MFP Copier Blog

The Week in Copiers Ten Years Ago in August 2010 the 3rd Week

I have no words of wisdom for this thread, I only know that I have six days left for the month I want to have another $20 booked this week.

Enjoy these kick ass threads from ten years ago this week.

I was reading from a sheet of paper the other day, and I did something that made me think it's been a while since I held a sheet a paper. Yes, my friends, I tried to blow up the writing with my fingers and actually attempted it twice. Please tell me I am not the only one who has done this?  

What if the pandemic happened a decade before Blockbuster filed bankruptcy?

The subscription service exploded in popularity, and Netflix executives flew down to Texas in 2000 to make an offer to Blockbuster CEO John Antioco. For $50 million, Netflix would join forces with Blockbuster and help it launch its own online and DVD-by-mail service [source: Graser]. Antioco laughed Netflix out of the office, seeing it as a niche player.

Who's laughing now? As of April 2020, Netflix is valued at $194 billion, according to Forbes. And Blockbuster — which filed for bankruptcy in 2010 — closed its last retail stores and canceled its copycat DVD-by-mail service in 2013 [source: Mauk].  

Let's now imagine that in the fall of 2000, a global pandemic shuts down the global economy. As Mr. Antioco witnesses his stores empty with all the lights off, does he pick up his rotary phone call Netflix and say, maybe we should talk? Would a pandemic lesson have saved Blockbuster? Well, there was no global shutdown, and in 2010 Blockbuster filed bankruptcy. 

Well, today's pandemic was wake up call to the Document Imaging Channel's leaders. My question is this, who will its leaders call back? Yes, I purposely said call back. Because like Blockbuster, the Document Imaging Channel has had its Netflix moments presented many times over this last decade. 

Many in the industry saw technology equipment or any services that eliminated print or caused a constriction to their core print deliverable as problematic. Like Blockbuster's leaders, the Document Imaging Channel's leaders held steady on only what they were comfortable with, like the Blockbuster leaders the Document Imaging Channel leaders think they control the best means to their customer's desired outcomes. Sadly, without a severe readjustments in the mindsets of the Document Imaging Channel's leaders - like the leaders of Blockbuster, they will perish.  

I think about the dealers over the last decade, meeting with consultants to learn the IT Services Deliverable. Some believed what a great idea, but never put their passion behind the opportunity they saw. Some were probably as arrogant as Blockbusters Mr. Antioco saw no need to diversify into anything they thought would threaten their core deliverable. 

The Document Imaging Channel Now has a great opportunity one Blockbuster did not have. A chance to learn from its firsthand witness of its future declines and relevance and very few industry's get that opportunity. This global pandemic has opened the door to the future workplace, and all the channel's actors were forced inside. 

The pandemic will in-fact, end, and life will go on. However, the industry must ask this question, how long till the future experiences the industry's actors and their end-users witnessed become the new normal?  

For the first time in the industry's history, the pandemic showed the industry what a 40% decline looks like, and, in some cases, even more, significant reductions were experienced. Yes, the decline was impactful, it was real, it affected the industry's financial stability, and it showed all the industry's leaders just how vulnerable the B2B print deliverable is.

This trip to the future the industry took must not go to waste.

The pandemic allowed an industry to witness how existing technologies are helping to eliminate the need for business printed documents.

No one in the industry believes that business printing will grow; the only questions are. Who will leave the industry as it consolidates? Who will modify and diversify to remain relevant? How long past 2020 until the industry again sees a 40% decrease in printed volumes from the pre-virus levels? 

I say, why wait, the diversification must start now. Pick up your phone and call back those who attempted to help you. Unlike Blockbuster, you have a second chance. Don't be Blockbuster.

However, please don't believe that production print is a diversification. It's a small market. Look past the emotional noise and look at the data. You will realize Production Print is as invaluable to saving a print dealers outdated business model as popcorn machines were to saving Blockbuster's Stores.  

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

If not already Let's connect here on Linkedin and I welcome everyone to subscribe to my YouTube Channel https://www.youtube.com/channe...A?view_as=subscriber

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

Ray Stasieczko  

The Week in Copiers 5 Years Ago This Week In 2015, the 3rd Week of August

For the last three weeks I've been held hostage with binge watching Black Sails.  There were four seasons and I'm in the last season and about halfway through to the end.  Pirates, Nassau and the British Empire proved to be an enjoyable story line for me.  However on last nights series I heard this line, "I'am determined to be better today than I was yesterday".  What can I say but that's enough motivation for next week for me.

