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This Week in the Copier Industry 15 Years Ago, The First Week in November 2003

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Do you count how many selling days there are in every month?  Do you minus those days for the corporate meetings, or hour the hours that you may leave early or get in late?  They all add up, now with the Holiday Season upon us, November and December will offer the least few selling days of the year.  Are you ready?

Enjoy these awesome threads from 15 years ago this week!

Xerox claims chip innovation

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, even on flexible surfaces. Xerox researchers in California then took the next step to build the printers. “We took a Xerox inkjet print head out of the box and used it to squirt the semiconductor right onto a surface,” said Apte. Tiny cameras inside the machine made sure the droplets of ink landed in the correct pattern, he said, a key step in printing on flexible plastic or paper. By making several passes, the inkjet printer can lay down different circuits, creating a tiny, flat computer but with
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Toshiba America Business Solutions Selects inFORM Decisions to Write iDriver

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Irvine, Calif., Oct. 29, 2003: inFORM Decisions, Inc., recognized for iSeries e-Forms software solutions, today announced the completion and release of a new low-cost iSeries driver for Toshiba e-STUDIO„§ Multifunction Printers. iDriver is now available through Toshiba America Business Solutions, Inc.¡¦s (TABS) worldwide distribution network. iSeries-AS/400 shops seeking extended print functionality to improve the appearance of their documents can now turn to Toshiba¡¦s e-STUDIO Multifunction
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Re: Building Credibility with the IT Department

the cost savings decesion and then alert IT that they need to get this equipment on the network and running. Most local managers or a group manager have some netword education and can follow you with your presentation. When it comes to schools, local government, I'll have to say it is 50/50. I have been selling connected products for the last 5 years and have probably had to speak to an IT person not more than twenty times. Over the last 5 years I have moved about 250 connected systems. I
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Konica "sells-out" to Independent Dealers!

I am a dual line dealer with Ricoh and Konica. I just found out that Konica has sold the ColorForce 8050 product to IKON to compete against the independent dealers. I ran into a competitive bid yesterday where IKON was at .05 per click including supplies and was at $41,000 sell price. My company cost, with the same configuration, was $42,000. I don't mind competing, but not under these circumstances! Thank God for Ricoh!!
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Ricoh Corporation Introduces

's email address. The Document Server, standard on the Aficio 2022SP/2027SP configuration, allows for easy management of documents stored on Ricoh's Web Image Monitor, allowing users to access and manage documents from the system's control panel or from client workstations; find and/or prioritize documents by File Name, Scan Date or User ID; combine documents without having to rescan; keep confidential print jobs secure by preventing access without the proper user code; and re-print, re-fax or
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Re: Canon 3200

From: shoefits in response to Message 1 Sent: 10/31/2003 7:37 AM The canon iR C 3200 retails for $17,000 average sale price is $14,400 connected. The iR C3200 is a business color with 600x600 scan the photo mode is weak. But the print mode is excellent with great photos. Maintenance is suggested at $.13 color and $.015 BW. The toners are around $ 160 each have 20,000+ with a coverage of 45% and have proved to do more; they are rated at 6% for 20,000. The speed for color ,mail box storage, edit
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Canon 3200

Anybody got any news on the new Canon 3200 Color MFP??????
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CL7000 - losing fonts when printing

We are losing some fonts on the same page when printing from Coral 10. We have 348MB mem & Hard drive. What are we doing Wrong???
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Ricoh to Discuss Quarter

Ricoh to Discuss Quarter November 12 Ricoh Corporation Quarterly Conference Call. Join Tom Salierno, President of Ricoh U.S., and other Ricoh executives as they discuss Ricoh's current and future operations. Date: Wednesday, November 12, 2003 Time: 11:00 a.m. (E.S.T.) Call Details: U.S. Toll Free: 800-275-6556, International: 302-709-8340 Verbal Passcode given to operator: 575031. *Participants should dial in 5-10 minutes prior to the scheduled start time. Replay Information: This conference
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Muratec 1300i and 1700i

Does anyone have experience with these units? We had the DSM in today from Muratec, and these systems really fill a void for scan to email, scan to file and paperless faxing for segment 1 & 2. Thanx Art
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Ricoh Corporation And Open Text

Ricoh Corporation And Open Text Align To Integrate Globalscan Into Livelink's Content Management System West Caldwell, NJ, November 5, 2003 - Ricoh Corporation, the leading provider of digital office equipment, and Open Text(tm) Corporation, provider of Livelink, the leading collaboration and content management software for the global enterprise, announced today that Ricoh's GlobalScan software platform can now seamlessly integrate with Livelink. The GlobalScan Plug-in for Livelink provides a
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Re: SCANROUTER PRO WORKING WITH SAP

Junior Here is your answer in reference to the LAN fax. Response (Ken Kaelin) - 10/30/2003 07:44 PM Thank you for your support email. You should be loading the LanFaxM3 driver and it will install as a printer. You then print your document to the driver as you would a printer. Customer (art post) - 10/30/2003 07:20 PM This email was generated by a user of the Contact Center Email Form at Ricoh-USA.com
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Re: Ikon to relabel The Konica 8050 Color System

In the Production Color environment it is going to go over great. It is going to give Canon a run for its money. If Ricoh is going to step up and be a player in the Color market, they are going to have to make a lot of improvements. In Business color environments they are okay but where quality is an issue, I struggle to sell them.
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Re: Building Credibility with the IT Department

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My territory is not a geographical one, but I am assigned the responsibility to call on all users of IBM AS400 or S/390 systems and I can tell you IT people are the hardest to reach that my 25 + years of sales have ever seen. Any information you can provide would be much appreciated. This past summer Ricoh did a 1 day seminar on how to sell to the IT people and I wasn't able to attend. I will look forward to reading your article.
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Re: Building Credibility with the IT Department

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I try to get in using my existing contact. I also let IT people know that we service printers on-site and we have a fast response time. IT people usually wait a week to get someone in or try fixing machine themselves and making it worse. I then use the consultative approach. Soon after myself and my company earns their trust, an earned trust. The IT will test you on what you know. Also, I try to find an interesting fact that can help them in any way and IT people will listen once you have their
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Re: Canon 3200

From: Charlie Merrick in response to Message 1 Sent: 11/1/2003 8:35 AM What is it you would like toknow about this machine? I do sell it and I am finding clients love it! It can use 2 different print boards.. on Canon and one EFI. You can't network fax through the EFI board. Quality is very good. Canon does not recommend it as a replacement for CLC, but there are some cases where current CLC client does not need the additional quality. I find the paper path kind of a pain to get into. If the
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17 Sale Days Left in November!

Everyone's the CEO. You. Me. The person that just called you. The person you're about to call. Lock that perception in your mind. Make it your habit for every contact. This is a crucial point of sales success. Outside of a disciplined work ethic, the most important ability of anyone charged with bringing in business is their ability to establish rapport and build relationships. And you do this by having respect for the individual as though they're the CEO (regardless of their true role). Not a
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Re: SCANROUTER PRO WORKING WITH SAP

Hi Thanks for the response, but unfortunately we are still struggling. Do I need to map the driver for Lan fax? If I do that it does not show the pop up where I can put in the no. What must I do? I know that Right Fax works, but I'll rather put in my ricoh solution.
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Re: SCANROUTER PRO WORKING WITH SAP

When you installed the LanFax driver it will install as a printer. Select that as the printer to print to when you click ok it will pop up the LanFax window that allows you to enter the tel number, a cover page, etc. If this is not happening make sure you downloaded the NT4 LanFax driver for the 2035/2045 and reinstall the driver. If you are still experiencing the problem contact your service provider to make sure the machine is operating within spec with the latest firmware installed.
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Re: CL7000 - losing fonts when printing

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Losing Fonts? I believe this would be the case when using PostScript fonts in the application but printing with a driver other than PostScript.
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Building Credibility with the IT Department

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I'm writing an article for Office Dealer magazine on "Building Credibility with the Customer's IT Department" and was hoping P4P members could share some brief insights as to how they've attempted to do this. I'm also curious as to how big of an issue this really is or is it overblown in the trade press? Are members still dealing more often than not with non-IT people when selling connected devices? Scott Cullen Managing Editor Office Dealer/Office Solutions magazines
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Re: Scanners IS330 & IS450

This may take you on the right trail, take a look in the software and see if it is capable of printing this information when the Endorser unit is enabled and also check the software for the page counts, let me know. Note r The Endorser Unit Type A (Printing Function) is an option for some models, and is standard equipment on other models. The Endorser Unit Type A (printing function) can print a symbol or number on originals that have been scanned by the Auto Document Feeder (ADF). The Endorser
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Duplo Collator for Sale (NEW)

DC-Micro 8 Friction-Feed Collator: Ideal for use with a Dulpo Digital Duplicator, printer or photocopier, the DC-Micro 8 collator/stapler offers automatic desktop finishing at rates of up to 1,500 sets per hour. It offers either straight collating (with offset stacking) or collating and stapling (with straight stacking), and it has an automatic self-setting detection system that stops processing when an incorrect set is fed or when the staple cartridge empties or the receiving tray is full
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INTERPOLATION

Can someone please explain, in laymans, what interpolation is and how it affects the end product? Also, if something is interpolated, would that be a user setting that is adjustable from a print driver? I appreciate anyones feedback. brian
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Unique Tax Application

Uncovered an application that will generate at least 200,000 clicks per year and the client is looking for a solution that will work with their Brand New Ricoh Aficio 2090: Here's the app: 200,000 of two sheets, one legal and one letter(R), both sheets will be pre-imaged on presses, then the client wants to feed variable data to one side of the legal sheet and marry the two sheets up in sets with at least one fold in the middle, then they will feed that product into another device for a second
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South Africa Nashuawc

I would like to know how Nashuawc operates in South Africa, do you all sell direct, are there any dealers, and how are sales in general? Thanx Art
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Need Help!

Based on 3,000 "D" size docs per month (FW470) where will the competition be for prcing on supplies and service for the OCE and the Xerox models that are comparable? Thanx Also what can I expect to see for the competitve pricing.
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Re: South Africa Nashuawc

Hi Art Nashua SA shares a franchise network of 37 franchises over Africa and 72 service outlets. Yes we sell directly to customers. Sales are doing good, but can always be better. Nahsua has the biggest market share in South Africa.
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Re: INTERPOLATION

even for interpolated Line art. Smooth is smooth. If you have a 600 dpi printer, then scanning and printing Line art at 600 dpi can be advantageous. Depending on what you are scanning of course. Scanning newspapers or fax at 600 dpi would be nonsense for example. Sometimes if scanning text pages to make a simple copy, often 300 dpi is plenty regardless of your printer. But when scanning Line art, ideally you want to match your printers dpi resolution. If you have a 600 dpi printer, scan Line art
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Re: Building Credibility with the IT Department

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/ consultation approach. About 80% of our installations are connected with print and about 50% of them with scanning, and we are generally finding that we no longer have to sell the Digital Revolution idea as most - even non IT staff - are fully aware of the possibilties even if they havent yet made the leap. We offer to do the IT work on behalf of the smaller companies, and assist the IT staff in the larger ones, although most are now getting the hang of what they should do, and dont make any
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Re: Need Help!

Oce will probably propose the TDS600. Supply costs average $.023/square foot. One D - Size is 6 square feet. Oce direct service is $530 for 15,000 square feet with the overage at $.013/square foot. Total service cost for 18,000 square (3,000 d-size) is $569. This is oce directs stadard pricing, a dealer may be lower. For equipment cost anything can go. I would say low $30,000 range to $40,000. For Xerox they may reccomend the 510dp. Xerox standard service is $525 for 15,000 sqaure feet per
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Re: Need Help!

