MFP Copier Blog

Memoirs of a Copier Sales Person "Slump of Slumps"

Art Post · 2/9/1810:48 PM

I'm proud and excited about starting my thirty-eight year in down the street aka SMB copier sales. Needless to say, the start of 2018 has not been terrific in fact I'm probably off to one of my worst starts ever.

I guess I could call it the perfect storm. Right after Christmas I took two weeks to recharge the batteries and get ready for 2018. It's a great time of the year just to stay at home, kick back and enjoy relaxing. Nothing to do and no where to go can be a great salvation. But that was not the case, I contracted some type of Jersey cold/bug that knocked my ass out for the two weeks of vacation and another entire week. It was about four weeks before I felt better.

I don't care how good of a sales person you are, four weeks out of action is going to hurt.

One thing that I've learned in sales is that you always need to be prospecting. Now one is going to prospect for you and you can't count on leads suddenly appearing out of thin air. Always remembering that winners make things happen and losers wait for things to happen.

During the last two weeks I've been able to re-build a pretty decent pipeline. If you've been in copier sales for a period of time you'll have experienced "the deep freeze". That's when your pipeline continues to fill, you have plenty of meetings, and more opportunities that you can shake a stick at. But you can't close a deal or get those deals to move forward. It's not that the clients are buying from some else it's more like every deal is stuck in a time warp. However, you still continue to add additional opportunities each week.

I've been in these cycles before, they suck! But there's not much work you can do but keep stepping up to the plate and take your swings. Sooner or later the cup of opportunities will runneth over and you'll be writing plenty of orders. Geesh, I'm hoping that going to be next week, because I've only got two weeks left in my month .

We all go through slumps, some minor some major, and some you have no control over. It's our job to continue to work hard, work smart and never stop prospecting. Thus, if you're ever in a slump, what I can tell you is that slump will end, can't tell you when, but what I can tell you is "the harder you work the luckier you will get".

Have you experienced a sales slump, if so would love to hear about it and how you came out of it. Hit up the reply and tell us!

-=Good Selling=-

We work in a male dominated industry!

SalesServiceGuy · 2/9/185:31 PM

In your territory, I bet you can count on one hand how many female competitive sales reps or service techs that you are aware of.

As males usually first cold calling on female first contacts or interacting steadily with females over the course of a five year copier lease, in these current days of the widespread Twitter #MeToo female discussion about violence against women, do we need to be extra careful in how we address women is a sales/ service situation?

I generally try and not engage in anything that I think might be provocative but is it OK to introduce little compliments into a conversation to help develop empathy with the customer?

Real Copier Sales Mistakes

SalesServiceGuy · 2/9/185:19 PM

Often a competitive sales rep will try and convince a copier purchaser to switch product based upon how much money we can save you.

The sales rep presents convincing Total cost of ownership analysis.

The only problem being that sometimes the customers's current costs are totally made up by the sales rep.

The sales rep is counting on, in some companies, that it might be too much work for the purchaser to verify their true current costs.

Real Copier Sales Lines

SalesServiceGuy · 2/9/185:11 PM

As a preamble, we knew that the potential customer probably got way over charged on their current Sharp copier lease. The staff has being saying to three of our sales people over the last five years that they did not want to talk about copiers.

The telephone conversation started with in a slow measured voice " I am not interested in talking about copiers"

The sales person responded, " This is what I do for a living, I think I can save your business a lot of money and I have two small dogs to feed. Can I get 5 minutes of your time"

The women on the other end of the line was disarmed and said OK (maybe she was a dog lover). The sales person has a current quote replacing a black copier with a color copier and can decrease the potential customer's costs by approx $150.00 per month.

Copier Proposals

Top Ten Copier Proposals for December 2017

Art Post · 2/5/189:15 PM

Yesterday I posted Top Ten Copier Proposals for January 2018. I don't have much time tonight, however please click that link and you'll read why I think seeing competitive proposals is key for keeping up with the latest pricing for hardware and cost per page maintenance agreements.

Toshiba 5540ct unlimited color and black pages proposal 2017

Ricoh MP C4504SPex 5 device Proposal December 2017

Ricoh CW 2200 Wide Format Proposal

MP_C2504ex_december 2017

Samsung X4250 Copier Proposal 2017

KonicaMinolta Bizhub C258 Copier Proposal

Canon iR2525 Copier Proposal

MP_C2004ex_December Copier Proposal

KonicaMinolta BizHub C308 Copier Proposal

Canon iR5540 + iR1730iF Copier Proposal

In addition to the pricing, the structure of the proposal is just as important as the pricing. I've seen some proposals that I thought "WOW, that's a killer format". Thus I copied that format for my own quotes. Like I said you just never know what nuggets you can find.

To view these quotes you'll need a Premium/VIP membership. We're running a special right now and we have four Premium/VIP membership left for $99. Our regular price is $119 annual cost. The special for $99 is for a Lifetime Premium/VIP membership. We only have four left, so first come first serve. Send me an email if you're interested apost@p4photel.com

-=Good Selling=-

Dan Taylor

Part 2 - Hacking increasing by 1600%* - 6 issues impacting Data Security?

Dan Taylor · 2/5/188:15 AM

In this series of articles, we will cover a number of topics around security

1. What is really going on?

2. Why is this happening?

3. Who are they?

4. What are the different types of threats?

5. What can you do about it?

Part 2 - Why is this happening and why is the security discussion different now?

In the second part of the series, in this article, we cover the key 6 reasons this happening and why you should be looking at security differently.

1. Availability of Hacking Software - “There's an app for that”

One of the biggest differences is that readily available amounts of cheap malicious code and apps that were unattainable or unaffordable in years gone by.

As an example for even as little as $7, cybercriminals can get their hands on the Russian password-stealing tool that steals information from web browsers. https://www-forbes-com.cdn.amp...-bottom-pricing/amp/

Shodan is the world's first search engine for Internet-connected devices. https://www.shodan.io/explore/tag/printer

2. It is now much easier to train as a hacker - “there's a class for that”

As an example, Cybercriminals can take a class on stealing credit cards http://money.cnn.com/2017/07/1...l-shadows/index.html

And worth a mention, that for the White Hat Hacker (Good Guys) there is a CompTIA security cert https://amp.thehackernews.com/...online-training.html

3. HAAS - You do it for me

If you don’t want to wait or do learn you easily hire a hacker, yes, that’s right, as part of Everything as a Service, you can now pretty much get literally everything and so Haas Hacking as a service is a thing now.

As an example for $8 you can get Crypting services to hide malware http://uk.businessinsider.com/...-account-access-90-5

$5 for DDoS-as-service (distributed denial of service) designed to overwhelm a server/website or another network resource through sheer volume of messages, connections, or packets to causes it to grind to a halt or crash thereby denying services to legitimate users.

