales in its DocuWare ECM division up 48% in Europe in 2020
  • Aims to shift to a digital services company
  • Goal of 150 billion yen in operating profits by 2025
  • Reorganizing company into 5 divisions:
    • Digital Services (office and remote task solutions, workflow solutions and digital transformation)
    • Digital Products (printers, MFPs, etc.)
    • Graphic Communications (PPS, IP, etc.)
    • Industrial Solutions (thermal and industrial products
    • Futures (healthcare technology, inkjet printed batteries, Smart Vision, new materials, 3D printing, energy harvesting)
    • Will reduce headquarters employees from 3200 to 1600 in 5 years
    • For FY2022, goal is that Digital Services will by 39% of total sales 41% of sales will be Digital Products
  • For FY2023, goal is 40% from Digital Services and 39% from Digital Products
  • For FY2025, goal is 42% from Digital Services and 35% from Digital Products
    • Digital Services will generate 54% of operating profit
    • Digital Products = 25% of operating profit
  • Expects about 30% in-office employee attendance rate
  • Pledged to spend $2.8 billion on acquisitions
  • Is “pursuing alliances with competitors in the A3 color MFP market”

Canon announces restructuring

CEO Fujio Mitari presented “Corporate Strategy for 2021” in Japan

  • Realigning businesses into 4 divisions:
  • Printing (printers, MFPs, wide format, PPS, IP and supplies)
    Aiming to achieve 5% of higher annual growth in this division
    • Optical (cameras and camera equipment)
    • Industrial Equipment
    • Medical
  • In 2025, plans to exceed its record 2007 sales
  • Expects new businesses (semiconductors, displays, legacy Oce’ production print, legacy Axis network cameras and legacy Toshiba medical equipment) to account for 36% or more of total sales
    • Will be 38% or more of operating income
  • For office MFPs, company will focus on cloud apps, software and document scanning
  • Believes that digital commercial production printing is less likely to be affected by paperless trends
  • “will make a full scale entry into industrial printing, in areas such as label and package printing”

Carousel Industries Names Cybersecurity Veteran Zane West as Vice President of Cybersecurity ...

  • Newly created role of Vice President of Cybersecurity Sales & Strategy
  • West will report to Carousel’s Chief Revenue Officer Jim Marsh
  • West most recently was Vice President of Products and Development at Proficio, a leading provider of Managed Detection and Response (MDR) solutions

Quant Funds Choose Enfusion For Investment Management Technology and Managed Services

  • Enfusion signed two clients, Dark Forest Capital Management LP and Welton Investment Partners
  • Modernize operational infrastructure, enhance scalability and increase overall efficiency
  • Welton is leveraging Enfusion's full front-to-back office, SaaS-based investment management platform
  • Dark Forest is utilizing Enfusion's technology platform for shadow accounting and analytics

Returning to Office During Pandemic Requires Attention to Detail

  • Reported on Associationsnow.com
  • Association for Professionals in Infection Control and Epidemiology (APIC), which decided to take a hybrid approach where staff work one day from the office and four days remotely
  • Focused on safety protocols from the moment staff entered the building, to getting up to their desks
    • “The first thing they do is put a glove on and take their temperature,”
    • Elevator capacity is limited
    • “We had 60 radials, the kind you see like you see at Target that say ‘six feet apart,’” Hall said.

Fortinet Expands Engage Partner Program Benefits to Further Enable Channel Business Growth

  • Announcing updates that will help our partners to further reap benefits from the Engage Partner Program
  • The Fortinet Engage 2.0 Partner Program allows partners to develop the expertise needed to deliver on the promise of digital transformation
  • Engage 2.0 Partner Program Expands Benefits
    • New Consumption Models
    • Enhanced Cloud Partner Benefits
    • Additional Specializations
    • Updated NSE Courses to Meet Compliance Requirements

WatchGuard enhances MSP cloud platform

  • Reported on Computer Weekly
  • WatchGuard has added more capability to its cloud platform
    • managing network security
    • advanced threat detection
    • multi-factor authentication

Datto Acquires BitDam In Bid For SMB MSP Cyber Threat Protection

  • Has acquired BitDam, an Israeli developer of cyber threat detection
  • BitDam is the developer of the Advanced Threat Protection, or ATP, technology
  • Claims offers comprehensive defense against malware, phishing, business email compromise attacks, account compromise, and spam

Synopsys ARC EV Processor Enables Kyocera Document Solutions to Launch AI-enabled ...

