MFP Copier Blog

101 Reasons to Attend Photizo Transform 2014 Event

Art Post · 3/19/149:43 PM

When I heard that this years Transform 2014 was to be held in Louisville (pronounced loueeville in NJ),Kentucky, I was so excited!

I'll be going to Churchill Downs on Sunday (June 1st) and looking forward to wagering a few bets on the ponies. Now, I'm not an avid horse race gambler, however, I've had some great success over the years wagering on the ponies! In fact, I won two back to back straight tri-fectas here in NJ. Of course, I'll be looking to hit my third straight tr-fecta while I'm in Louisville on June 1st.

This will be my third trip to Photizo's Transform event, and I'm looking forward to seeing old friends, meeting new friends, networking and getting educated from the awesome seminars that are scheduled for June 3rd and June 4th.

Yes, I mentioned 101 reasons to attend and here goes:

1. KENTUCKY BOURBON TRAIL, while others are golfing on Monday, I'll be hitting the Bourbon Trail.

2. Churchill Downs, I'm only going to see the second race, probably going to wager $100 on a straight tri-fecta, wonder if I can win three in a row!

3. Evolving Beyond the Box Seminar

4. Confessions of a Paper Addict: 10-Step Recovery Program Seminar

5. Own the Advantage Seminar from one of my favs in the industry Mike Stramaglio of MWA

6. Sunday Night Baseball Game Louisville Bats vs Columbus Clippers!

7. Comparing MPS Solution Sets Seminar

8. The Post-PC Era: The Times They Are A-Changin’ Seminar

9. Hot Spots for Imaging Vendors in 3D Printing Seminar

10. Defining Your Role in Process Automation Seminar

11. Keynote: Print Is Dead … Or Is It? Seminar

12. Making Print the Way It Should Be Seminar

13, Muhammad Ali Center

14. MPSA Awards Ceremony

There's a total of 28 Seminars for the event, with some of the top talent in the Imaging Industry. I've been asked "why do you attend Transform Events", and I've replied, I still have the desire to learn, the dedication to the imaging industry and the determination to be the best at what I do". Knowledge, is the key to get ahead of the curve and position yourself, your dealership, on the path to continued success.

Wait!, there's still another 87 reasons left....that would be the 87 other thoroughbred horses that are racing on Sunday at Churchill Downs!

Hope to see everyone there! Make sure you register here.

-=Good Selling=-

31 Ways to Garner Net New Business

31 Ways to Garner Net New Copier & Managed IT Business # 12 of 31

Art Post · 3/19/148:39 PM

In one of my previous blogs about "31 Ways to Garner Net New Business", I mentioned the use of Linkedin.

With Linkedin we have the ability to research the CFO, CIO, CEO and just about anyone else as long as they are a member.

Today, I was in a meeting for setting up a couple of NSI workflows for my client. While I was waiting for NSI to configure I asked about name dropping other companies with a phone call, email or letter. The CFO told me that if he receives anyone of those communications from a vendor mentioning other companies that he knows. He would be more likely to continue the call, or take the call when it comes in. On to #12!

12. Use web forums to increase your knowledge about the industry and to answer questions that users have posted. When answering questions make sure that you leave your blog url, this way readers can check out who you are. Over the years I’ve received a many leads from people who have reached out to me after they read one of my responses on a web forum.

I use Quora and Print Planet. I got one of my biggest leads from a user who read threads that answered about duplicators on Print Planet.

-=Good Selling=-

Memoirs of a Copier Sales Person

One Huge Copier Sales Tip from and Old Pro

Art Post · 3/18/1410:13 PM

It's been a few days since I've had the desire to write. I'd bet the ranch that if I were paid to write, well... let's say it would be like an actor having stage fright. Ah ha! That's it, I've had writer's block.

Today

The last few days, I've had no ideas, no thoughts, until today. Today, I found myself trying to reel in a deal that I thought was in the bag, only to find out that the fight was on from a competitor.

What happens when you can't or don't want to budge on price? We're taught to fall back on our value points. Reemphasize those value points, why we're better, right? Thus, what happens when that doesn't work?