DDoS as service prices are also tumbling. Hemant Jain, vice president of engineering for security company Fortinet, said that he has found providers who are selling an hour of DDoS for $5, a 24-hour day of it for $40 and a week for $260. http://www.cutimes.com/2013/05...for-hire-on-the-rise

For $7 anyone can spread malware and cause serious damage http://news.softpedia.com/news...ernight-517013.shtml

Ransomware will encrypt your file until you pay a ransom

There are more powerful hacking tools to use, like scrapers, browsers and

Phishing-as-a-Service (PhaaS) platform that offers low cost, "automated solution for the beginner scammers," allowing them to trick people into handing over their credentials. http://thehackernews.com/2017/...-as-service.html?m=1

4. The rewards can be huge

Rewards - Through May 2017, organizations have awarded hackers over $17 million in bounties on HackerOne, and over $7 million awarded in 2016 alone. o https://www.hackerone.com/site...ecurity%20Report.pdf

Even something published the below example of phishing as a joke but were surprised by the high number gullible responses.Here is a more honest example https://haveibeenpwned.com/About

Black Market values

A complete medical record – $1,000 more if used for bribery or to sell on to insurance companies.
Credit card details :-

· $5 to $30 in the US per person in the US,

· $20 to $35 in the UK

· $20 to $40 in Canada

· $21 to $40 in Australia

· $25 to $45 in the European Union

Driver’s license - $20
Netflix password - $3.05
Spotify passwords - $2.80
Email addresses - $2.29
Bank login credentials :-

· for a $2,200 balance bank account: $190

· from $500 for a $6,000 account balance, to $1,200 for a $20,000 account balance

· from $700 for a $10,000 account balance, to $900 for a $16,000 account balance

Login credentials for online payment services such as PayPal: between $20 and $50 for account balances from $400 to $1,000; between $200 and $300 for balances from $5,000 to $8,000
Login credentials to hotel loyalty programs and online auction accounts: $20 to $1,400
Login credentials for online premium content services such as Netflix: as little as $0.55

http://www.thisismoney.co.uk/m...it-card-details.html

White hat hackers who help companies through bounty programs can also make money by finding flaws and flagging them to the companies involved, who encourage the white hat hackers by paying bounties.

5. The number of devices out there

According to Gartner, in 2020, 25 Billion Connected "Things" Will Be in Use (up from 4.9 Billion in 2015)

There are more connected devices out there for you to connect to, IOT, fridges, ovens, Segways, even seagoing ship.

It's also scary what can be done with these connected devices now that it possible to blend the cyber and physical worlds with hacking with cyberweapons like the Stuxnet virus that attacked Iran's Natanz nuclear facility by causing centrifuges to spin out of control. http://www.businessinsider.com...thought-2013-11?IR=T

If you were not sure what I meant about a seagoing ship, this is a 2017 tweet from a hacker.

x0rz @x0rz Duuuuuude, default creds everywhere. I'm connected to a ship as admin right now. Hacking ships is easy pic.twitter.com/UmLPIveTa 10:31 AM - 18 Jul 2017

502 Retweets 755 likes

And this article shows https://thenextweb-com.cdn.amp...-hackable-now/?amp=1

A bathroom IOT tap that has been hacked

6. Not enough people to battle the new hacking onslaught

At best the number of dedicated security personnel remains steady while the numbers of attacks increases year on year www.cisco.com/go/acr2017

A Cisco study indicates that there’s a global shortage of more than a million IT security pros, and the gap is slated to rise to as much as 1.5 million by 2019. Consequently, many organizations are faced with vacancies in critical security posts, which lead to greater vulnerabilities and higher risks of data breaches.

To end with a quote, "you better start swimmin’ or you’ll sink like a stone. For the times they are a-changin’" Bob Dylan. It's time to take security seriously.

Daniel Taylor

https://www.linkedin.com/in/danieltaylor/

Copier Proposals

Top Ten Copier Proposals for January 2018

Art Post · 2/4/185:03 PM

Proposals and quotes for end users.

Our Print4Pay Hotel members contribute proposals and quotes that they've found in the field. Many of you might say, "why do I need to see these"? There are many reasons why viewing these proposals and quotes can be a treasure trove of information.

For starters the cost per page for black and color is always moving. Why didn't you get that last order? Was your maintenance and supply price to high? Were you too low? Often clients take a back seat when your price is too low and opt in for a higher pricing because the believe they will have better support.

It's good to know to know as much as you can about your competition, in addition to knowing the T & C's on their contracts. It's also important to see how the competition is pricing their proposals and quotes. Enjoy!

Recent Canon Bid Pricing for 2017

bizhub C3351 Konica Minolta Proposal

Ricoh MP5002 and Ricoh SP5210SF Proposal

Ricoh Quote 2017 MP_C3504ex

Ricoh MP W6700SP Pricing Proposal

Xerox 7835 Color Copier Conestoga Proposal

MP_C2504ex_proposal

Ricoh W7140en Wide Format Proposal

Sharp MX4100N End user pricing

Recent Konica Minolta Bid Pricing 2017

-=Good Selling=-

This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry Ten Years Ago, The Second Week of February 2008

Art Post · 2/4/184:29 PM

Looks like a thread from 1996 appeared and I'm not sure how that happened. But, it's interesting about the time frame that Danka purchased the Kodak copier unit. Danka brings back memories also since the Danka name is now gone also. Correct me if I'm wrong but I believe Canon bought Danka, right?

Enjoy these threads from ten years ago this week on the Print4Pay Hotel.

Danka to Buy Kodak Copier Unit for $684 Million

2/11/087:04 PM

By DANA CANEDY Published: September 10, 1996 The Eastman Kodak Company and Danka Business Systems P.L.C. announced yesterday that Danka would acquire the sales, marketing and equipment service operations of Kodak's office copier business for $684 million in cash. The deal would allow Kodak to shed its strategically unimportant and marginally profitable Office Imaging business while making Danka a much larger player in an industry that has been consolidating. Danka would be the principal

Topic

Japan's Ricoh to build $92 mln Thai copier plant

2/14/089:43 PM

140,000 units, which would raise Ricoh's overall capacity by about 70 percent. Ricoh, which competes with Canon Inc (7751.T: Quote, Profile, Research) and Xerox Corp (XRX.N: Quote, Profile, Research) in the global office equipment market, said the Thai plant was part of plans to spread production geographically. Ricoh produces more than 70 percent of its copiers and printers in China. "We hope the Thai plant will grow and become our major production base in the future," Ricoh Executive Vice President

Topic

Ricoh Support Phone Numbers

2/9/089:41 AM

Support Phone Numbers Technical Call Center (Hotline) For technician & SE technical assistance-Tech ID Required Ricoh 800-53RICOH (537-4264) Savin 800-291-6044 Gestetner 800-346-6057 Ricoh Canada 800-922-4072 --------------------------------------------------------------------------------------------------------------------------------------------- Pre Sales Connectivity 800-57RICOH (577-4264) For Pre Sales Connectivity support-Sales Rep’s only