  • Kyocera Document Solutions differentiated its intelligent multifunction product SoC using high-performance DesignWare ARC EV6x Processor IP and MetaWare EV Development Toolkit
  • DesignWare EV6x Vision Processors integrate from one to four 512-bit vector DSPs and a CNN engine, providing scalable performance for a wide range of vision applications
  • MetaWare EV Development Toolkit, a suite of tools supporting TensorFlow, Caffe, ONNX, OpenCL C, OpenVX, and OpenCV standards, simplifies application software development

iENSO and Firedome announce a partnership to bring real-time cybersecurity to IoT brands

  • Announced today a partnership to protect connected devices with embedded vision
  • iENSO is an embedded vision system provider focused on Edge AI and cloud connectivity
  • Firedome is the world's first provider of real-time endpoint cybersecurity for IoT devices

AT&T Cybersecurity Launches Managed SASE Solution

  • Expanding its portfolio of Managed Security Services through its alliance with Fortinet
  • AT&T SASE with Fortinet is the first, global managed SASE solution at scale that unifies software-defined wide-area network (SD-WAN) with essential network security functions of the SASE framework and 24x7 management

Ricoh Canada becomes a RelativityOne Gold Partner

  • Announced that it has become a RelativityOne Gold Partner
  • "It is clear that Relativity is the leader in the eDiscovery space, and, through this elevated status, we continue our dedication to providing our clients with best-in-class solutions."
  • Relativity makes software to help users organize data, discover the truth and act on it

Lead for IT Services in Pennsylvania

Lead for IT Services in Missouri

Cybersecurity Notes

  • The federal government, via Department of Health & Human Services’ Office For Civil Rights, is reminding all healthcare facilities that they have until 3/1/2021 to report any breaches that exposed PHI of fewer than 500 patients.
  • Crowdstrike published report warning the healthcare industry of increased cyberattacks from state sponsored hacking gangs located in:
    • North Korea
    • Vietnam
    • Iran
    • Russia
    • China
    • ZDNet is warning of a sharp rise in hacking attacks aimed at colleges and universities.
      • Up 100% YoY
      • Average ransom paid = $447,000
    • Margaret’s Health of Spring Valley, Illinois notified an unknown number of patients that their PHI was exposed after cyber attack.
    • Watermark Retirement Communities, headquartered in Tucson, Arizona, notified patients in 10 states that their PHI may have been exposed after a “cyber intrusion”
    • Kroger Corp., which operates grocery stores across the U.S., and in Cincinnati, OH, an unknown number of customers that their info may have been exposed after a cybersecurity incident.
    • Automatic Funds Transfer Service, headquartered in Seattle, WA, notified an unknown number of customers that their info may have been exposed after being hit by “Cuba” ransomware gang. Customer impacted include:
      • State of California Department of Motor Vehicles
      • City of Seattle, WA
      • City of Auburn, WA
      • City of Kirkland, WA
      • City of Lynnwood, WA
      • City of Monroe, WA
      • City of Puyallup, WA
      • City of Redmond, WA
      • Lakewood Water District of Seattle
      • Port of Edmonds, WA
    • Harvard Eye Associates, headquartered in Laguna Hills, CA notified 29,982 patients that their PHI may have been exposed after being hit by ransomware. Also impacted is Alicia Surgery Center.
    • Kaspersky Security published results of research on data security:
      • $6 trillion = estimated annual loss in U.S. in 2021 from cyber crime
      • $12.9 billion = estimated size of threat intelligence market by 2023
      • $5.2 trillion = total value at risk from cybercrime over next 5 years
    • Bombardier, a manufacturer of airplanes, with U.S. headquarters located in Dallas, TX, notified an unknown number of customers that their info may have been exposed after attack from the Clop ransomware gang.
    • Georgetown County of South Carolina notified an unknown number of citizens that their info may have been exposed after ransomware attack.
    • Fisher-Titus Medical Center of Ohio notified an unknown number of patients had their PHI exposed after email phishing attack.
    • Family Medical Center of Griffin, Georgia, part of Gore Medical Management, recently began notifying 79,100 patients that their PHI may have been exposed through a hacking incident
      • FBI notified it of the data theft in November 2020 after finding the stolen files on a third-party computer that was not part of Family Medical Center's practice
    • Florida Studio Theatre of Sarasota, FL notified an unknown number of employees and customers that their info was exposed after ransomware attack
    • Researchers at University of Kentucky and Michigan State University have found that more than 100 American colleges have been hacked by Chinese hackers including:
      • Florida State University Law School
      • Clemson University
      • Penn State
      • MIT
      • Columbia
      • Purdue University
      • UCLA
    • Jacobson Memorial Hospital and Care Center of Elgin, North Dakota informed 1,547 patients that their PHI was exposed after email phishing attack
    • Cornerstone Care of Pennsylvania notified 11,487 patients that their PHI was exposed after email phishing attack
    • TikTok, a video sharing app controlled by the Chinese government, agreed to pay $92 million to settle lawsuit regarding breach of info of 89 million users.
    • Morgan County of Missouri notified an unknown number of citizens that their info may have been exposed after DoppelPaymer ransomware attack.
    • An unidentified bank in Magnolia, Arkansas is notifying customers that their info was exposed after a former employee illegally accessed and used info to make fraudulent purchases.
    • Clubhouse, a popular audio chatroom app, notified an unknown number of users that their info may have been exposed after a recent breach.
    • IBM report states that ransomware attacks increased 20% YoY
      • Double extortion tactics used in 59% of case
    • Dion Melton and Dominic Smith of Norfolk, VA men pleaded guilty to conspiracy to commit wire fraud and aggravated identity theft as part of a scheme to purchase alcohol for resale from Virginia Alcoholic Beverage Control Authority (ABC) stores with stolen credit, debit, and pre-paid gift card numbers.
    • T-Mobile, headquartered in Bellevue, Washington, has disclosed a data breach after an unknown number of customers were apparently affected by SIM swap at


 
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3 Building Blocks Sales Professionals Use To Strengthen Their Confidence

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“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy.”
Dale Carnegie

Sales is hard. It’s definitely not for the weak at heart. It requires a laser focused mindset to really be successful.

