MFP Copier Blog

The Sony Entertainment hack at the end of 2014 has brought fear to the business community regarding how much data protection is in place. Supporting those fears are various reports that show the apparent lack of cybersecurity. However, organizations can begin to implement cybersecurity with the most basic necessity - email encryption. In the ever-changing world of technology and cyberattacks, it has always remained a necessary standard.

Email encryption has been a certainty when it comes to data protection. The source highlighted STARTTLS as the standard for encrypting email, as it has been difficult for even the NSA to crack.

How it makes it difficult for hackers

Email encryption deters hackers because it takes so much time to break it down and compromise data, according to azcentral. The Sony hack was caused by the breach of only one member, but email encryption can protect every employee within a company. The source recommended consulting an IT group or secure email provider before taking the steps to implement email encryption.

Who is using it

STARTTLS is a common requirement for encryption, and the Electronic Frontier Foundation noted that its popularity is due to its server-to-server strategy. A year ago, before cybersecurity was the alarming issue it is now, only four of the 18 companies EFF surveyed were using STARTTLS encryption. However, small organizations are now seeing the big dogs such as Amazon, Yahoo, Twitter, LinkedIn and Facebook use STARTTLS and taking after them. This year, Gmail reported that 77 percent of outbound email is now successfully encrypted during transit.

Why email encryption is the way

Email encryption provides a variety of cybersecurity benefits for companies. The survey by EFF highlighted the techniques STARTTLS uses to protect companies and data. One way is the ability to limit cookie communications to only encrypted transmissions, which means that network operators can't detect cookies transferred through insecure connections.

Connections and emails between two STARTTLS encrypted servers will keep the information safe on both ends. If there is a communication from a non-STARTTLS email server to a STARTTLS encrypted server, the email sent will be at risk of exposure. There are more advantages it can provide, but organizations have to research available cybersecurity options. This is why all companies need to look into implementing email encryption and cybersecurity basics to prevent any risks.

David Bailey is Senior Vice President at Protected Trust. 

Protected Trust is a sponsor of the Print4Pay Hotel. I urge members and readers to visit their site to see their full line of products and services.  More and more we need to provide well rounded strategic solutions for our customers. Protected Trust offers some unique solutions that can help us in our day to day efforts. Check them out here.

Do you feel that you're the one of the best at selling MFP's & MPS?

Do you consult more to the end user and then let the customer pry the order from you? Are you consistently producing print assessment reports for customers that have an ROI?

If so, you need to add this weapon to your arsenal. In your territory look up the 10 largest CPA firms. Once you have them, be prepared to make the calls to success!

CPA firms rely on selling their services. They have many business clients that have trusted their services for years and years. Those CPA firms offer many different services to their clients which they charge additional fees for. 

Why not pitch the CPA firm to add a "Print/Cost Assessment" for their clients?  It's an additional service that they can offer with no overhead!

Keep in mind that you are not pitching that CPA firm on using your service (but they just might want you to), rather they can re-sell your service to their clients and use your service as an additional profit center.  You could charge by the hour or a fee for every print device.  You would then furnish the end user with a detailed print assessment report.

This could be a lot of fun, and why not have some fun!  When you call on those ten CPA firms, you're calling for an appointment to tell them how they can add value to their services, without increasing overhead and how that may become a new profit center for them.

It's a great way to position yourself as the resident expert/guru, meet with the "C" Level Exec, along with doing print assessments for net new accounts.  The best part, you don't have to sell, well at least not yet.  Your print assessment reports will open up new opportunities for you with new clients.

Bring a few sample  Print Assessments that you've completed to show the CPA  firm what the typical report entails. Thus you are breaking the mold from the common copier salesperson and establishing yourself as the Print Assessment Guru. You could even offer a FREE print assessment to the CPA firm to show them your expertise and your creative ideas for print assessment and print migration.

