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5 Questions About the New Panasonic KV-S5078Y Network Scanner

5 Questions About the New Panasonic KV-S5078Y Network Scanner

On Tuesday evening I had the chance to speak with Brian Szoke  Partner Sales Manager - Document Imaging for Panasonic.  Personally I like keeping on top of trends and knowing as much as I can new applications and hardware.

Over the last 40 years it's been more about what you know and how I can translate that to clients to help them with their business challenges.  

I understand that the time of COVID19 is tough for all of us, however there are many businesses that are killing it even with COVID19.  Plus different parts of the country are not affected as bad as we are in the northeast.

Below is a transcript from our chat.  Please feel free to contact myself or Brian if you have any questions.

Hey Brian I think it was a couple of months ago that I saw a luanch for a new scanner?  Can you tell me something about it?

Yes we introduced the 5078Y third generation release of the KV-S5000 Series of Low Volume Production document scanners focused on 5 Major area’s

  • Speed & Performance
  • Superior Image quality
  • Quieter operation
  • Less maintenance / Longer life rollers
  • Network Connectivity

With the new 5078Y we increased the speed from 100 ppm to 120 ppm at 200 and 300 dpi.  We also increased the capacity by 10% making the feeder 330sheets and made the scanner more flexible on scanning various paper types from 5 to 56 lbs.  Anything from rice paper to card stock.

That's pretty cool especially the ability to scan from something so thin to heavy card stock. Are there any new image enhancement features with the KV-S5087Y?

We added even more on board image enhancements to the scanner for example:

  1. Faint Character Enhancement:  Just like it’s name makes light text/characters more clear. This features helps increase OCR accuracy when originals with light text are scanned
  2. Vertical line reduction:  Vertical Line Reduction detects and deletes vertical lines which are sometimes generated by dust accumulation on the scanning glass.
  3. Dust resistance coating:   This The conductive coating on the backside of the scanning glass allows paper dust to be repelled and prevents accumulation around the scanning glass.



You mentioned quieter operation, what was some the physical changes made to the new 5078Y Panasonic scanner?

Compared to its predecessor model, the KV-S5078Y has major improvements to reduce the overall noise generated during scanning. These additional improvements have lowered the operating noise down to 54db or less.

  1. Added quieter feeder bearing reducing knocking noise during Paper pickup
  2. Added medal sheets inside the scanner reduce document friction noise for quieter feeding
  3. New Paper feed motor for faster scanning and lower noise output



(Sound is measured in decibels (dB). For reference, normal breathing is about 10 dB, a whisper or rustling leaves 20 dB, and conversation at home are around 50 dB. A washing machine registers roughly at 70 dB, and a lawnmower is around 90 dB.)

I had the chance to review the spec sheet it mentions Panasonic Toughfeed.  What does the Toughfeed mean to my clients?

ToughFeed is combination of Panasonic’s features incorporated into our production class document scanners. ToughFeed is designed prevent unnecessary disruptions due to accidental damage to the scanner and reduce double feeding errors which can affect operational efficiency.

  1. Staple detection Stapled document detection is designed to prevent accidental damage to the Scanning Glass. The KV-S5078Y utilizes multiple sensors within the feeder to detect stapled documents. Once a stapled document is detected, the scanning operation is stopped immediately to prevent scratches to the scanning glass and the original documents.
  2. Ultrasonic Double Feed Detection  The KV-S5078Y is equipped with a ultrasonic double feed detection sensor. This sensor is not just designed to detect double feeds, but can also generate a double feed error in the event a document contains sticky notes, taped documents or pictures to the original.
  3. Intelligent Double Feed Detection Intelligent Double Feed Detection allows users to customize the error detection settings to allow certain routine documents which may purposely contain a label, receipt or picture to scan without triggering a double feed error.
  4. Redesigned the feed roller for long life and easy cleaning.



You also mentioned Network Capabilities, is this also a network attached scanner?

Yes the 5078Y also is equipped with a ethernet port. Making a 120ppm scanner network attached and give the ability to scan in a pull or push configuration.

Pull scanning method allows scanning to be initiated via PC over LAN using Image Capture Plus, TWAIN or ISIS drivers.  It's the same as if you were connect via a USB cable directly to PC the only difference it is connected directly to the network.

Push Scan Mode allows users to create pre-set network scan jobs on the KVS5078Y which eliminates the need for a connected PC. Up to 30 Presets can be configured for access through the device’s control Panel.

A user would simply walk up to the scanner and select a pre configure job and scan.  Scan to a network folder, scan to email , scan to a FTP site similar to a MFP.

Thanx Brian, hoping we can connect sometime in the near future.

Note from Art: In my 40 years of selling to SMB accounts I'll admit that I thought my MFP's could scan anything for anyone.  Yes I was somewhat naive with that thinking.  Clients want to scan every piece of paper that's in their workflow.  There can be a variety of different documents like rice paper, NCR, EKG's, warehouse tickets, thin paper and cover stock. In addition look at all of the different sizes of those documents. MFP's would be hard pressed to accomplish all of the different sizes of paper along with all of the different types of paper.

Think out of the box, be creative and keep educating your self because we still need to be the best avenue for clients that need help.

Learn more about Panasonic Scanners here

The Week in Copiers Five Years Ago

The Week in Copiers Five Years Ago

First Week of November

The election is over.  Covid19 is still with us, I dread to think what will become of the copier industry if this lasts much longer. Better yet what happens when the next one hits?  The threads below are from Five years ago please take some time to read and enjoy!

These great copier threads from 5 years ago this week



Konica Minolta Significantly Reduces CO2 emissions in Fiscal Year 2014

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product development. Based on its EcoVision 2050, whose main target is to reduce Konica Minolta's CO 2 emissions over the product lifecycle by 80% 1 until 2050, the report shows that the company has done further progress in achieving this target. Konica Minolta reported 54% of sales in Green Products in total throughout the fiscal year 2014 2 across all business areas. This represents sales of 547.1 billion Yen 3 (4.2 billion Euros 4 ). The significance of Green Products increased in
TOPIC

Community of Canon Solutions America Customers Receives Overwhelming Response to First Conference

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City, brings together print professionals from around the globe to network, gain knowledge, discuss common challenges, and share production inkjet best practices. "It's exciting to witness this powerful community coming together," said Francis A. McMahon, Sr. Vice President, Marketing and Sales Operations, Canon Solutions America Production Print Solutions. "We're committed to supporting them in any way we can to ensure Canon Solutions America production print customers are well positioned to
BLOG POST

Great Sales People Solve Business Problems

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caught a 15 minute cat nap, then good as new. I finally arrived at the clients office around 2PM. My client was ecstatic! Matter of fact when I walked in both black devices and the one color device was going full bore. As I turned the corner, I saw the customers one lone KonicaMinolta device and it was BROKE, saying Call Service! That made my day!! In the end, it was the customer who stated to me, "great sales people solve business problems". I thought that was awesome and I was happy that he
TOPIC

Ricoh Launches eBinder, Powered by Global Graphics Technology

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software platforms on which our partners create solutions for digital printing, digital document and PDF applications. Customers include HP, Corel, Quark, Kodak and Agfa . The roots of the company go back to 1986 and to the iconic university town of Cambridge, and, today the majority of the RD team is still based near here. There are also offices near Boston, Massachusetts and in Tokyo About Ricoh Ricoh is a global technology company specializing in office imaging equipment, production print solutions
TOPIC

Need Help fpr Xerox and Toshba Dealer Pricing

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I'm working on a special project and would be willing to trade a Two Year Premium VIP Lifetime memberships for Xerox and Toshiba dealer pricing. Can anyone help us out? Art
TOPIC

New Version of imageRUNNER ADVANCE Desktop Joins Canon’s Award-Winning Portfolio of Enterprise Solutions

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to convert documents to PDF before attaching to an email. The Quick Printing Tool (QPT), a desktop widget, provides time-saving drag ’n drop to expediently and directly print files, access and change print settings, fax, convert files to PDF including detail settings to Optical Character Recognition and set passwords for opening, editing and printing restrictions. Availability imageRUNNER ADVANCE Desktop V4.0 is available from authorized Canon Dealers. Both prospective and current customers can
TOPIC

Progressive Impressions Installs One of the First Océ VarioPrint i300 Presses in U.S.