One often overlooked factor to becoming a great sales professional is confidence. The confidence and believability you have in yourself.

You must believe in yourself first.

How much of what you will achieve in sales, depends on how much you believe in your abilities.

How many of us, me included, often lack self-belief during the times when we need it the most?

Insecurities in times of uncertainty and doubt, make us believe we are not capable of achieving whatever it is we have set out to do.

Successful people have the confidence to take risks that unsuccessful people try to avoid.

When is the last time you double-downed on yourself?

“When you doubt your power, you give power to your doubt.”
Honore de Balzac

CONFIDENCE IS CRITICAL

In research conducted by Steve Martin for his book, "The Sales Strategy Playbook, The Ultimate Reference Guide to Solve Your Toughest Sales Challenges.", his goal was to understand what’s really on customers’ minds.

I would like to bring you to two questions he focused on...

What are their perceptions of the salespeople they meet, and how do they ultimately choose between them?

  • Only 31% of salespeople converse effectively with senior executives
  • 54% of salespeople clearly explain how their solution positively impacts a customer’s business

Startling isn't it?

How much do you believe that a lack of confidence played a significant factor with these percentages?

How can your clients or prospects trust you if you don’t communicate like an expert?

Increase your confidence by:

  • Valuing yourself
  • Finding your passion
  • Changing your mindset
  • Building genuine and authentic relationships

BUILDING CONFIDENCE

How do you build confidence in a genuine and authentic manner in a sales world where one gets rejected frequently?

Words matter and your message matters... Sales is about accomplishing a transfer of confidence.

DON'T COMPARE YOURSELF TO OTHERS

The comparison game, especially in sales, is as old as humanity. Comparing yourself to others does absolutely nothing but place the power with the other person. Channel the focus and attention on you!

Stop comparing yourself to every other sales rep's highlight reels

The comparison game is a mental game and is a waste of your time. It mentally drains you. Seek to catch yourself and avoid comparison triggers if the activity doesn’t add meaning or any real value to you.

The grass isn't always greener on the other side of the sales comparison fence. It all depends on how you view yourself.

INVEST IN YOURSELF

Hands down, investing in yourself has one of the best returns on investments. A true sales professional takes responsibility in developing their gifts and talents, in order to best serve their clients.

You must love yourself before you can expect your clients to love you.

Look in the mirror and repeat after me...

  • I'm worth it
  • I'm of value
  • I will create the best version of me

Then repeat, repeat and then repeat some more...

I am a value creator

Investing in yourself, it sends a powerful message not only to you but to the business community. When you’re willing to say 'YES' to confidence and invest in yourself, your clients and prospects will provide you with amazing rewards.

LISTEN TO YOUR INNER VOICE

Don’t let the voice or opinions from others squash your inner voice.

Dig deep and develop the courage to follow your heart. Get real with yourself and ask yourself tough questions. Turn up the inner voice and get radically honest with who you are.

"If you can't get real yourself then how can you get real with your clients?"

Listen to your inner voice and accept you for you. Self-acceptance allows you to slow down, pay attention, and take note of what is going on inside of you.

Heartfelt sales professionals take responsibility for their choices and actions. They know they're the authors of their own sales lives.

GET REAL

Uncovering the real you is scary, but well worth the journey. You must get real and radically honest with who you really are.

Rip off the mask you're wearing. You can't wear the mask forever. It gets old and eventually it will destroy your authentic self.

Be the real you, not an imposter. Lord knows, there are enough empty suits running around the sales world.

Be yourself and quit trying to be someone else

I encourage you to build confidence in your abilities.

I challenge you both personally and professionally in these 5 areas:

  • Seek to become an expert
  • Consistently crave feedback on YOU
  • Become radically honest with yourself
  • Create a morning ritual
  • Never ever, ever, ever, ever stop learning

YOUR HOMEWORK: BUILD YOUR CONFIDENCE

Develop a morning routine, ritual and self-reflect.

Building a self-confidence routine may be as simple as spending the first 45 minutes of every morning in solitude.

Asking yourself these questions...

  • What am I grateful for?
  • What am I proud of?
  • What is my purpose?
  • What went well for me?
  • What lights my fire?

Projecting just enough confidence helps you gain credibility, makes for a good first impression and helps you to deal with pressure that comes with being a sales professional.

What daily confidence building questions do you ask yourself?

“Confidence is contagious. So is lack of confidence.”
Vince Lombardi
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.

No alt text provided for this image

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.

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. 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 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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This Week in the Copier Industry 5 Years Ago

The Week in Copiers Five Years Ago

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The Week in Copiers Five Years Ago

Third Week of March 2016

What Is Digital Transformation?

Digital transformation is the process of using digital technologies to create new — or modify existing — business processes, culture, and customer experiences to meet changing business and market requirements. This re-imagining of business in the digital age is digital transformation (from Sales Force)

Enjoy These Awesome Copier Threads from 5 Years Ago This Week!

