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This Week in the Copier Industry 10 Years Ago (Third Week of January 2003)

Interesting bunch of threads about Ricoh (Ricoh USA "Giant Changes Ahead" ten years ago. I'm guessing this was right before the Ikon acquisition.  Kirk was coming back, Alan was leaving, Gestetner brand was dropped and the rest is history.  

Weekend Copier Notes from 1/13/08

than anticipated (due to slow sales of Canon imagePRESS C7000VP and competition from Creo) - A large Sharp dealer in Chicago area unveiled its own print management program, called ImageFlex.: o Dealer is Des Plaines Office Equipment o Goal is to capture clicks made by desktop printers of various brands o One of the largest independent Sharp dealers in U.S. o Also authorized to sell Kyocera printers and Okidata color printers o Founded in 1955 by Vince Micelli, and run by son Chip - In a recent
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Ricoh USA " GIANT Changes Ahead"?

looking to cut costs, and maintain or increase profit it makes sense, right? You’ve got the Ricoh Dealer Channel, Savin Dealer Channel, Lanier Dealer Channel, and Ricoh Business Solutions all competing against each other . I believe it would make good sense to drop the Savin brand and move them all to Lanier or the other drop Lanier and make them all Savin (are you guys in Atlanta hearing me). Here’s an excerpt from a Ricoh Press Release last year “Ricoh’s Gestetner dealer network in the U.S. will
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NEW Ricoh C900!! HV Color Printer

summer. The 90ppm printer is aimed at high-end and mid-range variable-data colour printing, including transpromo work, and is expected to take on existing machines from manufacturers such as Xerox, Canon, Océ and Konica Minolta. Peter Williams, chief operating officer of Ricoh subsidiary Infotec Europe, described the 1,200dpi C900 as "truly unique" and said it was the "most visible product example of Ricoh's dedication to the production print market". The machine will be able to handle stocks of
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Re: Tom Salierno & Global??

Former Ricoh U.S. President Joins Xerox’s Global Imaging Systems TAMPA, Fla.--(BUSINESS WIRE)--Global Imaging Systems, a Xerox (NYSE: XRX) company, has named Thomas Salierno Jr. as senior vice president of acquisitions. Salierno is the former president and chief operating officer of Ricoh U.S. Over the course of his 30-year career with Ricoh and Savin Corp., which was formerly a subsidiary of Ricoh, Salierno held a range of senior management positions, including chief financial officer
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Canon Sales Figures

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I could have sworn I read this info in the "Copier news weekend roundup" but my search through the archives has turned up nothing... The news piece I was looking for said something about Canon's sales, broken down by IKON and CBS and mentioned their growth in CBS. Am I going crazy or are my searches just not finding it?
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Xerox Continues Broadening its Continuous Feed Portfolio with its Fastest-Yet Monochr

and as the company of choice that helps print providers "green" their offerings. To demonstrate its decades-long commitment to sustainability, Xerox is integrating green aspects into its 3,500 square-meter booth at drupa. The exhibit is built with environmentally friendly materials, including energy-saving lighting and re-usable components. "We operate in an industry that puts marks on pages and, therefore, our business inherently impacts the environment," added Allen. "However, there are ways
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TOSHIBA AMERICA BUSINESS SOLUTIONS INC. Introduces the Versatile e-studio™353/453 Ser

, please visit www.copiers.toshiba.com . About Toshiba America Business Solutions Inc. Toshiba America Business Solutions Inc. (TABS) manages product planning, marketing, sales, service support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Brazil, Latin America, and the Caribbean. Headquartered in Irvine, Calif., TABS has four divisions: the Electronic Imaging Division; the Toner Products
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TOSHIBA AMERICA BUSINESS SOLUTIONS INC. MAKES AVAILABLE THE NET-READY e-STUDIO™203L/2

Inc. Toshiba America Business Solutions Inc. (TABS) manages product planning, marketing, sales, service support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Brazil, Latin America, and the Caribbean. Headquartered in Irvine, Calif., TABS has four divisions: the Electronic Imaging Division; the Toner Products Division; the Document Solutions Engineering Division; and TOPAC U.S.A., Inc., dba
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RICOH INTRODUCES GLOBALSCAN 3.0

year 2006 sales in excess of $17 billion, an 8.4 percent increase over the previous year. Ricoh Americas Corporation directly or through its network of authorized independent dealers markets and distributes products in North, Central and South America. For fiscal year 2006, Ricoh Americas Corporation sales exceeded $3.3 billion, an increase of 7.4 percent over the previous year. Information about Ricoh's complete range of products and services can be accessed on the World Wide Web at www.ricoh
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RICOH INTRODUCES MOBILE HOTSPOT LINE OF PRINTERS

equipment, today introduced its new line of HotSpot printers. The SP C410DN-KP color printer and the SP 4100N-KP monochrome model are the industry’s first and only desktop printers that enable users to print documents from any Wi-Fi enabled location or device. Ricoh’s HotSpot Printers ensure convenient access to reliable laser printing from Internet-enabled laptops, cell phones or handheld devices without the need to download and install drivers or additional software. The two printers perform all
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Ricoh Introduction of the new GX3000S / GX3000SF / GX3050SFN

Ricoh is pleased to introduce the new GX3000S/3000SF/3050SFN desktop color MFPs. These three incredibly cost-effective systems bring all the advantages of full-color performance to small offices and workgroups in a flexible design that boosts productivity. The MFP Series features the innovative GelSprinter Technology: waterproof viscous inks, a permanent wide print head and a belt transfer system. All three 8.5” x 14” models have a fast print speed of 29PPM in color and black & white, as well
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Re: Leads in Illinois

support increased sales activities products and services to support a field sales force services to support increased business development activities products and services to support growth in target markets, including marketing, research and advertising services A. Kevin Harrell is Executive Vice President of Sales. Mr. Harrell most recently served in a senior sales management role at Eastman Kodak Company and previously worked for Creo Inc. and 3M. Jonathan Shean is Senior Vice President
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Re: Ricoh USA " GIANT Changes Ahead"?

. We wish him all the best for the future. I am also pleased to announce today that effective April 1st, 2008, Kiyo Shimizu, currently President, Ricoh Latin America, will assume Alan's responsibilities as Senior Vice President, Indirect Division. During his 24-year career with Ricoh, Kiyo has held positions in sales and supply chain management, as well as in the corporate offices of Ricoh Japan and Ricoh Europe, prior to his current post in Latin America. Between now and April 1st, Alan and Kiyo
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Re: Ricoh USA " GIANT Changes Ahead"?

Heard last night that in a Regional Meeting Nori Goto confirmed that the Savin Brand will stay, as their is too much turmoil. Supposedly Nori stated that the 3 brand strategy is good...for now Also heard form a high level friend in Canon, involved with acquisitions, not to count them out on a IKON purchase either.
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Re: Postscript and Windows Authentication

I've got the same problem with trying to print to a C4500 or a C410. The problem is likely their PS driver. Ricoh is aware of the problem (I demo'ed the problem to some regional sales types) and they should get back to me. If it isn't fixed we probably won't buy Ricoh. If I see a fix, I'll post it. no_dice
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Texas School board approves new copier contract

facilities, presented the only item on the special meeting agenda: to award a contract for photocopier leases and rentals to the Texas Association of School Boards (TASB) Buy Board. Salinas told the board that the current school district photocopier contract expires Jan. 31. He said for the last five years the district has had a contract with Xerox Corp. for a total of 83 copiers throughout the school district. Salinas said that total includes 57 low-volume, seven mid-volume and 19 high-volume copiers
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Re: Leads in Florida

potential opportunity to provide... products and services to support increased sales activities services to support increased business development activities products and services to support growth in target markets, including marketing, research and advertising services Deborah Faucette, R.Ph., is Senior Vice President of Sales and Marketing. In this newly created position, she will lead a new department that will enhance the effectiveness and profile of the company's consumer education
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Re: New Ricoh SP C220 Color Pinter!

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I participated in a Ricoh teleconference on this product yesterday and they said they anticipate the average monthly volume to be 1,500/mo.
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Re: New Ricoh SP C220 Color Pinter!

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According to the Ricoh cost fact sheet the targeted volume is between 9000 and 11000 per year. Retail CPC for toner and wastebottle is $0.17 The fuser and transfer unit is designed to last the life of the printer This is a disposable printer.
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Re: Job Seperator Sheet

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Not sure yet, probably a Savin 8045espf or C4540.
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Re: Job Seperator Sheet

job sep will allow a sheet of paper to feed from a different cassette, this is usually used to seperate print jobs, not sure about copy jobs. However I did set this up for someone on an AP9000 Ricoh Printer. It is not involved and can be done in 15 minutes or so.
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Re: Ricoh USA " GIANT Changes Ahead"?

Now another rumor surfaces that Tom Salerieno former CEO of Ricoh maybe going to work for s competitor.
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Re: Job Seperator Sheet

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Yeah, I'm actually working on trying to help another rep with this and that was my first thought. They have a Xerox now and like this, I'm going to try to introduce them to the benefits of "Hold Print", but I wanted to make sure that I could say "yeah our's does that to, but it may be better if you did this". Thanks.
Member

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Print Manager Plus

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Does anyone use Print Manager Plus for tracking purposes? If so, how does it compare to SMART Accounting or other Ricoh for capture of print and copy billbacks? Thanks, tkern
-=Good Selling=-

This Week in the Copier Industry 15 Years Ago (Third Week of January 2003)

Pretty cool that this post will be the third installment of our Week in the Copier Industry 15 years ago this week.  Looking back many of us new nothing about networks, nothing about networked printers and scanners.  This site enables many copier sales people to lean on others and to share information that helped us compete.  Many of these founding P4P'ers are still members today. I'd like thank them for all that they did over the years.

2002 Better Buys for Business HV

for 2002 as rated by Better Buys for Business, were just released in their 2002 High Volume Copier Guide. The following copiers were given Editor's Choice Awards. Oce 3165 62 cpm Konica 7165 65 cpm Minolta Di 650 65 cpm Xerox 470DC 65 cpm Ricoh 700 70 cpm Konica 7075 75 cpm Kyocera Mita Vi7360 73 cpm Minolta Di 750 75 cpm Oce 3275 75 cpm Pitney Bowes DL750 75 cpm Xerox DC 480 75 cpm Canon iR 8500 85 cpm Ricoh 1085 85 cpm Xerox Docutech 135 cpm
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Ricoh US

From: Docusultant (Original Message) Sent: 9/11/2002 2:04 PM All you guys who are Gestetner, Savin dealers, God Bless, this should be a God send for you guys. For me having a Savin Direct, Ricoh Direct, Savin Dealer, Gestetner Dealer and another Ricoh dealer in my territory..................bad, bad,, bad,..............guys if I go to Canon can I still be a member here? Ricoh Corporation Announces The Formation Of Ricoh U.S. Major Organizational Change Will Dramatically Increase Efficiencies
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Xerox Docu Share

server and desktop operating systems have made it a popular choice for government organizations. Existing customers can easily upgrade to DocuShare 3.0. The software will be sold through Xerox direct sales representatives, agents, concessionaires, Xerox Business Partners and Teleweb sales channels. Worldwide availability begins Sept. 30.
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XRX no longer manuafacturing copiers

in a statement. Salomon Smith Barney Analyst Jonathan Rosenzweig said the deal will help Xerox cut about $200 million in annual costs. But, he said, with many of its turnaround goals reached, Xerox must now prove it can compete in its core business; selling equipment. ``Now they have most of the key elements out of the way, including the assets sales, the third-party vendor financing in the U.S.,'' he said. ``What everybody is still waiting for is the turnaround on the operating performance
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The Gold Medal goes to..........

about the WEC, please visit http://www.wec.org/ . Previous recipients of the WEC Gold Medal are: CEMEX, The Royal Dutch/Shell Group, International Paper Company, Eastman Kodak Company; Philips Electronics N.V., Compaq Computer Corporation, Alcoa, Ciba-Geigy Limited, S.C. Johnson & Son, Inc., Xerox Corporation, Procter & Gamble Company, Rohm and Haas Company, IBM Corporation, The Dow Chemical Company, The BP Group, E.I. Du Pont de Nemours & Company, Exxon Corporation and 3M. SOURCE The World
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BB4B Docutech 135

Prev Discussion Next Discussion Delete Reply Recommend Delete Message 1 of 1 in Discussion From: ricohaficio (Original Message) Sent: 11/15/2001 1:23 PM -------------------------------------------------------------------------------- Thursday November 15, 9:04 am Eastern Time Press Release SOURCE: Xerox Corporation Xerox Receives Top Honors From 'Better Buys for Business' and National Print Buyers Survey DocuTech 135 Chosen for Best Performance, Value; Xerox Named Most Favorable Printer
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Xerox 421 PI