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, digital marketing, mobile, sales collateral, promotion products and more. As a part of Taylor Corp., they continue to make industry-leading investments to keep their customers out in front of the marketplace. Building on a long-standing relationship that began with OcÉ North America more than 10 years ago, pii and Canon Solutions America continue to partner with each other to push the realm of printing technologies and innovations. Pii has long been viewed by its clients as being at the
TOPIC

Sharp Said to Consider Forming LCD Venture Rather Than Sale

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Sharp Corp. is leaning toward spinning off its liquid-crystal display business into a joint venture with a third party, rather than selling the unit outright, people familiar with the matter said. Innovation Network Corp. of Japan and Hon Hai Precision Industry Co. are the two leading candidates Sharp is considering for partnership, according to the people, who asked not to be named because the discussions are private. The Osaka-based supplier to Apple Inc. and the potential partners haven’t
TOPIC

Neonode Signs Multi-Year License Agreement With Leading Japanese Printer OEM

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disclosed. For more information, please contact: Sales Printer Solutions: Bengt Edlund, E-mail: bengt.edlund@neonode.com www.neonode.com/applications/p...and-office-equipment Investor Relations: David Brunton, E-mail: david.brunton@neonode.com About Neonode Neonode Inc. NEON, -1.37% develops and licenses the next generation of MultiSensing® touch technologies, allowing companies to differentiate themselves by making high performing touch and proximity sensing solutions at a competitive cost
TOPIC

Sources say Sharp to form LCD venture, not sell unit

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Sharp Corp is leaning toward spinning off its LCD business into a joint venture with a third party, rather than selling the unit outright, people familiar with the matter said. Innovation Network Corp of Japan and Hon Hai Precision Industry Co (鴻海精密) are the two leading candidates Sharp is considering for partnership, according to the people, who asked not to be named because the discussions are private. The Osaka-based supplier to Apple Inc and the potential partners have not entered any talks
TOPIC

Ricoh Releases Improved Theta S 360 Degree Spherical Camera

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. Read all about the Ricoh Theta S Spherical digital camera here: http://www.bhphotovideo.com/c/...pherical_digital.htm Quotes from Ricoh Imaging and Google Maps Wataru Ohtani, Ricoh’s Corporate Associate Vice President and General Manager of the New Business and Platform Development Center, said: “Ricoh pioneered the spherical camera market and thereby revolutionized how people view the world. This new model offers even higher image quality than before to
TOPIC

HP Confirms Support for CAD Printing with New Wide-Format Models

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stationary, with a moving sensor/cleaning head (as explained in the figure below). During printing, the only thing moving is the paper. HP PageWide XL printers include a stationary 40” (101.6-cm) printbar (1) that spans the whole printing width. The entire page is printed in one pass (2), enabling very high printing speeds. The printbar is built from eight identical HP 841 PageWide XL Printhead modules (3). Print quality and consistency are monitored by a closed-loop system contained in the
TOPIC

Epson Wins Prestigious BLI Industry Awards with RIPS Business Printer and Ink Technology

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Buyers Laboratory Recognises WorkForce Pro Multifunction Printers with Picks for Mid- to High- Volume Printing and Replaceable Ink Pack System (RIPS) with Outstanding Achievement in Innovation Buyers Laboratory (BLI), the world’sleading independent evaluator ofdocument imaging hardware and software, hasrecognised Epson’s achievements for itsbusiness printingsolutions. TheWorkForce®Pro WF-R8590received the Summer 2015Pick award and Epson’sReplaceable Ink PackSystem (RIPS) technology earned an
TOPIC

New Stratasys Compact Dental 3D Printer Combines Versatility, Affordability and Quality for Smaller Dental Labs

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September 01, 2015 12:00 PM Eastern Daylight Time MINNEAPOLIS REHOVOT, Israel--( BUSINESS WIRE )-- Stratasys, Ltd . (Nasdaq:SSYS), a global leader of 3D printing and additive manufacturing solutions, introduces the Objet30 Dental Prime, a high quality, low cost 3D printer designed to allow smaller dental labs to produce a wide range of models and appliances in-house. While compact in size, the Objet30 Dental Prime is big in versatility, beginning with a choice of 3D print modes: High Quality
TOPIC

printer recommendaton

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I’m looking for a laser printer that meets these criteria: Can stack at least 50 envelopes at a time and print them reliably with minimal creasing has a hard drive that can serve as a virtual mailbox for print jobs that can then be released either by walk up or through URL Ricoh's current product can handle the virtual mailbox requirement but falls way short on the envelopes. I am thinking HP might have something for me but I'm looking for any recommendations. Thanks for any input!
TOPIC

How do you print from your phone

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Interested in feedback what everyone is using. We sell Ricoh products and use the following: App from appstore for Iphone or android. Lantronix xprint server - good solution but not free google chrome cloud print. I'm interested in seeing what everyone's experiences have been with these solutions and any others you are using. Thanks!
COMMENT

Re: Great Sales People Solve Business Problems

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Art Dan at Copiers Plus here. What Contact Record Mgmt. Does your dealership use?
TOPIC

Looking for UK Canon Dealer

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Hello P4P, I am looking to partner with a dealer in the UK. I am here in California and my customer has a UK office and wants Canon equipment and service. Contact me at monte.jensen@kbadocusys.com Thanks
BLOG POST PREMIUM

The Best & Only Way to Prospect Using Linkedin!

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that you want to gain traction with in your territory. Access the Premium Membership (you can get the first month free), it’s roughly $2 a day, but well worth it. It separates you from the other sales people that do not have a premium account. Search those ten or more companies on Linkedin to see if they have a corporate page. If they do, on the right side of the page there is a follow button, click to follow that company. Thus, when you have followed the company, everything that they post will
TOPIC

Coloring Outside the Lines: How Child’s Play Changed Crayola

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Coloring Outside the Lines: How Child’s Play Changed Crayola Posted on September 3, 2015 by Print Audit As positive as I try to be, I find myself getting a wee bit more cynical and a touch more cranky every year. Once bitten and twice shy I suppose. Every once in awhile, however, I see a company or a person doing something really cool and I find myself believing, once again, that surprisingly simple things can make a huge difference. Recently my wife shared with me a project she is working on
REPLY

Re: How do you print from your phone

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^^ Deanw- funny you should post this-I'm trying to upsell the Free Ricoh print/scan app to acustomer who wants to replace their 4001 with a 4503. Explaining how employees and guests can connect to their wifi network andcan download the freeRicoh print scan app for iPhone and Android. I have used it with myiphone on the 2003 in our officeand it is not very user friendly. I was told it is a little more user friendly for Android but have yet to use it on an android device. Also told that the app
REPLY

Re: How do you print from your phone

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It would be a lot easier if Ricoh would introduce a Print Enabler for Android. Pretty much every other manufacturer has a Print Enabler, it makes printing basically the same as printing from PC minus finishing features. I really like the Smart Device Print App because of the ability to do Locked Print, Finishing, User Codes and the like.
REPLY

Re: Canon imageRUNNER ADVANCE 500i

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any?
COMMENT

Re: Great Sales People Solve Business Problems

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They do...
COMMENT

Re: Great Sales People Solve Business Problems

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Now that's service!
TOPIC

eFileCabinet Announces Compatibility with Apple Mac Platform

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September 01, 2015 09:00 AM Eastern Daylight Time LEHI, Utah--( BUSINESS WIRE )-- eFileCabinet, Inc. , the leading hosted electronic document management (EDM) solutions provider for small to medium businesses, today announced that SecureDrawer and eFileCabinet Online will be compatible with the Apple Mac platform effective November 2015. “Mac support was a major strategic goal and fills a gap that our customers were requesting” Apple continues to experience strong sales growth even as PC sales
REPLY

Re: printer recommendaton

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dean I posted this video awhile back about the SP430/431DN, it does a great job on envelopes, I was able to configure all four paper draws to run envelopes, did not have to use by-pass. In fact customer bought it, just to run black envelopes! Hope this helps. https://www.p4photel.com/clip/...coh-spc431dn-printer
TOPIC

ECi Releases Version 8.7 of e-automate® Software

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Latest version of service technology software offers enhanced business management features and much more Fort Worth, Texas—Tuesday, September 1, 2015 ECi Software Solutions ( www.ECiSolutions.com ) today announced the release of version 8.7 of its e-automate® software for businesses that sell and service technology. More than 1,500 companies trust e-automate to manage their daily business processes like accounting, contracts, inventory, purchasing, sales, service and more, helping them save
TOPIC

Gartner Lists Archive Systems in "Hype Cycle Human Capital Management Software, 2015" for Second Consecutive Year

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up the Hype Cycle. According to Gartner Research Director, Ron Hanscome , “digitization of HR documents can result in productivity savings of 15% or greater due to the time saved searching for information versus manually responding to information requests or compliance audits, and the delivery of secured access to data to HR staff to support HR processes.” Ron goes on to state, “full compliance with complex document retention and storage requirements also has the potential for substantial
TOPIC

Document management systems market to grow 14.28 percent CAGR to 2019 illuminated by new report

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Software, ASITE, DocSTAR, Ecrion Software, FileHold, HP, Hyland Software, inFORM Decisions, LogicalDOC, Nextide, Oracle, Scrypt, SmartFile, SpringCM, Synergis, Trace Applications, Xerox. The report also presents the vendor landscape and a corresponding detailed analysis of the four leading vendors in the market. In addition, it discusses the major drivers that influence the growth of the market. It also outlines the challenges faced by vendors and the market at large, as well as the key trends
BLOG POST

Labor Day 2015

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To all Print4Pay Hotel Members, Have a great and safe Labor Day Weekend!!!

