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MFP Copier Blog

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

WooHoo!  One more day we'll be at the seven month mark for working remote or least I will be.

Am I happy?  Not really because going we're now into the last two months of the fiscal year.  In previous years you could do the research on your clients and pick those that you wanted to pay a visit to.  In most cases these were the clients that you have the best relationships with. With most businesses not being in the office or sparsely populated in New Jersey that may not work this year.

I guess the plan needs to change to from on-site to in-site visits.  Over the next week I've be picking ten to fifteen accounts that I will pitch them on and "End of Year Review" in a virtual setting.  Yes, more the like the quarterly but with a little more umph on ways to to reduce tax liability, curbing inflation (because we all now it's coming) by upgrading or re-configuring your fleet before the end of the year. Hey at least it's plan right?

Murphy Exits Stage Left

Today our Governor took himself "out of the field" because he was told by one of his staffers that he had come in contact with someone who tested positive for COVID19.  He is going to quarantine for two weeks in his awesome mansion in the Navesink section of Middletown.  It will be interesting what he'll be doing from home to say the lease.  Our emergency health order expires in the next couple of days. That order is in effect for 30 days at a clip.  I would expect the order to be renewed for another 30 days which means most offices will still be barren in New Jersey.

The Week so Far

My month end this Friday.  My goal is $102K which I lowered to $92K about three weeks ago. I just didn't see the numbers.  Right now I'm sitting somewhere around $74K.  Today I received a verbal for a $10K net new order, however this is the same client that gave me the verbal three weeks ago and never signed the docs.  After three weeks we finally connected again today.  We did some minor changes and the docs were sent back out around 3PM.  It's 5:32PM and I don't have them.  They could come tonight though.  I also told the client if you get me them today I'll send you a raffle ticket at no cost for a charity I work with.  Time will tell.

Yesterday I logged an order for an existing client for two A3 black MFPs (yup another client that needs 11x17), that order was about $12.7K.

Moving to the last couple of days for the month I have three opportunities that could happen.  The net new I just spoke about for $10K, another existing for $14K and one more existing for 8.5K. If they all go that adds another $32K.  These next two days should be interesting.

Ask & You Shall Receive

Moving to another topic, I had an inmail from another sales person via Linkedin maybe 30 minutes ago.  I do enjoy when I get these and I should post them more often for everyone.

Linkedin Inmail:

Over the past few months I've somewhat kept up with your blog posts as it's refreshing to know that we're not alone in these crazy times with what we do. I'm 24 and fairly green to the industry having worked for a couple smaller vendors who gave me a chance, to now working for one whos been established in the area for some time. I'd like to think I have most of the basics down, but as you know its a never-ending learning cycle. To someone who was probably in the same shoes as me at the same time, what would be your greatest advice and words of wisdom to a newbie who plans to be in the industry for years to come?



My Repsonse

Thanx for the inmail fellow copier salesperson

*Never stop educating yourself (products that you sell) read, read and read

* Out work the competition (hustle)

*Speak the clients language and act like they know nothing about our industry. Help educate them

*Make business acumen one of your core competencies

*Listen to your clients

*Never ever give up

*Be creative, think out of the box

*Offer multiple recommendations to your clients

*Never stop prospecting

I like these two quotes:

The harder you work the luckier you get

If you don't ask you don't get

Yes I was in his shoes so many years ago.  Much has changed with technology and the way you go about contacting prospects, suspect and clients.  Besides technology there hasn't been anything new in sales for many years.

For me it's about Desire, Dedication and Determination.  In most cases this can't be taught of coached.  You either have it or don't.  Yes you can turn that light bulb on, however you have to want it for yourself.

It's now about 5:35PM and some fog has settled in along the coast.  I've still got a couple of more hours of work this evening and you can bet your ass I'll be checking my email ever hour or so.

-=Good Selling=-

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

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

Just a few minutes ago I asked my VP of sales if he saw the video I posted with last nights blog.  He stated he had not which leads me to believe that the video did not post in the email alert he received about new content.  Since it's not a link those who just read the email on their smart phone would not get the full experience.  I also have this posted on my You Tube Channel and here's the link if your interested in seeing this fun video.

The title of the video is "I Will Survive" which was made famous and sung by Gloria Gaynor in 1978. Gloria went on to garner the Grammy Award for Song of the Year that year.   Gloria was also a native New Jerseyan and the song "I Will Survive" was the flip side of the 45pm (not intended to be the primary song).

Frak in 1978 I was 21 years and three years from starting my copier career.

"I Will Survive" is fitting for all of us in the copier industry (I refuse to call it the imaging industry) who are adapting and changing to our new normal.  We didn't ask for it, we didn't want it, and most of us would rather go back in time to February of 2020. 

After almost eight months of COVID there is no going back to the way it was.  These last eight months has changed us and our industry forever.  What we thought was many more sunny days turned in to weeks and months of cloudy and unpredictable times.  But we have survived!

Our copier industry is still here, dealers and sales people have made the adjustment to what was dealt to us.  Believe it or not we have changed and the changes that we've made will forever change the future for our copier channel.

Yes we might not book as many clicks like we did last year and yes hardware placements will be down, but we have changed as an industry to not be as reliant with just selling copiers. We are retooling, rebranding and reteaching ourselves for the new normal.  Over the past weeks weeks I've heard from any sales peeps that it's not back to where it was but they feel good about the changes that they've made or changes made by the dealership.

At first I was afraid, I was petrified
Kept thinking I could never live without that copier by my side
But then I spent so many nights thinking how COVID did me wrong
And I grew strong
And I learned how to get along
And so we're back

Thus the reason why the title struck a cord with me last night.  We Will Survive!

-=Good Selling=-

The Week in Copiers Fifteen Years Ago

The Week in Copiers Fifteen Years Ago for The Third Week in October 2005



Fifteen years ago the Print4Hotel was just turning 4 years old.  What started as an MSN Community with a handful of members finally made the jump to a full web community in 2003.  As I look back I'm proud of what we've accomplished to give the people in our industry the chance to communicate and share ideas with a global venue.

Enjoy these cool copier threads from 15 years ago this week!

Ultility Printer Models

Guest ·
into TONER! More boxes, more toner, more sales outlets, more boxes and even more toner. TONER is where the dough is for the manufacturers. Service, parts and support are all secondary when it comes to TONER. Now factor in that color printers and copiers are selling very well and the demand for these products will increase three fold in the next five years. Well, that's right toner consumption is exploding! Profits from Ricoh, Canon, Xerox and the others will also explode as long as they get the
Topic

Secret code 'traces copies'

Guest ·
affected machines that could indicate when and where the print was made. Among the copiers found to include the secret yellow dots are ones made by Brother, Canon, Dell, Epson, HP, Konica/Minolta, Kyocera, Lexmark, Ricoh, Tektronix/Toshiba and Xerox. The foundation cautioned that though it had deciphered the code on Xerox machines, it had not done the same for the yellow dots found on other copiers, but that it was likely that they too represented a sophisticated document tracking system. "So far
Topic

PrintMe for Hotels

Guest ·
need for that, why not also give customers the ability they need to print?" So far, PrintMe has been targeting the high-end properties that make up about 30 percent of North America's 30,000-plus hotels, and Thu says he foresees staying in that niche for the immediate future. Looking ahead, Thu says growth lies in relationships with big OEM partners such as Ricoh, Canon and Xerox. These partners are moving to embed PrintMe solutions into their copiers and printers over the next one to two years
Topic

Xerox Reports Third-Quarter Earnings of 5 Cents Per Share

Guest ·
installs grew 5 percent reflecting strong placements of the iGen3. Installs of production monochrome systems grew 21 percent largely due to the success of the Xerox 4110 light production system. In Xerox's office business, which provides technology and services for workgroups of any size, equipment sales declined 1 percent and total revenue grew 2 percent. Equipment sale revenue was impacted by product mix with the company selling a greater proportion of lower-priced units compared to the third
Topic

Introduces the bizhub (TM) 350/250/200 MFP

Guest ·
October 18, 2005 - New Modular MFPs Enable Small- to Mid-Sized Business Environments to be at the "Hub" of their Business with a Wealth of Standard Features, Including Printing and Scanning RAMSEY, N.J. - October 17, 2005 - Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta) today introduced the bizhub(TM) 350/250/200 printer/copier/scanner/fax series. Ideal replacements for Segment 1, 2 and 3 monochrome multifunctional products (MFPs), with print/copy speeds ranging from 35 pages
Topic

Introduces the bizhub C450P

Guest ·
449 mm image area). The bizhub C450P is ideal for color-oriented offices that are interested in a high speed, high quality printer with advanced finishing capabilities, including saddle-stitch booklet making, folding, and two- and three-hole punching. High Speed, High Quality Printing-- At the heart of the new bizhub C450P is the Konica Minolta-developed Emperon Print System, featuring PCL5c/PCL6c/PS3 emulation. The Emperon Print System provides for total integration of document output management
Topic

Good Used copiers

Guest ·
We're looking for a good source for reliable used Ricoh copiers. We've only been selling Ricoh for a little over 3 years and don't have very many used ones, but we've lost several bids recently to used equipment. Maybe I should take a hint from the car industry and call them "pre-owned", but we still need a good source.
Topic

Print Mail vs. PrintShop Mail

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I've been using and selling Atlas Software's PrintShop Mail for two years, which is a great VDP product (and I'm a little surprised that no one's mentioned it on the message boards yet). I'm getting ready to install and evaluate Print Mail, but from Ricoh's materials it doesn't sound like it has nearly the features of PrintShop Mail. Are there any other VDP people out there who have used both? I'd be interested in your feedback or comparisons.
Reply

Re: Final Poll Result for HP System

Guest ·
HP has sold enough units (4345 mfp) to move them into forth place in segment 4 sales behind Xerox, Canon and Ricoh.
Topic

