MFP Copier Blog

I'm Curious... When's The Last Time You Complemented Your Customers?

Larry Levine · 12/29/198:54 AM

"Do not let arrogance go to your head and despair to your heart; do not let compliments go to your head and criticisms to your heart; do not let success go to your head and failure to your heart.”

Roy T. Bennett, The Light in the Heart

Bring back compliments!

Bring back appreciation!

Bring back meaningful conversation!

I know some of you will say, “Larry, come on man. Get real!” Well, I am! I want you to think about how giving compliments from the heart and with sincerity strengthens relationships with your clients?

Show appreciation to your clients. Drive meaningful conversation with your clients. In a world full of technology, way too many of you are hiding behind your keyboards to communicate.

When's the last time you had a heartfelt and open conversation with one of your clients?

I get it. I acknowledge we live inside a very chaotic and digitally driven business world.

However, I promise all of you this...

Your clients are starving for attention. Their starving for affection. Their starving for real human and heartfelt conversation.

"The stories in your head are the stories that you tell"

GET BELOW THE SURFACE

I believe there are way too many surface level conversations going on right now.

We've all been there and we've all said these...

"Just checking in with you, do you need anything?"
"Hey Bob, how have you been doing?"
"In the neighborhood and wanted to stop by"
"It's been a bit and wanted to say hello"

Stop the freaking insanity. What does all of this get you?

Your ability to succeed becomes crippled when there's an unbalanced connection with your heart. Embracing a heart-centered approach to sales rests with your ability to stop, look inward, and reflect upon the course of action you know is the right one, rather than succumbing to external pressures and misaligned sales conversations.

Those who choose to pull back the conversation covers and lead with their heart and not just their wallet are able to connect with the emotional needs of their clients and prospects. They understand people have the need to be valued, respected, heard and acknowledged.

By acknowledging and not forgetting the human element, heart-centered professionals maintain the wisdom to positively transform their clients business by helping them to do better business, a profitable one.

"A Selling From the Heart sales professional seeks first to be understood as they turn transactional conversations into transformational conversations."

ARE YOU A HEARTFELT SALES PROFESSIONAL?

There's damage to your bank account when you neglect the human connection point. A selling from the heart professional deeply touches the heart and minds of their clients. This is done through real, raw, genuine and emotional conversation.

If some of these traits sound familiar and resonate with you then you maybe on the way to becoming a heartfelt sales professional.

You're committed to personal and professional growth
You have compassion for yourself and others
You have the willingness to look in the mirror and come to terms with your own character flaws
You are committed to making a difference not only in your own life but in the lives of your clients
You listen before speaking

I'm here to tell you... people crave a genuine, authentic, real-deal and selling from the heart professional. I urge you all of you to lead a sales life full of authenticity and integrity rather than the pursuit of lining your sales wallet.

TO CONCLUDE

A real, open, relevant and relatable conversation focuses on:

The challenges your client faces
The pain points these challenges present to them
What concerns them
What they desire and want to accomplish

How much, in quantifiable numbers, remaining in a status quo mindset will cost you in your sales growth?

Allow me to leave you all with this...

If you don't know the value you bring to your current clients then how can you engage in a meaningful value based conversation with a prospective client?

I’d like to challenge you to open up more sincere human to human conversations. I promise you that your relationships will prosper, strengthen and take on a new meaning. This is why #sellingfromtheheart and #leadingwiththeheart is making a difference.

Just ask your clients, they will tell you the same.

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 modern 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 and Kindle. You can click on the book image below and this will take you to Amazon.

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 and on my podcast by clicking on Selling from the Heart.

Imaging Industry Predictions

Top Ten Copier & Imaging Industry Predictions for 2020

Art Post · 12/27/195:30 PM

So was 2019 a good year or a not so good year for the imaging industry?

If I'm thinking about my personal results then 2019 was awesome and one of the best ever. I think 2020 will prove to be one of the biggest years yet for change in our industry. Change is good, right? I'm sure there will be at least two or three bombshells with one of them happening in late January 2020 and then another in late March to early April 2020.

None of my predictions came true in 2019 and that's because I didn't put any out there. However past predictions from 2018, 2017, 2016 did allow me to add a little swagger in my prognostications.

Top Ten Copier & Imaging Industry Predictions for 2020

1. It's no secret to anyone and our Print4Pay Hotel Members with Xerox and HP. It's my bold prediction that Xerox and HP will sit down for a mind meld in the next 90 days and deal will be struck for the merger.

2. KonicaMinolta, Canon, or Kyocera will purchase content management aka document management companies. One that comes to mind is Square 9 since they are in the dealer space already.

3. KonicaMinolta, Ricoh, Canon or Kyocera will purchase a wide format printer manufacturer. Could be one of these Mutoh, Mimkai, Roland, or Kip. The growth in print is real and it's with wide format color.

4. The new Fuji copier manufacturer, originally was Fuji-Xerox until Xerox sold their equity a few months ago. Fuji will partner with a mega dealer in the US for private labeling of those copiers and software solutions. Names that I keep seeing are Dex Imaging, Marco, Flex Print and RJ Young.

5. Look of the top four copier manufacturers to now turn their acquisition attention to cyber security companies. Current forecasts project cyber security to top $221 Billion US by 2022. Maybe BT, CenturyLink, NTT or Wipro. It's going to happen just a question of who buys what.

6. I wrote this two years ago and it still hasn't happened, however the time has come that one of the copier manufacturers will cease to manufacture black/monochrome copiers. It will be all color MFP's.

7. In an effort to continue "moving boxes" and a fear of FOMO (fear of missing out), one of the major copier companies will start offer their devices through Amazon.

8. Consolidation in a mature market will continue. Merger is the name of the game, and it could come from the likes of Ricoh, Canon, Kyocera or KonicaMinolta. Konica and Minolta merged many years ago, and maybe it's time for another merger.

9. 2020 is the year that copier manufacturers finally get it and start selling more A4 devices with advanced functionality than A3 MFPs.

10. Ninestar purchases Toshiba Tec from Toshiba Corp, merges Lexmark and Toshiba for the creation of a new brand. Any guesses?

Thanks for the feedback. I did a killer demo and had them sold on the Genuine PS3, new User Account Limits app, along with Mail-to-Print and a few other features, but it was not enough to make up the $197 in additional monthly expense for the RFG product versus the Kyocera b/w and Konica-Minolta color that was being proposed by the competition. I think what killed me on pricing was that the LD260c/MP C6000 is over $8,500 per month higher than the LD550c/MP C5000, which equates to more than the

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Multi-functional Copier Sales Position

Guest · 12/27/0911:51 AM

Multi-functional Copier Sales Position This is an outside sales position in the Burlington, Princeton area. They have a successful sales team and are looking to grow their territory Description: Must have proven track record and at least 2 years industry experience. Outside sales experience You will be asked for w2 to prove track record. Must have a car Must have ability to generate business in a timely manner-they want a hard worker Job Requirements Company: Great privately owned company, low

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CANON U.S.A. HONORED WITH MULTIPLE AWARDS FROM BUYERS LABORATORY, INC.