COVID19 Remote Working Day One Hundred and Sixty-Three of Selling

COVID19 Remote Working Day One Hundred and Sixty-Three of Selling Copiers

It's been four business day since my last blog.  I've been busy but took the time off last night to watch/listen to the returns from the election.  Can 2020 get any crazier?  At this point I don't care who wins and I hope if it's the other guy that he does n't make things worse.  I guess from a conservative point of view I'm happy that the Senate is still intact.

I've been able to secure two orders in the last four days, although both of them had a total revenue of $7.5K.  For the month I'm somewhere around $18K.  As of today there are 13 selling days left for me.  There's still much work to be done. (More than 50%!)

I had an excellent  content appointment last week.  This was the third appointment for this net new account.  We were able to present pricing and conduct our review with a  virtual meeting.  As of today I'm waiting on the proposal so I can deliver to our client.  I think this has some legs and the opportunity is for $45K.  I'm a little concerned that I've been waiting for a few days for the final proposal but it seems like everything is taking a little more time these days.

COVID

I figured I would throw this in for everyone.  New Jersey logged more than 2,400 cases of COVID19 today.  There's talk that he (Governor) may shut or roll back openings that came in the last 60 days by tomorrow.   In fact today's infection numbers are the highest they've been since May 3rd when we logged more than 3,000 cases.  Been there done that and I can't worry about what might happen because we make things happen.

Landing Page

Yesterday I was also able to finish up my fourth monthly email campaign to 698 net new suspects.  My email has four areas of content.  One  piece of content comes from an insurance company that I work with, and the other three consist of content from Stratix and content that I've written over the years.  At this time I don't have the marketing numbers but I'm hoping that the amount of clicks and opens continue to increase.  This campaign is the first time I'm using a landing page.  A landing page can help with further engagement from your clients and it's something I need to learn more about.  I'm sure in the coming months you'll be reading more on this subject.

I was also able to send a constant contact email to 81 existing clients asking them for their business. In addition I also asked for referrals. I thought it was best to do the email route first just to see the numbers from opens and clicks. Next week it may just be all phone calls to those 81 clients.

Larry

While I was writing this blog Larry Levine called me, hey who can refuse a call from Larry?  Anyway we had an awesome conversation to catch up on our personal stuff and share some experiences on how COVID19 has effected everything we know.  We all need to adapt and continue to move forward.

I'm out to exercise my 2nd Amendment Rights tomorrow because I need to get fingerprinted in order to  get my gun permit. Thus I'm taking a personal day tomorrow.  But you know me and I'll find a way to do something to do that will push some of these 61 opportunities closer to closing.

More the come, the struggle is real and we shall overcome.

-=Good Selling=-

A Few Tips to Sell More A3 MPS's Over A4 MFPs

I was pushing A4 over A3 more than 10 years ago because I saw the value to my clients if there was no need for 11x17 printing/copying or scanning.

It was at least twelve years ago that I wrote my first blog about A4 devices The War for A4.

For me the war pretty much started with the release of the Samsung 45ppm A4 which was at least ten years ago

Tips to Sell More A3

A tip for everyone who still wants to sell more A3 products,  Yes there is still a need for many A3 devices in the market place.  You need to focus in the industry that still uses A3 size paper.  For many years my focus has been in the AEC industry.  That focus is there for a couple of reasons.

1) They still need to print A3 or 12x18 for check plots, renderings and 1/2 size drawings

2) They value IT which means that they understand that time is money.  They want the best for products and support

3) Most will also need a wide format device.

Just because a client only has a print volume of 5,000 pages per month does not mean that A4 is right for the client.  You still need to do the discovery with the client. You may turn up additional needs from the client that will lead you down the path of offering A4.

The War for A4

There are still many issues that need to be rectified from most manufacturers for their A4 devices.  The major issue is the cost per page.

  • A4 platen glass (some A4 devices only have a letter size platen glass, their are clients out there may need to legal size platen glass)
  • A4 auto feeders at max will hold 100 sheets of paper (many only 50 sheets)
  • Batch Mode for auto feeders. You need to know if your device has that feature available. If so you can present document feeders that max out at 50 sheets
  • Most if not all A4 document feeders are not built for heavy scanning usage. In time they will fail more often and the client will not be satisfied with the MFP. You need to do the homework with the scanning and might have to have that come to Jesus moment with them with A4 vs A3Mi
  • Mixed Sized Originals for scanning which means they scan both letter and legal in the same pass.  Does your MFP offer that feature for scanning but more importantly is it offered for making copies.  Again do the home work
  • Stapling, hole punching, folding features are starting to appear with some of the new A4 devices.  Just a note on folding even though your prospect or client may not have a machine that folds does not mean that they are not interested in a folder.  Many A3 MFP's now offer optional folding and it's so easy to cost justify when leasing
  • Controllers, Memory and Hard Drives in most cases entry level A4 will skimp on the speed of the controller, the amount of memory and the size of the hard drive.  In many cases this can lead to a call down the road where the clients states my MFP is printing or scanning slow.  Know your specs for every device

I urge to ask every client if they need 11x17 printing and do not forget scanning. I can't tell you how many times I use to miss the mark on 11x17 scanning especially with offices that have multiple MFP's.

Now Your Print Volumes

Secondly you need to be exact with the print volumes for color and black for the device you are looking to replace.  Do the math for service and supplies two devices for the client over 5 year. One for A4 and one for A3.  Doing the math will tell you what the TCCM (Total Cost of Consumables and Maintenance) for each device.  In most cases A3 devices still have a lower consumable cost. In addition then add the lease device of each unit to end of with the TCO for each device. In higher volumes applications most likely the A3 will have the lower TCO.

Here's another tip which many reps never ever consider.  Let's say the existing client has an A3 device, however they already stated they do not need 11x17 print or scan. As we know not all of our sales are leased. In many cases we're still selling devices as an outright purchase.  In most cases when a client wants to purchase that means they do not have a leased device. In addition that purchased copier will probably be more than seven years old.  Thus when you do the math for the TCCM you need to run the volume and the cost for seven years or the amount of time that they've had their existing MFP. In most cases with seven years of volume the A3 will still come out on top.

When to sell A4?

In most cases the sweet spot is under 6K per month for black and under 500 per month for color.

Not all of our A4 devices have robust documents feeders nor fast scanning speeds.  Here you need to do your home work with discovery with the client for scanning and the applications.

I Sell A4

I sell A4 devices, however when it's right for the client based on their scan/print habits and their overall cost of ownership. Every client has different needs there is no one A4 device for all.  The homework needs to be done with every client.

Since I'm still selling copiers every day there's a whole heck of a lot more to know as when to offer and not offer A4 devices to your prospects and clients.

Would love to hear from others on this.

BTW I'm available as a coach to your sales teams on these points, all you have to do is call me and we can set something up.

-=Good Selling=-

MSP, MSSP & IT Industry Notes fopr November 1st, 2020

MSP, MSSP & IT Industry Notes

November 1st, 2020

Sponsored by

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.