Today, I found myself doing an old-fashioned side-by-side comparison for XYZ copier (leaving it as XYZ because my competition may be reading this and I don't want to let them know what I'm up to). I've written about the side-by-side comparisons before, and a great place to get these is from GAP TCO. Thus, there I was reading the GAP TCO spec report on the XYZ system, checking out the brochure of the XYZ system, checking my brochure, and then back to GAP again for additional specs on my own system.

Side By Side

I took a few minutes to recall the past few meetings with the prospect and was trying to remember what was important to them. Besides the feeds and speeds, besides price, what was one of their top concerns when looking at a new vendor? I recalled some of the conversation about maintenance, downtime, and how important that was to them. This particular customer can't afford to have their system down a few times a month due to their tenacious appetite for paper! The prospect understands breakdowns; however, they will not tolerate a service engineer that comes out, diagnoses the fault, then states that they don't have the part and need to make a return call. We know the drill, right?

All of the above brought back memories from my old analog side-by-side comparisons. Years ago, it was more about FAB (feature-advantage-benefit). If no luck with FAB, you would then look to the consumables, in particular, how long those consumables would last before a service engineer had to be on site.

Scenario

In the scenario I was working on today, it dawned on me that the drums in the XYZ system had to be replaced more often than mine. In fact, those drums had to be replaced every 300K compared to every 900K in my system. Digging deeper, I found that the same was true with the waste toner container; theirs was 30K, mine every 125K. Replacement of toners also had me ahead, for every two of theirs, we only needed one.

My road to earning the sale will be to educate the prospect that even with zero breakdowns, my competitor's system will be down at the very minimum three times as much as my Ricoh.

I'll let you all know how this works out, and remember to do those side-by-sides, and you can get all of the neat information that I used from GAP TCO.

PS

That appointment did take place. I started off with this question: "With our last discovery meeting, you told me that reliability and uptime are key factors when deciding on choosing a vendor, is that still true?" My prospect stated, "Yes, if we're not printing, we're not making money." "You're still considering that XYZ device, correct?" I stated. "Yup, pretty much it's between your copier and theirs."

"Got it, take a look at this. I printed this from our spec guide on the XYZ copier. Please take a look at what I highlighted. Do you see the life of the drum at 300k?" Our DM looked at the doc and stated, "Why are you showing me this?" I then added our DM to the spec guide for my copier and also had the yield highlighted on the drum. I told him that our drum will last three times longer than the XYZ drum. What that means is that the copier from XYZ will be down three times to our one, since the Drum kit will take almost an hour to install. You're looking at two hours extra downtime with the XYZ copier.

After showing those docs and specs, the rest was easy, and the order was brought home

-=Good Selling=-

This Week in the Copier/Office Equipment Industry 10 Years Ago Third Week of March 2004)

Art Post · 3/17/145:39 PM

I could much of anything for 19 years ago for history. A lot about the Iraq war, and US Presidential race. Thus I thought I would switch to music! Check out the You Tube Video on the left. My fav is Hey YA!

Canon unveils "hybrid" color printers

3/10/04 9:11 PM

Topic by Guest

users that only occasionally need their pages printed in color. ADVERTISEMENT Canon U.S.A. Inc., a unit of Japan's CanonInc., unveiled the Imagerunner C6800 and Imagerunner C3100 Series, expanding its line of black-and-white and color networked digital

UPDATE - Ricoh eyes M&A, investments to boost sale...

3/10/04 9:14 PM

Topic by Guest

, said on Tuesday it planned to invest in new businesses and seek out MA opportunities to boost revenues by nearly 50 percent over the next five years. ADVERTISEMENT Ricoh, which competes with Canon Inc (Tokyo:7751.T - News) and XeroxCorp (NYSE:XRX

DESPERATELY NEEDED TO COMPETE - HIGH SPEED COLOR..

3/10/04 12:37 AM

Topic by Guest

WE MUST HAVE A COMPETITIVE COLOR MACHINE IMMIDIATLY TO MATCH CANON AND THE NEW KONICA 50CPM. RICOHMUST NOT STOP NOW WITH THIS NEW COLOR MACHINE AND MUST KEEP BUILDING FROM HERE!!