RICOH CORPORATION INTRODUCES THE BP20/BP20N

Guest ·
RICOH CORPORATION INTRODUCES THE BP20/BP20N Robust Black & White Laser Printer Delivers Reliable Results West Caldwell, NJ, October 17, 2005 — Ricoh Corporation, the leading provider of digital office equipment, today introduced the Ricoh BP20 and BP20N, two top-of-the-line black-and-white laser printers designed to fit in any work environment. The BP20 and BP20N are dependable and cost-effective solutions that efficiently handle any task. The BP20 and BP20N are engineered to deliver the type
Topic

Ricoh is a marketing genius

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Guess what? Danka is going to market the B2C products under their Infotech ISC label. Yes, you can buy a Ricoh 3228C all the way up to the new 3260C from your friendly neighborhood Danka. And you thought there weren't enough people selling Ricoh's these days. Shame
Topic

RICOH’S AFICIO CL4000DN RATED

Guest ·
commitment to offer the best possible printing solutions for any office environment and the performance demonstrated in the BLI tests lets us know that we are reaching our goal,” said Hede Nonaka, vice president of Marketing, Ricoh Corporation. The Aficio CL4000DN is a desktop printer that can fit virtually anywhere in an office. With print speeds as fast as 26 ppm for both monochrome and color and enhanced resolutions of up to 1200 dpi, this single-pass color laser printer is designed for ultimate
Topic

2003 cluster printing & model identification

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I have a customer that wants to implement printing from cluster servers, has anybody else experienced this, Our customer has many 1060/ld060/b064 and aficio 2035e/ld135/B135 and aficio 2238c/ld238c/B149. One email I saw said for some models 2nd half 2005 for release, but it references the internal name, does anybody know where to find a cross reference list to the internal names. Ex. names like A-C4, R-C4, J-P4
Topic

Print Mail Poll #1

Guest ·
Topic

Print Mail Poll Questions #2

Guest ·
Topic

I need one Type 2027 Scan/Print DIMM

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Does anyone out there have a 2027 Scan/Print DIMM?
Topic

Lanier 5613f ...Ricoh model????

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WE have a customer that has Cox Cable phone service and needs to have distinctive ring set up for faxing. Does the 5613f have distinctive ring ability?
Topic

Muratec F-520

Guest ·
The first NGP-enabled devices are the F-520 & F-520D, devices that are sure to change your perception of the “desktop fax machine”. More than your traditional fax machine, this is a true digital document delivery solution that will directly route documents to network folders, e-mail addresses, FTP sites, remote Internet fax terminals or traditional fax machines.
Topic

HP Releases Color MFP; Announces Print Service Contracts for SMBs

Guest ·
HP introduced a multifunction color laser jet printer for businesses—the HP Color LaserJet 4730. The machine costs $4,999, a price HP says is half that of competing multi-function printers. It prints in both color and black and white at 30 pages per minute. The company also introduced printers aimed at small- to medium-size businesses, including the HP Color LaserJet 4700, starting at $1,999. It prints up to 31 pages per minute in color and black and white. In addition, the company said, it is
Topic

Tosiba e-studio 162D

Guest ·
The E-Studio 162D multifunctional device series is designed to meet the needs of small business, executive offices, and small workgroups. The e-studio 162 and 162D (with optional reverse document feeder) offer a print speed of 16pp, 600dpi image quality, copying and color scanning with optional network printing/scanning and fax. Both models have a FCOT of roughly 9.5 seconds (boy is that slow); they max paper size is legal.; they both come standard with a 250 sheet paper tray and a 50 sheet by
Reply

Re: Leads in Colorado

Guest ·
Privacy NETworks, Inc. http://www.privacynetworks.com WHAT IT DOES It provides a suite of software that manages archiving, encryption, spam and virus protection for corporate e-mail systems. (number of employees: 20) EVENT 10-03-2005-$2.4 million in a first round of funding led by Aweida Venture Partners OPPORTUNITIES company expects funds to be used for... - supporting strategic development and marketing plans potential opportunity to provide... - sales training programs - products and
Reply

Re: Leads in Massachusetts

Guest ·
Centerstone Software, Inc. http://www.centerstonesoft.com WHAT IT DOES It provides Web-based solutions designed to automate the management of corporate real estate, facilities and workplace operations. (number of employees: 50) EVENT 10-06-2005-$5.5 million in a Series D round of funding led by Egan-Managed Capital OPPORTUNITIES company expects funds to be used for... - expanding sales, marketing, and solution development initiatives potential opportunity to provide... - products and services
Reply

Re: Leads in Ontario

Guest ·
Redline Communications, Inc. http://www.redlinecommunications.com WHAT IT DOES It designs and manufactures broadband wireless access solutions. (number of employees: 110) EVENT 10-05-2005-$15 million in financing led by GF Private Equity Group, LLC OPPORTUNITIES company expects funds to be used for... - product development - supporting sales and marketing in international markets potential opportunity to provide... - products and services to support increased sales activities - products and
Reply

Re: CL400dn

Guest ·
All is well. Printing and duplexing on heavy stock once again. Looks great!
Reply

Re: Ricoh is a marketing genius

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Question? Why does Ricoh think they need to bail out every going going down the tube?
Reply

Re: Leads in Minnesota

Guest ·
RTW, Inc. http://www.rtwi.com NASDAQ:RTWI WHAT IT DOES It provides products and services for managing insured workers' compensation programs and self-insured disability and absence programs. (number of employees: 134) EVENT 10-06-2005-Announced the appointment of a new Executive Vice President of Sales and Marketing OPPORTUNITIES potential opportunity to provide... - sales training programs - software and systems specific to the sales function - products and services to support a field sales
Member

Troy
Reply

Re: Leads in California

Guest ·
AIRSIS, Inc. http://www.airsis.com WHAT IT DOES It develops remote asset management solutions that allow users to monitor and control mission-critical assets via satellite, wireless communications and the Internet. EVENT 10-01-2005-$1 million in a Series A investment led by Tech Coast Angels OPPORTUNITIES company expects funds to be used for... - growing its sales force - implementing marketing programs - development new products potential opportunity to provide... - software and systems
Reply

Re: Leads in Illinois

Guest ·
Executive Vice President of Sales and Marketing Jerry Baulier Chief Technology Officer, Vice President of Aleri Labs Research and Development David Parker Vice President of Consulting Services Sue Piatek Vice President of Application Development Shea Goggin Vice President of Business Development Jeff Wootton Vice President of Product Marketing OFFICE(S) Aleri, Inc. Two Prudential Plaza 41st Floor Chicago, IL 60601 Toll Free: 888-662-8237 Phone: 312-540-0100 Aleri, Inc. 550 Broad Street Suite 802 Newark
Reply

Re: Leads in Michigan

Guest ·
Covansys Corporation http://www.covansys.com Nasdaq:CVNS WHAT IT DOES It provides consulting and technology solutions, specifically industry-specific solutions, strategic outsourcing and integration services. (number of employees: 5804) EVENT 10-03-2005-Announced the appointment of a new Senior Vice President of Worldwide Sales and Marketing OPPORTUNITIES potential opportunity to provide... - products and services to support increased sales activities - products and services to support a field
Reply

Re: Leads in New York

Guest ·
Digital Warehouse USA, Inc. http://www.digitalwarehouse.com WHAT IT DOES It buys, sells, rents and leases refurbished networking equipment. EVENT 10-07-2005-Announced the appointment of a new Vice President of Worldwide Sales OPPORTUNITIES potential opportunity to provide... - products and services to support a field sales force - recruiting for sales professionals - services to support increased business development activities - products and services to support increased sales activities Brad
Reply

Re: Leads In Oregon

Guest ·
MiraLink Corporation http://www.miralink.com WHAT IT DOES It provides remote data mirroring over IP networks for disaster recovery and regulatory compliance. EVENT 10-03-2005-Announced the appointment of a new Vice President of Worldwide 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 support increased marketing activities
Reply

Re: Leads in Pennslyvania

Guest ·
CyOptics, Inc. http://www.cyoptics.com WHAT IT DOES It designs, develops and manufactures optical chips and components for broadband access, metro and long-haul communications systems. EVENT 10-05-2005-$3 million in a Series F investment from Birchmere Ventures OPPORTUNITIES company expects funds to be used for... - growing and diversifying the business potential opportunity to provide... - products and services to support increased sales activities - products and services to support growth in
Reply

Re: Ultility Printer Models

Guest ·
Got this back from Freeprinters.com Your only obligation in this program is to purchase 4 sets of toner annually, shipped every 90 days for a period of 36 months. At the end of 36 months the printer is yours to keep without further obligation. You will be billed monthly at the low rate of $175 for the toner. A new complete set of genuine Lexmark toner cartridges will be shipped every 90 days. All shipping charges are included in the program. Requires a security deposit of $350, that will be
Reply

Re: Domino server/1515 scan to email

Guest ·
Yes, this should work. If Jomama's sugguestion doesn't fix it, I'd plug in my laptop and try sending email with the same information they've provided for the 1515. For some reason people are more willing to believe they are giving you the wrong info when it happens on a PC than on a copier.
Reply

Re: Domino server/1515 scan to email

Guest ·
Not a surprise. But we can prevail. HP has such a rep with nw printers. It is sorta like the old days (80's) with x was king. They were the standard and everyone else had to prove themselves.
Reply

Re: FW 770 Question?

