MFP Copier Blog

57 Days of Selling Copiers "Day 3

Art Post · 10/9/162:50 PM

What a night it was at The Cannata Awards Dinner! I found my-self calling it a night early because I had two appointments on Friday. My first stop was at a new account in Princeton, thus I had to l leave two hours available to fight the New Jersey traffic. Left the Westminster Hotel at 8AM, and arrived at my net new prospect just a few minutes before 10AM. It's always good to be on time.

My first appointment with this prospect was back in late May of this year. This net new and new business was in the need for a color multifunctional device. I only knew about the new business bit when we first met. The gatekeeper was tasked with finding the right vendors, receive pricing and then make recommendations to the CEO. In early June, I was able to secure and approval with out a PG (PM me for details can't post them here), and posted this prospect as an opportunity to close in June. June came and past and nothing, I later found out that the prospect was going to hold off some since they did not have all of the employee's hired and thought the system was not needed at this time. Each month I would call and follow up, then just a week ago the gatekeeper reached out to me to say that they were ready to order and wanted to meet to review the pricing.

Our meeting went well, the CEO was not there to sign, thus I left the paperwork and stated I could return later in the day to pick that paperwork up. I stated I would call after my last appointment.

That meeting took almost and hour, and since I my next appointment was at 3PM, I thought it would be best to head back to the office to log a few more calls. The ride back was about an hour, that put me at noon. I took my entire hour for lunch and resumed catching up on a few phone calls and answering a few email. Before I new it, the time was 2:15 and it was time to leave for my next call with an existing account that has about 5 months of payments on a 36 month lease.

My first appointment for this account was about three weeks ago. Our client was having some pain with the annual color pages being at almost 250,000 and they were expecting another increase of 10-20% in the next calendar year. When a client already has two 80 ppm color devices, it drives the question of where do you go from here? I had a few ideas, one was to take and existing 80 ppm color device and move that to black only, and drive all of the color pages to either a light production color or a production system. After 30 minutes of posing additional questions about workflow, compliance issues, and knowledge of their existing marketing people, I realized that my initial plan would not fly.

In additional there were no other options. I thought it would be best to "let the ball travel", because there were only five payments left on the lease and I knew that the new MP C8003's are just on the horizon. Both the client and I agreed that we would meet again in 30 days to review color volume, review features and specs of MP C8003 as long as the system was released. I also made it clear that we are approaching our end of year and I would we could both benefit of upgrading the current lease before the end of this year. Thus, an opportunity was created for $40k that would close before the end of this year.

By the time I walked out it was 4PM and I turned my attention the meeting I had this AM. I accessed my phone as I arrived to my call and there was an email from that net new prospect that started with, "I'm sorry". Geesh, WTF I thought! I finished reading the email to find out that my gatekeeper also had to run the order past here CFO. My gatekeeper explained that she had met a copier rep in the last week, and was also going to get a price from them. Easy come, easy go, right? I sent my gatekeeper stating thank you and also stated that we are not going to be the cheapest price and you can't get the lowest price and have excellent support. I sent that email a little after 4PM, and had no response till the end of the day. Figure I will attack this on Monday AM. I had decent GP, now I gotta rack my brain for some ideas for Monday.

Earlier in the day, I thought this was a sure thing, and now it's not. I'm hoping I can get this back to a sure thing Monday AM.

Amount Sold Today = 0

Total Revenue to Date = $2K

New Opportunities Created = $40K

Total New Opportunities Created = $52K

-=Good Selling=-

5 Adjectives To Consider As You Build Your Brand As A Copier Sales Rep

Larry Levine · 10/9/1612:21 PM

I know what you all are thinking... Adjectives, Brand, Copier Sales Reps...

Over my 28 years inside the copier channel, I have heard many colorful adjectives used to describe copier sales reps. I thought for a moment, "How can I turn this into a teaching moment?"

Adjectives can be used in a positive or negative manner to describe "us" as copier sales reps. Adjectives such as... Ambitious, Energetic and Talented or on the opposite spectrum... Abrasive, Abrupt or Tacky. Think about this for a moment as you start to build your brand as a copier sales rep.

Understanding how to brand yourself as a copier sales rep begins with uncovering your personal brand. 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 numerous personal characteristics.

Your brand as a copier sales rep in one word is your... PROMISE. It is the "Pinky Swear" inside the business community.

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

Uncovering your personal brand and how you use to market 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.

If I were to ask members of your family or your current clients how they would describe you, I am sure they would describe you by using very specific keywords.

How we use our brand as sales reps to open up rich and meaningful conversations will be our fuel to sales success, all inside a vast and highly networked business world.

Use your personal brand to leverage how you open up meaningful conversations with your current clients and prospects, to do one thing: grow your business! To quote a very dear friend of mine Bernadette McClelland in her book, "The Art of Commercial Conversation"

"The competitor is no longer the business around the corner or the guy sitting in his Porsche down the road. The new competition is the status quo. It's actually a little word called maybe. What that means is that buyers prefer to stay with what they have, complete with perceived and known misgivings, rather than risk disrupting the status quo and making change happen"

Think about this as a copier sales rep and how hard it has become to secure profitable net new business. How are you eliminating risk and disrupting the status quo?

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

And answer this question... What does your personal brand say about you right now?

5 Adjectives To Consider As You Build Your Brand As A Copier Sales Rep

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

The time is now! Your personal brand is mission critical. In a matter of seconds, someone can form an opinion of you by simply going to Google and conducting a quick search. Think of these 5 adjectives as you incorporate them into building your brand.

Authentic
Real
Consistent
Personable
Helpful

AUTHENTIC

Be a normal human being. I learned the best way to become a great sales professional is not to act like a “salesperson”. Normal human conversation goes a long way. Get to know someone and take the “sales” hat off. You will be surprised how well you open up a great conversation.

REAL

Be genuine and not a fake. Prospects know when you're being yourself. Prospects are more likely to respond favorably and will more likely come back to you again and again when they see you as a real person or even a friend -- instead of just as salesperson. Ditch the sales B.S.

CONSISTENT

In sales, we over complicate the process. We fail to do the little things on a consistent basis. Instead of focusing on doing just one or two things exceptionally, we become obsessed with doing everything perfectly. The result is frustration and lackluster sales performance. The key to success in sales is to identify one or two small things we can do well and do them consistently. Think about this when it comes to prospecting.

PERSONABLE

In sales, we have to 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 plain be yourself. No one likes dealing with a facade.

HELPFUL

If you are truly being yourself, instead of being an "all about me" sales rep, you are going to seem like an interested individual, in the minds of your prospect and client, who wants to HELP; not like a sales rep who is looking for another commission check. The foundation of who I am as a sales professional is built around being helpful.

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

I ask all of you to take into consideration and be able 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?

Your brand as a copier sales rep 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 that have large followings and influence for the right reasons.

Be Real, Be Relevant and Relate

As you go to work incorporating the 5 adjectives into building your brand think of how you portray yourself through your clients or 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 build your personal brand, I ask you this...

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

If you would like some inspiration I welcome the conversation or send me a message to llevine@socialsalesacademy.net.