Topic

Sales Tip "Found on the Web"

2/10/0811:11 PM

task at hand; to make a sale. Slowly and resolutely I would use all my resources and experience to gain the “knock out”…I was closing the sale. I’ll bet the copier salesperson never looked at selling the same way again. It is crucial that in the process of closing the sale you at some point ask for the order. It is amazing to me that this fundamental of sales is so often overlooked in the sales cycle. I have literally asked for an order many times and received the same response from my prospect

Topic

Ricoh New Model Support for IPDS (MP2500)

2/13/085:20 PM

Ricoh is pleased to announce the release of new model support for printing IPDS in IBM zSeries (S/390) and iSeries (AS/400) environments. RA2K Integration for IPDS is an internal software solution, which resides on the hard drive of select Ricoh print devices and enables users to send AFP/IPDS print jobs directly from their S/390 or AS/400 systems. This solution is designed to allow your customers to print professional laser-quality output, access standard finishing and paper size options

Topic

Ricoh printers hit industry top spot again

2/13/085:41 PM

Ricoh printers hit industry top spot again Printer specialist Ricoh has scooped a range of prestigious industry gongs for the second time in less than a year. InfoPrint, a joint venture between the firm and computer giant IBM, was singled out by Better Buys for Business and Buyers Laboratory for its effective provision of printer solutions. "The InfoPrint Colour 1767 provides exceptional image quality and outstanding ease of use," remarked senior printer analyst Marlene Orr. She continued

Re: c2500SPF LAN with MAC?

2/11/086:45 PM

Message•Quote This Message Re: Ricoh Aficio MP C3500 LAN Fax driver Posted by: Chris Story (IP Logged) Date: January 31, 2008 08:22AM As Uli Stated these are usually handled by the local sales company. This is because they will have to support any issues, but we certainly don't want to cause any frustration to our customers anyway Uli has urged me to move forward... so here we are. I have a LanFax Driver built that will run on MAC and Linux. There are some technical (and legal) challenges still

Member

Chris Pierson

VIP

Topic

Technician position in SE Wisconsin/Northern Illinois

Shaja · 2/14/0810:37 AM

Could you please forward this to any experienced technicians who are looking for new opportunities: Dual line Ricoh and Konica dealership is looking for an experienced technician to join our award-winning team. We have an immediate need for a field-tested pro. Competitive wages, medical insurance, paid vacation and holidays, (401)K plan, continuous training, tools, a car for business use or mileage reimbursement, and dress shirts and pants. We are a Konica Pro-Tech certified dealership, and we

Re: c2500SPF LAN with MAC?

2/11/086:50 PM

Picked this up on the web, someone from ricoh asking for beta test users for MAC LAN FAX, I say we take advantage of this!!!! Ricoh Aficio MP C3500 LAN Fax driver Posted by: Murray (IP Logged) Date: December 05, 2007 01:34PM Is there a PPD driver (non-postscript) available for Mac OS 10.5 that will allow use of LAN-Fax capabilities of the Ricoh Aficio MP C3500 Options: Reply To This Message•Quote This Message Re: Ricoh Aficio MP C3500 LAN Fax driver Posted by: uli wehner (IP Logged) Date

Re: Sales Tips

2/8/088:32 AM

Always ask for the order Always include a direct request for an order in your sales script after the because statement. "Can you help us meet our goal?"

Topic

GEM GSA Extension promo

2/9/089:21 AM

Major Accounts is pleased to announce that the GEM/GSA Promotion has been extended through July 31st, 2008. All Purchase Orders must be dated by July 31st, 2008 and equipment should be shipped by August 30th, 2008. If you have any questions regarding this Bulletin please contact your Ricoh

Topic

Hold Print

jswinberlin · 2/11/085:52 PM

I have a prospect who was printing separator sheets, which I've switched to printing to Hold Print on the Savin C4540. The problem is that when they print from MSOffice (Excel)the document is picking up the last user that print's info. I imagine it must be saved in the metadata of the document. Has anyone else run into this? Is there a solution?

-=Good Selling=-

This Week in the Copier Industry 15 Years Ago

This Week in the Copier Industry 15 Years Ago, The Second Week of February 2003

Art Post · 2/4/184:16 PM

Interesting threads from 15 years ago. Imagistics (anyone remember them), Panasonic, Mita (now Kyocera), ah does it bring back those memories. Speaking of memories, does anyone remember when Sharp was King of the copier industry? It was back in the mid to late eighties. When I was selling Minolta copiers for a dealer in the early eighties whenever a client asked about a Ricoh device, we responded with "what's a Ricoh"? Enjoy the threads from 15 years ago!

Toshiba Info

2/11/036:09 PM

From: Digital Daddy (Original Message) Sent: 12/18/2002 4:07 AM Hey guys and gals O need ASAP as much competetive info about toshiba as you got, I have to do some traiing for a large group and I want to provide them with helpful information Please respond ASAP as I am doing this Friday a.m. Thanks Sam I do not have access to Aficio league yet or I would go there............PLEASE HELP!!!!!!!!!!!!!!!!!! First Previous 11 of 11 Next Last Delete Replies Reply Recommend Delete Message 11 of

Topic

Panasonic & Toshiba.......will copiers be next?

2/10/037:47 PM

both companies' strengths in R&D, manufacturing and sales, thereby achieving efficient management and competitive CRT business operations on a global scale. The New Company will be the third largest TV-use CRT operation in the world. Although the CRT market is somewhat mature, annual growth of between two and three percent (based on units) is forecasted, due to brightness, color and cost performance advantages that the CRT format maintains over plasma display panels and liquid crystal displays.

Topic

Sharp Touts Software Advances

2/13/039:23 PM

, according to Jarosław Wensker, product manager for Sharp’s copiers and printers. “In 1999 the market was better than it is now,” he said. “It was the best year of development of the market in Poland. After, the market slowed down, it began to get smaller and smaller. We started at a bad time.” He pointed out, for instance, that since then sales of photocopiers have dropped at least 6%. So to counterbalance Sharp’s ill-fated beginnings, he said it is pushing its sales forces at its dealers and

Topic

CL3000 is on Ricoh-USA website

Jayson Gilbertson · 2/14/036:53 PM

Ricoh has info on the cl3000 on website just no link to it yet. Go to cl5000 page and change to cl3000 and walla. Makes me wonder what other info might be already posted with no direct link to it.