Guest ·
I'd shy away from the role cutting rail. The user has to manually cut the sheet to size off the roll. They will love you for setting them up with the auto-roll feed! btw: ALL current Ricoh wide format machines with a roll feeder attached (470,240,770,780) use the identical Roll Holder Type A.
Reply

Re: Savin C2824 web image monitor

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found the problem, sales manager went on site and found sales rep had a typo on the IP address
Reply

Re: RICOH CORPORATION INTRODUCES THE BP20/BP20N

Guest ·
Our printer product manager has told me that this product will not be available to the dealer channel.....only through retail!!!
Reply

Re: HP Releases Color MFP; Announces Print Service Contracts for SMBs

Guest ·
First thoughts on this product, estimated cost per copy for toner only is .08483! Items that the customer may have to buy is the fuser and ADF mylar kit which will add to the cpc. No 11 x 17 scanning,printing and copying. HP continues to develop MFP's with no 11 x 17, are they on to something? Charge to network install and train is $449. Charge for "Digital Send" is $5,499. No index paper, heaviest weight is 32lb bond, no two sided copying, however there is two sided printing. ADF is only 50
Reply

Re: HP Releases Color MFP; Announces Print Service Contracts for SMBs

Guest ·
The old addage of you can pay me now, or pay me later. I went to the HP website. The black toner cartridge gives a yield of 12,000 @ 5% for $137.00 The color cartridges are $296 for the same yield of 12,000 @ 5% Also a lot of other items that pale to even the Savin 2410
Topic

RISO to Introduce 180ppm Duplicator

Guest ·
RZ 990 was shown at PRINT 05, the print speed is a sizzling 180 pages per minute. I did a google search but could not find anymore information on this product. Does anyone have some info they can post here?
Topic

Final Poll Result for HP System

Guest ·
This one was almost even with 53% for a system similar to HP and 47% against. HMMMMM! brPoll Question: For those of us who are familar with the HP4345 MFP series. Question: Would you like to see Ricoh develop a system like this? (keep in mind these features are not included with 4345, no 11 x 17 functionality, no high end finishing, no bookletmaking, no legal or ledger scanning, and a few more? Results (15 votes counted so far): 8 (53%) Yes 7 (47%) No
Topic

3260/5560 face up output

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Output from prints or copying face up after doing a thick paper mode from bypass. We have noticed that the system will not switch back to face down exit after doing a face up feature. Only way to reset is to reset system settings. user tools # + system features to bring up prompt for reseting to defaults. I believe a firmware upgrade is on the way.
Topic

KYO KM-1820

Guest ·
offer 18ppm output, standard netowrk printing, and color scanning as well as optional fax and netowrk fax capabilities. Standard features include electronic sorting, scan once, print many capability; a 250 sheet paper tray and 50 sheet by-pass tray. Prints and copies onto letter and legal!
Topic

Error when scanning to email on 2022SP

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I keep on getting this error: SMTPC: Connection Closed (501) and sometimes the numbers at the end are 701 or 801. I have setup my laptop with the exact same settings and set up outlook express and it worked but the email always when the copier gets hooked up. Please help...we are thinking it is the NIB and are going to swap it.
Topic

Problem with RPCS Driver

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A couple of times I've had problems with the RPCS driver on the Savin C2820 where it looses all of the shortcut icons. This is normally resolved by deleting the driver and installing a new one. Does anyone else have any experienceon this or have any suggestions?

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

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

I'm not going to write about my day.  Yes last week had it's ups and downs, with more downs than ups.  Today marks the last week of the month and there are four days left to finish the struggle.

Mind you I had no intention of posting anything today.  However I could not resist the temptation of creating this video.  The title is so apropos as to what we are all going through in this time of COVID19.

Some peeps from our sales team and yes it changed my spirit for the day and maybe for the week. I hope it does the same for everyone else!

I WILL SURVIVE




Goodbye, Farewell and Amen

Special thanx to Vince for allowing me to re-post his last blog on his blog site, "the connected copier".  I've known Vince for quite a few years since reading his first blog. I'm thinking that was way back in 2008.

There's not that many of us that blog on a regular basis about our industry. In fact I know of four Greg Walters, Ray S , Vince McHugh and myself. Vince has also been a member of the Print4Pay for sometime and always made himself available to answer sales and technical questions for others on our forum. For that I am thankful. Thank you Vince!

Vince and I also had to chance to meet for dinner one night in Atlantic Highlands, NJ.  He was visiting NJ for a technical meeting and we both met at the Memphis Pig Out one night.  Of course us two old pro's had a great time chatting about the industry like two old wash women.  I could see that Vince was a Pro and I admired him for his expertise and his friendship. Over the years we've keep in touch from time to time and I'm sure that will be the case moving to the future.

COVID19 hit us all hard and even harder for Vince.  Vince I was you the best my friend and you know I'm always available.

Goodbye, Farewell and Amen

I started in this industry in 1978, with a walking territory in “The City” (that’s what New Yorkers call Manhattan). But I have come to a point in my life where I need to say goodbye to “The Copier Industry”. After nearly 30 years working for a Large Independent Dealer in New England (NECS) I will be leaving this industry that I have loved. Some people have said that I have toner in my blood, and maybe that is true. Time will tell.

I have had the privilege to be friends with some Giants of the Industry. Charlie Tiernan who started NECS out of the back of his station wagon, and grew it to a major regional player with 7 offices and 2 Warehouses. Charlie is a real dyed in the wool “Copier Guy”, and he has a big heart. It was a privilege to work for him for so many years.

Charles Kelly, who ran the CSlist.org (Mailing) list for years. I met Charles at a Canon Technet conference and we immediately hit it off. He invited me to join his mailing list for Canon Systems Engineers. We had SEs from all over the world posting non sanctioned Canon Networking solutions. I learned and posted many “solutions” back in the day. The Canon “Grid” ended the need for the CSlist and it has since been moth balled.

Art Post, The P4PHotel.com has been a great industry resource. Art has reposted some articles from this blog, and he always has great, relevant, Industry news. Talk about a “Copier Guy”, Art defines the term. I had the pleasure of having dinner with Art one night when I was in New Jersey for training. We have and do talk on the phone from time to time, and I consider him a friend.

Ned Bannan is one of the best industry Systems Engineer on the East Coast, But sadly Ned is no longer in the “Copier Industry”. He is working for a Security Software Company and they are lucky to have him. He is the best Mac guy I know, and has a good working knowledge of Linux. Ned has forgotten more about Macs than most people will ever know. He was also a Fiery Color Expert. Ned could hack a PPD with the best of them!

I have known Mike Betsco for a couple of decades now. Back in the day when he was one of the driving forces behind Canon’s Technet. Which was the best SE training, in the most compact time frame, at a great location (Disney World or Disney Land). Mike did a tour at Samsung when they made a run at the Copier Industry but is back at Canon heading up their Solutions offerings. Canon is lucky to have him. Mike invited me and other key solutions people in the Independent Channel to join the Canon S.E.A.L. Team (Solutions Advisory Board). We had some great discussions during those meetings and continued them over some great dinners.

What can I say about Joe Lucas? If you ever get stuck with a complex UniFLOW problem Joe is the go to guy! He has helped me with major accounts more times than I can count. James Seager also gets honorable mention for NTware support!

Donn Clarke was my boss when I worked at (RBS) Ricoh Business Systems. I worked there for two plus years and Donn was the best boss I have ever had. He is a good man. That is why I brought him over to NECS where he is currently the Director of Sales.

Lynda Maglio is currently a Solutions Analyst at Konica Minolta. But I have most of my fond memories of her when she worked at eCopy (then it became Nuance). She would bird dog a problem until she got it resolved. For that reason she was one of my favorite Vendors.

Then there are the great Hunters (Sales People) that I have worked with over the years, John “Sully” Sullivan, Doug Moore, and Cindy Albano just to name a few. I am not leaving the rest out to slight them but to name all of them would be impractical in a blog article.

These are just some of the people I have come to respect in this industry. Time would fail to talk of each of the men & women I have worked with over the past 34 years. But you know who you are.

I have good memories from my time in this industry. I raise a family on the salary I earned as a Technician, Troubleshooter, Field Service Manager, Solutions Team Managers, Color Sales Specialist, and a Vice President. I will no longer be posting to this blog, but I will leave it as an archive as there is indeed some useful info that hopefully some people will still stumble across.

My apologies to the long running show M.A.S.H. for stealing their title of their last episode. But it seemed appropriate to me. They say by the time M.A.S.H. ended they had more episodes than there were actual days in the Korean war. Sometimes I feel like I have more stories than actual days for my career in this industry. Please know that I love this industry. It is going through some tough times right now and maybe the “Big Crunch” will continue. But the strong will survive. They always do!

Please contact me via my email if there is anything I can do for you.

This is my last $0.02

Vince McHugh

vincemchugh2076@gmail.com

PS: I have never mixed my personal life with my professional life because it might alienate some of my Customers. But I feel like as I wrap this up I need to let those who have read this blog for so long know that I am a Christian. I have taught a Bible study for the past 40+ years. So if you have a question about the Bible or about life and want to talk, email me and I will be happy to talk to you about anything.

The Week in Copiers Ten Years Ago

The Week in Copiers Ten Years Ago for The Third Week in October 2010

I was rolling when I read one of the threads from ten years ago about "Smell O Vison".  It's been ten years and it seems "Smell O Vision" never came to pass, however it's still a good read.  I always thought it would be neat if our smart phones emit smell patterns. Wouldn't it be interesting....

Enjoy these great copier threads from ten years ago...

Check this out this email and Print Solution!

Guest ·
Print Management with Dipritec Hi Arthur, I saw your blog and think it is great. I have subscribed to it and will be following it. I wanted to make you aware of our solution, as it can be interesting for you to know about. We are a Swedish company who have developed an innovative print management system that can control the printing environment of global companies with just one central print server. We are partners with Xerox, Ricoh, Konica Minolta, Sharp, Canon, HP and more. We have sold to
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Xerox to make move for Kodak?