I get where you all are coming from. I have walked a day in a life of your shoes.

Your comments, likes and shares are greatly appreciated.

In 2016, Larry was recognized by ENX Magazine, “The Difference Maker” as someone who is making a difference inside the copier channel. Larry is passionate about helping sales reps succeed in creating their online brand image

Look for more information within the Social Sales Academy blog site.

I appreciate getting the opportunity to share my LinkedIn stories. Integrating the use of LinkedIn was my “game-changer” in the highly competitive copier world. With great pride I transform, coach and inspire B2B Office Technology Sales Professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn, Twitter, as well as at the Social Sales Academy

Interview with Steve Behm about Digitalization & DocuWare

Art Post · 10/8/1611:02 PM

While at Print Audits Top 100 Summit in San Diego a few weeks ago, I was able to catch up with Steve Behm (Vice President Sales Americas) for a short chat about digitalization and how DocuWare can be leveraged to increase business processes.

Me: "I'm here with Steve Behm, and I have just a few questions since we don't have much that much time before the Print Audit Top 100 Summit Group picture". Just curious, where did you fly in from today?"

Steve: "I came in from Dallas"

Me: "Nice, and I see that you're flying back today?"

Steve: "Yes"

Me: "Couple of questions for you, well really just one really good question for you. At this event, there was much talk about the downward trend with print volumes. Print Audit offers a piece of software called Insight, and Insight gathers information about a client’s print habits. Finding out a client’s print habits can lead to finding inefficiencies with a paper based workflow.

One of the words that we hear more and more is digitalization, can you tell us more about digitalization and how DocuWare can help?"

Steve: "Sure, I’ll actually be presenting about that today. Digitalization we see taking place across all types of industries, almost to the point like it's the next industrial revolution. So, you see it in retailers, you know everybody used to go the malls or to the stores to go buy something. Where do they go know? Well they go to Amazon, I can get it off Amazon and Amazon can almost deliver it immediately. It's unbelievable how efficient that is. So, that's one example, you also have the healthcare market place, and banks with all of the FinTechs that exist out there.

These are all the trends in digitalization, from the standpoint of the company side of things, but internal to these companies we see the digitization of business processes, whereas before an invoice may be printed and mailed to a customer. Now what do we do, we create a .pdf and email it to someone. When they receive it, prior to this, it use to go from bin to bin, desk to desk and people would sign off basically on a sheet of paper.

Today we can use workflow processes with electronic documents so that's what I think is really is driving this trend of less and less paper in the marketplace, is the digitalization.

But then you also have to look at how the consumer communicates. Think back years ago, you're probably similar in age to me, we used to get hand written letters in the mail, when was the last time you got one of those?"

Me: "Geesh, can't remember"

Steve: "Right, so how are people communicating today? They're using cell phones, mobile devices, text, it's all email. So, I mean really it's becoming: what is the definition of a document? We knew it before as an 8.5x11 piece of paper with writing and stuff like that on it, .pdf's are a good example, but now it's really just becoming data.

What are documents? Now it's data, but through all of that it's still somewhat chaotic from the standpoint of yes we have paper, yeah paper is going to exist for a long time to come, we've got pc files, we've got data files, we got information in ERP systems, so it's spread across this universe with essentially these hybrid solutions. So that's driving the demand.

Me: So DocuWare can actually assist dealers with capturing the digitalization workflow.

Steve: We can create the digitalization of business processes, and we can capture the inputs and outputs of a digital business process.

Me: Could that also mean that DocuWare could just capture the data?

Steve: "yes"

Me: "So, I guess with all of the digitalization, and printed pages declining, I guess DocuWare should be pretty exciting about where they are in the industry.

Steve: "Last year was the best year we every had by far, we see these trends continuing, we are having another great year, sales continue to increase, the move to cloud, I mean that's a big part that's now driving our business, our revenues, and our course and, of course, these digitalization of business documents and processes."

Me: "Steve, looks like they are ready for that group picture, thanx so much for the time today".

Steve: "My Pleasure"

Just a small note for everyone, the interview was conducted in between a break during Print Audits Top 100 Summit that was held a few weeks ago at the Lowes Coronado Resort.

Once you know the clients printing habits, there will be opportunities to help clients manage that data and create more efficient business processes that will them save time and money. Take a trip here to learn more about how DocuWare can help grow your business.

-=Good Selling=-

57 Days of Selling

57 Days of Selling Copiers "Day 2"

Art Post · 10/6/1611:29 PM

Wednesday night saw me catching the last few innings of the Mets vs the Giants, alas I will have to wait till next season since the Mets were shut out by the Giants.

Since I hit the sack so late, I found myself up a little past 6AM, finally arrived to the office just a little after 8AM. I had scheduled to be in the office all day because we had a call block scheduled for 12:45 that would last until 3:30PM.

Starting at 3:45 we had a monthly sales meeting for all of the branches via our Ricoh teleconference system.

Prior to lunch I was able to complete two ROI based worksheets for two different existing accounts. These work sheets included the current cost annual cost for the the leased hardware and the last twelve months of billing for maintenance and supplies. I also develop and additional work sheet that will lay out the proposed annual lease cost and the new maintenance and supply costs. Thus I can show my client the before and after along with any changes in quarterly or annual page volumes that I recommend.

I also spent time on returning emails from Admin, clients, and answered questions that were posed to me from the rookie sales people in the office.

After lunch it was Call Time. My call time was directed towards setting appointments for net new customers, but I also found the time to catch some existing clients. I ended up making about 37 calls, scheduled 6 appointments with three of those appointments being net new. Boy are those net news tough to schedule. But, I was determined to get it done, I gotta hit the number thus I was leaving no stone un-turned.

My day was not over after our sales meeting, because I was also scheduled to attend The Cannata Awards and Charity Dinner in North Jersey.

A little before 6PM I arrived at the Westminster Hotel in Livingston, checked in, freshened up and was off to the two hour ****tail party. If you ever want to see the who's who of our industry, then you need to attend The Cannata Dinner.

I chatted with many old friends, made some new friends and had one funny moment while I was getting a ginger ale. A women turned to me and asked what I was drinking, I stated Ginger Ale, she then ordered the drink for me and turned to me , handed me my drink and asked, "so who are you"? She then looked at my name tag and stated OMG, it's Art! In turn I did not realize the woman was Tanya Flores from ESP. We've spoken many times over the phone in the past year since ESP is an advertiser for the P4P Hotel. We hadn't seen each other in about three years.

I'd like to thank Muratec for inviting me again this year, special thanx to Jim & Lou!

If you have the time, you need to check out the Muratec Label Press, this system can make you a ton of cash and it's got sizzle. We all know Sizzle sells!

It's about 11:30PM now and it's time to turn in, I've got two appointments tomorrow, one of them may turn out to be a closing appointment, my second appointment is to present my recommendation for one of my clients that have pushed their color volume to more than 25K per month.