1200 dpi resolution, two-sided printing, 12 ppm copying, and color scanning. The WorkCentre Pro 421 has a U.S. list price of $5,495 for the 421DEi and $6,995 for the 421Pi. Both configurations are immediately available in the U.S. and Canada through Xerox authorized dealers and Xerox Omnifax. It will be available through Xerox direct sales representatives and agent channels in January 2003. Customer Contacts: For information about Xerox multifunction systems, visit www.xerox.com or call 800/ASK
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kONICA 7075

"we installed an unconnected Konica 7075 in October 2000. In the six months since we got it, we have run 1.5 million copies or an average of 250,000 per month. Overall we've been satisfied with the machine - especially the booklet maker. In general the copy quality is good and we can start a job and walk away until we need to reload paper. We frequently run pre-printed 11 x 17 covers, although we have not run any coated stock to date. We have found that pre-printed covers will jam when run from
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New Xerox Color Printer

From: Docusultant (Original Message) Sent: 11/4/2002 5:35 PM Ricoh, can we expect a price drop on the 3800C??????? Xerox Delivers Fastest Workgroup Color Printer Monday November 4, 8:01 am ET Xerox Phaser 7300 Is the New Speed Leader in the Office at 30 Pages Per Minute WILSONVILLE, Ore.--(BUSINESS WIRE)--Nov. 4, 2002--Xerox Corporation (NYSE:XRX - News) introduces the fastest workgroup color printer available today, leveraging single pass technology that transfers a full-color image to paper
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Sharp AR650

The Sharp AR650 is the same as the Toshiba E-Studio 65. The Sharp offers one controller that is embedded and has the following specs: Controller - Power PC 603e - 64 MB RAM - 200 MgHz processor - PCL5e, PCL XL, PostScript 2 enhanced resolution 600 dpi x 2,400 dpi Hope that helps.
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Re: Print On Demand

works for us now says that the 8500 engine is based on the new 5000/6000 platform. I don't really see the 2 cpm faster speed as an advantage for Canon (if someone does it's negligible). But once again their advantage is in scanning to PC as well as low cost scan to e-mail solution. Not to mention the general "print for pay" world trusts Canon on reliability. Although I'll put ours up against theirs any day. But much to my dismay, some of the folks at the Ricoh booth were still heard to be "disin
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Color1
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Re: Our Doc Mall Account

At some point in time, we may not be able to keep all of the brochures and information on the web site. It will just be too much information and the cost associated with it. We can also post private pricing, like Sharp, Toshiba, Canon etc. Let me know Art
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Industry Analysts Website

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We were very fotunate this week to have Lou Slawetsky with Industry Analysts attend our sales retreat and gives us a "State of the Industry" address. It was very interesting and enlightening. One example: We've all seen and heard the info about Canon having the number one product share. Did you know that if you deduct the 300,000 or so personal copiers they sell through the retail outlets that the Ricoh Family is actually on top? Be sure to visit the website www.industryanalysts.com and take a
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Xerox 265 Field Report

A printer in Winston-Salem, runs 100K per month on his 265. He also rate the performance as a 9. He does have some concerns with registration especially with two sided copying.
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Xerox Completes Slide to Junk Status

Xerox Completes Slide to Junk Status NEW YORK (Reuters) - Embattled office equipment maker Xerox Corp.(NYSE:XRX - news), whose name became synonymous with photocopiers, watched its credit ratings complete their slide to ``junk'' status on Tuesday, being downgraded by Standard & Poor's after reporting its fifth straight quarterly loss. S&P cut its rating of senior unsecured debt issued by the Stamford, Connecticut-based imaging industry icon two notches to ``BB,'' its second highest junk grade
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Looking for a Ricoh dealer inMadisonville TN

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I have a friend in Tennessee looking for a 1013. Is this in anyones territory please let me know. Thanks, John Carr
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Riso to Ricoh Competitve Trade up

Does anyone have the competitve trade up promotion sheet for replacing Riso with our priports. I have the form you fill out to send in to Ricoh but don't have the actual "promo" to turn in with my deal for 3 JP5500's. I was told by the Product Manager that there is a $400 trade in allowance per riso but you need to send the actual serial number plate from the Riso with the form.
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Canon CLC 1000

Re: pkpetenj (43/M/North Brunswick, NJ) 5/17/01 9:55 pm Also Canon CLC 1000 (31 cpm) for $42,000 with Z90 rip. CPC 0.12. This quote was from Canon direct (MCS)
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Re: Ricoh US

From: Graham Sent: 9/23/2002 10:35 AM Does this mean that we will no longer see the Savin or Gestetner name out there? If so, I am glad that we are still the only Lanier dealer here. If this is the case, that will make 5 RICOH dealers including myself here in Boise. Plus the Lanier that we have as well
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Re: New Xerox Color Printer

, Toshiba Corporation, Hitachi, and Fujitsu. The fires occurred with three types of printer engines made by Fuji Xerox and were a result of certain printer parts becoming overheated. The engines were included in 640,000 printers sold between 1993 and 2001 as part of an original equipment manufacturer agreement. Fuji Xerox estimates that approximately 259,000 printers containing the faulty engine are still in use. Fuji Xerox announced that it will replace the faulty printer parts for free
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Re: XRX no longer manuafacturing copiers

diluted share, compared with net earnings of $49.9 million, or 10 cents, a year ago. The average estimate of 25 brokers surveyed by Thomson Financial/First Call was for earnings of 16 cents, with a range of 15 cents to 17 cents. Revenues totaled $3.2 billion versus $3.1 billion a year ago. Aside from eliminating 10,000 jobs, a cost-saving move, Flextronics will also cut 4 million square feet of manufacturing space, or about 20 percent of its total. The company took a $399 million charge in the
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Re: e-310 Fiery

However, I believe they know they have an issue with the fierys. Awhile ago, Ricoh had the peerless print controllers and no fierys for the black & white. Canon just had the fiery for thier high end (however most of thier placements were in P4P), Canon switching to a regular print controller & still offer the fiery solution to add placements in corporate black & white market. Ricoh did away with the peerless and only has the fiery. Smaller dealers will pay the price for knowledge. I believe
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Re: iR 8500 Field Report

Upgrading from a Xerox 5100 Upgrading from a Xerox 5100 was covered in the following: “I’m looking to upgrade to digital from my current Xerox 5100, we run 270,000 copies per month. We’re looking at either a Xerox 480ST with standard finisher or a Canon iR8500 with booklet maker. Both will be connected. Xerox has offered a purchase price of $32,000 and service and supplies at $817 for 80,000 and then $.0075 for overs. Canon has given me a price of $35,500 and service and supplies at .0065, with
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Re: Print On Demand

looks would sell a system the aficio 850 has them beat. We have a sexy stlyish system, the 8500 is just a box of plasctic. Halftones are exceptional, don't get caught with halftones against the Canon. Our 850/1050 sucks even with the eb fiery controller. Minolta 1501/2001, these units are three different pieces that look like they were patched together. Corporate color only!! 90lb stock is the heaviest and it has to be run thru the single sheet by pass!!!!!!!!! Black & White speed is 15 for
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Re: GEM Program coming to an end?

I believe that Ricoh has created a monster with their purchase og GES, SAV, Lanier, and the formation of Ricoh US. I believe that the right hand does not know what the left hand is doing. Look at the guys they put at the top, formed execs of bankrupt companies!! I had the same situation with an account that had a rental agreement under Savin. They would not approve the GEM order. Well we raised enough stink to change it. I had to take $900 hit! Art
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Re: XRX Refinancing debt

can't cut costs forever.'' Xerox trimmed global staffing by 4,300 to 74,600 in the quarter, and cut inventories by $490 million, or 28 percent, from a year ago. Xerox said cost cuts in the quarter will lead to savings of more than $100 million annually. Merrill Lynch analyst Shannon Cross said ``the cost cutting and operational improvements should make the banks feel more comfortable.'' Chairman and Chief Executive Anne Mulcahy said on a conference call that ``a lot of operations'' were not
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Re: XRX Refinancing debt

Reuters Company News Xerox rtgs cut by Moody's on debt, cash flow worry NEW YORK, May 1 (Reuters) - Xerox Corp.'s (NYSE:XRX - news) "junk" ratings were cut as many as four notches by Moody's Investors Service on Wednesday over concern about the copier maker's heavy debt load and "modest" sales growth prospects. "The size of this downgrade is a surprise," said Domenick Fumai, a fixed-income analyst at BNP Paribas, which trades Xerox bonds. "Moody's may be trying to be proactive, but this seems
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xrx 2060

Three compnaies reported on the 2060 (60 cpm). Their monthly copy volumes were 67,000, 90,000 and 125,000. Copies between service calls were 15,000, 30,000 and 40,000. Machine performance ratings (on a scale of 1 - 10 with ten being the highest) were a 7, 8, and 10. The average selling price for the three shops was .67 each. With an average of 94,000 copies at .67 each, the average shop was bringing in $63,000 per month in color copy sales. While these shops are obviously at the high-volume end
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XRX & MicroPress

Xerox & TR/Micro In The News ricohaficio SOURCE: T/R Systems, Inc. Xerox Partners With T/R Systems To Distribute M@estro M@estro Enables Xerox To Provide Customers Superior Document Delivery Options ATLANTA--(BUSINESS WIRE)--Aug. 29, 2001--T/R SYSTEMS, INC. (Nasdaq:TRSI - news), a leader in developing innovative solutions for the management and production of digital documents, and Xerox Corporation (NYSE:XRX - news) today announced a relationship whereby Xerox will distribute M@estro, T/R
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XRX @ Print 01

Xerox in The News ricohaficio (43/M/Highlands, NJ) 9/10/01 7:32 pm Friday September 7, 8:02 am Eastern Time Press Release SOURCE: Xerox Corporation Industry Professionals Agree Digital Color is the Future of Printing, According to Survey Nearly Half of Those Polled Believe Xerox Offers the Most Impressive Printing Technologies at Show CHICAGO--(BUSINESS WIRE)--Sept. 7, 2001--A Xerox Corporation (NYSE: XRX - news) survey conducted from the show floor on the opening day of Print 01, this year's
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LightSpeed & XRX

Eclipse not only positions Lightspeed as a major player in enterprise software, but also ensures Chrystal customers further technology development and continuing product maintenance,'' said Thomas Little, Vice President of Business Operations at Xerox Technology Enterprises. The acquisition will provide Lightspeed with an element of critical mass and allow the company to accelerate its domestic sales and marketing operations, as well as develop international business activities. Lightspeed will be
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GEM Program coming to an end?

Tell me what is going on here. We just tried to order a 1035 for a hospital under the GEM program and the order was not approved because it was a "Ricoh US Account". We called Ricoh and were told that someone in the "Ricoh Family Group" had registered this account and would tell us nothing more. My question is How and Why. How do you "register" a GEM account and why would you if they automatically qualify for D3 pricing? We sold two 1035's to this account just two months ago but apparently
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iR 8500

From: ricohaficio (Original Message) Sent: 4/28/2002 6:24 PM The Canon imageRunner 8500 is a high-volume digital production system. With its 85 page per-minute speed and 400,000 page a month duty cycle, the 8500 is designed to meet the demands of high-volume copying and distributed printing. The 105 is nearly identical machine but has a 105 page per minute speed and a duty cycle of 600,000 pages a month. Both the 8500 and the 105 ship standard as digital copiers, but each can be easily
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Docutech 90

now includes 14 digital printing products, ranging from 75 to180 pages per minute and served by the Xerox DocuSP common controller. The DocuTech 90 and DocuPrint 90 are immediately available in North America through the Xerox sales force and in Europe in the first quarter 2002. The U.S. base list price for the DocuPrint/DocuTech 90 begins at $64,995.
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Document Capture/Global Scan

out their competition." Through strategic partnerships with industry leaders such as Adobe, Kofax, Doculex, Captaris and Equitrac, Ricoh's GlobalScan server will provide flexibility to large organizations already utilizing industry proven document management systems. "This is a one stop solution for the workplace and Doculex is able to be the conveyer belt within Ricoh's GlobalScan process," said David Bailey, VP, Sales and Technical Development, DocuLex. "We monitor and further understand the
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Article

! Ann Barr is a consultant and sales trainer who presents sales seminars in the U.S. and Canada. RS&R readers can get a complimentary e-mailed copy of her report “64 Ways to Increase Your Sales” by subscribing toAnn’s free e-mailed “Weekly Sales Tips.” E-mail your name to:annbarr@sellingsupplies.com with “Join” in the subject line or visit Ann’s website at www.sellingsupplies.com .
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Re: RMAP/GEM/GSA

