MFP Copier Blog

Transportation Company Expedites Accounting Processes with Flexible, Digital Workflows

Art Post · 7/15/1810:07 AM

The Salmon Companies, a transportation partner of the United States Postal Service, started using DocuWare to merge its business processes with those of a company it acquired resulting in an efficient, flexible, digital accounting workflow. The accounting process automation improved employee productivity, reduced costs and secured information.

Founded in 1946 for hauling a load of mail for the United States Postal Service (USPS), the Salmon Companies have expanded from a regional transportation company to a key supplier for the USPS. The company has 30 locations and 10 branch offices throughout the United States. Their fleet of 1,500 trucks transport mail throughout almost every state in the nation. Throughout their growth they have focused on using technology to better manage their business and operating costs to achieve their mission of delivering the mail for the USPS “safely on time, every time.”

Requirements

A number of years ago, Salmon acquired a company that used DocuWare. As the two companies merged their processes, Salmon decided to speak with an Authorized DocuWare Partner to see how they could better leverage this technology to fit their unique business needs. Salmon has only one customer, the US government, and fitting the accounting and business process to the government’s expectations is a top priority.

Solution

Authorized DocuWare Partner, Business World, worked with Salmon to identify the needs and inefficiencies in their existing accounting process. They worked with Salmon to build a custom workflow based on amount and location. Salmon loves DocuWare’s modular nature which enables them to easily modify and change business processes to meet their evolving needs. The staff was involved in the creation of the business workflow and Salmon tweaked processes based on employee feedback. The workflow process is based on a system of rules and electronic stamps that route a document through the workflow.

“We have only one customer and we have to mold our system to fit the client; our business is a little bit of a different animal that way. DocuWare’s flexibility allows us to not only work through our custom processes, but drives us to consider more effective and efficient means to an end,” said Steve Christian, Director of IT.

Salmon processes more than 15,000 documents a month in their accounts payable processes. Most indexing is automated with DocuWare’s Intelligent Indexing feature and the solution is integrated with the company’s Microsoft Dynamics Great Plains accounting system, making it a holistic approach to servicing their client.

Benefits

Employee productivity has gone way up now that processes are fast and efficient. Salmon has lowered costs by eliminating the printing of multiple copies of a document and sped up document processing time. Filing errors have been eliminated and additional savings are realized by not having to pay to store paper documents in an offsite facility.

DocuWare has expanded to the Human Resources and Safety departments to securely store confidential information and retain documents with long retention schedules, such as employee files, benefits, discipline, deductions, 401K and driver safety documents.

Conclusion

“If we have a problem we always look to see how DocuWare can fix it. We are constantly reviewing our processes and looking for ways we can improve. DocuWare’s modular nature is a good fit for us,” Christian said.

This document can also be found here:
http://pub.docuware.com/en/the-salmon-companies

For more information please visit our website at:
www.docuware.com

The 3 V's A Sales Professional Takes To Heart To Help Them Crush Sales!

Larry Levine · 7/15/184:54 AM

"When your values are clear to you, making decisions becomes easier"

Roy. E. Disney

Chew on this one for a moment... How much value are you creating for your clients and prospects to help grow your sales?

All too often, I hear sales reps, sales management and those in executive management sing praise to the importance of creating value for their customers and prospects. Inside a sea of sales sameness, VALUE; irrefutably becomes the single biggest aspect within the sales process.

However, in order build value, how many know the true meaning of value? Why is this so important?

"Know thy value, know thy worth"

SEA OF SAMENESS

Too many sales reps act like 'walking, talking brochures', as they simply regurgitate product information. Your clients and prospects aren't buying into your facts and features, most aren't even product oriented in their thinking; what they're focused on is finding a solution to their problems and solving their problems. This is what creates value for them.

When you pound your chest and rattle off great wizardry about your products, you fail to position you and your knowledge as the answer to their pain, frustration or aspiration.

Instead, all you've done is position yourself as a commodity, swimming in the deep blue sales ocean known as the 'sea of sameness'. You've allowed your customers and prospects to base more of their purchasing decision on price, thereby pressuring profit margins as they crush you with the sales sameness hammer.

A true sales professional creates value with their proposition through the eyes of their customer. With 20/20 vision, they clearly gain the opportunity to be viewed like none other in the marketplace; as if they've almost created a new market segment of one. These sales professionals have effectively repositioned themselves from their competition. Price now becomes a less dominating factor within the purchasing decision. I get it, price will always be an issue, but if the customer perceives unique value, price will never be THE issue.

"Creating value not only transforms sales effectiveness, it provides insulation from the price hammer."

THE THREE V'S A SALES PROFESSIONAL TAKES TO HEART

Building strong relationships and understanding holistically what value means, lays the foundation for becoming valuable.

THEY KNOW THEIR VALUE

A sales professional understands their value. They know value is deeply cemented within the foundation of their business house. What makes you valuable? People won’t ever engage in a business conversation nor buy from you if they don’t even understand why they should pay attention to you.

A sales professional understands their value proposition is their promise. It's the value they deliver, communicate and our held accountable for fulfilling.

"How well do you know your value proposition?"

Given customer expectations and the competitive business landscape, a sales professional consistently reviews their value proposition as part of their personal business strategy. They spend time with their current clients to see if they're actually meeting and fulfilling the aspects within their value proposition with them.

On a daily basis, a sales professional will ask themselves...

What do I represent?
What is my ideal self?
How would I describe myself?
What are my values?

THEY KNOW THEIR CLIENTS VALUE

A sales professional always looks at things through the eyes of their clients and prospects. They develop a true understanding of what they value. They realize all customers value different things; as there's no cookie cutter model of what customers value and how to create it for them. The same can be said for different people within the same organization. A sales professional gains an understanding and builds credible relationships with all of the people making up the customer buying team. This is to ensure their sales communication is appropriate for each one of them.

"A sales professional doesn't cut corners and assume they know their clients or prospects value"

By solidifying the relationship, a sales professionals is able to get a better sense of their current business situation and where they want to be; as this information is used to position their value proposition to address their problem and needs.

A sales professional will spend as much time as is necessary in gaining an understanding of client value. They know taking shortcuts and skimming over key details will result in a failure to create and communicate value.

THEY KNOW THEIR COMPANY'S VAULUE

Company values are the guiding principles that are most important to a sales professional about the way the company works.

They align their values to the company's to create a value based go to market strategy. Words they align to...

Being accountable
Making a difference
Helping others
Focusing on detail

When alignment of values happen, people understand one another, everyone does the right things for the right reasons. Value alignment helps the company as a whole to achieve its core mission, taking care of their clients and employees.

"How well do you know your company's mission statement?"

When values are out of alignment, with people working towards different goals, with different intentions, and with different outcomes; this ultimately can damage work relationships, productivity, job satisfaction, and creative potential. In the end, a sales professional marries both values together in harmony and uses this to take care of their current clients as well as to grow new opportunities.

BUILDING VALUE REQUIRES PAYING CLOSE ATTENTION

Done with precision, building value positions sales professionals with a great chance to grow sales and long term business relationships. A sales professional understands the sales process is both the same and different for each customer.

Therefore, to help crush their sales, a sales professional pays close attention to the strength of their relationships, tolerance for change, the customer's current situation and asking the right questions.

To crush sales numbers, it's imperative that sales professionals marry their value, their client's value and their company's value in complete harmony; one that is uniquely suited to promote growth and better business.

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!

I'm writing a book. The title is Selling From the Heart! I'm pouring my heart into every page of this book and I think you're going to love it.Enter your email address here in this hyperlink and you'll be updated as the book is released. You'll also become part of our launch team. As a thank you, I'll have some special bonuses waiting for you!

You can find more advanced training material inside the Social Sales Academy website.

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.

KM 1Rate Program

Four Ways to Compete Against the KM Flat Rate Program

Art Post · 7/10/1811:03 PM

Recent talk tracks in our NJ sales office has been about the new KonicaMinolta unlimited click program.

Just recently one of our reps thought that they couldn't compete with the One Rate program for three A3 MFP's. Those three MFP's were doing a decent volume of color each month. When we did some more digging with the clients color volume and the monthly cost for unlimited pages, we figured the revenue for Konica Minolta was two cents for every color page.

Just as the rep was ending the meeting, the DM stated, "I should just dump all of my HP's and move the volume to the KM's"!

Wow, it's kinda scary if you ask me, however with every program, the lessor will protect themselves with the T&C's of the lease. Thus we'll inform you on how to give your sales people the best shot at picking apart the program below.

T's & C's of the Lease

1) The Evergreen Clause: Notification for end of lease is a short 60 day window for the client. Clients must send notification in writing between 90 days and one hundred fifty days before the end of any term of your decision to return, purchase or renew. The lease will renew for successive one month terms.