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YOU MAY ALSO WANT TO WATCH OUT FOR KYOCERA MACHINES. WERE ALSO A KYOCERA DEALER AND THEY HAVE SOME SPECIAL PRICING FOR THERE FW4850 WITH SCANNING AS A SPERATE UNIT. YOU WILL BE IN THE LOW-MID $20,000 RANGE. WE DO NOT HAVE A SQUARE CHARGE FOR SERVICE AND SUPPLIES. OUR GOING RATE IS .009 PER FOOT.


-=Good Selling=-

 
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This Week in the Copier Industry 10 Years Ago, The 1st Week in November 2008

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If last week was an indication of how sales will be for the end of the ear, then it's going to be a end of the year.  But, resting on your laurels or pipeline is not a good idea, deals can drop off for a number of reasons.  Before you know it, you have no pipeline for the end of the year  Always keep prospecting! #alwaysbeprospecting

Enjoy the threads from ten years ago this week!

Weekend Copier Notes from 11/02/08

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4260, running at 55ppm, but is A4. Canon announced it will launch three new b/w production systems, the imagePRESS 1110, 1125 & 1135 offering: all made by Canon (unlike existing high end b/w Canon systems, the imageRUNNER Pro+ 7000 series, which are actually relabeled Kodak-made products) 110ppm, 125ppm and 135ppm Designed to compete against similar products from Ricoh All are driven by optional EFI Fiery print server When competing against the Canon imageRUNNER C5185i color laser MFP, key
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Kyocera done with IKON

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In the weekend copier notes it stated that Kyocera was no longer selling their equipment through IKON, I would imagine Canon and Konica Minolta wouldn't be too far behind.
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Canon Bounty on Ricoh Devices

Has this hurt anyone yet? Are you seeing more pressure from Canon trying to take your exisitng customers. I have lost one account due to very aggressive pricing and the Canon rebate. Art
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CANON STRENGTHENS ITS LINE OF LARGE FORMAT PRINTERS FOR PROFESSIONAL PHOTOGRAPHY AND

PhotoPlus 2008, New York, October 23, 2008 – Canon U.S.A., Inc., a leading provider of office imaging systems, inkjet technology and digital photography equipment, today unveiled the new imagePROGRAF iPF6200, a 24-inch wide large format printer using 12 colors of LUCIA pigment ink, designed for photographic and graphic arts professionals. The iPF6200 is the latest addition to Canon’s successful line of imagePROGRAF printers. The iPF6200 utilizes Canon’s groundbreaking LUCIA color pigment ink
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Things You Don't Do to Sales People

Well, I'm gonna try and make a long story short! We have the opportunity to buy a 240W with no print, no scan, has a roll feeder off lease. This customer upgraded to another wide format and I also had to pay the return ship fee ($500). Im ok with that as long as the unit is going back! We would pay $2,954 for a system that has 7,000LF on it and is 3 years old. Machine is in excellent condition (1 user only). I asked my people (ughh) to look at it and tell me if it can go out the door right away
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Competing Against Xerox 7655

Engine is made by Fujifilm of Japan While b/w speed is 55ppm, the top color speed is only 40ppm Does not offer true 8 bits per pixel Top color scan speed of only 50ipm No EFI Fiery print server option (end users instead must buy the Xerox DocuColor 252) Comes standard with only 512MB RAM First copy out time for color is 8.9 seconds and 5.5 seconds for b/wUSB port is an option Optional fax does not have battery backup to preserve inbound faxes Paper drawers can only hold up to 110lb. index (can
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The History Of Ricoh Company, Ltd — by JOHN C. ARKIN

Author: This Article is written by John C. Arkin from PrintCountry, the contributor of Ink & Printer Reviews. More information on the subject is at The History of Ricoh Company, Ltd., and related resources can be found at Ricoh Ink Cartridges.
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Ricoh Completes Purchase of IKON

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special meeting held today. Pursuant to the merger agreement, former shareholders of IKON will receive $17.25 in cash for each share of IKON common stock. IKON stock will cease to trade on the New York Stock Exchange as of market open November 3, 2008. Through this acquisition, Ricoh will strengthen its business infrastructure in the U.S., Canada and Europe by combining with IKON’s strong sales and service network. RICOH also will gain access to IKON’s extensive customer base, which includes
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Four indicted in school copier contract case

was charged with theft by a public servant, over $200,000, in connection with those same copiers, which because of her public servant status is a first-degree felony. The third category of illegal activity was the May, 2003 conversion by Thetford and Stavely of Xerox printers belonging to SFDRCISD which had a value between $20,000 and $100,000. Again, Stavely was indicted for third-degree theft and Thetford for first-degree theft by a public servant. District Attorney Fred Hernandez headed the
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Image Site from Equorum

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I installed a Savin 2404 with the embedded controller at a satellite office, that needs to print from "Image Site". Thier old machine was a older Xerox unit and it worked fine. Everything coming thru from Image Site prints only on 36 x 24 and the page orientation is incorrect. Evidently Image Site creates some type of printer profile, since they claim they don't use the device print drivers. Has anyone had any experience or luck with this software? Any thoughts or ideas would be appreciated.
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Re: Ricoh cuts Jobs

quote: Originally posted by mriles: Art, Sometime next year, don't you think that there will be more cuts in the Ricoh organization. This should happen when the RBS locations and the IKON locations are blended into one office, one admin staff, one service staff and one sales organization. All of this will be brought about in order to keep cost down and to recoup the $1.6 billion purchase of IKON. I would think so, unless they let Ikon operate like Global, the IKON name recognition in Major
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Competing Against the imageRUNNER C5185i

400x400dpi and does not offer polling Document feeder can only handle up to 34lb. paper Optional booklet maker can only make booklets up to 15 sheets Warmup time is 4 minutes (due to high heat of fuser)Drums only have a life of 78,000 impressions (up to 300,000 on C550) Black toner yield of only 27,0000 (versus 45K on C550) Control panel does not tilt or swivel Can not add toner while unit is runningPaper feeds through the middle of the engine Canon
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Re: Ricoh cuts Jobs

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Art, Sometime next year, don't you think that there will be more cuts in the Ricoh organization. This should happen when the RBS locations and the IKON locations are blended into one office, one admin staff, one service staff and one sales organization. All of this will be brought about in order to keep cost down and to recoup the $1.6 billion purchase of IKON.
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Re: Ricoh cuts Jobs

quote: Originally posted by mriles: Art, Sometime next year, don't you think that there will be more cuts in the Ricoh organization. This should happen when the RBS locations and the IKON locations are blended into one office, one admin staff, one service staff and one sales organization. All of this will be brought about in order to keep cost down and to recoup the $1.6 billion purchase of IKON.
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Re: Weekend Copier Notes from 11/02/08

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quote: Originally posted by Neal: (now IKON sales reps await an announcement from Canon, as to the future of that relationship) Wait no longer! "Effective upon the closing of the acquisition, the retail dealer agreements between Canon USA and IKON are terminated, and IKON is no longer an authorized retail dealer or authorized service provider for Canon-brand business equipment." They can sell out their inventory. Canon will give them parts and some technical support. I have heard they will not
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Tips from the trenches to keep your copier career on track

Tips from the trenches to keep your copier career on track A slow economy doesn't necessarily translate to slow sales, but it does mean that salespeople need to work smarter and harder to keep their numbers up. A few tips for sales success during recessionary times: 1. 1. Increase your sales activity. This one is a no-brainer. No matter what the market does, there are still sales to be had, but you won't get them sitting at your desk and moping over your stock portfolio. In order to keep your
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Re: Ricoh cuts Jobs

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I would have thought that Ricoh would have taken their time to merge the two, but with the state of the economy worldwide they may just decide to combine them sooner.
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Re: Kyocera done with IKON

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Canon is has already done. KM will probably let them keep their stuff based on what they did with Global.
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Re: Things You Don't Do to Sales People

I know I'm just a technician and not involved with sales/marketing but...I dooo luv working for a small company! I would be walking right up to ANY of our "bosses" and have a better response than what you're describing.
-=Good Selling=-
 
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Attention Sales Leaders... These 3 Blind Spots Could Be Holding Back Your Sales Team!

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“Who knows, you may be that close. You could be uncovering a blind spot or two away to take your career to the next height...” 
Assegid Habtewold,  The 9 Cardinal Building Blocks: For Continued Success in Leadership

Blind spots, we all have them and they have the potential to be damaging. Unfortunately, everyone but ourselves can see these as clear as day. For sales leaders, these blind spots create unwelcome consequences. They interfere with decision-making, reduce our scope of awareness, and sabotage sales results.

A blind spot could be an unrecognized weakness. Within this context, it has the potential to undermine sales growth. The most dangerous blind spots affect those sales leaders who are unaware of the impact this may have to their sales team.

Most of the time, it’s easier to see blind spots within other sales teams than within our own. Ignorance is a sales disadvantage. Instead, sales leaders must learn to recognize the things they don’t know within their sales team and see the reality with an objective sales eye.

Blind spots can be the Achilles heel of sales leadership. Weaknesses within your sales team are aspects you can intentionally strengthen with planning, preparation and practice.

"We all have blind spots – those areas for improvement and growth. It is this acknowledgement that enables us to take the first step toward change."
Rhonda Louise Robbins

BLIND SPOTS-TAKE IT TO HEART

At the core of every member of your sales team, lies a beating heart. Without a heart we become lifeless. The same can be said in regards to your sales team that without a beating sales heart your sales team become sales lifeless.

How well are you coaching your sales team to invest in their heart?

What sets you and your sales team apart from every other competitor? The one thing they can bring to the business table is their heart. Combining authenticity, values, hard work and determination can drive sales success.

3 BLIND SPOTS HOLDING BACK YOUR SALES TEAM BACK

Wouldn’t you like to discover a new way to grow sales? Let's remove the blinders, as you discover why the heart is at the center of your team's sales growth.

VALUE INTELLIGENCE

"Know thy value, know thyself"

Sales professionals add compelling value. The question for sales leaders, how many of your sales reps can clearly and concisely articulate their value proposition?

What's the value of each and every one of your sales reps?

Do you know the value they bring to your clients and prospects?

Your sales reps must gain confidence by bringing competence and articulating value. Unfortunately, many sales reps struggle with understanding the value their buyer wants, let alone what their client's value.

Quick exercise...

Ask every member of your sales team to write down their Value Proposition. If they come back uninspiring, all about them, your company and your offerings; you need to fix this now!

Value is more than just reciting the company mission statement or spouting off bullets from a brochure. Compelling value comes from combining the offerings of your company with the strengths of each one of your sales reps. This then gets filtered through what your clients say they value. This results in a clearly communicated value proposition.

Of all the challenges your sales reps face, it's their ability to convey a valuable message that will make them or break them. The challenge is not so much as ‘getting in the door’, but it's more a case of getting a ‘share of mind’. 

"Value before Visibility - Victory"

Without compelling value, your sales people are going to battle completely unarmed.

CONVERSATIONAL INTELLIGENCE

Plain and simple, your sales reps must be able to drive conversation. The art of conversation is a necessary skill for your entire sales team. Conversations are the bridging mechanism to people when prospecting in and outside of your client base. Without conversations as the foundation for those relationships, your sales reps will have a hard time building a social network, uncovering sales opportunities or advancing a sale.

Great conversations require skill in driving business conversation. Great business conversations start with high levels of business acumen. It’s no longer enough for your team to be experts in your company offering's to be successful salespeople. It's imperative they need to be an expert in your client’s business if they want to be valued.

Business acumen is understanding the combination of the way that your client's business works along with the way your own business works.

Are your sales reps losing sales opportunities because of their lack of business acumen?

Are your sales reps comfortable speaking with executive's regarding financial matters?

Conversational Intelligence + Business Acumen = Great Sales Success

AUTENTICITY INTELLIGENCE

"If you're your authentic self, you have no competition"

Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what you need; sales professionals.