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Done! Put it in the Sales Talk category.
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Re: Variable Data Solution in Ausie Land

From: mwyman Sent: 1/3/2002 6:48 AM Is this similar to Canon's Free Form software that can work with Canon CLC's enabling variable Data Printing?
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Re: Copiersusa.com

What are you guys talking about? I just went to the site. The only Ricoh Product listed on the site is the Bizworks analog machine.
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Re: Copiersusa.com

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Click the RICOH logo at the top of the page and you'll see it all!
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Re: Variable Data Solution in Ausie Land

Good Morning- Love the new board I just went to the Ricoh rollout on DOT. Anybody that is familiar with variable data might remember Paris, it still is running in some places, anyhow this is like the upgraded version of that. Ricoh is slowly rolling this out to their dealers starting on the west-coast, we got lucky they were in Chicago and we short stop them. It is about a $10,000 investment to sign up for their program. Our DSM is emailing us the PDF of the rollout this week, I will try and
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Re: Print On Demand

and document solutions that we could not offer to the customer with certain Ricoh boxes. I was over at the BAUM booth and looked at thier BUAM jr. auto folder. This folder will fold up to 11 x 17 sheets in four pre-defined fold modes. V, Z, Bi, along with french (sounds very sexy to me). It will stack 300 sheets in the feeder and the exit tray will fill up every one hundred folds. So, whats the big deal! The price, MSRP of $2,400!!, I've been paying $2,400 wholesale for the MBM version. I'll
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Re: Print On Demand

Re-posting this made me realize I never did tell you all about the color label printer from Canon. It prints @ 1200 dpi (inkjet), variable data printing, and prints full color images onto rolls of adhesive labels. At this time the product was not available in the US ad they were going to release it to Canon USA in the third quarter of 2002. As of yet I have not seen one. Is there anyone out (maybe you IKON guys) that knows more or has this product? Art
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Re: e-310 Fiery

From: Lee Sent: 2/3/2002 10:17 PM There are lot's of issues that need to be addressed on the EB-70 and the B&W Fiery's in general. Things like certain features missing as you mention here, not being able top push the drivers out over the network the way you can other drivers, not being able to print from the AS/400, etc. I've been sort of hacking on Ricoh about it being a step backwards in compatibility, not to mention the price premium to add it to an existing placement. They'll probably just
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Re: Need Help

The toshiba customers who have the unit seem to like it. They like the speed. If the are not producing color critical documents. It is really a business color machine. In a creative environment with the Fiery E810 the A6513 will hands down out perform that unit... TOP | Post | Reply | Reply/Quote | Email Reply | Delete | Edit Previous | Next | Previous Topic | Next Topic Topic: Toshiba e-310 (2 of 2), Read 92 times Conf: COLOR: Competitive Discussion From: Rhonda Stearns ( ) Date: Wednesday
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Re: Punch Unit Question

Buy Pre-Puched Paper or go to one of your printers and set them up with the account for pre-punched paper. Ricoh, does not make the pucnh unit. A call to Jim DeGrutilla at Ricoh might be the answer. He may know the manufacturer, and maybe they have three hole punchers, but they were just never marketed by Ricoh. Art
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Re: Document Capture/Global Scan

From: Ted Sent: 3/10/2002 2:45 PM Art, this would be great if Ricoh offered Scanning on its' high volume machines (i.e. 55, 70, 85, 105) I have a number of clients that only have 55 and above machines that could use this technology, if only. Any news on whether Ricoh will have these options on the next generations of 55-70's? Ted
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Re: Document Capture/Global Scan

able to work without it, (or so they think). Also, you need to know how everything you sell works. There is nothing better than to be able to answer a prospects questions on the spot when other sales reps have to check it out. Knowledge will help your prospect gain confidence in you as a salesman and a person. That is one of the reasons Art put this club together. Hopefully, everyone that is plugged in to this club will gain knowledge that your competition won't have. Regarding getting your
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Re: Sharp Digital (Old RE-POST)

Until recently I was at a Sharp dealer. What models are of specifice interest? The AR-M350/450 weak in the paper capacity area, maximum of 4 500 sheet drawers or 2 500 and 1 2,000. The smaller FN6 finisher they can only sort letter, no letter R or legal, no mix size original sort with small finisher, do not have LAN-Fax Let me know what all you want to know.
-=Good Selling=-

Three Ways to Protect Your Ricoh Wide Format Plotters

Over the years I’ve had many calls about how my clients can protect their Ricoh Wide Format Plotters.  Wide Format plotters aka Ricoh Wide format MFP’s (multi-functional devices) that can copy, scan or print.  In most cases what we recommend is not information that is available with the manufacturers user guide. Thus, we thought it would…

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FYI, this is a link to my jersey plotter site, email me or Jesse if you need more info on how to make this happen

Why Does the Pratice of "Skating" Copiers Still Exist? Who Wins Who Loses

Earlier today I had a call from another rep that works with me. He was pretty upset that a client was able to find the same MP 3555SP for sale on the web for $300 or so dollars under his sales cost.  What even bothered him more was that the reseller was not an Authorized reseller for Ricoh, nor Canon.  

Which leads me to who is this web company buying the new  MP 3555SP from? That web company (non authorized reseller) is buying the MP 3555SP from an Authorized Dealer. Most if not all dealer agreements with manufacturers have a paragraph that strictly forbids the Authorized Dealer to resell copiers to a Non-Authorized Dealer.

The term that we used back in the eighties for this practice was "skating" machines. It's a channel process that has been going on for decades in our industry.  It's one of those naughty little secrets of our industry. No one wants to talk about it, because almost everyone's pay check is tied to how many boxes are sold.

Manufacturer Reps

Let's take a look at the role of the manufacturers rep. The manufacturers rep interacts (sells) with the local dealer principal(s).  I would hope that most don't have this issue or most don't know that the practice of skating copiers is taking place with one of their dealers.  But, what if they do know that the dealer is skating copiers?  Would they risk cancelling that dealer and then lose all of that business?  Dealer reps have quotas also. That's a really hard decision that affects the pocket and the family.  Would it be so bold to think that some may turn a blind eye to this practice?

Authorized Dealers

Almost every Authorized Dealership has a quota from their manufacturer.  Usually that's a annual revenue amount. If you hit that annual revenue amount, there may or may not be back end discounts, dealer trips or cash back.  

Authorized Dealers that have these non-authorized resellers in their Authorized Territory (usually a defined geographic area) are taking placements, revenue and profit away from the Authorized Dealer. Most Authorized Dealers are running a legit business with legit overhead. 

Authorized Dealers Who Skate Copiers

I understand that every Authorized Dealer wants to maintain or exceed their quota. In some cases, the higher the dealer quota, represents lower copier pricing from the manufacturer. When a dealer obtains that annual quota many of the manufacturers offer exclusive dealer trips. In addition there may or may not be back end dealer cash incentives.  All of these perks can make a dealer think twice about skating copiers to another re-seller that is not authorized by the manufacturer.  If a dealer can generate another two hundred thousand dollars with skating copiers, it helps them obtain their quotas. In addition it keeps those back end rebates (profit).

Dealer Sales Reps

I'd like to refer to dealer sales reps more like waiters and waitresses. We can't live on the salary that's provided to us and the commissions with selling  is what feeds and supports our families.  We have a cost that is marked up (MU) from the dealer. It's not a large MU, and then most sales reps get a percentage of the gross profit when the copier is sold higher than the MU.

A recent quote for a MP3555SP delivered and installed was about $6,000.  Which is considerably under MSRP.  I have no problem with people who want to do their research on a product.  Even those looking for the best price, because I know you can't get the best price and the best service.  However there are those that will search pricing just to make sure they are getting an OK price. We all do it.

Thus, what our rep called about was that a prospect did a google search for that device and hit a price of $4,149 for the same unit. That's almost a two thousand dollar difference.  What's the prospects first thought?  Wow, this dealer is ripping me off.  We'll we're not, but the perception is there that the price found on the web should somewhat be an average price.

Sales reps then need to try and educate the prospect on what they are seeing on the web. Which is a non-authorized reseller, which has no service or support department.  Where is service and support coming from, will it be coming from a fly by night technician, a non authorized technician. What happens where there is a real technical issue with the copier and client can't engage with the manufacturer. Some will see the light and most won't. The rep is then forced to either walk away and make nothing or take a lower price with lower commissions.

Clients

Ah, the ones that get duped the most.  That low, low price is too good to be true.  I've heard stories of that they non authorized reseller will tell the buyer/client that the copier they want does not come with an automatic document feeder, when it fact the document feeder is a standard feature. That reseller then charges and additional $1,000 for the document feeder.

Pricing does not include installation, network installation, training, removal of existing device, nor service, or supplies.

Who will perform that installation? A fly by night tech, a non-authorized tech, a non authorized dealer. What happens is there is a real issue with new copier, where is the support going to come from.  Many issues that will result in a higher cost and a feeling that the client/buyer was duped which leads to a bad rap about the manufacturer.

Manufacturers

Two years ago, I made a call to my manufacturers reps about two web sites that were offering their copiers at prices that were below dealer cost. I followed up a few times and finally gave up because I saw that the issue was going no where.  The manufacturers want to move boxes also, but at what cost?  Lately many manufacturers are touting "we love our dealers". That's something I want to believe, however why not try putting your foot down and stomp out those that are not authorized?

There's a very simple solution to this problem.  Have someone from the manufacturer buy a copier from the non authorized reseller. It could be done in stealth mode with a credit card and ship to a warehouse.  When the copier arrives the manufacturer can then use that serial number to find out what dealer acquired that copier from them.  Max, it's maybe a three thousand dollar investment, is that too much to pay to help your dealers stay profitable?

On the other hand what happens if the serial number kicks back to a very large dealer?  Will the manufacturer revoke that dealer agreement for the skating of copiers to non authorized resellers? Especially when that dealer is generating millions of dollars in annual revenue?

Every One Loses Except.....

for the non-authorized reseller that is buying the copiers from the Authorized Dealer!

Isn't it about time that we took a stand and have the manufacturers cull the herd?

-=Good Selling=-

Custom Home Builder Strengthens IT Infrastructure and Employee Mobility with DocuWare Cloud

Custom Home Builder Strengthens IT Infrastructure and Employee Mobility with DocuWare Cloud

On Point Custom Homes implemented DocuWare Cloud to secure their data and speed invoice approvals. The results: a mobile ready, flexible, and secure system that keeps the work moving forward regardless of job location and scheduling challenges

On Point Custom Homes is locally and nationally known as one of Houston’s top builders, receiving numerous awards including Texas Custom Builder of the year for 2017. With its focus on quality construction tailored to each client, the builder completes on average 20 homes a year ranging from design-build custom homes, to remodels and spec homes. On Point strives to get to know their clients and works to meld their needs, wants and budget into a beautiful home that provides a unique reflection of the owners.

Prior to implementing DocuWare Cloud, On Point experienced a server and backup drive crash losing all their accounting documents in their electronic workflow software.  After the crash, On Point reverted to a paper-based system for a few months while looking for a better solution. 

Requirements

The builder knew they wanted to implement a cloud solution to strengthen their data retention and secure information. They also wanted a solution that was mobile ready and would allow employees to approve invoices remotely while waiting for a subcontractor to arrive at a job site.

Solution

On Point had narrowed its search to three vendors and in the end, chose to implement DocuWare Cloud because of its data security, flexibility and mobile-readiness. After indexing and workflow needs were designed and tested, the implementation was done remotely which is one of the many benefits a cloud solution provides.

“After our server crashed and we lost all the data in our old system, we went back to 1982 for a few months with me handing the project managers folders of invoices. Another reason we chose a cloud solution was because we knew it would be quick to get up and running and I was tired of living with piles of paper,” said Carmen Spruill, Office Manager for On Point Custom Homes.

Spruill continued, “We had great communication and lots of testing while our solution was being configured. This made the rollout very smooth. We had no hiccups, and when I did need some help, responses were quick.”

Invoices arrive by mail, email and the occasional one is hand-written and dropped at the office. With DocuWare Cloud in place, invoices and other supporting documentation are easily scanned or imported and indexed with the vendor name, invoice #, amount, project and QuickBooks code.  Electronic stamps are used to route an invoice through the approval process.

Benefits

In the construction industry, project managers spend much of their time at a job site coordinating with subcontractors, ensuring building supplies are delivered and keeping the build on schedule. However, the project manager is also responsible to keep an eye on the financial side of each build so reviewing and approving invoices in a timely manner is business critical. When On Point deployed DocuWare Cloud, it had a huge impact on the company as they were able to quickly move invoices through their process and provide their clients with an up-to-date cost breakdown for their home at any given time.  On Point works hard to make sure their clients get the home they want at a price they can afford. Furthermore, with mobile access, the builder eliminated a 30 to 60 minute drive back to the office, allowing employees to better prioritize their time.