Guest · 12/30/097:17 PM

document imaging devices, each representing months of exhaustive hands-on testing in BLI's U.S. and UK laboratories, the company has been the leading source of competitive intelligence for industry professionals on copiers, printers, fax machines, scanners, duplicators, wide-format devices and multifunctional products. The company's databases cover over 12,000 products globally and have a long-standing reputation for being the industry's most trustworthy and complete source for specifications

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Full-Time SHARP BUSINESS SYSTEMS OF INDIANA Sharp Business Systems

Guest · 12/28/091:36 PM

Full-Time SHARP BUSINESS SYSTEMS OF INDIANA Sharp Business Systems, a premier provider of Sharp multi-functional copiers and printers, is looking for an experienced copier and printer service technician for the Bloomington and Columbus areas. If you want to be a part of a team of people who have a passion for doing what is right with customers, and have a strong work ethic we are interested in speaking with you. Please send your resume to Hoguej@sharpusa.com or call (317) 844-0033.This listing

Guest · 12/26/0911:46 AM

presumption of ownership. To learn more about Print Audit, please visit: http://www.printaudit.com About Print Audit®: Established in 1999 and headquartered in Calgary, Alberta, Print Audit is the fastest growing print management company in the world. By providing businesses with innovative and practical print management software solutions, the company has helped customers recapture over $150 million in printing and photocopying expenses while saving an estimated 190,000 trees a year. Print Audit has

Re: Bizhub C652 & TaskAlfa 500ci

Guest · 12/28/0910:58 PM

geesh! Hard to over come $197 per month, but easier to over $3.00 per day. Were you in the incumbent or was KM? Was KM a dealer or direct? In this case, I would have tried to lead with two units, like you suggested the mono copier and the color printer. However, I would also have asked these two questions: How often do you copy and original? Most places do not copy that often and if you can get them to agree to this, then you have a chance of leading them to an A4 copy solution and an A3 print

Re: Bizhub C652 & TaskAlfa 500ci

txeagle24 · 12/28/0911:12 PM

Danka was the incumbent, so the Konica-Minolta dealer brought the most aggressive pricing possible to the deal. I tried to go down the road of copy volume versus print volume, but since the vast majority of the volume is run in their school, most of the volume is copying, and they hope to start scanning more. I do like your thinking of pairing A4 MFPs with A3 printers and vice-versa for other commercial accounts, provided that their aren't any space constrictions. Additionally, the church and

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Bizhub C652 & TaskAlfa 500ci

txeagle24 · 12/28/092:27 PM

I currently have the 60ppm Ricoh color system and 50ppm color system proposed against Danka/KMBS and a local dealer that sells Konica and Kyocera. Initially, I was told I was the highest price option in the deal, but after getting approval to drop our drawers, we're now 2nd in line as it relates to price. Since they are Mac users, I have consistently emphasized the fact that both KM systems use PS3 Emulation vs Genuine Adobe PS3, but considering the price gap between our 60ppm & 50ppm color

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Fujitsu Launches Cloud-based Services to Support End-User ICT

Guest · 12/28/097:26 AM

platform. 3. Service Desk Service: Provides a general support desk for responding to IT-related inquiries from end users. 4. Desktop Management Service: Provides optimized support for day-to-day end-user needs, including problems involving personal computers, printers, and multi-function copiers; asset management; and installation of additional equipment. 5. Managed Print Service: Lifecycle support for printers and multi-function copiers installed in the office. 6. Collaboration Service: Provides a

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Lead for SCX-5312F

Guest · 12/27/0911:44 AM

Does anyone have one of these new or used? Pretty much this is a done deal if you have one. Please read the email that was sent to me: Art, I came across you blog on the Internet and am contacting you to see if you can provide me some leads to locate a Samsung copier/printer that I am looking for. It is the SCX-5312F model. Used models are fine but I don't see anyone selling this model new or used. I look forward to hearing from you. Please send me an email art@p4photel.com, you will need to

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" How to " Use Locked Print Feature

Guest · 12/27/095:05 PM

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Latest Océ PRISMAaccess Print Management Software Helps Print Providers Attract More

Guest · 12/26/0911:39 AM

-centric focus,” said Eric De Goeijen, Vice President of Marketing, Océ North America. “As more work moves online, proven Océ tools help print professionals maintain the highest standards for quality, speed and service. Printshops can offer more services, expand their market reach, attract more orders and increase print volumes.” Document Submission Made Easy With Océ PRISMAaccess Version 5.0 software, customers can submit jobs to the printshop as easily as routing work to a local printer

Re: Bizhub C652 & TaskAlfa 500ci

txeagle24 · 12/28/0911:07 PM

Great input. However, the customer was looking for a blended CPP for the b/w and color service, and as a result, the CPP was extremely aggressive on both fronts. Based on what I have seen in the field, the $.0550 that we used as our color CPP, we still would have been high compared to the comparable Konica-Minolta systems.

Re: Bizhub C652 & TaskAlfa 500ci

wyzguynyuk · 12/30/099:01 AM

Really!?!?...you guys would recommend an MP C5000 in an environment doing 35K black and 9K color?! I'm almost certain that my service department would crucify me the first time something went wrong here! According to Ricoh's "Technical Service Copier Specification Chart" the recommended average monthly volume for this system is only 15K total with 30% color (or 11.5K black and 4.5K color). Surely one of your competitors would bring this fact in front of a potential buyer (...sorry for calling

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Colortrac celebrate 20 years of award-winning large format scanner innovation and lea

Guest · 12/26/0911:47 AM

. Colortrac is the first and only large format scanner manufacturer to achieve this rating for its leading ranges of CIS and CCD technology scanners. No less impressive is Colortrac?s continuing unit sales growth. In 2009 the company will sell more wide format scanners than at any time in its history, achieving a 27% increase in unit sales and an even bigger increase in market share. Given the difficult trading conditions in many of its markets this is testament to the quality and performance of the

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BEI Services, Inc. and NPRN Announce Software Services Agreement

Guest · 12/26/0911:45 AM

technician incentive program in the history of the industry, BEI stands alone as experts in service department benchmarking and managed incentive programs. Tracking every service ticket on over 1.5 million imaging devices worldwide, BEI can show you what “good” looks like and where you stand in relationship to that benchmark About NPRN The NPRN members consists of more than 35 printer and copier dealers around the national that have come to an agreement to assist each other in repairing imaging

Re: Scan in One City, Print in Another

SalesServiceGuy · 12/28/099:15 AM

Good suggestion but expensive for a 20 copier install. ShareScan is a hardware add on level of technology to support and maintain that I was hoping to avoid. I was looking at eCopy Paperworks but this law firm has approx. 500 PCs. At around $180.00 per workstation this gets very expensive. Plus I am unsure if the law firm would move away from Adobe PDF. In the end, for me, for this quote, eCopy Share Scan is likely the best solution. It gives me a single solution for the required features of

Re: A4s and Single Function Laser in MPS

GIntel · 12/30/092:43 AM

no 3-5 is not back in MPS. Toner out is a way of describing the sales model for standard laser printers, where the aftermarket revenue is generated by the sales of toner and other supplies versus charging a set CPC for all supplies and service.