Wipro Acquires Cloud Solutions Specialist Encore Theme Technologies

  • Announced that it has signed a definitive agreement to acquire Encore Theme Technologies Private Limited (Encore Theme), a specialist in providing SaaS and Cloud solutions in financial services
  • Encore Theme - headquartered in Chennai, India - has focused exclusively on implementing a broad suite of Trade Finance solutions, developed by Finastra
  • Acquisition is subject to customary closing conditions and is expected to close in the quarter ending December 31, 2020

LogicalDOC named Best Document Management Software of 2020 by Digital.com

  • com has named LogicalDOC to its list of best document management software of 2020
  • Top 20 solutions were selected based on automation and collaboration tools, demo or free trial options, and integration support
  • Experts at Digital.com conducted a 40-hour assessment of over 120 software companies across the web

Fujitsu Honored with Top Award in Recognition of Achievements to Promote Work-Style Transformation through Remote-Working for the 'New Normal' Era

  • Fujitsu today announced it has been recognized with the Minister of Internal Affairs and Communications Award, receiving the highest award in the "Top 100 Telework Pioneers" contest sponsored by Japan's Ministry of Internal Affairs and Communications
  • The Ministry evaluated Fujitsu highly on its response to the COVID-19 pandemic
  • Achieved unprecedented levels of remote-working during the state of emergency announced earlier this year
  • Additionally commended for the recent roll-out of its "Work Life Shift" initiative

CynergisTek Announces Diversification into Adjacent Markets

  • Today announced that a large Department of Public Health located in the western half of the U.S. has joined CTEK’s expanding managed services client base as part of the company’s strategy to expand its expertise outside of the healthcare provider space
  • CynergisTek’s cybersecurity managed services program offers complementary capabilities that any organization who has a requirement to protect its data

NC-based Technology Associates ranked as one of the world's most elite Managed IT service ...

  • Mentioned on Tech Wire
  • The Cary-based company has been awarded a spot on the MSP 501 list
  • Since the MSP 501 list was started 13 years ago, the criteria have evolved to make space for a dynamic mix of companies.

CalTech Named to MSSP Alert's Top 250 MSSPs List for 2020

  • MSSP Alert, published by After Nines Inc., has named CalTech to the Top 250 MSSPs list for 2020
  • rankings are based on MSSP Alert's 2020 readership survey combined with the digital media site's global editorial coverage of managed security services providers

Highlights from the associated MSSP Alert research include:

  • MSSP Revenue Growth: MSSP honorees, on average, expect to generate $19.15 million in revenue for 2020, up 16% from $16.47 million in 2019.
  • Geography: Honorees are headquartered in 25 different countries -- up from 19 countries in the 2019 report.
  • Profits: 84% of MSSPs surveyed expect to be profitable for fiscal year 2020.
  • Security Operations Centers: 67% have in-house SOCs, 24% are hybrid, 6% completely outsource their SOCs, and 3% are reevaluating their SOC strategies.
  • Cyberattack Trends: The most frequent attacks targeting MSSP customers in 2020 include phishing (95%), vulnerability (76%) and ransomware (69%) attacks.
  • Cybersecurity Solutions: In a continued sign of market fragmentation, MSSP survey participants mentioned 129 different hardware, software, cloud, and services vendors that assist their cybersecurity efforts -- up from 95 in 2019.
  • M&A: Mergers, acquisitions and private equity investments continue to accelerate across the MSSP landscape. Twenty high-profile deals involving MSSP 250 honorees have surfaced since last year's report.

Lexmark adds to Cloud Fleet Management

  • Lexmark, owned by Ninestar of China, launched new features in its Cloud Services offering to dealers
    • Including third-party device monitoring, an expanded and free premium app catalogue, and touchless print
    • allows dealers to remotely configure Lexmark printers and keep them up to date with the latest recommended firmware
    • Solution Composer allows dealers to automatically build a workflow specific to a customer’s needs, tailored around key industries
    • Scan to RightFax and Scan to SharePoint apps enable end-to-end integration
    • Card Authentication app provides access control on customer devices, so users can access only those features approved by the customer.
    • Lexmark touchless print allows users to print jobs without ever touching the printer panel.
    • A user walks up to the printer, scans their badge to authenticate, and all jobs in the queue are automatically printed.
    • At the initial badge-in, a dialogue will pop up with a cancel button with a three second delay to cancel the print action if needed.

Xantrion Named to the 50 Largest Bay Area Women-Owned Businesses List

  • Xantrion has been recognized as one of the San Francisco Business Times "Largest Women-Owned Businesses" for the thirteenth consecutive year
  • San Francisco Business Times partners with PriceWaterhouseCoopers to research privately held businesses headquartered in Alameda, Contra Costa, Marin, San Francisco, and San Mateo counties, ranking them by criteria such as revenues, ownership and growth

Ntiva and Southfield Capital Announce the Strategic Acquisition of eGuard Technology Services

  • Southfield Capital, a market private equity firm, announced today that Ntiva, Inc., ("Ntiva" or the "Company") has completed the acquisition of eGuard Technology Services ("eGuard Tech"), a managed IT services provider based in Washington DC
  • Transaction represents Ntiva's eighth acquisition in the U.S., reinforcing the Company's continued growth in the MSP market
  • Southfield Capital acquired Ntiva in 2016 in partnership with Ntiva's founder and CEO, Steven Freidkin
  • Acquisition will increase Ntiva's client base to over 1,400 organizations located across the U.S., including Washington DC, Maryland, Virginia, Illinois, New York, Southern Florida, and Southern California

Air IT Limited acquires leading London Managed Services Provider (MSP) Netstar UK Limited

  • Air IT announced that it has acquired London-based MSP Netstar
  • Acquisition has enabled the Air IT group to double its size in just nine months
  • Air IT was founded in Nottingham in 2005 and delivers managed IT and communication services
  • Founded in 2002 by Mit Patel, Netstar is an IT managed services company based in Central London

SunTel Technologies Is Pleased to Offer Their New Managed IT Services to Businesses Across ...

ThoughtTrace Unveils the First All-In-One AI Document Understanding and Management Platform

  • ThoughtTrace, Inc., announced the official release of their new Document Understanding platform
  • New platform combines self-organizing document management with contract analytics and powerful contextual search to discover critical contract data in seconds

CETech Partners With FoxPointe Solutions to Provide Comprehensive IT and Cybersecurity Services

  • CETech, in Western New York, has joined forces with, FoxPointe Solutions, a division of The Bonadio Group dedicated to information risk management (IRM) services
  • FoxPointe Solutions’ services include compliance and attestation support for various standards including SOC 1, 2 and 3, PCI, HIPAA, HITRUST
  • CETechis a family owned Rochester NY-based business incorporated in 2006

Managed Print Services Channel Optimistic Despite Impact of COVID-19

  • The Managed Print Services (MPS) channel is optimistic that 2021 will see revenues rebound
  • Growth in opportunities to offer cloud services, contactless printing and support for home printing
  • Quocirca’s 2020 State of the Channel survey investigated attitudes among 205 channel organisations selling managed print services (MPS) in the UK, France, Germany and the US
    • 50% of respondents reported that revenue has declined in 2020
    • 66% predicting that revenue will rise in 2021
    • 45% of respondents saying customer print volumes have fallen
    • This rose to 62% among UK respondents and 64% in the USA
    • Only 24% of French organizations said print volumes had dropped
    • 53% said the pandemic had a negative impact on their business
    • 25% stated the effect of COVID19 was positive

1Path Earns OneLogin MSP Partner of the Year Award

  • 1Path has won the OneLogin MSP Partner of the Year award for 2020
  • Award was announced last week at the OneLogin Connect 2020 Virtual conference
  • 1Path and OneLogin have been working together since 2019
  • 1Path has integrated the OneLogin identity and access management tool (IAM) into its IT managed services offering, and 1Path also offers OneLogin to clients as part of its SecureID solution

Bishop Fox Taps Former Facebook CSO and Cybersecurity/Data Privacy Trailblazer for Board of ...

  • Bishop Fox, focused on offensive security testing, announced the establishment of an Advisory Board with distinguished cybersecurity veterans Alex Stamos and Evan Wolff
  • As the inaugural members, they will assist Bishop Fox in accelerating and strategically guiding the expansion of Bishop Fox’s services portfolio and mission to provide comprehensive offensive security testing for organizations globally
  • Bishop Fox is the largest private professional services firm focused on offensive security testing

IT-Based COVID Responses Inviting More Vicious Ransomware Attacks, Says 'MSP 501 ...

