MFP Copier Blog

This Week in the Copier Industry 5 Years Ago

I have a love-hate relationship with summer. I yearn for the longest day of sunlight each year, and when the summer solstice finally arrives, I realize that from here on, the days of sunlight will get shorter and shorter.

Thus, it's kind of like getting to the end of the sales quarter; all of the hard work, hope, and winning will come to an end.

I'll end my first half of the year on Monday the 24th. The first quarter of this year went well, with a decent finish at 133% of quota. The start of the second quarter was not so good, with a mere $4.7K in revenue for April. All it takes is one bad month to turn into one bad quarter. I had a bounce back in May with $60K in revenue, but still needed a BIG number for June.

June started well with a large order early in the month. By the second week of the month, $65K of my Q2 pipeline moved to the last quarter of this year. That, my friends, was a hard pill to swallow, especially when I needed to put up strong numbers in June. It would have been easy to give in to "oh well, looks like a bad month." However, I don't give up easily and keep pushing forward.

June is not finished yet, and I'm sitting somewhere in the $89K range. With two days left, which means there's still 10% of the month and quarter left, I have the opportunity to add another $40K or so if all goes well.

I've been around long enough to know that the $40K that's still out there is a 50/50 shot to close all four of the opportunities. I'm also aware that there's a good chance that none of them will close in the two remaining days.

I've learned throughout the years that as long as you work hard, a.k.a. put the effort in, you never know what tomorrow will bring you.

Tomorrow is still in question, however I'll be making the effort to make things happen!

-=Good Selling=-

Understanding the impact of ERP (Enterprise Resource Planning) systems on business efficiency is crucial. It has become an indispensable part of the operational strategy for many organizations worldwide. According to a report by Allied Market Research, the global ERP software market is projected to reach $78.40 billion by 2026, growing at a CAGR of 10.2% from 2018 to 2026.

To begin with, ERP systems are comprehensive software solutions designed to manage and integrate all the processes and information flowing through a company. They combine all the functions of a business, including product development, manufacturing, sales, and marketing, into a single, streamlined system. Consequently, they eliminate data silos and improve information flow across the organization.

Improving Business Processes

The principal aim of ERP systems is to augment business efficiency. These systems are meticulously designed to streamline workflows and simplify complex processes. ERP systems eliminate the need for manual and time-consuming tasks, offering automation of routine operations.

As substantiated by a study from Panorama Consulting Solutions, a striking 95% of businesses reported an improvement in their processes post the implementation of an ERP system. The systems’ ability to save employees’ time and enable them to concentrate on strategic tasks, underscores its pivotal role in enhancing business processes.

In addition to automation, ERP systems provide real-time, actionable insights into business operations. This facilitates rapid decision-making, further bolstering the overall efficiency of businesses. In essence, an ERP system serves as the backbone of an organization, significantly boosting process efficiencies.

Boosting Productivity

ERP systems significantly contribute to the enhancement of organizational productivity. A key feature of ERP systems is their ability to automate manual and repetitive tasks, freeing up employees to focus on more critical, high-level functions.

According to a report by the Aberdeen Group, companies implementing ERP systems have witnessed an impressive 11% reduction in operational costs. By streamlining business operations and minimizing time-intensive manual processes, these systems contribute directly to increased efficiency and productivity.

Moreover, ERP systems reduce the likelihood of errors, which are common in manual data entry processes. By providing accurate, real-time data, these systems facilitate more precise decision-making and task execution, further boosting productivity levels.

ERP systems offer multifaceted benefits, including time savings, error reduction, and process optimization. All these factors converge to boost productivity, enabling businesses to accomplish more with fewer resources. The results are not just improved bottom-line performance, but also a more engaged and motivated workforce.

Enhancing Collaboration and Communication

ERP systems can significantly improve collaboration and communication across various departments within an organization. The integration of multiple business processes and departments into a single, unified platform fosters a cooperative environment where information flows freely and efficiently.

Seamless communication is critical to business success, and ERP systems aid in facilitating this by providing a central repository for all business data. Every department has access to the same accurate, up-to-date information, eliminating misunderstandings and communication barriers that can arise from using different data sources.

