MFP Copier Blog
Wide Format Technology Update- The Canon TX Series printers and MFP Systems
Just about a year ago, Canon USA released their new TX Series of Wide Format inkjet printers and MFP Systems. Canon has positioned the TX Series as a higher volume solution to capture opportunities on the production side of the aqueous inkjet technical documents market. There are two basic TX Series models available, the TX 3000 and TX 4000. The difference in these models is their supported print width, the 3000 being a 36” printer and the 4000 is a 44” printer. Both TX printers are single roll units with the option of a second roll that is easily field upgradable. In addition, Canon also launched their new T36 scanner with these units for configuration as a full MFP unit. So, the result is a very flexible configurable higher volume lineup of 8 printer and MFP models. Fully loaded, the two-roll 4000 MFP unit lists at $9,495.
Canon designed these models to fit a variety of technical print markets including standard architecture, engineering, construction and something they are calling “office document enlargements”. I believe this last item is the ability for departmental workgroups to use the supplied MS Office plug-in to produce large format timelines, PPT presentations and Excel graphs and spreadsheets. For ease of understanding lets just call the “office document enlargement market” (where do they come up with these terms?) what it really is…and that would be POSTER PRINTING.
So, the product was launched with great fanfare and special incentives a year ago. Sales went well, despite limited inventory, but over the last six months we have seen a very interesting trend emerge with the imagePROGRAF TX Series. Sales of the product to corporate America are increasing month over month and quarter over quarter. What is the reason you may ask??? Well for starters, there is virtually nothing to not like about this product, it’s got everything you would expect plus much more. I won’t bore you with a full list but some of the more outstanding features of the TX Series include:
- Fast print speeds – up to 3 D-size prints per minute.
- Increased print quality – new Canon high density, high precision print head design with over 15,000 nozzles (Canon’s head technology is by far superior to anything in the market) lays down 5 picoliter-size ink droplets at 2400 x 1200 dpi.
- Optional second roll unit for up to 3,900 sq. feet of uninterrupted printing. The roll units can also double as a take up reel.
- Automatic media loading- The printer detects the roll and automatically feeds it through. No manual feed required.
- Direct USB thumb drive printing.
- Enhanced security features including a self-encrypting hard disk and secure disk and file erase.
- TX Series stacker- increased flexibility and document handling with mixed sized prints up to 100 sheets.
I could go on and on but for a sub 10k price point, the Canon TX Series includes features that may not be available in units twice their price. There are several other key features that have emerged as the true drivers behind the growing success of the TX Series and they are ….
Reliability- Canon tried something new with the TX Series and that was to offer the product with a 90-day warranty instead of the standard one- year. This move was based on requests from the reseller channel to allow the service and support revenue stream to begin earlier in the life cycle of the product allowing them to capture revenue faster. Now this only works if the product is reliable and what we are seeing in the field has shattered expectations. The TX is truly exceeding the metrics provided by the manufacturer. We know of placements doing 10-20k per month without a problem.
New LUCIA TD Pigment Ink Set- The TX series features a pigment-based ink set which produces fine text and lines on both inkjet and non-inkjet plain paper. The addition of the new LUCIA water resistant pigment-based set opens more usage for the option to print posters, maps, signs and displays. This capitalizes on the trend that the technical print market is experiencing which is the cross-over from standard black and white technical prints to graphic arts or poster printing.
Canon software suite- Newly developed for the TX Series are a series of industry leading software utilities designed to help the users print, a trend Canon calls an “investment in the simplification of printing”. The included software suite includes Free Layout Plus, Poster Artist Lite, Direct Print & Share, Accounting manager, Unified print drivers, AutoCAD optimized print driver, Print Plug-in for MS Office, Apple AirPrint etc. A space limitation keeps me from a full explanation of each of these utilities but please take a few moments to peruse Canon.com and enter any of the above names into the search field. Or click this link for a software suite list: https://cloud.azon.com/index.php/s/wYfgmx4gcRF2yXY.
Summary- Whether you are currently invested in wide format sales and support, or just beginning the process, the Canon TX Series is a product worthy of very strong consideration. From the excellent print quality to the ease of service, the high-quality scan/copy/print, low cost of operation, poster printing, media offerings, pigment ink, and included software utilities the TX Series is the first truly hybrid printer designed to help you capture the move from B/W technical to Color technical, poster printing and beyond.
-= Good Selling=-
Attention Sales Leaders... Take A Look At Your Sales Team, And Then Make A Change!
“Your premium brand had better be delivering something special, or it’s not going to be in business.”
Warren Buffet
The late great Michael Jackson, "If you wanna make the world a better place, take a look at yourself and make that change"
I'm starting with the man in the mirror
I'm asking him to change his ways
And no message could have been any clearer
If you want to make the “sales” world a better place
Take a look at your sales team, and then make a change
Your clients and prospects are using digital content to make their purchasing decisions, and what are you doing about it? The ironic thing, you and your sales team use digital content to make purchasing decisions. An overwhelming majority (89%) of B2B researchers use the internet in their research process.
Selling in today’s ultra-connected, fast paced business environment is brutally tough. Your clients and prospects are drowning themselves online as they conduct their own research. They're becoming their own tour guides as they educate themselves to solve specific problems existing within their business environment.
My question to you...
What are you doing to help your sales team position themselves online to capture the attention of your clients and prospects?
YOUR SALES TEAM HAS A BRAND
We can all agree, your company's brand is one of the most important factors to its ongoing success. It's the crowning touch to corporate identity; prepared, packaged and presented in such a way to be aesthetically pleasing, recognizable and attractive to prospects along with your clients.