You can start educating them about the high cost of printing to multiple devices and that you specialize in provided a detailed print assessment cost of what the end user is spending for their print devices. In addition for an additional fee,  you could offer a solution to reduce the end users costs or improve workflow efficiencies. Your fees can be as much as $150 per hour plus expenses for your work or you can charge per piece of print hardware.

Just another way of breaking the mold from traditional sales person to a trusted advisor.  Try Print Audit Assessor

-=Good Selling=-

Wow. I really couldn't find anything for the "throw back" from ten years ago!!  If you've been in this business long enough you can remember that no one manufacturer is on top for long.  Thus the introduction of the KM Pro C500 was the start of KM rising to the top with production systems.  Enjoy the threads from ten years ago this week!!!

RE: Can anyone help?? w/MFP solution

          2/18/05 9:20 AM

 

          Reply by Guest

          it will design all its own printers and that any given model may use a Fuji Xerox, Kodak, Lexmark, or Samsung engine. We determined that the 1600n uses a Samsung engine. At 18.0 by 17.7 by 16.7 inches (HWD) and 34.1 pounds, the 1600n is small enough for

 

Ricoh America Partners With MPI TECH For An IPDS

          2/15/05 7:57 PM

 

          Topic by Guest

Ricoh America Partners With MPI TECH For An IPDS MPI Tech LinkComTM III Now Available for DDP 70e & DDP 92 Printers. All DDP printer features such as duplex, offsetting, paper handling and complex finishing are supported transparently through the LinkCom

 

End-user Rebates for Ricoh Color Printers

          2/15/05 8:00 PM

 

          Topic by Guest

          Subject: End-user Rebates for Ricoh Color Printers Dear Authorized Ricoh Dealer Sales Representative, Ricoh has announced End-user Rebates on the CL3000e ($200), CL2000N ($100) and CL2000($50) for February 1, 2005 to March 31, 2005. I am sorry to inform

 

Offical "Fort Hood" Ricoh Press Release

          2/16/05 8:21 PM

 

          Topic by Guest

          FOR IMMEDIATE RELEASE Ricoh Web Site: www.ricoh-usa.com CONTACT: Russell Marchetta Jennifer Kuhl  Ricoh Corporation Peppercom  (973) 882-2075 (212) 931-6111  russell.marchetta@ricoh-usa.com jkuhl@peppercom.com RICOH RECIEVES U.S. ARMY VENDOR APPRECIATION

 

Kyocera Co-Op Pricing for States

          2/18/05 8:42 AM

 

          Topic by Guest

          Found this on the web, enjoy!This document has been archived, please send me an email in order to purchase. art@p4photel.comkyo_pricing.pdf

 

Look what Canon has Color imageCLASS MF8170c

          2/22/05 7:59 PM

 

          Topic by Guest

          Color imageCLASS MF8170c Color Laser Copier - Printer - Scanner - Fax  Item Code: 8916A001 CMYK Toner Cartridges  Color Toner Cartridges are $105, Black is $85 Drum Cartriidge is $189, as of right now I do not have a clue what the yields are. est. street

 

How2Beat Series KonicaMinolta 1610fp

          2/20/05 11:06 AM

 

          Topic by Guest

          Feel free to use, and make copies This document has been archived, please send me an email in order to purchase. art@p4photel.com How2Beat_KonicaMinolta_1620fp.pdf

 

RE: Can anyone help?? w/MFP solution

          2/18/05 9:24 AM

 

          Reply by Guest

          As far as the Minolta, I would attack this unit with our AC204 or the 1515MFP, again it will come down to a knock out feature, try to determine if there is a certasin feature on the Ricoh that the customer needs, then hammer hoem the advantages and

 

Profit has dropped 22 percent for the Japanese

          2/15/05 8:05 PM

 

          Topic by Guest

          Profit has dropped 22 percent for the Japanese corporate headquarters of Konica Minolta, but color copiers are getting a lot of attention in the U.S. subsidiary. Profits dropped in the parent company's holdings in the third quarter ending Dec

 

RE: Built in LDAP capability without the need for Glob...