Enjoy these awesome threads from 5 years ago this week

MEMBER

David D’Agostino

VIP

COVID19 "Remote Working" Day One Hundred and Seven of Selling Copiers

Earlier in the week I would have bet the ranch that my forecast for $20K would come to fruition this week.  I had the verbal for the $20K mid day on Tuesday, prepared all of the docs on Wednesday because there were a few moving parts to this order.  However those best laid plans of mice and men sometimes don't happen. I'm sure my DM was busy with other tasks and the thought of dropping everything so I could get the documents by the end of week never crossed him mind.  It isn't the first time and probably won't be the last time that this happens.

I did get a surprise order this week for a pre-owned wide format, that order put me up another $7K for the month. With six days left to the month (more than 25% left) I've got a decent shot at cracking $100K for the month.  However after next week there's really not much out there that has a shot of closing in two weeks.  I've got 23 opportunities for the next 60 days but most of them at this point are 50/50 at best.  The one thing I've always loved about this business is that if you work every day you never know what the tomorrows will bring you.  Just like that surprise order for the wide format I received this week.

It was about 2PM when I decided I would take a break and run out the to dry cleaners,  Did I say the dry cleaners?  I use to go every Saturday and each Saturday I'd be putting forty of fifty bucks on the table.   This was my first trip to the cleaners since the first week of March.  That dry cleaner is in Atlantic Highlands and no more than a 5 minute ride.  Atlantic Highlands is know for it's busy harbor, restaurants and fishing fleet.  Atlantic Highlands is also a port of call for SeaStreak Ferry service to NYC.  On any given day there can be at least four departures to Manhattan and just as many coming home.  Parking is never an issue because there's one main lot and an over flow lot.  I'm thinking enough for 300-500 cars. I never counted but just a rough estimate from the size of the lots.

The picture below at 2PM tells the story of COVID19 in New Jersey.  To me it looks like the Ferries are not even running. The picture below shows the end of the lot looking northwest into the bay.  Past the gate is the where the boarding takes place.

On my way home there was a large engineering firm that I drove past.  On most days the parking lot is full and there's probably 100 or so spaces.  As I did my drive by there were ten cars in the lot.  I know this business well because I've cold called it many times over the years. I've never been able to get any business but I do know that they use a facilities maintenance plan for their wide format print devices. I can only think that those companies that offer facilities management for wide format devices are in bad shape.  Those are the companies that offer propose the client pays $3.50 per square foot for every print and they supply the hardware, maintenance, supplies and in some cases even an operator.

The last thing I want to sound like is a pessimist about business in New Jersey but something needs to change really soon.  

My plan for next week to contact by various methods at least 200 accounts.  Out of those 200 accounts I'm hoping to create 4 or 5 new opportunities.  Will it be a struggle, hell yes it will.  But there's no shot I'm going to give up and say all is lost.

It's almost 11PM in Jersey, time to get ready for the weekend and stay tuned because in the upcoming weeks I'll post a link to my first guest podcast with Jesse.  It was awesome to be his first guest and Jesse asked some pretty interesting questions about my sales and personal life.

-=Good Selling=-

The Week in Copiers Ten Years Ago This Week In 2010, the Second Week of August

Last week all of the manufacturers in the imaging industry posted heavy losses. No one manufacturer was spared from COVID19 losses.  Since I still plan to be doing what I do best for another ten years there are times when I need to think about the future of the Imaging Channel.  Do I think print will go away, naw however I do believe that print volumes will decrease across the SMB space by at least 20%. I also believe there will be we'll see at least a 25% drop in the amount of people that our industry employees moving forward.  Smaller, and nimble could be a good thing!

Enjoy these threads from 10 years ago this week

COVID19 "Remote Working" Day One Hundred and Four of Selling Copiers

I spent much of the day trying to think about what I might write about tonight.  Would it be more about that one opportunity that I created or the measly 5 phone calls I logged, or the crap load of emails I generated today.  Still don't have a clue but maybe as I continue to write something will come to mind.