Furthermore, ERP systems enable team members to share and collaborate on documents, projects, and other tasks within the same system. This not only improves productivity but also enhances the quality of work as team members can provide immediate feedback and make real-time changes.

In essence, ERP systems act as a bridge that connects different departments, ensuring they work cohesively. The robust collaboration and communication tools these systems offer not only streamline workflows but also promote a more harmonious and efficient working environment, driving overall business efficiency.

Improving Data Accuracy and Accessibility

ERP systems markedly increase data accuracy and accessibility, acting as a reliable source for all business data. This helps mitigate the chances of errors and discrepancies, contributing to a more precise business model. A study from the Aberdeen Group emphasized that companies employing ERP systems saw a significant 33% decrease in the time required to make decisions.

The automation offered by ERP systems minimizes manual data input, reducing human errors and increasing data accuracy. This level of accuracy is crucial in driving data-supported decision-making and strategic planning, an integral part of modern business operations.

The accessibility provided by ERP systems allows for real-time data access for authorized personnel, irrespective of their location. This improved access accelerates decision-making processes, boosts departmental collaboration, and enhances overall business efficiency.

By acting as a consolidated, automated platform with real-time access, ERP systems significantly enhance data accuracy and accessibility. They act as a driving force behind efficient, data-driven decision-making, playing an essential role in modern business operations.

Streamlining Supply Chain Management

ERP systems play a crucial role in streamlining supply chain management. By integrating data from different functions, they provide a comprehensive overview of the entire supply chain. This transparency enables businesses to monitor and manage their supply chain more efficiently, reducing delays and enhancing productivity.

Moreover, ERP systems automate numerous supply chain processes, eliminating manual tasks and reducing the risk of errors. They also facilitate real-time tracking of inventory, orders, and deliveries. As a result, businesses can maintain optimal inventory levels, prevent stockouts or overstocks, and ensure timely delivery to customers.

ERP systems significantly streamline supply chain management. Through integration, automation, and real-time tracking, they enhance the supply chain operations’ efficiency, accuracy, and timeliness. Thus, ERP systems are essential for businesses seeking to optimize their supply chain and enhance overall operational efficiency.

Enhancing Customer Service

ERP systems significantly enhance customer service, a critical aspect of maintaining a competitive edge in today’s business environment. With a centralized database, ERP systems ensure all customer data is stored in one place. This data consolidation improves access to customer information, facilitating timely and informed responses to customer queries or issues. ERP systems, thus, equip customer service representatives with a 360-degree view of the customer, enabling them to provide personalized service.

In addition, ERP systems provide real-time insights into customer behavior and preferences. Businesses can predict future buying patterns and trends by analyzing purchase history and interactions. Consequently, companies can anticipate customer needs and tailor their offerings accordingly, creating personalized customer experiences. This deep understanding of the customer, enabled by ERP systems, elevates the customer service experience, resulting in increased customer satisfaction.

Moreover, ERP systems automate many customer service tasks, reducing response times and enhancing customer experience. They can manage multiple customer service channels, track customer interactions, and automate responses to common queries. This high level of automation enhances the efficiency of customer service operations and ensures a consistent and high-quality customer experience.

ERP systems play a pivotal role in enhancing customer service. By consolidating customer data, providing real-time customer insights, and automating customer service operations, businesses can deliver personalized, timely, and efficient customer service. As a result, they contribute to increased customer satisfaction and loyalty, underlining the significance of ERP systems in today’s customer-centric business landscape.

The Pivotal Increasing Role of ERP Systems

ERP systems are the linchpin of modern business efficiency, seamlessly integrating multiple functions to streamline operations and enhance productivity. They not only simplify business processes but also augment collaboration, improve data accuracy, and deliver an unparalleled boost in productivity. From augmenting customer service to streamlining supply chain management, ERP systems offer myriad benefits that translate into tangible business growth.

As the global ERP software market continues its robust growth trajectory, understanding and leveraging the full potential of ERP systems will be vital for businesses seeking sustainable success in a highly competitive landscape.