Re: CompTIA CDIA+(Certified Document Imaging Architech)

wyzguynyuk · 2/10/034:54 PM

Jayson, I am also considering becoming CDIA certified. I'm working for a Savin dealer and I'm told that all Savin management is required to have a CDIA certification. I just recently finished taking the Ricoh U. Image Management Certification Program in an effort to prepare myself for the CDIA test. However, after finishing the Ricoh certification, I'm afraid that it may be too brand specific to do me any good on the CDIA test which I am told is completely un-brand specific. I would, however

Re: 1224/1232 Maintenance Pricing

Ted · 2/10/031:47 PM

Different toner cartridge than the CL5000? Ricoh is going to make you stock a ton of stuff for the new machines. You will have to stock MFP toner, and CL5000 toner. That really sucks!

Re: OCR and Scan Router Pro

2/11/036:20 PM

Topic: Scan Router Pro/ OCR and 1075 (6 of 7), Read 9 times Conf: ScanRouter Discussion From: Ron Albeck (ron.albeck@ricoh-usa.com) Date: Tuesday, February 11, 2003 01:59 AM When using the 1075 you can scan the 300 pages if you add them as they are being fed into the copier. However you can not OCR a PDF document it must be saved as a TIFF file for most every OCR application. ScanRouter does not OCR a document at all. DeskTopBinder will OCR a document but it will only save it as a Text File

Re: Mita 3648 Wide Format

Darren .... · 2/13/0310:02 AM

Art, Do you mean the 3648 and the FW470 are the same product? I asked that question of a Ricoh product rep recently and I was assured that the FW470 was 100% Ricoh. She said that the previous digital model was a Mita product, but that the current is not.

Re: Points added to lease rate factors

2/10/034:16 PM

I am somewhat of a journeyman in this industry and have worked for 8 different companies over 23 years due to moves and acquisitions. I have seen it all and added points on leases is common among larger dealers. That having been said, it is also common for dealers to attempt to break even on the sale of hardware after all sales expenses have been paid...most do not hope to actually profit from the sale of the unit, only from the resulting service and supply revenue. My point is, I learned long

Re: 1224/1232 IN New RMAP pricebook

Darren .... · 2/14/0311:50 AM

For whatever its worth, here is the Savin brochure.

Topic

Mita 3648 Wide Format

2/10/037:53 PM

From: david147 Does anyone have info on this machine? I have an account that is doing about 10,000 lin. ft. per month I'm trying to see if Ricoh has something comparable. david147

Topic

Color lock out option setup on AP3800

2/14/0312:32 AM

OK Graham or Lee, here's another one for you. I recently installed an AP3800CDT1 with the User Account Enhance Kit. We loaded the latest version of Smart Net Monitor for Admin from the Ricoh website. When we selected the device in SNM the user access control tab was missing. And we couldn't set it up to lockout specific users from color. Question#1: Does the fact that we only have a MAC workstation connected to it right now have something to do with the tab not being there? while the tab also

Topic

1224 not energy star complient?

Jayson Gilbertson · 2/14/036:17 PM

Does anyone know why the 1224 is not energy complient? I am not a tree hugger I just want to know how this might affect some of my government accounts and potencial sales to certain federal agencies.

Topic

Imagistics fourth quarter

2/10/037:51 PM

Imagistics posts fourth-qtr profit February 06, 2003 00:27:00 AM ET TRUMBULL, Conn., Feb 6 (Reuters) - Imagistics International Inc (IGI), which sells and rents copiers, on Thursday posted a fourth-quarter profit, due in part to lower expenses and sales in Canada. The company, formerly Pitney Bowes Office Systems, reported fourth-quarter earnings were $4.1 million, or 22 cents per share, compared with a loss of $300,000, or one cent per share, for the fourth quarter of 2001. Total revenue rose

Topic

e-copy

2/10/037:49 PM

, and making documents accessible and easy to find for all employees.” The eCopy Suite of products, coupled with the high-speed scanning capabilities of a Canon digital copier or scanner, enable any user in an organization to transform paper documents into information that is easily integrated into all commonly used business applications. Using the eCopy Suite of products, companies can provide shared access to high-speed scanners or digital copiers that connect to the company’s e-mail and other

Topic

650 very slow in mixed size mode!!

copyme · 2/9/034:33 PM

Does someone know why the 650 is so slow in mixed size mode? It runs at 10 cpm - 40 originals took 4 minutes. Ran the same batch on the 1055 and it took 1.5 mins - same as the customer's current Toshiba 6550. Has updated ROM version. Thanks.

-=Good Selling=-

3 Reasons Why You Are What Your LinkedIn Profile Says You Are - A Sales Rep!

Larry Levine · 2/4/189:10 AM

The Hall of Fame head coach Bill Parcells, when asked if his mediocre team were a bunch of 'winners or losers,' he responded by saying...

"You are what your record says you are"

Bill Parcells

Translated to the sales world...

If it looks like a sales rep, acts like a sales rep, and speaks like a sales rep, then it probably is a sales rep.

Quite frankly, quit hiding behind your business cards while dressing yourself up with fancy shmancy titles such as; Consultant, Customer Relations Manager, Senior Account Executive.

A picture speaks a thousand words...

Mirror mirror on the wall, what do sales reps LinkedIn profiles reveal about them all?

YOU GET ONE DIGITAL FIRST IMPRESSION

Whether you like it or not, your digital presence is out there and people can find your sales ridden footprints.

Unless you’ve been living in some remote Amazon rain forest for the last 20 years, the stark reality is we have all moved into the digital age. We have accepted the fact the internet and 'Googling' is a way of life.

Information now travels at lightning speed, network connections are made every day and first impressions are formed without your knowledge.

If you can't do the little things right, how can you do the big things right?

Think of your digital presence and how this impacts...

New sales opportunities
Having the C-Suite door opened
Creating unique differentiation
Opening up new conversations
Prospecting

What are you going to do about it? How are you going to fix it? Time to make adjustments to your plan. Do you even have a plan? If not, then invest the time to develop one. This article may help you... Develop a business plan containing a purpose, plan and goals.

When that 'A,' number one, targeted account, the one you have been trying to get with for years lands on your LinkedIn profile, their opinion about you will be made within seconds. Whether you believe it or not, if you fail to make a good digital impression, game over. Like it or not this is the world you must learn how to operate in.

I don't care how great of a sales rep you are! It is not about you!

Ditch the big fat ego! After all, there are plenty of well qualified, subject matter experts that your clients and prospects can connect with, I call these sales professionals!

WHY YOU ARE WHAT YOUR LINKEDIN PROFILE SAYS YOU ARE

In the 2014 State of B2B Procurement study from the Acquity Group, 94% of B2B buyers research online for purchase decisions. This should be a wakeup call to all sales reps. Pay serious attention to the fact that research starts well before they speak with you. A visit to a website, a simple Google search; alas, how much business are you potentially missing out on because your LinkedIn profile positions you as nothing more than a sales rep?

Take a serious look at your LinkedIn profile... Pretend you’re a potential client and ask yourself...