Konica Minolta Acquires Meridian Imaging, Expands as Strategic Solutions Provider

Art Post ·
RAMSEY, N.J. — March 16, 2016 — Konica Minolta Business Solutions U.S.A. (Konica Minolta), has announced the acquisition of Meridian Imaging Solutions, a hybrid company with Managed Print and IT Services, in an effort to expand its footprint in the Washington, DC, area. With strong government and commercial operations, Meridian has a 30-year record of success and a national reputation for service excellence and integrating office technologies. The acquisition accelerates Konica Minolta’s main
Blog Post

3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn

Larry Levine ·
In a previous post, I referenced how copier reps can boost their close rate by branding themselves correctly on LinkedIn. Inside Hubspot's State of Inbound 2015 , Salespeople cite prospecting as their #1 challenge when ranking the most difficult parts of the sales process. We must make prospecting for NET NEW business a priority. This is the fuel to keep sales funnels consistent. Think about this quote for a minute and let it sink in... "Opportunities are usually disguised as hard work, so
Topic

OKI Sponsors the LinkedIn Copier Sales Roadshow

Art Post ·
initiative,” said Larry Levine , Social Sales Coach for the Social Sales Academy. “I’m looking forward to sharing the best of how I personally used LinkedIn in the field as a copier sales rep.” Sponsored by the Social Sales Academy ( www.socialsalesacademy.com ) the LinkedIn Copier Sales Roadshow equips copier sales reps to use LinkedIn to grow sales. In addition to OKI, the roadshow’s primary sponsors include Wells Fargo and Print Audit along with the Business Technology Association, Compass
Topic

Canon Has Agreed To Purchase Toshiba’s Medical Unit After Toshiba Scandal

Art Post ·
Canon Inc. has agreed to pay roughly 665.5 billion yen ($5.9 billion) to purchase Toshiba’s medical equipment unit. Toshiba continues to sell off units to focus on its core business in the wake of a massive accounting scandal last year. According to the terms of the deal, Canon will acquire 100 percent of Toshiba Medical System’s common stock. The acquisition gives Canon control of a company that develops and sells technical services for medical equipment, including diagnostic X-ray systems
Topic

SpeedPro Imaging Franchisees See Significant Savings in Time and Money with the EFI H1625 LED Hybrid Printer

Art Post ·
-saving, “cool cure” LED technology that gives users the ability to print on substrates that cannot withstand the heat of other drying or curing methods. The printer also offers high uptime with simple, automated operational and maintenance features. SpeedPro Imaging’s franchise network of more than 120 studios currently operates in 31 states, with a Canadian affiliate that has locations in eight provinces. The SpeedPro-certified EFI LED printer has been available to the network since mid-2015
Topic

Bottomline Ink expands variable data application offerings with Ricoh solutions

Art Post ·
MALVERN, Pa. , March 16, 2016 /PRNewswire/ -- Ricoh today announced that Bottomline Ink , an Ohio -based print management, digital print and fulfillment services provider, has further expanded its variable data printing (VDP) portfolio by adding the RICOH Pro C9110 platform to its operation. This latest addition from Ricoh further enables the company to better meet the digital print demands of its growing North American customer base. "We started working with data driven applications back
Blog Post

Five Tips for Better Scanning of Documents with Your Copier

Art Post ·
Right before I left for a trip to Texas, I received and order from a net new customer for the replacement of their old digital copier for a new digital copier. When I opened the .pdf that contained three pages, I saw that the quality of the scan was poor, so poor in fact that it looked like the document had been faxed. For those of us in the industry, we know that scanned documents, especially lease documents need to be readable. Poor quality scans will not be accepted by the leasing companies
Topic

Canon U.S.A. Announces New Short Throw LCOS Projector With Outstanding Lens Shift Ideal For Applications Requiring Remarkable Image Quality And Installation Flexibility

Art Post ·
a combination of core advanced optical and image processing technologies: Genuine Canon Lens – utilizes a combination of dual-sided aspherical and Ultra Low Dispersion (UD) lens elements, as well as a wide F2.7 aperture, to produce sharp and clear images, even when projecting on curved surfaces. Canon's LCOS Technology with AISYS-enhancement – LCOS is an advanced hybrid technology renowned for delivering virtually seamless images and low-latency playback for improved display of video content
Topic

Epson Releases Firmware Update for SureColor T-Series Large-Format Printers

Art Post ·
LONG BEACH, Calif. — March 15, 2016 — Epson today released enhanced firmware for its current generation of SureColor T-Series large-format color printers — the T3270, T5270, T7270, T5270D and T7270D. The new firmware enhancements, coupled with Epson’s latest PrecisionCore TFP print head and Epson UltraChrome XD pigment ink, provide technical, corporate, marketing and government professionals a combination of precision, performance and productivity with best-in-class printing and scanning
Topic

Xerox Global Imaging Systems Acquires Imagetek Office Systems; Expands Presence in Texas Regional Market

Art Post ·
companies in the United States that sell and service document management systems such as printers , copiers and multifunction devices ; network integration services; and electronic presentation systems.As an office technology dealer, Global Imaging Systems sells products from various suppliers including Xerox . Xerox acquired Global Imaging Systems in 2007, and operates it as a wholly owned subsidiary within Xerox’s North American operations. About Xerox Xerox (NYSE: XRX) is helping change the
Topic