Re: Scan in One City, Print in Another

SalesServiceGuy · 12/31/098:33 AM

In he end my RFQ deadline was Dec 30, I decided Good Lad gave me the best advise and I pitched eCopy ShareScan. There were so many technologies going on in this quote that eCopy was the only solution that brought it all under one vendor besides my copiers. To paraphrase, "keep it simpler,stupid." The challenge wll be to get all of my technical support staff trained if successful. Also, one good comment, to successfully sell big Solution Sales you have to earn your stripes with some smaller

Re: A4s and Single Function Laser in MPS

JasonR · 12/31/098:39 AM

central MFPs and NO additional MFP capability. I have others (mainly Law firms) where every device is an MFP, even if it sits on a person's desk. Regarding problems selling different programs, I think the major problem we've encountered is communicating the features of the contract to the customer. Some end users don't know their machine is covered, so they just suffer with poor print quality, noise or errors even though they are paying us to fix those (but not ever calling us). Others (without the

Re: Bizhub C652 & TaskAlfa 500ci

Guest · 12/28/093:53 PM

I'm not sure of the difference between the emulator and the OEM for PSIII, however I thought it was a good topic for a post. I put it here http://p4photel.com/eve/forums...=619104812#619104812 Can anyone KonicaMinolta people help us out on this? Plus you should still be able to access BERTL through the aficio league, I just used it last night. Art

Re: Bizhub C652 & TaskAlfa 500ci

mmelrod · 12/28/094:53 PM

I sell both Ricoh and KM. When choosing between the two lines regarding color, I lead with KM. Especially the updated C652 / C552 series (I realize that doesn't help you sell your Ricoh). Try pushing the PPDM solution from Ricoh if you can, KM really doesn't have as clean a solution as PPDM.

Re: Bizhub C652 & TaskAlfa 500ci

cmarkowski · 12/28/0910:58 PM

Strictly looking at the difference between the MP C6000 and MP C5000, you made the right choice to go with the higher speed model at those volumes. Obviously there is a significant difference in HW price (apples and oranges), but the MP C6000 should have a lower CPP that makes up that difference. Assuming a BW click that is 2 mils cheaper on the MP C6000 and a color click that is a penny cheaper, that equates to a savings of $160, making the monthly delta only $40 vs $200. Am I missing

Re: Bizhub C652 & TaskAlfa 500ci

Guest · 12/28/0911:02 PM

quote: Originally posted by Mongey: Strictly looking at the difference between the MP C6000 and MP C5000, you made the right choice to go with the higher speed model at those volumes. Obviously there is a significant difference in HW price (apples and oranges), but the MP C6000 should have a lower CPP that makes up that difference. Assuming a BW click that is 2 mils cheaper on the MP C6000 and a color click that is a penny cheaper, that equates to a savings of $160, making the monthly delta

Re: Bizhub C652 & TaskAlfa 500ci

cmarkowski · 12/28/0911:19 PM

ensures profit on the "right" side of the deal. This is also good ammunition for more solutions-based selling, which makes it more difficult for a customer to see two proposals as equivalent and therefore makes it more difficult to base their decision simply on who is cheapest.

Guest · 12/26/0911:42 AM

That's because Ricoh have a very secure MFP, one that needs knowledge to use. This is the only machine that allows Windows or LDAP Authentication in addition to what has been previously 'standard'. Also seperate administrators can control the machine functions: machine, users, doc server, network. Therefore you can now have four different administrators, each with their own username and password. By the way there is another standard account: username: supervisor password: blank This one can

Re: Connect copy

Guest · 12/28/045:46 PM

Not possible. The copy connect kit is dofferent on the two models.

Re: AP3800/CL7000/7100 Color banding

Guest · 12/28/045:54 PM

Check out the service manuals as there is alot of useful information there. Reduce the DV motor speed 2 by 0.4% for all colour modes. This should remove the problem. It's caused by buckle becuase of a different speed of the transfer belt and registration roller. The reg roller is driven by the colour dev motor.

Guest · 12/30/048:51 PM

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2051/60/75 WIM defualt Password

Jay · 12/29/048:56 AM

Did anyone notice Ricoh changed the defualt WIM login to. Username = admin Password = leave blank Why would they do that after all the other models are . Username = leave blank Password = password

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AP3800/CL7000/7100 Color banding

Ron B. · 12/27/0411:37 PM

What if anything has anyone done about color banding on these printers when printing light blue colors? A customer's 3800 is doing this printing jpegs. Thoughts?

Re: Ricoh Aficio 1022 sc codes 541,542,546

Guest · 12/28/045:20 PM

There are various updates to firmware to counteract these SC codes, so first update all firmwares. Secondly try a DC PSU.

Re: IS300e scan to folder

Guest · 12/28/046:07 PM

Your username and password also have to be in exactly the correct format. Check the help file in WebImageMonitor. Without putting mine online you need to be something like this. Path \\ip\folder Username workgroup\username

Re: 1060 web browserpassword

Guest · 12/28/046:14 PM

Reset the password in SP as you've done. The password is now blank (no password). You need to use change the password back to 'password' if that's what you want.

Re: Sales Secret Revealed

Jayson Gilbertson · 12/29/0410:21 AM

The sales professional should have ask if weekend service was important to the propects business and why to gain a greater understanding of what is important to the customer. Then agree the the concerns the customer has are valid and then share how he/she (the sales professional) can allieviate the concerns for the the prospect. And then see if there are any ohter concerns and repeat until all are taken care of and then take the order. JG

Selling Copiers in the Seventies

Selling Copiers in the Seventies with Rod Nafziger

Art Post · 12/26/194:41 PM

A few weeks ago Jack Carol send me a message on facebook and stated that I should get in contact with Rod "RJ" Nafziger. Jack made mention that Rod made his mark in the industry with selling Apeco copiers. Rod and I have been connected on Linkedin for years, but for some reason I never knew his back ground was copiers. For all these years I knew him as the Artisan Gelato Maestroof Venice!

How did you find your way to the copier industry?

I began my career in Cable Television out of college. Building a 1,200 mile cable system as on of the lead engineers. Over 4 years then engineering the Cable System in Bay City Michigan. By 1973 the FCC put the clamps on development. I transferred back to Ohio with Anaconda six months later they issued Pink slips.

With three kids and house payment. Work was essential so I responded to an ad in the Cleveland Plain Dealer (newspaper) for Apeco, wasn't sure what they did but they promised money. Less than an hour of the interview I had a job to start Monday AM in the Akron, Ohio office.

Oh, by the way you'll need a station wagon after your two weeks training. That’s no problem, right? They ask. The Cleveland Regional Manger was Morry Burns and his brother Rich Burns is who I would report to. His brother Chuck Burns younger than me would train me. So, I show for training with 11 others and we were told that by the end of training there may be 5 people left. Well I was 1 of 7 in that class.

So now I sell copiers, draining fluid (dispersant) from the units before moving them for a demo. The purpose of the dispersant fluid was to transfer the Ink to create why an image on special Zinc Oxide coated paper. The units would be either sheet fed or on a roll. A dry process was eventually developed.