Would I buy from myself based upon what I currently see on my LinkedIn profile? What makes me any different than all the other sales reps?

YOUR HEADLINE SCREAMS SALES REP

Sales reps are enamored with their titles. How many C-level business executives are chomping at the bit right now to meet with you based upon your title?

The opening act to your professional story and your LinkedIn headline screams, "Hello all, I am a sales rep." Albeit, you are a sales rep but what makes you any different than all the others?

Done well, your LinkedIn headline can be used to promote your brand statement, your expertise and your all-around problem solving skills. The value you provide must be conveyed through this message.

WHAT YOUR SUMMARY SCREAMS ABOUT YOU

Hey, look over here, look how great I am. With a quick 10 second glance, Mr. or Mrs. C-level executive spots your summary... BAM!

"Top-producing Sales Leader with extensive experience driving strategic sales planning & execution, enterprise account management, and business development. To date, I have been recognized with 13 President’s Clubs Awards, 4 Regional Top Sales Awards, and multiple Leadership Awards."

"A visionary with dynamic strategic analytical skills to improve sales. Pragmatic, persuasive, and a creative ability to solve unique business problems. Known for developing and maintaining internal relationships resulting in effective resolution of challenges and enhanced customer satisfaction."

What on earth is all of this crap? Who gives a rip outside of you?

What value are you bringing to the businesses you work with? How are you addressing the challenges businesses face in today's marketplace? What problems do you solve?

You must differentiate yourself from the wolf pack and get the right people engaged with you. Provide them a sense of confidence in your abilities as you share your unique promise of value.

YOUR EXPERIENCE SCREAMS ALL ABOUT MY COMPANY

Sales reps will copy and paste bullet points from their resumes into the experience section. Better yet, I have worked at this company from this date to this date. How original!

Here is some ingenious creativity at its finest...

"When you work with us, you work with a team of business solutions specialists who take pride in their work and reputation. Our Senior Management team has an average of 20 years of industry experience. Our tremendous growth and success is attributed to the shared goal of every team member to take care of the customer, first and foremost. It is our straightforward and honest approach to simplifying document workflows that has earned us national awards for service, support and customer retention."

Big freaking deal! Who cares?

Think of removing doubt and eliminating risk for your potential new client. What do you do for your clients? Why does it matter to them? Why does it work so well?

What value are you providing to your clients?

GET THE LITTLE THINGS RIGHT

From generating new conversations, opening up new business opportunities or from a brand development point of view, how much traffic can you afford to lose because of the way you look?

We all know how much prospecting you're really doing! You're not fooling anyone, well maybe yourself!

Gaining trust and loyalty within your network, your clients and your prospects is the goal of sales rep. You may not like the fact that you are being judged by what they find or don't find online about you. This is reality and you must be willing to accept it.

Your online strategy drives your digital first impression. Your digital first impression is hopefully one that can secure you a meeting with a prospect or get more familiar with a current client.

In the real world you rarely get a second chance to make a good impression. In the online world all it takes is a simple mouse click and you're gone, vanished from their mind and squashed of opportunity.

Now, I ask you all to look back at your LinkedIn profile and think of Bill Parcells then recite to yourself...

I am what my LinkedIn profile says I am - A Sales Rep

What are you going to do about it?

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!

In 2016, I was recognized by ENX Magazine as, “The Difference Maker,” as someone who is making a difference inside the B2B office technology sector. I am passionate about helping sales reps succeed in creating their online brand image.

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

I appreciate getting the opportunity to share my stories. Integrating the use of social and sharing my story on LinkedIn was my “game-changer” in the highly competitive office technology world. With great pride I transform, challenge, coach and inspire sales teams to grow new business by helping them share their story and how they communicate it out by integrating the use of social inside the sales process. You can follow me on LinkedIn, Twitter, Social Sales Academy and on my podcast by clicking on Selling from the Heart.

Color Label Press University Label Press

Color Label Press University "Where to Find Color Labels" Part One, Course Two

Art Post · 2/3/1810:39 PM

This blog will be an additional addition to our Label Press University. We're going to go in alphabetical order to educate everyone on products & industries that use labels.

About two months ago I counted all of the labels that were plastered on a Ricoh W3601 wide format MFP. I believe the total ended up at 36 or so. Labels are everywhere and the opportunities to place label presses are everywhere.

Appliances, Apparel, Automotive products, Agricultural products, Aerospace industry, Advertising agencies, Asset tags

Beverages, Bottles, Boxes, Bumper stickers, Business cards, Bookplates, Beauty products, BBQ Sauce, Bakeries, Building materials

Candy, Cars, Coffee, Candles, Copiers, Corporate branding, Copackers, Cosmetics, Commercial printers, Cartons, Cannabis, Chemicals

Dairy products, Discount pricing, Dog & other pet products, Day of the week labels, Distilleries

Educational products, Electronic equipment and supplies, Essential oil products, Environmental notices, Emergency warnings

Food packaging, Folders, Fitness equipment, Fragile packaging, Floral products, Fundraising giveaways, Furniture products, Farming products

Glassware, Gifts, Games, Giveaways, GHS safety information, Grocery products, Gun labels, Gambling equipment

Healthcare products, Household chemicals, Hazard warnings Handle with care, Hot Sauce, HVAC repair labels, Honey, Hardware products

Industrial chemicals, Industrial equipment, Inspection compliance, Instruction information, Inspirational messages

Jewelry, Jars, Juice bottles, Jeans and other clothing Journals, Janitorial products, Jellies and jams

Kids' toys and products, Kitchen products, Ketchup bottles

Laboratory identification, Logo labels, Lotions, Laundry products Library books, Luggage, Lawn care products, Lighting equipment, Lumber products

Menus, Mailers, Maintenance reminders, Makeup, Medications, Medical supplies, Meat products, Machinery, Motorcycles and accessories

Nutritional products, Nutraceuticals, Newspaper advertisements, Name tags, Nail polish, Natural gas products, Nursery/gardening products

Office equipment and supplies, Oil and gas products, Organizational products, Olive Oil, Ophthalmic equipment

Parking permits, Promotional products, Point-of-purchase signage, Pharmaceuticals, Petroleum products, Private label products, Produce

QR codes, Quantity indicators, Quality control, Quilting products Quarantine labels

Retail Packaging, Railroad equipment, Recycling, Reorder notices, Repair labels, Restaurant supplies, Real estate promotions

Specialty promotions, Safety, Security, School spirit, Shopping bags, Sporting goods, Static clings, Soda bottles, Sauces and spices, Soaps

Tracking information Tradeshow giveaways, Toys, Trophies, Tamper-evident notices, Telecommunication notices, Tobacco products

Updates on sales literature, UPC codes, USB flash drives, Uniforms, Utility notices, University-related products or services

Vending machines, Varsity promotions, Visitor labels, Veterinary products, Vaping products, Vitamins

Water Bottles, Warnings, Wine bottles, Wearables, Weight labels, Website promotions, Wedding favors or specialty items, Wholesale products

X-ray machines and supplies, XL size labels, X-mas products

Youth organization activities, Yarn craft products, Yard care products, Yachts and yachting accessories

Zip code change notices, Zoo promotions, Zip tie labels, Zone labels

I'm sure there's some that we missed, please feel free to add in the comments section.