However, your company is not alone in the quest for solid branding. Personal branding, the art of building a one and only brand around each and every member of your team, is equally important. Personal branding necessitates that your sales team finds a signature image, their unique voice, a recognizable standard for their followers, prospects, and clients to rally around.
Some will agree, each and every member of your sales team is front and center, the face of the business. The development of their brand allows them to establish a reputation and an identity while still maintaining a personal level of trust and interaction.
"Being relevant and memorable is the new differentiator"
How is your sales team becoming recognizable in a crowded marketplace? How well are they building their authority? How well are they building upon becoming subject matter experts? How well are they creating their following?
I encourage you to help your sales team create their unique brand and rise above the noise!
Think about the following...
How does my sales team differentiate themselves enough that prospects want to talk to them and not feel like they're hearing the same story from every other sales rep?
5 BRANDING TIPS
A personal brand is mission critical and in sales it's vital! In a matter of seconds, a client or a prospect can form an opinion about one of your sales reps with a simple Google search.
"If you're your authentic self, you have no competition"
AUTHENTICITY
Authenticity requires self-knowledge and self-awareness. Authentic sales people accept their strengths and weaknesses. They are accountable to themselves. They are connected to their values and desires and act deliberately in ways consistent with those qualities.
Be a normal human being. Normal human conversation goes a long way. Have your sales team really get to know your clients and take the “sales” hat off.
"Humanize what many in sales have dehumanized"
REAL
Be genuine and not a fake. There are way too many sales facades and empty suits running around the sales world. Prospects can smell insincerity a mile away. Prospects will respond favorably and your clients will come back again and again when they see your salespeople as the real deal -- instead of just an all about me sales rep.
CONSISTENT
In sales, we over complicate the process. We fail to do the little things on a consistent basis. Instead of focusing on doing just one or two things exceptionally, we become obsessed with doing everything perfectly. The result is frustration and lackluster sales performance. The key to success in sales is to identify one or two small things we can do well and do them consistently.
"Sales reps are consistently inconsistent!"
PERSONABLE
People skills are a must to stay at the top in sales. Your sales team must learn how to get along with, enjoy meeting with and speaking with a wide variety of people. The way your sales team portrays themselves is exactly how they should be perceiving themselves.
People can smell B.S. from a mile away and if you’re sales team is pretending to be something they're not, I guarantee you people can tell and it’s most likely the reason your reps are being pigeon-holed.
HELPFUL
Are your sales reps truly being themselves, instead of being some kind of sales machine? Are they an interested individual who wants to HELP, unlike many who are looking for another commission check? The foundation of sales is around the art of the help.
How well are your sales reps helping their clients and prospects?
BRINGING THIS ALL TOGETHER
How your sales team cleverly captures, converses, collaborates and connects with your clients and prospects will determine their long term sales success.
Their personal brand is like a garden. Once they lay the groundwork, plant the seeds, fertilize and water; they'll be in a great position to eventually reap the benefits of their hard work.
- How authentic are your sales reps?
- How real are your sales reps?
- How consistent are your sales reps?
- How personable are your sales reps?
- How helpful are your sales reps?
“All of us need to understand the importance of branding. We are CEOs of our own companies: Me Inc. To be in business today, our most important job is to be head marketer for the brand called You.”
Tom Peters in Fast Company
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.
Contex VIP Event in Las Vegas is a Hit; More Exclusive Events to Come in 2019
Chantilly, VA — November 13, 2018 — Contex, the world leader in large format scanning, today announces the success of its recent VIP event at the Hard Rock Cafe in Las Vegas, Oct 18-19, 2018.
Professionals from across multiple industries attended the event to see Contex’s full line of scanners in action, ranging from the compact SD One to the market’s fastest and widest HD Ultra X. Attendees also had the opportunity to preview a new wide format scanner from Contex, which is scheduled to be released in January, 2019.
Due to the tremendous success of the event, more regional VIP events are slated in 2019.
“We were extremely impressed by the attendance at our VIP event, as well as the tremendous response to the newest HD Ultra X scanner series,” comments Steve Blanken, General Manager, Contex Americas. “Our goal is to provide solutions that are one step ahead of the requirements and demands of our customers, and these events give attendees the opportunity to see how they can leverage these advancements to grow in new directions.”
“As the primary distributor for Contex, we were excited with the success of the VIP event. Many new and existing customers are adding new Contex scanners to their portfolio after seeing first-hand what the new technology can do,” comments Rich Gigl, Senior Vice President, National / AZON.
The VIP event was facilitated by National / AZON, and scanning experts were on hand to discuss how each scanner fulfills customers’ various requirements. For more information, visit a Contex distributor or contact info@contex.com.
About Contex
As the world’s leading developer and producer of large format imaging solutions, Contex leads the market with innovative technology and advanced scan and copy software applications. Sold worldwide in more than 90 countries, Contex solutions are recognized in a wide range of industries for reliability, value, high performance, and superb image quality. For more information, please visit www.contex.com.
7 Signs of The Average Copier Salesperson
This blog is not meant to disparage the average copier salesperson. It's more about taking the talking points and making improvements so that you can become the above-average salesperson.
Five PM rolls around, and it's quitting time; working late is not an option.
I'm okay with not hitting my revenue quota; it doesn't bother me at all.
A client calls you after 5 PM, and you know who it is, but you let it go to voicemail anyway.
The only time a prospect has to see a demonstration is on the weekend. This is a problem because you don't work weekends.