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Reuters expect, on average, that Kodak's quarterly results on Oct. 28 will show sales down and losses up, even while most major companies are reporting improved results. All pretty grim. But one could argue Kodak stock is a diamond in the rough. Its price/share ratio — the value of all its outstanding stock divided by its 2009 revenues — is about 0.14. In many investing circles, a PSR of less than 1 indicates a value stock the market is overlooking. (For comparison sake, Xerox Corp. has a PSR of
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Xerox Keeps Color Affordable with New ColorQube Desktop Solid Ink Printers

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ROCHESTER, N.Y., Oct 19, 2010 -- Two new solid ink color printers from Xerox Corporation - the first desktop products under the ColorQube(R) brand - make color printing even more affordable for businesses of all sizes. The Xerox ColorQube 8570 and ColorQube 8870 solid ink color printers' cartridge-free ink produces high-quality color prints and generates 90 percent less printing waste than comparable color laser printers. With print speeds as fast as 40 pages per minute in both color and black
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OKI Printing Solutions New Color and Mono Multifunction Printers Improve Business Per

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October 21, 2010 09:33 AMEastern Daylight Time OKI Printing Solutions New Color and Mono Multifunction Printers Improve Business Performance and Maximize Office Efficiency for SMB Market New High-Performing, Ultra-Fast and Space-Saving Multifunction Printers Complete Company Refresh of A4/Letter Portfolio MOUNT LAUREL, N.J.-- OKI Data Americas , which markets its products under the OKI® Printing Solutions brand, today announced the launch of new A4/Letter color and mono multifunction printers
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Staff criticize Copier procurement changes

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the letter did not specify the period in which the savings would occur. Copy machines throughout campus were replaced as part of a switch to W.B. Mason as the sole provider of office supplies to the College. Ricoh machines have replaced those produced by Conway, Dartmouth’s previous copy machine contractor. Faculty and staff received a general notice announcing the change in late summer, according to Gail Vernazza, administrator of the history department. Vernazza took issue with Moffatt’s
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20 new copiers on campus

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The technology Dixie State College has to offer is both diverse and prevalent. There are printers distributed throughout campus, WiFi connections in every building, and a large section of the bookstore dedicated to selling technological devices. Recently the DSC IT department provided 20 Sharp scan/copy/printer machines across campus. These machines use the system already in place for prints and copies, and can be added by using a credit card on the printer balance site. "Students don't
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Re: Xerox to make move for Kodak?

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It does not make sense to me that Xerox would want to acquire Kodak. Xerox has no interest in consumer imaging and the last thing it needs is two sets of pensions to deal with. Also Xerox is just about the only company that would not see a major change in its production lineup if it added the NexPress or Digimaster lines. I'm sure the color NexPress systems are pretty attractive to companies like Ricoh, Konica, and Canon though, who don't have an option in the color cutsheet heavy production
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Canon unveils concept presses, expands Oce partnership

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was demonstrated applying varnish at what appeared to be full production speed, and was shown being controlled by another Canon innovation – a specially developed iPhone app. As well as the concept imagePress, the firm also unveiled two concept wide-format imagePrograf engines, the X and the Y. The latter is targeted at the CAD market, but the former could prove to be Canon's first outdoor-certified press. The machine was demonstrated printing on a vinyl substrate, and is understood to use
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Kofax and Canon Expand Digital Scanner Distribution Agreement

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IRVINE, Calif., Oct 18, 2010 (BUSINESS WIRE) -- Kofax plc, the leading provider of document driven business process automation solutions, today announced a new agreement between its hardware distribution business and Canon Middle East, one of the region's leading business solutions providers. Under the terms of the agreement, Kofax's hardware distribution business, the leading distributor of digital scanners in Europe, the Middle East and Africa, will distribute Canon's full line of market
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Re: Possibly moving to Ricoh....

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Kyocera and Samsung as our largest lines now and Ricoh as a backup...why? because Ricoh chose to compete directly with us on the street...they went from 90% of our sales to aboout 20%....the competition with our supplier was not good for us and in the end not good for our clients. None of the suppliers are perfect and everyone of the brands has its challenges. In the end our job is to meet the needs of our clients profitably so we are around to serve them long term...and the clients who value that
Member

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Re: Staff criticize Copier procurement changes

Guest ·
The story seems to be misleading. It reads as if WB Mason is now selling Ricoh machines. When I read that I almost flipped. I found the following story which states they are using Ricoh for the copiers and Mason separately for their office supplies. Strategic Budget Reduction & Investment (SBRI) Update #3: Improving Purchasing Power at Dartmouth; Office Supplies and Copiers/Multifunction Devices Dear Colleagues: Everyone in the Dartmouth community can make a difference in reducing the cost of
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Kodak Poll "Who would buy them"?

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Do they have cause? Some on Wall Street think so. Credit ratings agency Fitch last week revised its outlook on Kodak debt from "stable" to "negative," meaning in its eyes investors should shy away from Kodak bonds. Fitch says it does not expect Kodak to generate free cash flow (money left over after a company pays expenses, debt and dividends) anytime soon while its sales and profits slip and while it continues to spend on restructuring and pension liabilities.
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Canon imageRUNNER Security Flaw!

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Indiana U. Engineer Finds Security Flaw in Popular Internet-Connected Copy Machine April 2, 2008, 3:45 pm By Jeff Young These days, it seems like just about every kind of gadget can be connected to the Internet — video game consoles, iPods, and even photocopiers (or multifunctional printers, as the manufacturers call the large machines that can copy or print from networked computers). Nate Johnson, lead security engineer for Indiana University, recently discovered a security flaw in a copy
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Allens Arthur Robinson extends managed print contract

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." Allens first signed up for the managed print service in 2005, and has replaced 408 individual printers in its regional offices with 206 multi-function devices. It has reduced its volume of printing per year from 61 million pages to 24 million over that time, a shift which has saved it $3 million purely in basic printing costs, Taylor said. Printer-related issues now account for 3 percentof help desk calls, compared to an industry average of 30 percent. The trickiest part of the transition was
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Ricoh awarded document management contract by Premier

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print shop functions. Ricoh's software based document solutions not only help to mitigate the issues and challenges that paper forms bring to health care organizations, but they address the costs associated with printing and provide rules management across the enterprise. SOURCE Ricoh Americas Corporation
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Océ Arizona Series printers score hat trick with

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TM version X10 Océ Edition RIP software. ONYX Graphics software utilizes ONYX color science and a proprietary color engine designed to specifically address color and profiling issues unique to large format inkjet printing. The results are better neutral, saturated and dark colors, and consistent color fidelity. World’s premier selling flatbed printer product family The Océ Arizona Series UV flatbed printers have been consistently honored by the SGIA organization. In 2006, the year of the
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Cloud Printing Pioneer Launches Next Generation EFI PrintMe Mobile Printing ...

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workers to upload their documents to the PrintMe cloud and securely print them on any PrintMe-enabled printer. The solution has thousands of placements worldwide, with millions of pages printed, making it easy to print on the go, whether it is guest printing in an enterprise, printing from a hotel room or airport, or just using a mobile device on the street. Now, with the launch of the next generation PrintMe mobile printing solution, EFI has enhanced the capabilities of PrintMe's "cloud aware
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'Smell-O-Vision' TV Printers developed by Japanese scientists

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, told New Scientist: "We are using the ink-jet printer's ability to eject tiny pulses of material to achieve precise control." Ink jet printers work when a pulse of current heats up a coil of wire and creates a bubble that forces a small amount of ink down a tube an onto the page at high speed. The Japanese team adapted a Canon printer to squirt four "ingredient" scents and managed to get hints of mint, grapefruit, cinnamon, lavender, apple and vanilla, for a fraction of a second. Something
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Xerox Scan, Flow, Store, please help!!!

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This is a Xerox product and I heard today that the OEM is Nuance, is this ecopy share scan or digi doc flow? My customer is using the Xerox Scan, Flow, Store on Xerox's and wants to use this in some Ricoh devices. What I got out of him is that they are scanning invoices with bard codes and Xerox's SFS does the bar code imaging at the server level, Please help!!!!!!
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How Much do National Copiers Vendors Charge to Decommission a HDD?

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Any idea what National Vendors are currently charging to remove a HDD from a copier and place it in the customers hand including all of the associated paperwork.? Toshiba Canada charges $300.00. This charge includes placing a new HDD back in the old original copier. Also, Canada's National TV broadcaster CBC ran a highly viewed TV report on copier HDD security http://en.video.sympatico.ca/i...secrets/641692961001
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Re: Possibly moving to Ricoh....

Guest ·
A couple of thoughts based on my lengthy experience with both Sharp and Ricoh. Ricoh is far and away a better product. No doubt about it. As stated above buyers buy the dealership and the relationship with the sales rep in my experience not the brand name on the front of the box. Take it from someone who spent years explaining to customers who "Gestetner" was that had never heard of them........and now "Lanier". Finally, in this market I would urge extreme caution making any sort of employment
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OKI Data Americas Launches New LED Single Function Monochrome Printer Series Offering

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Mount Laurel, N.J. – October 12, 2010 – OKI Data Americas, which markets its products under the OKI® Printing Solutions brand, announces the addition of the new B700 Series of monochrome printers designed for small to mid-size workgroups. The new B700 Series delivers powerful, ease-of-use features that produce crisp, clear documents at high speeds with less user intervention. The new series has a variety of performance-enhancing features including an alphanumeric keypad with a 5-line blue
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Open-source 3-D printers head to a desktop near you

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that machines should be able to build themselves. The machine that Dr. Bower’s Rep Rap Project built was called Darwin and it made 60 percent of its own parts, according to Mr. Leonard. The 3-D printer software is now available as an “open source,” a new concept of availability. “It’s called ‘open sourcing,’ open for inspection and copying, no proprietary rights. It’s a geek thing. The geeks have come out of the woodwork and there are about 60 different people worldwide making these printers
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EFI Enhances Eco and Productivity Features of Fiery VUE Application, Making Professio

Guest ·
feature improvements. Launched in January of this year, and downloaded by thousands of users, Fiery VUE is an innovative print application that makes production of professional-looking finished documents fast and easy for all office workers. Ideal for any functional group across an enterprise including sales, marketing, finance, legal, HR and training, Fiery VUE takes all the complexity out of producing professional-looking documents. Before printing, any office user can interact with the document on
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Jefferson Parish School Board sued for allegedly violating copier agreement

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Jefferson Parish School Board sued for allegedly violating copier agreement 10/20/2010 7:48 AM By Michelle Massey A Jefferson Parish School Board has been sued for more than $75,000 for allegedly violating a lease agreement regarding its copier systems. CIT Technology Financing Services I filed suit against Jefferson Parish School Board on Oct. 11 in federal court in New Orleans. According to the complaint, the school board signed an agreement with CIT on June 15, 2006, in which it would make
Member

Member

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Scan2CAD software "Has anyone used this"?