What company or manufacturer did you start with, what was your title and what year did you start?

I started with Apeco in 1973 as a Sales Rep. Our office was in the basement of an old church which we had a ramp to winch up the copiers to ground level on the gurney and into that station wagon. I became an instant rock star. Met quota the first 6 months every month. Then came the bond units (plain paper copiers).

Toshiba Plain Paper and the Royal 100 production unit. All under the Apeco Label. We set Akron on Fire! Cold calling 50 everyday with a biz card to prove it. Monday calls took 100 dials to book a minimum of 12 demos appointments/demos (no showing brochures). Handling objections, never take no as an answer and don’t come back without and order. Shouts from the managers office everyday. It was sink or swim.

Then along comes a California Apeco VP Rich Nelson into Cleveland. Picked up the exclusive Sharp franchise Ohio Business Machines hires Morry Burns and Morry immediately calls me to join the team. 4 years more of the same style. Myself and the Accountant Dennis Bednar join together to start Meritech and pick up the Minolta franchise.

If you worked for a dealer or manufacturer please tell us what brand(s) you sold and what was your favorite model top sell and why that was your favorite?

At Meritech we carried the Minolta portfolio of products. We were very successful. Expanding into fax with Fujitsu, Panasonic, electronic typewriter’s (word processors) as soon as they came on the scene, and Xerox Word Processors eventually into computers.

All the while we were acquiring there branch operations. By 1987 Meritech was doing 12 million in sales and one of the most customer centric dealers in Ohio. We had services in the cost per copy arena for the County, City, Hospital and Universities. Computer department with Network services and Printer services. In those days we employed a team of 120 technical personnel. A sales team of 50. In 1987 I left Meritech as VP and joined Minolta Corporation in Ramsey New Jersey. First as Regional Management then became Director of Marketing.

What was the percentage of copier sales people that made it past two years and why made them last or not last so long?

Copier sales people was always that 3 out of 10 would last 2 years ratio. Seven would struggle and eventually change careers. Hiring and training was a daily task. It always came down to their personal attitude, direction and discipline. The successful ones made great money for their families. The others were always jealous and would blame everyone and everything for their failures.

What did you like the most about your job in the seventies?

In the 70’s you knew what had to be done there was no dancing around the direction you were given. Discipline was demanded. Your attitude better be good walking in the door. We were there to write business, period. Friday nights we met at the local watering hole and swapped sales stories.

What did you dislike the most about your job in the seventies?

Actually for me nothing we had a lot of fun “no fear”

What was the compensation plan like, was there a salary, what is just commissions or was there a mix of salary and commissions?

Simple you sell you get paid you don’t sell you’ll quite. A draw of $450.00 monthly. $100.00 for auto expenses. Commission: 10% of Base sale15% for stands, supplies, paper and toners. Meet quota $6,000.00 got a 5% bonus. Weekly at sales meetings there were cash spiffs and gifts for small successes. It was somewhat easy to make $4,000.00 monthly. Payment of commission was by weekly and only after delivery and full payment or leases were processed and paid.

How did you go about finding new business, and what was your favorite of those methods and why?

Cold Calls, survey calls and Mailers. 500 mailers weekly with follow up calls for appointments. My favorite was mailers. Learned a lesson early. I mailed my letters. Got a response made a sale on the demo. Several months later the same account address was on the mailing list different company name. I received another response, interesting. Make another demo. In walks the same guy that had purchased before. He says we’ll buy it prepare the paperwork. Signed sealed delivered. Following up on satisfaction, I asked him why? “Simple you did such a great job on the first purchase, my companies will be using your services for all of them. You must demo the staff and make my decision easy.” So I ask how many do you own he said eight. So over the next year I made eight sales. After that my inquiry of who I was talking with took a different strategy.

What was the first sales book that you read that and what did you take away from it?

The Sales Training Manual for Apeco. Think and Grow Rich was my all time favorite. Still study it. I've got and bought a thousand sales and Management books and read them all. Harvey McKay’s series real made the point of doing the discovery and assessment before trying to sell. Zig Ziegler of course. I’ve taken all of the Dale Carnegie courses. Always took my teams to in town sales courses or encouraged them to attend.

What type of car did you use for your demonstrations and how many demonstrations would you perform in a week?

First one I could afford was a 1970 Rambler Station Wagon. Then upgraded 5 years later to big V8 Pontiac Wagon loaded with auto everything.

Can you tell us a couple of funny story about selling copiers in the seventies?

The best one was a guy that wanted to argue for his Xerox. We almost came blows. So I sat quietly while he yapped. I’m filling out an order at list price. I turn it around and hold out the pen. After 5 minutes of silence he groans, grabbed the pen and signed. Later I learned he owned Xerox stock. But, didn’t like his rep.

What is the biggest problem you seeing facing the industry today?

Features Advantages and Benefits selling. Telling not selling. Reps are focused on the product and what they know. Struggling with asking business questions that are relevant to the customers reason for need.

If you had to would you do it all over again, if so what would you change?

Absolutely it was a rewarding career and worth every dollar earned. Change, I wouldn’t change a thing. I achieved over 49 trip experiences around the world. If their was a goal set it was meant to be achieved. Sometimes doubled so my partner and I could both go.

What’s the one piece of knowledge that you’d like to share with new reps entering our industry?

You must walk into that office door everyday with the right Attitude “if it’s going to happen I’m doing it.” Direction you must be able and willing to take direction and able to give direction. “Do not sit and wait for someone to tell you what needs done.” Dig in and learn. Discipline you must develop the discipline required to execute to the task. Timing, Written, Learning, Teaching and Winning. This is your job your boss will not school you on your disciplines. You will be graded on your lack there of.

Note from Art: If you'd like top reach out to RJ you can find him here (linkedin) and living the good life in Venice, Florida. If I'm in the area I'm going to get me some of that gelato!

-=Good Selling=-

R.J. Stasieczko

"Business" Relationships are a Component of the Deliverable! Oh, Deliverables Change

Ray Stasiezcko · 12/23/199:30 AM

Well, the Image Channel is undoubtedly heading for some needed updates. Over the last couple of years, I have been discussing the future and in search for more of the channel's leaders to help in destroying all that is status quo to a product-centric mindset. Know it's time for the channel to focus on the Customer, not just in words but in their actions. Customer-Centric approaches must replace Product-Centric mindsets.

"Those passionate about approaching things differently, based on a changing customer, can create opportunities once unimaginable."

Yes, a passion for improvement will challenge the status quo, be critical of things that need attention, and drive those wishing to remain complacent insane. However, In my case, it's my passion for improvement that stimulates my imagination. Momentum is the goal of all those passionate to destroy the status quo. During this momentum, there will be many challenges to the comfort of current circumstances; as new circumstances emerge.

"Passionate pursuits towards improvements will challenge conformity before conformity joins in the pursuit."

In today's innovative business, climate leaders need to be open-minded and have a willingness to explore things they once deemed unimaginable. Leaders on opposing sides must be willing to evaluate openly as things which once seemed miles apart move closer together.