Hacked!

6/19/2024

Sponsored by

Recent Hacking Incidents and Cybersecurity Concerns

Company and System Hacks

• After Being Hacked, Maui Broadcast Company Creates New Facebook Page
  Nearly a month after the incident, the company has established a new social media presence......Read more

• CDK Global Cyberattack: Car Dealerships Software Down | Nationwide Hack
  A cyberattack on CDK Global has disrupted auto dealerships across the U.S., causing significant operational challenges......Read more

• AMD Working with Law Enforcement After Reports of Massive Data Breach
  Following reports of a data breach, AMD collaborates with authorities to investigate the extent and impact of the hack......Read more

• Olympia Gaming Has Casino Operations Hacked
  The casino operations of Olympia Gaming have been disrupted by a cyberattack......Read more

• Amtrak Says Guest Rewards Accounts Hacked in Credential Stuffing Attacks
  Attackers accessed and altered profile information of users' accounts in a credential stuffing attack......Read more

Violent Incidents and Cybercrimes

• Creeps Admit They Hacked into Law Enforcement Portal for Doxxing Scheme
  Nicholas Ceraolo and Sagar Singh confessed to hacking a law enforcement database to threaten individuals by posting their private information......Read more

Data Breaches and Their Consequences

• Officials Query if Any Deaths Directly Linked to UK Hospital Hack
  Authorities investigate whether recent fatalities are connected to a cyberattack on a UK hospital......Read more

• Massachusetts 911 Outage Triggered by Firewall, Not a Hack, Officials Say
  Preliminary investigation indicates the recent 911 outage was caused by firewall issues, not a cyberattack......Read more

High-Value Theft and Security Breaches

• Pricey Mercedes-Benz Maybach Swiped in Miami After System Hacked
  A high-end vehicle was stolen following a system hack at a South Florida delivery service......Read more
  
  

Expert Advice and Prevention

• Man Shares What to Do If a PC Gets Hacked
  Practical steps and advice on how to respond if your computer is compromised......Read more

-=Stay Safe=-

see attached file

Hacked!

6/17/2024

Sponsored by

Hackers Targeting Edge Devices: A Growing Cybersecurity Concern

In a recent study published by Security Week magazine, researchers have uncovered a troubling trend: hackers are increasingly setting their sights on network endpoints and edge devices, such as printers and multifunction peripherals (MFPs). These devices, once considered low-risk, are now prime targets for cybercriminals. Here’s why.

Why Hackers Are Interested in Edge Devices

1. Ubiquitous Internet Connectivity Edge devices are almost always connected to the internet. This constant connection makes them easily accessible to hackers looking for entry points into a network.

2. Stealth and Persistence Once compromised, these devices provide hackers with a stealthy foothold. They are rarely shut off, ensuring continuous access and reducing the risk of detection.

3. Lack of Activity Logging Many edge devices do not have robust activity logging capabilities. This means suspicious activities often go unnoticed by IT departments, allowing hackers to operate undetected for extended periods.

4. Evasion of Security Solutions Traditional Security Information and Event Management (SIEM) solutions frequently overlook these devices. This oversight provides a significant blind spot in network security, which hackers are eager to exploit.

5. Absence of Remote Security Monitoring Unlike servers and critical infrastructure, edge devices typically lack remote security monitoring. This absence means potential breaches can go unnoticed, giving hackers free rein.

6. Inadequate Security Features Edge devices often come with minimal security features. This lack of protection makes them easy targets for attackers who are skilled at exploiting vulnerabilities.

7. Older MFPs and Printers should not be on the network due to significant security vulnerabilities and performance issues. These outdated devices often lack the latest firmware updates and security patches, making them susceptible to cyber attacks and data breaches. Additionally, older MFPs may not support modern encryption standards, leaving sensitive information exposed.

The Implications for Businesses

The increased targeting of edge devices by hackers poses a serious threat to business security. Companies must reassess their cybersecurity strategies to include these often-overlooked devices. Implementing better security practices, ensuring regular updates, and incorporating these endpoints into existing monitoring frameworks are essential steps in mitigating this risk.