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Scan2CAD on more than one PC and to share it with colleagues via a USB stick, floating network or fixed network licence, all at no extra cost. A fully-working 14-Day Trial of Scan2CAD v8 Pro can be downloaded from: www.scan2cad.com During 16 years of consistent software development, Scan2CAD pioneered the automatic conversion of raster PDF files, (ones created by scanning drawings and saving them as a PDF file), using its proven raster to vector conversion technology. In recent years, the
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Re: Open-source 3-D printers head to a desktop near you

Guest ·
quote: Originally posted by Art Post: “Well within our lifetime we will all have a 3-D printer in our homes, go online, download a plan, feed it to the printer and make a new part for something we have broken; the technology is advancing that fast,” Mr. Leonard said. Doubt it!
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Re: Possibly moving to Ricoh....

Guest ·
Jack Daly said it best "People buy from people they like" I know a local RBS where the marketplace Manager let his #1 rep based on attitude Sure this rep sold but the Rep was not liked by his customers. Customers were purchasing from this RBS because they liked the Service Tech and Delivery guys. this showed me personally that its not just the sales guy who sales its everybody in the company.
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Re: Open-source 3-D printers head to a desktop near you

Guest ·
It may or may not happen, however how cool would it be to replace a broken plastic part from a stereo, cell phone, car, all of those little annoying parts that never get replaced. I could find many uses for this printer.
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Re: Possibly moving to Ricoh....

Guest ·
I forwarded to all of my Sales reps today. Thanks,
Reply

Re: Xerox Scan, Flow, Store, please help!!!

Guest ·
Art, ScanFlowStore is just Xerox's name for DDF. They were the first vendor to have the original X-Solutions product before we had it and susequently was acquired by Nuance. The barcode recognition is an add-on module....
Member

Reply

Re: Top 21 Sales Call Mistakes...And How to Avoid Them

Guest ·
I have forwarded to all of my Sales people. Thanks,

The Customer's Answer Can Fool One Into Complacency

I recently read where someone asked a few customers' questions to prove that delivering products and services through outdated systems was still relevant. 

But what we don't know is how they asked the question. Were they explaining how they fit into the realities of a marketplace and can now help their customers? Or, did they phrase the question based on their own digital ineptness to save their outdatedness? 

Most in fear of a change to their relevance will present their outdatedness as valuable. The customers they seek approval from will tell them what makes them feel good. The reason customers' do this is they can easily replace them, and one day they will. But until then, the delusional seller will remain happy with a delusional view of their customer relationships. However, soon their buyers will trade in that relationship for an innovator's better experience.

Those continuing in denial of the digitalization transforming the selling and buying intersection is beyond comprehension.

Sellers who rely on the push economy process to deliver their products and services are completely devastated when they realize their customers are more comfortable doing things through the pull-economy processes; processes residing in the intersection between the digital and physical worlds.

Here's how I define these two very different processes.

The Push: Economic Processes are those processes designed to bring your products and services to the customers you seek. This is a show up in person, and this process, for the most part, lives in the physical world.

The Pull: Economic Processes are those processes designed to allow the customers to seek to bring your products or services to them through their control, a process, for the most part, lives in a digital landscape.

What happens when your customers are searching for your replacement, and they don't find you there? The simple answer is that they no longer are your customer. I wrote an article on this subject back in 2017; here's the link for more details.

https://www.linkedin.com/pulse...meet-ray-stasieczko/

Like other product and service providers, The Document Imaging Channel faces great pressures to its core deliverable of print equipment, its supplies, and services. The industry's customers have benefited from a commoditized marketplace for well over a decade as its customers held vendor auctions through nearly all buying cycles.

There has to be a reckoning with reality regarding all aspects of customer engagement. Regardless of core products and services, those resellers or dealers must have a strategy to accommodate both buyers' understanding that forcing push-economy processes on buyers who prefer to operate with a pull-economy process will result in a lost customer.

Here's the problem, those who attempt to deliver both these customers through the push-economy processes will find themselves out of alignment in delivery cost with competitors who successfully built systems designed for pull-economy processes.

It is nearly impossible for some resellers to imagine their customers value desired outcomes over products, services, delivery systems, or the friendly smiles of those servicing or selling them. In reality, many of the most innovative organizations today reinvented the means by which their customers receive those desired outcomes.

For example, a signed document is the desired outcome; a digital platform allowing for the signature replaces the need to print off, sign, and then scan back to the digital world. Obviously, the ability or means to do this digitally is a much better experience than the outdated way. So, one can imagine those who lack the competence to present digitally will believe their customers are happier signing paper.

Another example is those who refuse to engage their customers through video communication, even as a pandemic confines the globe instead of embracing what is becoming more common every day.

Some insist on running around opening doors in the physical world instead of learning and perfecting closing deals in the digital world. Again you can imagine how those outdated door bangers will exclaim how their customers prefer on-site meetings over digital communication.

My Caution to Outdatedness

"Your buyers did not know it was up to them to keep you outdated."

So, as buyers can acquire products and services through a better means more suitable for their modern buying habits, they will switch to their preferred buying method as long as their desired outcome is achieved. History proves they always do.

Product and service providers need to remember that as their customers' shift from the push-economy to the pull-economy. This shift will start with those customers who have commodity mindsets and are at a lower scale in their needs of both the products and services.

This is critical for the document imaging channel to understand. They must accept that a vast majority of their end-users are reducing printing needs, and their desired outcome, which a printer/MFP once furnished them exclusively, now can be achieved without the printer/MFP, and any who still require a device will replace the oversold A3s with the less expensive A4.

As more and more customers search for alternatives to outdated business processes. Resellers must decide to align themselves to meet these customers or let these customers leave them. In some cases, letting them leave may be appropriate as some dealers will redefine their deliverables to align with the persona of a more profitable customer.

For nearly five years, I have expressed concern that the document imaging channel's dealers treated all customers in the same manner. That strategy of sameness worked when the industry was growing. However, as the industry retracts and the industry diversifies, that strategy will be deadly.

The imaging channel dealers must be conscious that their customers already have options, and this pandemic has brought great awareness to the industry's end-users. The document imaging channel's end-users will shift to organizations that already exist and align better with those seeking options through the pull-economy.

So, don't ask your customers how valuable you are with your outdated processes. Instead, paint a picture that outlines you delivering the future. Don't ask customers if they will agree to keep your status quo. If you do, as I already said, you will get a passive answer design to support your thinking.

As I listen to some of the nonsense from some determined to stay status quo, it reminds me of many other industries where complacency fought against reality and lost.

It's time to stop chasing squirrels. Would it not make more sense to clearly redefine the delivery, the management, and service processes of your core deliverable and position your business to meet customers in both the digital and physical worlds? Today's resellers must be able to function in what I call "The intersection between the digital and physical worlds."

That functionality takes many forms from the inception of customer engagement, managing the engagement, through the engagement end. Dealers, resellers, service providers, and product manufacturers are all positioning themselves to function digitally effectively. All actors of all industries must increase their digital acme aligning with the realities of today's buyers.

Stop fighting the desires of your customers' future and open your mind to how things will work, even those things which are completely against all that is sacred to yesterday. Tomorrow is about improving your customer's experience, not about keeping you comfortable. 

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

Ray Stasieczko

CEO/Founder TEASRA,The Innovation Channel and Host of The End of The Day With Ray! https://www.endofthedaywithray.com/

MSP, MSSP & IT Industry Notes October 18th 2020

MSP, MSSP & IT Industry Notes

October 18th, 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.

Smartronix Achieves Federal Risk and Authorization Management Program (FedRAMP ...

  • Smartronix announces it has achieved FedRAMP Authorization for its Cloud Assured Managed Services (CAMS)
  • Support state-of-the-art private, public, and hybrid cloud solutions for highly regulated workloads
  • FedRAMP is a government-wide program that provides a standardized approach to security assessment, authorization, and continuous monitoring for cloud products and services

TeamLogic IT company acquires local managed service provider

  • TeamLogic IT of the North Carolina Triad Region, with offices in Greensboro, High Point and Winston-Salem, acquired Convergent Technologies Inc.

Velocity, A Managed Services Company Announces Acquisition of Impax Media, Inc., Digital ...

  • Velocity announced the acquisition of Impax Media, Inc., a grocery store advertising network
  • Impax Media programing includes grocer messaging, in-store sales, entertainment and advertising. Velocity is partnering with Screenvision Media, a national leader in cinema and premium video advertising
  • Based in Holland, Ohio, right outside of Toledo, Velocity is a privately held company with approximately 500 employees

BAE Systems to Deliver System Integration and Information Technology Management for Army ...

  • The U.S. Army has awarded BAE Systems a one-year, $11.7 million contract to provide information technology (IT) services to the Army Cyber Command (ARCYBER)
  • To assist with the operation, maintenance, and technical aspects of the ARCYBER enterprise IT environment
  • Will provide system integration and management, including network and systems administration, and cyber and IT engineering support at ARCYBER Headquarters in Fort Gordon, Georgia

111, Inc. and Shanghai Uniondrug Information Technology Join Hands to Advance Innovation in ...