“I have one project manager that likes to do all his paperwork from home, late at night.  DocuWare helps him enjoy dinners with his family and can keep the work moving forward once the kids are tucked in for the night,” said Spruill.

On Point loves the transparency of the solution, knowing at a glance where each invoice is in the approval process and knowing that every document is accounted for and not lost in the shuffle. DocuWare Cloud makes it easy to settle payment disputes and resolve invoice questions, because the staff has instant access to electronic notations the project managers make on each invoice.

Conclusion

Working with DocuWare Cloud gives On Point security for the future and freedom from maintaining their own servers, as well as peace of mind that comes from knowing their information is safe from server crashes as well as natural disasters. The solution essentially put in place a disaster recovery plan that had been missing from their IT landscape. On Point continues to build their business along with beautiful homes for their customers.

 

“The cloud solution was exactly what we were looking for. Knowing everything on the back end is taken care of, allows us to focus on our clients,” said Company President, Earl Correll.



DocuWare Corporation | 4 Crotty Lane, Suite 200 | New Windsor, NY 12553        (888) 565-5907 | www.docuware.com

Where to Find Leads for the Contex IQ Flex Flatbed Scanner

There's a tremendous amount of data that you can consume from a brochure. Sure, the brochure will give the specs, the data and a nice glossy photo.  You'll get to read about the speed of the device, all of the awesome technology that's packed into the IQ Flex color wide format scanner. That's all useful data when you have the conversation with the decision maker and or the IT person.

What the brochure won't tell you is what type of accounts may have the need for the IQ Flex wide format color flatbed scanner.  I thought I'd put together a few verticals that would have the need for the Contex IQ Flex color scanner.

Colleges & Universities:  With a quick web search I was able to find five Colleges and Universities that offer services for wide format scanning services on the first page of Google.   Old maps, and posters and frail legacy documents were mention on multiple sites and multiple times. Most of those old legacy documents can't be placed through a conventional wide format scanner because the paper feed roller could tear original legacy documents. Below are a few of the departments that were listed as having wide format scanners.

  • Science 
  • Humanities
  • Print Room
  • Engineering
  • Art
  • Library
  • Facilities



Print4Pay:  Especially, any print4pay that offers black line and color wide format printing and copying.  A shop that I know of has a few artists in the area that want their paintings scanned, in addition to others that want to scan oversized objects. You can sell this as an additional profit center for the Print4Pay client that does not have a flatbed scanner.  Also don't over look any repro facilities that just print wide format documents.

Municipalities, Cities, County, State:  We don't think about them much, but many of the larger Municipalities have the need for a flatbed color scanner.  Maps, surveys, renderings, and many legacy documents will not feed in a conventional wide format scanner.

Libraries:  Larger libraries most those that are located in larger cities and in most cases just the main branch.

Seeding accounts with the Contex IQ Flex scanner will enable you to get in the door and then grow your business with replacing many of the old wide format scanners that are still in the field. 

Maybe take a day and don't cold call for copiers and do some cold calls for flatbed wide format color scanners.  It's different, it's unique and offers a different talk track from your peers. 

If you're looking for an Authorized reseller, my recommendation is National Azon (they are a sponsor of this site). Tell them you saw them here.

You can get more info on the Contex IQ Flex here.

-=Good Selling=-

Knowing the Cost of Indecisiveness

During the transformation of a business or industry, it’s important to understand both the cost of inaction and the cost to respond. Many organizations plan their path forward they determine a budget, put together a proforma, assign the team and move forward enthusiastically.

Going from where you are to where you need to be is not a journey for the indecisive. Today the greatest test of any leader is how they respond to innovation’s threat. Disruptive innovators using the marvels of technology are and continue to change the things we thought to be unchangeable, or at least we hoped the current circumstances of our comfort would last forever.

As leaders plan the construction of what will be, they must also plan the destruction of what was. During this process, not only do you need a complete understanding of the cost associated with the progress towards what will be new. They must also comprehend the cost associated with any temporary stalling in the what is along the way. In this transition process, leaders will have many opportunities to prove their determination to create and deliver a new order of things. As the leader recognizes opportunities for improvement, they must remember that their greatest responsibility is to the business.

Most will attest a business is a living breathing entity which provides, nourishment, and security to those it employs. When the business comes second to a human, it threats the remaining humans who rely on its stability and wherewithal to provide. There is no greater threat to businesses than indecisive or insecure leadership. You can recognize them when their comfort of complacency supersedes their comfort in leading a new way forward when a new way forward is demanded by either innovation or market conditions.

So, as the organization is moving along the road to a re-invention, restructure, or simply the continuous modification required of all businesses. They must have along with them not only the proforma outlining rewards of what’s to come. They must also analyze and understand the cost and burden of any temporary stubbornness that stalls them along the way.

“Perceived stability is the greatest threat to a company’s willingness to cause Innovation.”

Think about a service industry or business where there is a “Serviceability Transition” A transition were service needs are diminishing through increases in the product’s reliability thereby disrupting the legacy service model. The disruption is that the new product only requires one service interaction to the old products four or five service interactions.

This type of disruption is not uncommon. Think about the Television, think about the everyday appliances used in homes, think about the automobile industry. Now think about your industry. I assure you I am thinking about mine.

“We have become a society of replacing it, over fixing it, this trend continues to affect products once thought would always need repairing.”

The facts are that all products which require a service deliverable will consistently improve to reduce service interaction, and today that improvement is moving faster than ever. The demands of end-users who desire “Service Free Experiences” are growing at record speeds. In the past products were made to break and be fixed. The aftermarket revenue from replacing parts and servicing the product was equal to the revenue from selling the product. However, in most cases, the profit was always greater on the service deliverable. 

“Today Product end-users care more about never needing service than they do about how good your service is.”

As service models modify, the two key components needing the proverbial under the microscope management are Parts and People, or Labor. Parts are easy just realign your inventories. If ever a reason to ensure that there is never more than 6-8 weeks of parts usage in a service providers inventory it’s during a declining market where equipment is rapidly improving, have a strategy to eliminate back stock which matches the strategy to move from the legacy service intensive equipment to the new innovative equipment. Don’t be the last T.V. repairman who had thousands of dollars and a five year supply of tubes in stock the day Televisions stopped using tubes. 

Now comes the hard part, The People. The hardest job of any leader is the responsibility of the people. When workforce corrections are needed and not responded to the consequences can be devastating it jeopardizes the life of the organization. Even with the knowledge and understanding that personnel corrections are needed the pain associated with implementation is troubling. After all, humans are supposed to have compassion, and thankfully most do. However, I must repeat my earlier thoughts “The health of the company is every leader’s greatest responsibility.” Leaders who prepare for transitions must include the human capital implications in their roadmap. In other words, don’t hire more sailors when you know you are replacing your boat with a train. Planning a different future must include a plan for the people as much as the plan for the product. During transitions, the unprepared will try fitting people into positions, and those prepared will have people in positions they fit.

During good times and bad how one prepares for the constant modifications needed in today’s business world will define them. Many organizations will face opportunities which will challenge everything they thought was sacred. When leaders understand the cost impact of indecisiveness, they will respond appropriately that’s what leaders do. In this innovative world, as we elect or are forced to transition along with our proforma describing what we strive. We must also put together a detailed description of what the cost will be if we stall progress with in-action. In-action is an unnecessary cost and will overwhelm the good intentions of what we know must be done.

“In business, good intentions must be balanced with the reality of the importance of profit.”

R.J. Stasieczko  

5 Adjectives Sales Reps Must Consume For Breakfast In Order To Build Their Personal Brand

I know what you're thinking... Adjectives, personal brand and sales reps. What the heck...

My entire career in B2B sales spans from the late 1980's to the present. I have heard many colorful adjectives used to describe sales reps and most of them are not good. I said to myself, "How can I turn this into a teaching moment?"

Adjectives can be used in a positive or negative manner to describe 'YOU.' Adjectives such as... Ambitious, Energetic, Empathetic and Talented or on the opposite spectrum... Abrasive, Abrupt, Annoying and Tacky.

What adjectives would your client's use to describe you?

Interesting question isn't it? Understand that you have a brand but it's up to you what you do with it!

Understanding how to brand yourself begins with self-reflection and becoming brutally honest with how well do you know you.

Your personal brand is not a tagline or something you take for granted. It's a combination of your interests, beliefs, aspirations, values, talents and skills, along with countless personal characteristics. 

And it simply comes down to one word your... PROMISE. It is the 'Pinky Swear' you have with your clients and what you have developed with your prospects.

As you pledge allegiance to your clients and prospects think about your promises and your brand.

Uncovering your personal brand and how you use in marketing yourself is mission critical. Personal branding is not a theater act or a show you put on for your prospects or clients. Your personal brand is YOU to the very core. The qualities and characteristics which comprise your personal brand are unmistakable.

I encourage you to do the following...

Ask members of your family, your current clients and your closest friends; How they would describe you using one word at a time? Listen closely and key in on the adjectives and words they use.

How you use your brand to open up rich and meaningful conversations will be your fuel to sales success.

It is imperative and necessary, you must continually grow your business! To quote a very dear friend of mine Bernadette McClelland in her book, "The Art of Commercial Conversation"

"People know when you are faking it. People buy people. If you're not for real, they won't buy you. People want the real deal and the human element."

How hard are you working to build the real you? Your clients and future clients deserve the real deal not a theater act.

My challenge... I ask you to set aside quality time, look into the mirror and do some self-reflection...

Now answer this question... What does your personal brand say about you at this very moment?

5 ADJECTIVES TO DEVOUR FOR BREAKFAST EVERY DAY

Understanding who you are is your launching pad to opening up new conversations with your prospects and clients. How you communicate your unique promise of value is what separates you from your competition.

The time is now! Your personal brand is mission critical. In a matter of seconds, with a quick Google search, BAM! Someone has the ability to form an opinion of you whether you believe it or not.

So take responsibility for who are and add these 5 adjectives to your breakfast meal daily.

  • Authentic
  • Real
  • Consistent
  • Personable
  • Helpful

AUTHENTIC

Just be a normal human being. I learned the best way to become a great sales professional is lead with the heart and actually give a rip. Give a rip about yourself, your clients, your prospects and your career.

As you lead with the heart you can start to relate and connect more naturally with prospects and clients. Consider leading with the heart and become a servant led sales rep. As you approach sales with heart, you care about your clients, their needs, wants and desires. Roll up your sleeves and dig deep into who they are as people and how you can help them become successful.

What value do YOU bring to your clients and prospects as a person? Not as a sales rep.

My podcast Selling from the Heart podcast is a great resource to help you on your journey to sales professionalism.

REAL

Be truly genuine, not a fake. People know when you're being yourself, your genuine YOU. Prospects and more important your clients are far more likely to respond favorably, coming back to you repeatedly when they see you as the real deal or even a friend -- instead of just you as a sales rep. Ditch the sales B.S. they can all smell it a mile away.

CONSISTENT

In sales, we tend to over complicate the process. We fail to do the little things on a consistent basis.

If you fail to do the little things correctly then how can you do the big things correctly?

Instead of focusing on doing just one or two things exceptionally, everyone becomes obsessed with doing everything perfectly. The result is frustration and lackluster sales performance. The key to success is to identify one or two small things you can do well and do them consistently very single day. Think about this when it comes to prospecting and taking care of your clients.

PERSONABLE

In sales, you must learn how to get along with, enjoy meeting with and speaking with a wide variety of people. You know the old saying, “People do business with people they know, like and trust,” therefore be a people person and let your personality shine through. Help to uncover business problems and challenges, solve them, promote your value and just be yourself. No one likes dealing with a fake sales rep pretending to be somebody they obviously are not.

HELPFUL

If you are truly being yourself, instead of being 'all about me', you are then portrayed as a unique individual, in the minds of your prospect and client, who wants to HELP; not a sales shark looking for another commission check wreaking with commission breath.

“Offer to help without expecting anything in return as this will come back tenfold.”

 Be prepared to answer...

  • How authentic am I?
  • How real am I being?
  • How consistent is my message?
  • How personable am I?
  • Am I being helpful to my clients and prospects?

YOU GET ONE SHOT

Your brand is everything in the business world today. I encourage you to take your online and offline presence seriously. You get one shot to make a great first impression. Observe and pay attention to the people who have large followings and influence for the right reasons.

Be Real, Be Relevant and Relate

As you sit down for breakfast, sprinkle these 5 adjectives over your eggs or add them to your cereal. Reflect on your brand and how you are portraying yourself through your clients and prospects business lens.