"With open minds the old way can in-fact, innovate."

Excitingly It seems as some of the legacy players are now beginning to challenge themselves by replacing status quo mentalities with innovative mindsets striving towards needed re-inventions based on the realities of the market's customer.

We also see some in the channel who appear to talk about how they can disrupt; however, they refuse to disrupt themselves and are placing a false sense of security regarding the relationship component of the deliverable. This misunderstanding in relationships over relevance will cause some to be blindsided as the channel converges and consolidates.

"Business Relationships are a component of a deliverable, and as deliverables modify, so will the relationship component."

Today the channel's leaders must be bold and willing to challenge all that stands in the way of their continued relevance. The channel's actors must not allow the emotions of past business relationships to distract them from market realities. The focus must be on the most important component of the overall deliverable, the market's customer.

Legacy actors can be the disruptors.

I believe when legacy actors become obsessed with reinventing themselves based on customer-centric motives over saving themselves based on product-centric mindsets. They are just as probable to succeed as any new innovator attempting to disrupt them.

Leaders on a path to challenge the status quo all understand there cannot be any sacred cows - in business when its time to sacrifice the status quo; it must be sacrificed.

The emotions involved with past relationships will challenge all as new relationships are formed, and during disruptions, strange bedfellows will emerge. The Imaging Channel must get past their obsessions to save things and learn how to reinvent things. There is nothing at all comfortable about reinventing things. Of, course there is nothing at all satisfying in being choked to death by the grip of complacency.

My friends where will your passion led you in 2020? The boldness of the journey will be feed from the passion you travel with.

I wish all a Happy Holiday Season

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

Ray Stasieczko

I welcome all to subscribe to my YouTube channel, https://www.youtube.com/channe...A?view_as=subscriber

Here’s the link to my LinkedIn profile and I welcome your invite if you wish to connect. https://www.linkedin.com/in/raystasieczko/

Nothing In Sales Happens Without A Conversation, How Well Are You Starting Conversations?

Larry Levine · 12/22/198:06 AM

Be brave enough to start a conversation that matters.

Dau Voire

Is having a conversation a lost sales art?

Conversations are the strongest sales tool that sales reps have in order to effectively build credible relationships between their clients, their prospects, their brand and their company.

Are you having meaningful conversations?

When's the last time you had a conversation with a client or a prospect and heard this...

“Wow, this was one of the best conversations I’ve ever had!”

The way you open up new conversations has a direct bearing on what happens next. The direction of those conversations along with the strategy behind those conversations; all will have a direct bearing on one thing... a potential sales opportunity.

"You never know when one conversation will lead to exponential sales growth."

This is why conversation starters are so important. Because conversations build relationships, and relationships build businesses.

What do your clients and prospects care about? They don't care about your canned pitches and the all about you messaging. Stop pitching and puking canned crapola and start opening up a human connection and conversation.

CONVERSATIONS START IN MANY DIFFERENT WAYS

Technology plays an extremely important role in how you communicate. In today's digitally driven business world, it's imperative you learn how to drive business conversations leveraging many different communication tools.

A few conversation starters can be:

Face to face
Text messages
Emails
Social media posts
Phone calls

What’s important is you create conversations, and use all of them!

CONTENT STARTS CONVERSATIONS

In a socially connected and digitally driven business world, content opens up new opportunities to drive new conversations. Sales reps must start researching the business problems inside the industries of their clients and prospects.

With a simple Google search, sales people can uncover a ton of information to help them kick start a professional business conversation.

Sales professionals eat digital breadcrumbs for breakfast, are you?

Let's say a sales rep calls into the legal community... imagine opening up a conversation like this...

"In a recent IDC study, lawyers and paralegals lose as much as 2.3 hours a week searching, but not finding, the right documents and another 2 hours recreating documents that can’t found. All told, time wasted in document creation and management activities cost firms $9,071 per lawyer a year or a 9.8% loss in the firm’s total productivity according to the study. Can you imagine the impact this could have on your law firm?"

You can continue to start conversations around I can save you money or take the value approach, the decision is yours but I promise the outcomes will be different.

"Sales reps won't get to the close unless the open up the conversation correctly"

CONVERSATIONAL APPETIZERS

What are you bringing to the business conversation table?

BITE SIZE DOES OF EDUCATION

Do you know more about what you sell than your clients or prospects? I would sure hope so! Then, do they believe you do? Do they see you as an advisor?

Are you showing them you know what's going on in their marketplace?

How about starting conversations based upon what you’ve observed from other companies like theirs?

How about sharing valuable insights and bits of education? Imagine them saying, "Maybe I should listen to this person."

In order to educate, one must become educated!

SNACK SIZE CHALLENGES

How well do you understand their world?

Think for a moment about some of the challenges your current clients are facing. Is it possible that some of your prospects might be facing some of the same challenges?

How about opening conversations with a few challenges you see in their marketplace?

This may sound so simple but it works, I promise!

If you understand the issues your clients are facing and you've helped solve them then wouldn't you think you could use these to open up new conversations?

Stop over complicating open up new conversations!

As an example... "Right now, I'm seeing my clients having to deal with A, B and C... which one hits home the most?"

PLATES FULL OF QUESTIONS

Great conversation is about engaging with great questions. The key is getting them to open up about their issues, challenges and problems.

Tell me more...

In addition to that, what else?

Imagine for a moment, what would happen if...

Insert these into your question starters and watch what starts to happen.

Engaging questions lead to engaging conversation which leads to relationship building

GET TO KNOW YOUR CLIENTS

The single best source of help are your clients. Engage with them. Ask them questions. Learn something new about them. What pains may they be having? These become conversation starters when it comes to prospecting.

How well do you understand your clients, their business and their competitive landscape?

Are you someone who truly cares about improving their business lives? Do you give a rip about them?

Your clients can see sincerity in your eyes. They can smell sincerity but all too often what they smell is commission breath spewing out your mouths.

How can you improve the business lives of your clients? Quite simple, just ask them. Make it about them.

FINAL WORD

Conversations are the most powerful tool you have at your disposal to foster relationships. Having meaningful conversations is something that can be learned, with focus and practice, all those in sales can become better at it.

Whether it be digital or face to face, you proactively engaging in conversations will catapult your sales success.

You can find more material inside Selling From The Heart.

Spec Check Reviews

Ricoh - IM C300(F) & IM C400(SR)F Spec Check Review

Art Post · 12/21/193:57 PM

It's been a couple of weeks since these new color IM C A4 MFPs were launched the Ricoh Europe web site. At this point in time I have no clue when they'll be available in the United States. I would suspect they'll be available as soon as the current inventory of MP C307s and 407s are exhausted.

For me, they can't come soon enough. For too long we've been without a color A4 devices that will staple. I had hoped that both the C300 and C400 would be capable of stapling, however at this point only the IM C400SRF comes with the internal finisher/stapler. All other models do not offer and optional internal finisher/stapler.

There are four models in this series, lets start with some of the important specs.