Canon iR 105

3/11/04 5:00 PM

Topic by Guest

Canon iR 105 with Fiery $33,790 saddlestitcher, Inserter, LCT monthly cpc w/50K min .0045

Canon iR5000

3/11/04 5:01 PM

Topic by Guest

iR 5000 with print controller $11,400w/saddlestitcher and punch unitmonthly cpc .0081

Minolta 3010

3/11/04 5:08 PM

Topic by Guest

Minolta 3010 RADF, Duplexer, Cabinet, and Staple Sort $4,900 (NEW)!

Canon iR7200

3/11/04 5:10 PM

Topic by Guest

Canon iR 7200 with Fiery saddlestitcher, inserter and LCT $29,450 monthly cpc 50Kmin .0051

Xerox DT120CP

3/11/04 5:11 PM

Topic by Guest

Xerox DT120CP w/printer controller bookletmaker $68,000 monthly cpc (200K min) .00391

Ricoh 240W wide format

3/16/04 1:00 PM

Topic by Guest

Local Dealer Pricing: Ricoh Wide Format 240W Standalone: under $12,000.00 Networkded: under $16,000.00 incl. computer No serv. pricing All info off of a mailing piece

Canon 68-16 B-W/Color MFP

3/17/04 10:30 AM

Topic by spressomon

Just heard Canon is about to introduce a new 68ppm black/26ppm color MFP. Any information from the Canon crew out there?

Dealer Training Programs

3/15/04 9:44 AM

Topic by Scott Cullen

I'm writing another article for Office Dealer--this one on Dealer Training Programs.I'm familiar with most manufacturer's training programs, like Ricoh University. What I'd like P4P Hotel members to clue me in on is how helpful are manufacturer training

ScanRouter vs. Scan to Email

3/17/04 5:16 PM

Topic by Guest

When the Aficio 1060 launched (first Ricoh MFP with Scan to Email) I was excited to have that capability, but in reality its a gotcha in a Scanning centric customer environment. To use ScanRouter, you select Scan and the list of user destinations comes

RE: Saddlestitch on 2232

3/10/04 9:40 AM

Reply by Guest

I understand from Ricoh that this was a mistake on the brochure and that it will not do 8.5 x 14. Has anyone actually seen this in action yet?

RE: Canon iR 105

3/11/04 5:12 PM

Reply by Guest

Canon iR 105 with Fiery $37,709 saddlestitcher, Inserter, LCT monthly cpc w/ no min .00381

RE: Aficio FW240 NEWS

3/12/04 10:50 AM

Reply by Guest

True Ricoh Product!!!!. I will try and send the specs in a few days. I am getting ready to leave for vaca. It has a 12 x 18 universal paper draw along with roll feeder, and by-pass. Has software similar to the 470W. My customer has already agreed to

RE: DESPERATELY NEEDED TO COMPETE - HIGH SPEED COLOR..

3/13/04 2:23 PM

Reply by Guest

Saw the new 31 ppm color at the On Demand show. It is a relabeled Toshiba, not the 310, but a new model that Toshibahas yet to release. However it will be very similar to the 310, with some problems fixed. It's hard to tell much about color output with

RE: Aficio FW240 NEWS

3/16/04 12:54 PM

Reply by Guest

12x18 is front loading Network: "Ricoh Software Provided for DWG Set Processing",Scan to file,Plotter Kind of looks like a 780 digital version w/470 keypanel. sits on a stand.

RE: ScanRouter & PC-Cillin

3/11/04 9:20 AM

Reply by Ted

Could you clarify you statement? Do you mean that XP is not a supported OS for the PC-Cillin program, or XP is not a supported OS for the Ricoh stuff?

RE: Dealer Training Programs

3/15/04 9:35 PM

Reply by Old Glory

I don't think I would trust sales skills training to Ricoh. What they do as far as competitive info is pretty good but very spotty as far as its coverage. They do offer some "dated" stuff with every launch package but it might take a couple months after

RE: 2035e/2045e

3/17/04 8:17 AM

Reply by Graham

The whole deal, from what I understand and according to ourRicoh Rep on the 2035-45E is that this system has all the new firmware on it to make it LDAP etc for the scanning. It also allows for SMTP authentication which the existing 2035-45 do not do

-=Good Selling=-

Buy from Direct-Sales Model or Buy from a Dealer?