2) Maintenance & Supplies: If your use of supplies exceeds the typical use pattern (as determined solely by Supplier) for these items by more than 10%, or should Supplier, in it's sole discretion, determine Supplies are being abused in any fashion, you agree to pay for such improper or excess use.

There's nothing in the contract that states what the cost would be for excess use.

3) Escalation Clause: The escalation clause allows KM to raise the payment up to 10% each year.

Here's the verbiage:

At the end of the first year of this agreement and once each successive twelve month period, we may increase your payment, and the per pay charge over the pages included (Overage) by a maximum of ten percent (10%) of the existing charge, or if less, the maximum amount permitted by applicable law. We may bill you a per charge for all pages for all pages produced between the date of you final invoice and the date when you satisfy your obligations under this Agreement and either purchase or return the equipment to us.

Okay, so I get the escalation (ten percent per year is a lot of bucks) but I'm not sure why there is verbiage about pages and overages. Maybe it's an oops and someone forgot to change that line from the older cost per page lease. If anyone knows please use the reply thread.

4) Origination Fee: $100 is added to the first invoice for an origination fee.

5) Termination Fee: We reserve the right to charge a fee upon termination of this agreement either by trade-up, buy-out or default. Any fee charged under this agreement may include a profit and is subject to applicable taxes.

Okay, I understand this part also, but how much is the termination fee? It's very open ended.

6) Supplies: Clients are expected to pay for shipping/handling of supplies. Which leaves us to how much is the cost to ship, and how many times would they ship each month. A mere $20 per shipment per month adds a whopping $1,200 on a 60 month lease. Could it be $30? Seems no one is sure.

How to Compete Against unlimited clicks

1) You'll need to have a copy of the KM unlimited click program lease with you at all times. In addition you'll want to highlight all of the terms that I've listed above.

2) You'll need to read the lease several if not many times to become familiar with each and every one of the pitfalls. Searching for each pitfall in front of the client means you're a rookie and you haven't done your home work.

3) Have a pen in hand and figure the escalation clause numbers with your client. As far as I'm concerned the verbiage of "we may", means "we will". Don't forget to include the shipping charges, or ask the client if the rep informed them how much the shipping charges will be. I'm betting dollars to doughnuts that most KM reps won't bother to read the lease they are selling. Your knowledge of the KM lease can put you in the drivers seat.

4) Maintenance & Supplies, especially the line that talks about the additional charges if the client exceeds the typical use pattern by more than 10%.

While we don't know what the KM pattern looks like, we can present the client with sample print documents that show the percentage of fill (toner) for each document. The key is to also have the "What is Page Coverage Book" that we have posted in the Doc's & Pic's section of this site.

Your job is to show the client every page of the book and let them tell you what type of documents they print the most. In many cases the coverage will far exceed the industry standard which is 20% coverage for color and 5% for black. You then need the client to buy in that thier coverage could be more than the KM pattern. But how would they know if they don't have a copy of the KLM pattern. Point is they don't unless they can get one. The un-certainty what that document is will lead to the risk that they will use more fill (toner) that what KM allows.

Closing

The unlimited click program is going to be awesome for certain clients, and we're not going to be able to beat it. But for heavy users there can be a lot of risk entering into agreement that is severely one-sided for the lessor.

Keep in mind that any reductions or waivers require approval of the President of the Direct Channel. Taking a sales persons statement that we'll waive that part may not the right statement.

Me? I'm doing exactly what I outlined. I'll have everything with me to give myself the best chance of winning. Remember the old saying, "if you can't beat them, then join them". It may come to fruition sooner than we think.

-=Good Selling=-

This Week in the Copier Industry 15 Years Ago

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

Art Post · 7/8/189:11 PM

Kobylensky Named Konica VP of Color Sales

7/7/035:37 PM

Kobylensky Named Konica VP of Color Sales Konica Business Technologies U.S.A. Inc. has announced the promotion of Robert (Bob) Kobylensky to vice president of color sales. Kobylensky, who joined Konica in December 2002 as director of color sales, direct channel, will now be responsible for the overall sales initiatives for Konica's color product line. He will report directly to Yasuo Matsumoto, president and chairman of the board. "Bob is a key addition to the Konica senior management team

Topic

Ricoh Introduces 2034/45

7/2/036:16 PM

suited for use in various vertical markets. These new systems, which come standard with Ricoh's high speed ARDF, can also be purchased as connected systems with digital copying, network printing and scanning standard (Aficio 2035 S/P and Aficio 2045 S/P). When configured to print, these systems can take advantage of Ricoh's unique Printer Description Language (PDL) and Refined Print Command Stream (RPCS). This user-friendly printer driver dramatically increases user productivity by enabling

Topic

Ricoh Makes Businessweek's

7/1/035:17 PM

automation equipment and electronics, with fiscal year 2002 sales in excess of $14 billion. The Company oversees Ricoh operations in North, Central and South America, including the Ricoh, Savin, Gestetner and Lanier brands. For fiscal year 2002, Ricoh Corporation sales exceeded $2.8 billion. Ricoh Corporation is a leading provider of multifunctional document systems including color and black & white digital imaging systems, facsimile products, printers, scanners, digital duplicators and wide format

Topic

IKON POWERPRESS

7/1/035:14 PM

simulations. Launched in the U.S. in April, the IKON PowerPRESS will be available in Europe through IKON's locations starting July 2003. About T/R Systems T/R Systems ( www.trsystems.com ) provides the printing and publishing industry with an integrated software suite that transforms digital copiers and printers into powerful, scalable print-on-demand systems. Our solutions turn complex document production tasks into efficient automated business processes. T/R Systems' solutions are used by a

Topic

Canon to invest

7/3/038:37 AM

Canon spokesman said the amount hadn't been decided. Canon (CAJ: news, chart, profile), known for its cameras and printers, will focus on researching and developing ultra-fine particles for ink jets in a new center in Kawasaki, near Tokyo, while improving R&D into nanotechnology, fuel-cell batteries and new optical materials at its Tokyo offices. Two new centers in the prefectures of Kanagawa, also near Tokyo, and in Utsunomiya in northern Tochigi, will develop production techniques for large

Topic

Blacksmiths, auto mechanics, typewriter technicians and copier technicians

7/7/035:36 PM

Italian army still had blacksmiths. They probably needed far more typewriter repair people. Whoops, in those days, there was no political correctness, and far less equality of sexes. They had repairmen, not repair people. And let’s not forget that U.S. Special Forces on horseback in Afghanistan have chased the bad guys in the 21st century. From about 1900 to about 1980 or so, there were more typewriter repair people, and fewer blacksmiths. Somewhere around 1980-1985, typewriters went electronic

Re: Canon iR 3200 Pricing

Jay · 7/1/0310:29 AM

quote: Originally posted by salesguru3: Can you tell me who that was or how I could find a dealer that does this? I am about to lose to the Canon simply because of the paper supply. THANKS We added a lct to a 3800CMF(had to remove tray 3 of course). no problems other then is a little higher the most copiers. I thought Ricoh was going to offer the LCT on the 7000 as a "real" option.

Topic

HP Losing Market.......

7/7/039:18 AM

-president of sales and marketing for HP's imaging and printing business, said the company had a particularly strong fourth quarter and said he saw no reason for concern, despite the sequential drop in market share. "I don't have any indication that there is some trend that we are falling way back," Mr. Morgan said in a telephone interview. "We had an extraordinary fourth quarter." The first-quarter figures don't show an impact from Dell Computer, which started selling printers in March. Mr. Morgan said

Topic

Rebates CL7000 & CL 3000

7/2/036:14 PM

1 printers purchased from Ricoh or an authorized Ricoh dealer/reseller (invoiced between June 1, 2003 and August 31, 2003) are eligible for rebate. IMPORTANT—TO BE ELIGIBLE YOU MUST: A. Send a copy of your original invoice (from the dealer/reseller from which you purchased the Ricoh CL3000, CL7000, CL7000CMF, CL7000D, or CL7000DT1) along with copies of both your Rebate Claim Form information and printer configuration page. The invoice must have the model number and serial number of your unit you

Topic

Canon Feeding 12x18

7/1/034:01 PM

Does anyone know if the Canon iR 5020 will feed 12x18 through the By-Pass Tray? If you don't have an answer for that model, please reply for the known iR 5000, which should give me a frame of reference.

Topic

Ricoh 2105

7/7/037:57 PM

Ricoh 2105 w/RT42, w/SR840, W/PS Kit, w/256 MB, w/PS III $42,400 No minimum .004 CPC

Re: Canon Feeding 12x18

7/1/036:10 PM

All their literature says 11x17. I can't imagine that it can, otherwise it would say so. Heck, Ricoh made it a point to specify it. And the only other black & white that I saw with 12x18 in the Better Buys for Business publication was Xerox. All others are 11x17. This could be a nice perk for construction, engineering and other environments that require B&W 12x18 capabilities.