Amount Sold Today = 0

Total Revenue to Date = $2K

New Opportunities Created = $12K

-=Good Selling=-

57 Days of Selling

57 Days of Selling Copiers "Day One"

Art Post · 10/5/1610:26 PM

Had a bit of extra time this AM, since my first appointment was at 9AM. No sense in leaving the house at 7AM to get to the office at 8AM and then travel an hour to my 9AM appointment.

I scheduled the 9AM appointment (net new) last week, it was more of a follow up appointment to make sure I'm in play for 100 plus units. Still many months away, but I already know the players, it's gonna be tough to knock out the incumbent. Appointment went well, I squeezed some additional info out of them. Looking forward to nailing this one!

My second appointment was scheduled for 10:30AM. Client (net new) has existing Xerox equipment, however I'm trying to get in the back door with a color wide format device. After 20 minutes or so we were done, I need to provide different types of substrates that our color MFP plotter can use, in addition a few sample prints. Thus, I'm counting this as a $9K opportunity!

Put it in the pipeline baby!

At 11:30AM, I had scheduled a telechat with another account, however I had to cancel because my cell battery was not charged enough. That's on me, I was able to find a free wi-fi and alerted my contact via Linkedin. All is good.

Next stop was the office (one hour ride), I had some follow ups, needed to schedule some appointments. I ended up scheduling 4 appointments, three with existing clients and one net new. In addition I took an order from an existing client for two PSIII cards. That was a quick $2k in revenue.

No lunch, too busy, had to leave the office at 2:30PM for a 3:30PM appointment with an existing account. With this appointment I was also bringing my content guru with me. We arrived right on time, and before we went in or the meeting, I told my content guru that this was going to more about content, not IT. So, gather up one of our vertical market content stories and be ready to pitch. One other item, I told my guru that this appointment was set due to a covenant that I had included in the sale of 4 system to them a few weeks ago. I gave up some GP in order for them to agree to the content meeting.

After 15 minutes, we found out there is no need for content, they've got everything nailed down with scanning, archiving, and bar codes that's driving all of that data back to their business line of software. I than asked, "what's the one process that you dread doing everyday", she stated, "well that's a loaded question." We did not expect this, but she stated was their internal IT person, and also working with an outside IT company for all of the companies needs.

We were then told that they make make a change at the end of this year or earlier. BANG, another opportunity! We finished up a little after 4PM, and it was time to head home since I would never make it back to the office before 5PM. Not a shabby day.

Opportunity created net new appt=$9K

Opportunity created existing from phone call=$25k

Amount Sold Today = $2K

Total Revenue = $2K

-=Good Selling=-

57 Days of Selling

Fifty Seven Days of Selling Copiers

Art Post · 10/4/1610:59 PM

Just about two years ago, I posted up a blog titled the 12 Days of Selling (for some reason I can't find 7 & 8) which was based on the last 12 selling days of the year in 2014.

Each day, I would post up my sales journal of the days events, and then keep a running total of what I needed for the end of the selling year.

Thus, I thought I would not put as much pressure on my-self (lol), and start my sales journal earlier this year. Each selling day I will post a blog my days activities along with some entertaining events that will take place. I may even add a few days, who says you can't work on Saturday or Sunday?

I'm putting my goal @ $200,000 in revenue, I really don't need that much, but when you've got to set your goals higher because there will be deals that the bean counters will knock down and some will get pumped. I figure a $20K cushion will ice it. However, I have a problem, I pretty much blew my pipeline in the last quarter and I really don't have much in the pipeline for the end of the year. It should prove to be interesting

I want to write this for two reasons, one for all of those newbies out there, hoping that they may be able to get something from an old dog that is always learning new tactics to work with the old tactics.

A few weeks ago, I was having a conversation with someone in the industry and he stated that new reps are not being taught how to be a "salesperson" and the generation that I'm from (give or take 10 years), maybe the "The Last Copier Salespeople" in our business. I just may have to agree with him. Thus, I'm hoping what I've learned over the last 36 years can help someone.

My second reason is personal goal. I want to be the top dog on the team, I want to show the team that an old dog like me can still bring in numbers and that I still have the same passion and drive for the industry that I had thirty years ago. Lastly, I want to spend 7 days with my wife in the Caribbean during the first week of March in 2017 (I hate March in New Jersey).

Some of the blog posts may be short, but I'll try to keep them packed with tidbits of selling stuff for everyone.

Amount Sold = $0

-=Good Selling=-

My Top Five FAV Print Devices from Graph Expo in Orlando 2016

Art Post · 10/3/1610:56 PM

After all these years, I finally attended a GraphExpo show! If you're a hardware geek like me, then you owe it to yourself to get to next years Graph Expo event. The information I collected will help me when compete and help me win new deals.

Away we go with my Top Fav Devices from Graph Expo:

Epson ColorWorks C7500G Color Label Printer

The Epson ColorWorks C7500G is an inkjet color label printer. Capable of printing @1200x600 dpi, uses a Wausatch RIP, and can print multiple full color labels with variable data up to 11.8" per second. The printer houses 4 color ink cartridges (Back, Cyan, Yellow and Magenta), comes in at 37 lbs, and has a foot print of 15.4x23.5x15.5 (WxDxH). Quality was great, highest quality on IJ (inkjet) label substrates, and is capable of using these media types: Roll-fed or fan-fold, die cut; single layer or adhesive labels on liner, plain paper, fine paper, PET Polyester) film, synthetic. What I liked best was the MSRP of $8,500. A 60 month lease would be about $170 per month and probably very easy to cost justify for small retail company.

Xerox Direct to Object Printer

For me, the most fascinating device at the show was the Xerox Object Color Inkjet Printer. I'm thinking it was a few months ago that I saw the first press release for this system, didn't think that much of it, since it's not in my day to day wheelhouse of products.

Walking up to the Xerox Object Printer made me think about a stand up tanning bed, in fact I commented that maybe in the future we'll see a walkup print booth for us humans. A print booth that will print temporary tattoo's that is. Ya, just a far out idea!

I was given a demonstration of the Xerox Object printer that was using Xerox Xmpie on the front end for variable data, and then inserting a blank aluminum beverage container in the printer. I thought the printer was a little slow at first, however after about 45 seconds we had printed a full color image on the beverage container! I was told that you could print onto almost any 3D object and Xerox would custom make you a template to hold the 3D object while the print heads did their magic. Cost of this over sized tanning bed will set you back one hundred and fifty grand. That's $3,000 on a lease and that means that you need to print a heck of a lot of 3D objects in order to make that lease payment.

Intec CP 3000

Years ago, many manufacturers would offer up an A3 Color Laser printer with the option of a Fiery for those accounts that needed color matching. Today, at least in the US market, I'm not sure if there is anything else but the Intec CP3000 (sister model is CP3000PRO which adds copy, fax, scan). Thus the reason I find the Intec CP3000 most interesting.

If you ask me, it looks like a Fuji-Xerox engine, however I was not able to clarify that. Here's what I liked:

1200x1200 dpi
speed up to 50 pages per minute
the ability to print 11x25.5 through the by-pass (which translates to a tri-fold brochure), folding not an option that size substrate
print up to 400gsm substrate
Fiery standard

Riso Concept Roll Printer

When I saw it, I was like what!! But there is was a concept roll printer from Riso.