Art Post · 3/13/149:04 PM

Recently this question was voted on by the NJ Motor Vehicle Commission of New Jersey.

The commission voted 6-0 to approve a regulation that effectively prohibits companies from using a direct-sales model. This regulation will take effect April 1st of this year.

I heard some of the story from a local radio station and then one of the local newspapers. Since, I'm in an industry that has both a direct-sales model and a dealer-sales model, I'm pretty much stumped when it comes to this decision. It was reported on the radio that cars require a lot of maintenance, and if the cars are not properly maintained that the could cause injuries. Let me repeat, this is what I got from the report on the radio. Thus, the reason for not allowing a direct-sales model in NJ.

Let me get this right, if you're in the business of manufacturing cars, you can't have a direct-sales model. But, if you're in the business of manufacturing copiers you can have a direct-sales model. I could argue that copiers aka multifunctional copiers require a lot of maintenance too, and if not serviced properly, then copiers can cause injuries also. In the past copiers have been recalled due to the fact that some designs or flaws actually allowed them to catch fire. I would say that the catching fire issue could cause some injuries right?

All of this comes to light since Tesla Motors operates two locations in NJ that resells their cars to end users. There is no dealership. Thus the NJ MVC has decided that the direct-sales model is a no-no in New Jersey, at least for cars.

Hey, since many cars sell for 20K plus, and many copiers sell for 20K plus. Can't we get a NJ Division of Copiers? How awesome would that be, we'd get to appoint 4 or 6 commissioners that know nothing about the industry and allow them to regulate private business. In fact, maybe Copier Dealers could form their own lobby group and persuade them to regulate copiers in the state and adopt the same sales model. Copiers like cars are expensive (especially to maintain), copiers like cars need regular maintenance, and copiers like cars if not maintained properly could cause serious injury.

Personally, I would be in favor of ridding the state of all Direct Sales operations for copiers and just maintaining a portfolio of dealers just like the car industry.

Can you just imagine a state where you can only buy a copier from a dealer, it would be nirvana! No more dumping of product, no manufacturers reps stating something to the effect of "oh we're the manufacturer and we can support and service our product better than any dealer, heck where do you think they get their support from"?

Is there room for a direct-sales model for cars in NJ? Of course there is. But what ever happened to FREE Market? Copiers dealers learned that there are pitfalls with a direct-sales model and they were able to adapt and become better companies because of the FREE Market competition. I'm sure that would be the case if the same were true with the car industry in NJ. There are many dealers who would only get better at what they do.

Anyway you slice it, the decision not to allow FREE market direct sales of cars in NJ is a poor decision. But that's what happens when you have people on the board who know nothing about the industry. As Vince Mchugh would say, "that's my two cents"!

-=Good Selling=-

31 Ways to Garner Net New Copier & Managed IT Business # 11 of 31

Art Post · 3/12/1411:27 PM

I had a few more of the tips on how I use linked in, however, I had a computer crash and the file I was worked from was not saved to my dropbox account, nor did I have it backed up! Thus, I did have an earlier version without the Linkedin tips. Here we go!! Enjoy!

11. Some of you may had read this before from some of my past blogs. My favorite, the BOX approach, call them on the phone (if not connected) send them a vertical market letter w/brochures (yes old fashioned mail), then send them an email, then schedule a stop in, and then call them again. You should do this entire process in a one year time frame. If you don't connect you start all over again. I have accounts that I've been tracking for many years, however, I'm like a dog with a bone and I won't give up.

Interesting in a thread I posted the other day on the forums, was a certain sales person would actually google the person that they wanted to connect with Tried to learn as much as possible about that person. It's a good read and here's the link.

-=Good Selling=-

8 Talking Points for Selecting an Imaging/Copier Vendor

Art Post · 3/11/148:34 PM

I've been in down the street office equipment sales for 33 years. Over that time I've seen and heard it all from prospects who are considering a new vendor or manufacturer.