  • ("111") and Shanghai Uniondrug Information Technology Co., Ltd ("Shanghai Uniondrug") officially signed a strategic partnership agreement
  • Two companies will share resources and leverage each company's expertise to build a multiple-layer partnership covering various fields.
  • Will jointly promote commercial insurance innovation and explorations in oncology drug retail and diversified healthcare services, and provide integrated solutions for pharmaceutical companies, including innovative payments solutions, patient management, doctor and patient education, and offering efficient and convenient access to medication and other healthcare products

ATIF Holdings Limited Signs Strategic Collaboration with the Industry and Information Technology ..

  • Dongshan IITB will be responsible for organizing financial forums, salons and exchange activities for the local enterprises to connect with ATIF
  • ATIF will provide its professional services such as investment and financing consulting, connection of investment institutions and overseas listing advisory to the companies selected by Dongshan IITB

Lexmark Recognized for Excellence in Enterprise Architecture

  • Lexmark today announced it has received a prestigious 2020 Forrester/InfoWorld Enterprise Architecture Award
  • Lexmark has transformed its EA organization from technology strategists to an outcome-driven organization in order to further the company’s digital transformation

iManage Knowledge Unlocked, powered by RAVN, Helps Walder Wyss Take a Data-Driven Approach to Knowledge Management

  • iManage, the company dedicated to transforming how professionals work, today announced that Walder Wyss Ltd. – one of the most successful and fastest growing Swiss commercial law firms – is using iManage Knowledge Unlocked, powered by RAVN
  • Walder Wyss has rolled it out to all six of its offices in Switzerland
  • Eventually, there will be nearly 300 users who will use the iManage solution to search and access more than 7,000 knowledge assets

Datto IPO Set For $561M Target, CEO Says It Is 'All In On The Channel'

Nuspire Delivers Advanced Threat Intelligence through Partnership with Recorded Future

  • Lightbeam Health Solutions announced that Accountable Care Organizations (ACOs) that achieved a positive savings rate using Lightbeam technology generated nearly $400 million in shared savings in the 2019 performance year
  • ACOs that used Lightbeam's solutions managed 15% of the total patient lives covered under the 2019 MSSP program

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

DKBinnovative Wins 2020 Infosec Inspire Security Awareness Award

  • DKBinnovative was named as a Big Phish Award Winner at the 2020 Infosec Inspire Security Awareness Awards
  • The Big Phish Award recognizes companies with the most advanced phishing training programs
  • A June 2020 report from the U.S. Secret Service warned that MSPs (managed services providers) are increasingly targeted by cybercriminals precisely because a successful attack can infect many businesses at once
  • Phishing attacks account for 80% of reported cybersecurity incidents, according to Verizon's 2019 Data Breach Investigations Report

Lancom Technology Accelerates Managed Services Growth With Connect 2 Acquisition

  • Lancom Technology, an Auckland based software and technology provider, announced that it has accelerated its managed services growth by acquiring Connect
  • Deal sees Lancom Technology further increase its managed services customers whilst strengthening its position in the mid-section of the New Zealand managed services market

Cornerstone.IT Enhances Its Managed Services with Netsurion Platinum Partnership

  • Cornerstone Information Technologies, LLC (DBA Cornerstone.IT) has partnered with cybersecurity firm Netsurion to boost Cornerstone’s Managed Services with Netsurion’s Managed Threat Protection Platform, EventTracker, which includes Security Information and Event Management (SIEM)
  • Cornerstone offers Managed Services including Network Monitoring with Cornerstone Watch, Network Maintenance, Network Support, iManage Managed Services, Citrix Managed Services, Microsoft Managed Services, Disaster Recovery as a Service, and Security Event Monitoring

Sirius Launches AWS Managed Services to Streamline Cloud Services

  • Sirius Computer Solutions, Inc. (Sirius), announces the launch of Sirius Cloud Managed Services powered by AWS Managed Services (AMS)
  • AWS Managed Services operates AWS on clients’ behalf, providing a secure AWS Landing Zone, features which help them meet various compliance program requirements (HIPAA, HITRUST, GDPR, SOC, NIST, ISO, PCI)

Arteris® IP FlexNoC® Interconnect Again Licensed by KYOCERA for Enterprise Printing...

  • Arteris IP announced that KYOCERA Document Solutions Inc. (“Kyocera”) has licensed Arteris® FlexNoC® interconnect IP
  • Use as the on-chip communications backbone of its custom systems-on-chip (SoC) powering its flagship enterprise document imaging and management solutions
  • Kyocera first licensed Arteris FlexNoC IP in 2016 to optimize on-chip communications bandwidth in its complex SoCs

Konica Minolta Launches New Managed Application Services Packages

  • Konica Minolta Business Solutions, U.S.A., Inc. today announced new Application as a Service packages including document and print management with advanced workflow, network fax and healthcare-specific offerings
  • scalable and fully managed packages are enabled by the latest additions to the Workplace Hub product line
  • These new packages will include the following offerings:
  • Document management to provide process automation for the storage and retrieval of documents, content, emails and data
  • Print management to enable businesses and organizations of any size to manage, analyze, account and optimize print, copy, fax and scan output while providing document security to help comply with government regulations
  • Print management with single sign-on (SSO) to advanced workflows
  • Flexible and configurable network faxing with integration and automation capabilities
  • Healthcare bundles to secure Protected Health Information (PHI) from EHR backend systems

ECS Ranked #14 on MSSP Alert's Top 250 MSSP List for 2020

  • ECS, has been named #14 out of 250 Top Managed Security Service Providers (MSSPs) by MSSP Alert
  • This year’s MSSP list featured companies from 25 different countries. Among this global field, ECS emerged as an industry leader in revenue, growth, and operational excellence
  • ECS was recognized for its managed detection and response (MDR) and extended detection and response (XDR) services, as well as the company’s in-house security operations center (SOC), providing 24x7x365 protection from cyber threats

Hacked: Hackney Hacked as Council Investigates Attack

  • London’s Hackney Council has reported it has “been the target of a serious cyber-attack which is affecting many of our services and IT systems.”
  • Statement from Philip Glanville, mayor of Hackney, council officers have been working closely with the National Cyber Security Centre, external experts and the Ministry of Housing, Communities and Local Government to investigate and understand the impact of the incident

FileTrail Acquires OmniRIM Physical Records Management Software from Access

  • FileTrail announced that FileTrail has acquired OmniRIM Physical Records Management software from Access
  • Effective immediately, FileTrail will be providing OmniRIM customers with continued support of their existing software systems, as well as a upgrade path to FileTrail GPS Records Manager

General Dynamics Information Technology Awarded $364 Million Enterprise IT Contract by GSA

  • General Dynamics Information Technology (GDIT), a business unit of General Dynamics (NYSE:GD), announced today it has been awarded a contract by the General Services Administration (GSA) Federal Systems Integration and Management Center (FEDSIM)
  • To continue providing digital enterprise services for Special Operations Forces (SOF)
  • The SOF Information Technology Enterprise Contract J (SITEC J) is a single award with a total estimated value of $364 million. It includes a one-year base period with four one-year options

The Week in Copiers Five Years Ago

The Week in Copiers Five Years Ago Third Week of October 2015

It's Sunday afternoon somewhere around 3PM in New Jersey.  Within the hour I'll be back to work trying to figure out a plan for the last week of the month.

Enjoy these great copier threads from 5 years ago this week!

3D and wide format colour printing to be showcased at Konica Minolta’s The Future of Design Seminar

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the new innovations can help them turn their ideas into profitable projects. The Future of Design Seminar series will provide insights on how Konica Minolta can support firms in gaining a competitive edge in their industry; and how 3D printing can help organisations win more business. The program also introduces participants to the KIP 800 series high speed colour toner print solution in addition to 3D and KIP 800 showroom overview and demonstrations. Konica Minolta’s The Future of Design
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How Did You Come Up with the Name of the Print4Pay Hotel?

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the digital copier age,there was aweb based application that Ricoh used for configuration of their digital copiers. That site was called "Connectivity CafÉ". At or around 2003, I posted a threadwhich bashed Ricohin their Aficio League (they had a forum then) in reference tothe first of one of the first 80ppm production copierthat was a real dog. The system could not reproduce half tones very well,I was ok with that, what I was not OK with, is the that Ricoh new that system would not do half
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Canon Brings Wide-Format Textile Printing Solutions to the U.S. Market with Media One Partnership

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, Media One will become an authorized reseller of the OcÉ Arizona series of flatbed printers. Media One, an expert in the large-format soft signage market, will support Canon Solutions America’s efforts with its technical knowledge and after-sales support thereby contributing a high level of expertise to the partnership. In addition to this new set of dynamic and leading-edge services and technologies, Canon Solutions America will now be able to offer its customers a full soft signage solution, which
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Daily Printing Plans to Boost Productivity with Xerox iGen 150 Press, Bourg Bookletmaker

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PLYMOUTH, Minn.—October 19, 2015—A recent multi-product acquisition by leading print and marketing services provider Daily Printing has streamlined its production, Web storefront, short-run booklet making and financial processes, while improving output quality. The acquisitions—a Xerox iGen 150 digital press with a Xerox EX 150 Print Server Powered by Fiery and a Bourg BMEx Booklet Maker—became operational in late June and are expected to enable growth, provide new opportunities for customers
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Media One strikes soft signage agreement with Canon Solutions America

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instantly have a proven industry leader with a nationwide salesforce, key financing for our customers and an award winning flatbed printer." In addition to this new set of dynamic and leading-edge services and technologies, Canon Solutions America will now be able to offer its customers a full soft signage solution, which will include the ability to offer financing through Canon Financial Services. "This is an important partnership for our organization as we continue to expand our range of print
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Publishers, Inkjet Experts, Paper Suppliers Talk Change at Ricoh’s Book Publishing Symposium

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, Finch Paper , JP Gould Specialty Papers , Mitsubishi Imaging and Mondi . Feedback from attendees on the value of the technology and event included: “The detail and the sharpness of the inkjet samples were better [than expected]. The Ricoh Pro VC60000 can do well for POD [print on demand]. Getting single-copy only production is the goal.” —Johan Van Slooten, Elsevier “It’s fair to say that four-color inkjet is ready for primetime.” —Bill Barry, Macmillan “The symposium presented by Ricoh on inkjet
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Has your sales team swallowed the "Jagged" Little Digital Pill?