Reading that it was a concept printer I was not expecting the system to be functional, however the system was quietly producing color ink prints on to a huge roll of paper.

When speaking to a few of the Riso reps, they were also surprised to see the system and did not have much information to share. The concept roll printer was using the same type of ink that is used in the current ComColor devices. There was no mention of what was driving the data to the printer and most of the Japanese Engineers were of no help because I was not fluent in Japanese and they had a hard time communicating in English. Not sure if this will ever come to market, but it tells me that Riso too sees the writing on the wall and the need to diversify.

Konica Minolta C71 Label Press

Can you tell? That I've have a love affair for Color Label Presses! Sizzle, sizzle and more sizzle, labels are not going away, in fact most reps that I spoke to agreed that the label presses and industrial print devices is growing!

The KonicaMinolta BizHub C71 Label Press impressed me because of the wide variety of substrates that the system is capable of printing onto. The system will print at 62 feet per minute in full color and also offer up 1200x1200 native DPI. I asked what the native meant, I got the explanation, however I missed writing it down. You can google it if needed.

The print engine is located in the middle, off to the left is the un-winder for the substrate and then off to the right is the re-winder for the substrate. I watched the system print perfect high color labels and did not see any issues with the un-winder or re-winder winding off-center.

The system has an MSRP of $299K, and I was told there was also and excel costing program that would measure the pixels of the image and give the end user a cost per label. I've never seen this type of program in excel. I'm hoping I did not mis-quote of mis-understand the rep.

Consumables are not included with a maintenance agreement. Label substrates are available from many different suppliers. I'm sure other manufacturers are going to follow KM's lead and bring their own devices to market in short order.

I enjoyed the show, for me it was like a kid in a candy store, thinking I could sell that, I could sell this, OMG I wish I could sell it ALL!

=Good Selling=-

Attention Sales Reps... What Is Your Purpose, Plan And Goal For 2017?

Larry Levine · 10/2/167:55 AM

Congratulations if you’re on track to meet or exceed your sales goals this year. Even if this year hasn't turned out the way you wanted, now is the perfect time to make a few adjustments to finish strong. Set aside quality time to do some serious sales planning so next year you get extraordinary results.

As you reflect and start working on your business plan, think about one word...

"TRANSFORMATION"

LOVE TED TALKS AND THIS HELPS SET THE STAGE

The sales world is changing more rapidly than you think. As sales reps you are contending with an increasingly competitive marketplace, an ever-expanding range of products and services, new channels of customer engagement and an expanding list of competitors. The power has shifted from sellers to buyers, who are better informed, better educated and always connected to a world of opinion, advice and information, all thanks to Google, mobile and social technologies.

As much as technology continues to change, the sales process and tools we use as sales reps have seen massive changes. In my opinion, Google, LinkedIn, Twitter and all the B2B social platforms have forever impacted the sales profession like no other piece of technology over the past 25 years.

The customer now controls the conversation. As a sales rep in any industry we now must adopt to, adapt to and adhere to a 21st century approach to the sales profession.

What are you personally going to do to transform yourself and drive change?

ALL TALK NO ACTION

It is either feast or famine, as sales reps head into the last sales quarter of the year. My question to you all... Where are you in self-managing yourself to your 2016 business plan? Did you even have one? Shall we go there?

The numbers you set forth and committed to at the beginning of the year, how were these derived?

"The difference between real, attainable goals and what people often label as “goals” are in reality nothing more than wishful thinking"

WHAT IS YOUR PURPOSE, PLAN AND GOAL?

I am quite confident the business leaders within any corporation can explain their corporate vision, mission, purpose, plan and goals. My question and challenge to sales reps... Can you do the same?

With this in mind, I encourage all sales reps when developing your business plan please incorporate your social business plan as well.

If you would like more information on a plan to integrate social into your current sales style please email at llevine@socialsalesacademy.net for my special report.

My friend Keenan, in his book "Not Taught" speaks to how we operate within the Information Age. A classic quote from his book...

"Digital obscurity is a death sentence, long and slow"

As you develop your purpose, plan and goals please consider how your social and online presence fits into this plan. Why you may ask? Well, first impressions are less and less likely to be formed in person but rather delivered on computer screens via the results of a Google or LinkedIn search.

Before ever connecting with you face to face, people are using "search" to get to know you, and they are forming opinions about you based on what they see whether you believe it or not.

I am shocked how many sales reps, sales managers and business executives treat their online identity as a “nice to have but not an absolute must.” The implications of ignoring your online branding are vast. You could be sending the wrong message, making it hard to build an authentic relationship in the future.

How we position ourselves online moving forward, in my opinion will either make us or break us as sales reps.

PURPOSE

What is the function of your LinkedIn profile? Think of your professional brand and the message you convey to your clients and prospects. Engage and have them share your purpose.

PLAN

Construct your profile with your clients and prospects in mind. Make sure your plan places them at the forefront not yourself. Inside your plan think of the issues, challenges, concerns and pain-points you can help them to resolve.

GOALS

Give thought to the end result... How can LinkedIn be integrated into your sales process to help grow your business.

5 QUESTIONS TO ASK YOURSELF - SOUL SEARCHNG

What are you waiting for? Successful sales reps motivate, manage and educate themselves to grow their mindset and skill set. They do not wait! They are proactive and take action to insure their success.

What steps will you take to insure your success?
What will you commit to in order to insure your success?
What is your tolerance for getting uncomfortable?
What will this mean to you?
Where will I be at the end of 2017?

If you would like some inspiration I welcome the conversation or send me a message to llevine@socialsalesacademy.net.

I get where you all are coming from. I have walked a day in a life of your shoes.

Your comments, likes and shares are greatly appreciated.

Look for more information within the Social Sales Academy blog site.

This Week in the Copier/Office Equipment Industry 10 Years Ago The First Week of October 2006

Art Post · 9/30/1610:21 PM

While I was scrolling down on this weeks threads from ten years ago, I saw the threads for the Aficio MPC2500, MP C3000, MPC3500, and MP C4500. Hard to believe that these systems are ten years old now

Another old but goodie was the introduction of the variable print head for the Seri Model 25. The variable print head was actually an HP print head/cartridge that was located in the Seri Model 25. Never sold the VPPH model, however I did sell a few of the Seri Model 25, in fact I just sold a Seri Model 25 last week! Enjoy the threads from ten years ago this week!

bizhub C6500 Debuts: 65 ppm, 300,000 Duty Cycle

10/3/068:05 PM

specifically for the production printing market and is available for the first time on the bizhub PRO C6500. Its small particle size provides smoother halftones and a vast improvement in text reproduction and sharpness. In addition, the small particle size leads to less toner use resulting in cost savings. "The bizhub PRO C6500 is poised to redefine the price/performance curve for production color printers," said Kevin P. Kern, Vice President, Product Planning and Development, KONICA MINOLTA BUSINESS