"There are two stories that are important to tell. One story is your story and the benefit and value you can offer to others. The second story is the perception of your value through the eyes of your buyer and existing customers. Most sellers only story is the first story" Bernadette McClelland

As you're building your personal brand, I will leave you with this one last question...

"What is the perception of your value through the eyes of your buyer and existing clients?"

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

This Week in the Copier Industry 15 Years Ago (Second Week of January 2003)

Enjoy these threads from 15 years ago this week.

Konica Minolta Corportaion

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of business in matured markets such as Europe, the U.S. and Japan. Both cameras and consumer imaging products and services serve to propel the brand image of the new corporate group. Medical and graphic imaging products and measuring instruments place effort into securing stable profits and achieving ongoing development. Common Function Companies Technology Center By integrating the technologies possessed by Konica and Minolta, the company works to achieve advancements in the basic technologies
Topic

Rioch Press Release

by Xerox. "We are managing to move forward in a very difficult environment," says Tatsuo Hirakawa, Ricoh's deputy president. "Despite the generally gloomy global economic outlook, especially in the U.S., we still believe we can achieve record sales and earnings this year," he says, while declining to make a specific prediction. Consensus estimates call for the company to earn $3.83 per share for the 12 months ending next March, an increase of 9%, and $4.04 per share the following year. "Ricoh
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Venice & SAvin (ricoh) That's AMORE!

capture standard for use by organizations with must-keep/must-move documents,” said David Bailey , Vice President of Sales and Technical Development for DocuLex. “Reliable, high-speed capture capability is currently experiencing robust marketplace demand in a variety of business categories in local market applications, benefiting Savin branches and reseller offices, and PDF.Capture with Savin production scanners deliver. DocuLex’s industry-acclaimed Training and Technical Support Team have proven a
Topic

Ricoh US

From: Docusultant (Original Message) Sent: 9/11/2002 2:04 PM All you guys who are Gestetner, Savin dealers, God Bless, this should be a God send for you guys. For me having a Savin Direct, Ricoh Direct, Savin Dealer, Gestetner Dealer and another Ricoh dealer in my territory..................bad, bad,, bad,..............guys if I go to Canon can I still be a member here? Ricoh Corporation Announces The Formation Of Ricoh U.S. Major Organizational Change Will Dramatically Increase Efficiencies
Topic

RE-POST New post form old P4P Site -Xerox 4850

·
From: Scott (Original Message) Sent: 1/8/2003 5:26 PM First time posting so please forgive any errors. We are currently in an account against several other companies, Canon, Xerox and Sharp. Xerox has had an old 4850 at this location for 8 years charging $4950 per month (equip. only) on a "Lease". The reason they have been able to hold this position is because the 4850 can handle significant volume (200K + per month) with spot coloring. This particular clients three requirements are spot color
Reply

Re: 2002 & Ricoh

saw strong growth in overseas sales," Ricoh Deputy President Tatsuo Hirakawa told a news conference. "One negative spot was the domestic market, which turned out a little more sluggish than we had originally anticipated." Ricoh's overseas sales in the last business year jumped 26.6 percent from a year earlier to 769.7 billion yen, while its domestic sales dipped three percent to 902.7 billion yen. Both Ricoh, Japan's second-largest office machine maker, and number-one Canon Inc (Tokyo:7751.T
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Konica

-directional Parallel, USB and 10/100 BaseT interfaces PCL5c® Emulation and Genuine Adobe® PostScript® 3 compatibility Available with duplex printing capability (dxn model) Pricing and Availability An affordable competitive option, the Konica 7812 is available through Konica's North American direct sales, authorized dealer and value-added reseller channels. The manufacturer's suggested retail price (SRP) for the 7812n is $3,999 and the 7812dxn is $5,499. Konica Business Technologies Inc. Visit Konica
Topic

Toshiba Press Releases

manufacturers/suppliers in the four performance categories. This year, the ballot was mailed to approximately 3,700 independent dealer/resellers. TABS, an independent operating company of Toshiba Corp., manages product planning, marketing, sales, service support and distribution of network printing products, copiers, facsimile products, toner products, software and network controllers throughout the United States, Latin America and the Caribbean. EID is one of four TABS operating divisions.
Topic

Xerox Docu Share

server and desktop operating systems have made it a popular choice for government organizations. Existing customers can easily upgrade to DocuShare 3.0. The software will be sold through Xerox direct sales representatives, agents, concessionaires, Xerox Business Partners and Teleweb sales channels. Worldwide availability begins Sept. 30.
Topic

Ricoh Technology Portal in NYC

, with fiscal year 2001 sales in excess of $14 billion. Ricoh Corporation is a leading provider of computer-connected and digital multifunctional document systems, and is a market leader in color and black & white digital imaging systems, facsimile products, printers, scanners, digital duplicators and wide format engineering systems. The Company oversees Ricoh operations in North, Central and South America, including the Savin, Gestetner and Lanier brands. For fiscal year 2001, Ricoh Corporation
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Sales Tip #7

Sales Tip $7 ricohaficio (43/M/Highlands, NJ) 2/24/01 2:23 pm Elements of a cold call that can make it hot! Cold calling is one of th emost difficut parts of selling. And old sales cliche' says that the hardest door for a salesman to open is the car door. There are seven basic elements of a cold call. 1. Deliver your opener. 2. Ask thought provoking questions to create dialog. 3. Make power statements to establish credibility. 4. Qualify the prospect as to need, desire, decesion making
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Re: 2002 & Ricoh

Reuters Company News Ricoh Q1 energised by fast copiers,colour printers (Adds executive's comments, stock price) TOKYO, Aug 1 (Reuters) - Japanese office equipment maker Ricoh Co Ltd posted strong first-quarter profits and raised its full-year outlook on Thursday, defying currency and economic woes with brisk overseas sales of cutting-edge copiers and printers. ADVERTISEMENT Ricoh (Tokyo:7752.T - News), which vies with Xerox Corp (NYSE:XRX - News) and Canon Inc (Tokyo:7751.T - News) for the
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Re: Ikon Press Release iR 105+

CEO of IKON. As a rising star at one of the most successful companies in America today, Matt has proven again and again, at a variety of GE business units, that he has an outstanding ability to build and lead great businesses. His experience working with Japanese suppliers will be especially helpful to IKON's relationships with our important vendors, including Canon and Ricoh. We believe his combination of innovative planning and broad operational experience in global distribution businesses can
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Experience w/1035 scanning

no copies or prints on the 1035's...less than 12,000 PER YEAR per unit because it will bog down the exstensive scanning that has to get done. Their copiers are connected Xerox DocumentCentres and Canon ImageRunners but very much preferred ScanRouter software and Ricoh's large interactive display. If anyone has a U.S Bankruptcy Court Office as part of their assigned territory, I would be more than happy to give my contact's name and number to use as a reference.
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Merger.......Will it Work?

Konica, Minolta Unveil Merger Plan 2 hours, 10 minutes ago Add Technology - Reuters to My Yahoo! By Edmund Klamann TOKYO (Reuters) - Japan's Konica and Minolta, two film photography giants struggling for a foothold in the digital era, unveiled a merger plan on Tuesday that they hope will put them in the big league of camera and office machine makers with Canon and Ricoh. Reuters Photo Related Quotes NIKKEI HPQ DJIA NASDAQ ^SPC
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The Gold Medal goes to..........

about the WEC, please visit http://www.wec.org/ . Previous recipients of the WEC Gold Medal are: CEMEX, The Royal Dutch/Shell Group, International Paper Company, Eastman Kodak Company; Philips Electronics N.V., Compaq Computer Corporation, Alcoa, Ciba-Geigy Limited, S.C. Johnson & Son, Inc., Xerox Corporation, Procter & Gamble Company, Rohm and Haas Company, IBM Corporation, The Dow Chemical Company, The BP Group, E.I. Du Pont de Nemours & Company, Exxon Corporation and 3M. SOURCE The World
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Vision 2002

products, printers, scanners, digital duplicators and wide format engineering systems. The Company oversees Ricoh operations in North, Central and South America, including the Savin, Gestetner and Lanier brands. For Fiscal Year 2000, Ricoh Corporation sales exceeded $2.7 billion and employed more than 11,000 people. Ricoh has received the 1998, 1999 and 2000 Energy Star Imaging Equipment Partner of the Year Award from the U.S. Environmental Protection Agency (EPA) - the EPA's highest industry award
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As far as I New......,

Savin, Gestetner and Lanier brands. For fiscal year 2001, Ricoh Corporation sales exceeded $2.7 billion. Ricoh Corporation has received the Energy Star Imaging Partner of the Year Award from the U.S. Environmental Protection Agency (EPA) - the EPA's highest Energy Star award-for 5 years in a row from 1996-2000. In addition, Ricoh Corporation was honored for its commitment to the environment with the Council on Economic Priorities Environmental Stewardship Award. In December 2001, the Financial
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IKON Stuff

on probation last week for being below quota. He also quit yesterday and went to the Gestetner dealer. (I guess he thinks that if he couldn't beat me selling Ricoh and Canon, he'll be able to selling Gestetner...Right.) I owe a ton of my good fortune in being able to sell solutions while they sell boxes to this site. The rest of my thanks goes to the Lord. I'm sure that all of us have similar stories and can track some of our success back to this site. I know I have had an impact on Ikon's base
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Xerox DOC 12 vs 6513 Matchprint

From: salesguru3 (Original Message) Sent: 10/31/2002 2:55 PM Hey, I am in against Xerox on a Doc12 and my client needs this device to be able to do match print type proofing. He says the Werox can do it and it is because of the Imation Front End on the Doc12. What does that mean and can the 6513 now, or will it be able to with the graphic arts package and the E820 controller? THANKS!!!
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Sharp Digital (Old RE-POST)

From: ricohaficio (Original Message) Sent: 6/20/2002 3:04 PM Need help against Sharp Digtial, am competing against 10 - 35 ppm. Can anyone lend a little insight about any shortcomings or stregnths? Thanx, Art
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New Xerox Color Printer

From: Docusultant (Original Message) Sent: 11/4/2002 5:35 PM Ricoh, can we expect a price drop on the 3800C??????? Xerox Delivers Fastest Workgroup Color Printer Monday November 4, 8:01 am ET Xerox Phaser 7300 Is the New Speed Leader in the Office at 30 Pages Per Minute WILSONVILLE, Ore.--(BUSINESS WIRE)--Nov. 4, 2002--Xerox Corporation (NYSE:XRX - News) introduces the fastest workgroup color printer available today, leveraging single pass technology that transfers a full-color image to paper
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Xerox 421 PI

1200 dpi resolution, two-sided printing, 12 ppm copying, and color scanning. The WorkCentre Pro 421 has a U.S. list price of $5,495 for the 421DEi and $6,995 for the 421Pi. Both configurations are immediately available in the U.S. and Canada through Xerox authorized dealers and Xerox Omnifax. It will be available through Xerox direct sales representatives and agent channels in January 2003. Customer Contacts: For information about Xerox multifunction systems, visit www.xerox.com or call 800/ASK
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2002 & Ricoh

Process Sequence As part of Ricoh's commitment to presenting information in an easy-to-understand format, the page layout follows the sequence of the environmental management process: R&D, procurement, production, sales, distribution, service, use, and recycling. New Experiments in Environmental Accounting Grasp of social cost (conversion of environmental impact into monetary terms) Development of 6 new environmental management indices, which make it possible to evaluate the level of
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IBM info print & Ricoh

Please read the attched word docs, IBM has bought and relabled the Ricoh's and are selling them as high speed black printers! Great Stuff, click on the attachment and open as a word doc. Art
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6513 vs Canon 2058

From: Graham (Original Message) Sent: 8/22/2002 9:56 AM I have a competitive situation that is an Aficio 6513 vs Canon IR 2058. From what I can tell the 2058 is more of a business color system (like the 3800CMF) rather than a production color system. Any other feedback that you can give would be great. We already blew the DOC 12 from Xerox out of the water, this is our other challenge.
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Xerox & Cardiff Software

. Both Xerox and Cardiff will develop this solution and market it to their collective customer bases. Pricing and Availability The integrated solution is available immediately in the U.S. from Cardiff certified resellers and Xerox direct sales representatives. LiquidOffice v2.1 licensing fees start at $15,000 and include one Form Designer, Form Server and 50 Full User Login. Xerox Document Centre systems range in price from $5,000 - $49,500. About Cardiff Software Inc. Cardiff Software is a
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More Sales Are Made......