          2/17/05 12:36 AM

 

          Reply by Guest

Ricoh Aficio 2022/2027 & 2035e/2045e & 2232C/2238C.

 

RE: CL400dn

          2/21/05 4:09 PM

 

          Reply by Guest

          Does anyone have pricing for this new unit?  It does not look like a Ricoh OEM to me.

 

RE: CL400dn

          2/22/05 12:03 PM

 

          Reply by Old Glory

          Interestingly enough, the CL4000DN Brochure (The US version) is on the Ricoh-usa website even though it has yet to be launched

 

NEED PARtS FOR AFICIO 220

          2/17/05 1:52 PM

 

          Topic by Guest

          Does annyone have a fax board for a GESTETNER 3222 or RICOH AFICIO 220. Also I am looking for a print board and the components needed to network one of these devices. If someone has one please e-mail me with prices. I need to buy this asap! thanks for

 

Please Support Authorized P4P Vendors

          2/21/05 6:54 PM

 

          Topic by Guest

          Virtual Copier Software (Steve Breault), his paasion for the industry is second to none. He came from the copier industry (Xerox/BOO!), and now owns Virtual Copier Software. If you ever wanted to create a lockout feature he has the software to do it. It is

 

Document Management Study Uncovers Strategy

          2/23/05 8:19 AM

 

          Topic by Guest

          market conditions and increase profits, according to a new study released today by the Global Services division of Xerox Corporation (NYSE:XRX - News). In fact, the majority - 68 percent - of the 550 U.S. executives interviewed for the exclusive survey

 

RE: DocuTech question

          2/17/05 8:58 AM

 

          Reply by merlin

Xerox uses a special proprietary software call RDO. It also uses only a Sun PC. Needless to say,its Xerox way the sell you only there product. It probably there way to force you into there equipment only. Most customer I would say don't know this up

 

RE: DocuTech question

          2/15/05 4:14 PM

 

          Reply by Guest

          Thanks for inquiring. As we discussed, Virtual Copier does not handle this special Xerox proprietary format. However, we do have a Xerox Document Centre Edition of Virtual Copier that works great with their Document Centres and MFP's. Perhaps, if you

 

RE: DocuTech question

          2/16/05 8:56 AM

 

          Reply by Guest

          THANK YOU!!!!!! I looked into it but was on a crazy time line and couldn't find anyone. Being that this company is in ROCHESTER, This company is probably made up of a bunch of disgruntled or layed of X Xerox employees!!!!!!! thanks again.

 

RE: DocuTech question

          2/16/05 10:24 AM

 

          Reply by Old Glory

          What is it about Xerox's that require "special software?" Aren't they just sending to a folder as we are?

Fort Lauderdale, Florida in March!!  Say no more!   Honey pack the bags we're going to the Venice of America!!!

March 10-12 @ The Broward County Convention Center will be the place to be if you're interesting in staying on top of what's trending in our industry. 

For me, just another year I can't make it because I'm still holding down my day job.  For you,  if you have the time, take the time to increase your knowledge from more than one hundred & thirty exhibitors.

What happens if the exhibitor events is not you're cup of tea?  Then you're in luck because you can choose any of the eighty plus educational programs that start @ 9AM on the 10th and conclude @ 1:30pm ON THE 12th.

But, what if the exhibitors nor the educational programs float your boat?  Well, then there's always the after hour events that allows you to do what you do best right?  Networking with your peers, and industry pundits can offer up new ideas, new partnerships.  Let's face it some of the best information can be gleaned from those after hour events.  Thus, spend the day on the beach, by the pool, enjoy golfing, go fishing and save the after hours to do what you do best.

You get register here and find additional info here.

If, I had the time, I would be there, maybe next year!

-=Good Selling=-

There was a recent thread on LinkedIn from an Executive from a Major Manufacturer that I took exception to. 