They are not involved with social media to promote their knowledge or skills with others.
They do not take the time to educate themselves about their products or services and rely on others to answer all their questions.
They don't have the time to share their knowledge with new reps in the office.
I could probably rattle off another ten points on this subject. Sales is not a 9-5 job; if you want 9-5 work, then go work at McDonald's. Oh, that's right, McDonald's now has automated kiosks to take orders; maybe a bank teller will do?
It's 11:28 PM, and I just finished sending a couple of emails to prospects. Nothing is better than sending late emails to prospects because it shows that you're a hard worker. DMs like and trust people who work hard.
I picked this up somewhere, "prospect by day and quote by night." I still do this when I get behind the eight ball. Most of November and December will see me working late into the night because I care about obtaining my quota. In fact, I always want to exceed the quota. Sometimes it works, and sometimes it doesn't, but after years of selling copiers, I still have that desire to succeed.
Think outside the box, be different, give your client a unique experience when you meet. Try bringing coffee, maybe some company pens, pads, or candies. Do something that makes YOU stand out from the others.
It's now 11:35 PM. I have a busy day ahead, and I hope this helps someone!
-=Good Selling=-
How to Implement Your Own Flat Rate Program "registration link"
We're pretty excited about the response from P4P'ers.
As of today we have 52 RSVPs. If you're interested and have not RSVP'd we can add another 23 members now. I expect this to be a max event so please make sure you RSVP here and I'll send you the registration link. For those that have RSVP'd the registration link is below.
The date is set for November 19th at 4PM Eastern Standard Time.
I copied the below content from the Webinar registration page.
"In this highly anticipated webinar event, Wes McArtor, President of BEI Services will explain the nuances of transitioning to a Flat Rate, Device as a Service (DaaS) billing model. In this webinar, you will not only learn how to implement your own Flat Rate – aka One Rate device service – and supply plan, but you will also learn why it is imperative for you to understand this billing method, and how you can compete with those who’ve already adopted this billing strategy. DaaS is picking up speed and it's just a matter of time before the BIG BOYS (Ricoh, HP, Xerox, Canon) launch their own programs"
I'll be on to welcome everyone at the start and will then view the entire webinar. If you have RSVP'd you will need to follow this link and register. Please register as soon as possible.
-=Good Selling=-
This Week in the Copier Industry 15 Years Ago, The Second Week in November 2003
So it was fifteen years ago that Ricoh launched the first GBC puncher. I remember it well, chads were evenly distributed through out the entire device! One of my accounts had to vacuum their GBC puncher once a week.
Enjoy the threads from 15 years ago this week!
Toshiba America Business Solutions Introduces the Flagship Model in its Workgroup Color Printer Line
in TABS color printer product line. Boasting a powerful 600 MHz processor and 256 MB of standard RAM that deliver a first-print-out-time (FPOT) of only 15 seconds and print speed of a brisk 28 pages-per-minute (PPM), the e-STUDIO280CP increases office productivity and efficiency by eliminating wasted time waiting for print jobs. ¡§The e-STUDIO280CP is the ideal printer to meet the high productivity and quality demands of today¡¦s general office environment with monochrome and color printing
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Konica Minolta Business Solutions U.S.A., Inc. Ready to Assist Financial Institutions As They Implem
effect a year from now." Konica Minolta Business Solutions U.S.A., Inc. Konica Minolta Business Solutions U.S.A., Inc., headquartered in Ramsey, New Jersey, was formed on October 1, 2003 through the integration of Minolta Corporation and Konica Business Technologies, Inc. The combined company offers a comprehensive line of color and black and white multifunction peripherals (MFPs), printers, facsimile machines and associated software that address the essentials of imaging for companies and
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Xerox Scientists Develop New Calibration Technology that Will Deliver More Accurate Color in Printer
. But if a machine's color-print output changes, as it might when wear or other factors change the way color toner is transferred onto paper, changing an individual color won't correct the entire system. On the other hand, three- and four-dimensional calibrations can handle the problem and simultaneously adjust the red, green, blue or the CMYK values, but the cost of incorporating the more complex adjustment system in printers and the manpower required to account for changes in the printer's
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Ricoh And Documentum Provide A Complete Capture And Management Solution
, printers, scanners, digital duplicators and wide format engineering systems. Additionally, Ricoh offers a wide variety of document and printing solutions directly and through partners that enhance office productivity and document workflow. Ricoh Corporation directly or through its subsidiaries markets and distributes products under the Ricoh, Savin, Gestetner and Lanier brands in North, Central and South America. For fiscal year 2002, Ricoh Corporation sales exceeded $2.8 billion. Information
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Ricoh and General Binding Corporation To Launch One of the World's First On-Line Die Punches For Hig
the GBC, Quartet and Ibico brand names. About Ricoh Corporation Ricoh Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 67-year-old leading supplier of office automation equipment and electronics, with fiscal year 2002 sales in excess of $14.7 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
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Xerox Helps The University of Rochester Enhance Printing Services for Students
method for printing documents. Following the move of many of the University of Rochester's course materials online, students were printing more than 400,000 pages monthly with little regard to waste, costing the university about $20,000 a month on equipment maintenance, replacement purchases and supplies. The Student Access Management system, a combination of software and services, now provides network access to Xerox printers via a student ID card. Students are given a designated print
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Direct Mail Express Grows Color Direct-marketing Business With Four Xerox DocuColor iGen3's
DAYTONA BEACH, Fla., Nov. 06, 2003 -- Direct Mail Express has purchased three DocuColor iGen3™ Digital Production Presses from Xerox Corporation (NYSE: XRX), with another on order, to keep the digital color printing segment of its business on the cutting edge of personalized communications. With the four DocuColor iGen3 presses, DME is able to provide its customers with more four-color variable-data print offerings and at more affordable prices. The installation is Xerox's largest to date at a
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Re: Frustrated with Inventory Levels?