Re: Need Good People

7/5/039:37 AM

Hi, I'm 28 years old and from South-Africa. I've been in office automation sales for Canon SA for 3.5 years. For the last 3 years with Nashua Western Cape which is the Richo distributor in SA. I am in need of a new challenge and willing to relocate. Please send me some more info regarding the position. Regards, Stefan Stander stefans@nashuawc.co.za

Topic

Ivy admits he did it!

7/2/036:03 PM

sympathetic ... and will most likely speak on his behalf at his sentencing," Hanlon said. Ivy spent 20 years at the West Caldwell-based Ricoh Corp. before resigning in March, five months after he had been named president. Ricoh is a diversified office automation equipment and electronics provider with annual sales exceeding $2.2 billion. Ivy has since gotten another management job, his attorney said.

Topic

Toner Yields — Let's Get Real:

7/7/037:05 PM

printer's 5 percent as an "average" toner yield, partly because of the e-mails that are printed. Slawetsky has tested this theory on a limited basis and found it to be close to the truth — for printers. However, the problem for the copier dealer is that people do not run to the copier to make 50 copies of their e-mails. They run to the device to make copies of brochures, PowerPoint and other toner-eating documents. Printer resellers do not get the "copier headache" because a lot of their sales are

Re: Need Answer ASAP on 1055 Printer Kit

7/1/038:05 AM

Ricoh has instituted printer kits for some of the existing models to make ordering easier for the dealer and themsleves. "kits" include nic, memory and printer controller. You do have a point in reference to the NIC still being on the RMAP pricing, however this could be for "add ons" (exisiting systems that need the nic only. Art

Re: CL 7000 Launch

7/1/0310:02 AM

Does anyone know if the Ricoh CL 7000 will differentiate between black and color in mixed jobs? Will the color drums drop rotation when a black page is printed in a combination color/black print job? Does the drum wear from rotation or from being written?

Re: 3800 Quality

Graham · 7/1/0310:19 AM

The 2138 is Lanier's product number for the 3800C Ricoh printer. The NEW Lanier number for the CL7000 will be or is LP138C

Re: Canon Feeding 12x18

7/1/035:09 PM

One of my customers, who I sold his first Ricoh 2105 has 5 iR's. I called him and he did not know!!! Art

Re: Assist With Color Section of RFP 2

Flying_birdman · 7/3/032:36 AM

Sounds to me like the Canon rep wrote the bid. Play the cards you have and hope the customer see's the value of your bid versus what the competition is telling them they need.

Topic

T-Shirt Transfers

Old Glory · 7/7/0310:33 AM

I had a 1224C S/P sale nixed by the service dept because the guy wants to do 100 or so T-Shirt Transfers a month on his machine. They nixed it because "Ricoh does not support coated stock and T-shirt Transfers are coated" I'd love to hear you guy's take on the subject.

Topic

UNIX question from the League

7/2/036:06 PM

Has anyone encountered problems with Printing applications from UNIX to the 1060/1075. I have a customer who is printing duplexed invoices, about 3,000 at a time, and about halfway thru 6 to 10 of them will print backwards, then they will correct themselves and print the correct way. I believe it is in the program itself, but the customer needs to make sure it is not a problem on our end. The system is also loaded with Memory Thanks

Topic

Read This...

7/1/035:19 PM

Stewart, vice president of color marketing, Xerox Office Group. "The results overwhelmingly indicate that small businesses not only understand and appreciate the benefits that color brings to their business, but also are using it to work smarter." According to the most recent U.S. Census, 98 percent of U.S. companies are small businesses with fewer than 100 employees. The majority of small businesses surveyed - 66 percent - have the capability to produce color documents in their workplaces

Re: Need Answer ASAP on 1055 Printer Kit

7/1/031:10 AM

Mike, I think you're going to get "burned" again. If the 1055 printer "kit" truly included nic and memory, then why is the nic price itemized, as well as the memory? There are no notes stating that the kit includes any of that. The RMAP pricing notes is always the place I go to for answers like that. No mention whatsoever. I think we should post this question on Aficio League, and see what kind of answer we get from Dave Callahan.

Re: 3800 Quality

7/1/039:54 AM

quote: Originally posted by Jayson Gilbertson: To All, Ricoh has a fix for the low humidity backgrounding problem on the model 2138. They have changed the developer assembly and made a cut in during production. There is no difference in the ordering data. Essentially, they increased the speed of the agitation roller revolution by 1.5 times which changes the toner distribution and charge properties. It is easy to identify the new style developers - see attached picture. I have checked our stock

Re: CL 7000 Launch

7/2/032:01 PM

quote: Originally posted by Graham: It does differentiate between color and black but I don't know about the color drums dropping rotation. I am going to assume NO because the CL7000, like the 3800C slows down to 28ppm for the rest of the job as soon as it hits a color page and remains at that speed unlike the 1224/32. Graham Thanks Graham, a rep from Ricoh did elude to having the system set up properly for that to occure but she did not know the details.

Re: Pricing from Xerox

Amanda · 7/2/035:54 PM

Pricing from Xerox quoted to a city government office: Xerox 425 dF, duplex: $5,090

Re: Pricing from Xerox

7/3/038:28 AM

Xerox 425 w/ADF, Duplex, Fax, 3 Drawers... $226 on 48 $197 on 60 Includes 2,500/mo. Service & Supplies!! They pay insurance & Property Tax. Tyler

Re: T-Shirt Transfers

Ted · 7/7/0310:55 AM

Maybe the CL7000 can do it. They say they can now do coated or glossy stock on that machine. I am attaching the paper sotck recommendations from Ricoh on the CL7000.

Re: T-Shirt Transfers

7/7/0311:24 AM

The whole coated stock thing has gotten crazy. When they were introduced we were told the 24/32's would do coated stock. It was emphisized in fact! Now we find out that Ricoh Japan supports it for coated, but Ricoh USA does not! Are they going to pull the rug out from under us with the 7000's too?? Tyler

Re: Next Generation Architecture

Graham · 7/7/035:03 PM

selling point for you. Graham

Re: T-Shirt Transfers

7/7/037:31 PM

2 (16-28lb) Note: Maximum paper size is 8.5 X 14” CL 5000 Paper not supported by this printer NOTE: Coated paper and envelopes are not supported • Paper meant for an ink-jet printer • Bent, folded, or creased paper • Curled or twisted paper • Envelopes • Torn paper • Wrinkled paper • Damp paper • Paper that is dry enough to emit static electricity • Paper that has already been printed onto, except a preprinted letterhead • Coated paper • Special paper, such as thermal paper, aluminum foil

Re: T-Shirt Transfers

7/7/037:44 PM

crossover value becomes truly apparent, delivering the printability and appearance expected of a #2 grade paper. At the light basis weight end, Influence is the perfect choice for lightweight catalog and magazine applications that require prime print gloss and smoothness. The consistent quality and number of choices throughout Influence's weight range is testimony to International Paper's commitment to all basis weights in the #3 category. I am not recommending these papers, just trying to inform

Topic

Assist With Color Section of RFP 1

7/2/038:22 PM

ANY IDEAS... There is a significant B&W component to the RFP. · One standard output device for editorial departments that offers consistent high quality. · Devices required must print at least 30 ppm. · Rips must be capable of interpreting large (50-100 Mb) Postscript level 2&3 files without errors · Easy process for maintaining the color calibration on these devices. · All devices must have basic finisher, automatic document feeder, stapler network connectivity, Postscript RIP, scanning

Topic

Assist With Color Section of RFP 2

7/2/038:24 PM

ANY IDEAS... There is a significant B&W component to the RFP. Color Proofing · Support printing industry accepted color-proofing output with SWOP certification. · Devices must be able to consistently hold calibration and be able to be calibrated between devices. · Needs to be able to support multiple levels of security for users. · Rips must be capable of interpreting large (100 Mb) Postscript level 2&3 files without errors

-=Good Selling=-

This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago, The First Week in July 2008

Art Post · 7/8/188:26 PM

Not much here this week, seems the entire industry was probably on vacation.

Enjoy these threads from ten years ago this week!

Weekend Copier Notes from 06/29 & 07/06

Neal · 7/7/087:30 AM

. - In a recent article in What They Think magazine, the following companies were mentioned as owning most of the inkjet print head technology patents that are used by many vendors: o Xaar o Dimatix/Spectra (used in new Fuji JetPress 720) o Panasonic (used in Kodak Versamark) o Kyocera (used in Oce’ JetStream) o Epson (used in Screen Truepress) o Toshiba (licenses technology from Xaar)(used in Riso HC5500) o HP (used in its own products) - Printable Technologies, maker of FusionPro variable data

Re: Is anyone else facing this from Xerox?