How clearly can your sales reps define themselves?

Are they living as the real deal and not someone else?

Does their thoughts match their actions?

Does their walk match their talk?

Unfortunately, a tremendous amount of sales reps are taught old school manipulative sales tricks – strategies to sell as fast as possible. These sales strategies make it all about them and not the buyer.

"We must bring the human approach back to sales and make it about our clients, the buyer and what's important to them"

It starts by leading with the heart, not with the wallet.

Authenticity is a choice. It's not easy, but for your sales team this could be the difference between just getting by and making it happen. I ask you to self-reflect for a moment, what would it mean to have your sales reps lead an authentic sales lifestyle? It's hard work. It's looking right into the mirror, asking tough questions and answering them. You're in charge of your sales team and their success!

THE HEART OF THE MATTER

The heart gives us life. Your sales team must become more astute- emotionally, intellectually and inspirationally. The heart of a sales champion lies with value intelligence, conversational intelligence and authenticity intelligence.

Your clients and prospects crave this and all you need to do is ask!

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, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

 
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Selling Copiers in the Seventies

Selling Copiers in the Seventies with Darrell Leven

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It was good to see Darrell Leven at the recent BTA National Event in New York City a few weeks ago.  During one of the breaks we had the chance to chop it up a bit about the imaging industry.  Where we started and how we go to where we are today.  During that chat is when I found out that Darrell started selling copiers in the late seventies.  I asked if he would mind contributing to our Selling Copiers in the Seventies blog.

Here's Darrell!

What year did you start in the industry and what was your first position?

June 1, 1977    

Territory Sales Representative  

Modern Business Systems, Inc.

Started the Quincy IL sales territory.   Went there with a Savin 770 and a Savin 220 in the back of my station wagon.   They were the only two machines in the territory when I got there.   Three years later, had sold 423 copiers, had 4 technicians and a branch administrator in the new Quincy Branch Office. 

What company aka manufacturer or dealer did you work for during the seventies? 

Modern Business Systems, Inc.   Jefferson City, MO   (headquarters)

Territory Representative 1977-1981

Branch Manager   Springfield IL 1981-1984

Corporate VP Marketing   1984-1987

I sold Savin as a territory rep.

Initially I sold the Savin 220 (coated paper) and the Savin 770 Plain Paper machines.

Soon the Savin 780 with ADF was added to the mix.

Later the 700 series was speed/ feature upgraded to the 870 and 880.   The Savin 895 was added to the product line to offer reduction and 11 x 17.

We had a kick ass 60 month M-2 lease plan.

If you worked for a dealer please tell us what brands you sold?

Savin was the core product we sold in the 60’s and 70’s   In the 80’s, switched to Ricoh, added Panasonic and Konica copiers.   Also sold Exxon fax, Compucorp word processing and OKI white boards

What was the percentage of copier sales people that made it past two years?

 70%

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

It was a great time to be in the industry and Modern Business Systems was an outstanding company and industry leader.

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

Really nothing, it was an exciting industry, great people, great team and the money was great.

We had fun every day.   We kicked ass and took names.

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

Salary and commissions….lots of bonus opportunities and sales incentive contests.

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

Cold calls, networking, community involvement.   I enjoy meeting people so all was fun.   I would credit most of my early success from referrals from the people who bought from me.   I knew more people in Quincy and the surrounding area because of cold calling than most people who had lived there their entire life.

What was your favorite brand and model to sell and why?

Savin 880   Great machine, feature rich with AutoFeed and was the highest commission machine.

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

First car was a 1973 Ford Galaxie station wagon.   Soon traded for a 1979 Ford Econoline Van….to haul 4 copiers rather than two in the wagon.   As a new rep in a new territory, I sold and installed all the copiers….needed a high volume delivery vehicle.

Our goal was 20 demos a month.

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

There are many but you would have to know the characters in the stories.

Prospects used to get excited when you showed them that the big orange lever on the side of the Savin 770 Copier could switch paper size from 8 1/2 x 11 to 8 ½ x 14 ….. that was a big selling feature over the Xerox 3100….it only has one size cassette in the machine.

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

Change and Profits.

What was your quota back in the seventies, was it revenue, GP, units?

Modern worked on a unit value system. Each machine had a unit value assigned.   Units also were paid a commission amount.

Back in the seventies Minolta copier models started with EP and Canon with NP. Do you know what those stood for?

 Not sure….guessing

EP - Electro Static Process      Excellent Process / Electro Process/ Excellent Prints/ Every king of Paper/ Extra Profits ?????

NP – Nano Particle          No Problems/New Process/Near Perfect/????

Note from Art:  The last question was interesting since Canon and Minolta were always competing against each other. The EP stood for Electrostatic Process ( the joke in the industry was eny paper), as far as the NP, well I'm really not sure and hoping someone can and tell us.

Thanx Darrell!

Darrell Leven National Sales Manager BEI Services   816-729-7037

 
3 comments
R.J. Stasieczko

A Halloween Tale of an A3 Copier’s Death (Part Two)

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Part Two - A4’s

Murder charges dropped in A3’s death.

Well, a few days ago we all heard of the apparent suicide of an A3 copier. The police report outlined that the A3 copier became so distraught over a new A4 its owners had on demo, it jumped from the office window.

Today there is an update. It seems that a local judge has thrown out all attempted charges leveled by an A3 manufacturer who believes the unfairness of A4’s capabilities and price points should have caused them to realize that A3’s would flee from hallways and could jump out windows.

Here are some points in the Judges 90-page opinion.

“The A3 manufacturer’s ignored customers desired outcomes; it wasn’t printing or coping on 11/17 size paper.”

“The A3 manufacturer’s are too Product-Centric, and must become Customer-Centric.”

“The A3 manufacturer's equipment takes three service calls to one on an A4 at like volumes.”

We reached out to the A4 copier/printer accused of killing the A3, the A4’s legal team replied to our request for comment through its A4’s cloud printing platform.

See comment below.

“A4 is just better, we A4's understand why the A3’s sees no hope. The world of print equipment and its services is quickly changing, and A4 is the better customer experience.”

Ray Stasieczko

 
1 comment
This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago, The Last Week in October 2003

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Wile reading through the threads I re-read a post that I wrote about my brother fifteen years ago. It was this week fifteen years ago that he passed away.  Even though we had our differences he is missed.

Enjoy the threads from 15 years ago this week!

Scan & Capture From the Copier

alike. When scans replace printouts and copies, it often translates into lower lease charges for dealers and diminished (high-margin) consumables revenue. In addition, selling and integrating scanning tends to complicate and lengthen the sales cycle, something many dealers want to avoid. "The MFP vendors are serious about selling scanning capabilities, but the channel isn't as serious or well equipped to sell scanning into the enterprise," says Don Dixon, a principal analyst at Stamford, CT
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Japan's largest office machine maker, said

performance was reported on Wednesday by fellow copier and printer maker Ricoh Co (Tokyo:7752.T - News), which said its net profit jumped 42 percent in the July-September quarter on the back of healthy sales of multi-function printers and cost cuts. Analysts were anticipating upbeat results from both Canon and Ricoh, especially after overseas peer Xerox Corp (NYSE:XRX - News) said last week that its quarterly profit more than doubled on brisk sales of colour copiers while printer giant Lexmark
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Transition to Digital Copiers Nearly Complete

copiers (18% CAGR) through 2007. The ROW region shows the highest growth for black-and-white digital copiers at 17% during the forecast period. Canon holds the highest worldwide black-and-white copier market share at 38%. Ricoh and Xerox follow Canon with second and third share ranks, respectively. Color laser copier shipments will increase from 209,000 units in 2002 to more than 480,000 units in 2007. The Western European region shows the highest growth for color laser copiers during the forecast
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Kyocera Mita Launches

October 16, 2003 Kyocera Mita Launches Vibrant Color and Black and White Device with Copy, Scan, Fax and Print Capabilities Strong print quality and finishing options for professional documents Fairfield, New Jersey, October 16, 2003 - Kyocera Mita, one of the world's leading document imaging companies, announced today the availability of its fully functional 31 pages per minute (ppm) monochrome, 8 ppm color digital workgroup system, the KM-C850D. The device is a comprehensive multi-functional
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When did Ikon start selling RMAP?

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Topic: Ricoh promo on no interest leasing works (1 of 1), Read 5 times Conf: BW: General Discussion From: Larry Jaggers ljaggers@ikon.com Date: Sunday, October 26, 2003 09:30 PM Every time I've promoted Ricoh products that qualify for the no interest leasing promo, my prospect has asked me to put together a proposal. This is an excellent promotion and is definitely raising eye brows. It would be great to carry it beyond December 31, 2003. When did Ikon start selling RMAP? I was under the
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Don't Call! Don't Email!

printing is taking center stage in the effort to make the advertising message fit the prospective buyer. Bruce noted that production costs for digital print have been reduced dramatically in the past decade. Canon, Heidelberg, IBM, Indigo, Xeikon, Xerox and others also have been able to improve digital print quality almost as dramatically as they have cut costs of acquisition and consumables. These changes have set the stage for the production of truly relevant direct mail advertising
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VIP
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Re: Aficio 2022/27

Ok Jayson: You rocked the boat on the League and they kep th thread in reference to our site. Here is some additional info, all of these documents are on the Savin web site for dealers. Brochure Competitive Matrix Product Codes Compatibility Chart Configurator Chart Frequently Asked Questions PowerPoint Presentation What's New, What's Different Quick Reference Guide Sales Marketing Manual Training Exercises It seems like Ricoh sometimes gives its Ricoh Dealers and unfair
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Monday Sales Tip

"Nothing will ever be attempted if all possible objections must be first overcome."
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Published Xerox Promos

Open attached pdf.Sendme an email if you need this file art@p4photel.com
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Re: SERI Launch Date

Ah........, the long awaited SERI printer. This devices wroks in tandem with any of Ricoh's Digital Duplicators. It actually allows duplicators to print onto alternative media, such as "Tyvek", "Coated Stock" and other stock where the ink was not drying. The SERI dries the ink by passing the paper and ink from the duplicator under a UV light. This process also allows Ricoh to now release "transparent inks", meaning CMYK printing can be accomplished. To me the Seri gives us a new market, that
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Re: Is Nashua???

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Art, Aren't Nashua and Nashuatec two completely different companies? I imagine you mean Ricoh's Nashuatec ... which I know nothing about anyway. Good Selling! Darren
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SERI Launch Date

Does anyone have an offical SERI Printer launch date from Ricoh yet? Art
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Too My Brother

My Brother, my twin, my love. My brother Tony started in the business as a copier technician for Metrpolitan Calculator Systems in Mountainside, New Jersey in 1983. He was trained as a technician and repaired the old NP 120's, 210's and a few others. After two years at MCS he came to work with me at Copy Machine Specialists in Morganville, New Jersey. We sold Minolta copiers at that time, Tony came on as a sales person. He and I worked there until the the company went belly up in 1985, three
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Re: When did Ikon start selling RMAP?

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Do you suppose I could run Savin through Ricoh Leasing? I miss RMAP, Savin, as far as I can tell, doesn't have a program like that.
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Re: Aficio 2022/27

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Did y'all read Tara's post in reply to Jayson's? Man is she full of it. Good job Jay of putting her in her place. I went to the address you gave and there it is. If the same person does do both websites, then obviously that person gets a check from Savin not Ricoh. Just my .02 worth.
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Re: Automatic Meter Reads?