In that thread (post), the LinkedIn user was complaining because they had downloaded a white paper from a web site.  In that thread, the user was whining because a rep from that companies web site had called eight times (I'm not sure of the time frame for those calls) and then today left another message that included "I hope you can appreciate my professional persistence" blah, blah, blah.  The Exec then when on to state, "I know who your are, I read the white paper, I know where to find you, and I've seen your web site".  Then stating your calls are a "turn off".

WOW,  all of this coming from a person who works for a major copier company where most, if not all of the sales people rely on making follow up calls to end users and prospects. 

After all the Linkedin user did enter their information to download the whitepaper, did they not think they were going to be contacted via email or phone. Nothing is FREE, the web site is giving you the FREE white paper so that they can keep your data in hopes that they may be able to sell you something one day.

Personally, I take exception to people who complain about the sales call and then never do anything to communicate with the person that is trying to contact them. Maybe, just one time you pick up the phone, call the rep back or God forbid you return an email and professionally state that you are not interested at this time and will keep that company in mind when you have a need.  Doing something like this, would have stopped the additional calls, and or emails.  It would have taking ten seconds to communicate with that rep.

So what is the LinkedIn user to do if they don't want a phone call or email.  Of course you could put in a bogus phone number, or better yet, when it comes to entering your name try this.

First name:  Don't

Last Name: Calloremailme. 

I would get the hint from just seeing that, but please have a heart for the person that's calling and pick up the phone, or email them back and tell them you're not interested.

After 34 fours years of making calls, I really believe that there are some people that are afraid to talk with me because they are afraid I might sell them something against their will.  Right, I'm going to twist your arm or not leave your office until you sign on the dotted line. Funny, very funny!

One more point

Now, if all of those calls were placed in the period of a couple of days or a week, then I'd have to agree that this would be over the top and the user has a righteous beef.

-=Good Selling=-

Recently, I had the chance to view a bid tabulation sheet for a recent copier bid.  Color was bundled at .039 and black was at .0045!  I was shocked!  For me, I eat, sleep and breath this stuff, so I can stay ahead of current trends and have an idea of where I need to be with a cost per page so I get secure the order.

I thought it would be a good time to see where the Color Cost per Page is for Segment 2 (21-30 pages per minute) Color MFP's.

We've introduced our new color cost per page poll for Segment 2 Color MFP's here.

Cost Per Page tactics, and marketing keeps changing, post your color cost per page and keep checking to see if your dealership is just right, below the curve or above the curve!

How the heck can you fight the cost per page battle with either your dealership/direct branch or the customer if you're not sure where the rest of the industry is?

Take a minute or so to view the current votes and then take the survey yourself.  Check back in a few week and I'm sure you have an excellent sampling if you're too high, too low or just right!!

Color Cost Per Page Poll for Segment 2 (produce 21-30 pages)

Cybersecurity has become a huge concern for the healthcare industry in more ways than one. Forbes reported that in 2011, Jerome Radcliffe, a diabetic, demonstrated how his wireless insulin pump could be hacked at a Black Hat cybersecurity conference.

The Internet has become integrated in a variety of mechanisms, including medical devices. With the various cyberattacks that occurred last year, there is cause for concern with regard to how vulnerable those devices are.

Looking at medical equipment and cybersecurity together

Health IT Security reported that new technology has allowed cybercriminals to gain access to private medical information. Digital patient records have always been a factor for the healthcare industry, and this was addressed with the creation of HIPAA laws. However, with rising technology, it's not certain if HIPAA can keep up with hackers' complex tactics.

Similarly, security guidelines are in place for companies that create medical devices, but they may be outdated for the technology these firms are producing. "These security measures ensure that companies which are developing these products are adhering to a certain set of standards to keep users safe," Benjamin Caudill, principal consultant with Rhino Security Labs, told Forbes.

The source called for better restrictions and cybersecurity for medical devices. Many people seem unconcerned about the risk of breaches related to the Internet of Things, but this should be taken as seriously as the Sony hack.

Involving healthcare with cybersecurity

The Internet of Things is the concept behind the integration of Internet and medical devices. Forbes mentioned that while the idea of someone shutting off an embedded device might seem unbelievable, many thought the same thing about hackers and cloud storage.