Hackers continue to adapt and find new vulnerabilities, businesses must stay vigilant. Protecting edge devices is no longer optional; it’s a critical component of a comprehensive cybersecurity strategy.

What Can You do?

Replacing old MFPs with updated models ensures better security, reliability, and compatibility with current technologies.

-=Good Selling=-

see attached file

This Week in Copiers Ten Years Ago

Third Week of June 2014

Real Copier Sales (10 Years Ago)

Some dealerships forbid their reps from selling into other territories. Maybe they don't have the coverage, maybe they don't like selling out of state........read more here

Check These Great Copier Threads from Ten Years Ago This Week

"Self-reflection entails asking yourself questions about your values, assessing your strengths and failures, thinking about your perceptions and interactions with others, and imagining where you want to take your life in the future.”

Robert L. Rosen

As we start thinking about this quote, self-reflection entails asking yourself questions about your values, assessing your strengths and failures, thinking about your perceptions and interactions with others, and imagining where you want to take your life in the future.

This becomes essential for personal growth and self-awareness, as it helps you gain an understanding of your core beliefs and motivations, recognize areas for improvement, and sets meaningful goals for your future.

Through self-reflection, you gain deeper insights into your behavior, enhance your relationships, and create a crystal-clear vision for the life you aspire to lead.

A few questions for you to reflect upon:

• What are your values?
• What are your strengths?
• Where do you see your sales career 3 years down the road?

The nature of sales often creates mental turmoil (self-induced at times), craziness and chaos; creating a way to level-set and refocus on what’s important becomes extremely valuable.

Setting aside alone time through self-reflection is a powerful routine to help you become more successful.

You spend more time with yourself than anyone else. How well do you really know yourself?

WHAT IS SELF-REFLECTION?

"Without reflection, we go blindly on our way, creating more unintended consequences, and failing to achieve anything useful."

Margaret J. Wheatley

Originally called ‘reflective consciousness’by William James, commonly known as the Father of American Psychology, the act of self-reflection is used to aid in survival through learning and adapting. The ability to self-reflect is what many believe to be a hallmark characteristic of being human.

As defined by the Berkeley Well-Being Institute, self-reflection is a mental process you can use to grow your understanding of who you are, what your values are, and why you think, feel, and act the way you do. When you self-reflect and become more conscious of what drives you, you can more easily make changes that help you more easily develop yourself or improve your life.

At its heart, self-reflection is a process of introspection and examination, where you take the time to sift through your thoughts, attitudes, motivations, desires, emotions, and behaviors.

It involves stepping back from your day-to-day activities to create a space for self-awareness and self-analysis.

Self-reflection relies on consistency, courage and discipline.

Self-reflecting encourages you to challenge assumptions, question your own perspectives, as you explore different viewpoints.

It enables you to examine your values, goals, and aspirations, as you reassess whether they align with who you truly are and what you desire to achieve in life.

Some of you might be thinking self-reflection is a daunting task. It's naught. It can be as easy as looking back at your behavior in any scenario, then asking yourself, why you behaved the way you did.

I ask you to think about all the scenarios you find yourself in daily... this provides you ample situations to self-reflect.

Self-reflection builds self-awareness, but only through intention and dedication.

I encourage you to consistently press “the pause button” on your life to create time and space to sit quietly, sifting through your thoughts and interactions, as you inspect them without judgment.

This quote courtesy of John Dewey is so spot on,

"We don't learn from experiences, we learn from reflecting on the experience."

Self-reflection routines:

• Help you give you a fresh perspective.
• Help you better understand yourself.
• Help foster a sense of well-being.
• Help provide you better decision-making skills.

Time for a brief intermission. Please find a quiet spot and self-reflect. A little self-talk might refresh your mind, heart and body.

• What were your biggest lessons from this last week/month/year? This can be personally and professionally.
• What are your proudest moments from this last week/month/year? This can be personally or professionally.
• If you continue doing what you’re doing right now, where will you be in three years’ time? This can be personally or professionally.
• What areas of your life do you feel satisfied with? Which ones need attention?
• What can you do to take better care of yourself mentally, physically, and spiritually?