Topic

AFICIO MP C3500/C4500

10/2/063:23 PM

device. To help conserve costs and prevent unauthorized use, restrictions can also be placed on color printing and other system capabilities. Continuing the long-standing tradition of developing office solutions with minimal environmental impact, Ricoh Corporation has equipped the Aficio MP C3500/C4500 with power-saving sleep mode, and duplex copy modes. The MFPs release minimal ozone emissions and are Restriction of Hazardous Substances (RoHS) Compliant. The suggested retail price of the Aficio MP

Topic

(BERTL™) awarded the Aficio SP C410DN

10/6/065:06 PM

FOR IMMEDIATE RELEASE Ricoh Web Site: www.ricoh-usa.com CONTACT: Russell Marchetta Laura Bower Ricoh Corporation Peppercom (973) 882-2075 (212) 931-6127 russell.marchetta@ricoh-usa.com lbower@peppercom.com RICOH AFICIO SP C410DN RECEIVES “FOUR STAR” RATING FROM BERTL Ricoh Color Laser Printer Awarded for High Performance and Exceptional Quality West Caldwell, NJ, October 6, 2006 – Ricoh Corporation, the leading provider of digital office equipment, announced today that Business Equipment

Topic

P4P Upgrades On The Way!

10/7/069:19 AM

and put them in one location. If anyone can help me with the FTP, it would be appreciated I am now forced to learn as I go (Graham is very busy and can not support us in a timely manner). I will also need a moderator for each new board, I know some of you have contacted me in the past, however now is the time to contact me again. We will need Moderators for Kyo, Canon and Konica Minolta right away. As advertising builds we can share some of the revenue with the moderators. The P4P will always be

Topic

Monster Mayhem from Ricoh

10/5/064:08 PM

Jus attended a Monster Mayhem from Ricoh for the new C2500/c3000 series. If you have been there, what did you think! Please add any comments if you have any! Art Post

Topic

fast sales thought

10/5/064:45 PM

fast sales thought Be careful to minimize your efforts to say what you feel needs to be said in a sales call. The most important thing is that you learn what your prospects really want or need and why. The simplest way to do this is to forget about yourself, your company, your products, and your competition. Focus only on the discussion. Be real. Ask questions and listen. Care for them and they’ll more likely care for you. (use this link for a “be real” printable reminder)

Topic

Mike sent me this/church Article for Dup/Copier

10/3/0610:20 PM

completed. The analysis includes an inventory of current office equipment. Because of the many details to consider, and the wide range of equipment available, Collins recommends using an experienced copier sales representative to help with the inventory. Maria Wooldridge, a senior product manager for Riso, also believes the first step a church should take is to meet with an experienced salesperson from a reputable dealer. "A good copier or duplicator sales rep will look at everything that an

Re: Good article on Document Solution Selling

Darrell Amy · 10/6/0611:09 AM

Thanks for the kind word about the article. The book "Selling is Dead" expresses the challenge our industry is going through as we move from just talking about solutions to ACTUALLY SELLING them. What did you like best about the article? I'd love to start a discussion thread on this.

Re: 240 roll feed problem.

bandit41076 · 10/3/069:21 AM

I would have a tech with valid tech ID call Ricoh tech support. Sounds like an alignment issue - the 240 is not always aligned properly when first set up. If your tech can speak to Chris Saez at Ricoh, he is really good on the wide formats!

Re: 480 background haze

bandit41076 · 10/3/069:24 AM

Did you ask Ricoh tech support? Again, if you can speak to Chris Saez over there,he is very good on wide format.

Topic

Leads in Washington

10/2/062:17 PM

Twisted Pair Solutions Inc. http://www.twistpair.com WHAT THEY DO: It designs, builds and delivers IP-based communications software. (number of employees: 30) EVENT 09-28-2006-$9 million in a first round of funding co-led by Ignition Partners and Core Capital Partners OPPORTUNITIES company expects funds to be used for... sales, marketing and partner development research and development hiring advancing its core WAVE technology potential opportunity to provide... products and services to support

Topic

Leads in Texas

10/2/062:21 PM

Y. Sakai Chief Financial Officer Ross Holman Vice President of Development Susan Marshall Vice President of Sales and Marketing Terry Flaherty Vice President of Marketing 512-425-5185 tflaherty@hyperformix.com Shauna Osborne Senior Vice President of Client Services Derek Weeks Vice President of Product Management Felicia Biggins Director of Human Resources Kazuhiro Okazaki Asia-Pacific contact kokazaki@hyperformix.com OFFICE(S) HyPerformix Inc. 4301 Westbank Drive Building A Suite 300 Austin

Topic

Leads in Oregon

10/2/062:39 PM

BPL Global Ltd. http://www.bplglobal.net What They Do: It provides Smart Grid applications to utilities and broadband services to consumers via power lines. EVENT 09-25-2006-$25 million in a Series C round of funding OPPORTUNITIES potential opportunity to provide... products and services to support growth in target markets, including marketing, research and advertising services. equipment and systems for operational requirements equipment and services for research and development activities

Topic

Leads in Ohio

10/2/062:41 PM

Senior Vice President of Sales and Marketing Charles J. Brez Vice President of Innovation Alliances Paul Stupay Vice President of Business Development Shauna R. Brummet, Ph.D. Vice President of Program Management brummet@ninesigma.com Bronwyn Monroe media contact 216-295-4822 monroe@ninesigmacorp.com OFFICE(S) NineSigma Inc. 23825 Commerce Park Drive Suite A-1 Cleveland, OH 44122 Phone: 216-295-4800 Fax: 216-295-4825 NineSigma Inc. Hans-Bunte-Str. 10 Heidelberg, D-69123 Germany Phone: 011-49-6221-7500068

Topic

Leads in North Carolina

10/2/063:00 PM

systems, training services and recruiting services. recruiting services for senior management positions products and services for increased sales, marketing and business development activities. products and services to support its regional office expansion. This may include recruiting services, commercial real estate services, and office equipment and supplies. equipment and services to support manufacturing operations The company will soon close on the purchase of a factory near Charlotte, NC. The

Topic

Prospecting in New Hampshire

10/2/063:01 PM

Whaleback Systems Inc. http://www.whalebacksystems.com WHAT IT DOES It provides broadband phone systems for small- and mid-sized businesses. EVENT 09-25-2006-$7.5 million in a Series B round of financing led by Castile Ventures OPPORTUNITIES company expects funds to be used for... expanding channel and geographic market coverage feature development of its voice service potential opportunity to provide... products and services to support increased sales activities products and services to

Topic

Leads In Minnesota

10/2/063:02 PM

Avenue North Suite 102 Maple Grove, MN 55369 Phone: 763-315-1809 Fax: 763-315-3660 -------------------------------------------------------------------------------- Compellent Technologies http://www.compellent.com WHAT IT DOES It develops modular data storage solutions for enterprise. EVENT 09-25-2006-$15 million in a round of financing led by Nomura International plc OPPORTUNITIES company expects funds to be used for... accelerating growth incremental sales and marketing resources international