Chuck · 7/4/081:48 PM

especially if they're in a marketplace where Canon or Ricoh or Konica Minolta have a much more competitive (read that "Less costly") Gov't Bid program in place and Xerox would not ordinarily be able to place equipment and sell toner otherwise. It work extremely well in the 70's and 80's for me as a K-12 Rep then.

Topic

Ricoh MicroPress Connectivity for the Pro Series

7/7/088:26 AM

Ricoh is pleased to announce the launch of the MicroPress Connectivity for the new Pro 906EX/1106EX/1356EX, the newly updated PrintStation 0135R. The PrintStation 0135R now supports the dynamic new finishing capabilities that make the new Pro Series unique in this market segment. Designed for customers that require superior make-ready and advanced workflow management capabilities, the PrintStation 0135R and the new Pro 906EX/1106EX/1356EX provide an unbeatable combination for your production

Member

okidatarep

Topic

Ricoh Release of Perfect Binder GB5000

7/7/088:26 AM

Ricoh is pleased to announce the release of the new Perfect Binder GB5000 and its related accessories for the new Ricoh Pro 906EX/1106EX/1356EX systems. The Perfect Binder GB5000 automatically creates perfect bound books in-line up to 200 sheets (that’s 400 pages in duplex mode), and it provides trimming on up to 3 sides of the book providing the capability to create professional looking books with “full-bleed” covers.

Topic

Ricoh Introduction of DWG/DXF/DWF Option and Upgrade for the RW-480

7/7/0811:23 PM

Ricoh is pleased to announce the availability of the newest versions of the DWG/DXF/DWF option and Upgrade option for the RW- 480 Controller and RW-3600 controller. These options are now available for purchase and support PlotBase 3.7.1 (RW-480 & RW-3600) and AutoCad 2008. Refer to the charts below for EDP code number for the appropriate RW-XXX Controller for your customer. Option and Upgrade Option Overview: The DWG, DXF and DWF are AutoDesk native file formats created in their AutoCAD

Member

ricohtsm

Re: Political Speeches

John Roof · 7/2/089:31 AM

of having air conditioning in the summer and heating in the winter? C. Could it be that 95.4 percent of these unhappy folks have a job? D. Maybe it is the ability to walk into a grocery store at any time and see more food in moments than Darfur has seen in the last year? E. Maybe it is the ability to drive our cars and trucks from the Pacific Ocean to the Atlantic Ocean without having to present identification papers as we move through each state? F. Or possibly the hundreds of clean

Member

rastaman

Re: Network Install Guide For Dummies

JasonR · 7/1/088:24 AM

This is why I don't like General Guides If a customer is using DHCP, simply picking a higher number is not safe. You (and your contact at the customer) may not be aware of other factors. There may be a different class of devices (such as servers or printers or whatever) that is placed into a higher DHCP range. If you want to be perfectly safe when the customer is on DHCP, their IT should provide you with an IP. Of course, I've grabbed a seemingly open IP in order to get he printer working too .

Re: Network Install Guide For Dummies

7/1/089:08 AM

quote: their IT should provide you with an IP Of course, if they have an IT person. How many times have I heard "The salesman said you would take care of it all!" (dangling a check over my head)

Re: Network Install Guide For Dummies

John Roof · 7/2/089:06 AM

If the customer can't give me an IP or know of one that is available, I will use the one that was in the printer/copier that I am replacing. If it is a new install, I will ask their IT what IP to use or have them do it. So far it has not been an issue.

Re: Savin 8075 Phantom Jams

John Roof · 7/2/089:02 AM

going to complain about a machine when it is their own stupidity. The adage goes "It's always someone else's fault, but not me." This machine consistently runs 60k+ per month from both prints and copies, and the jam count now is less than 8 and those are not from the bypass tray.

-=Good Selling=-

3 Strategies Sales Professionals Use To Decline Being Invited To The Pity Party Of Discouragement

Larry Levine · 7/8/1810:00 AM

"Disappointments are inevitable; discouragement is a choice"

Charles Stanley

Sales professionals constantly face the temptation to give into discouragement. Bad news and rejection are inevitable in sales. What's important is how you handle it.

Let's be honest, we all get discouraged. It’s just one of those potholes we face as we navigate down the road called sales.

When we get discouraged our attitude, belief and emotions turn negative. When this happens our productivity plummets, we tend to retreat, withdraw and bitch about everything. The risk of giving up on whatever we’re working towards starts to run amuck.

A career in sales is not for the light-hearted. Hitting or overachieving steep quotas along with sales managers who reek of commission breath are things sales reps deal with every single day.

We all have limits. And, sometimes, frustration sets in, getting the best of us.

As a sales professional, getting frustrated is a business recipe for disaster. I’m sure you’ve experienced some degree of this within your sales journey.

Discouragement, it interferes with your ability to do things right, things you normally have no issue in handling. Your sales performance suffers. Quotas are not hit which results in even more frustration.

"Discouragement is a constant temptation and something that can be a constant companion if we don't have a strategy."

Sales professionals ask great questions in order to prevent themselves from succumbing to the pity party of discouragement.

They self-reflect for a moment, asking themselves...

The last time I got discouraged, what worked for me in the past?
How have other sales professionals and people I look up to overcome discouragement?
What off-the-wall thing can I do to overcome being frustrated and discouraged?

Knowing the source of discouragement is the first step. You can't take control of something you don't understand.

"Change your sales sob story into a sales success story"

3 STRATEGIES TO USE TO DECLINE THE INVITATION TO THE PITY PARTY

First, let's define a pity party. It's a way of experiencing discouragement, in which you spend time feeling sorry for yourself; whining endlessly about how crappy your sales life has become. Invites are usually sent out to close friends and loved ones. They attend to comfort your poor soul as you ask yourself what you did to deserve the discouragement.

Sales professionals cut out the bitching and just do something about it.

SELF-REFLECTION

Benjamin Franklin said it best, "early to bed and early to rise, makes a man healthy, wealthy and wise." Adapt to it and learn to enjoy early mornings. Think about capturing the first hour of every morning to set aside and self-reflect.

Reassess and recharge through mental exercises. The best way to avoid being hit over the head with the mental hammer is exercise. Spend the first hour of every morning clearing out your mind and taking care of your body.

"When your mind is not clear, it starts to play tricks on you"

Secondly, reconnect with your values and reflect on them.

Every morning ask yourself...

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

Self-reflection allows us to understand what's important, and focus on what might be done differently.

RECONNECT TO GOALS

Striking out is part of the game of baseball and it happens to all of us in sales. A baseball player misses out 70% of the time but is consider a "stud". Understand that striking out is a part of sales. A true sales professional will use this to reconnect to their goals.

In my last blog, I spoke about recalibrating, reconnecting and recharging to help you crush your second half goals. Overcome discouragement, take out your sales plan and realize failure is built into it. Reconnect with your activity and drill into your activity as this will help you to avoid being frustrated.

Reconnect emotionally to your goals. The nice thing about emotionally reconnecting with your goals is that it's inherently personal. Self-reflect and reconnect back to your goals.

Ask yourself...

What do I need to do differently?
What am I willing to change?

Reconnect and refocus... Does the goal still resonate with you? Why is the goal still important to you?

This is a great time to reconnect to what matters.

Check out our latest Selling From The Heart podcast as we discuss "Proactive strategies to overcome discouragement"

REINVEST IN YOU

The sales profession reminds of the National Football League. It's smash mouth, an in your face, full contact business sport. You get knocked down and you must rise back up. You must take rejection and brush it off just like a quarterback sack!

How many dials do you need to make in order to set up one quality appointment? I don't care if the number is 25, 50 or 75; it's downright tough!

The best sales call you can make, is to yourself. I guarantee you will get through 100% of the time!

Investing in yourself has the single best return on investment and combats being discouraged. Invest in learning a new sales skill. Invest in developing yourself personally and professionally. Invest in hiring a coach or mentor. Invest in building better relationships.

Invest in yourself and stay truer to true.

One must give to themselves first before they can give to others. This takes personal commitment but the rewards are well worth it.

Reinvesting in yourself packs a powerful punch!

TIME FOR ACTION

What's your plan the next time you find yourself getting discouraged?

Overcoming discouragement is a temporary obstacle. You must learn how to process it. Once you start executing your plan, the discouragement you feel will leave as quickly as it appeared. Hold on to your vision and your values. No one achieves success without periods of discouragement and failure. Don’t give up. Don't accept the invitation to the pity party!