  • Newly released cybersecurity trends data suggest that COVID-19 contact-tracing apps and telemedicine initiatives have helped create a target-rich environment for increasingly vicious ransomware attacks
  • Middleground Technologies—was named to Channel Futures' prestigious MSP 501 list
  • Middleground Technologies was inducted to the MSP 501 list of best-in-class managed services providers after evaluators from Channel Futures determined Sajjad's company had "inspired and contributed significantly to the design, construction, and operation of a better digital world”

CyberSecurity Updates

  • The City of Atlanta spent more than $2.6 million on emergency efforts to respond to a ransomware attack that destabilized municipal operations last month
  • Cyber criminals have used the Windows REvil ransomware to attack the Las Vegas-based Gaming Partners International Corporation
  • REvil ransomware attack on Gaming Partners International
    • Extracted more than 500Gb of data
    • Files included contracts, banking info along with technical documents
  • Newhall School District of southern California notified an unknown number of students that their info was exposed after ransomware attack
  • Yorktown Public School District of Westchester, NY notified an unknown number of students that their info was exposed after ransomware attack
  • Croton-Harmon Public School District of Westchester, NY notified an unknown number of students that their info was exposed after ransomware attack
  • Bozeman Deaconess Hospital of Montana notified an unknown number of patients that their PHI may have been exposed after a former security guard was caught stealing computer hardware

  • The ransomware hacking group known as “The Darkside”, announced that it is taking part of the ransom it collects and donates it to charities, including Children International and The Water Project
  • The Wall Street Journal ran an article entitled; “Hackers Smell Blood As Schools Grapple With Virtual Instruction”, detailing how school districts are being hit by ransomware
  • Passavant Memorial Homes Family of Services of Warrendale, PA notified an unknown number of patients that their PHI was exposed after cyber incident
  • The City of Shafter, CA notified an unknown number of citizens that their info was exposed after ransomware attack
  • A federal grand jury in Pittsburg, PA indicted 6 hackers from Russia with an attack on Heritage Valley Health System of Beaver, PA, including:
    • Yuriy Sergeyevich Andrienko
    • Sergey Vladimirovich Detistov
    • Pavsi Valeryevich Frolov
    • Petr Nikolayevich Pliskin

A Wholehearted Sales Professional Does The Inner Work, Will You?

"The only reason we don't open our hearts and minds to other people is that they trigger confusion in us that we don't feel brave enough or sane enough to deal with. To the degree that we look clearly and compassionately at ourselves, we feel confident and fearless about looking into someone else's eyes."
Pema Chodron

Heart in sales, it's not a dirty word.

Within the sales community, an image of the heart is often associated with weakness or being too mushy gushy. The heart is strong and powerful. It is the driving force of our life, one heartbeat at a time.

Our ability to succeed becomes crippled when there is an unbalanced connection with our heart. Embracing a heart-centered approach to sales rests with our ability to stop, look inward, and reflect upon the course of action we know is the right, rather than succumbing to external pressures and misaligned sales crapola.

Our heart is the absolute key to survival. Plain and simple, if our heart stops beating, we know what happens. Therefore, we take good care of it. We exercise, we eat healthy and we try to avoid stress; all in the name of heart-health.

How can you sell from the heart if your heart is broken?


IT ALL STARTS BY LOOKNG INWARD

The journey to becoming more heartfelt starts with understanding who you are at your core. It is becoming more in tune with your deeper self. It is the ability to recognize what fires you up, what makes you happy or sad.

  • How do you deal with your emotions?
  • How do you react when your sales life goes astray?
  • What areas do you really excel at?
  • What areas do you need to work on in your personal growth and development?

When you truly understand who you are, you can make a conscious effort to improve yourself and how you communicate better with others.

Do you have the courage to live a wholehearted sales life?

EMBRACE BEING WHOLEHEARTED

“Wholehearted living is about engaging in our lives from a place of worthiness,” Brené Brown writes in Daring Greatly. “It means cultivating the courage, compassion, and connection to wake up in the morning and think, No matter what gets done and how much is left undone, I am enough.”

The following Brené Brown video clip reinforces why I believe the key to sales success starts at the heart level. She discusses wholehearted people as having:

  • A sense of worthiness
  • Courage
  • Compassion
  • The ability to connect with others
  • Gratitude
  • Leaning into joy
  • Vulnerability

How many of these can you relate to?

Unfortunately, many salespeople have become results driven and commission breathing.

They have turned the page on wholeheartedness. They have turned the page and are leading with their wallet.

They're looking outward as they're being led by their brain. Their inner core values have been thrown to the waste side as money and profit have become the driving force.

“If your goals aren’t synced with the substance of your heart, then achieving them won’t matter much.”
Danielle LaPorte

It is my strong belief, in order for the brain to work well we need a strong heart. When I look inside many sales organizations, I often find unhealthy hearts where values and beliefs are misaligned. Layer on top of this misaligned values in management and folks... this is a recipe for sales disaster.

ROAD TO BECOMING WHOLEHEARTED

"I think self-awareness is probably the most important thing towards being a champion."
Billie Jean King

SELF-AWARE

Self-awareness means you know yourself so well that you become amazingly happy which in turn allows you to live a wonderfully balanced life.

  • Are you living as the real you and not some sales facade?
  • Do your thoughts match your actions?
  • Does your walk match your talk?

Living a lie comes out sooner or later. Living a sales lies is even worse as this will ultimately screw with your career.

"Don’t ask what the world needs. Ask what makes you come alive, and go do it. Because what the world needs is people who have come alive."
Theologian Howard Thurman

Are you aware of what makes you come alive?

Are you aware of what makes your clients come alive?

HONESTY

Honesty is a huge part of self-improvement and awareness. Get ferociously honest with yourself and ditch the delusional thinking. In chapter 2 of Selling From the Heart, I write about sales chaos.

Has turmoil set in within your sales career and yourself? Is pure chaos keeping you from seeing the truth and taking the required actions of successful sales professionals?

If you're not honest with yourself then how can you expect to learn and grow? You must be willing to recognize reality for what it is and face it head on.

Honesty helps to detect self-deception that we use as a smoke screen to mask our problems and imperfections.

Brené Brown, in her book, "The Gifts Of Imperfection" talks about self-love.

"Practicing self-love means learning how to trust ourselves, to treat ourselves with respect and to be kind affectionate towards ourselves."

Honesty begins with you and not the people around you. If you're not honest with yourself then who can you be honest with?

BECOME COMFORTABLE WITH DISCOMFORT

Becoming comfortable with being uncomfortable is what ferocious self-honesty is built upon.

I encourage you to think about this one...

How can you become ferociously self-honest if you struggle to deal with any discomfort in your sales life? You can’t and you're only fooling yourself.

In the hyper competitive world of sales, those who are willing to take risks, step out of their comfort zone and create some discomfort for themselves will be those who will reap the biggest rewards.

Let this one sink in for a moment...

If YOU, can't challenge yourself to improve then how can you challenge your clients to improve?

EMBRACE YOUR HEART AND WHO YOU ARE

Here's a little secret, you're not perfect and you never will be. Accept your scars and your flaws as something to be proud of, instead of something to hide away from. Embrace and learn to love what makes you, you.

The sales world is riddled with braggadocious, bravado filled behaviors. Armani suits, Rolex watches and fancy cars mask the insecurity. You see we all have imperfections. We all have baggage. We all have something hiding inside the sales closet of the past.

Embrace it. When we're willing to say "FU" to everyone and shout, "This is who I am" then your sales life begins.

What is powering your heart engine right now?

There is an old proverb:

“Above all things guard your heart…”
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I understand, I get where you all are coming from. Every day, I walk in your shoes. I am fully committed to helping your sales team integrate social aspects and heartfelt strategies into your current sales process to grow new business. I want you to get results. This is why I am passionate about doing this the right way, the genuine way, the authentic way! It's about understanding value before visibility.

Selling From the Heart is making a difference! I poured my heart into every page of this book and I think you're going to love it. You can find it on Amazon in paperback, kindle and in audio. You can click on the book image below and this will take you to Amazon.

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.

Konica Minolta Becomes a Co-Presenter of the Inaugural Women’s Professional Golf Tournament in Tampa Bay

The LPGA’s Pelican Women’s Championship Presented by DEX Imaging and Konica Minolta will be Held November 16–22

Ramsey, NJ (October 29, 2020) – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta) is excited to serve as Co-Presenter and Official Partner of the new LPGA tournament to be played at Pelican Golf Club in Belleair, Fla. The Pelican Women’s Championship Presented by DEX Imaging and Konica Minolta will be held November 16–22, 2020, and feature the world’s best female golfers competing over 72 holes for a share of the $1.5 million purse.

As part of the extensive multiyear partnership that begins with this year’s event, Konica Minolta will add title sponsorship of the media center and presenting sponsorship of the Women’s Leadership Summit beginning in 2021.

Konica Minolta is a longtime supporter of various golf and golf-related charitable organizations including Friends of Golf, Presenting Sponsor of the Hoag Classic Champions Tour event in Newport Beach, CA, title sponsorship of the Blue Angels Foundation Konica Minolta Golf and Tennis Classic and the title sponsorship of the National Kidney Foundation Konica Minolta Golf Classic, a multi-tournament amateur golf event that raises $3.5 million annually to benefit the National Kidney Foundation.