Many times... and by the way I just had a prospect email me today that price only is the driving factor as to who they will buy from. I sent them back an email declining to offer a proposal. I work for a well respected dealer with an excellent support team and I won't compete with many of the fly by night dealerships that are out their.

Having one of my customers wait two to three days for service, a week for parts or not getting a return call is not an option!

Please consider the below points as more of an educational process to choose the right vendor for your needs.

Know your present and future needs: Since most MFP/Copiers are leased, you need to have a handle on your present and future needs. Will I need Network faxing or walk-up faxing, scan documents to email, scan to folder, walk up authentication, TWAIN scanning, Apple Air Print, envelopes, scan2cloud, scan2folders to a network drive, paper sizes needed to print, scan, fax or copy, color scan, color copy, color print?

Know what your existing costs are: How can you make a decision on a new product or service if you don't know your existing costs. Consider the cost of the current lease if any, cost of current print devices, costs for supplies, cost for service, cost for maintenance agreement, down time along with how many sheets of paper you have used for printing or copying in a week, month or year.

Interview your vendor: Ask for references!!! Then call those references! Ask how long the rep has been with the firm, ask how long they have been in business, ask about third party software they support.

Perform a credit check on them. This makes a lot of sense, keep in mind all you see is the sales person. Performing a credit check can you tell if the company is buried deep in debt, has trouble paying their creditors, or worse yet, their supplier constantly puts them on credit hold for parts and supplies).

Its not just about printing, copying, scanning and faxing anymore. Today there are many third party software solutions that will integrate with your mfp to simplify or increase productivity. There are many dealers that are well educated with these solutions and just about as many who are not. You need to find the well educated dealers.

What is the Cost: When leasing, ask about the end of lease options. What is best for you $1.00 purchase option or Fair Market Value. Ask about hidden charges such as documentation fees, insurance, ask about the renewal clause, the interest rate (only on a finance lease $1.00 lease) end of lease options and return fees. A rep that is experienced can help you navigate the many pit falls of leasing. If I had to bet, I would take the bet that more than 65% of all sales people do not know the t's & c's of the lease that they are putting in front of you.

Ask your rep "How Can We Save Money" or "How Can We Reduce our Consumption of Paper", without losing productivity: Any rep worth their weight in salt will be able to structure a cost savings proposal for you. However, you need to ask.

Understand that while price is important, you need to focus on your core business. Haggling over .002 cents per page for black based on a volume of 20,000 pages per month equals $40 per month, then ask yourself is the service and support that this company brings to the table worth $1.81 a day more? I always revert to this when I'm asked to reduce my service pricing,"the thought of a cheap price is long forgotten after poor service".

Ask for quotes on three different systems from your current vendor (if you are not happy with the service and support of the current vendor then it's time to consider others) that he or she thinks would meet your needs. Your time is money, do you really have the time to meet with three different vendors and then muddle through the pro's and cons of each device and company? If you are getting good service and support with the your existing vendor why change?

Embrace new technology, and don't be ignorant to change. Many progressive companies embrace technology to increase productivity and lower their costs. Ask your rep to give you a demonstration of the new products and services that will allow you to create searchable .pdf's, scan directly to a folder on your service from the copier/mfp. What's better than seeing the system perform in your office?

-=Good Selling=-

31 Ways to Close More Sales #31 of 31

Art Post · 3/10/1410:16 PM

This is the last post of the series! My how time flies, just an FYI, I had a computer crash over the weekend and had to pull this one off of the back up. I'm pretty sure I did not offer this one up yet. Enjoy, in a week or two, I'll have the entire 31 blogs uploaded as a .pdf to the site.

Offer them up a free one-week trial in their office with the condition that if they like the system they will move forward with the order.

31. You can one or two things here, have them sign the order/lease for the equipment before the trial with commitment that they will move forward if they like the system, or have them commit verbally that they will move forward. I like the first approach. The key here is to schedule a few stop in’s to baby sit the unit and show the walk up users how to use the system for scan, print and copy.