We are a small dealership where we do not have the luxury of having machines in the demo room to show. Fortunately, we have a relationship with the customer that we can sell off of a brochure, and then order the unit, which usually comes from TN. The majority of the time I will buy from Savin, instead of Ricoh, because of not only price to the dealer, but turn-a-round time. I can sympathisize with the problems other dealers are having with inventory. We are lucky if we have a machine to demo. I
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iT's hErE!!!
supplies worldwide. GBC products are marketed in more than 100 countries under the GBC, Quartet and Ibico brand names. About Ricoh Corporation Ricoh Corporation, headquartered in West Caldwell, N.J., is a subsidiary of Ricoh Company Ltd., the 67-year-old leading supplier of office automation equipment and electronics, with fiscal year 2002 sales in excess of $14.7 billion. The Company oversees Ricoh operations in North, Central and South America, including the Ricoh, Savin, Gestetner and Lanier brands
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SR90 on Ricoh 2090
Does anyone have any experience in a high volume print shop with the SR90? I have placed 2 2090 and a SR90 and it periodicly does strange things. When this has happened we have learned to reboot the system but I am wondering if we are missing anything. Your help is greatly appreciated.
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regarding SAP printing
SAP Printing Question Do you have any information regarding SAP printing using Ricoh's Device Type? Answer Yes, the attached document will provide some good information about SAP printing using the Ricoh Device Type. In addition, some AS/400 printing information is included.
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Ricoh 6513 Staple Positions
Does anyone know what the staple positions are on the 6513. I need to know if it will staple 2 in the side. All of the documentation I find does not tell me the positions, only that there are 3. If anyone also knows this info for the Canon CLC1100 as this is the competition.
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Beware of http://ricohrebate.com/
Ricoh has a lovely little site for us to send our customers to for rebates for the printers we sell them and then they put link to online resellers there. Oh don't worry if your customer what to find you the local dealer all they have to do is call ricoh's 800 number and wait on hold for a while. http://ricohrebate.com/reseller.asp
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Re: AF2035/45 IPDS Printing
PS: Were are also a Kyocera dealer. In the KM line KM uses a I/O 5435e print server for IDPS printing. I do not know were KM gets this print server. If you can find out the third party vendor it may work on the Ricoh line-up.
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Re: Frustrated with Inventory Levels?
few demo's per month for our entire staff. I would much rather have the unit in fron of the customer and have a chance to close the deal for the as many accessories as possible. However, the true demo in our office has been lost to "order takers" or "book sellers". I have always been in favor of selling the demonstration first and then sell the system! In reference to the time it takes to get inventory, we have suffered like alot of other dealers and have relied on Ricoh to inventory the items for
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Re: AF2035/45 IPDS Printing
I've heard about RA2K software from Ricoh, but when I ask our sales trainer from Ricoh she knew nothing.An to this day she has not got back to me about this. I have a customer that is using 3 IBM 40 printers to do there statements that I am trying to replace.
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FREE Black Toner Promo
Special Offer: Free Black Toner for 12 months With any Ricoh Colour Printer purchase Colour Printing is now even more affordable when the Black is FREE.* Yes that’s right. Ricoh is offering FREE black toner for 12 months on the complete range of Ricoh Network Colour Printers. Take this opportunity to upgrade from B&W to colour-capable copying today. Experience the impact of network colour in 2004 and save on the cost of printing up to 240,000 pages! Key Dates Effective October 20, 2003 Closes
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Frustrated with Inventory Levels?
the product line, you still can't have one if any of the other 6 sales reps has it on trial or sold because there was only one to be had. Now multiply these equations about 3-fold to accommodate low-end, high-end, printers, faxes, Riso, and OKI Data. Inventory control is 10 times more difficult then it was just 3-4 years ago and to make things even more difficult, Ricoh is going through the same thing so much of what we order has some components Ricoh can't deliver. Therefore, even if we had
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I Get To Change Jobs!
Well all, it looks like I will be making a Job Change on December 1st. My company has been sold to our chief competitor. I will be still selling Ricoh and Lanier, and will have another product line to sell too....Kyocera-Mita! Looks like change is in the works and as they say, though it is scary, change is good!! Have a great day! Graham
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TRAINING DAY by Scott Cullen
approach used by Fraser Advanced Information Systems in Reading, PA for training customers on its color products. At Fraser, a color specialist assists reps on sales calls, shows customers how to operate the equipment along with the more popular graphics programs, and also provides graphic arts services to customers. According to Fraser’s president Bill Fraser, the majority of training is reserved for business customers who are a lot less savvy when it comes to using color copier-printer technology
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Re: Around The World with Ricoh
is a market leader in colour and black & white digital imaging systems, facsimile products, printers, scanners, digital duplicators and wide format engineering systems. Ricoh employs over 60,000 people worldwide and has enjoyed a steady growth in revenue and profits for almost a decade. With its head office located in Japan, the 65 year-old leading supplier of office automation equipment experienced sales in 2000, in excess of $14 billion. Ricoh Canada is a wholly owned subsidiary with its head
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Canon "MEAP"
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Sales Tip: Partnering on Problems
Sales Tip: Partnering on Problems If you are running into the same sales challenge on a regular basis, a price objection, a competitive threat, or a piece of misinformation in the marketplace, chances are you are not alone. Ask around the office, talk to your coach and your colleagues. Brainstorm potential solutions to the issue, share best practices, participate in role plays. You will be surprised how much progress you can make after several brief discussions with colleagues.