KYOCERA TASKalfa 406ci Highly Recommended by Buyers Laboratory

Art Post ·
Osaka, Japan - March 16, 2016 - KYOCERA Document Solutions Inc., one of the world's leading document solutions companies, today announced that Buyers Laboratory LLC (BLI) has certified the Kyocera TASKalfa 406ci multifunctional printer (MFP) as both "Highly Recommended" and "Highly Reliable" for 2016. BLI is a leading independent provider of product intelligence for the imaging industry, trusted by buyers and IT directors around the world. BLI cited Kyocera's "outstanding reliability," and
Topic Premium

Lead for copier maintenance (10) in West Virginia

Art Post ·
months. 8. Ricoh MP750SP, Serial Number W875L300039, #8121. Allowance if 15,000 copies per month at amount____ per copy for 12 months. 9. Ricoh MP7502SP, Serial Number W875L500252, # 7987. Allowance of 15,000 copies per month at amount___ per copy for 12 months. 10. Extra Copies: Allowance for extra copies, staples, supplies and shipping freight for toner. Twelve month maintenance agreement for 9 copiers in the NIOSH Facility, Morgantown, WV. Allowance of 15,000 copies per month at stated above
Blog Post

Why Selling Copiers is a lot like Fishing

Art Post ·
nothing and went home with no fish. Seems to me this is a lot like sales, you can be thesales personwho only goes after the big ones or thesalesperson who is willing to work harder and take the smaller ones. Day in and day out thesalesperson who works hard and takes the smallerdealscan out sellthe sales person who waits on the big ones. I've always stated that I may not be the best sales person nor the best closer, however what I will do is out work everyone else. A friend of mine once said
Topic

Konica and Kyocera Dealer Pricing

Moody ·
I don't know if it's this time of year or that manufacturers are just getting aggressive all over in Florida. It kinda takes away the "solution" selling that we all strive for when manufacturers drop their pants on the larger deals. Does anyone have the Konica and Kyocera dealer pricing?
Topic Premium

Lead for Two Production Copiers in North Carolina

Art Post ·
(1) Black and White and (1) Color Copier Production Lease Back Add to my folder Print Agency: State Government of North Carolina ( website ) State: North Carolina Level of Government: State Local Category: 74 - Office Machines Opps ID: ADP14582211560000774 Posted Date: Mar 17, 2016 Due Date: Apr 5, 2016 Solicitation No: 90-201415-52 Source: https://www.ips.state.nc.us/ip... Bid Number Description Date Issued Bid Opening Date Bid Opening Time Help 90-201415-52 (1) Black and White and (1) Color
Topic

NEW KCI TOUCHPOINT 3DFAB + PRINT AT drupa 2016

Art Post ·
have some fun! Have a drink with us and make some new friends and business partners.You might also just be the lucky person who wins one of the Cubicon Style3D printers that will be given away, or gets a free scaled bust of yourself,printed by one of our partners, “ said Leslie Wood, Account Manager 3D fab+print. The touchpoint will encompass a daily scheduleof interactive 10 – 15 minute presentation sessions, followed by a question and answer session with the audience.Some of the leading
Topic

ABBYY Announces Trademark License Agreement With Xerox

Art Post ·
offers are distinct because we combine Xerox's expertise in document workflow technologies with an innovator in translation solutions in ABBYY," said Bertrand Cerisier, vice president, global marketing, Office Solutions Business Group, Xerox. "Through the use of MFPs, smartphones and a cloud infrastructure, we're bringing an innovative capacity for localization to organizations both large and small and in all countries" "Xerox is providing a model of innovation," said Dean Tang, president and CEO
Topic

CANON SOLUTIONS AMERICA thINK CUSTOMER COMMUNITY ADDS NEW MEMBER TO BOARD OF DIRECTORS

Art Post ·
expected to attend, making it the largest user group event for inkjet production printing. Attendees can expect expanded educational opportunities with sessions on both the business and production sides of inkjet, given by thINK members and inkjet subject-matter experts. About thINK Forum thINK is an independent community of Canon Solutions America Production Print customers, solution partners, and print industry experts. Led by some of the most successful inkjet service providers in the country
Topic

Foxconn seeking guidance on Sharp fourth-quarter, deal may not come this week

Art Post ·
Taiwan's Foxconn is seeking guidance from Japan's Sharp Corp on its latest quarterly performance as part of its efforts to finalize a planned acquisition of the ailing electronics maker, a person familiar with the matter said. Investors are on edge about prospects for the deal - estimated to be worth nearly $6 billion - after a last-minute hitch last month over potential liabilities at Sharp. Concerns that the process is dragging out helped send the display maker's shares tumbling 12 percent on
Topic

INX Digital Introduces High Performance Triangle Wide-Format Inks for VUTEk Series Printers

Art Post ·
company’s history of expertise and tradition in the digital printing market, which supports why INX is the third largest ink manufacturer in the world,” notes Susie Mendelssohn, North American sales manager and international marketing manager for INX Digital. “These ink sets have proven in beta testing to deliver terrific results. They are designed for jetting with outstanding consistency at high speeds, and will generate the type of work that will help printers attract new and repeat business.” GRR
Topic