Still not sold on label presses? If you get a chance pay a visit to a Dunkin Doughnuts franchise. While you're waiting in line for you coffee, take a look at the entire store for labels. Take a look at the machines, the counter, windows, doors, walls. The amount of labels is incredible.

Special thanx to Muratec America a division of Konica Minolta for helping me with this blog. Interesting getting into the label press business? Call or email Muratec America and tell em the Print4Pay Hotel sent you.

-=Good Selling=-

This Week in the Copier Industry 15 Years Ago

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

Art Post · 1/28/189:44 PM

Ok, I get it, seems like 15 years ago there were some active weeks and maybe a few slower weeks with threads.

What I did see is a thread from Monte! Which is really cool, Monte and I speak from time to time and we've developed a relationship over the years. It's really something when you can develop that kind of relationship by communicating in a forum. There's been many times that Monte helped me get a deal because of his knowledge and I'm sure I've helped him out a few time also. But, that's what the Print4Pay Hotel forums is all about. We help each other in our industry to sell more and support our families!

R icoh Quarterly Report 03

2/7/039:37 AM

, thanks to brisk sales of digital cameras, and said it expected a further increase in 2003, which would be its fourth record-breaking year in a row. Most Japanese companies begin their financial year in April, but Canon's begins in January. SMALLER RIVALS BAND TOGETHER The office equipment and digital camera markets have been two of the brightest spots for Japan's struggling high-tech manufacturers. Ricoh's smaller Japanese rivals, Konica Corp and Minolta Co Ltd , unveiled a merger plan last

Topic

Ricoh Printers and IPDS

2/4/038:33 AM

I am not sure what IPDS is but I have a customer that needs it and is wanting to buy an AP3200. Does this machine support IPDS? Thank you for any help or info.

Re: Ricoh MFPs with Meditech

Lee · 2/3/036:59 PM

Been there. I just set it up with whatever HP driver they are currently using and print to my device. I'll usually install two drivers printing to the same device. One has the Ricoh driver installed and the other one is labeled MedTech_Ricoh and uses the HP driver. Thanks! Lee

Re: OCR and Scan Router Pro

2/5/037:59 AM

I would try it at your location first, all we used for the ID450DE was the Ricoh Twain Driver for Scanning and then told it where to out the file on the scan server.

Re: OCR and Scan Router Pro

2/5/034:59 PM

of a Ricoh Scanner/Printer Option. See your local dealer for offer details and restrictions. Ricoh DeskTopBinder V2 Professional Ricoh's DeskTopBinder V2 Professional personal document management software offers: - Easily Accessible Data/File Storage and Retrieval · Store up to 1,000 documents or images in up to 100 customizable folders. · View or clip multiple files together no matter what the file format. · Instantly search and retrieve files by searching Document/Section Name, Note Content

Re: What A Month!

2/5/035:05 PM

Spressomon: wow, was this one deal or a few, you got to teach me more about the gov sales. I'm ready. Did you still get the 1% for the financing too? Art

Member

Rich

Re: Canon 5000 and 5000 i pricing

2/4/036:22 PM

Thanks Art. I have been able to find out some costs for these products, but still no competitive street pricing that is out there. The iR5000 (non i version) has a cost of $ 9,135.00 The iR5000 i has a cost of $ 12,810 and comes with 10 seats for ecopy and desktop veiwer The printer kit (board) is $ 1,943.00 The basic finisher F-1 is 1,785.00 and the saddle stitch finisher is $3,150.00 Keep in mind these are rep prices and have been bumped roughly 7% If anyone knows any more about street...

Re: Ricoh Printers and IPDS

Lee · 2/4/039:27 PM

The Axis 5470e works well, but the Axis support stinks. Why don't you give Mike DeBenedetto with Ricoh a call at (973) 882-2000 ext. 3173 and see if he can advise you on this? Thanks! Lee

Re: Xerox 265 Field Report

2/5/0310:00 AM

THE XEROX 265 FAMILY WAS CODENAMED 'LAKES' WITHIN XEROX. WHEN IT 1ST CAME OUT, IT HAD HUGE PROBLEMS, SOME OF WHICH WERE CORRECT, AND SOME NOT. I HAVE SEVERAL P4P SITES WITH THE 265 AND ALL BUT ONE DISLIKE THE PRODUCT.

Topic

OCR and Scan Router Pro

Monte · 2/4/031:22 PM

I have a customer that wants to automate scanning and ocr with a Ricoh product (not ecabinet). Can Scan Router lite or Scan Router Pro OCR a document and save it as a pdf?

-=Good Selling=-

This Week in the Copier Industry 10 Years Ago

This Week in the Copier Industry Ten Years Ago, The First Week of February 2008

Art Post · 1/28/189:34 PM

Really, has it been only ten years since our MFP's incorporated color scanning? Seems like we've had it forever. One of the threads from this post tells about the Ricoh MP4000 which came with standard color scanning.

For me 2008 marks the start of the Great Recession here in the US. Most of my business at that time was in the AEC market. Thinking back, I lost almost 40% of my accounts to the Great Recession, some just closed up shop, while others went out of business. Far as I'm concerned I did not see a comeback until late 2015. I never want to go through that again.

Canon fires off warning on outlook

2/2/082:08 PM

TOKYO — Japan’s Canon has blamed a slowing US economy weighing down camera and office equipment sales for a surprise drop in quarterly operating profit. The world’s largest digital camera maker warned yesterday its earnings this year would fall short of market expectations. Rival printer maker Seiko Epson left its forecasts for the year to March unchanged, despite strong quarterly results, citing an uncertain economy. Slowing US demand prompted Ricoh to cut its 2007-08 outlook. Canon had

Topic

Global Imaging Acquires Better Quality Business Systems

2/2/082:40 PM

into new markets in Kentucky. About Global Imaging Systems Global Imaging Systems focuses on small and mid-size businesses through regional core companies in the U.S. that sell and service document management systems such as printers, copiers and multifunction devices; network integration services; and electronic presentation systems. As an office technology dealer, Global sells products from various suppliers including Xerox, Sharp and Konica Minolta. Xerox acquired Global Imaging in 2007 and

Topic

Ricoh, Savin & Lanier COG Users

2/4/089:02 AM

Ricoh will be revising COG II and they are looking to us to add some input on how to improve, please post your suggestions below and I will forward asap!