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Graham I have been having a lot of discussions with Ricoh on this very subject for many months now. As you know all the information is in the systems, and essentially the method of retrival and sending is also there, but without PCSM there is no current method of achieving this I understand. The good news is that Ricoh do seem to have recognised that this could have a tremendous impact on everybodies meter clicks as it could also picj up all pages going through on copy,scan,fax & print. They do
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Re: Aficio 2022/27

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See now, you Ricoh brand Ricoh guys got the launch packages. So maybe Savin brand Ricoh puts out the electronic information quicker, but I haven't received any hard copy launch info yet other than the price list from our DSM. You guys are SPOILED!
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Re: 2035/2045 SMTP Authentication

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There is a Firmware upgrade for all of the Scan to Email systems that has SMTP AND POP authentication in the update. All you have to do is upgrade the print/scan firmware and there it is. Graham
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Re: 2035/2045 SMTP Authentication

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Thankyou guys for saving me some time. Yes there is firmware to update the SMTP Auth. I was going to post a Screen shot to say Graham some of his precious time and I found my techs had not update the two in my office that are going out shortly. um, ah, I think there is a firmware update.
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Re: SERI Launch Date

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FYI, SeriPrint is compatible with JP5000/5500/8000/8500/TC2 only. When tied into the SeriPrint system, the unit is no longer able to print with the standard emulsified ink offering, as the SeriPrint unit has top mounted rollers at its' exit section, which would cause surface trailing as the emulsified ink would not have enough time to dry. Mind you, who would want to print with "dry-time consuming" inks when you can print with something that dries instantaneously, when "flashed" with UV? Great
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Re: 1105 GBC Finisher

SOB!!!!!!!!!! Why is Ricoh always last!
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Re: Citrix

Additional info for you... In Citrix, printing is OK. Usually Citrix is running in an environment where Windows is running in the back ground. Printing is no problem. Scanning is out. Unless you set up a separate PC with Scan Router and to that PC you scan what you want. If Citrix can see the folders on that PC, it can access the images. Fax will only work in Windows.
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Re: 1018D Single Tray

Yes you can! We did this about 9 months ago for a church. Just touched base with our service manager and besides removing the lower drawer, there is a paper tray control board in the lower tray that is still required after you remove it, and he said there is room to reposition it somewhere else in the system. Good selling! -Greg
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Re: Has everyone seen what GE Capital is doing?

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I have upgraded 7 GE leases in the last 6 months and sent the machines back because the upgrade and buyout were too high, so the customer opted to send back the equipment. Also had GE call and try to charge the customer an additional $250 on a Toshiba system we sent back for the customer because one tray would not feed paper 3 weeks after their return warehouse received the machine. It wasn't annotated on the delivery receipt from the carrier. But when we offered to send a replacement part
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Re: 2035/2045 SMTP Authentication

Do any of the Ricoh Products support SMTP Authentication? Answer /Currently, ScanRouter V2 Professional (version 2.0), the FAX 5510NF, the Aficio 2090/2105 (with the latest firmware),and the 60/75 CPM machines (with the latest firmware) support SMTP authentication. We expect all Networked FAX products released after the FAX 5510NF to also support SMTP Authentication. Please refer to the documentation for ScanRouter and / or the FAX 5510NF on how to enable / use SMTP Authentication.
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For Immediate Release

For Immediate Release Contact: Art Post VETERAN BUSINESS JOURNALIST SCOTT CULLEN CHECKS IN AT THE PRINT4PAY HOTEL HIGHLANDS, NEW JERSEY, October 31, 2003¾ The Print4Pay Hotel: The Imaging Professional’s Resource Center, a Website and message board focused on providing extensive imaging product information to resellers as well as a forum for imaging industry personnel to share knowledge, has announced that Scott Cullen will contribute imaging-related editorial content to its Website. Scott, who
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DOCUTECH REPLACING

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I'am in the progress of replacing a very under used Docutech with a 2090. The problem I'am having is they scan in poor orginals into the desktop and clean them up before printing them out. To me this is a software application. Any ideas what software they can purchase to do the same thing or can they scan in using tiff, pdf an do the same thing.
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Is Nashua???

I would like to know how Nashua operates in South Africa, do you all sell direct, are there any dealers, and how are sales in general? Thanx Art
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Receiving faxes digitally

Hey everybody, I have several clients who purchased 4410NF and 2035PSF units. They want to receive axes digitally and view them from the HDE's rather than print when received. Has anybody had experienced "viewing faxes with the web browser" on the 2035PSF?? Has anybody done the "forward to e-mail" on the 4410NF? Your imput would be helpful!!
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Re: New Wide Format

I think know this one. It is the 3rd or 4th generation of a Digital High end WF, sold in Japan only. I do not know latest print speed but should be over 12.6 meter, as this was print speed of predecessor. Main target is products like the TDS800 and Max 200.
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Re: When did Ikon start selling RMAP?

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True, but I was thinking the 48mo. No Interest that Ricoh Lesing also offers. I think it is pretty much a given that almost everyone's 36mo. is at least Interest Free, but not their 48mo. I would like to know if he is talking 36mo. or 48mo. also. Will someone reply to his post on the AF and ask that?
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Re: When did Ikon start selling RMAP?

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Fleet has some special Savin Rates. They let you use them for any RFG machine.
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Re: Friday is 20% of your sales week

Thhis is interesting,... with the rest of the working world thinking sales people have an easy high paying job and they just play golf or do whatever on Fridays, I think that your clients appreciate your presence on this day; as they are stuck in their daily grind. I usually myself and my colleaugues write alot of business friday afternoons. just my thoughts, what do i know?
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Re: Has anyone sold?

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Art The 1910 / 400N / 600N are not actually available here yet ( next two months) but at the launch by Ricoh UK last weekend they said the AP1910 was a badged Lexmark machine, but they SWORE the 400 & 600 were their own manufacture despite being challenged on it by a few people David
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Re: DOCUTECH REPLACING

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OK, here is the Stupid Question: Are they scanning the docs in on their Docutech? I don't believe they can. Then, it is a software issue. All you are doing is changing the delivery system by which the documents get from paper form to electronic form. What they do with those documents after they scan them into their system has nothing to do with what machine scanned them in, or what machine they will be printed on. The Docutech doesn't miraculously clean the image up before printing (does
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Re: Aficio 2022/27

We don't have ours yet!! Maybe Ricoh will get the hint and have everyone launched at the same time
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Re: Receiving faxes digitally

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I've done the 2035's. If they want to view them on the web browser, you have to set the machine up to store instead of print the faxes. This setup in under the Fax function in the User Tools. Then all you have to do is type in the IP address in your browser and it will find the machine. Select the fax, and then you can view the stored faxes.
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Re: The P4P National Convention

Maybe Vegas when Ricoh has Agenda, or since we are Global, maybe Aruba and everyone could attend!
-=Good Selling=-
 
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This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago, The Last Week in October 2008

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We're in to the last 8 weeks of the year.  Prospecting that was done in July & August will now start to pay dividends and carry you through the end of the year. If you're just prospecting now for November and December then you're toast!

Enjoy the threads from ten years ago this week!

Weekend Copier Notes from 10/26/08

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WEEKEND MFP INDUSTRY NOTES 10-26-08 The following is a quick review of copier/MFP industry news from industry publications. Kodak’s print controller division, Creo, announced that it will produce a Japanese version of its products to expand its reach worldwide. The first product it will launch in Japan is a controller for the Konica Minolta bizhub PRO C65XX series, even though it also partners with HP & Xerox as well. Xerox announced that it will fire 3,000 employees to cut costs. Details
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Konica Minolta Launches Sleek and Quiet bizhub C20 Series of All-in-One Printers

Ramsey, N.J. – October 16, 2008 – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, today unveiled the bizhub® C20 Series of all-in-one printers (AIO). Serving both small offices and multi-platform workgroups with seamless productivity, the sleek bizhub C20 and bizhub C20X AIOs are color tandem, multifunctional document services workhorses. Equipped with Konica Minolta’s new
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SHARP TO BEGIN SELLING NEW FRONTIER SERIES NEXT MONTH

SHARP TO BEGIN SELLING NEW FRONTIER SERIES NEXT MONTH First available units - MX-C311 31 PPM MFP and MX-C401 40 PPM MFP – deliver acclaimed Sharp performance in a stylish A4 footprint MAHWAH, NJ, October 22, 2008 -- Sharp today announced that the first models in its new Frontier Series, the MX-C311 and the MX-C401, will begin shipping in November. The MX-C311 and MX-C401 are the first in the new line of A4 Multifunction Peripheral (MFP) and printer products that are designed to meet the needs
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InfoPrint Solutions Rolls Out Largest Ever Workgroup Printer Line

businesses look big while cutting costs • Konica Minolta Launches Sleek and Quiet bizhub C20 Series of All-in-One Printers • HP Unveils Innovative Large-format Printing Solutions • CANON INTRODUCES NEW 24-inch S-SERIES LARGE FORMAT PRINTER Boulder, CO, October 22, 2008 – InfoPrint Solutions Company, a joint venture between IBM and Ricoh, today announced the expansion of its broad portfolio of workgroup solutions. This brings to market several new, lower cost products to provide users more
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MFP Copier Sales Tips "Distance Yourself from The Pack"

Thursday, October 30, 2008 MFP Copier Sales Tips "Distance Yourself from The Pack" Whew! I must say that they last ten years selling for a Ricoh Dealership has been interesting. When I first started with my dealership back in 1998, Ricoh has just purchased Savin and Savin purchased Gestetner or something like that. Anyway it was easier to sell Ricoh when there was not a saturation of the marketplace that we have today. We all know that Lanier, Savin, Ikon, and Ricoh Business Systems all have
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Canon Printing With Clear Toner

, Imaging Systems Group, Canon U.S.A. “The ability to produce consistent color reduces the need for multiple prints, bringing down overall printing costs. In addition, the clear toner enables designers and graphic arts professionals to expand their capabilities and offer a wider array of innovative printing solutions. This new model will further establish the Canon imagePRESS line as an industry leader.” The unique clear toner feature of the Canon imagePRESS C1+ introduces to the creative market a
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From Start to Finish, Xerox Boosts Productivity of Nuvera Printers with New Automatio

The latest enhancements for the Xerox Nuvera 288 EA Perfecting Production System are debuting at Graph Expo, the printing industry’s largest annual exhibition in North America, Oct. 26-29 in Chicago. Enhancements to the industry’s fastest digital duplex monochrome cut-sheet printer are: CEM DocuConverter™ cuts, slits and stacks oversized printed sheets with multiple images to deliver complete document sets on a convenient conveyor, ready for offline or near-line finishing. A high-capacity sheet
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GRAPH EXPO: Canon Unveils Black-and-White Printer

Graph Expo debut this week at the Canon booth (#3000). “Our imagePRESS product line and award-wining imagePROGRAF large format printers have set the standard for image quality and productivity in the digital production and large format printing markets,” said Tod Pike, senior vice president, Imaging Systems Group, Canon U.S.A.. “With their industry leading technology and innovation, such as the innovative use of clear toner on the imagePRESS C1+, the new products, along with the acceleration of
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Konica Minolta Launches Bizhub PRO 2500P at Graph Expo