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Street Pricing Konica 8031 with Xe3
Konica 8031 with Xe3 $13,000 cpc 3K min .10 each overage @ .07 [This message was edited by Docusultant on Mon November 10 2003 at 02:40 PM.]
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Street Pricing Xerox 3535
Xerox 3535 with Fiery $13,109 w/scanner/electronic pre-collate and Auto feeder cpc 3K min ($50 base charge) .089 each overs @ .071 6 month warr @ .044 [This message was edited by Docusultant on Mon November 10 2003 at 02:39 PM.]
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AF2035/45 IPDS Printing
Heeeeeelp! How do we connect the AF2035/45 to do IPDS printing. I have a client that requires 100 of these units if we can do it. Solution must be resident on the AF2035/45. Please help.
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Re: 2022/27 brochure contradiction
Here are some other things in the PPT launch: "Further Efforts of 2022/2027 from Box to Solution Sales Approach By Customer Requested Improvements Web Based Device Management Client and Admin Server-less Embedded Scan To Email & Folder LDAP Support From Control Panel Server-less LAN-Fax Reception LAN-Fax Cover Sheet Editing Fax Address Book Import" It also states this: "Message and File name can be added." And this: "1. Send scan document with E-mail address to recipient utilizing existing e
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Re: Frustrated with Inventory Levels?
That's one reason we took on Canon. We can have the machine in 48hrs or less from the Dallas warehouse, or we can drive there and pick it uup same day if needed. Ricoh screwed all the people in Texas when they closed the Dallas warehouse. We used to get stuff in about 2 days or less and could drive to pick it up if we needed. Now with our stuff coming from Tennesse, we wait at least 4-5 days for shipping.
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Re: AF2035/45 IPDS Printing
RA2K software works with the Next Generation of Ricoh Aficio output systems such as network printers and MFP's . At this time it works with the 22 to 75 ppm mfp's with the 90 and 105 being available soon. Basicly the software convers IPDS print streams to PCL. Basic pricing is 22- 32 for ppm $995 for package A, 60 - 75 $4,995 for package A, and 3800cmf $1,999 again for package A. For the best info contack Michael DeBenedetto Product Manager - Host Solutions (973) 882-2000 x3173
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Re: Stapling on the 2022?
I always use SMN for Client when setting up drivers. This one really bugs me. Also, we did not get any print drivers with our 2022. We are still not getting print driver CD's with our 35's & 45's. Is anyone getting the CD's with their 35/45's? How about Lanier and Savin & Gestetner's? Do they come with the print driver CD's?
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Re: Stapling on the 2022?
The Ricoh Response (Gene Olszanowski) - 11/13/2003 10:40 AM Thanks for your email. Please set the paper size in the drawers for the RPCS driver before you try to staple. Go into Printing Preferences and click on the Printer Configuration button. Then set the paper size for each drawer.
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Imagistics Advances Office Strategy with New Multifunction Product Offerings; Latest Wave of Offerin
2700 and ix2701 MFPs will bring efficiency to the office by allowing companies to consolidate hardware, supplies and service costs into a device with printing at 17 pages-per-minute and 600 dpi resolution, including PCL6(R) and PostScript3(R) print emulation, and automatic duplexing. Adding to the units' versatility is sophisticated color scanning capabilities. Additionally, the ix2700 offers 33.6 Kbps Facsimile, PC Faxing software that lets users fax directly from the desktop, plus optional
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Imagistics International Ranks Highest in Overall Customer Satisfaction for its Copier/Multifunction
independent sources clearly demonstrates to our customers that Imagistics delivers performance driven copier/printers to multiple office segments," said Marc C. Breslawsky, Imagistics Chairman and Chief Executive Officer. Mr. Breslawsky continued, "Before we incorporate a product into our line, we ensure it meets our stringent operational requirements by conducting rigorous performance and reliability testing in our lab and quality control center. These systems are sold and supported by our nationwide
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How Can I Access Certain Machine Features,
How Can I Access Certain Machine Features, Including Auto-Tray Switching, When Printing From My AS/400 Without Modifying The Original Data? Question I am printing from my AS/400 to many different types of printers and multifunction machines. While many of the printers and MFPs are Ricoh devices, I still have machines from other competitors (although, of course, we will eventually replace all of these with Ricoh machines!). The application that I'm running on the AS/400, and from which I'm
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JP 750 in Austraila
Two Originals Paper Types Paper Types Standard papers, thick stock, envelopes Paper Weights 35g/m² - 128g/m² Consumables Black Ink 500ml cartridge Colour Ink 600ml (Red, blue, green, brown) Master Life 2,000 prints Master Rolls 50 metres per roll Master Yield 100 masters (A4) Options Colour drum Provides an extra colour for spot colour printing. One drum required for each colour Printer Controller Interface Type 10 Required to connect print controller Image Resolution 300 Interface
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Stapling on the 2022?