-=Good Selling=-

This Week in the Copier/Office Equipment Industry 10 Years Ago Second Week of March 2004)

Art Post · 3/9/141:48 PM

Fifteen teams that qualified for the DARPA Grand Challenge start on a 150–200 mile robotic race to Las Vegas, Nevada, for a $1 million prize. All of the teams break down within seven miles of the start line; none collect the prize.

Canon unveils "hybrid" color printers

3/10/04 9:11 PM

users that only occasionally need their pages printed in color. Canon U.S.A. Inc., a unit of Japan's CanonInc., unveiled the Imagerunner C6800 and Imagerunner C3100 Series, expanding its line of black-and-white and color networked digital

UPDATE - Ricoh eyes M&A, investments to boost sale...

3/10/04 9:14 PM

Topic by Guest

DESPERATELY NEEDED TO COMPETE - HIGH SPEED COLOR..

3/10/04 12:37 AM

Topic by Guest

WE MUST HAVE A COMPETITIVE COLOR MACHINE IMMIDIATLY TO MATCH CANON AND THE NEW KONICA 50CPM. RICOHMUST NOT STOP NOW WITH THIS NEW COLOR MACHINE AND MUST KEEP BUILDING FROM HERE!!

Canon iR 105

3/11/04 5:00 PM

Topic by Guest

Canon iR 105 with Fiery $33,790 saddlestitcher, Inserter, LCT monthly cpc w/50K min .0045

Canon iR5000

3/11/04 5:01 PM

Topic by Guest

iR 5000 with print controller $11,400w/saddlestitcher and punch unitmonthly cpc .0081

Minolta 3010

3/11/04 5:08 PM

Topic by Guest

Minolta 3010 RADF, Duplexer, Cabinet, and Staple Sort $4,900 (NEW)!

Canon iR7200

3/11/04 5:10 PM

Topic by Guest

Canon iR 7200 with Fiery saddlestitcher, inserter and LCT $29,450 monthly cpc 50Kmin .0051

Xerox DT120CP

3/11/04 5:11 PM

Topic by Guest

Xerox DT120CP w/printer controller bookletmaker $68,000 monthly cpc (200K min) .00391

Ricoh 240W wide format

3/16/04 1:00 PM

Topic by Guest

Local Dealer Pricing: Ricoh Wide Format 240W Standalone: under $12,000.00 Networkded: under $16,000.00 incl. computer No serv. pricing All info off of a mailing piece

RE: DESPERATELY NEEDED TO COMPETE - HIGH SPEED COLOR..

3/12/04 9:22 AM

Reply by Graham

Latest word that I got yesterday is that we will have a graphics color machine in the next quarter. This is a Branded Toshibamachine. I believe that Ricoh is going to call it the Aficio Color 3131 and that it is the Toshiba e-STUDIO310C Here's The Link

Dealer Training Programs

3/15/04 9:44 AM

Topic by Scott Cullen

RE: Saddlestitch on 2232

3/10/04 9:40 AM

Reply by Guest

I understand from Ricoh that this was a mistake on the brochure and that it will not do 8.5 x 14. Has anyone actually seen this in action yet?

RE: Saddlestitch on 2232

3/10/04 4:08 PM

Reply by Boston Mike

I just got back from the NYC portal launch of this and it does staple legal but it will not fold it. It does however have a hole punch. Canon has the same booklet finisher but does not have hole punch capabilities.

RE: Saddlestitch on 2232

3/10/04 4:57 PM

Reply by Guest

My customer bombed out of his order for the 2232 due toMinolta giving away all inclusive cpc at .009 for full color. Oh well!

RE: Canon iR 105

3/11/04 5:12 PM

Reply by Guest

Canon iR 105 with Fiery $37,709 saddlestitcher, Inserter, LCT monthly cpc w/ no min .00381

RE: Aficio FW240 NEWS

3/12/04 10:27 AM

Reply by Color1

What are all the spec's for this system? Is this a true "Ricoh" product and not a re-label?

RE: Aficio FW240 NEWS

3/12/04 10:50 AM

Reply by Guest

RE: DESPERATELY NEEDED TO COMPETE - HIGH SPEED COLOR..