You can find more advanced training material inside the Social Sales Academy website.

About the Print4Pay Hotel

Art Post · 7/2/1810:32 PM

I wrote this for the old google blog "MFP Solutions" about six years ago. Back then I had to keep a separate blog and the copier forums.

I'm glad that you stopped by!

My Name is Art Post. I started in the industry over 32 years ago by answering a newspaper wanted ad for learning how to become a copier technician (1980). This job/school paid $3.75 per hour. I interviewed for the job and like most interviews, they said, “we’ll call you kid” (I was 22 years old). A few days passed, then a few weeks, and I figured “so much for that job!”
Early one morning the telephone rang. It was "the school of copier repair". They asked if I still wanted to go to the copier school. Since I was unemployed and I was not doing anything else that day, I said ok, I’ll be there. I hopped on my only means of transportation which was my 1980 Harley Roadster and off to school I went.

I was never good at fixing anything… although I had quite a
passion for taking things apart and not being able to put them back together. Needless to say this showed in my job performance. I was out in the field taking things apart and trying figure out how to put them back together! Some of the calls were easier, some were absolutely embarrassing and others I actually fixed the problem and didn't even know how I fixed it. My days of being a copier technician were numbered.

After three months on the job and leaving assorted copier parts all over the state of NJ, the owner approached me and stated that they would have to lay me off, however, if I was interested they would offer me a shot at selling copiers. Again, I had nothing better to do so I took the job and never looked back. Needless to say 30 years later, I'm still in the industry selling commercial accounts!

Personally, I've been a coach for baseball for many years after my son turned 5 years old (he’s now 27). I read many coaching books and listened (a key part of selling) to others who had more knowledge than my self in the game of baseball. Turns out that I had a passion for coaching, not just baseball but helping other sales people succeed with selling copiers.

There are the 3’D’s of baseball…Dedication, Determination and Desire. Gee, after all of these years I was using all three of the D’s in my selling career and I didn't even know it!

1. Dedication: To be the best at what you do (hell it pays the bills and feeds the family), how much more do you need to
succeed? Read the books, know the industry, and learn from others.

2. Desire: … to WIN … all the time! Don’t take no for an answer and always believe that there’s got to be a better way and break out of the box when needed.

3. Determination: Keep moving forward. Knock on another door or make another phone call after you have stared into the face of rejection for the 40th time that day. Sales are what you make of it. If you practice the three D’s, there is a good chance that you will succeed in our industry!

After all, when I started selling copiers we only had four different models to sell. I was working for a Minolta Dealership and was selling the Minolta 310, 320, 530 and the 530RE. That’s it … four different models! My… how the industry has changed! Along came faxes, zoom lenses and then the introduction of Document Feeders and Collators.

Sales are what you make of it.

I believe if you practice the three D’s, you will succeed in our industry!

My income from “down the street” sales is more than six figures per year! Not bad for selling copiers. I’m a Million Dollar Revenue Man! However, I also realize that I always have to keep learning the new technologies and learn from others.

What is the P4P Hotel and what is its purpose? A resource for imaging professionals by imaging professionals! We're not just giving you the news and a few BS articles every month, P4P members are on the street everyday and then sharing their information by night.

The goal of the Print4Pay Hotel is to Inform, Share and Maintain the highest degree of knowledge for the Digital Imaging Industry.

Years ago there were few copier models per manufacturer, and we had 12 or so manufacturers or resellers of copiers. Soon there after, we had the introduction of the fax machine. Then another two or three models were added. In time, more machines, more supplies and more accessories were demanded.

Currently, each manufacturer promotes over forty pieces of hardware mainframes, not to mention a tremendous amount of options and supplies for these digital MFP’s. Add both 3rd party and manufacturer's suggested software to your list...well it's overwhelming at times!

Enter, the P4P Hotel!

The days of selling “boxes” is over. Today you MUST “sell solutions” to survive and thrive. In order to do this we are not only required to understand our own product offerings, but we MUST also know our competition’s offerings as well. While retaining all this knowledge (yeah right), we still must prospect, consult, evaluate, listen and then “close” the sale. Need I say more?

P4PHOTEL was envisioned as a means to satisfy our “Need for Knowledge”. We have developed this site for the Digital Imaging Specialist to share information and to find answers quickly! P4PHOTEL is a place to store our knowledge, share and make searchable our knowledge, while sharing inspirations, ideas and our passion for our industry.

We hope that you find this site useful and encourage your input while “daring” you to challenge yourself to be the best in the industry. This is not a site to prove “how smart you/we are” so don’t be afraid to ask even what you think is the simplest or dumbest of questions. If you accept our challenge and join, you will find that the original members of Print4Pay HOTEL are among the “Best in the Industry” and with your active participation, you soon will be too.

Go here for you FREE membership!

Thanks and Good Selling

I Wouldn’t Buy a Fuji Xerox

Vince McHugh (Guest) · 7/2/1810:13 PM

July 2, 2018

FujiFilm is suing Xerox for a Billion dollars because Xerox backed out of the merger after one of the Xerox Board of Directors staged a rebellion. “Fujifilm (also)…threatened to compete against Xerox Corp …if it failed to renew its technology agreement in 2021.”

If you are unaware of the relationship between Fuji and Xerox, Fuji makes a large portion of Xerox’s line of Office equipment. Your Xerox Rep probably just calls them “Xerox” because he doesn’t want you concerned about Who makes your Xerox. But I would be concerned especially if I was about to buy a Fuji Xerox. In fact I wouldn’t buy a Fuji Xerox. I bet your Xerox sales guy says it’s not a problem. And it’s not a problem until it is a problem, but then IT’S YOUR PROBLEM! And then what? Xerox will blame Fuji, and Fuji will blame Xerox and you will be in the middle. That’s why I wouldn’t buy a Fuji Xerox, at least until this battle of the Titans has been resolved. There are plenty of good, stable MFD (digital copier) manufacturers out there that you can buy from. Don’t make Fuji & Xerox’s problem YOUR PROBLEM!

That’s My $0.02
Vince McHugh
vince.mchugh@yahoo.com
WWW.NECS.BIZ

Note from Art

Vince has been a valued P4P Hotel member for as long as I can remember. Back about 5 years or more Vince was in NJ for some training, thus we had the chance to have dinner at the Memphis Pig Out in Atlantic Highlands, NJ. I still remember that dinner well and the great time we had talking about the past, present and future of the copier channel. Vince also has his own blog called The Connected Copier, it's and awesome blog for all!

R.J. Stasieczko

Freedom is not a pass to be Disrespectful

Ray Stasiezcko · 7/2/182:30 PM

It’s 2018 two hundred forty-two years since the American Revolution ended and began the greatest government experiment in history. Our political landscape is no calmer today than it was in the beginning or, through the decades since its beginning. Our nation’s political partisanship seems to be the one consistent thing to maintaining our government. One should fear too much agreement over the peaceful diplomatic disagreements.

It seems that many have blended protest with disrespect then claim that freedom gives them the right to do both. If one has the freedom, they, in fact, have the freedom to protest. However, if one has self- respect, they understand the difference between protest and disrespect. The cost of freedom is always the blood and lives of dedicated soldiers who can’t imagine the cost to society of Freedoms alternative.

We are getting distracted from the argument of disrespect when we attempt to align a disrespectful act with a right of freedom. Yes, one is free to be disrespectful. However, when one elects to be disrespectful, it’s not about freedom it is about them being disrespectful. Our soldiers fought, and still fight and die for the freedom of the repressed, but none of our soldiers fought and died yesterday or, today for others to hijack freedoms purpose in-order to be disrespectful.

"Freedom is a Pass to Protest it’s not a Pass to be Disrespectful in the name of Protest."

R.J. Stasieczko

This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry 10 Years Ago, The Fourth Week in June 2008

Art Post · 7/1/188:45 PM

Dang, me and the entire industry must have been on vacation this week!

Enjoy these meager threads from ten years ago this week!