MORE SALES ARE MADE WITH FRIENDSHIP THAN SALESMANSHIP. Your Mom said it best. As a child, when you were fighting with a sibling or a friend, your mom would say "Billy, you know better than that! NOW YOU MAKE FRIENDS WITH JOHNNY." Your Mother never told you to use the alternative-of-choice close or the sharp-angke close on Johnny. She just said make friends. That may have been one of the most powerful sales lessons you ever got. First of Five Parts, more tomorrow
Reply

Re: Ikon Press Release iR 105+

industry leaders like Canon, Ricoh and Oce. IKON intends to leverage the HP brand to drive MFP placements for businesses that rely extensively on network printers for their document production needs. This approach to a highly competitive digital marketplace is designed to pave the way for IKON to capture incremental new business and increased page volumes in the network print environment. "The addition of Hewlett-Packard page printers to our product roster last year helped round out IKON's offering
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HP Press Release

end of the market, with retail prices below $100. HP is counting on steady consumer demand for digital cameras and printers, despite overall economic conditions. U.S. sales of consumer electronics grew 2 percent to $93.2 billion in 2001, and should grow another 3 percent to reach $95.7 billion this year, according to a new report from the Consumer Electronics Association. Chief Executive Fiorina said in February that the company is working on advancements in its printer business, including areas
Member

Member

aficio400
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Color1
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Competition for Doc Mall

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From: ricohaficio (Original Message) Sent: 3/20/2002 6:09 AM Note: I have read about Xdrive(we have a link here) and have read this from PaperPort, the best feature is the desktop ikon that resides in and on our apllication or desktop. I can then drag an item and have it uploaded to the site. What about it Doc Mall? Recently, ScanSoft released a major new upgrade to the World's best-selling paper management software - PaperPort Deluxe 8.0. This new version is the best release of PaperPort ever
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Prothane Rollers

From: ricohaficio (Original Message) Sent: 12/18/2001 5:16 PM It is equipped with Profold's patented "Prothane Fast Track Grooved" fold roller. "Prothane" rollers have no affinity for laser or copier toner, providing longer roller life. The "Fast Track" grooves in the fold roller allow air to escape, producing tighter folds and superior control of paper stock, including coated stock. The grooves allow toner to escape adding a self-cleaning feature to the fold roller. Self-cleaning "Prothane
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Xerox Completes Slide to Junk Status

Xerox Completes Slide to Junk Status NEW YORK (Reuters) - Embattled office equipment maker Xerox Corp.(NYSE:XRX - news), whose name became synonymous with photocopiers, watched its credit ratings complete their slide to ``junk'' status on Tuesday, being downgraded by Standard & Poor's after reporting its fifth straight quarterly loss. S&P cut its rating of senior unsecured debt issued by the Stamford, Connecticut-based imaging industry icon two notches to ``BB,'' its second highest junk grade
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Ricoh Support w/ 911

Ricoh In The News" ricohaficio (43/M/Highlands, NJ) 10/24/01 6:27 pm In a show of support for the victims and heroes of Sept. 11, Ricoh Corp. is co-sponsoring the largest American flag on display in New York City. The flag will drape around the offices of Ricoh Business Systems at 510 Fifth Avenue. In addition to Ricoh, Tahari Fashions is also co-sponsoring the flag. The two companies have offices in the landmark building. The five story flag is 150 feet long and 52 feet high and is made of a
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Sales Tip #11

phone and fax number / answering service eg: voyagen.com ($100/month) a customer relationship database (recommend salesforce.com for multiple people or ACT if it just you) a source of business leads a source of places to network and learn from others ask for help not sell people Yours
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Inside Innovation @ Xerox

From: Docusultant Sent: 12/19/2002 2:18 PM Inside Innovation At Xerox: A Periodic Glimpse At Work In Progress Printers, copiers and multifunction systems require hundreds of thousands of things happening at once, in harmony, to make a perfect print. But what happens when, like musical instruments, they get out of tune? Right now, Xerox Corporation dispatches a service technician to solve an imaging problem. In the future, however, customers may be able to handle the tune-up themselves, thanks
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Xerox Finds Accounting Error!

Reuters UPDATE - Xerox finds small accounting error, to restate Friday December 20, 5:00 pm ET (Updates with details, analyst comment, stock activity) STAMFORD, Conn., Dec 20 (Reuters) - Xerox Corp. (NYSE:XRX - News) said on Friday it discovered a small error in the calculation of interest expense totaling up to $6 million over some 7 quarters, another slip by the office equipment maker dogged by accounting concerns. The Stamford, Connecticut company, best known for its office copiers and
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Ricoh @ Comdex PR

Ricoh Announces New Alliances at Comdex Ricoh Corporation has aligned with high-end software companies at this year’s Comdex show. “We are pleased to be affiliated with such top-tier companies this year at Comdex,” said Kirk Yoshida, president and CEO of Ricoh Corporation. “All of our alliances offer exceptional products and technology that enable end-users to increase their productivity, security and compatibility, and bolsters Ricoh's goal of providing new software and hardware solutions that
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Ricoh Aficio 1060 Tab Copying & Printing

I have just installed a 1060 in which tab copying and printing are required. When preparing for the training, I have come into a snag with the actual tab stock itself. Single Forward Collated Tab Stock does not seem to work no matter what I do. I did reverse the tabs and was able to print. Do you know if this is a standard requirement with this system? I have not been able to find any Ricoh information which states that Reverse Collated Tab Stock can only be used. Appreciate your help! Thanks
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Selling your Document Strategy

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From: Docusultant (Original Message) Sent: 12/4/2002 3:36 PM Selling Your Document Strategy By Kevin Craine When it comes to designing a document strategy, perhaps the most difficult task is selling your strategy to executive decision-makers. Support for your strategy is absolutely essential, but obtaining the sponsorship you need is not easy. Selling your strategy will require the ability to persuasively speak in a language that will resonate with potential supporters of your plan. Obtaining
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Ricoh pics

The pics post here load so fast, much better than waiting for the ifo center to load, and then waiting for the pics. Good job Graham.Art
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Sales Tip #2

Date: Fri Feb 9, 2001 12:16 pm Subject: Sales Tip #2 ADVERTISEMENT If a prospect asks you about the warranty on a product, then he or she is almost ready to purchase. A trial close at this point may get the deal. Try this, " yes, the warranty is 90 days parts & labor on-site, by the way where will you put the Aficio 1045P. At this point the customer, is thinking where your copier will reside. The next question is to ask for the order after they tell you where they will put your copier. Hey
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Sales Template

From: LifesGr8 (Original Message) Sent: 11/15/2002 3:04 PM Fellow P4P'r Monte Jensen and I have been emailing back and forth regarding a proposal template that I gave him for proposing mutiple-units. I thought I would pass on something that has worked for me and decided I might as well send it to everyone while I was at it. Say the proposal is for say 30 units, 500,000/mo. on a 60 month obligation and the proposal needs to be quoted as an all inclusive (equipment, service, and supplies) CPC. I
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Who's Selling Document Mall

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From: Graham (Original Message) Sent: 11/5/2002 8:56 AM Can anyone here give some concrete application examples of customers that you have sold Document Mall to and how they are using it? ThanksGraham
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Ricoh Contact for Scan Router

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From: ricohaficio (Original Message) Sent: 5/9/2002 6:34 AM Where can I find more information on scan router lite and Pro? Reading material, launch , etc.
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Looking for a Ricoh dealer inMadisonville TN

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I have a friend in Tennessee looking for a 1013. Is this in anyones territory please let me know. Thanks, John Carr
-=Good Selling=-

Top Ten Copier & Imaging Industry Predictions for 2018

2016-12-28_0-07-40What a year!  Ricoh sells most of their SMB accounts to dealers (not including education, legal and production) and proves that they are dedicated to their dealers.

Toshiba might has probably staved off from selling the kitchen sink with the sale of their chip unit to a consortium that is led by Bain Capital.

Epson delivers two color A3 ink MFP's with speeds of 75 & 100 pages per minute.  Proving that disruption of our coveted A3 toner based is well underway.

Last years Top Ten MFP Copier Industry Predictions for 2017, had some prognostications come to fruition.  However, most of the predictions did not pan out, because many of them are intended to be entertaining or a "what might happen scenario".  I enjoy writing these and please keep in mind that these predictions are intended to be more entertaining than factual.  But, you never know what tomorrow will bring.

1.  With recent Canon dealers crying foul about Canon Direct low balling Canon Dealer accounts. I'm going out on a limb and predicting Canon will soon follow Ricoh US with the sale of SMB accounts to their dealers.

2. Color Wide Format is here with a vengeance, and I'm not referring to the CAD ink wide format systems.  We're talking industrial color ink wide format systems from the likes of EFI, Mimaki, and Oki to name a few.  Dealers are still in need of additional revenue streams and Industrial Color Wide Format consumables are huge!

3. With the recent KonicaMinolta acquisition of Muratec America. KonicaMinolta offers their C71cf label press which comes with a hefty price tag.  A recent GAP Intelligence blog stated that the label business only has a digitization rate of four percent. The addition of Muratec America label presses will provide dealers access to this lucrative market.  I expect 2018 to be a huge year for KonicaMinolta & Muratec America in the Label Industry.

4. Look for the Mega Dealers to now turn their acquisition attention to cyber security companies.  Current forecasts project cyber security to top $221 Billion US  by 2022. 

5. Consolidation in a mature market will continue. Merger is the name of the game, and it could come from the likes of Ricoh, Canon, Kyocera or KonicaMinolta.  Konica and Minolta merged many years ago, and maybe it's time for another merger.

6. Toshiba emerges from ashes of financial ruin, sells off Toshiba Tec to Okidata and continues it's focus in mini-nuclear reactors.  

7. In an effort to continue "moving boxes" and a fear of FOMO, one of the major copier companies will start offer their devices through Amazon.

8.  One of the Big Four Copier Manufacturers (Canon, KonicaMinolta, Xerox or Ricoh)  will cease to offer black/monochrome MFP's for the office.  Color is the name of the game!

9. HP will cut many Samsung Dealers and those that they don't cut will part ways with HP on their own.  

10.  Keywords for 2018; Cyber Security, AI, Blockchain, FOMO (Fear of Missing out)

There it is, my predictions for 2018!  Remember to have fun with this, maybe even think up a few of your own and post them in the reply section.

-=Good Selling=-

Twelve Awesome Tips for a Great MFP/Copier Demo

This Blog is the top blog on the old site has more than 15,000 page views!!  ENJOY!!

 

Demo, what the heck is that?  In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. 

I'm here to tell you that offering a demonstration still works.  Whether it's at your office or there's, who can't resist getting seeing or trying it before they buy it!

The OLD Days

One of the requirements of a copier sales person is that you needed to have some type of station wagon, hatch back or enclosed pick up truck.  Why?  Because the salesperson, that would be me and all of us that have been around since the 80's or before, had to use our vehicles to bring copiers to a customers office!  We also have to navigate steps, one of more flights of stairs, basements, muddy drive ways, sleet, snow and rain. 
 
Almost kinda made me feel like the mailman, because da Post man delivers!  (anyone get that).

Pump It Up!


You got pumped for demo's because you knew that if you had a great demo you could garner the order.  What could go wrong?  Copy machines never jammed in the eighties nor would you ever be presented with a question you did not know the answer too.  Right!
If you planned the demo right, you knew what the clients needs were and you would develop a plan to demonstrate to those needs. As long as your device performed well, you knew you were on your way to either closing the sale or getting to the objections.

The other day I set a demo for customer to come to our showroom, since it's been awhile since I did a demo, I had to write a list of what needed to be done prior to the account coming in.  Plan the demo
 

One


Check the system for print, and copy quality a day in advance, this way if there is an issue you can get someone to rectify the issue.

Two


Go to your system at least 90 minutes prior to the customer getting there to set up the applications that you would like to demo. In addition have your service department check ALL operations of the copier. 

Three


Check the print and copy quality again, also if you're with a color system make sure you calibrate the system for the copy mode, and all of the print modes. In the Ricoh systems there are at least four different print calibrations, while you're at it is there is an "auto registration" perform that function also.

Four

 
Place a couple of Silica Gel Packs in the paper tray to remove any moisture that maybe in the paper.

Five


Always remove the top sheet of paper that is in the print tray. Depending on when the last time the system was used, the top may have dirt, dust or even be crinkled. Get rid of it! 

Six


Check paper sizes & print files to make sure you have the right combination of paper in the trays.

Seven

Open all application print files and print each file before your customer arrives, and then keep the application minimized so you can get to it quickly, this eliminates the need to open the applications  and then select the print driver while the customer is waiting.

Eight


Make sure you clean or remove any marks that may be on the panels or on the platen glass.

Nine


If you're going to print envelopes, have the application ready, the envelopes loaded and the right paper size selected, nothing is more impressive that printing color envelopes without wrinkles.