If you desire to become more productive, impactful, and fulfilled, you must gain clarity on what makes you productive, impactful, and fulfilled.

SELF-REFLECTION IS ALL ABOUT GROWTH

"Look outside and you will see yourself. Look inside and you will find yourself."

Drew Gerard

Plain and simple, success doesn't happen overnight. It's achieved through daily improvement in small consistent increments over disciplined time periods.

In my book, Selling from the Heart, I write about the many differences between sales professionals and sales reps. I believe, sales professionals do the work that many sales reps find excuses not to do.

A true sales professional doesn't sleepwalk through the day nor their career. They work harder on themselves than all the other empty suits combined.

Sales professionals actively think about the things they do. They objectively evaluate themselves on a regular basis. They look at things through an unbiased and clear set of lenses.

I'm sure there are some of you right now saying to yourself, "Larry, are you serious about all of this self-reflection stuff?" Yes, I'm dead-on serious.

Simply view self-reflection as a mindfulness technique. This is where you place yourself in a quiet place and state of mind to recall events or experiences from the past, observe your current state, and then envision your future state.

What concerns me is how many salespeople struggle to allow themselves time to pause and reflect on where they are and where they would like to be.

All this excuse making around self-reflection, eventually leads to:

• Failing to look for opportunities to improve.
• Lackluster feelings and burning out.
• High levels of stress combined with emotional and mental gymnastics.
• Lower levels of excitement for a better future.

Think about this one... How can you perform at high levels month in and month out or year over year, if you struggle to become your best self?

SELF-REFLECTION IS ABOUT LOOKING INWARD

Socrates famously said,

“The unexamined life is not worth living.”

Looking inward is not an easy thing to practice. All of us live in this fast-paced, hyper-connected world.

Our mobile phones are constantly buzzing, social media is constantly vying for our attention, and Netflix always has something new to binge on.

Taking the time for reflection and inward thinking is tough. Unfortunately, many of us are living unexamined lives.

Looking inward offers us many benefits. It helps us by fostering self-awareness, enhances our emotional intelligence, creates personal growth, reduces stress, and helps us to become more fulfilled.

2 Corinthians 4:16 reinforces all of this,

"So we do not lose heart. Though our outer self is wasting away, our inner self is being renewed day by day."

The self-reflection journey to sales betterment starts with understanding who you are at your core. It's becoming in tune with your deeper self. It's the ability to recognize what makes you come alive, what makes you happy or sad.

As a sales society, we've become fixated on the outer work. We focus on the stack rankings, where we're at quarter or year to date, key performance indicators, and how many prospecting calls have you made... starting to the get the picture?

Let's all take a step back and realize that these are merely outer symbols. This does not reflect one's inner world, nor being.

The key to sales happiness lies in transforming yourself and your career through the inner work.

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

• How do you deal with your emotions? Especially when deals go astray, and let's face it, this will happen.
• How do you react when your clients become unhappy or concerned with their levels of service?
• What areas do you need to work on in your personal growth and development?

Are you courageous enough to dig in and ask yourself deep questions?

SELF-REFLECTION HELPS TO DEFINE THE REAL YOU

Getting to know yourself allows you to tap into the road of happiness as this is critical to your success as a sales professional. Your beliefs, your attitude and your daily routines are mission critical.

At this time and in this moment...

• What makes your heart sing?
• How would you define yourself?

Understanding yourself can mean recognizing your shortcomings. It's about putting them on display for others to judge.

When you place your flaws on display for others to see, you expose your vulnerabilities, which can be daunting but also liberating.

It's important to balance this openness with sensitivity. Not everyone needs to know every flaw, and it's wise to share your vulnerabilities with those who will offer constructive feedback, as opposed to harsh judgment.

It's safe to say that elite sales professionals do more self-reflection than deflection.