Here we go, in six business days we'll have logged 5 months worth of business days working remote.  Now we're closing in on half the year.  My how time does fly when we're all having so much fun.

I was able to generate a verbal for two A3 color devices today for a total of $15K (another client that asked for 11x17 capability). I finished up the docs around three and off they went.  Of course it would be nice to have them back tomorrow, however almost everything in the last two weeks seems to be a struggle.

I only had two appointments today with one being the verbal and another with an existing account that is merging with another company.  In fact this company stated they want to return the existing three copiers early because they are going to use the other companies copiers.  Just a little bit of problem since there are 12 payments left on the devices.  Years ago I would get pissed when this happened and now I try more to read between the lines. Instead of telling the client it can't be done. I stated no problem it can be done for this amount of money.  No arguments, no long email chains just kept it short and sweet.  I'll be finding out more about what's happening with this account tomorrow.

Today I was able to send 51 emails, and 22 of those emails went in one shot to clients that I felt might have an interest in something new.  All of the other emails were one offs.  I had a few responses however three of them will lead to work that I won't get a commission on. Thinking again there maybe a way to to get something out of nothing for one of them.  It's all part of the job that we do.

I have a conversation with my good buddy Larry Kirsch the other day and he told me that I should write my first book about "Selling in a Pandemic" because I had figured it out.  I love Larry he's such a nice guy and he's more experienced than me, plus every time we chat I pick up something from him.  There is nothing new in sales, it's the same as it ever was, and what's old is new.  Those one on one chat's can trigger a tip you learned many years ago and have forgotten to use it.  In this case when I was speaking to Larry I told him. "you know what's wrong with our sales people today", Larry replied with "no, do tell me", I stated "no one teaches reps how to close (ask for the order) today, it's more about being we're hear when you need us and hope you order from us".  

Larry agreed with me and I then went to my second rant, "why can't we close orders via email?"  I went on to tell him that I treat emails more like text messages now.  The short subject line, the body that states "hope you are well" and the question "how is business for you?".  When the reply comes in it's then another statement and another question, and then the communication becomes more like a text or conversation.  It's working for me thus I'll keep using this till something else comes along.    

While I'm on the subject of remembering what we were taught years ago.  One item that I always keep in mind is that I presume that the order is mine.  In some cases I'll thank the client for the order before they've agreed to order.  at other times I will use something like this "when you place your order, we'll being doing this, that and something else.  Just another way of presuming that you have the order.

See, told you something would come to mind.  Tomorrow? One appointment with twenty five or so follow ups and some additional prospecting.

-=Good Selling=-

DocuWare’s Partner Network Continues to Expand Globally as Demand for Content Services Grows

~DocuWare thrives as independent subsidiary of global digital services company, Ricoh ~

New Windsor NY, August 11, 2020 – One year into the acquisition by Ricoh, DocuWare continues to expand its global partner network and provide its flagship cloud and on-premises document management and workflow automation software across 90 countries.

With over 150 new partners since the 2019 acquisition, a global growth of almost 30 percent, DocuWare has continued to attract partners looking to bring industry-leading document management and workflow automation to their customers. “This excellent growth of new partners, most of whom are outside the Ricoh network, shows that DocuWare remains true to our promise to take a fair, neutral approach to building our channel network,” states Max Ertl, DocuWare Group President. In the Americas, partner growth achieved more than 24 percent.

The August 2019 acquisition of DocuWare Group by Ricoh opened new opportunities for synergy and success. While both organizations had joint strategic goals, each entity continued to focus on their respective areas of expertise and honor existing business commitments. From the start, DocuWare was to operate as an independent subsidiary of Ricoh, committed to expanding and maintaining the integrity of its global channel ecosystem. For Ricoh, the opportunity to acquire a software company like DocuWare aligned with their strategy to accelerate their transformation to a digital services company.

David Mills, CEO, Ricoh Europe, adds: “The past 12 months have been like no other period in modern business history. Despite the challenges and opportunities brought about by the global pandemic, a growing number of our customers are overcoming business challenges thanks to DocuWare software. I am looking forward to the next 12 months and beyond, when we will ensure even more existing and new customers have the software needed to protect and grow their businesses in this dynamic environment.”