3/13/04 2:23 PM

Reply by Guest

RE: Aficio FW240 NEWS

3/16/04 12:54 PM

Reply by Guest

12x18 is front loading Network: "Ricoh Software Provided for DWG Set Processing",Scan to file,Plotter Kind of looks like a 780 digital version w/470 keypanel. sits on a stand.

RE: ScanRouter & PC-Cillin

3/11/04 9:20 AM

Reply by Ted

Could you clarify you statement? Do you mean that XP is not a supported OS for the PC-Cillin program, or XP is not a supported OS for the Ricoh stuff?

RE: ScanRouter & PC-Cillin

3/11/04 9:38 AM

Reply by Graham

Not officially endorsed or supported by the Ricoh sutuff. Like the message said above, it is a matter of either taking down the internal firewall or opening specific ports and you really should have no problems. Thanks Graham

RE: Dealer Training Programs

3/15/04 9:35 PM

Reply by Old Glory

Memoirs of a Copier Sales Person

10 Ways to Make your MFP & MPS Proposals Standout!

Art Post · 3/6/147:05 PM

Over the years, I've encountered a plethora of both subpar Copier and MPS proposals and exemplary ones.

The significantly inferior proposals far outnumber the exceptional ones. You've likely come across them—what we commonly refer to as "hack proposals": exceedingly vague, providing only a price per month with no mention of delivery, installation, return procedures, training, support, or network installation.

As much as we strive to directly reach decision-makers, there are occasions when access to them eludes us, and we must submit proposals to gatekeepers.

What distinguishes your proposal from the rest?

Ensure impeccable grammar and spelling, with no misspelled words, incorrect model numbers, or abbreviations. Abbreviations can convey laziness, implying a lack of effort in composing a comprehensive proposal, which could lead the decision-maker to perceive you as lazy or not fully invested in the task at hand.
Incorporate action items, including value propositions, a comprehensive list of features, and benefits tailored to the prospect.
Highlight a lockout solution or feature. A thorough assessment may yield solutions or features that set you apart. Clearly articulate how your solution or feature benefits the prospect—for instance, by addressing security concerns associated with unclaimed prints and safeguarding personal information.
If quoting multiple systems, consider including a floor plan illustrating existing systems alongside those to be relocated, replaced, or retired.
Detail the prospect's current expenses and juxtapose them with projected replacement costs, highlighting potential savings.
For leasing customers, furnish comprehensive leasing information, encompassing various term options. Offer flexibility by providing quotes for multiple models, allowing the customer to select the most suitable option.
Include a detailed Scope of Work (SOW), outlining both what the customer can expect from you and your expectations of them. This is particularly critical when upgrading or assuming leases not within your portfolio.
Visual aids such as pictures can enhance the narrative. Consider including images of the systems or available options.
Cover letters serve as a professional touch, reinforcing your company's commitment to professionalism.
Emphasize that proposals are non-binding. Alongside the proposal, include a completed order form, maintenance agreement, and lease documents. To demonstrate your dedication, consider including "sign here" sticky notes, conveying your expectation of the order.

Remember, your proposal represents not just a product or service but also your company and yourself. Make it easily digestible with larger fonts and highlight key points. Ensure printed materials are of impeccable quality, and present the proposal in a format that suits your comfort level, be it a folder or binder.

Good luck with your sales endeavors.

-=Good Selling=-

31 Ways to Garner Net New Copier & Managed IT Business # 10 of 31

Art Post · 3/6/146:42 PM

Socialize Yourself with Linkedin

#10 Once you established maybe a few hundred or more contacts, you may want to think about starting your own lead group. I did one of these and titled it NJ shore leads, the premise of the group was to connect people that I do business with so that we could share leads.

What I did was to pick out one architect, one engineer, one home builder, one finance person, one tech person, you get my drift right? From there whenever I get someone that is asking for an architect Iwill then post it for architect who is in my NJ shore leads group. The others will do the same for maybe a copier or IT lead. It’s like having a virtual lead sharing group.

-=Good Selling=-

Lease Maestro Checks into Print4Pay Hotel

Art Post · 3/4/1410:46 PM

Years ago I can remember reading an article that stated something to the effect that an average CEO achieved greatness by surrounding him/her with great employees.