I was trying to set up the 2022 we got in today, and I can't get it to staple. The machine has the 500 sheet finisher. I had to load the drivers from the Savin and Gestetner websites (Ricoh doesn't have them yet). I loaded the RPCS and PCL. When I loaded the RPCS drivers, it said I had to configure the accessories (I thought that the driver did that). Anyway, I checked all the boxes, went to staple, and it was grayed out. It says I need one of three things: HDD, Finisher, or memory. I
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Where Can I Get The Internal IPDS
Where Can I Get The Internal IPDS Solution For My Aficio Product? Question I've got a host computer that sends IPDS data. I also have the following machines on my network: Aficio 1022, Aficio 1027, Aficio 1035, Aficio 1045, AP3800, Aficio 1060, and Aficio 1075. I want to print the IPDS data to each of these machines without having to use an external IPDS converter. I heard that Ricoh has an internal IPDS solution for these machines--where can I get it and how do I install it? Answer
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Océ Combines its
November 5, 2003 - Océ Combines its Largest U.S. Operating Companies Océ Printing Systems USA and Océ-USA to become Océ North America Chicago, IL, November 5, 2003 –Océ (Nasdaq: OCENY), a leading supplier of digital document management solutions, today announced that its two largest operating companies will be merged in a move to increase efficiency and improve customer service. Océ Printing Systems USA will be joined with Océ-USA into a single legal entity to be known as Océ North America
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Question & Answer
to PCL5e data, or PostScript data. Printers and multifunction devices can accept an IPDS datastream using one of several methods. The most popular method is to have the device (printer or MFP) internally support an IPDS datastream. Several Ricoh devices now support this capability, and more will support it in the near future (see a related FAQ posted on our web site). For those devices that do not have an internal capability, it is usually possible to connect a third-party device between the
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Re: 2105 can't punch or staple via print driver
No Bates Stamping. By the way, the finisher firmware didn't help either. Finally did get to try these functions on another machine, and of course, it all worked just fine. Ricoh's latest advice is to change the print controller, but we don't have one laying around, so now I wait until the company decides how to go about getting one...
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Re: I Get To Change Jobs!
Graham: Good luck. I have been in this business for 22 years an change is sometimes very good. It's gives you a new outlook on things. PS: your are going to love the Kyocera line.
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Re: 2022/27 brochure contradiction
I noticed a few things on the PPT launch: Ricoh Aficio 2022/2027 Series MFPs Enhanced Document Solution Features Web-based Device Management Utility Server-less LAN-Fax Reception Server-less Scan to e-mail & folder LDAP with SMTP Before POP Authentication Not being the Super-Mega Geek that Graham is, what does "Server-less Scan to e-mail & folder" mean in plain English. Do we have or not have this on the 1060's; 2035's; 1232's etc?
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Re: Frustrated with Inventory Levels?
Very well done! We are a Ricoh, RISO dealer and this is very consistent with our practices in Pennsylvania. We can often over deliver and will do whatever is necessary to include some sort of a loaner, but the rep had better have a good reason and not make it a habit. Most customers are not unrealistic and if you have the relationship which is the key, 3 weeks or less should not cause problems. We happen to quote 7 to 10 business days as the norm, but we do have the benefit of a Ricoh
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Re: Frustrated with Inventory Levels?
Gentlemen, my VP of Sales implemented a policy of a monthly equipment forecast w/ product codes so that he could properly inventory those forecasted products so we didn't have the typical month-end scramble for equipment. We did this 3 months ago and so far (knock on wood) it has worked very well. Have we still scrambled for equipment for a deal that "just came up" and wasn't forecasted for that month - you bet we have. For the most part it has been very successful. It has also help hold the
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Re: Stapling on the 2022?
I have NEVER had good luck getting any machine to staple or punch using RPCS unless I am using it with SmartNet for Client using a SmartNet Port (Not a Standard TCP/IP Port). With PCL, it seems that I can get any machine to staple etc using standard TCP/IP Printing. There's my 2 cents worth! Graham
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Re: Stapling on the 2022?
We get them with the 35/45 - I haven't ordered any of the new 22's yet. (Savin) However, I don't usually use the drivers that come with the machine. I download the latest drivers at my office with high speed internet and burn a disk.
-=Good Selling=-
This Week in the Copier Industry 10 Years Ago, The Second Week in November 2008
There's a pretty cool thread below that I wrote ten years ago. The thread was about what Japanese copier companies were manufacturing in WWII. Take a peek it may surprise you. Japanese Copier Companies & WWII
Enjoy the threads from ten years ago this week!