Topic

Leads in Mass

10/2/063:03 PM

solutions for automated manufacturing and transportation systems. EVENT 09-26-2006-$3 million in a mezzanine round of funding led by Massachusetts Capital Resource Company OPPORTUNITIES company expects funds to be used for... growth market penetration of its linear synchronous motor (LSM) development of its magnetic levitation (MagLev) technologies potential opportunity to provide... products and services to support increased sales activities products and services to support increased marketing

Topic

Leads in Maryland

10/2/063:04 PM

DoublePositive Marketing Group Inc. http://www.DoublePositive.com WHAT IT DOES It provides mortgage, insurance, education, automotive, real estate and debt leads to sales professionals and sales organizations. EVENT 09-28-2006-$2.7 million in a Series B round of financing led by Grosvenor Funds OPPORTUNITIES company expects funds to be used for... expanding into new markets accelerating growth potential opportunity to provide... products and services to support growth in target markets

Topic

Leads in Georgia

10/2/063:06 PM

services. equipment and services for research and development activities products and services to support expansion in international markets, including marketing, research and advertising services brand management and advertising services PARTNERS none stated PEOPLE Sanjoy Malik Founder, President and Chief Executive Officer Jeff Cagle Chief Financial Officer Dale Gonzalez Chief Technology Officer Jay Sheth Executive Vice President of Business Development Len Emmick Senior Vice President of Sales

Topic

Leads in Connecticut

10/2/063:08 PM

Full Capture Solutions Inc. http://www.fullcapture.com WHAT IT DOES It provides predictive, analytics-driven solutions to the insurance industry. EVENT 09-25-2006-$7 million in a Series B round of financing led by Greylock Partners OPPORTUNITIES company expects funds to be used for... rapid product and market expansion sales and marketing potential opportunity to provide... products and services to support increased sales activities products and services to support increased marketing

Topic

Prospecting in California

10/2/063:10 PM

: 718-488-9330 -------------------------------------------------------------------------------- Save time... Use this link to buy this and past issues -------------------------------------------------------------------------------- NeoGuide Systems Inc. http://www.neoguidesystems.com WHAT IT DOES It is developing a computer-assisted colonoscopy system. EVENT 09-26-2006-$25 million in a Series C round of financing led by Advent Venture Partners OPPORTUNITIES company expects funds to be used for... ramping up manufacturing and the sales and service

Topic

Dell Printer Supplies

John · 10/3/069:15 AM

Does anyone have a source other than dell for their printer supplies? I know they are a relabled Lexmark but they change the toner so it will not fit in the dell model. I have a large account that just ordered 100+ computers from them and of course they received a free laser printer for each PC. We supply all of their Ricoh, HP devices and they would like us to handle the Dells. Any suggestions? John

Topic

introduction of the VDPH1,

10/5/063:30 PM

Ricoh is pleased to announce the Variable Data Print Head Option for the SeriPrinter Model 25 product. The Variable Data Print Head option VDPH1 for short, is a printing solution designed to help business meet the need to efficiently and cost-effectively produce personalized materials. Ready to serve in this exciting new market, the VDPH1 option seamlessly integrates with the highly successful SeriPrinter. Model 25, as accessory to select Ricoh Priports. Comprised of an innovative SeriInkJet

Survey

How did you like the latest Monster Mayhem for the C2500/C3000 series!

10/5/064:08 PM

-=Good Selling=-

You can't Manage Tranformation it must be Enthusiastically Led

Ray Stasiezcko · 9/28/1610:29 PM

Over the last few months, I have been deciding on the next stop of my transitioning career. When you’re in your fifties and haven’t filled out an application in many, many years, it’s not a search for a job position. It’s a search for a place where you can create positive business outcomes based on your experiences. When you’re in your fifties, it’s not your college transcripts that defines you. The transcripts of my past are a collection of experiences that most people do not have (and I’m sure some are grateful for that.)

From a humble beginning, I realized early on, “It’s not one’s work that defines them, it’s one’s enthusiasm for the work they do that defines them. As l talk with organizations in need of transition or organizations in constant movement toward a better tomorrow, the first thing I listen for is their enthusiasm. All leaders I talk with say they expect a prosperous future, and some understand they must transition to get there, and that, in some cases, it will take a complete reinvention.

Transformation can only begin when the leaders are enthusiastic about the outcome they envision from the transition, even if the outcome is a complete reinvention, and they must be able to visualize that possibility. Sadly most don’t or can’t, and we all know the names of company’s who sealed their fate through denial.

So I thought I would share my unscientific research in understanding the roles Enthusiasm, Leadership, and Management play in transitioning a company’s future. Leaders I have recently spoken with all believe in that prosperous future. However, their enthusiasm towards this vision varies. Some had no enthusiasm, which more than likely means they won’t transition their company; they will retire from it. That sounds cynical, however it’s a strategy of some leaders who face the need for reinvention or tough transition. They instead gamble against time.

My friends, it doesn’t matter how enthusiastic a leader is if he outsources the path to the future through a management process, rather than a leadership process. Leaders are enthusiastically driven by their vision. Managers are the facilitators of the leader’s enthusiasm. All leaders need good managers. When leaders are enthusiastic about the path toward their vision, some of what they see is more than likely blurred to those who help manage the team down the path toward it. Of course, everyone should have a clear image of where their companies going. I’m not talking about a plaque on the wall spelling out a company’s vision. The vision I am talking about is one the leader must paint as they go, and their enthusiasm is their paint. Leaders feed information as they find it; they find it because they look for it. Most managers only deal with the information they have or have been fed. Managers take the steps, Leaders build the stair case.

Managers need to know everything, and leaders know it’s impossible to know everything when you’re leading a transition or a reinvention. Those who understand transformation, know transformation is a process, not a defined road map with all the rest stops and fueling stations clearly marked. Transformation happens when a group of determined individuals collaborates continuously.

Transformation can only begin when leaders are enthusiastic about the outcome they envision as a result. It’s the leaders' enthusiasm toward continuously seeking a better way which creates great companies. Good managers can improve current circumstances. However, it takes leadership to reinvent tomorrow’s current circumstances. Managers will need too much information and will normally not have the vision to see what others don’t. However, if they do, they just became a leader. The trick is recognizing the manager who believes they can implement someone else’s vision. Visions can’t be commandeered and duplicated they must be created. A leader’s vision is a constantly changing landscape which is painted with enthusiasm, imagination and collaboration. Leaders understand that what you think you know will always change. Transformation is not about what you know and where you go. Transformation is what you know and what you learn as you go.

“Companies are only sustainable when they can merge the future with the present and do it continuously.” This is my passion and what drives my enthusiasm, which I am always eager to share.

R.J. Stasieczko

Graph Expo Day Two 2016

Art Post · 9/27/168:20 AM

It's early on day 3 of the Graph Expo show. I'm up and about early at the Hyatt Regency and I've made way to the pool grotto to enjoy the sunrise.

Since I had covered most of the show floor on day one, day two was a chance to go back and gather additional information on some of those products that I found interesting. In addition there were some additional devices like the KIP Color wide formats, and the OCE Color wide formats that I wanted to get some additional data on to help me in my day to day selling efforts.