DEFLECTION LEADS YOU DOWN THE ROAD TO NOWHERE

This quote must be framed inside every sales bullpen or on the virtual walls,

"Deflection is about protecting one's self-image instead of taking responsibility. If one feels guilty or inadequate about something they did, deflection pushes that feeling away by shifting the focus on to something else."

Aimee Daramus, PSYD

Deflection is when someone communicates something to you that causes you to feel triggered and instead of taking it all in, you flip the conversation into a different direction.

Deflection is used as a shield to prevent the truth. This prevents one from coming face-to-face with themselves and accepting responsibility.

A sales deflector

• Nitpicks
• Blames others
• Constantly make excuses
• Plays the victim (Everyone and everything is the problem in their mind except themselves)
• Avoids fixing the real problems

A sales reflector

• Looks inward
• Admits they might be the problem and takes personal accountability
• Focuses on fixing the real problems at hand
• Makes adjustments

A deflector will lie, while a reflector owns it and starts changing for the best.

Deflection is when you can’t or won’t accept full or partial responsibility for your actions and thus you place blame on someone else.

Galatians 6:5 further reinforces all of this,

"For we are each responsible for our own conduct."

REFLECT YOUR WAY TO SALES SUCCESS

The questions you ask yourself will ultimately affect the sales life you lead.

The questions you ask yourself will determine what your mind focuses on, which will trigger certain thoughts, actions, and inactions, ultimately affecting your sales results.

I encourage you to create a daily habit of self-reflection.

Set aside 15 minutes a day to practice self-reflection. Start focusing in on the important things in life, such as your emotional and mental well-being. Train yourself in practicing mindfulness.

Making this minor change will improve your well-being, strengthen your relationships (personal and professional), make you a better person, and help you gain strides in your personal and professional development.

You have nothing to lose and everything to gain from starting your self-reflection journey.

Go out and find the person you have often neglected and whose hand you have let go all too often. And folks, that hand would be yours.

I will leave you all with this... What questions will you ask yourself daily?

Rosie Ward, Ph.D. embarked on her career journey in 1994 within the fitness industry, initially as a group fitness instructor and personal trainer, with a lasting affection for Zumba. Her academic pursuits led her to earn a bachelor’s degree in Kinesiology and a master’s degree in Public Health, specializing in worksite health promotion.

However, a disillusionment with the conventional approach to employee wellness spurred her to seek a new direction. Experiencing firsthand the detrimental effects of a toxic work environment, she pursued a Ph.D. in Organization and Management, concentrating on organizational culture, leadership, and coaching.

Recognizing the intrinsic link between individual well-being and organizational health, Dr. Ward transitioned through various leadership and consulting roles. Co-founding Salveo Partners, she established a consulting and professional development firm committed to revitalizing workplaces, fostering environments where organizations and their employees can flourish.

SHOW SUMMARY

In this episode of the Selling From the Heart podcast, we are joined by Dr. Rosie Ward, a leading expert in leadership and organizational well-being. Dr. Ward shares insights on embracing core values and authentic self to enhance personal well-being, drive success, and create positive impact in the sales environment.

KEY TAKEAWAYS

Authentic selling means connecting genuinely with customers, being authentic, and serving rather than just selling.

Recognize and challenge self-limiting beliefs to close the gap between personal and professional selves.

Pausing is essential; it interrupts reactivity and allows for intentional actions.

Identifying and living by core values helps in making tough decisions and maintaining alignment.

Grounding oneself in core values enables facing difficult situations with integrity and authenticity.

QUOTES

"Selling from the heart is being authentic and true to who we are, coming from a place of serving and connecting."

"We live and work in a VUCA world—volatile, uncertain, complex, and ambiguous. Disruption is the norm."

"We're hardwired to avoid discomfort, but disruption is where we grow and evolve."

"Our childhood self is running the show, reacting to triggers from past experiences."

"Once you're grounded in your values, it's easier to face the cringiness of self-exploration."

Learn more about Rosie Ward, Ph.D.:

LinkedIn: https://www.linkedin.com/in/rward/

Learn more about Darrell and Larry:

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/

Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...

Website: https://www.sellingfromtheheart.net/

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see attached file