Foxconn Firms $2.7B Credit Line For Sharp Takeover

Art Post ·
Foxconn, formally known asHon Hai Precision Industry Co., has reached an agreement with Sharp Corp.’s banks to extend a 300 billion yen ($2.7 billion) credit line to the troubled Japanese electronics major, Bloomberg reported, citing Japanese newspaper Yomiuri Shimbun, Saturday. The agreement will reportedly allow Sharp to borrow from its lenders Mizuho Financial Group Inc. and Mitsubishi UFJ Financial Group Inc., if it suffers losses from potential liabilities or needs new investments
Topic

Foxconn Lowering Offer for Japan's Sharp

Art Post ·
Taiwan’s Foxconn is lowering an offer for loss-making Japanese electronics maker Sharp Corp from an initial plan of 489 billion yen ($4.4 billion), the Yomiuri newspaper reported on Sunday. The reason behind the move is that Foxconn appears to be concerned about financial risks of potential liabilities at Sharp and its business outlook, according to Yomiuri. The newspaper did not say how much Foxconn, formally known as Hon Hai Precision Industry, will lower the offer to. A Sharp spokesman
Topic

Hon Hai Sharp purchase unlikely to be concluded in March, claim analysts

Art Post ·
The move is an indication that the marriage of Hon Hai and Sharp is already definitive, some said, adding that the merger will be finalized as early as next week. According to public data publicized by the Taiwan Stock Exchange, Gou put up over 170 million shares as pledged on Feb. 15. The stocks are worth NT$12.69 billion in total value, and based on conventional practice, banks will grant Gou a NT$7.6 billion loan, which is 60 percent of the collateral value. The stocks account for 8.6
Topic

Toshiba Shares Plunge as U.S. Unit Faces Accounting Probe

Art Post ·
falsified financial statements and documents involving its issuance of corporate bonds. U.S. authorities are scrutinizing allegations made in an internal review published last year by the Tokyo-based company, the two people said. The report, a 334-page version of which was published in English on Toshiba’s website in December, said management was complicit in padding profits for almost seven years. It led to the resignations of top officials, including Hisao Tanaka, Toshiba’ president and chief
Topic

Samsung Might Plan To Outbid Foxconn In Acquiring Sharp

Art Post ·
Over the past several years, Sharp Corporation has become one of the best mobile display manufacturers in the world, and one of Apple’s main display suppliers for both the iPhone and the iPad lineups. However, as more companies raised the stake in the mobile display business and continued to up the quality of their products all the while decreasing their prices, Sharp began losing a lot of ground to its competitors, and last month the company revealed that it might register losses of $256
Comment

Re: 3 Ways Copier Sales Reps are Nailing Net-New Quotas Using LinkedIn

Larry Levine ·
Thanks Art. Glad you enjoyed.
Topic

3D Printers

Jason H ·
Curious as to know who is selling 3D printers here. We added the product about a year ago. We have had several very good prospects but no takers. We carry 3D Systems and they are about as screwed up as HP as a company. No Support, no one to call and now we realize the product is not that good, especially on the low end. I have spoken to many dealers across the country, mega dealer and small, who have all said they wish they would have never gotten into it and haven't sold hardly any of them. If
Topic

Canon devices and AS400 Systems

Jason H ·
We have a client that has 4 60ppm Ricoh machines and they run an AS400 system. Canon tells me they don't support AS400 languages on any devices. Can anyone give me any insight as to the best course of action with this. We will place 4 6265 MFPS. Thank you
Topic

Demonstrating Mobile Print

jswinberlin ·
I'm thinking about getting an iPad and an Android tablet to put in our showroom so that we can demonstrate different methods of mobile print. Has anyone done this and how is it working for you? There are all kinds of statistics on the amount of webpages accessed from mobile devices and naturally people are going to want to print. I think by demonstrating how easy it can be it might help win some sales.
File Premium

Ricoh MP C2503SP proposal.pdf

Art Post ·
File Premium

Ricoh MP C5100s Proposal.pdf

Art Post ·
Reply

Re: Canon devices and AS400 Systems

Monte ·
My network analyst just suggested this. It's not supported but it may work. With Canon will have to turn on the copier under TCP/IP Settings, LPD Print Settings and RAW Print Settings must both be set to ON. You might also have to force the Canon irADv into PCL instead of Auto.
Reply

Re: Canon devices and AS400 Systems

Jason H ·
Thanks Monte! I also finally got ahold of some Canon people and I was given this link for a company who makes the software and hardware for a few manufacturers to make it work with the AS400. http://www.iocorp.com/adaptio-host-printing It looks like the board is about 1100 dealer cost and that is pretty comparable to what we are having to buy them from Ricoh for.
Reply

Re: Foxconn Lowering Offer for Japan's Sharp

Art Post ·
I mentioned this three weeks ago when I saw the draw back from Foxconn. Sharp has no other alternative move but to accept whatever offer comes it's way. Huge loans are due April 1st to the Japanese banks. Wonder if Gou will stay with the same monetary commitment and get all of Sharp or lower the amount and stay with the same percentage from the original deal. If the offer is less, than Sharp will have to re work it's comeback plan, and I'm sure that comeback plan will affect many of the
Reply