Konica Minolta

I arrived on the show floor a little past 10AM, and my first stop was to visit the KonicaMinolta booth. KonicaMinolta was showing the C71 Label Press with all of the additional 3rd party accessories. I was extremely impressed with the print quality, the speed and the accuracy of the re-winder.

Print resolution is 1200x1200 dpi native, color quality of the labels was exceptional. I had tried to see the C71 on day one, however there was an issue with the re-winder. Day two saw the re-winder fixed, and the C71 was printing awesome full color labels at a pretty fast clip. MRSP pricing for the system with the winders (need two of those) is $299K.

Xerox

After the KonicaMinolta booth, I made my way over to the Xerox booth. My goal was to see the Xerox Object Printer in action. The Xerox booth was jammed with people, and it took me a good ten minutes before I finally got close to the Object printer.

I was treated to a short demonstration of Xerox xmpie (it's my understanding that Xmpie is a digital store front/using vdp which allows users to submit print jobs to a Xerox product) which allowed me to customize a graphic image and text on for printing my image on a 3D product (such as mugs, pens, beverage containers, etc). I was impressed with the speed of print, the accuracy and the quality of the image. The Xerox Object printer printed a graphic image and my name on an aluminum beverage container. AWESOME!

The Xerox Object printer had me thinking about the cost of the ink used per piece, I was told that Xerox has a costing program that will determine the cost of the ink used, thus you would be able figure a cost per piece and then develop your retail cost. At a cost of $150k, I was curious where this type of printer could be placed, would this work with an add specialties company?

Figuring a lease cost of almost $3,000 per month, it would take a heck of a lot of printing on pens to make your payment. However, if you think about some of the larger items that you can print an image on, the Xerox Object printer may offer additional opportunities to have larger percentages of profit on higher ticket specialty items.

EFI

Just about mid-day, John and I attended the EFI Press conference. EFI presented their case that office printing is indeed slowing and spoke in depth about the printing applications that are available with their new Nozomi Inkjet Press.

After looking up Nozomi on wikipedia, I found the word translates in Kanji for beauty. The Nozomi was first introduced at Drupa in May of this year. The Nozomi is a single pass color inkjet press that would be used for high-speed corrugated board production.

Ricoh

Ricoh did not have a both as large as Xerox nor KonicaMinolta, however there was quite a bit of traffic around the C9110 high speed color press, and even more traffic for the C7100 series. I had heard from someone at the show that Ricoh was showing a fluorescent neon yellow toner.

Sure enough, Ricoh had sample prints of the neon yellow toner on a black substrate. After speaking with the Ricoh rep, he explained that the neon yellow will be available on or around December of this year. In addition they were engaging with end users about their thoughts for other fluorescent colors. It's an interesting development and I'm curious to see the applications. The neon yellow would be used in the fifth station in place of the white or clear. I wonder how long it will be until we see production systems that house six colors or more.

Show Floor

The rest of the day was centered on gathering additional information from Epson, Intec, Canon, Oce, KIP and Riso for a blog that I will write once I get home. It's not easy walking these show floors and by the end of the day I was exhausted, my android app showed that I had logged more than 12,000 steps by the end of the day.

More to come later this week!

-=Good Selling=-

Graph Expo Day One

Art Post · 9/26/168:59 AM

After a short flight down the east coast from New Jersey, I arrived in Orlando about 9:30AM. John Anderson (P4P'er) was to pick me up at Orlando International, however he forgot his notebook and have to travel back, by the time we spoke on the phone he was already an hour out from picking me up.

Thus, I jumped on a Meers transport and finally made it to the Hyatt Regency about 11AM. John and I were able to hook up there, and we took some extra time to settle in to the old Peabody, relaxed, sipped a bourbon or two and then made our way to the Press Room at the North end of the Orlando Convention Center.

Holy smokes, we didn't realize how massive the convention center is! We logged almost 8,000 steps via the convention center walkway from the Hyatt.

We finally arrived on the show floor about 1PM, for me entering the show gave me the feeling of a kid being in a candy store! All I could see was a sea of color logo banners and hardware of every shape and color. For a print geek, I was loving life.

The plan was to split up and get a feel for who and what devices were there. We covered much of the show floor, and developed a list of vendors and devices that we wanted to know more about. We'll be covering those vendors and devices on day two.

Later in the evening I met John at the Rocks Lounge at the Hyatt, had a few drinks and made out way North on International Drive to find some dinner.

It was an early evening since I had to wake up last night at 3AM to catch my flight to Orlando Sunday morning, however I did was able to watch the next to last show of Fear the Walking Dead.

Tonight, I will post a blog about our top ten devices that we loved at Graph Expo 2016.

-=Good Selling=-

Sales And Branding Must Get Married, And Larry Levine Is The Priest

Larry Levine · 9/25/1611:42 AM

I met Donnie Tuttle on LinkedIn as we are both recovering copier sales reps. Instantaneously, we had a common bond... sales stories. Stories I believe are the foundation inside the sales process.

“Storytelling is the most powerful way to put ideas into the world today. Stories are the creative conversion of life itself into a more powerful, clearer, more meaningful experience. They are the currency of human contact.”

Robert McKee

This led me to get to know Donnie Tuttle; Level Up Sales Coach. This was my first time doing a podcast with Donnie and I had a blast.

IN THIS PODCAST YOU WILL GAIN AN UNDERSTANDING:

Simple philosophy of being authentic and real, while branding and using modern meet-up methods from social media.
If you can't build relationships with someone, it's gonna be real hard to sell them.
If you help someone, it'll come back to you ten-fold.
If you can't build an authentic conversation, get out of sales.

I firmly believe how I branded myself as a copier sales rep while staying true to my authentic self, melded me to complete my powerful selling style.

PLEASE CLICK ON THE IMAGE BELOW TO LISTEN TO THE PODCAST

If you enjoyed the podcast please comment, like and share this with your network.

If you would like some inspiration I welcome the conversation or send me a message to llevine@socialsalesacademy.net. Your comments, likes and shares are greatly appreciated.

Look for more information within the Social Sales Academy blog site.

This Week in the Copier/Office Equipment Industry 10 Years Ago The Last Week of September 2006

Art Post · 9/24/1610:28 PM

launch of the Ricoh DX 4542 Priport

9/28/068:17 PM

Ricoh is pleased to announce the launch of the Ricoh DX 4542 Priport. The DX 4542 replaces the JP4500 and JP3000 and delivers significant performance enhancements over its predecessor. When we launched the JP3000 with 11” x 17” capability we beat Riso because of price. When we launched the JP4500 we won with high print quality for a product in the price range. But it took away from sales of the JP3000. So now when it is time to launch a replacement model we decided to replace both models. The

Topic

Ricoh FW870 Mainboards @ 50%

9/24/061:46 AM

We have 870 mainboards in stock. Will sell @ 50% off the dealer price. You need a mainboard if:1.Out of paper indicator lite when paper is loaded (problem is not the paper sensors).2.Problems with the roll feed.3.Roll feed motor is noisy.Thats Just to...