Topic

Xerox Unveils New Wide-Format Color Printers

2/5/087:18 PM

-electric, drop-on-demand inkjet heads with dynamic variable dot imaging and intelligent interweaving print technology to deliver sharp images, smooth color transitions and increased performance with higher firing frequencies. Users can choose the Xerox Wide Format Color Server Pro RIP or Xerox Wide Format Color Server RIP as color server options. Pricing and availability The Xerox 8265/8290 and 8365/8390 Color Wide Format Printers are available immediately worldwide at a North American list price

Topic

RICOH AFICIO MP C3500 NAMED BLI 2007 "PICK OF THE YEAR" FOR OUTSTANDING SEGMENT 3 BUS

2/5/087:16 PM

RICOH AFICIO MP C3500 NAMED BLI 2007 "PICK OF THE YEAR" FOR OUTSTANDING SEGMENT 3 BUSINESS COLOR MFP West Caldwell, NJ, February 05, 2008 — Ricoh Americas Corporation, a leading provider of digital office equipment, announced that Buyers Laboratory, Inc., (BLI), has awarded the Ricoh Aficio MP C3500 the "Pick of the Year" award for Outstanding Segment 3 Business Color MFP. The Aficio MP C3500, suitable for any business environment with demanding print needs, was recognized for its excellent

Topic

RICOH AND SWK TECHNOLOGIES TO PROVIDE EDUCATIONAL WORKSHOPS TO THE SAGE MAS 90™ AND M

2/2/084:11 PM

measurably improve document workflow efficiencies. DSS is committed to creating new “document-centric” customer value that will revolutionize how individuals and businesses use digital and paper-based information. DSS offers a complete package of products, services and support programs to all of our channels, comprising of direct and indirect operations under the Ricoh, Savin and Lanier brands. Ricoh Americas Corporation, founded in 1962, is headquartered in West Caldwell, N.J., and is a subsidiary

Topic

RICOH INTRODUCES THE AFICIO MP 4000B/MP 4000 & MP 5000B/MP 5000 DIGITAL IMAGING SYSTE

2/5/087:07 PM

supplier of office automation equipment and electronics, with fiscal year 2006 sales in excess of $17 billion, an 8.4 percent increase over the previous year. Ricoh Americas Corporation is a leading provider of document solutions. Ricoh’s fully integrated hardware and software products help businesses share information efficiently and effectively by enabling customers to control the input, management and output of documents. Ricoh Americas Corporation directly or through its network of authorized

Topic

Ricoh Updated Model Support for IPDS (SP C400DN)

2/2/082:15 PM

Topic

Ricoh New Model Support for IPDS (MP C2000)

2/2/082:14 PM

/400 •    Full Color and Spot color for highlighting columns in financial statements, logos on forms, sub totals and totals on invoice statements New Model Support: Ricoh MP C2000 All models include software and 5-year support agreement * These devices require PostScript to support IPDS

Topic

Finally! Color Scanning for Ricoh!

2/5/087:09 PM

RICOH INTRODUCES THE AFICIO MP 4000B/MP 4000 & MP 5000B/MP 5000 DIGITAL IMAGING SYSTEMS Black & White Copying, Printing, Faxing Efficiency with Color Scanning Capabilities West Caldwell, NJ, February 04, 2008 — Ricoh Americas Corporation, the leading provider of digital office equipment, today introduced the Aficio MP 4000B/MP 4000 and MP 5000B/MP 5000 Digital Imaging Systems. Ideal for mid to large-sized workgroups, the Aficio MP 4000B/MP 4000 and MP 5000B/MP 5000 offer fast speeds, greater

Topic

Fakery aided school copier deal

2/3/0811:48 PM

delivered some of the equipment to personnel with the Memphis City Schools as part of his efforts to secure sales and maintenance contracts with them," Parker wrote. The letter said IKON couldn't verify Hobbs' claims. Likening Hobbs to a rogue salesman who acted alone at IKON, Parker advised the school district to do "whatever level of inquiry you think the matter deserves." Letter from a dead man As IKON turned over a flow of internal records, other concerns came to light, chiefly the purported

Member

Mike C

Re: Duplexing 8 1/2" x 5 1/2" on a Savin CLP27DN

wyzguynyuk · 2/2/0810:36 AM

Yes, the Savin CLP27DN can duplex statement size paper...I just tested and confirmed it this morning. Brian

Re: Postscript and Windows Authentication

2/7/083:38 PM

The word from Ricoh is that they are "aware of the problem" and hope to have a fix this spring. Wait & See how this pans out. Cheers no dice

-=Good Selling=-

The Most Important Sales Appointment You Can Make... It's Not What You Think!

Larry Levine · 1/28/188:19 AM

"We never know the worth of water till the well runs dry"

Scottish Proverb

When hiking deep inside a forest, your vision sometimes may get blocked by the thick foliage. In order to successfully maneuver through it, you need to break out of the dense forest just to see the entire landscape.

Similarly, if you’re thick in the jungle called life, you might not be able to see tomorrow, let alone the next week.

The hustle and bustle of everyday life tends to get exhausting, zapping the energy right out of us! Sometimes it can be downright paralyzing! We have so many responsibilities pulling us in every direction. In our sales lives, we have the grind that exists in our day to day job. From family life to our social life through to our work life, most feel like we just don't have enough time to accomplish it all effectively.

"There cannot be a stressful crisis next week. My schedule is already full."

Henry Kissinger

THE PRIORITIZATION OF YOU

It's so easy to get caught up in the daily hustle and bustle of life. When it's all said and done we haven't set aside time for ourselves. We immerse ourselves in our work life and our personal life then fail miserably at finding time for ourselves.

I am a frequent flyer and during safety demonstrations on airplanes, flight attendants instruct passengers that in case of an emergency an oxygen mask will drop down. If you are traveling with children or adults that need your assistance, you must put on your oxygen mask first before tending to them. Why? If you aren't breathing it becomes next to impossible to help anyone else.

Your ability to function at your very best is no different. Take for instance your sales life. If you are so wrapped up in taking care of your clients, running and gunning, grinding it out to hit quota, your stress level increases your resources start to deplete and then BOOM it all hits at once becoming difficult to do anything.

Taking care of everyone else first and giving more importance to the work rat-race, ignoring the importance of you is a recipe for a long term disaster.

THE MOST IMPORTANT SALES APPOINTMENT

Set aside the images in the back of your head as your sales manager is hammering on you for more sales appointments. The single biggest appointment, the one you may be forgetting to add to your schedule is staring at you as you look in the mirror. It’s the most important one of them all! Make an appointment with YOURSELF!

This may sound a bit odd and you may be saying to yourself, "This is a bit weird" but it is the most important appointment you’ll ever make! Remember, you are just as important as everyone else in your life.

Acknowledge that you are important and start making appointments with YOU! Mark it on your calendar. Mentally phone yourself everyday first thing in the morning. Think about it there's no gatekeeper except the mental one!