Weekend Copier Notes from 06/22/08

Neal · 6/23/088:40 AM

and management software to large corporate customers  Graphic unit will offer printers and supplies to wide format users o Most of the U.S. employees of the printer division (3,400) work at the division headquarters in Boise, Idaho, which designs the products, while manufacturing is done overseas. - Ricoh launched a new print-only color laser system, the Aficio SP C420DN offering: o 31ppm top speed color or b/w o 1200x1200dpi top resolution at half speed (600dpi at full speed) o Does NOT offer

Topic

Printing Company Wanting Production Color

John Roof · 6/26/0810:51 AM

I need some suggestions. One of our production printing customers wants a color system that will print up to 12 point chromecoat, either from the bypass tray or other trays. The other feature is that it must print up to 12x18 paper. They have looked at the Savin C7570, but I was told this unit will only print up to a 10 point chromecoat, which they could live with, but they want another option. Speed is not that important as long as it will print on 12 point chromecoat. Is this an area that

Topic

'Japannovation' marketing strategies

6/23/0812:17 PM

the most sustainable companies in the world. During Earth Day, the firm turned off all its lights as a "gesture of commitment to environmental protection." Today, Iwamoto said Ricoh has overtaken Fuji Xerox in the copier business. Iwamoto said "there is really no stereotype innovation model." "Every company tries to create its own innovation model to promote brand differentiation. Today, the Made-in-Japan or the monozukuri concept is no longer just for manufacturing high quality products as in the

Topic

Xerox 7232

Neal · 6/28/087:33 AM

Xerox Authorized Agent: Xerox 7232 Stand $7,000 .008 b&w .055 color service only, no supplies included

Topic

Remote Web Workplace

jswinberlin · 6/23/089:35 PM

Not sure really where to post this, so here goes. I use a Windows 2003 Small Business Server at the office and Remote Web Workplace to work from home. It appears that in order to enable printing to the printers from the house, the server establishes a connection by sending what appears to be a print job and then deleting it. The problem is that although I try to keep it clean, I often have many printers installed on my laptop and it ends up with hundreds or thousands of jobs in the queue of the

-=Good Selling=-

This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago, The Fourth Week in June 2003

Art Post · 7/1/188:38 PM

Fifteen years ago, hard to believe that many of us have seen so much come and go during those years.

The Ricoh Aficio 1224 was an A3 color device that printed 12 pages per minute in color and 24 pages per minute in black. We had some horrific problems with speed when the Ricoh 1224 would go into an auto calibration during a print or copy run. It would take up to 5 minutes to calibrate and then restart the print job, and yes we had many frustrated users because we weren't aware of how the 1224 calibrated. Too boot Ricoh also never made us aware of the issues.

Enjoy the threads from 15 years ago this week!

Continued 1224 stuff...

Graham · 6/24/0310:42 AM

1000 copies for calibration versus 200 is consistent color quality on long runs ... but then again if you are selling this for long run jobs, well you just placed this system outside of its intended target ... the general office volumes up to 8,000 per month. The setting for check toner every 50 copies? I would suggest that your technicians check with Ricoh tech support for a recommendation in making changes. Afterall, we sales personnel are not technicians. But we need to make them aware of these

Topic

Ricoh's Print 4 Pay Program....&*&%

6/23/034:29 PM

Here's a gotcha for you, I applied for P4P status for an exisitng account. This account uses a VT6000 to print, plus they have direct mail services and an internet newspaper. Ricoh RMAP declined them, stating that they are not in the printing business. We said hold on a minute!, RMAP obliged and asked that we send some sort of advertising that states that they do printing. WE DID, plus we set a copy of an invoice for printing that htey resold. RMAP declined it again! This time they stated that

Re: Canon iR 3200 Pricing

6/24/032:08 PM

Here is a real quote on the Canon 3200 that a client gave me today. This unit is loaded but does not include scanning. Total purchase price $15,570.00. Service and Supplies as follows: $95.00 base includes 1,000 color copies/prints and each color copy/print $.089 Zero base for black and white and each impression billed at $.017 I don't know about you guys, but my 3800 series service pricing is not even close to this. How about you other Ricoh guys (outside of Dallas of course) How does your

Member

Scorotron

Re: 6513 vs. Doc 12

6/25/0310:57 PM

From: salesguru3 (Original Message) Sent: 10/31/2002 2:55 PM Hey, I am in against Xerox on a Doc12 and my client needs this device to be able to do match print type proofing. He says the Werox can do it and it is because of the Imation Front End on the Doc12. What does that mean and can the 6513 now, or will it be able to with the graphic arts package and the E820 controller? THANKS!!! Posts: 1210 | From: Highlands | Registered: Mon January 06 2003 Docusultant Manager posted Tue January

Re: 6513 vs. Doc 12

6/25/0310:46 PM

Wish I could help, I am only familiar with the old "splash" rip for this system. The DOC 12 is very vunerable as a print unit. erox DocuColor 12 "User Comments" ricohaficio (43/M/Highlands, NJ) 8/21/01 10:01 pm 1. The Doc12 does not perform as well on coated stock and card stock as represented by the Xerox rep. 2. Since we leased a DOC12 with a Splash Rip in April 2000, our color copy volume has increased from 2,500 to 10,000 copies per month. 3. Since we first installed our Doc12, we have seen

Re: Ricoh's Print 4 Pay Program....&*&%

spressomon · 6/27/032:25 AM

It's the same old bs with Ricoh the last couple of years. We took Ricoh to be the significant player in both the private and public sector in Northern Nevada within the last 5-years (last year we were the second to the top black & white dealer in the nation) and all we get is a tremendous amount of grief from Ricoh...specifically a guy named Gary Bartley (West Coast Regional Manager for Ricoh). We did not want to add our second line, Kyocera, last year but Ricoh has left us with no choice. The

Topic

Konica 7150

6/23/034:34 PM

Does anyone know of any wholesalers or dealers looking to buy these?I may have one 185K, has finsiher and DF.Art

Topic

Need Answer ASAP on 1055 Printer Kit

Boston Mike · 6/27/0311:38 AM

The kit comes with PC, mem and NIC correct?I have been burned by the "kit" before.Thanks,-=Mike=-

Re: Canon iR 3200 Pricing

6/23/035:00 PM

Thanks Graham. Couple of questions: Is the printer version incapable of having a feeder like the 3800C? What is the imagePass C-1? Do you have service and supply pricing by chance? THANKS

Re: Canon iR 3200 Pricing

6/24/0312:44 PM

I was told by somebody (I'll withhold the name) at Ricoh that we could add the LCT on the 3800CMF. It is an option on the 3800C printer option, but it makes the CMF too tall (not industry compliant), that is why Ricoh says only 1,600 sheet capacity. He has seen dealers sell the 3800CMF with the LCT trays and increase the capacity to 3,100 sheets, in order to compete, with the only negative being the height. Hope this helps!

Re: Canon iR 3200 Pricing

6/24/032:04 PM

Can you tell me who that was or how I could find a dealer that does this? I am about to lose to the Canon simply because of the paper supply. THANKS

Re: 6513 vs. Doc 12

Our Year! · 6/25/037:44 PM

I am in the same boat, graham. Does anyone have info on xerox' Imation print controller and their Fiery X12? I'd like to see how they compare to our controllers. Thanks in advance for any help.

Re: 6513 vs. Doc 12

Flying_birdman · 6/27/031:26 AM

I am seeing Xerox offer zero minimum plans at $ 0.089 for an all inclusive service agreement. When comparing the 6513 make sure that you are using a densitometer to calibrate your print controller. Before calibrating the print controller make certain that your 6513 has not been calibrated from the factory default settings. Your service tech should be able to show you how to "wipe" clean the calibration on the 6513. This will help you achieve optimal quality. One thing you may want to point

Re: Ricoh's Print 4 Pay Program....&*&%

6/27/032:45 PM

Get this, with all of the top management being Savin people. RBS in the east, now has to answer the phones as RBS Savin!!!!!! A DSM from the east said that its crazy, people that Ricoh fired for whatever reasons,we then hired at Savin and are now dictating policy and procedure to Ricoh people. Go Figure! When I was at Agenda, and they introduced all of the Savin people as directors @ Ricoh, all I could think of was.......these were the same people that ran Savin into the ground! AP

Re: Canon iR 3200 Pricing

6/23/034:45 PM

Also if someone (maybe someone who sells both) could compare and contrast this product with our 3800 CMF or CL 7000 CMF. I am up against this with a 3800 CMF and the client needs a larger paper capacity. I am almost positive you CANNOT add any additional paper trays-drawers to the 3800 CMF. I do not believe the 1232 C compares if the client is running any color voume whatsoever. THANKS guys

Re: Canon iR 3200 Pricing

Graham · 6/23/035:00 PM

Here is a side by side. Looks like you have to add all of the stuff - Doc Feeder, Print Option, Scan etc separately to the IR3200

Re: Canon iR 3200 Pricing

6/24/0310:34 AM

Thanks for the help guys. I got the pricing and brochure yesterday for the 3200. On the side by side you sent me Graham it mentions that the maximum paper capacity on the 7000 CMF is 3,000 sheets. This would greatly help me out it if it is true. I looked at the brochure of the 7000 CMF and it says the same thing as the 3800 CMF, which is (3) 500 sheet trays and the bypass with no other paper options. Can someone verify or clarify this??? THANKS

Re: Admin Utility doesn't start

Graham · 6/25/034:09 PM

You need to do all of the registry "hacks" to get it completely uninstalled and also, download the most current version of SR Lite from the Ricoh web site. This should help you. Thanks Graham

Re: 600 DPI VS. RISO GR3700

Old Glory · 6/26/037:18 PM

I doubt your ship will sink once the prospect sees the cost for the MX1200 if that is what you are referring to. That is Riso's variable data printer attachment option. It retails for $15,995 and dealer cost is $11,995. It operates at full speed (120/minute).