"While many everyday products – from toys to automobiles – are recalled for safety hazards, recalls for cybersecurity vulnerabilities have not yet been seen," Caudill said. "I suspect as the issues become more well-known (and even cause physical harm to victims), this trend will change, with both manufacturers and government officials seeing cyber security as another category of safety to consider in Internet-connected products."
While cybersecurity for medical devices might be the last thing on people's minds, it's crucial for the healthcare industry to involve the law. The source emphasized how medical equipment was never within the realm of consideration for cybersecurity, but now, that needs to change.

David Bailey is Senior Vice President at Protected Trust. 

Protected Trust is a sponsor of the Print4Pay Hotel. I urge members and readers to visit their site to see their full line of products and services.  More and more we need to provide well rounded strategic solutions for our customers. Protected Trust offers some unique solutions that can help us in our day to day efforts. Check them out here.

This weeks links below was most interesting!!  Ten years ago, I posted a thread about vertical market copiers.  Copiers and solutions could be combined to develop for Medical Billing, Doctors and Attorneys.  That thread is here. 

Just about eight months ago, I designed my own brochure for a 40/50 MFP with dedicated workflow solutions for the LAW. 

Just last week Ricoh US and Konica Minolta EU launched dedicated LEGAL MFP's!!

Guess both of them have been reading our stuff for quite sometime!!!

On with the popular threads on the Print4Pay Hotel from Ten Years ago This Week!!

Konica Minolta Introduces FAX2900 and 3900 MFPs

          2/12/05 3:27 PM

 

          Topic by Guest

Konica Minolta Introduces FAX2900 and 3900 MFPs 02/01/2005 By: Konica Minolta Business Solutions U.S.A., Inc. introduced its latest fax-based multifunctional devices, the Konica Minolta FAX2900 and 3900. Designed for speed, cost-efficiency, and

 

Has the time come for a Vertical Market MFP's?

          2/9/05 8:39 AM

 

          Topic by Guest

          systems everyday. Money would have to be made on selling software applications, training, installation and consulting. My belief is it may just be a matter of time before Ricoh, Canon or Xerox or maybe one of the smaller guys exploit this hugh market

 

Can anyone help?? w/MFP solution

          2/11/05 8:59 AM

 

          Topic by Guest

          be the lowest cost option. We are up against the Dell 1600N and Konica Minolta DI1610.  I would greatly appreciate your assistance and comparative guidance in this regard at your earleist convenience.  Yours Faithfully  Michelle O`Shea Nashua South Africa

 

Ricoh Launches 2051/2060/2075 GBC STREAMPUNCH®

2/15/05 9:18 AM

 

          Topic by Guest

          OR IMMEDIATE RELEASE Ricoh Web Site: www.ricoh-usa.com CONTACT: Russell Marchetta Brendan Mullin  Ricoh Corporation Peppercom  (973) 882-2075 (212) 931-6173  russell.marchetta@ricoh-usa.com bmullin@peppercom.com RICOHS NEWEST AFICIO DIGITAL IMAGING

 

Ricoh America Partners With MPI TECH For An IPDS

          2/15/05 7:57 PM

 

          Topic by Guest

Ricoh America Partners With MPI TECH For An IPDS MPI Tech LinkComTM III Now Available for DDP 70e & DDP 92 Printers. All DDP printer features such as duplex, offsetting, paper handling and complex finishing are supported transparently through the LinkCom

 

End-user Rebates for Ricoh Color Printers

          2/15/05 8:00 PM

 

          Topic by Guest

          Subject: End-user Rebates for Ricoh Color Printers Dear Authorized Ricoh Dealer Sales Representative, Ricoh has announced End-user Rebates on the CL3000e ($200), CL2000N ($100) and CL2000($50) for February 1, 2005 to March 31, 2005. I am sorry to inform

 

Offical "Fort Hood" Ricoh Press Release

          2/16/05 8:21 PM

 

          Topic by Guest

          FOR IMMEDIATE RELEASE Ricoh Web Site: www.ricoh-usa.com CONTACT: Russell Marchetta Jennifer Kuhl  Ricoh Corporation Peppercom  (973) 882-2075 (212) 931-6111  russell.marchetta@ricoh-usa.com jkuhl@peppercom.com RICOH RECIEVES U.S. ARMY VENDOR APPRECIATION

 

New Software From Canon U.S.A.