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October 26, 2008 08:00 AM Eastern Daylight Time Konica Minolta Launches Revolutionary bizhub PRO 2500P Series Konica Minolta Delivers Power, Speed and Cost-Efficiency in New High-Volume Systems – Up to 250 Duplex Prints per Minute, 13,800-sheet Paper Capacity, and Production-class Finishing Options Innovative New Print System on Exhibit at Booth #4816 at Graph Expo 2008 – McCormick Place South in Chicago on Oct. 26-29 GRAPH EXPO 2008 CHICAGO--(BUSINESS WIRE)--Konica Minolta Business Solutions U
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Konica Minolta first-half net income down 22%;

electronic components said net income fell to 29.28 billion yen ($297.46 million) from 37.64 billion yen a year earlier. Sales were up 1.5% to 532.97 billion yen. Konica Minolta cut its net profit outlook by 40% to 42 billion yen from its May forecast of 70 billion yen. Sales for the fiscal year are expected at 1.04 trillion yen, compared to its earlier forecast of 1.11 trillion yen.
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Canon Cuts Full-Year Forecast for Profit Gain to Drop

projected to drop 23 percent to 580 billion yen this year. Canon earlier predicted 770 billion yen. The company, also Japan's largest business-equipment maker, said its sales of office gear such as copiers and printers will probably reach 1.16 trillion yen this year, missing the 1.29 trillion yen forecast in July. Xerox Corp., the world's largest maker of high-speed color printers, said last month it's experiencing a slowdown in North America, Canon's second-biggest market. The Norwalk, Connecticut
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CANON INTRODUCES NEW 24-inch S-SERIES LARGE FORMAT PRINTER

Lake Success, October 15, 2008 – Canon U.S.A., Inc., a leading provider of office imaging systems, inkjet technology and digital photography equipment, today announced the release of the imagePROGRAF iPF6000S, a 24-inch wide large format printer using eight colors of LUCIA pigment ink, specifically targeted for graphic art professionals and print-for-pay (PFP) establishments. The iPF6000S is a new addition to Canon’s award-winning, speedy, eight-color large format printer line, the S-Series
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Ricoh Trade-in program from Canon

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We received this attachment yesterday. It looks like Canon is offering anywhere from $100-$8,000 to replace Ricoh units with Canon gear, and part of the program is that the rebates must be passed on to the customer. And the fall-out from the IKON acquisition begins...
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InfoPrint’s Mailroom Integrity Solution Automates Operations for Transactional Printe

and reduced errors by streamlining the print and mail process. The solution itself is built on the InfoPrint ProcessDirector (IPPD) backbone, packaged along with modular features including vendor-neutral inserter management, document-level control and tracking, and fully auditable reports that can confirm every document is mailed accurately, every time. This solution offers leading edge, highly scalable technology, allowing transactional printers and service bureaus to address today’s need for
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Ricoh Unveils Independent Solutions Vendor Program

specifically by the channel, makes it much easier for Ricoh direct and dealer field personnel to engage RiSVP members in joint selling opportunities. With RiSVP member products now available right from Ricoh, the direct and dealer channels are provided more opportunities for new revenue growth combined and simplified sales operations. “RiSVP member products are critical to delivering a total solution that addresses our customers unique needs,” said Hede Nonaka, executive vice president, Ricoh Americas
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Xerox FreeFlow Suite of Workflow Software Extends Automation Across Simple and Comple

involvement, saving time and money. The new offerings are: FreeFlow Print Server version 7, the company’s most powerful print server, delivers enhanced color matching, an intuitive interface for simple job submission and customizable security features. FreeFlow Output Manager version 7 software, integrated with Xerox office printers, allows users to scan hard copy documents and route them from a remote multifunction printer (MFP) to the appropriate production device when larger quantities or
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RICOH CUTS FY08 NET PROFIT OUTLOOK TO 18% DROP ON EUROPEAN SLUMP

TOKYO, Oct 29, 2008 (AsiaPulse via COMTEX) -- RICOF | Quote | Chart | News | PowerRating -- Ricoh Co. (TSE:7752) said Tuesday that group net profit will likely fall 18 per cent to 87 billion yen (US$883.9 million) in the year ending March 31 after earlier projecting a 1 per cent rise to 108 billion yen. The yen has risen more sharply than expected against the euro, likely prompting the firm's second straight annual net profit decline. Sales are seen dropping 3 per cent to 2.15 trillion yen
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Xerox Scores Big in 2008 Must See 'ems Awards at Graph Expo

being shown for the first time in the U.S. at Graph Expo. With its high-definition image quality, it enables production of high-end collateral, direct marketing and photo specialty products - the type of jobs that typically generate the most profits. Xerox 700 Digital Color Press - Also making its U.S. debut, the 70-ppm system delivers production capabilities at an entry-level price and opens the door to affordable digital printing and profitable color print applications. The press offers
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New Lexmark color laser printers, MFPs help small businesses look big while cutting c

laser printer models deliver unique 4800 Color Quality mode for stunning color images and graphics, along with true 1200x1200 dpi for extra quality and detail in customer-facing documents. The Lexmark C540 Series is the only color laser family under $500 to offer this level of print quality. The series also features a unique, four-in-one color laser printhead that delivers precise color registration. The Lexmark C540n is an easy-to-use small workgroup color laser printer that prints at speeds up
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Ricoh Rumored to have acquired small dealer

Rumor has it that Fairfax Communications will be aquired by Ricoh Americas Corp. Fairfax is located in Bethel, CT.
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Ricoh cuts Jobs

I just read that 50 employees were let go at Ricoh at all levels. Were there any major people axed or anyone we know. Art
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Five Steps for Embracing Crisis

jobs. She also recognized a big weakness: her lack of expertise in finance and R&D. To compensate, she had her own people tutor her. She also surrounded herself with leaders whose own skills sets balanced hers. The result: an amazing and continuing turnaround at Xerox. • Be yourself. In a crisis, the pressure to compromise your values can be immense. With employees, shareholders, and the media demanding a response—and your career potentially hanging in the balance—there's a temptation to take
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Notice to All Copier Employees

Notice to All Employees As of November 5, 2008, IF President Obama is officially elected into office, our company will instill a few new policies which are in keeping with his new, inspiring issues of change and fairness: 1. All salespeople will be pooling their sales commissions into a common pool that will be divided equally between all of you. This will serve to give those of you who are underachieving a "fair shake." 2. All hourly employees will be pooling their wages, including overtime
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Re: Lease Approval Poll!

I've heard the same from a few other sales guys.
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Re: Gathering Competitive Quotes

Here is a Toshiba Quote from one of our local lowballing toshiba vendors.
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Re: Ricoh Trade-in program from Canon

time for us to start using our own serial numbers and pull ricoh serial numbers off of all machines.
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Re: imageRUNNER C1022 unveiled

yeah, I did not want to hot link on the blog to the canon picture. Here I felt I could do it.
-=Good Selling=-
 
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Flate Rate

Five Reasons Why Copier Dealers Need to Implement Their Own Flat Rate Program

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On Saturday I received an email from a Print4Pay Hotel member stating that one of his largest accounts is under siege with Konica Minolta's new unlimited click program.  The KM unlimited click program is hot with the KM sales team because it gives them a different talk track with the client. The KM reps will be pitching unlimited clicks, simplified billing, no overages. The competition will have their old out dated legacy cost per page program. Can you guess who will win the majority of the orders?

Flat rate is no flash in the pan. We’ve uncovered some additional points as to why every dealer needs to have a flat rate (from here on it, we're going to call it flat rate) program. I believe that dealers can offer two programs for their clients. Keep your legacy cost per page program, and also have a flat rate program.

Maybe think of it this way with having two options for your clients.  Ditch the old maintenance agreement that does not include supplies and only offer cost per page agreement with supplies and then have a flat rate program.

Five Reason's

  • Keeping up with the Jones. As your competitors change, you also need to change.  Remember the saying, "if you can't beat them, then join them".
  • Volumes are declining, so leaving your revenue model pegged to pages should be concerning
  • Decrease costs associated with meter billing
  •  Increase profits
  • Customers hate meter billing, and we should start changing the focus to the customer experience



Our current sales comp model encourages the overselling of everything. BEI tells me that 80% of the 5 million machines they monitor are producing less that 8,000 pages per month. So unless there is a specific need for 11X17, or special paper finishing options. The vast majority of these machines can be replaced with something cheaper than our current A3 and more reliable.

Customers will start demanding this change with alternate channels from which they can purchase product and flat rate “warranties” to protect them. 

When it comes to developing your flat rate program there's quite a bit of analysis that needs to be completed first. 

We've scheduled a webinar for the 19th of November to help you get started.  Get ahead of the curve, and learn as much as you can about developing your own flat rate plan. Please RSVP now and we'll send you the registration link as soon as it's ready.

How to Implement Your Own Flat Rate Program will be hosted by BEI Services.

-=Good Selling-=

 
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3 Core Attributes Of A Selling From The Heart Professional

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“Emotional competence is the single most important personal quality that each of us must develop and access to experience a breakthrough. Only through managing our emotions can we access our intellect and our technical competence. An emotionally competent person performs better under pressure." 
Dave Lennick, Executive VP, American Express Financial Advisers

Getting to the heart of the matter, if sales people are unable to uncover a personal or emotional need for the prospect to make a change, then they might consider breaking off the meeting, thanking them for their time and move on to the next prospect.

Yes, I know it may be harsh BUT all too often many sales people will continue down the journey without finding what motivates the prospect to buy, and then they wonder why they can't close the sale.

"It's not your motivation to sell, it's their motivation to buy"

No question about it, emotions play a part in sales. There's the emotional side of your clients and prospects, then there's the emotional side of individual sales reps.

Emotions play into every single decision we make and buying decisions are no different. It is my belief emotions and how well sales professionals manage it, is the key to winning more sales.

Sales professionals are leaders: they build relationships, cast vision, and motivate people to take action. Think for a moment... Can the Emotional Intelligence traits of effective leaders be applied to sales professionals?

"It's about having the heart to rise up"

Authenticity in a world full of sales fakes and being genuine with ones follow through is sorely lacking within the sales community.

CORE ATTRIBUTES OF A SELLING FROM THE HEART PROFESSIONAL

Emotional Intelligence parallels so well with Selling from the Heart professionals.

"If you're your authentic self, you have no competition"

AUTHENTICITY

Authenticity is one of the biggest challenges for salespeople in a profession riddled with scrupulous, fake and disingenuous sales reps; that quite frankly many buyers despise them. However, authenticity separates sales reps from sales professionals and this is what buyers want!

It's about moving from being seen as untrustworthy to being seen as authentic and genuine. Yes, you must become a bit vulnerable with yourself as this is where it starts. In order to build relationships and change the way people think, you need to understand who you are and what goods you bring to the table. 

Authenticity requires self-knowledge and self-awareness. A Selling from the Heart professional accepts their strengths and weaknesses. They are accountable to themselves. They are connected to their values and desires. They act deliberately in ways consistent with those qualities.

Plain and simple, at the core of a Selling from the Heart professional lies one word... CARE!

PRESENCE

A Selling from the Heart professional is self-aware and is highly capable of moving from being disconnected to being present in the moment.

"Your vision will become clearer only when you look into your heart. Who looks outside dreams. Who looks inside awakens."
Carl Gustov Jung

A Selling from the Heart professional continually works to hone in their craft. They are not lost in the anxiety about hitting quota or where the next meeting may come from, they are present in the moment. This is the huge X factor in sales.

In a prospect and or client meeting, they are present in the moment by actively listening. How many in sales are present in the moment? How many in sales are being real in the moment with their clients and prospects?

Unfortunately, many in sales are not present. Yes, they may be present in their meetings but how many are truly present in their conversations? Let's think about this... many in sales ask a few prepared questions, listen for a few key word responses then they pounce like a lion on their prey.

Being present in the moment is all about showing you care!

RESILIENCY

Being resilient is at the core of a Selling from the Heart professional. Sales people take a ton of hits, face a ton of rejection and hear the word "No" often. If you're to sustain success as a sales professional, you must learn to buckle down and move on.

We can ride the wave of taking down deal after deal but what happens when adversity hits? What happens when you lose a big deal or things just don't go your way? A Selling from the Heart professional controls their temperament, understands what self-management is all about and has developed a heartfelt shield of resiliency.

A resilient professional knows there will come a time when things don't go their way. They understand this so they buckle down and do the things necessary to prevent it from happening. They commit to planning, preparation and practice. They commit to keeping their sales and relationship funnel full of opportunities by making prospecting a non-negotiable activity.