Re: 600 DPI VS. RISO GR3700

6/27/032:49 PM

Jim, how is the variable data accomplsihed? Print and software application. Art

Re: 600 DPI VS. RISO GR3700

Old Glory · 6/27/033:44 PM

address as fast as the Riso can send the copies. The Riso prints the non-variable image and exits the document to the MX1200. The exiting document triggers the MX1200 to print the next address. The Risograph is not doing anything different than it ever does. That is why I contend that the same printer rolled up to the back of a PriPort would do the same thing.

Re: xerox dc425ac

6/27/034:35 PM

I work with Greg Crews at C&W Copiers. We butted heads back and forth for years but decided to join forces to create a super sales person , well hopefully a decent on at least! Sales have been excellent the last couple of months. I still keep up with my old boys at Systel, but it is a much better fit for me here. Tyler

Re: 600 DPI VS. RISO GR3700

6/29/0311:54 AM

Can you use off line finishing in conjunction with the variable date printer, or is it a choose one only circumstance. Also do you have any pictures of that item?

Re: Aficio 2035/45 Physical Mailbox

6/30/034:44 PM

Date: Monday, June 30, 2003 10:19 AM No you cannot. There were very few users of the 9-Bin Mailbox on the 1035/1045, plus most are using the Doc. Server or Lock Print as electronic mailboxes, instead of physical mailboxes. I would still check the driver setting

Topic

Fiery Free Form with barcodes

6/25/0311:05 AM

Ok Folks, here's a good one. I have a client who wants to take a PDF post it up on the fiery and then insert 2 barcodes as variable data. the first barcode will be a product number and then the second will be a serial number that will incrementally increase on each sheet printed. They currently have a barcode system in place that produces these barcodes on individual labels that are then manually placed on each product cover. They want to automate the process and eliminate the manual

Topic

600 DPI VS. RISO GR3700

6/26/035:49 PM

IS anyone familiar with the pricepoint risso offers the Variable Dating Printing Option at for their 400 and 600 DPI dups? I am facing a situation where this has come up. I am also wondering if anyone might be familiar with the affect that this has on speed of out put. If anyone has a sucsess story in this situations I would greatly appreciate it. I am afraid my ship may be sinking. Brian

Topic

6513 vs. Doc 12

Graham · 6/24/037:25 PM

I need some real world competitive info on the 6513 vs the Xerox DOC 12... Anyone can help? Thanks Graham

Re: cl 5000 pdf issue

Graham · 6/24/035:23 PM

Depends on how you are printing. If you are printing out of a newer version of Acrobat using PS than you might have a font problem if they don't have those fonts installed. If you are printing as an image file than you should have no problem

Re: Fiery Free Form with barcodes

6/25/0310:41 PM

Maybe. But I'm not sure where Xerox is going to be with the 3535. What would be the process and or solution? What all do I need on the Micropress to drive either the 3850 or the CL7000? Please bear in mind that the only thing I know about micropress is that you can connect up to 12 systems to it. Thanks!

Re: Fiery Free Form with barcodes

Graham · 6/26/034:48 PM

Since Freeform basicly creates a blank form just as if you have put pre-printed form stock in the paper tray, it is a matter of him having some sort of application that will accomplish inserting the variable data as a mail merge would. That is the only suggestion that I have... Sorry Graham

Re: Fiery Free Form with barcodes

6/27/039:35 AM

As I stated earlier, They have an application now that creates both barcodes. In theory can that application feed into the micropress thereby digitally placing the barcode onto the image? And then output it on a CL7000CMF? 2nd question. Have you ever closed any TR systems deals? We did, and another rep and his customer are totally frustrated with them. Thanks! quote: Originally posted by Graham: Since Freeform basicly creates a blank form just as if you have put pre-printed form stock in the

Re: 1224/1232 BEWARE

Darren .... · 6/27/0312:51 PM

Revised info states 1,200 yield, 4,000 must have been stated in error. quote: Originally posted by dalsteen: Savin's notes: Models come equipped with a Starter Kit: Black, Cyan, Magenta and Yellow have a yield of approximately 4,000 each. Yield based on recommended average monthly copy volume, 8-1/2" x 11" paper and 20% coverage (5% each color).

Re: Need Answer ASAP on 1055 Printer Kit

6/27/032:46 PM

AS I understand all "kits" are complete with memory, nic and printer controller. I think the HD is still an option. Art

-=Good Selling=-

The 3R's To Crush Quota In The Second Half Of 2018... Recalibrate, Reconnect And Recharge!

Larry Levine · 7/1/1810:19 AM

"If you go to work on your goals, your goals will go to work on you. If you go to work on your plan, your plan will go to work on you. Whatever good things we build end up building us"

Jim Rohn

Where has the first half 2018 gone? In a previous blog... Sales Leaders: In 2018 Your Reps Must Have a Business Plan Containing A Purpose, Plan and Goals! To all those in sales, it's time to break out your goals and plan from the beginning of 2018.

What do you mean you can't find them?

I trust you know where it is! Sales professionals know exactly where to find their plan while sales reps are still searching for it under piles of clutter and chaos. Stop the excuses!

Now that you have your plan, this is a great time to look back and review it. Rewind your mind and go back to January 2018.

Ask yourself a series of questions...

How am I doing against these goals?
Where am I against these goals?
What do I need to do differently?
What am I willing to change?

"What am I willing to commit to the second half of the year, in order to crush my quota?"

WHAT ARE YOUR GOALS?

This is a great time to set your goals in front of you and develop a personal cadence to help you achieve your 2018 goals.

THE 3R'S TO CRUSHING QUOTA

RECALIBRATE

Set aside some quiet time and self-reflect. Am I on track? Am I doing what I set out to do? What small incremental changes if at all, do I need to make to hit my 2018 goals? What am I willing to commit to in order to insure I hit my goals? What does all of this mean to you?

These are all great questions to ask yourself as you look to recalibrate at the half-way mark of 2018.

If you're ahead of the game or not ahead of the game, I urge you to ask yourself; by achieving these goals what will this mean to you, your family, your career and to your employer? A true sales professional ties their personal and business goals together. They tie it to something meaningful.

It's all about recalibrating your activities. After you've reviewed your plan, take it and give it someone close to you so they can hold you accountable. This could be your manager, your friend, a fellow team member or even a family member.

RECONNECT

I know you have great relationships with your clients. My challenge to you is to take it to the next level during the second half of 2018. The first step is to set up meetings with your top 10 clients. Thank them for their belief in you and your ability to help them do better business.

With curious intent, ask them value based questions to help enhance your business relationship.

What does value mean to you?
What's the value I've been bringing to you?
What have I done for you?
What have been the benefits I've provided to you?

"In order to add more value you have to know the value you bring"

The questions and responses you receive will uncover additional ways to serve your clients. I guarantee you will learn something new, something different, start new conversations and who knows you may uncover a sales opportunity.

Mr./Mrs. Executive, "What would you say to other executives like you about the work I've done for you?"

Huge prospecting tip... Take all of these responses and create a sales campaign directed at your top 10 targeted accounts. Package these responses by aiming right at the hearts and minds of the executives who sit inside these targeted accounts.

Check out our latest Selling From The Heart podcast as we discuss "Quota Crushing Ideas for the Second Half"

RECHARGE

In order drive a healthy sales funnel one must have a healthy relationship funnel. Recharge your sales funnel by proactively prospecting within your client base. Drive new conversations, build new relationships and widely connect your social network to a minimum of 6 people inside every single one of your accounts.

Can you imagine the opportunities that exist as you map out who your clients know that you would like to get to know?

"You're one degree of separation from your best sales opportunity, unfortunately most in sales don't know because most fail to connect to their client's social networks."

Develop rapport and drive meaningful conversation throughout your client base. Interact and become part of their networks. Lead with education, lead with insight, lead with your heart and truly care about building stronger; more credible relationships with your current clients.

What will drive your sales funnel the second half of 2018? Your current clients will drive your funnel. The more you know about your current clients and the more they know about you the more opportunities you'll uncover.

"The more you know the more you grow"

A sleepy sales funnel is a terrible thing to waste"

CRUSH QUOTA

This is the perfect time of the year to reflect, refocus and reinvigorate your goals for the remainder of 2018. Make the commitment to yourself and become proactive in working your plan.