Topic

New Ricoh 16ppm mfp in Europe

9/28/068:57 AM

Version of the 1515mfp with color scanning. Here is the link, would be nice to have this for the US market! http://www.ricoh-europe.com/products/copiers/smallworkgroup/afmp161ln.xhtml

Topic

Ricoh Model C2500 with SR3010

Bushwakker13 · 9/28/065:59 PM

Our price sheet indicates that the SR3020 will accept the Type 3260 hole punch. Could this be true???? I've not seen the Model SR3010.

Topic

Need Postscript 3 for Ricoh 350e

copyme · 9/30/0611:56 AM

Anyone have one of these at a really good price? Have a customer who asked about having it but they of course do not want to spend much to get it.

Re: Need some Advise on Color Copier or Printer

9/27/068:53 AM

OKI 9800dn, you can get it with or with out a rip. You can also get the oki with out with the rip. Also the oki may be less expensive to print than the Xerox. You can do a per page cost analysis. Ricoh products?? not sure I have not had access to the latest printer models in quite awhile. The oki is a superb color system. Ihad one printer call it a "print shop in a box" Art Post

Re: C3030 with MAC OSX

John Roof · 9/28/069:07 AM

I spoke with Terry Duncan and Bill Carroll at Ricoh on this. They said that if the customer needs to download the latest PPF from the website instead of using the install cd. They said they had encountered some corruptive files on the cd. I had the customer go to ricoh-usa.com and once he downloaded the newest version, he was able to see the trays. Another happy customer.

Re: 240w being replaced?

9/28/063:30 PM

There is a second gen model, as too when it will be released ......, your guess is as good as mine. I spoke to product marketing a few months ago and asked then they include a "thumb drive" printing support. I have not heard anything else since then. With Vision coming in May of 08 in Dallas, Ricoh has had a pattern of holding new equipment launches for the meeting. I fo one hope that the 240W is sooner than later and also hope that they are also going to include a color scanner. It also seems

Re: Updated HP Cost Per Page

9/28/062:46 PM

Thanks. I appreciate it.

Topic

Need some Advise on Color Copier or Printer

Boston Mike · 9/27/068:13 AM

closest I have found so far is the Xerox Phaser 7760... if you have something comparable, I'd be happy to hear about it.

Topic

NEW embedded eCopy ShareScan OP

9/28/068:16 PM

In an effort to provide the best solutions to fit customer needs, Ricoh Corporation has partnered with eCopy, Inc. to offer their ScanStation OP touch-screen document solution and the NEW embedded eCopy ShareScan OP Embedded. eCopy’s NEW ShareScan OP for Ricoh ESA enabled Aficio devices will offer the same highly integrated solution customers have become accustomed to and have and benefited from with the ScanStation OP. eCopy ShareScan OP will support from 1 MFP to 100 MFPs from a single eCopy

-=Good Selling=-

Why Are You Not Selling Niche Printing Systems?

Art Post · 9/24/1610:18 PM

Who wants to make GREAT commissions again?

What dealer principal would be interested in creating another revenue stream where the orders of consumables never cease?

What would you give up not to have competition with a product that can practically sell itself, once you've demonstrated the product?

How did you answer those questions?

Just like I did? My first answer is ME, my second response (if I was a dealer principal) is ME, and for the third question, I would give up my.......

Recent Appointments

Two recent appointments have sealed my opinion about Muratec's PLS- 2112 label press.

I was at a recent client that sells a ton of widgets (sorry can't name the account or what they do)and was conducting a bi-annual review for the fleet of copiers. On the way in, I noticed that many of their widgets were adorned with color stickers and labels.

After we finished up with the review, I asked, "I'm curious, I see all of these color labels on your widgets, you wouldn't happen to know how much you're spending per year on those stickers and labels, would you?" I was in luck because my contact was in charge of purchasing and cost reduction. After waiting for a few minutes my contact stated, "one hundred". I was bummed, and repeated "one hundred dollars, that's it?" "No" he replied, "we're spending more than 100 hundred thousand dollars a year for stickers and label". I was floored!

My next question was, "how many labels did you buy?", a few more minutes passed, and the response was, "just about 180,000". We did some quick math together and came up with a cost per label of about 55 cents each. Bingo! Opportunity!

Two days later at another account that is interested in IT services, I brought up the label question again. However this company did not sell widgets, but conducted national competitions across the US. This client reported that they spend almost 50 thousand dollars per year for labels. Woohoo, that's number 2 for opportunities!!

The Color Label Press

The Muratec PLS-2112 combines a high speed color laser press that can print continuous-substrate or cut sheets, up to 12.5 widths, on a variety of substrates. The system is coupled with a Wasatch RIP that guides the users step by step through job setup and execution.

Demo

Thanx to Chris Wilson (Muratec) and Lou Strickland (Director, Marketing & Sales Support), I was able to meet Chris at Prior Nami Business Systems one evening last month for an awesome demonstration of the Muratec PLS-2112.

I was floored with the quality of the labels, floored with the on demand web die cutter, and astounded with the ease of use along with the multitude of different substrates that the Muratec PLS-2112 can accept.

I don't have all of my notes with me, and I'm pretty much shooting from memory. But, once you find the right prospect like I did, do the math for the ROI and then demonstrate the Muratec Label Press, I'm confident that this system can sell it self. Funny thing, not once during the demonstration did I ask about the cost of the consumables. I knew right away that this was the perfect ROI selling machine, all you have to do is to find out how many labels the client is printing, the substrate that's required, the cost and you can quickly identify who is a prospect and who is not.

We all remember print on demand for the copiers, right? What's the sense with printing thousands of documents, flyers, or newsletters, and then throwing out hundreds if not thousands of prints because of a changes to the product or the program that came down the road. Same thing with labels, many clients are forced to buy thousands to lower the cost per label, with many of those labels going unused due to a change. In addition many clients are also forced to wait weeks to receive a label order. Clients that have their own label press can benefit from lowering their cost per label, printing only what they need, and freeing up cash that is typically tied to label inventory.

Paper vs Labels

We all understand that office paper use is declining. At a recent conference I attended, I heard stats from an industry analyst that stated with the next recession we could see a 15%-20% drop in the amount of paper that is consumed with A4 & A3 devices in the office. That's a huge drop that could hurt most of us that depend on the recurring revenue from clicks!

Labels are not declining! Full color labels are everywhere, from the local grocery store, to the local coffee shops, craft breweries, the list goes on and on, just look at the two prospects I found. Custom full color die cut labels are everywhere.

What is Your Plan to Grow Revenue?

I believe that there are many copiers dealers that want no part of Managed IT, nor Content, and BDR (back up disaster recovery). Adding the Muratec Label Press to your core of services will ensure that you can enhance your recurring revenue stream, continue to employee your service engineers and add value to your existing clients, plus your sales people can make some serious cash.

Ask yourself, do you want to be in a declining revenue model or diversify to a growth revenue model that offers additional consumables that copiers and printers could never offer?

If I had my own dealership, the Muratec Label Press is certainly a product I would take on ASAP. Now, I just gotta work on my dealer principal!

-=Good Selling=-

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