Weekend Copier Notes from 11/0/08
Ricoh units, Canon ran full color, full page ads in major newspapers around the U.S. last week. The ads try to push customers to contact their local Canon factory direct branch for service and sales. IKON announced it won an FM bid to displace Pitney Bowes at Emory University, including all facilities and hospital. IKON also announced it won a bid to provide scanning and document management for Harrison County, Kentucky. The project starts by scanning 57,000 records. Konica Minolta launched the CS
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Canon seeks M&A with US office equipment
aims for 6 trillion yen ($62 billion) in sales and a net profit margin of 10 percent or more in 2010. Earlier this year Ricoh acquired U.S. office equipment distributor Ikon Office Solutions for $1.6 billion, dealing a blow to Canon because Ikon is a major dealer of its copiers and other office machines. Canon machines represent 60 percent of the products Ikon handles, with Ricoh machines accounting for 30 percent. (Reporting by Kiyoshi Takenaka; Editing by Hugh Lawson)
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Ricoh Introduction of the New Aficio SP 4200N-KP and SP C410DN-KP
Ricoh is pleased to announce the launch of the new Ricoh Aficio SP 4100N-KP and SP C410DN-KP HotSpot Printers. What is a HotSpot Printer? A Ricoh HotSpot Printer provides a way for users to print documents securely across the Internet from any Internet-enabled PC, laptop, PDA, or cell phone. Without the need for a driver…without the need for direct access to the network hosting the printer! Printing to a HotSpot Printer is incredibly easy. Each HotSpot printer has a unique URL and E-mail
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History of OCE
digital printing to all volume markets. In addition to the company's digital printers--which already accounted for more than 40 percent of engineering systems and 80 percent of total company sales--Océ also continued to manufacture and sell a popular line of analog and inkjet black-and-white and color copying and printing equipment for the engineering systems market. This division, including sales of supplies and services, accounted for more than NLG 1.6 billion of the company's sales in 1997. Océ's
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Re: Image Site from Equorum
Per Image Site,they don't use a specific print driver to print to a device. Not sure how they get around it, but apparently they send the data directly from the software to a printer file (with a predefined profile) as a RTL or a CAL file. Our device list these as being supported, however, out of image site, the 2404 doesn't recognize page size or orientation properly. Equorum is in Atlanta, so I hooked them up with the local office there, they went in and tried to make it work, but were
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Japanese Copier Companies & WWII
Japanese Copier Companies & WWII Before Ricoh was Ricoh, it was known as Riken Kankoshi Co., Ltd. was formed to produce positive sensitive paper, used to develop film. Riken also developed computer-designed lenses originated during World War II. Before Canon was Canon, it was known as Precision Optical Industry., LTD, not much here for them, all I could get was go here for rest of article
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Re: Canon Bounty on Ricoh Devices
Canon had just recently come in and outbid Ricoh for a huge dealer in San Fran at the last minute....now a bounty.... Canon has some pretty deep pockets and they are like a cornered animal...a very dangerous combination.
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Re: AP3800C unable to print on network
If you are using smart device monitor port and the printer is shared, when an error occurs, the notification will go back to the "print server" machine. I would not recommend using the smart device monitor port, but choosing a TCP/IP port and seeing if that resolves the problem. You may also be able to go to the "print server" if you are using one and a smart device monitor port and see if there are any error notifications.
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Re: AP3800C unable to print on network
quote: Originally posted by jswinberlin: I would not recommend using the smart device monitor port, but choosing a TCP/IP port and seeing if that resolves the problem. My exact thought. There were also some problems with the 3800c when it was released where it had problems on 100mb networks. I believe some firmware fixed that, but as a work around, I had a 10mb hub I placed between the printer and network.
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Re: Gas Price Check
Art. LOL, you know what though, I would go along with the $1.00 as long as flat tax (fEDERAL sALES tAX) was instituted and the IRS was disolved
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Re: Gas Price Check
quote: Originally posted by Art Post: LOL, you know what though, I would go along with the $1.00 as long as flat tax (fEDERAL sALES tAX) was instituted and the IRS was disolved I'm all for a Federal Sales tax, like they have in Europe. Just think, you could get your check from your employer with no taxes taken out (except Social Security), put it in the bank and gain interest with no taxes paid, buy and sell stocks with no taxes on the gain/loss, etc., etc. The only time you'd have to pay tax
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Re: Gas Price Check
How can so many people, left and right of center agree on something yet not see any changes? That was rhetorical...the answer is because ultimately the government gets much of it's power via the tax code. As JasonR says, there would be ways to help the poor but with a national sales tax, even the criminals and drug dealers would pay taxes. Not to equivicate Harvard with criminals but I heard today that Harvard doesn't pay a penny of tax including revenue on a $37 Billion endowment. I am curious
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Re: Image Site from Equorum
www.equorum.com eQuorum document management and batch printing solutions, plus raster editing and viewing tools. File conversion for scanned formats, CAD formats Thanks for the reply!
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Re: Image Site from Equorum
Try using the HPGL print driver and see what happens, you may have to tell the system its and HP. Only thoughts so far
-=Good Selling=-
Attention Sales Leaders... Are Your Sales Reps Invested?
"Never stop investing. Never stop improving. Never stop doing something new."
Bob Parsons
The single biggest piece of investment advice: Invest in Yourself!
Let's face it, it’s almost impossible to increase your income without first becoming a better sales professional. In order to obtain better investment results, one must first become a better investor. This means some of your investment must be diversified.
How many on your sales team invest in themselves?
“Poor People Have Big TVs. Rich People Have Big Libraries.”
Jim Rohn
YOUR sales team is the most important thing you can place your time and money on. Are you teaching them to invest?
THEIR FUTURE DEPENDS ON IT
Without your sales team working on themselves and improving themselves every day, it would be fair to say and unrealistic for you to expect a much different future from the one your sales team operates in right now.
The worst thing you can do as a sales leader is sabotage your teams ‘future’ by having them continue to do the same thing and assume they will automatically improve, advancing to where you wish they would be. This is delusional and wishful thinking.
No sales improvement will happen automatically without your sales team investing in themselves. If you want your team to get better they must invest.
"If you’re not invested you can't collect"
Leonard Tose
WHAT THREE THINGS COULD YOUR SALES TEAM DO TO INVEST IN THEIR SALES GROWTH?
INVESTMENT IN THEMSELVES
Your sales reps investing in themselves is one of the best return on investments they can have. Whether this be investing in learning a new skill, developing personally or professionally, tapping into their creative side or hiring a business coach, they need to give to themselves first before they can give to others, their clients and prospects.
When your sales team is willing to say yes, I will invest in me, and take that leap of faith the 'sales gods' will provide them with amazing rewards.
How well is your sales team doing when it comes to...
- Reading books
- Working on their health
- Setting goals and a plan
- Attending seminars/workshops
- Hiring a business coach or mentor
If your sales team operates in an environment where they sell your services, you MUST know that no one will invest in them until they invest in themselves first.