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reciting the rest in your head. What does Alanis Morissette and Mary Poppins have to do with any of this? Well, 1995 was a technology transition year. Growing up in the copier/office automation industry, Ricoh introduced to the business world the Imagio MF200, a digital photocopier. Ricoh laid the groundwork as this device (regardless if it worked correctly) forever changed how office workers could copy and print documents. Though an analog copier and a digital copier did the same thing, make
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Ricoh Imaging Appoints Linnea Wolken to Top Marketing Post

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brings to Ricoh over 15 years of formulating and executing marketing strategies for business-to-business and business-to-consumer companies, including US West, Qwest, Papa Murphy's and PepsiCo. She spent the last decade at Hunter Douglas, where she managed the flagship Duette brand of window coverings and led the product and marketing team. During her tenure, the company saw a 25 percent increase in sales. "This is such an opportune time to join Ricoh Imaging, as it has just launched some ground
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3D FAB+PRINT TOUCHPOINT AT drupa 2016

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, Leapfrog, Mimaki, Roland, Ricoh, Xerox, TU Chemnitz, Stratasys and Massivit 3D Printing will present exciting solutions. drupa will take place from May 31 - June 10, 2016 at the fairgrounds in DÜsseldorf, Germany “It was important for us to pick up and focus on this topic. The potential of 3D printing in many vertical markets shouldn't be underestimated. In particular, spare parts for mechanical engineering or packaging design offer huge opportunities for machinery manufacturers, users and also
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Sharp Welcomes Software Developer Umango To The Sharp Partner Program

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conversion and imaging software complement Sharp's range of Sharp OSA-enabled MFP devices. "We are happy to welcome Umango into the community of Sharp OSA developers," said Vince Jannelli , Sr. Director, Software Product Management, Sharp Imaging and Information Company of America. "Umango provides a comprehensive document capture and processing software that when coupled with Sharp OSA-capable MFPs can enable organizations to become more efficient." Umango has developed an embedded software
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Loffler Companies Named GBC ACCO Brands Dealer to Support Minnesota and Western Wisconsin Binding and Finishing Needs

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. Komen Race for the Cure, and many other worthy causes that help the communities in which the Loffler team lives and works. About Loffler Companies, Inc. Loffler Companies has been exceeding the needs and expectations of its clients for office technology and services since 1986. It provides copiers and printers ( Canon , Konica Minolta , HP, Lexmark, and Océ , managed print services , telephone systems (NEC and ShoreTel), IT Solutions , voice recording systems, software workflow technologies and
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Ricoh with new ways to transform business at drupa 2016

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Ricoh with new ways to transform business at drupa 2016 FULLSTORY Ricoh will bring a range of products and services to drupa 2016 that will enable Print Service Providers to step ahead on their paths of transformation. Encompassing new opportunities, and routes to greater productivity and profitability. The world's largest printing trade fair is scheduled for 31 May to 10 June at the Messe, DÜsseldorf, Germany, and Ricoh will once again be located in Hall 8a. Ricoh’s busy stand at drupa 2012
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DocuWare Certifies New Production Scanner from Kodak Alaris

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DocuWare Certifies New Production Scanner from Kodak Alaris High-speed scanner passes rigorous tests to boost productivity and integrate seamlessly with ECM software New Windsor NY, October 22, 2015 – DocuWare, a global leader in the ECM industry, has tested and certified the Kodak i4850 Scanner with its latest version of document management software, DocuWare 6.8. Kodak i4000 Series Scanners are aimed at the mid-volume production market. DocuWare’s testing and certification was performed on
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Epson Now Shipping SureColor P-Series Large Format Printers

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and professional photographers, graphic designers and commercial printers and leverage the Epson UltraChrome HD eight-color ink set. Epson UltraChrome HD and HDX inks leverage next-generation Yellow pigment ink technology for up to twice the overall print permanence than previous generations 1 , plus improved black density for prints with greater impact and optical clarity. "The SureColor P-Series incorporate the latest in printing technology and we are very excited to begin shipping these new
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Print Audit Forms Top 100 Seat Based Billing Executive Council

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Executive Council is evidence of our commitment.” Invitations to Top 100 Summit members have been sent out and registrations are exceeding expectations. Registered Top 100 SBB Council members will work together over a 12 week period to generate the following SBB deliverables: - SBB Pricing Billing Models - Standardized SBB Contracts - SBB Sales Marketing Collateral For more information about Seat Based Billing (SBB) for managed print, the primer can be downloaded HERE . To learn more about
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OKI Data Americas to Debut its Expanding ColorPainter Line of Printers and Solutions at the SGIA Expo

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quality and ease of use. The flexible and reliable ColorPainter W-64s wide-format printer delivers rich glossy color output. Its advanced technologies and industrial printheads are designed for longevity and used to maximize productivity. This 64 inch printer is affordable, reliable, easy to use and maintain, and produces high-resolution output with consistent color density in all print modes. In addition, OKI Data will also debut the following specialty printing devices to SGIA attendees
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Ricoh MP2501SP end user pricing.pdf

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Toshiba announces EasySeries digital signage displays

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Oct. 19, 2015 Toshiba's Digital Products Division, a division of Toshiba America Information Systems Inc., recently announced the immediate availability of the TD-EEasySeries, a family of fully featured digital signage displays, designed specifically for the commercial market. Intended to be ideal for a wide range of use cases in the retail, corporate, education and restaurant/bar verticals, the TD-EEasySeriesmodels are commercial displays with 16/7 operation, 1080p full-HD resolution, a full
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Sharp Energy Storage Solutions For Businesses

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, General Manager and Co-Founder of Sharp’s Energy Systems and Services GroupSharp SmartStorage® Energy Storage Systems , generously answered some questions aboutSharp’s energy storage solutions for CleanTechnica . 1. Who are some of your customers? Sharp is currently targeting the commercial and industrial segment for behind-the-meter solutions in the US, specifically customers that are suffering from expensive peak demand charges. We find that the market need is most immediate in California, New
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ULTIMAKER RELEASES OPEN-SOURCE FILES OF THEIR 3D PRINTERS

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0/19/15, 07:40 PM (AMSTERDAM)- Ultimaker, a top 3D printer manufacturer, is leading the open source 3D printing movement by sharing the files for all of their 3D printers with the public. Working to foster a community collaboration of like-minded people to share ideas and inspire other users, Ultimaker is dedicated to improving its 3D printing technology to reflect what the customers really want. By turning its audience into a development partner, Ultimaker expects to learn and understand the
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Re: How Did You Come Up with the Name of the Print4Pay Hotel?

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I thought all this time that it was the 1224C that got you canned from Aficio League! There was certainly plenty of bad to say and many a bad placement that could have been avoided had Ricoh been forthright in their launch of that unit. As a matter of fact, it was just last week that we happened to be blessed with a visit from the guy who was our DSM for that launch. He is now much higher on the Ricoh food chain. We remenisced about the day he launched the 1224C. He said back then that we
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Re: How Did You Come Up with the Name of the Print4Pay Hotel?

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He said something like, "Ricoh would never launch a product like that and not tell us about it." bahahahaha!!!
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Today in History, Chester Carlson.....

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In 1938, the first Xerox photocopy was made by Chester Floyd Carlson, an American physicist. Carlson spent 20 years trying to find a company to produce his machine. Haloid Co. first marketed a Xerox copier in 1959 and then changed its name to Xerox Corp.
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MT Business Technologies announces move to Columbus Arena District

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operations in Cleveland , Columbus and Toledo . MTBT provides total office solutions with an emphasis on managed printing services, managed IT support, document management and copier servicing and maintenance. It is the largest independent RICOH dealer in the United States . Learn more at www.mtbt.com . SOURCE MT Business Technologies RELATED LINKS http://www.mtbt.com
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Why is the number of printers decreasing?

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Michał Gembal, CMO Arcus S.A. By Michał Gembal, CMO Arcus S.A. According to data from Context, deliveries of printing devices throughout the EMEA region (Europe, ME and Africa) decreased by 8 percent in Q1 2015 compared to Q1 2014. The Western European market has entered a period of stagnation (sales are not growing), while demand in the Middle East has decreased considerably. Such data may suggest that digital document flow has ousted printing devices from offices, just as electronic mail and
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Panasonic Unveils Feature Rich A4-size Departmental Scanner

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-S2087 scanner includes robust features, such as: High-Speed Duplex Scanning: Operates in the highest speed class of all A4 departmental scanners, the KV-S2087 scans up to 85 pages per minute and up to 170 images per minute, at either 200 or 300 dpi for black-and-white or color documents. Large Document Feeder: Holds up to 200 sheets of paper, saving time between set-ups for better overall efficiency. Digital Imprinter: Enables text data to be added to a scanned image without physically printing
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BTA Southeast & IBPI Partner to Host Consecutive Events

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its dealer members. IBPI’s membership is composed of more than 380 independent commercial copy, print and IT dealers located throughout the United States. Its members, which have a combined annual sales volume in excess of $4.7 billion, sell and service all OEM copier/MFPs and print devices, along with providing managed print and managed network services. For more information, visit www.ibpi.net .
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Contex Reports Success of Recently Launched SD One Wide Format Scanner in the U.S.