"The work I do today will pay off tomorrow"

Slumps happen and your clients and prospects can smell it. A Selling from the Heart professional embraces a resilient sales lifestyle.

MY CHALLENGE

How can you adopt these attributes to become more effective?

Become brutally honest with yourself...

How clearly can you define YOU?

Every day ask yourself...

  • Who am I?
  • What am I most proud of?
  • What am I most grateful for?
  • What did I actually do yesterday?
  • What did I learn yesterday that I can apply to today to become a better person?

If you would like to know more about how to apply these leadership concepts to sales, please tune into the latest episode of the Selling from the Heart podcast (click on image below)

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 has launched! 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, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

 
 
0 comments
R.J. Stasieczko

A Halloween Tale of an A3 Copier’s Death

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A Halloween Tale of an A3 Copier’s Death

As the copier homicide unit arrived, the scene was familiar. The office hallway barely lit the trash can next to the copier was laying on its side, the window was broken from the inside and when looking out one can see an A3 Copier laying smashed on the sidewalk below.

Recognizable by the owners manual still taped to the broken 11/17 paper drawer and the rainbow color on the sidewalk created by splattering CMYK toner. Yes, it appears there was another A3 Copier so humiliated by the A4 machine on demo it appears in leaped from the window.

The A3 rolled over to the window at the end of the hallway ripping its surge protector from the wall, and as it traveled towards the sidewalk below one could hear. “If only they did 11/17 paper I would have had value.”

So, if you wish to protect your obsolete A3 copier from leaping out the window.

Don’t allow it to see an A4 demo especially a Lexmark A4 .

Instead replace your A3 machine late one Friday afternoon, and as it's loaded in the Lexmark trade in truck tell it, it’s headed to an 11/17 farm. Unfairly I am sure a law firm will attempt to blame the A4 for being so exceptional it caused the A3’s death. If this happens I will update.

Ray Stasieczko

 
3 comments
Canon

6 Reasons Why Canon's New 715iF A4 MFP Kicks Butt

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It's not that often that I get the chance to blog about something other than a Ricoh MFP.  It's all not that often that I get excited about an MFP from another manufacturer.  However, the introduction of the Canon iF715 imageRUNNER ADVANCE Series has me chomping at the bit for a 75pp A4 device that I could sell.

  1. The Canon 715iF has an "up to" print speed of an amazing 75 pages per minute!  The reason I mentioned "up to" is because many MFP's will grind and run slower with different files.  However, if you want 400 pages of one document or walk up copying you're going to get that kick butt incredible speed of 75 letter size pages per minute.
  2. How about the single-pass duplexing automatic feeder that holds 100 sheets of paper. The feeder will also process a minimum size of 4-1/8 x 5-7/8 and then all the way up to legal size
  3. Simplex scanning for color and black is a cool 50 images per minute. Duplex scanning will run at a blistering 100 images a minute all @300dpi
  4. Image cartridge, you want yield.  Canon is touting 51,500 images for thier T03 black cartridge.
  5. Dealer cost is fantastic and plenty of room for margins and takedowns of competitive MFP's.
  6. uniflow, I think that one word pretty much sums it up.  While other manufacturers are just coming to the party with thier own versions of uniflow.  Canon has perfected it's comprehensive software solution. Delivering feature rich functionality secure printing, print accounting, secure mobile printing, device management and more.

Go check your clients current meters, and take a look at the amount of DTL (double letter aka ledger) size that they are printing.  I just won an order because I checked the meter of an MFP and the client had ZERO 11x17 in 5 years.  All of my competitors were offering another A3 devices.  We know who won that deal.

Point is most clients don't run ledger, and even if they do run a few hundred a year that's no big deal because you can sell them a stand alone printer for ledger prints.

What does the future bring us?  Will every manufacturer have two lines?  One for A4 and one for A3.  Ricoh recently released a 50 ppm color A4 MFP. Okay it's really not an A4 but an A3 device where they closed off the paper trays so that you cant fit ledger paper.

I'm impressed with this new line and I'm sure there's going to be a lot of Canon P4PHotel members that will kick butt with this new series!

-=Good Selling=-

 
0 comments

3 Confidence Building Tips To Become The Best Sales Version Of You!

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"Believe in yourself! Have faith in your abilities! Without a humble but reasonable confidence in your own powers you cannot be successful or happy."
Norman Vincent Peale

Sales is hard. It’s not for the weak at heart. It requires the right mindset to really be successful.

One massively overlooked factor to becoming a great sales professional is the confidence you have in yourself.

If you fail to build sales confidence, you’ll consistently struggle to effectively sell. By 'confidence' per say, I'm not referring to fake it until you make it. I'm talking a deep, down inside of you confidence to become the best version of YOU.

"Successful people have the confidence to take risks that unsuccessful people try to avoid."

CONFIDENCE IS CRITICAL

Did you know that only 31% of salespeople effectively drive conversations with senior executives?

Startling isn't it? This is because a vast majority of those in sales lack the confidence to sell at a higher level. As your business acumen grows so does your confidence level. Soon, you’ll be viewed as a sales professional who offers real value.

How can your clients or prospects trust you if you don’t communicate like an expert?

Increase your confidence by:

  • Valuing yourself
  • Finding your passion
  • Changing your mindset
  • Building genuine and authentic relationships

BUILDING CONFIDENCE

How do you build confidence in a genuine and authentic manner in a sales world where one gets rejected frequently? Let's face it, most strategies out there are fake and quite disingenuous.

DON'T COMPARE YOURSELF TO OTHERS

The comparison game, especially in sales, is as old as humanity. Comparing yourself to others does absolutely nothing but place the power with the other person. Channel the focus and attention on you!

The comparison game is a mental game and is a waste of your time. Seek to catch yourself and avoid comparison triggers if the activity doesn’t add meaning or any real value to you.

“Comparison is the thief of joy.”
Theodore Roosevelt

The grass isn't always greener on the other side of the sales comparison game. It all depends on how you view yourself.

INVEST IN YOURSELF

Investing in yourself is one of the best return on investments. A true sales professional takes responsibility to develop their gifts and talents, in order to best serve their clients. You must love yourself before you can expect your clients to love you.

Look in the mirror and repeat after me...

  • I'm worth it
  • I'm of value
  • I will create the best version of me

Investing in yourself, sends a powerful message not only to you but to the business community. When you’re willing to say 'YES' to confidence and invest in yourself, your clients and prospects will provide you with amazing rewards.

LISTEN TO YOUR INNER VOICE

"The more you trust your intuition, the more empowered you become, the stronger you become, and the happier you become.
Gisele Bundchen

Don’t let the voice or opinions from others squash your inner voice. Develop the courage to follow your heart. Get real with yourself and ask yourself tough questions. Turn up the inner voice and get brutally honest with who you are.

"If you can't get real yourself then how can you get real with your clients?"

Listen to your inner voice and accept you for you. Self-acceptance allows you to slow down, pay attention, and take note of what is going on inside of you. The core foundation of a Selling from the Heart professional is authenticity.

Authentic sales professionals take responsibility for their choices. They know they're the authors of their own sales lives.

BE THE REAL YOU

Being the real you is scary. You need to get real and brutally honest with who you really are. Rip off the mask you're wearing. You can't wear the mask forever as this gets old and will eventually destroy your authentic self. Be the real you, not an imposter.

If you’re consistently nurturing your mindset, you will build up a tolerance against negative thoughts, procrastination, self-doubt and insecurities.

I encourage you to build confidence in your abilities. I challenge you both personally and professionally around these 5 areas:

1.   Seek to become an expert in your field of work

2.   Constantly crave feedback on YOU

3.   Become brutally honest with yourself

4.   Set goals and create a business plan

5.   Never ever stop learning

YOUR HOMEWORK: BUILD YOUR CONFIDENCE

On a daily basis develop a routine and self-reflect.

Building a self-confidence routine may be as simple as spending the first 30 minutes of every morning in solitude.

Asking yourself these questions...

  • What am I grateful for?
  • What am I proud of?
  • Am I focusing on the right tasks?
  • What went well for me?

Projecting just enough confidence helps you gain credibility, makes for a good first impression and helps you to deal with pressure that comes with being a sales professional.

What daily confidence building questions do you ask yourself?

If you would like to know more about Building Confidence as a Sales Professional, please tune into the latest episode of the Selling from the Heart podcast (click on image below)

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 has launched! 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, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

 
 
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This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago, The Third Week in October 2003

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Crap there's a ton of threads below!  From 1998-2003 many of us in the copier industry ew nothing about network printing and scanning. In addition neither did our managers and techs.  The Print4Pay Hotel allowed us have a community where we could share experiences technical stuff and help meet our client expectations.  Fifteen years later and all dealerships have on staff IT people and knowledgeable technicians that can handle most everything. 

Enjoy the threads from 15 years ago this week!

RIDING THE WAVE OF WORKGROUP COLOR

excellent image quality, the Xerox and Minolta models are ideally positioned for color applications within corporate environments. The second camp encompasses those manufacturers who are marketing machines where color is positioned as a feature. Consider the latest generation of workgroup products from Ricoh and Toshiba. These devices are a harbinger of things to come. While Ricoh holds the pioneering position in being the first to market with workgroup color devices—the Aficio 1224C and 1232C
Topic

Copy That: Xerox Still Heavy

glyphs and then printing them on the back of the document, there's less risk that the information will get lost. Let's say a document gets burned or ripped. If it had a GlyphSeal on the back, you could scan the remainder of the document, and Xerox's software could recreate the full original. You'd then simply print out the fresh copy. -Printed organic electronics. Liquid crystal displays and other flat-panel monitors are increasingly common. But they're still expensive to manufacture. With
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Kyocera Mita Introduces 21 PPM ECOSYS Monochrome Laser Printer for Under $600

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Kyocera Mita’s FS-1020D offers low total cost of ownership (TCO), small footprint and high-quality output Fairfield, New Jersey, October 20, 2003 - Kyocera Mita, one of the world's leading document imaging companies, today announced the availability of its next generation monochrome laser ECOSYS printer, the FS-1020D. The printer has a fast 21 page per minute output yield (first print out in less than 10 seconds), standard duplex and produces crisp 600 dpi graphics and text. Utilizing ECOSYS
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Re: New Products...

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Does anyone have any info on when the 2022/27's will be released? I need them by 11-15-03. Working a 150+ machine deal with multiple locations in TX and they love the 2090/105's, 1060/75's, 2035/45's, especially the scan-to-email on them and, and want them on the 22/27's also. Decision will be made on 11-15-03. We have eliminated Ikon, Xerox, (which had the account) and Toshiba. It's between Konica and Ricoh now.
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Competitive help with Toshiba

Anyone having consistent success against Toshiba? Anyone with any face to face competitive dirt on Toshiba? I would really be interested if there are any striking differences when the products are connected? Is Ricoh easier to use, easier to connect, easier to manage? Thanks.
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Ikon to relabel The Konica 8050 Color System

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Boy, I wonder what Canon is gonna say about this.
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Lexmark C752 is a printer that attacks the cost of color laser printing for businesses

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focus is to give our enterprise customers easy to use laser devices that provide vivid color printing at an affordable price." The Lexmark C752 is designed to meet the demanding and wide-ranging printing needs of large and medium-sized businesses. The Lexmark C752 can print up to 20 pages per minute (ppm) in monochrome and color, and offers a nearly 30 percent operating cost advantage over its closest competitor. High performance and affordability With a street price of $1,999 and money-saving
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Xerox Integrates Document Management

processes. By integrating XML into its offerings, Xerox Global Services is able to help clients such as Continental Airlines to ensure faster, more efficient aircraft maintenance, on-time departures and an estimated annual cost savings of more than $750,000. "Nearly all fundamental business processes are governed in some way by documents," said Thomas J. Dolan, president, Xerox Global Services. "By combining our expertise in document management with the new capabilities of the Microsoft Office
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Canon 3200 cpc

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Just ran into a Canon 3200 with .0765 cpc in color and .013 in b/w. Sell price on based machine with feeder, duplex and stand $ 10,100.
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Fridays Sales Tip

"Everything comes to him who hustles while he waits." Thomas Edison (1847-1931) inventor, salesman, frequently worked more than 40 hours straight
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kyocera KM 6330

KM 6330 15,200DF610 finisher .006463 ppm system
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IPDS Printing

Has anyone got 2035's or 4510's printing IPDS
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iR Canon 105 Imagerunner

iR 105 $43,700includes stitcher and InserterCPC 100K .0040 200K .0038 300K .0035
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Looking to add 1 - 2 experienced sales people

Fresno California is a hot and very competitive marketplace - the timid should not apply. My dealership has competed very well here for 27 years and were growing again. Want to join? Looking for a hunter/killer rep profile, one who enjoys eating...
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Xerox 2101

Xerox 2101 $46,299 includes Fiery, Bookletmaker and Paper Deck cpc min 200K .0039 6 months free warranty, supplies only ! .0019
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Ricoh Aficio 1075

1075 $20,501interposer, lcc, hole punch and finsishercpc .0055
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Aficio 551 / 1055 Print Controller Interchangability?