Ten


If you are interrupted  place you hand on the last feature or accessory that you were speaking about, this way you'll be able to remember where you left off.

Eleven

Write down a list of your clients needs/wants/pain points for a new device. You should have developed this with your notes with your discovery appointment.  Demo to those needs. Neat trick is to develop a short power point addressing all of the clients needs.  Each slide will represent each need/want/pain points.  Also Why not put a few trial closes in with the slide.  Demo from each slide.

Twelve

Paper, make sure you have all of the paper trays filled. If the client has special requirements for printing on different types of paper (substrates), make sure you tell the client to bring the substrate they want to see the image printed on.

Bonus Tip #1:  Plenty of mints for you, not the customer and don't forget to do your trial closes, and remember you don't have to complete the demo in order to ask for the order!
 
Bonus Tip #2:  At some point in the demonstration ask the prospect where they will be putting their new system (trial close). Tune in next week for Tip#4
 
Bonus Tip #3:  If your prospects asks you about the warranty, this will tell you that they are serious about you and your system. When they ask about the warranty turn this around and ask them "What type or term of warranty or maintenance agreement are you interested in!
Bonus Tip#4:  Practice your demonstration a few times before you present to the client. What could go wrong will go wrong if you don't practice!

=Good Selling=-

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Lunch at the Terminal

Well, the day has finally come when what we thought was impossible is now not only possible it’s reality. It seems that things which challenge the concept of normalcy sooner or later prove that normalcy is never defined instead it’s only interpreted.

Interpretation is the translation of those whom we collaborate. Today how and who we collaborate with will prove to be instrumental in our success. We can no longer seek only those who think like us in hopes for some improvement. We must instead seek to collaborate with those who can help define our reinvention keeping us constantly relevant. Collaborating in the 21st century cannot strictly be about looking for what absolutes we can discover from commonalities. Today’s collaborations must also include seeking and defining the unknown.

“When you stop looking for absolutes is when you discover the excitement of the unknown.”

Recently at an airport terminal’s restaurant, I found myself within ears distance of a conversation between some executives from the retail food industry. As these executives talked, you could hear both passion and complacency. One could relate the conversation to many industry leaders. A conversation regarding the threaten tenure of what is.

A passionate member of the group was describing a need for change based on the facts of the marketplace, facts about the changes to their ex-customers desires. Then there was the insecure executive who subconscious you could hear the pleading for things to remain as they are while his conscious voice articulated what could only be described as wishful thinking. The other members at the lunch meeting would have no conviction of their own instead went back and forth with their agreements. I stopped counting the times I heard “no one would do that,” or “that is impossible.” Personally, regarding the phrase “No one” I believe, “No one is usually someone you refused to look for.” The passionate character was persistent in her attempt to break through the sound barrier of complacency her fellow collaborators had constructed.

“The shield of complacency is the armor used by those insecure of their place in the future.”

Why do so many leaders make the companies fight for survival, a survival about them? Everyone knows it should be about the customer or lack of them, not the insecure who can’t imagine their place in a new order of things. As I listened, I could hear the stubbornness to maintain completely overwhelm the eagerness to explore. Most of the executives have pre-determined what their customers want along with the experience they desire and they base this pre-determination exclusively on the what and how they currently deliver to market. They are convincing themselves that facts about perceptions outweigh reality.

 “We cloud our thinking of what’s possible when sameness fills the atmosphere around us.”

When organizations or industries arguments for complacency are based only on their past relevance, and past experiences they miss the opportunity to explore and learn how their comfort of currently could ultimately be undermined. Today with ever growing speed, the deliverables of many industries are being reinvented or destroyed. Making way for what the past interpenetrated as impossible a reality. Let’s open the door of the sameness chamber step out and seek what will be the new normal, let’s be the translators of the future we can only do this when we leave our terminal of complacency and enter the world of opportunity.

R.J. Stasieczko        

This Week in the Copier Industry 15 Years Ago (First Week of January 2003)

I'm elated that the Print4Pay Hotel can now offer data going back to 2003!  Can you believe it 15 years of press releases, posts from members, answers from members. There is no other copier industry site that can offer this!  Enjoy these threads from 15 years ago this week!

Rioch Press Release

by Xerox. "We are managing to move forward in a very difficult environment," says Tatsuo Hirakawa, Ricoh's deputy president. "Despite the generally gloomy global economic outlook, especially in the U.S., we still believe we can achieve record sales and earnings this year," he says, while declining to make a specific prediction. Consensus estimates call for the company to earn $3.83 per share for the 12 months ending next March, an increase of 9%, and $4.04 per share the following year. "Ricoh
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Konica

-directional Parallel, USB and 10/100 BaseT interfaces PCL5c® Emulation and Genuine Adobe® PostScript® 3 compatibility Available with duplex printing capability (dxn model) Pricing and Availability An affordable competitive option, the Konica 7812 is available through Konica's North American direct sales, authorized dealer and value-added reseller channels. The manufacturer's suggested retail price (SRP) for the 7812n is $3,999 and the 7812dxn is $5,499. Konica Business Technologies Inc. Visit Konica
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Merger.......Will it Work?

Konica, Minolta Unveil Merger Plan 2 hours, 10 minutes ago Add Technology - Reuters to My Yahoo! By Edmund Klamann TOKYO (Reuters) - Japan's Konica and Minolta, two film photography giants struggling for a foothold in the digital era, unveiled a merger plan on Tuesday that they hope will put them in the big league of camera and office machine makers with Canon and Ricoh. Reuters Photo Related Quotes NIKKEI HPQ DJIA NASDAQ ^SPC
Topic

Xerox DOC 12 vs 6513 Matchprint

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

Sharp Digital (Old RE-POST)

From: ricohaficio (Original Message) Sent: 6/20/2002 3:04 PM Need help against Sharp Digtial, am competing against 10 - 35 ppm. Can anyone lend a little insight about any shortcomings or stregnths? Thanx, Art
Member

Topic

Ricoh Contact for Scan Router

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From: ricohaficio (Original Message) Sent: 5/9/2002 6:34 AM Where can I find more information on scan router lite and Pro? Reading material, launch , etc.
Reply

Re: Xerox DOC 12 vs 6513 Matchprint

From: ricohaficio Sent: 10/31/2002 4:35 PM Our 6513 with the e-820 can do the occasional match print (the customer high quality with matching colors) that needs to go to press. The match print must do exactly that (match) what comes off of the four color (SWOP) press. I have sold 4506 's and 6513's to do this for some of my P4P accounts. The 4506 and 6513 with fierys will fair very well. The Xerox solution is not a match print maker, if it was they would call it that. It will suffice like ours
Reply

Re: Xerox DOC 12 vs 6513 Matchprint

From: salesguru3 Sent: 10/31/2002 4:43 PM Thanks for the info. The client told me that Xerox is proposing an Imation Front End which is match print certified and also GATF certified (which I presume is a standard in the graphic arts world) I am thinking that with the E820 Fiery RIP and with the graphic arts package that we will be ale to get close to that quality. The really interesting thing about this is that the client said that Xerox is considerably less expensive than I was and I was
Reply

Re: Xerox DOC 12 vs 6513 Matchprint

From: ricohaficio Sent: 10/31/2002 5:35 PM I'm sure if you look through EFI's web page you'll find some cool information to help fight the battle against Xerox. I have seen the Xerox in P4P and have won and lost, the only one I lost was due to the customer also needing a docutech solution upgrade. Xerox threw in the Doc12 as long as he upgraded his Docutech. Docutech was then using Splash as their color server, EFI bought Splash about a year and a half ago. You have to use DMAPL Level
Reply

Re: email shown

Yeah, take it easy my friend, I not sure what I was was doing and thinking. From creating the new kyocera board, then transferring to the new web site from th old msn site. Then calling for sales and following up. I am just about shot for the day. It was hard to read wasn't it? LOL Art
Reply

Re: AS400 Connectivity

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From: Lee Sent: 8/27/2002 9:41 PM I'll try to help here if I can: Ricoh has an excellent white paper on AS/400 printer setup located here (under white papers). http://www.ricoh-usa.com/support/knowledgebase.asp You can also look on Aficio League, as they have some information on the OMS400 software located in the Info Center under Sales Information Guides and Output Management Software. Your contact for AS/400 connectivity at Ricoh should be Mike DeBenedetto at 1-973-882-2000 ext 3173. He is
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Re: Konica

From: ricohaficio (Original Message) Sent: 3/21/2002 2:43 PM Konica Business Technologies Announces Partnership With Equitrac Corporation, Offering Advanced Document Accounting to Customers Konica Business Technologies, Inc., a provider of digital imaging solutions and a subsidiary of Konica Corporation, announced a partnership with Equitrac Corporation, a provider of Document Accounting Systems (DAS) and automated Cost Recovery solutions. Through this new relationship Konica will now be able
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Re: Konica

network settings Graphical PCL5e/6 and PostScript(R)3 print drivers Pricing and Availability The Konica 7135 is available through Konica's North American direct sales, authorized dealer and value-added reseller channels. The manufacturer's suggested retail price (MSRP) for the 7135 is $7,800. MSRP for the IT-101 and FS-107 is $315 and $2,110, respectively.
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JasonR
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Member

John
Topic

Scan Router Pro Costs

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From: ricohaficio (Original Message) Sent: 5/9/2002 11:15 AM What is the cost for Scan Router Pro, I have a sales cost of $633., is this in line with everyone else?
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Re: Scan Router Pro Costs

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From: ricohaficio Sent: 5/10/2002 6:37 AM How it all started....., Just a quick story for those of you who don't know. A few months after the 850 was first introduced, I was able to secure a demo for the 850 at one of my potential accounts. This account is a copy center and is a Canon House. The owner is a great guy, I had been courting his business for about a year before the demo. He stated that as long as the copy quality is similar to the Canon iR600's he would pull the trigger. They make
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Re: CL 5000 Released

From: Docusultant Sent: 12/19/2002 4:43 PM Yes it will! Ricoh previewed the Aficio 3250 (I think) @ Vision 02 in Orlando this fall. I think the release date is end of first quarter of 03. Art
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Re: Xerox DOC 12 vs 6513 Matchprint

rom: Graham Sent: 10/31/2002 6:05 PM I have a hard time believing that you are out of the ball park on the 6513 unless Xerox has done some major price reductions. I lost one with an E-820 to Xerox based on print samples alone (The print samples from the Xerox were from a system that and an additional $10K option installed on it NOT what they bought) now the customer is regretting buying the Xerox. We were lower than Xerox at DMAP6. Remember, you can use DMAP6 cost for Any print for pay customer.
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Re: 3800C Fuser Yields

Art, The Fuser Unit yield is impacted more by the number of pages per set. The lower the number of pages per set, the lower the yield on the Fuser Unit. This is pretty much true with all Color laser printers on the market today, not just Ricoh. Hope this helps. TOP | Post | Reply | Reply/Quote | Email Reply | Delete | Edit Previous | Next | Previous Topic | Next Topic Topic: Please elaborate (3 of 3), Read 2 times Conf: Printers From: Arthur Post (salmonrive@msn.com) Date: Thursday, October
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Re: Imagine

From: pkpetenj Sent: 12/4/2002 7:09 AM Ted, No need to imagine. I already work for the biggest producing dealership(not sure if that's right word) Ricoh has. Pete
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Re: email shown

This website looks great. Everyone did a great job on the creation. It can only help us become better salesreps. Looking forward to lots of usefull information and feedback Don
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Re: Page Numbering and Stamping

From: Ted Sent: 11/22/2002 6:28 AM I'm sure it would not have been difficult for Ricoh to put the same features, i.e. all the user stamp functions and booklet making mode on the 3800CMF. However, they still need a reason for us to sell the B (&W) 35cpm machines. Once they get the cost of the black toner cost down, the 35cpm, in my opinion, will become obsolete. You can easily cost justify the 3800CMF vs the AF1035 with all the extra you get. Just the cost of the Black is too high right now.
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Re: 3850 & Camera Ready Art

From: JasonR Sent: 10/11/2002 7:32 AM Remember that even Ricoh is saying that the 3850 is BUSINESS color, as such there is no way this machine can be used for "real" proofing. A lot of people throw around the word proofing when they mean "prints we can do before we show this to the customer" or "prints shown to the customer with an understanding this isn't a "press proof". I'm glad to hear the 3850 output looks good, and for "camera ready art" while it isn't the machine I would pick, I'm sure
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Re: 3800 Help

From: Graham Sent: 9/22/2002 3:37 PM From what I understand, you can turn off the automatic callibration (callibration sometimes gets in the way of time when printing) I know this is not recommended by Ricoh. The printer automaticly callibrates everytime it is turned on and from time to time during operation. If you auto callibration off, it will only callibrate when it is power cycled. This could possibly be the problem that you are having and why it is good to go after powercycled. Just an
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Re: Huh?