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Gigl, Vice President of Sales and Marketing, National Azon, a national distributor of wide format scanning solutions. Contex customers are turning to the SD One to eliminate the need to outsource the scanning function, saving considerable resources. Easily transportable, the scanner gives users the flexibility to place it where it’s needed. Users can capture changes to drawings and other documents as they occur, with date and time stamping. The SD One comes with built-in cloud connectivity
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Oce PlotWave 900 printer pricing.pdf

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IntelliChief Automating Document Management and Workflow at the IOFM AP & P2P Conference

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validate with data in their enterprise resource planning system (ERP) or Line of Business application, for lifecycle-managing all related documentation, and facilitating an optimized interdepartmental processes workflow. Areas of use include Accounting (purchase-to-pay and order-to-cash), Finance, Customer Service, Human Resources, Legal, Operations and other paper and process-intensive departments, supporting process time and cost savings throughout organizations. To review the IntelliChief's
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Lexmark for Sale?

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Potential buyers of printer maker would include other technology companies, private-equity firms Lexmark International Inc. is exploring strategic alternatives including a possible sale of the company, according to people familiar with the matter. http://www.wsj.com/articles/le...f-company-1445546085
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OneContent™ Achieves Certification with PaperStream IP Image Enhancement Solution

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blur correction for smooth dot matrix print and better OCR and reproduction. Additional features of PaperStream IP include: Preset Profiles: Reduced setup time with preset profiles that include a selection of black and white, color or auto-color. The driver's defaults provide perfect images utilizing advanced features such as auto orientation, blank page removal, deskew, and hole punch removal. Assisted Scanning: In the rare instances when a document's background is not automatically cleaned
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NEWS: EFI Declares Victory in Patent Litigation

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about fueling customer success with products that increase competitiveness and boost productivity. To do that, we develop breakthrough technologies for the manufacturing of signage, packaging, textiles, ceramic tiles, and personalized documents, with a wide range of printers, inks, digital front ends, and a comprehensive business and production workflow suite that transforms and streamlines the entire production process. ( www.efi.com ) Follow EFI Online: Follow us on Twitter: @EFIPrint Find
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Mike Coon Elected as New Officer of the Executive Committee of the National Equipment Finance Association

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responsible for Axis' buy and sell activities. He will focus on selling Axis-originated contracts to other financial institutions as well as purchasing transactions from banks and other leasing companies. Coon was most recently a Vice President at Lease Corporation of America, where he was responsible for developing and managing relationships with lessors and banks as well as for the wholesale funding division. Gordon Glade, founder and CEO of Axis, said, "Mike Coon is going to lead the company's

A Selling From the Heart Professional Leads A Giving Lifestyle, Are You?

"From a relationship perspective, givers build deeper and broader connections."
Adam Grant

According to Wharton Professor Adam Grant in his book Give and Take, there are three types of people in the world when it comes to reciprocity styles: givers, takers, and matchers.

Grant’s perspective,

"In a world where we often work in teams and provide services to others, we should strive to adopt a giver mentality. Givers are more successful because they establish reputations and relationships that enhance their success over the long term."

Can a giving mindset in a sales world riddled with unscrupulous, fake, and disingenuous people be the answer?

A Giver is always trying to figure out what they can do for others. “How can I be of help?”

A Taker is always trying to figure out how to gain something from the situation.

Is giving, the secret to long term sales success?

“The reason I’ve been able to be so financially successful is my focus has never, ever for one minute been money”
Oprah Winfrey

Ask a group of salespeople, why they got into sales and you just might hear "for the money".

Making money isn’t evil, nor is being wealthy. The evil happens when you place your commissions before people and their visions.

A GIVING MINDSET

Are you giving without asking for anything in return?

I recently came across the Japanese philosophy of Omotenashi. This can simply be translated to hospitality.

In the west, we tend to see hospitality as providing exceptional customer service with the expectation to receive something in return.

In Japanese culture, it is providing exceptional customer service without the assumption of receiving a reward.

Are you giving and serving without asking for anything in return?

This entire concept is called Omotenashi. The Michelin Guide breaks down the meaning of the Japanese word:

‘“Omote” means public face – an image you wish to present to outsiders. “Nashi” means nothing. Combining them means every service is from the bottom of the heart – honest, no hiding, no pretending.”

A Selling From the Heart professional is all about giving and serving. They integrate Omotenashi in creating the most heartfelt client experiences.

What's inside your heart that in turn you can give to your clients?

The more you give of yourself the more you find yourself

GIVE FROM THE HEART

I am here to inform you, giving of your heart is not a sign of weakness. True power resides with listening to your inner heart voice by making a commitment to clear all that stands in the way of a heartfelt connection.

Focus on how you can help your clients. Share your knowledge, your insights and what you can do for them rather than for yourself. I guarantee no one likes a know-it all, self-centered and stereo-typical sales rep... This does not build followership.

A Selling From the Heart professional aligns themselves in the direction of their clients, looking at giving more than they get. They're completely focused on helping.

Heartfelt professionals focus on making a real difference while having a positive impact on others.

I encourage you to integrate Omotenashi with your clients.

  • Anticipate their needs
  • Be selfless
  • Be considerate

GIVERS ESTABLISH HUMAN ENGAGEMENT

Heartfelt givers establish reputations and rock-solid relationships enhancing their success over the long term. Their human approach to relationships builds trust, encourages open conversation, and creates value for their clients rather than simply claiming value.

A giving approach may not be fruitful in the short term, but I will tell you this... it’s incredibly valuable and powerful in the long run.

"From a relationship perspective, givers build deeper and broader connections."
Adam Grant

Givers engage through heartfelt questions. The end result, their clients feel respected, feeling more comfortable sharing information.

By asking engaging questions, givers are learning what their client's value.

Adam Grant states,

“By asking questions and getting to know their customers, givers build trust and gain knowledge about their customers’ needs. Over time, this makes them better and better at selling.”

I ask you to think about the following...

What would happen to your client relationships if you asked great questions, created a giving mindset and you integrated the Japanese philosophy of Omotensahi?

Just for a moment, imagine knowing your clients so well that you anticipate their needs before they do.

Omotenashi reminds me of A Selling From the Heart professional.

What about you?

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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.

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You can find more material inside Selling From The Heart.

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.

Federation of Organizations provides health and wellness, housing and support services to individuals and families in New York City and neighboring Long Island.

Federation of Organizations provides health and wellness, housing and support services to individuals and families in New York City and neighboring Long Island.



A multi-service, community-based social wellness agency, Federation of Organizations provides health and wellness, senior and children’s, housing and support services in Suffolk, Nassau, Queens, Brooklyn, Bronx and Manhattan. Federation had been using the DocuWare on-premises solution for almost 10 years but utilized only basic capabilities. IT Director Michael Serrano wanted to review and further leverage the DocuWare solution. He learned about the increased functionality that would be gained by migrating to DocuWare Cloud and educated the department heads and staff about how the cloud worked. “I broke down the misconception that if software is not on-premises it’s not secure,” Serrano says. “Once I explained how information is encrypted and transmitted, everyone jumped on board.”

Migrating to the cloud

Serrano developed a migration plan and the cloud solution went live in early April 2020. At the time, staffers were adapting to working from home due to COVID-19, but because they were already familiar with DocuWare, the transition was straightforward. “Since the staff had a core understanding of the processes, transition time was minimal,” Serrano says. “Everyone acclimated quickly, and the tools DocuWare provides helped ease the stress.” Federation also integrated DocuWare Cloud with its Abila MIP Fund Accounting software.

read more about this here

COVID19 Remote Working Day One Hundred and Forty-Eight of Selling

COVID19 Remote Working Day One Hundred and Forty-Eight of Selling Copiers

It never ceases to amaze me how one day can be so great and the next day can be so challenging. The challenging part was the essence of my day today.  I wasn't able to move any deals further along until the last 30 minutes of the day. My net new opportunity is having some issues with getting approved because they are "new" in business. I would have never guessed it the setup that they have and I missed the mark by not asking that crucial question.  Keeping my fingers crossed that I'll have some good news in the next two days.

It was a day of many emails, many issues and many un foreseen items that just magically appeared on my to do list.  In addition most of these items needed my attention ASAP.  Thus I got lost in the day and wasn't able to control my day.  I hate days like these but if you've been in the business long enough you know you'll have your fair share of these every now and then. 

If someone had asked my to give me the name of a song that reflected how your day went, then it would be Under Pressure by Queen and Freddy Mercury.  Guess that sums it up for the Boomer!

Tomorrow means two on-site appointments one with a net new prospect and the other with a current prospect where I only have one print device in place.  Both are sizeable accounts and in both cases I'm not sure if there is a need for anything but it's a chance to meet and greet and you just never know. The rest of my day will be filled with trying to move some of these opportunities forward.

At 4:30PM I was able inch another existing client forward with adjusting my original proposal. COVID19 clicks are down for this client and they've learned that they can survive with slower A3 devices and less clicks.  I had proposed a 55 ppm A3 MFP along with a 30 A3 MFP, today I changed it to two 35 A3 MFP's and it got a little bit of traction.  If you don't ask you don't get and ain't that the truth.

The struggle is real and each day presents additional obstacles that we need to navigate through.  Like the last blog I have no magic bullet, no holy grail to bestow on everyone. I guess the only saving grace is the work ethic I learned back when I was a teenager. In addition it's that never given up attitude, if you want it bad enough you can usually make that happen.  Yes COVID19 is making it a bit tougher but what would life be like if everything was easy.  It would be boring!

I caught a cool video from Chris Polek the other day and would like to share with everyone. Click the image and you'll be taken to Linkedin to view. It's short video on world records.

Thanx Chris@

-=Good Selling=-

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