          2/9/05 11:34 PM

 

          Topic by Guest

          imageRUNNER C3220  Networking Mid-Volume Devices to Serve As High-Speed Color Printing Solutions LAKE SUCCESS, NY  February 7, 2005  Canon U.S.A., Inc., the nations market share brand leader in black-and-white and color laser copier/printer solutions , today

 

Offical BERTL/RICOH Press Release

          2/10/05 8:56 AM

 

          Topic by Guest

          who actually buy and use digital copiers, printers and MFPs, said Hede Nonaka, vice president of marketing, Ricoh Corporation. This achievement further demonstrates Ricohs ability to enhance workflow for our customers and increase their bottom-line

 

EFI cutting ties with RICOH

          2/11/05 9:05 AM

 

          Topic by Guest

          I hope someone out there can provide some clarification for me.  I was recently told by my companies VP of sales that EFI and RICOH have severed their relationship.  Does anyone know if there is truth to this, or the details of what is really going on

 

Profit has dropped 22 percent for the Japanese

          2/15/05 8:05 PM

 

          Topic by Guest

          Profit has dropped 22 percent for the Japanese corporate headquarters of Konica Minolta, but color copiers are getting a lot of attention in the U.S. subsidiary. Profits dropped in the parent company's holdings in the third quarter ending Dec

 

RE: DMAP vs. RMAP

          2/9/05 3:21 PM

 

          Reply by dmurrah

          With the DMAP program, your dealership will recognize all of the revenue minus the install fee.  With the RMAP program, Ricoh is billing the customer.  I would always try to use the DMAP program over the RMAP program.

 

RE: US Communities

          2/10/05 9:48 AM

 

          Reply by Old Glory

          For those who are doing their own research on this there are a few additional things you should know. 1.) Accounts need to be registered but this is easy and free. 2.) The contract gives them a 25% discount for supplies. Ricoh has given them our profit

 

RE: RPCS MANUAL?

          2/11/05 7:39 AM

 

          Reply by Scott Holloway

          Here is one that was given to me by the former high volume specialist from Ricoh Bruce Martin

 

RE: EFI cutting ties with RICOH

          2/11/05 11:33 AM

 

          Reply by Old Glory

          I think there is a difference between "severed ties" and a corporate decision not to use EFI in the future. The real test of the future will be whether or not the new color unit has a Fiery Controller option. If Ricoh does not use EFI for a high-end

 

RE: EFI cutting ties with RICOH

          2/11/05 11:40 AM

 

          Reply by Guest

          Jim, I am not sure I follow you. When you say RICOHS high end graphics color, which product or what information do you have in regards to that. Or is that the 50ppm b2c copier which we have been anticipating? thanks brian

 

W/out the P4P would have tucked my tail bwteen my ...

          2/11/05 9:27 AM

 

          Topic by Guest

          , they sent a tech, a trainer, and an IT guy to Ricoh Univ. when the piece went in which was configured with the print/scan controller / Post Script / and the 2 roll drawer with the bottom paper stacking contraption, the piece would just not work. Murphy's

 

3rd party accounting software

          2/9/05 10:48 AM

 

          Topic by chops

          are known to interface completely with the Ricoh Aficio systems?