The first half of Selling from the Heart dives into the investment of you.
INVESTMENT IN THE CLIENT EXPERIENCE
Investing in your clients, the people who put their business hands in their corporate pockets to pay your company is why your sales team must invest in the client experience. This is why it pays to think of them as investments that you can plan for and nurture over the long term.
How well are your sales reps investing in the client experience?
As Warren Buffet famously said, “Someone is sitting in the shade today because someone planted a tree a long time ago.” It's time to plant some client trees!
Your sales reps and their brand isn’t about your corporate colors, your logo, or what they say about your company. Their brand is all them, their values and the experience they provide to their clients, your clients.
It’s about your sales reps' values and how those values influence their interactions with your clients. It's all about the alignment of values. It's quite simple, if your clients don’t feel like your sales reps really care about them, want to solve their problems, and are committed to providing the best possible solution then all will be for naught; sales over and they will not and I mean will not earn their loyalty.
"Lead with your heart and not your wallet"
INVESTMENT IN THE COMPANY
Think about this question for a moment and let it sink in. How well does your sales team know your company?
If your sales team fails to develop an understanding of the inner core values of your company then how can they enhance the client experience?
Your sales reps need to know your corporate brand and what it stands for. They are engaging with your clients and prospects on a daily basis. Some may even say, your sales reps may serve as the face of your organization. The better they understand your corporate values, the more your clients will be able to understand them.
How well does your sales team know the following?
- Your corporate mission statement
- Your core values
- Your vision statement
- Your ideal client
If your sales team struggles to come up with answers to these questions, or worse, they come up with objectively wrong answers, then you have some work to do.
BRINGING THIS ALL TOGETHER
One of the most important rules in life is to “Invest in yourself”. If you fail to do this then who else will? You and your team must become proactive enough to take that responsibility.
Paying attention to these areas will help your team create a better sales life and a brighter future for themselves. Start now and don’t waste any more time. Take one step at a time and focus.
An investment in these three core areas will pay long term dividends, I promise!
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.
Four Sales Tips to Help you Close More Copier Opportunities
Recently, closed quite a few orders in the last couple of weeks. Almost all of those opportunities had some stiff competition from other vendors. Thus, I'd like to share some of my secrets that I've used to help win the deal.
But first I'd like to share some thoughts about buyers. There's two types of buyers in my book. One is the value buyer and the other is the price buyer. If you've been on Linkedin long enough you'll read sales guru's spinning the yarns of selling to value. The truth is you can't sell value to a price buyer. Those price buyers want the best price and or the best deal.
Those sales guru's will tell you to walk away from those price buyers because it takes too much effort for too little return. Okay, I got that and I understand it, but when you have a revenue quota and you work in a market that is saturated with copier vendors. How many of these opportunities can you walk away from?
I guess I'm kinda old school and I believe it's better to make a few bucks than make nothing at all. I was never scared of hard work, and I put the same work ethic into every opportunity I come across. Hoping maybe some of these tips can help others.
1. Warranty: Pass through the manufacturers 90 days parts & labor warranty to your client. While everyone else is quoting thier copier with an annual maintenance supply agreement. You hit em with 15 months of annual maintenance supply agreement. If may cost you a few extra bucks for toner, but I guarantee you'll be the only one with 15 months (you'll stand out). I use this when proposing non color copiers and wide formats. It's too tough to eat the cost on color.
2. Trade-Ins: Almost everyone asks about getting something for thier existing copier (if it's not leased). Most of us don't have real trade in money, and yes we may get a few dollars from a manufacturer for different brands. But, everyone has that. Thus, how do you make a difference?
I've got a connection with a wholesaler and each month we'll chat about what's hot or what he's looking for. In some cases there are some copiers and wide formats that have some real value. Instead of me offering to take a worthless copier back, I'll tell the prospect that I know of a wholesaler that will pick up and give them cash for thier copier. In some cases it can be a thousand dollars or more, thus I didn't have to lower my price and the prospect feels that they are getting the best deal possible. Email me if you'd like to contact my guy.
3. Print Speed: I try to never ever mention print speed because no one cares about the speed of the device. Yup no one cares. What they really care about is the scanning speeds. I'll tell them the scanning speed of thier existing copier and then migrate to the scanning speed of my copier. Everyone is talking print speed, and you're talking scanning speed. Again, you're setting yourself apart from the others.
4. Price Drop: Yes, I'm guilty of dropping my price every now and then. But, over the years I've learned I can add value without dropping price. I do that in a number of ways. I've offered the below points many times to prospects.
- On-site personalized training from me (why not have the best teach them all about thier new copier)
- I'll give out my cell number so that they could always reach me
- I'll offer to help them introduce them to some of my accounts. I've done this via email
- Unlimited training, I'll be there anytime you want me
- Loaner support (I have my own A4 MFP that I'll bring out if needed)
I could go on and on, but it's getting late and I need to be wide eyed and bushy tailed in the AM. Still need to hit some numbers for the end of the year. Please feel free to post any tips that you've used.
-=Good Selling=-
This Week in the Copier Industry 15 Years Ago, The First Week in November 2003
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
, 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
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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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
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
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
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
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
/ 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!
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=-
This Week in the Copier Industry 10 Years Ago, The 1st Week in November 2008
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
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
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
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
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
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.
Reply
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
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
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
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=-
Attention Sales Leaders... These 3 Blind Spots Could Be Holding Back Your Sales Team!
“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.
Selling Copiers in the Seventies with Darrell Leven
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