IM C300 specs:

10.1 inch Smart Operation Panel
50 sheet SPDF (single pass document feeder)
One 250 sheet paper tray
One 100 sheet by-pass paper tray
100 sheet output (exit tray)
30 color page per minute print speed
2GB max memory
320GB Hard Drive
Warm up in 19 seconds
Print resolution 1200x1200/1bit
PCL5c, PCL 6, Postscript 3 (emulation), PDF Direct Print (emulation)
Standard network interface is 10 base-T/100 base-T/1000 base-T
Mobile printing capability for Apple Air Print, Morpia, Google Cloud Print (which is going away by Google), NFC and Ricoh Smart Device Connector App
Scan speed is 40 image per minute for simplex and 80 image per minute for duplex (color or black)
Maximum scan resolution is 600 dpi
Scan2folder, Scan2email, Scan2USB, Scan2SD Card, Scan2FTP and Scan2URL

IM C300 (F) specs

Identical to the IM C300 but adds the optional fax module. The only reason I used "optional" is because the brochure from the EU states the fax unit is an option. I think that's not the case because why would Ricoh offer a dedicated model where the only difference is the fax module.

IM C400 (F)

10.1 inch Smart Operation Panel
50 sheet SPDF (single pass document feeder)
One 550 sheet paper tray
One 100 sheet by-pass paper tray
100 sheet output (exit tray)
43 color per minute print speed
2GB max memory
320GB Hard Drive
Warm up in 17 seconds
Print resolution 1200x1200/1bit
PCL5c, PCL 6, Postscript 3 (emulation), PDF Direct Print (emulation)
Standard network interface is 10 base-T/100 base-T/1000 base-T
Mobile printing capability for Apple Air Print, Morpia, Google Cloud Print (which is going away by Google), NFC and Ricoh Smart Device Connector App
Scan speed is 40 image per minute for simplex and 80 image per minute for duplex (color or black)
Maximum scan resolution is 600 dpi
Scan2folder, Scan2email, Scan2USB, Scan2SD Card, Scan2FTP and Scan2URL
Fax Module included

IM C400SRF

All of the features and speeds of the IM C400F but also includes the internal stapler/finisher.
Internal finisher/stapler (250 sheet output/50 sheet-stapling). Please make sure you read the product guide when these devices are launched. There are always some differences that may vary from model to model.

What I Like

The continuation of the Intelligent MFP series to the color A4 stage. I like to call them "Smart" MFPs (just like smart phones) because they're capable of auto firmware updates, touch screen control panel, the ability for a tech to remote in to the MFP and make changes, along with the ability for the client to decide on which features/apps the MFP has or doesn't have
The addition of the stapler/finisher is huge, and it will be the start of migrating underused A3 color devices to A4 color devices

What I Would Like to Have Seen

Document feeder that holds more than 50 originals, would like to have seen at least 100 or more
Faster scan speeds, 40 simplex and 80 duplex is okay, but 80 and 160 would have brought the house down
Internal finisher stapler available for the IM C300
Hole punch option
Standard wireless LAN interface

Available Options

Cabinet, High cabinet, Low cabinet, Caster table, VM card, Genuine PostScript 3, IEEE 1284 I/F, IEEE 802.11 a/g/n I/F, Device server unit, File format
converter, OCR unit, Enhanced security HDD, Data overwrite security unit, Page keeper, Counter I/F unit, NFC card reader, Paperlock (get these from the Copier Solution Shop)

Summary

While I would have liked to see the additional features that I mentioned. I'm thrilled that I'll have these Smart A4 color MFP's in the near future. As A3 finishing features migrate to A4 MFP's we'll still have many years of migrating (upgrading) underused A3 devices to A4. In fact there's a chance that we might be able to increase placements of these MFP's because clients may want to spread them around the workplace more. Where one $15K color A3 MFP satisfied a group of 30 users, the lesser priced A4 MFPs could be spread more evenly among work groups. Thus creating more placements.

Key points when speaking with clients:

Smart MFP just like your smart phone with auto updates for firmware, security, features and apps
Ability for techs to log into the MFP, just like we do with your PC to correct and issue
Scanning speed of 80 image per minute in duplex
Ability to add apps for scan2word, scan2excel and scan2cloud services
Stapling

-=Good Selling=-

R.J. Stasieczko

It’s The End of The Day With Ray! Stop Manipulating Numbers!!!

Art Post · 12/21/199:30 AM

Member

R&C Sales

Topic

Member

LukeP4P

Member

BMac

Re: Scan in One City, Print in Another

Dan Morgan · 12/17/096:31 PM

See the attached pdf for better detail....

Re: Canon iR3025

mriles · 12/21/097:44 AM

The IR3025 has been replaced by the IR3225. Yes, the IR3025 can scan to email and/or folder when configured with Universal Send. Format is either PDF or Tiff. The Canon offers a feature to name the document as well.

Topic

Board learns of school calendar changes

Guest · 12/18/0912:00 AM

The board approved a five-year lease of a copier from Business Systems, Inc. for the administration office after considering two bids and whether to acquire a color or black and white copier. The lease will cost $290.60 per month, compared to an expiring lease of $351.84. Board members decided to wait on the possible purchase or lease of a color copier until some of the other copier leases come up in May. By that time, it is hoped it will be determined whether the administration offices will

Topic

W2470 Promo

Guest · 12/20/097:27 PM

Is Ricoh still giving the roll feeder away for this unit with the current wide format promo?

Member

mogrsi

Tomasz Wieczorek

Re: Scan in One City, Print in Another

SalesServiceGuy · 12/19/097:42 AM

I am thinking of using software to watch a file folder. This software can be assigned instructions to automatically print incoming files. I really appreciate your detailed response.

-=Good Selling-=

This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 15 Years Ago (Third Week of December 2004)

Art Post · 12/20/1910:06 PM

We've all been there, but it really sucks when it happens.

On Wednesday I had an appointment that was a 2 hour drive. Yup, it was a lead and a wide format lead at that. The client had interest to buy or lease now and wanted to meet. I left an hour early for that appointment because it's not often that I'm in that area of New Jersey and wanted to make sure I was on time. In addition I could make a pit stop, scout the area for some knocking on doors. I was 45 minutes out when the client emailed me and stated he had to leave the office and was not feeling well. Yup that's a bummer, however the client wanted to meet on Thursday of Friday of this week.

On Wednesday we emailed back and forth and scheduled for today at 11AM. This time I was okay with arriving 10 minutes early. I arrived 15 minutes early, sat in the car and went though some emails. Couple minutes later and I was out of the car and at the front door. Frak, the door was locked, thus I knocked. No answer, I stood there for another 5 minutes and knocked again. Nothing.....I then got out my cell phone and called the office, the call went to voice mail (I did leave a message). Went back to my car and pulled my car right in front of the office so I could see if anyone walked in. Fifteen minutes later I sent and email and then sent a text. No response for anything!

I had a little bit of time and decided to wait another 20 minutes just in case he would show. After waiting almost and hour, I called it quits and drove to my 2PM appointment. WTF! 5 hours wasted in one day and I only had two selling days left. Can't wait to see if I get an email or a call on Monday.

Enjoy these super threads from ten years ago this week!