Konica Minolta is a longtime supporter of various golf and golf-related charitable organizations. Notably, Konica Minolta is the Official Office Systems of the PGA TOUR, and has been an Official Marketing Partner of the TOUR since 2015. Konica Minolta’s other golf ventures include its support of Friends of Golf, Presenting Sponsor of the Hoag Classic Champions Tour event in Newport Beach, CA, title sponsorship of the Blue Angels Foundation Konica Minolta Golf and Tennis Classic and the title sponsorship of the National Kidney Foundation Konica Minolta Golf Classic, a multi-tournament amateur golf event that raises $3.5 million annually to benefit the National Kidney Foundation.

While Konica Minolta has supported women’s golf on a local level, sponsoring the Bergen County (NJ) United Way’s Women’s Leadership Golf Clinic (Women Fore Women), serving as Co-Presenter and Official Partner of the Pelican Women’s Championship marks its first foray into advancing women’s golf on a national scale.

“We’re proud and honored to announce our support for this event,” said Rick Taylor, President and CEO, Konica Minolta. “We’ve had a great business relationship with DEX Imaging for a number of years, so to continue to support them as a co-presenting sponsor for this tournament, while broadening our support for women’s golf, makes this especially meaningful for Konica Minolta.”

The Pelican Women’s Championship Presented by DEX Imaging and Konica Minolta is operated by Eiger Marketing Group, a global marketing and event management agency. In addition to managing professional golf tournaments, Eiger also operates a number of other sporting and lifestyle events and manages the sponsorship portfolio for several blue chip clients.

“We are thrilled to welcome Konica Minolta to the group of corporations who are supporting our event this year and look forward to a long-term partnership,” said Dan Doyle Jr., owner of Pelican Golf Club. “Corporate support of our event has been fantastic and we are excited to build on that success in future years.”

Please visit PelicanLPGA.com for more information about the event.

About Konica Minolta

Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the Workplace of the Future with its expansive smart office product portfolio from IT Services (All Covered), ECM, Managed Print Services and industrial and commercial print solutions. Konica Minolta has been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for thirteen consecutive years, and is proud to be ranked on the Forbes 2017 America's Best Employers list. The World Technology Awards recently named the company a finalist in the IT Software category. Konica Minolta, Inc. has been named to the Dow Jones Sustainability World Index for eight consecutive years and has spent three years on the Global 100 Most Sustainable Corporations in the World list. It partners with its clients to give shape to ideas and work to bring value to our society. For more information, please visit us online and follow Konica Minolta on Facebook, YouTube, LinkedIn and Twitter.

About the Pelican Women’s Championship Presented by DEX Imaging and Konica Minolta

The Pelican Women’s Championship Presented by DEX Imaging & Konica Minolta is the LPGA’s annual tournament in the Tampa Bay region and features the world’s best female golfers

competing over four rounds for a share of the $1.5 million purse. The tournament is contested at the newly-renovated Pelican Golf Club, a Donald Ross design that offers world-class amenities and an unmatched golf experience. The Pelican Women’s Championship Presented by DEX Imaging & Konica Minolta is operated by Eiger Marketing Group, a global marketing and event management agency. In addition to managing professional golf tournaments, Eiger also operates a number of other sporting and lifestyle events and manages the sponsorship portfolio for several blue chip clients. Visit www.PelicanLPGA.com for more information.

Konica Minolta Contact

Maggie Grande
Konica Minolta Business Solutions U.S.A., Inc.
+1 551 500-2659
mgrande@kmbs.konicaminolta.us

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

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

The weathers been pretty lousy the since Tuesday and it looks that it will stay that way into tomorrow.  No heat, no sun, just cloudy wet fifty degree weather.  That's what I woke up this morning and that's pretty much how I felt until the mid part of the day.

I did a bad thing this morning and read our Governors proclamation/law/rules about what's expecting of companies and their employees if they are going back to the office to work.  After I read that proclamation all I could think is who the heck in their right mind is going to adhere to all of these new rules and regulations. In addition our Governor now wants people to report other people or businesses that are not abiding by the new rules.  Maybe Joe is right is just maybe a dark winter for New Jersey businesses.

Anyway I was feeling down enough with the weather being so lousy even though I had so much to look forward to today.  I had a 1:30PM appointment scheduled with a net new for a Planet Press solution that could net $45K in new business.  At 4PM i had an appointment with a existing client that needs to upgrade and older color production device.   Alas all I could think about was how I felt this morning.  The start of the new month and the thought of how am I going to replicate what I did last month.

Thunderstruck

At 11:AM I decided it was time for some AC/DC and the song I picked was Thunderstruck. Here's the link if you've never heard it before

I was caught in the middle of a railroad track (Thunder)
I looked 'round, and I knew there was no turning back (Thunder)
My mind raced, and I thought "What could I do?" (Thunder)
And I knew there was no help, no help from you (Thunder)

Sometimes just taking a little time for yourself and grooving to tune if even to get the juices flowing again.

Dark Winter?

Earlier I made mention of the dark winter that may or may not lie ahead for us.  I'm a believer that you can make anything happen as long as you set your mind to it.  I mean why can't we turn something bad into something good?  One thing I've noticed when calling accounts is that everyone seems so more receptive to chatting when it comes to COVID19.  Questions like "how have the last eight months been for you" and "what changes or adjustments did you make" has led to much longer conversations even with some net new prospects.  

The other day I was on-site with an existing client. After we were done discussing the new MPF our conversation changed to COVID and I ask "what changes or adjustments did you make?". I was told they really didn't make any changes because their main accounts is providing service to supermarkets.  Of course people still need to eat and there's been no fall off in that business. I asked "what supermarket chain is that?".  After hearing who they were I knew that they are expanding big time in my area.  Yes, I asked for a referral to see if they could get me in the door.  At this time they did not know of the right person but asked me to call them back in a few days.  

Thus even though we're in a bad situation people still want to help me especially those that they trust and rely on.

Winter Wonderland

My point is that even if you don't want to make the calls, the prospects, suspects and client are expecting you to call them. They want to share their experience with someone and why can't that someone be you?   Thus we can either listen to those that predict a dark winter ahead or we can make our own slice of winter wonderland.  Which do you prefer?  Hey, I'm picking the winter wonderland for sure.

I did receive a small order today for $5K, still waiting on another small #A4 order for this week.  I did turn in an order on Monday for $10.5k.  Okay that's not a bad week for the first week of the month, right?  Next week could break the month wide open especially if the Planet Press gig goes down.  We just keep pushing, keep working, keep moving **** forward.

Tomorrow is a busy day with four appointments on the board with three being on-site.  One is with another net new and the other two are more of some hand holding that needs to be done with current clients.

A question for everyone.  If someone could coach or help you adjust to this new normal would that be worth $3.00 a day?  That three bucks a day works out to $100 bucks for the month.  I know last month I spent $233 last month on some items I thought would help me.

-=Good Selling=-

Color Label Press University "Glossary of Terms" Part Eighteen, Course One

Color Label Press University "Glossary of Terms" Part Eighteen, Course One

On the ballot in New Jersey this year is the public question of legalizing marijuana and if approved the new law would take effect on January 1st, 2021.

Since New Jersey is a deep blue state I would tend to think that the public question will pass.  I can already see the future and I believe there will be a pot store in almost every town in New Jersey.  In addition there will an entire industry that will revolve around pot with growers, distributors and resellers.

The resellers may not have a need for a dynamic color label printer just yet, however the growers and the resellers will have the need for custom color printed labels for their products.

Most likely in the near future almost every state in the Union will also legalize pot.  This means a massive industry that will probably generate millions of dollars and will also need millions of color labels.

As Vince would say that's my two cents.

Label Press University

At the top of each blog you'll see color label press icon.  Clicking that link which is at the top of each blog will then bring you the collection of blogs for Color Label Press University.  It's pretty neat, you'll see all of the blogs that we've posted for an easier read and simple way to toggle from blog to blog.

Color Label Presses can be used as seeding devices in larger Print4Pay opportunities, or help that dealer or rep get a conversation going with an account where they have never had any traction with MFP's or IT services.  In addition, the competition is ripe for takeover.   Let us not forget about the GP!

The market for full color digital labels in huge and the potential to make some serious commissions is enormous.  BTW, isn't that why we're in this crazy business?