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Has anyone tried to install an Aficio 1055 Print Controller onto an Aficio 551?
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Re: Can we do this?

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Any printer that will accept PCL ... including non-Ricoh? That would open up a whole new client base.
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Re: 551-XP-Doc.Server issues

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Also try 800-57-Ricoh...they will help you even though it is pre sales...same people post or pre...might have to butch a little but they always help
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Re: 1200 Series User History

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quote: Originally posted by dalsteen: Savin C3210SP (Aficio 1232SP) Installed: 6/9/03 Color meter 1 per color development. On 8/27/03 B&W: 38,877 (mo. average 14,649) Color: 22,428 (mo. average 8,451) Update - 10/17/2003 Black Developments: 62,883 Color Developments: 30,477 - no issues to speak of yet, I just make sure and empty the waste toner about every three weeks..... maybe the issue with these is that they need to be run harder than Ricoh suggests, perhaps low volume is what causes
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Re: 1060 Memory Question

Aficio 1060 comes with 128MB of RAM installed, not 64MB. 2. By ordering the Print/Scan Kit Type 1075 you will need an additional 128MB of RAM for a total of 256MB of RAM. This is the minimum allowable for printing and scanning. 3. If you order the 256MB of RAM, you will max out the memory to a total of 384MB. There are 2 DIMM slots for RAM. TOP ... Post ... Reply ... Reply/Quote ... Email Reply ... Delete ... Edit Previous ... Next ... Previous Topic ... Next Topic ... Entire Topic Topic
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KM Launches Vibrant Color and Black and White Device

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with Copy, Scan, Fax and Print Capabilities Strong print quality and finishing options for professional documents Fairfield, New Jersey, October 16, 2003 - Kyocera Mita, one of the world's leading document imaging companies, announced today the availability of its fully functional 31 pages per minute (ppm) monochrome, 8 ppm color digital workgroup system, the KM-C850D. The device is a comprehensive multi-functional product, with copy, scan, fax and print capabilities perfect for small
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Re: IS100e Scanner

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Graham, "yup" to TWAIN I presume? I called Ricoh pre-sales support and the person I spoke with said "no" after they put me on hold for a while trying to figure out what it was ... then they told me "no" based on the fact that they could not find a TWAIN driver for it on the Ricoh website ... so ... it does have TWAIN ... that means I can select it as a scanner in programs such as Adober Acrobat and/or ScanSoft OmniPage ... yes??? Thanks!
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Re: Competitive help with Toshiba

Pete from RBS here in Jersey killed em with this whe they were looking for a segment 5 replacement ( I gave him the idea ). I told him to show the customer a graph of how many placements Toshiba has compared to Ricoh. Toshiba was less than 3% were Ricoh was over 40%. Then explained to the customer and asked who has the beeter handle on repairing and supporting these machines. The customer choosed Ricoh. Art
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Re: Getting "Print For Pays" Lease Approved

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We have a hard time getting GE to approve Print for Pay customers based upon high risk industry. If they have less then desireable credit then that makes it even tougher. CitiCapital has been able to get some of these pushed through, but with higher rates. Now there is a guy down on the street corner named Guido that might be able to help! Graham
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Re: Can we do this?

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Tried it yesterday on an HP desk jet printer at a customer's office where I have placed one. It works just fine.
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Re: Can we do this?

Great stuff, I can turn anyones color printer into a color copier. Art
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Re: I guess they ran out of golf bags

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Maybe the next step for Ricoh would be to buy out P4Photel.com - is it for sale? Will it one day go the way of the Connectivity Cafe? It has obviously become the most imformative and active source for Ricoh family products. THANKS GUYS!
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Re: 1060 Memory Question

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I've been buying the 256MB memory from Can-Ram for $58.00. They are the Canadian manufactuer for the Ricoh Memory and HDD's in Canada. It's OEM. I think there is a link on this site for them. (Graham?) P.S. their 128MB memory is $31.00.
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Re: Citrix

This is a tough environement to work in. My IT leader is out for the week on vacation - so I can't get you any info until she returns. Printing is OK. The hook is in scanning. Citrix is nearly the same as Terminal Server - you know - "orange screens" that look like DOS screens. Normal window functionality doesn't work. Now our solution involved scanning to a folder on the network that both Citrix users and windows users could see. We scanned it there via the windows platform. Once the PDF was
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Citrix

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Can our copiers/printer/fax/scanner work with a citrix system...need an answer ASAP
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CL 7000 & CL 3000 CPP

Based on Ricoh yields and column 4 pricing: CL 7000 .07188 CL 3000 .0846 CL 5000 .072108 These are with out waste toner bottles and were computed from C-4 pricing and yields.
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Need help with Citrix

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Can our copiers/printer/fax/scanner work with a citrix system...need an answer ASAP
Topic

Oce 5160 Gets

both the United States and the United Kingdom, is widely regarded as one of the world's leading independent authorities on the performance of digital imaging devices. For more than 13 years, BERTL has been in the office products testing industry, and has set the standard for testing high-performance and office printing systems. BERTL conducts up to 250 hands-on evaluations each year on the latest digital imaging systems. Well-Suited for Print-for-Pay Business The BERTL report states that "The Oce
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Re: New Wide Format

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Is this the new digital Ricoh machine that I have heard about? Do you have any additional details or speculations?
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Re: New Wide Format

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This is just a picture from the Japan Ricoh Site
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Re: Canon Ir8500 Lite Report from IA

Any experience competing the Ricoh 2090 against the the IR8500? How about in a connected environment? Please advise if you know of any specific advantages that my client should know about. Thanks.
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Re: 2105 can't punch or staple via print driver

Accessories are installed and available for use (not greyed out...) in the print driver... I am able to select the functions, but the job does not staple, or punch, either seperately or together. I wish I had another unit I could run some tests on.
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Re: 2105 can't punch or staple via print driver

Will theses features work from the copy mode? We had an instance where the wrong ROM chip was installed in the finisher and those features would not work from the printer nor the copy function. Art
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Re: New Products...

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From what I have seen, looks like December or so. (This is all hearsay though). If we can get the information, it may be worth having them wait on the 22/27 models. Also, on that kind of deal, if Ricoh has the inventory sooner, I would think they would do something for a deal maker. GT
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Re: New Products...

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Was just told by Ricoh Customer Service that there is a 250 unit back-order on 1022's and they will probably be substituted with the new units. No ETA.
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Re: Aficio 220 with Scanner

Add scanner module, print module also has to be installed. If memory serves me correctly, scanner board come s with SRL. Art yankees in 7
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Re: Aficio 220 with Scanner

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I think you may need to have 2 network drops also. One for print, one for scan. I know you did with the 450e print/scan set-up anyway.
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Re: Website Re-design

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Website is GREAT! ... can you use the "How well do you share?" tagline? With the open forum policy without censorship that you have here at the P4Photel, I imagine the "League" doesn't appreciate this site as much as we all do. I just wondered if using that line could be challenged by Ricoh.
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Re: 1022/1027 Accessories

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I may have a 1022/1027 print/scan kit out of the box if you are interested. I have my warehouse mgr. checking now.
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Re: 1022/1027 Accessories

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I can still get most of that stuff from Lanier, let me know and I will see what is avalible to buy. I just sold a couple 5627 Lanier systems (Ricoh 1027) fully loaded and not a single back order on any portion. Graham
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Re: Website Re-design

No users from Ricoh Corp are allowed.
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1060 Memory Question

I am having a really hard time getting a straight answer concerning whether or not there is a need to add memory to the print/scan kit. The Configurator says that 256MB is highly recommended but not a must. The systems ship with 64MB and 128MB is added to the kit, correct? Will the units print and scan with this amount of memory? If not, why isn't the kit equipped with the correct amount of memory? What happens to the 128MB DIMM when the 256MB is added?
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551-XP-Doc.Server issues

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I have a customer that has had a 551 for 3 years now. They were running fine printing and sending jobs to the doc.server for later printing until...they changed from PC's with Win2K to XP. Now they can't send jobs to the Doc. Server anymore. No server involved, the PC's are connected directly to the 551. Any ideas? Need help fast because they are pi--ed.
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Aficio 2022/27

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I heard a Ricoh "how well do you share?" radio commercial for the 2022/27 today during the Ruch Limbaugh show. Be nice to know about product before customers. [This message was edited by Jayson Gilbertson on Tue October 21 2003 at 04:16 PM.]
-=Good Selling=-
 
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This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago, The Third Week in October 2008

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I like to start these updates with some interesting things that happen to me in the last week or so.  I received two leads and closed both of them from Linkedin.  It was net new clients reaching out to me via Linkedin and requesting to set a meeting.  Yes, this was the first I ever had two in one week.  So I keep moving forward and keep growing my connections because you just never know when one of those calls might be for 20, 100 or 1,000 MFP's #nevergiveup

Enjoy the threads from ten years ago this week!