Hold yourself accountable to those activities that will move the needle and prioritize them.

Lastly, develop a consistent daily cadence. If you can't hold yourself accountable then how can you expect to crush your quota the second half of 2018?

You can find more advanced training material inside the Social Sales Academy website.

DocuWare

Workflow Management Software Integration Improves Accounting Processes for Growing Business

Art Post · 6/30/1811:37 PM

Growing autobody company, Carubba Collision, integrated their accounting software with a document management solution to optimize its accounting processes. The results: a corporate accounting department able to meet the demands of a growing business without additional staff.

Established in 1955, Carubba Collision is the largest body shop conglomerate in upstate New York with 16 locations across 11 cities. The company is dedicated to assisting customers with insurance claims and works hard to restore its customers’ vehicles to pre-accident condition, appearance and performance. Over the last two years, Carubba Collision entered a high growth phase opening 4-6 new locations a year.

Requirements

To manage this growth, Carubba’s new Chief Financial Officer (CFO), Sean Penner, took a closer look at their existing software platforms. Since they were currently using capturing software, PSIcature by Psigen, to bring invoices into QuickBooks for processing and DocuWare, their document management software to store the invoices, it was determined that a tight integration could easily be leveraged through workflow automation and staff training.

Solution

CFO, Sean Penner, worked with his Authorized DocuWare Partner, ComDoc, to review DocuWare’s functionality and decide which features could best be utilized by Carubba. The Authorized DocuWare Partner provided hands-on training for all employees on the use of DocuWare and implemented tighter software integrations such as an “Invoice Look Up” button in QuickBooks which would take the staff directly to the needed invoice in DocuWare. They also added the “Connect to Outlook” feature which allowed the staff to easily send, receive and upload documents via email.

Benefits

“A general training on the basics of storing and searching in DocuWare and giving employees proper access, made a huge impact on employee buy-in resulting in an increase in our accounting department’s efficiency,” said Penner.

Carubba’s accounting staff was absolutely thrilled with the new work processes because it took away the tedious tasks like filing paper documents. They now have the ability to research a question and respond without ever leaving their desk. This goes a long way in improving customer service.

Today, the bulk of Carubba’s invoices arrive in paper and are scanned and automatically indexed. DocuWare is increasing employee accountability because it gives management an audit tool to review invoice accuracy. Documents are no longer filed. Carruba holds onto paper documents for 30 days, then shreds them.

Conclusion

Carubba is very happy with its DocuWare solution and hopes to expand it to its Human Resources department. As a final thought, Penner stated, “We’ve eliminated a couple of hours per employee per week by getting rid of manual, paper processes. It’s hard to quantify how many hours we’ve saved but the bigger benefit is that we’ve been able to add more stores and grow our business without adding operational costs such as more staff in accounting.”

Learn more about DocuWare here

Sales

It's The Day After the End of a Quarter "Do You Know Where Your Best Sales People Are?"

Art Post · 6/26/188:20 AM

KM 1Rate Program

The Flat Rate Program "The Good, the Bad & the Ugly"

Art Post · 6/25/1810:53 PM

If you've been around as long as I have, then you're old! No, really it's that you've seen or heard about some of the coolest marketing programs from our beloved copier manufacturers.

One program has recently has a ton of chatter on the Print4Pay forums lately. That's the KonicaMinolta All inclusive unlimited click program.

I first heard of the program through one of my Linkedin connections and he was touting how awesome the program is for clients. In fact he's authored his success on the One Rate Program. Sounds awesome and any program that sounds awesome means that I need to dig a little deeper and understand the offering.

With help from multiple Print4Pay Hotel members I was able to secure the details of the program.

Is it an awesome program for Direct Reps to talk about? You bet your ass it is. Unlimited clicks will get anyone's attention these days, especially those clients that are tired of getting billed for overages.

Thus, there is a lease cost for the copiers and a monthly cost for service and supplies. The service and supply cost is different for each model. You add the two monthly costs together and that's the total monthly cost with unlimited clicks.

Here's what's good for sales person to chat about:

Unlimited clicks. Yup unlimited, make as many as you want (program not available to Print4Pay accounts)
Never ever get a bill for overages clicks. Which means you have a predictable expense
Never have a bill for toner
Never feel that you've been robbed because you did not meet your minimum quarterly or annual meter volumes

Here's what's not so good for the sales person to chat about:

If a client use of supplies rises above the typical use pattern (determined by KMBS) the client would need to pay for improper or excess use
Parts replacement could be new or refurbished
KM may increase the payment at the end of the first year and every successive 12 month period by a maximum of up to 10%

I'm a huge fan of programs and this program offers what clients want. Clients are tired of overage clicks and not being able to have a predictable expense. Even if the escalation increase is 10% per year on the hardware and the maintenance/supply costs, there are many prospects that are just tired of the click cost.

If you look at the client that has multiple copiers and has a lease payment of $1,000 per month, that second year monthly cost may rise to $1,100. That's $1,200 additional dollars out of pocket. The third increase could rise to $1,210 per month, fourth year at $1,331 and the final year could be $1,464. That's a nice little money maker especially when clicks are declining in the office.

I have to tip my hat to KonicaMinolta. It's a really cool program and is something different for their reps to talk about. Unlimited clicks will gather someone's attention! In addition, it begs the question of "why not do business with us today, because no one else will offer this great program". Well, that's the way I would position it.

As with any program there are pitfalls. The possible increase of 10% per year, and the over consumption of toner could be a deal breaker. However, to this day, I've never seen an SMB account fired for using to much toner.

-=Good Selling=-

Newer Posts

Older Posts

Requirements

Solution

Benefits

Conclusion

SEA OF SAMENESS

THE THREE V'S A SALES PROFESSIONAL TAKES TO HEART

THEY KNOW THEIR VALUE

THEY KNOW THEIR CLIENTS VALUE

THEY KNOW THEIR COMPANY'S VAULUE

BUILDING VALUE REQUIRES PAYING CLOSE ATTENTION

Re: Canon iR 3200 Pricing

Re: Canon Feeding 12x18

Re: Need Good People

Re: Need Answer ASAP on 1055 Printer Kit

Re: CL 7000 Launch

Re: 3800 Quality

Re: Canon Feeding 12x18

Re: Assist With Color Section of RFP 2

Re: Need Answer ASAP on 1055 Printer Kit

Re: 3800 Quality

Re: CL 7000 Launch

Re: Pricing from Xerox

Re: Pricing from Xerox

Re: T-Shirt Transfers

Re: T-Shirt Transfers

Re: Next Generation Architecture

Re: T-Shirt Transfers

Re: T-Shirt Transfers

Not much here this week, seems the entire industry was probably on vacation.

Re: Is anyone else facing this from Xerox?

Re: Political Speeches

Re: Network Install Guide For Dummies

Re: Network Install Guide For Dummies

Re: Network Install Guide For Dummies

Re: Savin 8075 Phantom Jams

3 STRATEGIES TO USE TO DECLINE THE INVITATION TO THE PITY PARTY

SELF-REFLECTION

RECONNECT TO GOALS

REINVEST IN YOU

TIME FOR ACTION

Re: Canon iR 3200 Pricing

Re: 6513 vs. Doc 12

Re: 6513 vs. Doc 12

Re: Ricoh's Print 4 Pay Program....&*&%

Re: Canon iR 3200 Pricing

Re: Canon iR 3200 Pricing

Re: Canon iR 3200 Pricing

Re: 6513 vs. Doc 12

Re: 6513 vs. Doc 12

Re: Ricoh's Print 4 Pay Program....&*&%

Re: Canon iR 3200 Pricing

Re: Canon iR 3200 Pricing

Re: Canon iR 3200 Pricing

Re: Admin Utility doesn't start

Re: 600 DPI VS. RISO GR3700

Re: 600 DPI VS. RISO GR3700

Re: 600 DPI VS. RISO GR3700

Re: xerox dc425ac

Re: 600 DPI VS. RISO GR3700

Re: Aficio 2035/45 Physical Mailbox

Re: cl 5000 pdf issue

Re: Fiery Free Form with barcodes

Re: Fiery Free Form with barcodes

Re: Fiery Free Form with barcodes

Re: 1224/1232 BEWARE

Re: Need Answer ASAP on 1055 Printer Kit

WHAT ARE YOUR GOALS?

THE 3R'S TO CRUSHING QUOTA

RECALIBRATE

RECONNECT

RECHARGE

CRUSH QUOTA

Requirements

Solution

Benefits

Here's what's good for sales person to chat about:

Here's what's not so good for the sales person to chat about:

Membership Required

Remove From Your Block List

Manage Follow Preferences