Color Label Press University "Glossary for Pressure Sensitive Labels"  Course One (Sponsored by Muratec a Konica Minolta Company)


Unknown
Press Slip Coating   An overall emulsion type coating applied in-line on a press to eliminate spray powder, usually having a good degree of slip
additive.
Press, Stack   Flexographic press with printing units in horizontal stacks.
Press Varnish   A clear varnish applied in-line on a press. It can be overall or printed in pattern from a plate to allow for dry laps and other
uncoated areas.
Press, Web    Press which prints substrates supplied on rolls.
Pressure Belt   Applies pressure by continuous hold-down of a label followng application on automatic label application equipment.
Pressure Bridge   The steel support, mechanically secured over the die stations, through which the pressure screws are threaded.
Pressure Roll   Holds product to be labeled in place for more accurate placement of label.
Pressure Screws  Steel shafts threaded through the pressure bridge which are used to apply pressure (in a rotary die-cutting station) to facilitate die-cutting.
Pressure Sensitive Label Stock  The combination of face material, pressure-sensitive adhesive and release liner from which pressure sensitive labels are
manufactured.
Pressure Sensitive Laminate    See pressure sensitive stock.
Pressure Sensitive Tape   A combination of a pressure sensitive adhesive with a carrier. Tapes are either self-wound or utilize release liners or films.
Price Mark Special    pressure sensitive stock for use in pricing guns.
Primary Label   Label that acts as the main identification of a product. Often designed to attract attention and contains information to appeal
to a buyer and is usually applied at the time of its manufacture.
Prime Coat   Base coat applied first to enhance subsequent printing.
Prime Label    A label used to identify and display a product, I.e. a major product panel.
Primer   Surface coating applied between face stock and adhesive to improve bond performance and/or prevent bleed. See barrier
coat.
Printability   The ability of a material to accept and hold a printed legend, and especially to resist offset of the printing when rewound into
a roll after printing. Also, a collective term used to describe the properties required of all components in the printing process.
Process Printing   Printing from a series of two or more halftone plates to produce intermediate colors and shades. In 4-color process, the
colors are yellow, magenta, cyan and black.
Production Control   A system to ensure the efficient use of materials, manpower, facilities and transportation in order to assure the availability of
s specific product, in a pre-determined quantity, within a specified time period.
Production Run    The final printing requested by the customer from the original artwork.
Progressive Proofs   Proofs made from the separte images in color process work, showing the sequence of printing and the result after each
additional color has been applied. Also called progs.
Proofing Press   Press that produces printed progressive proofs.
Protective Coating   A coating that protects the printing and the surface of a pressure sensitive label from either abrasion, sunlight, chemicals (their fumes and dilute solutions) and moisture or a combination of these.
PSI   Pounds per Square Inch.
Pull Roll   See nip roll.
Pull Tab  Area on a face stock that facilitates easy removal of the label, usually a cut area on a sheeted label. Also called a peel tab and tear tab.
Punched Out Labels    Anvil cut or sheeted labels.
PVC   inyl; polyvinyl chloride.
Quality  Those characteristics of a product that allow: 1) manufacture at a given cost-value relationship, 2) uniformity to meet parameters of customer specifications, 3) caliber of competitive performance.
Quality Control   A system of inspections and/or tests instituted at various stages of production in manufacturing or printing to ensure that the
end product will meet pre-determined standards of quality.
Quick Stick   The property of a pressure sensitive adhesive which allows it to adhere to a surface under light pressure. Also, a measure
of the bond strength right after application; quick tack, quick adhesion.
Quiet Area   See Clear Area.
Rate of Set   The time required for an adhesive, under a specific set of conditions, to arrive at a fiber tearing bond.
Reactive Diluent   A liquid used to reduce the viscosity or tack of an ink. The diluent becomes an integral part of the polymer which forms
when the ink is cured.
Read Area    A term used to refer to the scan path or scan area.
Ream   Five hundred sheets of paper.
Ream Weight    The amount which one ream of paper weighs.
Recycle    Process for reuse.
Reducers   In printing inks, varnishes, solvents, oily or greasy compounds used to reduce the body and/or viscosity for printing.
Reel   A finished roll of labels.
Reflectance   The amount of light returned from an illuminated surface.
Reflective Art   Art which must be photographed by the light reflected from its surface.
-=Good Selling=-

The Week in Copiers Fifteen Years Ago

The Week in Copiers Fifteen Years Ago The Last Week October 2005

I wrote this back in 2005 "The Death of the Copier Salesperson". Yup it's been 15 years and most of us are still here.  Seems not much has changed when you look at the selling part of the job.  Of course technology always changes, however there is never anything new about selling.

Enjoy our threads from 15 years ago this week.

Death of the Copier Salesperson

Art Post (Guest) ·
becoming the leader Dealers in the merging technology of copiers, printers and document management. Management more than ever needs to be experts in the industry, they need to eat, sleep, and breathe all aspects of the industry. Vertical Market Selling: New salespeople are not focusing on vertical market applications or selling. Too many dealerships give their salespeople Carte Blanch and let them sell every product to every market! This creates a sales person that does not have enough product or
Topic

RICOH BEGINS DISTRIBUTION OF ECOPY DOCUMENT

Art Post (Guest) ·
customers to control the input, management and output of documents. Ricoh’s line of document management devices include, color and black & white digital imaging systems, facsimile products, printers, scanners, digital duplicators and wide format engineering systems. Additionally, Ricoh offers a wide variety of document and printing solutions directly and through strategic alliances enhancing office productivity and document workflow. Ricoh’s document management software enhances workgroup
Topic

RICOH BEGINS DISTRIBUTION OF ECOPY DOCUMENT

Art Post (Guest) ·
customers to control the input, management and output of documents. Ricoh’s line of document management devices include, color and black & white digital imaging systems, facsimile products, printers, scanners, digital duplicators and wide format engineering systems. Additionally, Ricoh offers a wide variety of document and printing solutions directly and through strategic alliances enhancing office productivity and document workflow. Ricoh’s document management software enhances workgroup
Topic

come up against the Xerox M24

Art Post (Guest) ·
Has anyone come up against the Xerox M24. This machine is 3 years old and Xerox is still selling it as new. I was in with a 3224C and had the deal until the customer decides to call Xerox and cancel his contract on a color Techtronics printer and Xerox starts to pick his brain and introduces him to the M24. Even though the customer gave me a verbal on the 3224C, after shopping Canon and Toshiba, the cost of the M24 was much lower than all of us and I was in with a very low price. I was being up
Topic

Ricoh chooses Cognos as global BI/CPM

Art Post (Guest) ·
corporate office customer needs, and offers a broad range of digital, networked products, including copiers, printers, fax machines, DVD/CD media, and digital cameras. With 347 consolidated subsidiaries worldwide, Ricoh employs 75,100 people with consolidated sales of 1.81 trillion YEN. The Ricoh Group currently enjoys No.1 market share for plain paper copiers in Europe, Japan and No.2 share in the USA. For more information, visit the Ricoh Web site at http://www.ricoh.com ABOUT COGNOS: Cognos
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Ricoh Connect Training on the 3228/3235/3245

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Ricoh is pleased to announce the introduction of a new Tutorial and Product Certification in the Ricoh Connects Product Training Portal. This tutorial is designed to help you quickly understand how the Ricoh 3228C/3235C/3245C Series can benefit your customers. The interactive tutorial provides an overview of the products, key selling features and vertical market applications as well as the options and configurations available on this model
Topic

printing from Excel

Darth Vader (Guest) ·
One of my customers has a Ricoh 2035e spf, and she has been printing to it with no problem for a year. They decided to keep track of print jobs for billing purposes. They were already using user codes for copying, and they simply activated user codes for printing. They have no problem printing from any program EXCEPT Microsoft Excel. They follow the same procedures, but keep getting error messages. Any ideas??
Topic

Copier Matrix

Art Post (Guest) ·
Given to me from my service deaprtment. Could the person or person's involved at Ricoh made this any smaller? This document has been archived, please send me an email if you would like to purchase this document. art@p4photel.com Copier_Matrix.pdf
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Features needed on New Ricoh MFP's!

Art Post (Guest) ·
Deskew, blank page detection are the first two that come to mind. With the introduction of ecopy, Ricoh needs to start offering as a option a full color monitor that attaches to the MFP's. When working with scan2folder, we should be able to achieve the same thing as ecopy's scan2folder solution at a much lower cost! Maybe even go as far as adding a external server to these systems that will run MS XP and allow the users from the flat panel touch screen to move anywhere on the LAN or WAN and
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Re: sub addressing on a 1515MF.