Re: Foxconn Lowering Offer for Japan's Sharp

Art Post ·
Samsung back in the hunt for sharp
Reply

Re: Foxconn Lowering Offer for Japan's Sharp

Art Post ·
Article from last night stated that since Foxconn, is offering 900 million less because of debt and year end financials that Samsung is ready to make a last minute offer for Sharp. This is crazy!
Member

Djhearsey

Member

Plock9

Topic

Sharp Dealer Pricing

Jason H ·
ive asked for quite a bit when it comes to pricing lately but I am quite disgusted by what my reps see in the field from sharp dealers right now. Would anyone be willing to send me the sharp dealer price book to review and strategize. I guess when a manufacturers ship is sinking they will do whatever to move a box.
Topic

Ignite & ITEX 2016: Elephants and Golden Eggs

Art Post ·
Ignite ITEX 2016: Elephants and GoldenEggs by Print Audit I’ve been in the Managed Print Services space for over 14 years and one of my favourite events every year has been the ITEX show. It’s one of those rare shows where you get a 3-for-1: Tradeshow, educational event, and networking bonanza. It is a place to discover new offerings, to learn new ways to do business, and to meet with partners (old and new) in one convenient location. Read more of this post
Topic

Epson launches high speed wide format production range

Art Post ·
Designed for commercial printers, professional photographers, fine art and print service providers, the SC-P10070 and SC-P20070 offer a fast and cost-effective production platform. They consume minimal power and use large pigment based ink cartridges to produce prints that dry quickly to be moisture and abrasion resistant. Output is suitable for a range of applications including large format poster, photo and fine art reproduction, POS and in-store signage, exhibition and display graphics. The
Reply

Re: Sharp Dealer Pricing

Art Post ·
Jason Your sales people need to have the "Come to Jesus" talk with your prospects. In most cases leasing or buying a copier means a long term commitment with that dealer of the manufacturer. Once, I find out that the customer is considering Sharp, I have that moment with them. Sometimes it works and sometimes it doesn't. The prospect needs to know the financial condition of the Sharp, the impeding sale of Sharp and the reason why Foxconn is buying Sharp. We know the reason and it's not because
Reply

Re: 3D Printers

Jason H ·
specialist go in January as she did not have any interest in staying and selling copiers/solutions.
Reply

Re: Ricoh Wide Format update

fisher ·
The biggest thing that jumps out at me with this product is that you are not carrying this machine up a flight of stairs. With the current model you can separate the main body from the roll base and you can muscle it up a flight of stairs. I have at lease half a dozen installs currently where the machine is on a second floor with no elevator.
 
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Memoirs of a Copier Sales Person

COVID19 Remote Working Day Two Hundred and Fifty-One of Selling

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COVID19 Remote Working Day Two Hundred and Fifty-One of Selling Copiers

At this point in time could we get to three hundred days? 

I'm so glad this week is over because I snagged another zero in revenue for the week.  It's been almost three weeks with no orders! 

As I mentioned a few days ago this is some light at the end of the tunnel but it seems the tunnel was a little longer than I anticipated.  Now I find myself with seven selling days left in the month.  There's an outside chance I might be able to scrape $30K or so together for the rest of the month.  Monday and Tuesday will mean another day of shaking the trees to see what I can salvage.

One item of note is that I've been able to develop three Managed IT opportunities in the last three weeks. In addition in the last six weeks I've been working two content opportunities.  That's a bit of a feather in the cap and much needed now since inventory is at a premium.   I guess there's another card in the deck to turn for me for learning something new.

Late yesterday I had a nice appointment with a net new account for five MFP's.  I can't speak much about it right now because of the the competition but I can say that the focus of the meeting was more about security/managing of the devices, the ability to remote fix the devices and more about our ability to manage those devices and provide real time data to the client.  It's a bit of a different spin for selling print devices, however with aggressive competitors you need to change the playing field.  Thus making myself different from the rest of the dog pack that will or has presented. 

Monday is also a busy day with two appointments in the field,  a virtual around mid-day and then a short training session late on Monday.  Initially I had a top in appointment planned for a net new however I'm going to push that until Wednesday because  I need a full day to make the calls.

So while things are not so good with orders the pipeline is there and as I continue to add to the pipeline I know that things will happen.  I need to be patient and let the ball travel.  Speaking of baseball I'll be posting up a video tomorrow that I did with Chris Polek where we discuss the similarities between baseball spring training and sales.

-=Good Selling=-

 
2 comments
DocuWare

DocuWare: New Case study Inbox

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Packaging company loves the ease of use of their DocuWare Cloud Solution – not to mention the time and cost savings they are also seeing

Packaging Specialties Inc. provides sustainable, environmentally responsible and affordable film packaging solutions to 27 different industries. With 270 employees, the company is dedicated to supplying environmentally responsible products. As part of its eco-conscious mission, Packaging Specialties chose to digitize operations, reduce paper use and save on mailing and printing material costs.

“Since implementing DocuWare, our company has saved almost $10,000 in overnight shipping costs between our two locations. What’s more, over the past year, our improved processes and workflows have resulted in approximately $60,000 in discounts from one vendor,” says Debbie Kyzer in Accounts Payable.

Click here to read the full study and learn how they’ve achieved multiple cost reductions, vendor discounts, improved efficiency, streamlined customer service and better space use.