Set the mental timer daily and when that time comes, don't miss it!

Set an appointment with yourself to read for 15 minutes
Set an appointment with yourself to exercise
Set an appointment with yourself to write thank you notes to your friends, people who mean a lot to you and more importantly your clients
Set an appointment with yourself to uncover what you could be doing better

"If you don't care of yourself then how can you take care your clients?"

INVEST IN YOU

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

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

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

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

Invest in yourself and stay truer to true!

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

THE OUTCOME OF INVESTING IN YOU

Sales today is more competitive than ever. Look no further than to professional sports. How hard is it to repeat as champions? It's extremely difficult as other teams raise their game to compete to take down the champions. You starting to get it? You must stand out from the competition now more than ever as a sales professional. One of the most effective ways to make that happen is to invest in yourself and your career.

Consider making the investment in enhancing your skill set and what this could mean to your sales career today, tomorrow and into the future.

Areas this could impact:

Potential earnings - By enhancing your professional skills this can translate to higher pay and commissions.
Job growth - Making an investment and gaining expertise within what you do allows you the opportunity to move into more advanced sales roles.
Job knowledge – Always be learning. This allows you to stay on the forefront within your industry. Learning new techniques can have immediate impact to your job.
Leading and motivating others – An investment in you may even help you transition into a leadership role. Think of the impact you could have on others as you inspire those around you to reach for higher goals.

"If you want to invest in something with minimum risk and a guaranteed big return, invest in yourself"

Investing in yourself packs a powerful punch!

It allows you to become the best version of yourself. As you invest in yourself watch out for the opportunities that come your way and the people who start turning to you.

Now, this one sales appointment you must not procrastinate in making!

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

R.J. Stasieczko

The Exit Row

Ray Stasiezcko · 1/26/189:51 PM

I just want legroom, I don’t want to be responsible for evacuating a plane. Do you ever wonder if the people in the exit row paid attention to the instructions; after all those doors don’t open themselves. Why is it that we trust those in charge? Is it a blind trust?

“Crisis Management has no patience for the unprepared or those with delusions regarding the tenure of their temporary comfort.”

Running a business and airline travel have a commonality. They both require someone to take charge and lead the exit when the alarm sounds. Unfortunately, both in the plane and in the business, people are occupying the emergency exit row seats who are not prepared. They never studied the manual, or they are in a dream zone thinking everything will be fine, and some will cower in the corner covering their eyes and ears afraid to even imagine an impending doom. So, I ask, in your business are you prepared? Who will open the emergency exit?

I believe all businesses should have an emergency exit row team. This team unlike those on the plane would be picked based on skill’s, and along with bravery, would have wisdom. This team would understand the importance and value of conflict in leadership, this team would challenge the relevancy of everything thought sacred, and without a doubt, this team could successfully guide the businesses exit off currently onto the temporary safety of what comes next.

Business leaders when was the last time you or your leadership team asked how your business could be defeated? Or when was the last time you discussed your strategy to exit currently? Too many leaders and their subordinates get bogged down in their current comfort of how great everything is. Of course, they seldom pay attention to the meaning of the word currently. They sit around the conference room and talk about how much better they are then their current competition.

Here’s the impending disaster when a business has an arrogance of greatness. Companies stubborn to their greatness don’t know who their competitor is because they refuse to imagine the emergent of the unknown disruptor. They assume their competitor is the same as yesterday, and they refused to challenge themselves or their deliverables current relevance. Unknown competitors come from unexplored places, and they win because the old way has a lack of imagination. So, stop wasting time congratulating yourself on winning against your current known competitor that’s your job. Today leaders must look for the unknown competitor. The competitor who changes the game bringing the new relevance.

“Without the ability to understand how we could be defeated we are at the mercy of those who plan and execute our defeat.”

On the plane, we hope for the best, in business, there is a much greater percentage of impending doom alarms sounding than those on a plane. So, be prepared and have a strategy to exit from irrelevancy to new temporary relevancy your growth will depend on it. In all reality, those who constantly search and understand how they can be defeated will always redefine their growth strategy. A company’s continuous growth is a product of their ability to continuously modify.

“The meetings to cheer our greatness must be balanced with meetings to fear and respond to our possible demise.”

In Closing: Next time you sit in the exit row don’t sit there just for the legroom be prepared to respond when the alarms sound.

R.J. Stasieczko

Newer Posts

Older Posts

Part 2 - Why is this happening and why is the security discussion different now?

1. Availability of Hacking Software - “There's an app for that”

2. It is now much easier to train as a hacker - “there's a class for that”

3. HAAS - You do it for me

4. The rewards can be huge

5. The number of devices out there

6. Not enough people to battle the new hacking onslaught

Looks like a thread from 1996 appeared and I'm not sure how that happened. But, it's interesting about the time frame that Danka purchased the Kodak copier unit. Danka brings back memories also since the Danka name is now gone also. Correct me if I'm wrong but I believe Canon bought Danka, right?

Re: c2500SPF LAN with MAC?

Re: c2500SPF LAN with MAC?

Re: Sales Tips

Re: CompTIA CDIA+(Certified Document Imaging Architech)

Re: 1224/1232 Maintenance Pricing

Re: OCR and Scan Router Pro

Re: Mita 3648 Wide Format

Re: Points added to lease rate factors

Re: 1224/1232 IN New RMAP pricebook

YOU GET ONE DIGITAL FIRST IMPRESSION

WHY YOU ARE WHAT YOUR LINKEDIN PROFILE SAYS YOU ARE

YOUR HEADLINE SCREAMS SALES REP

WHAT YOUR SUMMARY SCREAMS ABOUT YOU

YOUR EXPERIENCE SCREAMS ALL ABOUT MY COMPANY

GET THE LITTLE THINGS RIGHT

Ok, I get it, seems like 15 years ago there were some active weeks and maybe a few slower weeks with threads.

Re: Ricoh MFPs with Meditech

Re: OCR and Scan Router Pro

Re: OCR and Scan Router Pro

Re: What A Month!

Re: Canon 5000 and 5000 i pricing

Re: Ricoh Printers and IPDS

Re: Xerox 265 Field Report

Really, has it been only ten years since our MFP's incorporated color scanning? Seems like we've had it forever. One of the threads from this post tells about the Ricoh MP4000 which came with standard color scanning.

Re: Duplexing 8 1/2" x 5 1/2" on a Savin CLP27DN

Re: Postscript and Windows Authentication

THE PRIORITIZATION OF YOU

THE MOST IMPORTANT SALES APPOINTMENT

INVEST IN YOU

THE OUTCOME OF INVESTING IN YOU

Membership Required

Remove From Your Block List

Manage Follow Preferences

Block

Premium Membership Required

VIP/Premium Membership

Please wait...