Cannata Report for 2004

Guest · 12/21/046:30 PM

And the winners are: MFP Monochrome Product of the Year–Ricoh Aficio 2090 MFP Color Product of the Year–Konica Minolta 8050 MFP Color/Mono Manufacturer of the Year–Canon USA, Inc. MFP Facsimile Manufacturer of the Year–Sharp Electronics Corp. Printer Manufacturer of the Year–Ricoh U.S. Dealers Choice Manufacturer of the Year–Toshiba

Topic

Solutions selling is more than

Guest · 12/17/048:46 AM

Solutions selling is more than just a life preserver If a customer is like a drowning man, any island will do. But a solution for this man is an island where he can go ashore and find clothing resources, coconuts and fresh water, too. The savvy salesman in any market sees that sales and service intertwine. For example, when a hunter shops for a shotgun, he'll need shells, but might need a vest, boots and socks and maybe a hand-warmer, too. Customers for copier-printers can get the basic box

Topic

Fuji Xerox Develops System Chip to Speed Color

Guest · 12/20/048:53 PM

Neal · 12/21/0410:58 AM

anyone have anything on the street pricing for any of the Xerox Wide Format Digital Systems? Service? Service and Supply?

Re: Sending jobs to Plotbase

bandit41076 · 12/17/046:47 PM

Owners of jobs are listed as guests becuase that is how the network administrator set them up in user groups. Can be changed by administrator by "start-settings-control panel - users and passwords. When sending jobs to plotbase, there is no way to save them from the print Q. That would be like trying to catch a job as it spools to the Ricoh CL 3000 and save it. They can save the job as a PLT or a DWG directly from the native application, or they can save job sets at their local workstation by

Re: Macs/1055/Secure Printing

Jay · 12/16/048:23 AM

Just got an update on this and I have good news and bad news. The good news I just got a customized PPD installer from Ricoh to allow printing from Mac OS X to the Document Server/locked print/secure print but it has some limitations and, according to the documentation, its only for the Aficio 1022/1027, Aficio 1035/1045, Aficio 2035/2045, Aficio 1224C/1232C, Aficio 1060/1075, Aficio 2090/2105. The bad news is the 1055 is not mentioned. I will email it to you for you to try.

Re: Can HP Protect Its Printer Kingdom?

Neal · 12/16/044:10 PM

one thing that I am waiting to see is how the HP printer dealers are going to handle the real world of "copier" repair. you know longer are replacing the guts of the system when you change the toner cartridge and having your main copy system down for any length of time is unacceptable and their isn't a spare in the IT room. all i can say is welcome to our world HP. I'd rather be in our place having the experience of my service staff learning perhaps printer repair than having a printer tech

Re: New Sales Rep Compensation plan

Guest · 12/16/041:56 PM

could sure reduce some big time costs for dealers. And perhaps, it just might generate even more sales and higher margins. Having been in the copier biz and now the software development biz, I thought I'd throw in my unsolicited two-cents worth!

bandit41076 · 12/17/043:46 PM

DAVID READ Director Paper Group Tel. 203-967-5092 Fax. 203-967-5016 david.read@ricoh-usa.com

-=Good Selling=-

This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 5 Years Ago (Third Week of December 2014)

Art Post · 12/20/199:50 PM

Jason H · 12/23/1410:05 AM

So like most Ricoh/Savin/Lanier reps I know we all hate the fact that Ricoh increased the price of the 3406WD system and included plotworks software instead of making it an option. I recently was working with an Electrical Contractor and the Oce' dealer told him we could not do batch printing on the Savin.He would not purchase the system if it would not do batch printing. Soafter a call to OpCenter who makes it, I set up a webX with the customer and was amazed at the what all the software did

Topic

Art Post · 12/18/1410:41 PM

jointly exhibit at the upcoming BICSI Winter Conference in Orlando, Fla., Feb. 22-26, 2015. About Epson Epson is a global innovation leader dedicated to exceeding expectations with solutions for markets as diverse as the office, home, commerce, and industry. Epson's lineup ranges from inkjet printers, printing systems and 3LCD projectors to industrial robots, smart glasses and sensing systems and is based on original compact, energy-saving, and high-precision technologies. Led by the Japan

Topic

Future tech decisions make school board question copy center purchase

Art Post · 12/18/1412:08 AM

With Hays USD 489 preparing to make decisions regarding technology at the end of the school year in May, the Board of Education failed Monday to advance a proposal to lease a new copy machine at the district’s copy center. The vote was split in half as board members Greg Schwartz, Sarah Rankin and Lance Bickle voted no to the purchase while members Danielle Long, James Leiker and Marty Patterson voted yes. According to Finance Director Tracy Kaiser the bid on long-run Xerox copier would cost

Re: Okidata MPS 711c Color LAser Printer wrinkling envelopes - fuser rollers too tight

Damfino · 12/23/149:10 AM

The embossed effect is 'normal' for all Oki printers - comes from the very high fuser pressure as you noted. This is actually preferable for flat sheets, and the Oki is an office machine never intended for envelope production. As someone who owns 10 Oki 9800's and produces 1.8 million envelopes for the trade, I have only had 2 customer rejections in the past 5 years of operation. The new Oki I evaluated was the 941, and the effect was a little less apparent but still there. As Art stated, the

Topic

FMAudit Software Supply Quote Capabilities Now Integrated with e-automate

Art Post · 12/16/1411:45 PM

more than a year and the program has become an important part of our day-to-day operations," said Dan Crawford, director of operations, Chuckals Office Products. "With a five-truck delivery team, we are saving in excess of 20 man hours per week in manifest management, distribution and filing received signatures. And paper and toner are also saved since we no longer need to print manifests. Our customers love that they can see who signed for deliveries and when in real time on our website. This

Topic

Guy Kawasaki to Deliver Keynote Address at Kofax Transform 2015

Art Post · 12/18/1410:44 PM

IRVINE, Calif., Dec 18, 2014 (BUSINESS WIRE) -- Kofax® Limited (nasdaq and lse:KFX), a leading provider ofsmart process applications for the business critical First Mile™ ofcustomer interactions, today announced that renowned author,motivational speaker and customer advocate, Guy Kawasaki will deliver the opening keynote address at Kofax Transform2015 in Las Vegas, NV March 8 – 10, 2015. Mr. Kawasaki's keynote address will draw on his best-selling books and business experiences to offer

Member

jill

Re: Ricoh Midwest Dealer Program

Old Glory · 12/17/1410:59 AM

I'm being told that while the Kyocera MFP's are not good, the Kyocera printers are tanks and run at MFP cpp levels. Is that true?

Re: Service Dept loves Canon

txeagle24 · 12/23/1410:51 AM

We don't sell both lines, but I would absolutely love to. I have some customers that swear by Ricoh equipment, but I guarantee there aren't as many of those as accounts that I was unable to win because the customer wanted Canon equipment. That is the only brand I come across on a regular basis that users seem to have absolute loyalty to.