 
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Memoirs of a Copier Sales Person

COVID19 Remote Working Day Two Hundred and Forty-Nine of Selling

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COVID19 Remote Working Day Two Hundred and Forty-Nine of Selling Copiers

Within a week or two at least here in the Northeast we'll hit the one year mark for COVID19.  Two hundred and sixty-five days would mark the full year of selling days, but that doesn't include holidays so the real number is probably 21.5 work days a month which brings us to two hundred and fifty-eight days.  At this point in time it's really hard for me to process how long this has been going.

Some news in New Jersey, our dear Governor has increased in-door dining to 50% for this weekend from 35%.  However our cases of Covid in New Jersey is still about 3K per month, which is half of what is was in January and February. I would tend to think that will all of the people fully vaccinated and the all of the immuned that cases would be much lower. What do I know I just sell copiers!

Our Governor also put out a strong statement that New Jersey will not follow Texas and Mississippi for eliminating the mask requirement any time soon.  That tells me that he will be extending the Health Emergency Order for another 30 days sometime in the next week or so.  Every extension of the EO means larger businesses will not come back to the office. Thus now we're looking at maybe late April.

The month of March is proving to be elusive in securing orders. I have nine days left in the month and I'm still sitting at zero dollars.  With 9 days left I can still claim there is 45% of the month left.  However when you get a day like today when five of your prospects tell you that it's not going to happen this month and maybe not next month.  You do wonder how the month will shake out.

Thank goodness I have a decent funnel right?  The point of the matter is that with four of those accounts I should have done a better job with discovery and asking them what their timeline is.  Even an old dog like me can make mistakes. It also serves as a good reminder for the last nine days to ask the right questions.

I have a full day in the field with two existing accounts. One is with my large production account that's now waiting on the fifth MP 8320.  They bought 5 of them in the last 10 months and 3 of them were in the last 90 days.  That my friends is a quota buster!  Alas that gravy train has come to an end because at this time I don't believe there is a need for a 6th 8320.  My next stop is with a net new account that just took ownership of an 842DN printer.  I'm going to be doing some training and prepping the table for the replacement of the two KonicaMinolta devices in the next 18 months.

Another stop with an existing account later for wide format and then a net new meeting with a client that has multiple offices with multiple needs. Enough said on that account.  A full day indeed in the field.

We just keep moving forward, we win some, we lost some but we just keep grinding every day.  If we don't grind we lose and this year has been tough enough for most of us.  That grind and all of the curve balls that have been thrown at us like COVID, and now inventory issues have made us better. They say that losing builds character, I believe we've all built enough character in the last year to last us a lifetime!

-=Good Selling=-

 
0 comments

Thoughts About the Copier Industry?

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Just a little background on this email.  Deon (South Africa Dealer) sent me the article from RTM where the original headline was “Ricoh Says it Will Quit Paper and Shareholders Go Crazy.”. I'm guessing there was some pressure from Ricoh because within 48 hours the headline was changed to Ricoh Transitions From Paper and Shareholders Get Excited.

Deon emailed me this thoughts and I thought the time is right to have a discussion based as to where our industry in going. We would love to hear from everyone on this.

Art

I think Covid accelerated a lot of things across all business industries including our type of businesses. We cannot blame Covid for everything but I thing it might have been the spark to move quicker towards more AI and the 4th Industrial Revolution.

Panasonic announced in December that it will discontinue its PABX range in 2023. We are selling Panasonic telephone systems and the move to VBX was quick and easy. It is all part of IoT, the internet based systems are future rich and available 24/7. It might also be part of our downfall – job losses, less product sales, etc but it also create other business opportunities.

I was at the CES show, Las Vegas in Jan, 2019 and the advancement in technology is real – it is all about sensors and automation.

Back to copiers, printers, wide format, etc.

I’m of the believe that consolidation needs to take place in one or other form. I agree with opposition but it seems that research and development (R&D), production and delivery costs are the drivers for future existence. The question remains, you have 5 or more main players but what are the main differences between the products, 35ppm with 2GB ram, the other one 40ppm with 256MB ram – one with a 10inch touch screen the other one with a 3inch touch screen?

The question, if you want to print pages, what do you need, a copier (MFP) with all the bells and whistles with the associated costs or a much cheaper plain printer?

I’m of the opinion that with the advancements in electronic document management systems, mobile technology and the cloud, we might need basic cost effective MFP’s instead of advanced and future rich MFP’s. This might sound radical but I think the whole world is connected (IoT) and will move in one or other way to cloud based products and systems. I think it is all about ROi and major companies will move away more and more from ‘’hardware’’ in future for survival and better returns.

How long will resellers stay in business with the for ever decrease in price?

What is happening with HP?

Just take the advancements in CCTV (Surveillance)/Access Control system technology in the last year. Finger reader access control systems are being replaced with face recognition systems and I can carry on? Why? Covid and health related functionality.

Consolidation is one of the answers. Another answer might be to reduce the models – to many models from one supplier? Produce only colour models with the associated benefits and if you don’t want to use colour (only B&W) then you don’t add colour toners?

This is only a quick reply and my personal view – what do you think?

Kind regards

Please fee free to comment.

 
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