Businesses across the globe are striving to recapture pre-COVID-19 productivity and profitability levels by implementing tools that enable distributed teams to securely access documents. DocuWare’s cloud expertise paired with Ricoh’s commitment to keeping DocuWare an independent entity means that every DocuWare partner retains a competitive edge in the content services market as well as the full support of every DocuWare team.

* * * * * * *

About DocuWare

Headquartered in Germany & the US, DocuWare provides document management and workflow automation solutions in the cloud. DocuWare has helped 14,000 customers across 90 countries simplify their work through digitizing, automating and transforming key processes.

The Week in Copiers Fifteen Years Ago This Week In 2005, the Second Week of August

Lately it's been a little bit of a struggle to get focused for prospecting.  After 5 months the wear and tear of COVID19 is rearing it's ugly head.  It's days like these when I need to press the reset button and think about what sales would be like if I was not prospecting.  That's not a pretty world for me and I need to self motivate. One of my favorite ways to self motivate is to schedule time for happy up beat tunes. I'll be doing that as soon as I finish this blog.

Here's all the popular threads from 15 years ago this week!

COVID19 "Remote Working" Day One Hundred and Three of Selling

I was so angry that I took my the mug of coffee that was at my desk and starting beating the crap out of  my notebook. I must have smashed it twenty times, by the time I was finished I had completely destroyed my notebook.  All I could think of, is what did I just do, this notebook isn't even mine. How the heck am I going to explain this to my company?  I thought about blaming the dog, I then thought maybe the cat, maybe I could say I dropped it, or maybe I ran it over.  Clearly I needed to get out of this mess and blame something or someone.  Seems I knew just how to solve the problem because it was then that I woke up.

I thought a lot about that dream from Thursday night, probably more than I've ever though about any of my dreams.  The need to blame someone else for my lack of responsibility to destroy something or destroy myself then grew some legs when I thought about selling.

How many salespeople put the blame on things that happen with events or people when they aren't selling? How many look for reasons that they can use that makes everything all right because they didn't do their job for the last month or quarter.  Whether it's a week with out power or my dog died too many times we look for reasons why we did not achieve our goals.  In most cases the reasons we don't succeed is because we didn't put in the effort to make ourselves successful.   

In most cases there are no excuses, you're late to a meeting because you didn't have a plan.  People need to  plan for the "what ifs" in life.   If your plan was to arrive on time you would have thought what happens if there's an accident, what happens if there is mega traffic?  Those "what's ifs" need to be a daily part of your plan if you're going to be successful.  Hard to believe that all of that came out of one 30 second dream.

I haven't written much in the last three days and that's because there hasn't been much to write about.   I'm still sitting at a little above $70K for the month with still 50% of the month left. My plan is to try and get to $100K with continued prospecting via email and selected calls.  

I had two decent opportunities that got hot at the start of last week, however both have cooled.  On Friday one of my other opportunities boiled over and seems like they are ready to move forward with two A3 color devices. I have that meeting at 11AM tomorrow. I already did the work and have the spreadsheets ready for the questions that may come.  Right, having a plan for the phone call and having everything ready can hope move the opportunity closer to closing.

Other than that it's a couple of appointments this week with nothing large on the horizon.  Most seems to be ignoring emails and calls until when they are ready to connect.  One account today finally got back to me after 8 emails and 5 calls to the client that went unanswered. I'm grateful that I finally had some interaction, but I also know that it's just not us sales people that are stressed.  We are all stressed with the actions of COVID19, buyers and sellers alike. 

Just an update on my lead service that instituted about three weeks ago.  I received ten leads so far.  Six of them were crap and I got them credited, thus out of the four I was able to generate three meetings (all virtual).  One lead stated her husband bought something else. one I'm still tracking and the other two were lost on price.  The loss on price was for hardware.  Thus at this point I'm not sure if I'm going to continue, probably give it another week or so.

This week also means I'll be sending my email campaign to a list of 900 or so net new account list.  This week I'm trying something new, instead of generating four pieces of content, I'm only doing three. The other piece of content is coming from another company outside of the imaging industry.  I thought it would be good to diversify the content.   The idea came from a meeting I had last week with a net new suspect that's in the payroll business.  The thought of me offering to help share the wealth with that VP went over really well.  You know sometimes it's more about planting the seeds and then doing all that work so you can reap the harvest when it comes it.  I've never ever been shy of hard work.

-=Good Selling=-