Art Post (Guest) ·
re-post from the A League If you want T.30 Sub-Addressing on this system, then you will need Scan Router Professional. If all you want to do is forward faxes there are two options: 1. All incoming faxes can be forwarded to one e-mail destination that is programmed into the copiers Address Book. 2. Incoming faxes can be forwarded based on the Incoming/Senders Header information. These are called "Special Senders" and you can program up to 30 in User Tools. Once the incoming faxes complete their
Topic

territory splits

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I'm curious, how do other companies handle splits in different sales reps territories. Lets say rep A sells a copier to a banks main office in his territory then later that same bank wants to purchase a copier for a branch in territory B. Does A handle sale, Does rep B handle sale, do they split it? Curious to see what everyone else does.
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Re: Print Mail vs. PrintShop Mail

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Docusultant, I'm not sure what to think of PrintMail yet, and that's why I thought hearing from people who have used both PrintMail and PrintShop Mail would be informative. I will say that some of the functions in PrintMail are more complex to perform than I would expect of an application geared toward a general Office user (the suppression of blank line feature and the dynamic image feature, to name two examples). Frankly, I am concerned about trying to teach an average Office user how to go
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Re: 480 launch letter

Art Post (Guest) ·
Is it true you need the Postscript III option to print pdf's? I read this off of the pricing sheet today!
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Re: 480 launch letter

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you need PDF option to batch print PDF files - example: you download 6 PDF files, and wnat to put them all in PCwin and plot rather than opening each one in Reader and then choosing file - print - 240 WP.
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Re: 480 info

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configurator The attached Ricoh480 Configurator 10-12-2005 final.xls file has been moved to www.documentmall.com accountname: art_post username: p4pusers passcode: goodpals select the p4p user cabinet, then the wideformat folder, then Ricoh Folder, then 480W folder
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Re: 480 info

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MSRP and EDP codes The attached Ricoh480 SRP-EDP only 10-11-2005 final.xls file has been moved to www.documentmall.com accountname: art_post username: p4pusers passcode: goodpals select the p4p user cabinet, then the wideformat folder, then Ricoh Folder, then 480W folder
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Re: printing from Excel

Darth Vader (Guest) ·
She didn't think to write them down, but her IT guy finally made it over there and re-installed the print drivers, and it's working fine now. Thanks anyway.
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Re: Leads in Colorado

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Seattle, and may increase its staff to 100 employees by the end of next year. PARTNERS http://www.cdigix.com/website/cdigix/partners.asp PEOPLE Larry Jacobson Chief Executive Officer Brett Goldberg Founder and Executive Vice President Jim Comstock Vice President of Technology and Chief Technology Officer Mike Queen Vice President of Sales OFFICE(S) Cdigix 3575 South Fox Street Englewood, CO 80110 Phone: 303-783-5444 Fax: 303-783-0074
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Re: Leads in Massachusetts

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Advanced Electron Beams, Inc. (AEB) http://www.advancedelectronbeams.com WHAT IT DOES It develops electron beam technology for advanced manufacturing processes and environmental control. (number of employees: 15) EVENT 10-18-2005-$12.5 million in funding led by Atlas Venture and General Catalyst Partners OPPORTUNITIES potential opportunity to provide... - products and services to support increased sales activities - recruiting for sales professionals - equipment and systems for operational
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Re: Leads in Mississippi

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NetworkStreaming, Inc. http://www.networkstreaming.com WHAT IT DOES It develops appliance-based software solutions for remote control support, access, presentation and collaboration for mobile workers. EVENT 10-17-2005-$6 million in a second round of funding from Southern Farm Bureau Life Insurance Company and GulfSouth Capital OPPORTUNITIES company expects funds to be used for... - expanding sales and marketing activities - further developing its product line potential opportunity to provide
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Re: Leads in Virgina

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Intellitactics, Inc. http://www.intellitactics.com WHAT IT DOES It develops enterprise security information and event management software for critical information assets. (number of employees: 60) EVENT 10-19-2005-$3.5 million in a fifth round of financing co-led by Lazard Technology Partners and JMI Equity Fund OPPORTUNITIES potential opportunity to provide... - products and services to support increased sales activities - products and services to support a field sales force - tools and
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Re: ipds

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We have tried to set up an 3228 with the IPDS enabler. The printer uses wrong fonts so especially merged documents are distorted. Anyone?
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Re: Print Mail Poll #1

Indy_Dave (Guest) ·
Mike DeBenedetto is the Ricoh Product Manager...
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Re: Leads in Arizona

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Aegis Assessments, Inc. http://www.aegiscorporate.com OTCBB:AGSI WHAT IT DOES It provides wireless technology solutions that improve communications between emergency responders. (number of employees: 8) EVENT 10-19-2005-Announced the appointment of a new Senior Vice President of Sales and Marketing OPPORTUNITIES potential opportunity to provide... - products and services to support increased sales activities - products and services to support a field sales force - products and services to
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Re: Leads in California

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BackWeb Technologies, Ltd. http://www.backweb.com Nasdaq:BWEB WHAT IT DOES It provides software for continuous mobile access to network business tools and applications. (number of employees: 43) EVENT 10-20-2005-Announced the appointment of two new vice presidents OPPORTUNITIES potential opportunity to provide... - products and services to support a field sales force - products and services to support increased marketing activities; services may include PR activities, collateral material
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Re: Leads in Washington DC

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GridPoint, Inc. http://www.gridpoint.com WHAT IT DOES It designs and builds intelligent energy management (IEM) appliances that reduce electricity costs and provide automatic power backup for homes and businesses. EVENT 10-18-2005-Announced the appointment of a new Vice President of Sales OPPORTUNITIES potential opportunity to provide... - products and services to support increased sales activities - products and services to support a field sales force - services to support increased business
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Re: Leads in Jersey

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RightAnswers, Inc. http://www.rightanswers.com WHAT IT DOES It provides software, services and content solutions for the self-service internal IT support market. EVENT 10-17-2005-$2.3 million in a Series A round of financing led by NJTC Venture Fund OPPORTUNITIES company expects funds to be used for... - accelerating growth strategy - ramping up sales and marketing efforts - broadening product offerings potential opportunity to provide... - products and services to support increased sales
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Re: Leads in New York

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Cox Senior Vice President of Sales and Marketing Patrice Sminkey, RN Senior Vice President of Operations and Client Management Kathleen Reims, M.D. Vice President of Clinical Affairs OFFICE(S) Patient Infosystems, Inc. 46 Prince Street Rochester, NY 14607 Toll Free: 800-276-2575 Phone: 585-242-7200 -------------------------------------------------------------------------------- Secured Services, Inc. http://www.secured-services.com OTCBB:SSVC WHAT IT DOES It provides secured user management
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Re: Leads In Oregon

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its new product This is the first close of a Series B funding round expected to total $6 million. The company is developing its MAGi products suite, which uses broadband technology to enable last-mile communications to remote, threatened or temporary locations. PARTNERS none stated PEOPLE Robert Frisbee Chief Executive Officer Jeff Sinclair Vice President of Sales Charlie Kawasaki Senior Vice President of Product Development Christopher Runckel Director of Special Programs Robert E. Ellis Vice
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Re: Leads in Texas

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Britestream Networks http://www.britestream.com WHAT IT DOES It develops and markets hardware-based data privacy technology for enterprise networks. EVENT 10-17-2005-$10 million in a Series C round of funding led by Austin Ventures OPPORTUNITIES company expects funds to be used for... - continuing product development - expanding sales efforts potential opportunity to provide... - products and services to support increased sales activities - products and services to support a field sales force
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Re: Leads in Washington

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Hubspan, Inc. http://www.hubspan.com WHAT IT DOES It provides an Internet-based network that enables real-time transactions between business-to-business trading partners. (number of employees: 35) EVENT 10-14-2005-$13 million in a Series D round of funding led by BA Venture Partners OPPORTUNITIES company expects funds to be used for... - supporting key sales and marketing initiatives - expanding into international markets potential opportunity to provide... - products and services to support
Topic

480 launch letter

yose (Guest) ·
lots of good info configurator The attached Ricoh480 Launch Letter.pdf has been moved to www.documentmall.com accountname: art_post username: p4pusers passcode: goodpals select the p4p user cabinet, then the wideformat folder, then Ricoh Folder, then wide format, then 480W folder
Topic

480 info

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competitive info The aatched Ricoh Digital Competitive Matrix Sliding final.9-22-2005.xls has been moved to www.documentmall.com accountname: art_post username: p4pusers passcode: goodpals select the p4p user cabinet, then the wideformat folder, then Ricoh Folder, then Wide Format Folder and then 480W folder
-=Good Selling=-
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