 

US Communities

          2/9/05 4:14 PM

 

          Topic by Old Glory

          I want to get a discussion started regarding US Communities and everyone's experience with it. For those who haven't been initiated on this yet, US Communities is a nationwide bid contract (Exclusive to Ricoh, Savin and Gestetner) for Non-Profits and non

 

RE: DocuTech question

          2/11/05 9:03 AM

 

          Reply by Guest

          Steve, I am not an expert with the tech stuff that goes along with this, but i was in a situation, which I can still revive if your product can do this? My prospect has a docutech, which the files are called, I think RDO or RDF, which is a XEROX

 

RE: DocuTech question

          2/15/05 1:25 PM

 

          Reply by merlin

          bmiller, I am still doing more research on this DocuTech RDO. It is Xerox prepority software. I have found a software company in believe it or not in Rochester, NY they say can convert RDO files to Postscript. Its call Rochester Software Associates, Inc

 

RE: DocuTech question

          2/15/05 4:14 PM

 

          Reply by Guest

          Thanks for inquiring. As we discussed, Virtual Copier does not handle this special Xerox proprietary format. However, we do have a Xerox Document Centre Edition of Virtual Copier that works great with their Document Centres and MFP's. Perhaps, if you

 

RE: DocuTech question

          2/16/05 8:56 AM

 

          Reply by Guest

          THANK YOU!!!!!! I looked into it but was on a crazy time line and couldn't find anyone. Being that this company is in ROCHESTER, This company is probably made up of a bunch of disgruntled or layed of X Xerox employees!!!!!!! thanks again.

 

RE: DocuTech question

          2/16/05 10:24 AM

 

          Reply by Old Glory

          What is it about Xerox's that require "special software?" Aren't they just sending to a folder as we are?

Here's a quote from the CEO of Sharp:

"I believe it is my responsibility to compile a new business plan as soon as possible," Sharp Chief Executive Officer Kozo Takahashi told reporters at a briefing in Tokyo on Tuesday. Sharp will present a new business plan around May, he said.

In 3 short months we'll know what's in and what's out with Sharp.  I fully expect Sharp USA to fall on the sword and tell everyone that "we'll still be here no matter what"!! 

To me the answer is simple, you can't get capital for a business unit that is losing money. You can however can much needed cash for a business unit that is pulling a profit like the copier/printer business unit.

Will the Japanese Banks lend more money to Sharp, sure they will, however you can bet dollars to doughnuts there will be many more covenants with those loans.  Could one such covenant be the sale of profitable copier/print business unit? 

Sharps losses are not due to re-structure, nor a stronger yen, it is because of falling sales and stiff competition.  Sharp had posted that they would make a 30 billion profit for 2014, now they have downgraded to a 30 billion yen loss. Egads!!!, that's a swing of 60 billion yen. 

With many of their properties mortgaged, and the recent sale of the US property.  I find it hard to fathom if we'll ever see the same Sharp. 

As Vince would say, "that's my two cents"

-=Good Selling=-

President Barack Obama reiterated his goal to change cybersecurity in his State of the Union address on Tuesday. He hopes to accomplish more secure data through legislative modifications and his own cybersecurity proposal. However, healthcare providers are concerned how these changes might affect the Health Insurance Portability and Accountability Act, or HIPAA.

Some of the language within the legislation is so vague that providers are uncertain whether or not it would apply to them. However, if it does, it would directly violate the HIPAA laws about notifying patients of a cybersecurity attack within 60 days of its discovery, according to HealthData Management. The legislation, if passed, would require organizations to notify consumers of breaches within 30 days.

Sharing medical information with the government

HIPAA was passed by Congress in 1996 to provide standards for electronic billing and other digital data processes, according to the California Department of Health Care Services. It is a huge part of patient confidentiality and how healthcare providers can handle medical records.

Since HIPAA has changed the way healthcare can use electronic documents, it is tied in strongly with cybersecurity. This means that Obama's proposal can have a huge affect on HIPAA compliance. Parts of the proposal request that companies across various industries share data with the government to prevent cybersecurity attacks. This would mean that healthcare providers might have to share personal identification information, according to HealthData Management.