Re: Ricoh C7100Sx vs C7110Sx

Kitz · 12/16/148:39 AM

The models listed with SX have 220 page single pass document feeder

Re: Ricoh C7100Sx vs C7110Sx

Ricoh914 · 12/16/146:26 PM

The "s" is for scanner model. The x is for fifth station. There will be eight products in this series 7100 s, 7100, 7100 sx, 7100x,7110s, 7110, 7110sx and 7110x.

Re: Show US the Leads

Jason H · 12/17/149:28 AM

Art, Just to touch on this again. I kind of sort of received a lead from Savin the other day for a law firm....Unfortunately, by the time I received the Savin lead I had already gotten referred to them from someone else, proposed a 50ppm color system and gotten a verbal to go ahead with the paperwork the next day. It was nice to get a lead but was extremely late. I asked her when she put it in the Savin site and she told me before she spoke to me or even called me. So it worked out fine but I

Topic

Cad to raster vector conversion

bandit41076 · 12/18/1410:34 AM

scalable. Converting engineering drawings into CAD : The process of converting pixel based images (raster format) into CAD readable images (vector format) is usually fairly time consuming. The background of the vector image must be cleaned up and contrast increased so that the differences between dark and light are very sharp. Graphics software has the capability of locating edges. That capability can be used to reducea high contrastraster image into vector layers . Often the first vector images

Topic

Fujifilm is first to incorporate Adobe Mercury RIP architecture in upgraded XMF Workflow V6

Art Post · 12/16/1411:43 PM

Fujifilm Australia is set for a major assault on the graphic arts workflow market in 2015, with major new upgrades to its XMF workflow in version 6 and the first deployment of Adobe’s new Mercury Rip Architecture. Additionally, XMF Remote R10 will allow remote previewing and proofing of jobs over the internet using HTML 5. XMF V6 includes the Adobe PDF Print Engine 3 (APPE3) and, together with Mercury RIP Architecture, the boosted workflow achieves dramatic improvements in file processing times

Member

Chantel

Member

Ben Robinson

Re: Defeating the Check Security Features

Art Post · 12/16/1411:35 PM

Old Glory: This is awesome, not even the gurus' at ricoh could figure this out!!! Are the yellow dots always in the same places? What do you need to do to see them?

Re: Ricoh Midwest Dealer Program

Jason H · 12/17/1411:06 AM

That is correct. They run a ridiculously low CPP. Can bundle them at copier rates and make a killing.

Re: Service Dept loves Canon

Jason H · 12/23/1411:01 AM

I completely agree. Before we were a Canon dealer I called on so many customers who would not even talk to us because they were so loyal to Canon, many saying we had no chance to earn their business until we had Canon. Several have come on board with us over the last few years since we got the product.

Re: Savin 3406WD w/ Plotworks

Art Post · 12/23/1410:35 PM

We've had some issues with the software, most if not all were resolved with a recent update. I too agree, that the software should be an option. We are at a crossroads with the W3601, meaning, what is the upgrade path? I just recently upgraded a W3601 to a W3601. I was lucky, because the account is very loyal, understanding and no one else could get in. Of course that will not be the same with additional accounts. We, the reps need to put pressure on our sales managers, VP of Sales and dealer

R.J. Stasieczko

It’s The End Of The Day With Ray! QBR???

Art Post · 12/19/199:30 AM

Contex

General Land Office Preserves More Than 45000 Maps, Surveys and Sketches with a Contex ...

Art Post · 12/18/199:44 PM

The Market’s Fastest, Most Productive Scanner Boosts Agency’s Productivity by 25%

Chantilly, VA — December 17, 2019 — Contex, the world leader in large format scanning, today announces that the Texas General Land Office (GLO), the state’s oldest agency and a longtime Contex customer, is boosting productivity by 25% with the Contex HD Ultra X 60-inch large format scanning solution. The GLO uses the scanner to preserve more than 45,000 maps, surveys, and sketches, which are available online to the public. Researchers, genealogists, surveyors, title companies, and historians frequently access the repository and can purchase copies of any item. Proceeds from the sale of prints benefit the agency’s Save Texas History Program, which allows those original maps in poor condition to be professionally conserved.

The GLO began its large-scale file-conversion project in 2000 with a Contex 50-inch large format scanner. Upon learning of the Contex HD Ultra X 60-inch scanner, the team decided to upgrade its scanning solution.

“We needed a scanner that could rapidly generate accurate images of more than 45,000 maps — complete with stains, creases, and faded colors — without an operator spending an inordinate amount of time adjusting each one,“ comments Susan Smith Dorsey, Director and Records, Management Officer, Texas General Land Office. “The Contex HD Ultra X 60-inch scanner helped us to achieve this goal, while significantly reducing our scanning workflow.”

“The Contex HD Ultra X 60-inch scanner is an ideal fit for the General Land Office, considering the types and sizes of documents that it preserves. These include many delicate and oversized materials, and the results are amazing,” comments Doyle Cryer, scanning expert and National Account Executive, National Azon. “Cartographers from back in the day would regularly draw characters in the maps, such as a farmer and his family, and the scans are so accurate that you can even see the threads on a farmer’s buttons. The fidelity is excellent.”

A Texas DIR (Department of Information Resources) cooperative contract streamlined the purchasing process of the Contex scanning solution for the state agency, and Cryer helped to facilitate the installation of the scanning solution. The solution includes a Contex HD Ultra X 60-inch CCD scanner with a ScanStation, Nextimage scanning software, and 21.5” tablet.

The HD Ultra X is Contex’s fastest scanner, with a top speed of 17.8 ips. Scanning speed alone has significantly boosted GLO’s workflow, giving staffers more flexibility than they ever thought possible. Thanks to true size detection, the Contex scanner wastes no time initiating the scanning process, and the floating transport design of the glass plate minimizes friction and reduces upkeep. The scans are so precise that they rarely require editing.

The HD Ultra X’s advanced technology also helps the GLO save valuable time in the scanning workflow. Before, GLO’s scanning process could take up to 6 people to maneuver the extra-large documents through the scanner. With the HD Ultra X scanning solution, they reduced it to two. Instant start-up and the LED light source eliminates the need for the equipment to “warm up.”

The GLO also values the proximity of the touchscreen monitor. Dorsey comments, “When scanning fragile items, it is helpful not to have to step away to a computer to operate the scanner. Also, having a CANCEL/STOP hardware button is very beneficial when scanning fragile items, as we so often do at the Land Office.”

For more information, visit www.contex.com or send email to salesamericas@contex.com.

About Contex

As the world’s leading developer and producer of large format imaging solutions, Contex leads the market with innovative technology and advanced scan and copy software applications. Sold worldwide in more than 100 countries, Contex solutions are recognized in a wide range of industries for reliability, value, high performance, and superb image quality. For more information, please visit www.contex.com

The Copier Solution Shop

Giving Back "How Print4Pay Hotel Partners Help Others" The Copier Solution Shop in 2019

Art Post · 12/17/195:15 PM

It's been a few years since I blogged about how are Print4Pay Hotel partners give back to their community or to their charitable cause.

Thus for the next few days we'll be posting a paragraph or two from our sponsors. Please hit up the like button and please share, it's wonderful that these companies take the time and effort to give back to others in need.