Weekend Copier Notes from 10/19/08

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720,000 non-Ricoh products in the field) o After acquisition, Ricoh’s office equipment revenue will surpass that of Xerox worldwide o Currently, Ricoh’s revenue is $16 billion, while Xerox’s is $17.2 billion o Canon’s office equipment revenue is $11 billion, but $24.9 billion overall - Ricoh claims that during the Total Print! Show in England, it sold 18 of the new Aficio PRO C900 production color systems. The company will also sell the product in its InfoPrint division, which it acquired from IBM
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Konica Minolta Launches Sleek and Quiet bizhub C20 Series of All-in-One Printers

Ramsey, N.J. – October 16, 2008 – Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, today unveiled the bizhub® C20 Series of all-in-one printers (AIO). Serving both small offices and multi-platform workgroups with seamless productivity, the sleek bizhub C20 and bizhub C20X AIOs are color tandem, multifunctional document services workhorses. Equipped with Konica Minolta’s new
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New Xerox Wide Format Printer Delivers Technical Documents

at Graph Expo, the printing industry's largest annual exhibition in North America, Oct. 26-29 in Chicago. Pricing and availability Order taking for the Xerox 6279 Wide Format Printer with FreeFlow(R) Accxes(R) Print Server will begin this quarter in North America and Europe, and worldwide in first-quarter of 2009. Installations begin in November, depending on a customer's location. The U.S. list price starts at approximately $23,000.
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Konica Minolta New Offerings at Graph Expo '08

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again expanding its robust offerings for the production print market, all of which will be showcased during Graph Expo(R) 2008. The new offerings -- highlighted by innovative print systems and software enhancements -- enable commercial printers to improve productivity, quality and efficiency. Konica Minolta will showcase the following offerings at Graph Expo, which takes place at McCormick Place South in Chicago, Illinois on Oct. 26-29, 2008: -- bizhub PRO 2500P Series -- Printing up to 250 duplex
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Re: Ricoh to purchase IKON Office Solutions

Ikon’s last 12 months of sales or 8.2 times its earnings before income taxes, depreciation and amortization, or EBITDA. In contrast, Xerox Corp. paid $1.72 billion for Global Imaging in 2007. That’s 1.6 times sales, or 12.2 times EBITDA. Still there’s a world of difference between a deal proposed in 2008 and one done in 2007. The current times are more like the no-no days, rather than the go-go days. Goldman did include another 2008 deal in its comparison. Konica Minolta bought Danka Office Imaging
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CANON INTRODUCES NEW 24-inch S-SERIES LARGE FORMAT PRINTER

Lake Success, October 15, 2008 – Canon U.S.A., Inc., a leading provider of office imaging systems, inkjet technology and digital photography equipment, today announced the release of the imagePROGRAF iPF6000S, a 24-inch wide large format printer using eight colors of LUCIA pigment ink, specifically targeted for graphic art professionals and print-for-pay (PFP) establishments. The iPF6000S is a new addition to Canon’s award-winning, speedy, eight-color large format printer line, the S-Series
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Ricoh Announces New Universal Print Driver

Ricoh Americas Corporation, a leading provider of digital office equipment, today announced the latest release of its PCL6 Driver for Universal Print designed to expand the versatility of an organization’s printing network. The Printer Command Language (PCL) driver enables users to print from a wide range of systems without downloading separate drivers for each output device, reducing a company’s total cost of ownership. It is compatible with a wide range of PCL printers and multifunction
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Océ launches versatile wide format color printer

prints have high durability for many years of outdoor use. The pigment inks are 100% water-based and solvent-free, resulting in a healthier working environment. Double printhead design combines speed and productivity Another new printing technology in the Océ CS2344 is the double integrated printheads. These combine high speed, quality and productivity on all types of printing work. Print speed is less than 2 minutes per full-color A0 print (draft mode with Océ standard paper). Further
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New Xerox 6279 Wide Format

Looking for any information on this newly released (yesterday) unit. Here are a couple of attachments Good selling all!!
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Ricoh Introduction of the MP C2800/C3300 & MP C4000/C5000

, coupled with competitive pricing, will allow us to maintain our #1 Market share for Color MFPs, expand our reach into color-intensive workflows, and continue our successful B2C conversion strategy. RICOH AFICIO MP C2800/C3300 & C4000/C5000 SERIES HIGHLIGHTS; Faster output speeds (equal BW/FC speeds on all models) Benchmark image quality (New PxP toner, 1,200 dpi print resolution) Faster warm-up and first copy out times Better paper handling (up to 140lb. Index from all front trays) Side LCT
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Re: Some of my observations....

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received on my BlackBerry but can't view because of the small screen. With this, I could walk into a Books-a-Million that has this and walk out with the print. The new MFP Platform is called Cosmos. Be watching for Big Bang information coming the week of November 17-21. During this week, Ricoh will be launching the new color boxes in 25 different cities. Ricoh's new selling strategy is called REV = Real Enhanced Value. Part of this initiative is 5 websites: ricohconnects.com for training
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Re: Vision News 08 Orlando

Got it, well they are not A4, alas will this be a missed opportunity with the market changing to A4. Xerox, Samsung, Muratec and Sharp (Frontier, just heard their first commecial last night) all have seen the light with the coming of age of A4. I'm sure these units will be fantastic, however it will be tough to comepete in a tough economy with the likes of the Sammy 40ppm color that has an MSRP of under $6,500. I can't wait for the Big Launch to learn more about these units!!!
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HP Unveils Innovative Large-format Printing Solutions

productivity along with high print speeds and standard three-quarter automation. The HP Scitex FB950 Printer, which provides consistent high-quality point-of purchase/point-of-sale (POP/POS), tradeshow and event signage on virtually any rigid(2) or flexible media.(3) The HP Scitex TJ8550 Printer, which delivers higher print speeds and quality at lower costs than its predecessor. The U.S. debut of the HP Designjet L65500 Printer, the first of a new category of large-format signage printers to feature HP
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today introduced the Xerox 6279

So, Xerox released a 7ppm and 9ppm version today of this cool looking unit. Here's another instance of the option for color scanning. We are now the only manufacturer that does not offer and embedded color scan option. What gives???? The world is not black and white anymore.
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Ricoh Americas Unveils Color MPC2050/2550

Ricoh Americas Unveils Color MPC2050/2550 Awesome, to say the least, I haven't been very patient waiting to have our own A4 devices. To tell you the truth I would have been satisfied with monochrome devices, however to have three different COLOR models the MPC2030, MPC2050 (20ppm) and MPC2550 (25ppm) is Go here for rest of specs and features on blog
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Some of my observations....

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It was refreshing seeing Yoshida back at the helm, however Ricoh obviously has a tremendous amount of damage control to do within the dealer channel. There were a number of dealers not present at the dealer awards dinner, and Ricoh obviously had no knowledge of this as they called out names only to get no replies. Quite a few whispers about Cannon agressively seeking out these disgrunteled Ricoh independents. Congrats to fellow P4P,er Drew Murrah as his company won an award in Black/White MFP
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Vision News 08 Orlando

Well, I only heard from one person so far at Vision. Here's a few notes that were taken: First off, Ican't get clarification that a new A4 color device was shown. Can anyone comment? Ricoh spoke at great length to win back the confidence of Ricoh Dealers. Each Regional VP is now responsible for Ricoh, Lanier and Savin Dealers. Ricoh C900 was there, however it was reported it was not running and notes were taken that it will run heavy stock at rated speed! WOW Launching in December 08 (maybe
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Oce Business Services Shares Winning Document Management Strategies in an Economic Do

internally, can help organizations lower costs and streamline operations during a downturn. These processes include enterprise-wide print/copy management. According to Gartner, most enterprises do not manage their office printers well, having too much and often the wrong equipment and supplies for their needs. Actively managing office printing can reduce spending by 10 percent to 30 percent while reaping real environmental benefits ("Key Issues for Print Management, 2008," Pete Basiliere, March
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Osceola County, Iowa

County auditor Barb Echter presented the board with a proposal to lease two color copiers from Office Elements in Storm Lake. The $12,000 Sharp copiers could be leased for 63 months at a cost of $120 per month each, which would include all maintenance and toner supplies. The machines also have the ability to send e-mails and double as fax machines. No decision was made on the proposal.
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Re: U.S. Launch Of Ricoh Pro C900 Set For GRAPH EXPO

Ricoh shocases Pro C900 at TPE Tim Sheahan, printweek.com, 14 October 2008 Ricoh has announced it is to build upon the awareness of its new high-volume Pro C900 digital printer at Total Print! Expo. The show is the first time the machine has been showcased in the UK following the worldwide launch at Drupa earlier this year. Ricoh is the largest exhibitor at this year's show, and has praised the "targeted" nature of the event. Kristiane Bottom, marcomms and PR manager at Ricoh, said: "There's
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Re: Former Mount Vernon schools purchasing agent charged with bribery

. Between mid-June and mid-July 2005, rose, the former head of purchasing at the school district, accepted a bribe of $3,500 from a sales representative of Ricoh Americans Corporation for his assurance that the company would receive a five year contract from the district for 73 digital copiers, support products and related services. On August 3, 2005, based on Rose’s recommendation, the school district gave Ricoh the contract which exceeded $1 million. Between June and September 2006, Rose
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Re: Gas Price Check

I think if the DOW keeps going lower, so will gas, with that the saving grace for the econonmy maybe lower gas prices. With talking with a CEO of a frieghtliner dealer, sales have been dismal, and to many truckers not making money with the high cost of fuel. However in the last month, profits are back, and consolidation of routes are helping to squeeze additional profit. He and I agreed that if the DOW goes to 4500 so goes a barrell oil to $20. Thus that will be the economic stimulus that
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Re: Vision News 08 Orlando

[b]Just got this from my /b]!! On December 1st, Ricoh will be launching an exciting, brand new, segment 1 color MFP call the Aficio MP C2050/2550 (20 and 25 ppm for color and BW). Some product highlights of this A3 size system are: An internal finisher with optional 2/3 hole punch Standard duplexing at nearly 100% of mainframe speed. Scan to email (w/LDAP), scan to folder (SMB, FTP, NCP), Network TWAIN and Scan to Media (USB/SD Card) Full color VGA/touch panel monitor 1,200 dpi Super G3 fax
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New Heller Layoffs; Axed Secretary Tells of Disappearing Copiers

difficult to work in Heller’s stripped-down offices and being laid off comes as a relief. She said she printed a document, but found that the copier had been been removed before she was able to pick it up. "I have to run down to the ninth floor to get mail and look through 18 bins," the secretary said. "We don't have any records people. They took away our coffee machines. Our cafeteria is gone." Many of Heller’s partners have moved on to other law firms. Those lawyers with expertise in intellectual
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Re: New Xerox 6279 Wide Format

quote: Originally posted by rhutto: Looking for any information on this newly released (yesterday) unit. Here are a couple of attachments Good selling all!!
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Re: Ricoh Introduction of the MP C2800/C3300 & MP C4000/C5000

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The scan to SD/USB device was obviously and afterthought as this device looks and is attached very akwardly. Also it lacks the ability to print files from the flash memory where the majority of our competition can.
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Re: Former Mount Vernon schools purchasing agent charged with bribery

How about the rep and how about Ricoh Business Solutions!!!!!! They should also have the opportunity to GO TO JAIL!!!!!!!
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Re: Ricoh Americas Unveils Color MPC2050/2550

That's correct, good article to read, and also to all the naysayers that beleive A3 will still be the standard in years to come. If you don't have an A4 device to sell, you are gonna get you butt kicked by Sharps new frontier line, the current and proposed Sammy line (next year for 70 & 90ppm A4)
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Re: Gas Price Check

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developing countries such as China, India and Brazil. Fears that turmoil in global financial markets will spark an economic slowdown in developed countries has helped push prices down from a record $147.27 in July. Last week, news of rising U.S. oil inventories, falling retail sales and slowing housing starts fueled concerns that the world's largest economy may face a major recession that will undermine demand for crude. "Oil demand in the U.S. will be a bellwether," Pervan said. "If the US, Europe and
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Re: Ricoh Americas Announces Organization Changes

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I just remember in my former life that when the insurance companies I represented were still being run by "sales minded" people the insurance industry was completely different that the one it evolved into once those companies were bought out and then run by the "bean counters" As long as the "bean counters" surround themselves with good sales oriented support then things can go well, if not, good luck.
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Re: Ricoh Americas Announces Organization Changes

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At Vision 2008 they introduced Martin Brodigan as being the one who doubled revenue and took Ricoh from #3 to #1 during the 7 years he was there (2000-2007)
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Re: Vision News 08 Orlando

That's a real drag and I believe that Ricoh and Dealers will lose clicks and boxes if they do not have competetive A4 boxes. Ricoh touts their new LV color box will be $2,000 less than the MP2000, still that makes the unit higher than the sammy and the proposed frontier box, plus the customer will get 40ppm instead of 25 or 20ppm. I understand this whole value proposition however will the customers understand and enbrace it also. I guess that will be a question that will be answered over the
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Re: What's New MPC 4000/5000

. Improved Toner Quality New chemical toner for improved print quality and support of 1200 dpi printing. Yields are the same as previous models.
-=Good Selling=-
 
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