Brian Evans, senior managing consultant at IBM Security Services, told the source that he has never seen an instance when shared information has prevented a breach. This means that some believe the proposal wouldn't help protect health records from being breached, but would still reveal personal information to the government. Despite the criticism and fear of the proposal, the source mentioned that the bright side of all of this discussion is at least it's being debated about at all.

HIPAA vs. new legislature

The vague wording that is open for debate on whether or not it applies to healthcare providers is the phrase "companies" within the proposal. HealthData Management noted that there is no exact distinction in the paperwork between companies and healthcare providers.

The law has come under scrutiny by some cybersecurity professionals for being too harsh and broad. However, Steve Fox, chair of the data breach protection group at the law firm Post & Schell, told the source that the standards would be useful if they replace all of the nation's state laws on cybersecurity.

"It's also important to make sure this new law will coordinate with HIPAA's breach notification requirements, so there won't be separate laws for healthcare data breaches and non-healthcare breaches," Steve Fox said. "In addition, I hope the new law will address encryption standards, so they will also be consistent with HIPAA and provide a single baseline for all organizations that hold sensitive data." Cybersecurity wasn't so much of a concern a year ago, but now many are debating what resources should be used to protect companies from breaches. Obama is putting in his best effort to create new ideas and legislation for cybersecurity, which is a huge step for the modern technological world. HIPAA compliance may be changing with these proposals, which means health care professionals need to look out for those modifications.

David Bailey is Senior Vice President at Protected Trust. 

Protected Trust is a sponsor of the Print4Pay Hotel. I urge members and readers to visit their site to see their full line of products and services.  More and more we need to provide well rounded strategic solutions for our customers. Protected Trust offers some unique solutions that can help us in our day to day efforts. Check them out here.

This will probably be one of my shortest blogs in recent years.  Sooner or later if given enough chances your battleship will sink!  The hits just don't stop coming!

Huge debt, the sale of many properties and now this article from the Wall Street Journal.  I for one would be looking to get out of Dodge real quick.

Sharp Turnaround Plans Won’t Cut It

Wrote this many years ago when I first started writing, I clean up a few things and added a few things to keep the blog current. 

Clients are more skeptical than ever. How do you win the sale when your prospect knows nothing about you, your company or the excellent benefits that you and your company provide?

About eight months ago, I lost a sale for a wide format system. I lost because the customer was buying on price only, and of course I didn't have the lowest price. 

A few days ago I received a phone call from that prospect asking me if I could come in and give him training on the wide format system that he leased from someone else (I thought WHAT!!!). At first I thought that I'd tell him I told you so and tell him that I'm not interested.  However, I made the decision to give him some comp'd training.  I'm always thinking and thought that this guy could help me in more ways than just buying a system from me.

When we finished I asked him for a referral/testimonial letter, he stated that it would not be a problem. A few days later I had my letter and it was a great one! The prospect basically stated that they should have bought the wide format system from me, and was sorry that they opted to buy on the "best price". They also stated that they had called in the original vendor for training (Direct Branch) and then another dealer and that both of them failed. The letter went on to state how well they were training by ME and they could now fully reap the benefits of the system that they had purchased.

Just as we always ask for the appointment, and ask for the order, we also need to ask for a testimonial letter from our clients (now we can ask for testimonials on LinkedIn). You can never have enough of these testimonials, because you never know who your prospect is connected with.  A good time to present the testimonial can be when you submit your proposal, have one or two copies ready to go.

When was the last time you stopped in and the customer stated that they are enthralled with a certain feature or software and they don't understand how they ever did business without it. Hint, hint, that is your cue to ask for a letter, you can also ask for a letter after the system has been installed.

Ask and you shall receive.

Along with good selling skills, testimonial letters need to be a part of your every day sales life. Remember,  new accounts know nothing about YOU and nothing about the skills and knowledge that YOU bring to the table.

Just to bring this up to date a bit,  go through your linked in accounts, pick out 10 of them and ask them for a referral on LinkedIn.  I did this awhile back and got all ten to post something on LinkedIn.

I got one more really cool thing that I do with email, you can find that here.

Good Selling!