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From: Mr. Tibbs Sent: 7/15/2002 7:29 AM I'm not too sure about the Ricoh AP4500 Printer, but the AP3800C can be "secured" so that only hosts with a certain IP scheme can print to it. Try to configure the Access Control Address and the Access Control Mask on the NIC. If you read your network manual, it will explain how to set this up. Hope this information helps....
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Re: Huh?

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From: Lee Sent: 7/15/2002 8:42 PM I was playing around with some searches on the www some time back and found two Xerox 24ppm printers located at a major university in Great Britain. I was able to submit print jobs over the internet and watch the status of the controllers change from ready to printing and back to ready, read the counters, watch them increment, etc. Thanks! Lee
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Re: 3800CMF Counter

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From: ricohaficio Sent: 8/1/2002 12:34 PM I don't, but would bet that Hecon at www.hecon.com would be able to fugure it out, or even call the product manager @ ricoh for this. Art
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Re: Printing from Word Perfect

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From: ricohaficio Sent: 9/18/2002 4:32 PM I believe there is a "tweek", I had a similar problem a few years ago. There is a setting somewhere is WP, have the customer or you call WP to find it. Art
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Re: Printing from Word Perfect

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book so he can learn it. What a mess! As for setting the number of prints, you can also do it from the front screen, you just need to make sure the coalate box is unchecked. Since this is a known issue (the coalate box) hopefully, in time Ricoh will do something to simplify this for the customers within their drivers.
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Re: IP Printing

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From: ricohaficio Sent: 9/25/2002 7:40 AM ----- Original Message ----- From: salmonrive To: Print4PayHotel@groups.msn.com Sent: Wednesday, September 25, 2002 9:37 AM Subject: Re: IP Printing Jason: If my post seems confusing it probably is because I am when it comes to Mac's and some of the scan router lite issues. Here's what I would like to do. There is an existing MAC network in a school that has forty class rooms, each class room has a mac that is on the network. The Server is a Mac, and
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Re: IP Printing

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From: Docusultant (Original Message) Sent: 9/25/2002 8:53 AM I have spoken to our printer DSM at Ricoh, we were talking about scan router lite and macs. Yes, I realize it can't be done. However, he mentioned that the printers have the capability for IP printing? A few questions. 1. Could we plug an Aficio 1022 w/scan router lite and have the docs directed to the printer for IP printing? No, this is not a capability of any of the ScanRouter Products. 2. Is IP printing controlled by Smart Net
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Re: Sharp Digital (Old RE-POST)

From: spressomon Sent: 6/20/2002 4:54 PM All I can tell you the few departments within one of my major accounts (local county) hates all their Sharps, even the newer digitals. They are not reliable and very service intensive. Their pricing structure (both hardware and service rates) are always more than our GSA Equiv. Additionally I have had to buyout a number of these leases, even in our local county government installations, due to poor quality, reliablility and lack of support from Sharp
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Re: Sharp Digital (Old RE-POST)

From: Lee Sent: 6/20/2002 10:10 PM I was on the phone with a network administrator some time back. He was telling me about how his other vendor had left him high and dry on new drivers for the latest operating systems. They were Sharp products. Wish I had more to pass along... Thanks! Lee
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Doculex

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From: ricohaficio (Original Message) Sent: 8/12/2002 3:57 PM DocuLex Named to Deloitte & Touche 'Fast 50' DocuLex, creator of document imaging software programs PDF.Capture and Document Search, has been named to Deloitte & Touche's 'Fast 50' for 2002, a distinction documenting the fastest growing technology companies in Florida. "The Deloitte & Touche designation is an honor," said Carl J. Strang III, President of DocuLex. "DocuLex's growth is testament to providing document imaging software
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O MASS?

30%. Plus, you'll learn legal arguments for a storage usage policy, how to get senior management buyoff, security reasons for a storage usage policy, how to roll out your policy to employees, cost factors, and more. Download this informative, educational white paper today! Only from Precise SRM. http://101offer.com/goto/?ENS12502 ******************************************************************* Tan Khiang, sales director for the Australian and New Zealand markets at Tandberg Data, provided an
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3800C Fuser Yields

Date: Wednesday, October 09, 2002 04:27 PM Ricoh, Our top tech says that the fuser units in the AP3800C is only good for 33,000 pages when printing in 4 color, is this true???? Art
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3800CMF and Saddlestitcher

From: Ted (Original Message) Sent: 10/11/2002 2:04 PM Art et. al., See if there are any plans to put a saddle stitch finisher on the 3800CMF. I, and I'm sure a lot of you could really use it if Ricoh offered it. Thanks, Ted
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3800 CMF Paper Supply

From: couchpotato Original Message) Sent: 12/20/2002 8:30 AM Why does Ricoh take away the LCT option for the 3800CMF? I know that when Printer only configurations are used it is available. It seems crazy to claim 200k per month volume w/ 1500 sheet paper supply (oh, don't forget the 100 sheet bypass). Any ideas?
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Las Vegas 2002 Comdex

From: ricohaficio (Original Message) Sent: 1/2/2003 12:32 PM Las Vegas, Nevada, November 18, 2002- Ricoh Corporation, the Dependable DigitalTM output company, has aligned with high-end software companies, and will display their solutions with Ricoh products at Comdex Fall 2002 in the Ricoh Booth # 7032 in Las Vegas, Nevada "We are pleased to be affiliated with such top-tier companies this year at Comdex" said Kirk Yoshida, President and CEO of Ricoh Corporation. "All of our alliances offer
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Factoring the Total Cost of Copier & Printer Ownership for Customers: Are You Doing Your Homework?

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going to break down. But who in the history of using printers has been lucky enough to never deal with a malfunctioning one? Step 3: Compare the Cost of Warranty To aid in choosing a printer, as the sales manager it is your job to help Fred understand that although machines can sometimes be very competitive in price, to prevent costly maintenance expenses, Fred will need to look at the total picture. Warranty CLP1 CLP2 1 Year $549 $549 2 Year $899 $899 5 Year $1,279 $1,199 Warranty for warranty
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Looks Nice!

It looks good so far. I like the fact that we have a picture of the CL5000 and the Ricoh Website and the Aficio League don't have it yet
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Imagine

From: Ted (Original Message) Sent: 12/4/2002 6:33 AM Can y'all imagine if a group of us got together in a large Metropolitan area and opened up our own Ricoh, et al. Dealership? We could be the biggest, best and highest producing Dealership in the country. And I only say that half jokingly!!!
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IP Printing

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From: Docusultant (Original Message) Sent: 9/25/2002 6:53 AM I have spoken to our printer DSM at Ricoh, we were talking about scan router lite and macs. Yes, I realize it can't be done. However, he mentioned that the printers have the capability for IP printing? A few questions. 1. Could we plug an Aficio 1022 w/scan router lite and have the docs directed to the printer for IP printing? 2. Is IP printing controlled by Smart Net Monitor? 3. Could there be a way to set a scan server next to
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AP204 Problem

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From: ricohaficio (Original Message) Sent: 4/16/2002 5:31 PM I have a customer who has produced 18K on their AP 204 and have replaced a drum, upper fuser roller, and an oil supply pad (is this the fuser cleaner). All this was done around the 14K range. Now the unit squeaks and streaks when doing more than 10 pages at a time. Help! One thing, at one thime they tried to copy onto a sheet of Glossy ink jet paper. They showed it to me. I said they were very lucky to get it out. Could there still
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Oki C7200

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From: ricohaficio (Original Message) Sent: 3/21/2002 3:40 PM OKI C7200 Ranked #1 Color Printer By Smart Computing Oki Data Americas, Inc. continues its streak of industry awards for its durable line of color LED printing solutions by recently having the OKI® C7200 ranked the number one color printer in its class by Smart Computing magazine. The review and top printer list recently appeared on the magazine's website. According to the recently posted review, the OKI C7200 "shattered expectations
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Can We Do This?

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From: ricohaficio (Original Message) Sent: 5/31/2002 3:43 PM Question: I have an Aficio 1022 w/Scan Router (full version) connected w Win 2000. I also have AP3800C on the network, is there anyway to set a destination ikon on the Scan Panel so that whe we scan a document it will print to the AP3800C? Or is there a way we can scan it to a folder and have it print as soon as it's recieved in the folder with no user intervention?
-=Good Selling=-

3 Stages Sales Reps Can Leverage Content To Close New Business

"Coffee is for Closers"

What a legendary line from the iconic sales movie Glengarry Glen Ross. Closing is indeed part of the sales process, however; allow me to introduce you to a new sales mantra...

"Content is for Closers"

Think of all the collateral material you share with prospects and clients throughout the sales process. Each stage of the process demands educated conversations and a supply of relevant information. In this ultra-connected, instant gratification, immediate quest to search out information business climate; integrating the notions of content and collateral becomes a natural approach that drives your value.

How are you aligning yourself with your clients and prospects during their buying journey?

Google and the internet has forever changed the sales process, the sales funnel and the buyer's journey. In an article, "How Content Completes The Sales Cycle" we are introduced to engagement. Engagement, as in how you keep your prospects and clients interested, educated, and committed to a lasting relationship with you and your brand.

Brent Adamson, the Principal Executive Advisor at CEB in his fantastic key note speech, Digital Evolution of the B2B Customer Buying Journey, gave us these three takeaways in sales...

  • Sales reps must maximize every interaction with prospects and clients
  • Sales reps must have a strong digital strategy
  • Sales reps must make sure they have educational content for all stages of the buyer's journey

The sales evolution is a response to the rapid enhancement of technology, buyer needs and buyer empowerment. We already know prospects consume and educate themselves with content, social data and position themselves far into their buying journey before ever connecting with a sales rep.

As more and more people (prospects and clients) become involved in the buying process and the buying journey, it can become a long and winding business road.

Sales reps must arm their prospects and clients with the right content at the right time, to help them make the best possible buying decision. Content used correctly boosts your brand, their trust and your reputation, allowing you to become an educational source for your clients. Ultimately, this will elevate your position with your clients to the point where they become brand evangelists.

Content leads to conversations, conversations lead to meetings, meetings become one step closer to a sale
No conversations No Sales!

CONTENT FACILITATES CONVERSATION

You must position yourself with the right tools to have conversations with your clients and prospects throughout each stage of their buying journey. Content is one tool to enable these conversations. Content attracts and draws in prospects. Content educates prospects and may potentially help them solve a particular problem which in turn may steer them to a buying decision. Delivering valuable and educational content positions you as a relevant and valuable source. Your prospects crave sales reps who can “have intelligent conversations and deliver effective valuable messages.”

Sales reps must learn how to feed their prospects cravings with content and conversations

According the Brevet Group, "Only 13% of buyers believe sales reps can understand their needs." Sales reps must understand the importance of truly connecting with their buyers. You must make the effort to conduct research, learn something about them and understand their world. Start to humanize yourself inside their world as this provides a foundation around trust and credibility.

As you review this sales funnel, think about how content can help facilitate, nurture and pull your client or prospect along their buying journey.

3 STAGES SALES REPS CAN LEVERAGE CONTENT

According to a study conducting by Pardot, "76% of buyers prefer different content at each stage of their research process."

STAGE 1 - TOP OF THE SALES FUNNEL

Here, sales reps are driving awareness and positioning themselves as credible resources. This could be...

  • "How to" blog articles
  • Infographics
  • Content from credible resources, thought leaders or subject matter experts

STAGE 2 - MIDDLE OF THE FUNNEL

This is where sales reps connect with prospects through sharing information. This could be...

  •  Case studies
  • Long form blog articles
  • Relevant industry news
  • Your own book

 STAGE 3 - BOTTOM OF THE FUNNEL

This is where sales reps engage 1-1 with prospects. This could be...

  •  Long form blog posts
  • Customer testimonials
  • Peer recommendations
  • Visual media

HANG OUT WHERE YOUR BUYERS HANG OUT

B2B buyers are spending more time conducting research before they make their purchasing decisions. Successful sales reps create great opportunities to connect with buyers. To become more relevant 'upping the game', I encourage sales reps to adopt and integrate social selling inside your current sales strategy. Business times are different and call for a multi-pronged approach by sales reps to align with today's modern buyer.

You must serve up all the information you can to your potential clients. You need to get out there and proactively market yourselves online. Create or curate content which is insightful, relevant, engaging and educational so your prospects are excited to consume it (i.e. read, watch and listen to it). This is how you attract the traffic, convert this traffic into leads (conversations), and then close the leads turning them into raving fans.

To my sales friends...

No Visibility, No Value,
No Relationships, No Revenue!

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

 

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