I've always envisioned the Print4Pay Hotel forums as the place to go in the Office Equipment Industry to ask questions, glean knowledge, along with getting quick and timely answers that can help us sell more and provide for our families. Thus, I'm always thinking of ways to add value to our Print4Pay Hotel members.

Today, the Print4Pay Hotel forums welcomes our newest member aka "Lease Maestro". Lease Maestro will monitor the forums and answer to the best of their ability any and all questions that are related to leasing. Leasing plays such an important part in our business that I think it's awesome to have a dedicated professional with 25 years plus experience to help us when we have some of those difficult questions.

It's my general belief that many dealers and direct channels are not educating their sales teams about all of the leasing options/solutions that are available to them on a daily basis.

For instance, if you're confronted with a prospect who does not want to lease and only wants to buy, and that prospect then tells you that they don't have the money to purchase the system now. WHAT DO YOU DO?

It's obvious in this case (I've seen it over and over), that the prospect does not want to lease because they have been conditioned that they will not pay the interest that is associated with a 36, 48 or 60 month lease. They want to own the equipment!

Many years ago when I was a rookie, I was presented with that objection from the prospect. I couldn't get past the objection and didn't get the sale.

So, the next time when my leasing rep visited our office for training (remember when they used to do that), I posed that objection to them. The solution was to offer the prospect a "bakers dozen" lease. The "bakers dozen" enables the customer to make 13 lease payments and they then own the equipment. You take the purchase price divide by 12 for the monthly payment and then wright the lease for 13 payments. The 13th payment is the interest on the lease (check with your leasing company before doing this). The next time I was presented with the same scenario, I presented the "bakers dozen", got the order and still use the "bakers dozen" approach to this day.

OK, so there are many financial solutions that are available, however, for some reason it seems these solutions don't make it to the sales teams.

Lease Maestro will be our virtual leasing expert! In the next 30 days or so, Lease Maestro will be have a weekly featured blog on our site and will run once blog a week for 25 weeks.

You can check out Lease Maestro's wall page here and it would be awesome to welcome them to our site.

-=Good Selling=-

31 Ways to Close More Sales #30 of 31

Art Post · 3/3/143:00 PM

I would love to hear from others, about closes that you use. If you have a favorite close or like me, included something that was out of the ordinary. Please post the thread in the reply section of this blog.

30. Mail Close: I’ve used this a few times also, always for existing accounts and for when you can’t get a hold of them after many calls and emails. First prepare all of the paperwork for the new system. Send a letter along with the paperwork that states it’s time to upgrade, note the new payments, the savings and the new features. Send those little “sign here” sticky notes and request that the document is emailed or faxed back to you.

Again, there's nothing to lose, the worst that will happen is that they will finally return your call or email.

-=Good Selling=-

This Week in the Copier/Office Equipment Industry 10 Years Ago First Week of March 2004)

Art Post · 3/2/141:27 PM

Exploration of Mars: NASA announcesthat Mars rover Opportunity landed in an area where "liquid water once drenched the surface". (SF Chronicle)

UPDATE - Oce warns dollar

3/5/04 5:54 PM

Topic by Guest

machines. Oce, which competes with Canon (Tokyo:7551.T - News) and Xerox (NYSE:XRX - News), had been hit especially hard as large corporate customers tightened their belts and slashed spending on high-end, high-margin equipment. The firm said it was

RE: 2090 with SR90 and EB-105EX

3/5/04 3:31 PM

Reply by Ted

Well the correct answer is "Memory". Well at least that's what we think. We in addition to being a Ricoh and Canon Dealer, are also a Hitachi HV Printer Dealer. We just happened to have a Hitachi guru in today for some training, and he took a look at

Ricoh 5006

3/5/04 1:11 PM

Topic by Guest

Ricoh 5006 Q: I am having a problem with the color as it is laid down on the transfer belt. They do not register correct. The images are about 1/8 inch apart, giving a very blurred copy. Has anyone had this problem and how do you make the images register

Ricoh 1035

3/5/04 1:09 PM

Topic by Guest

Subject: Ricoh 1035 Question: Ive been experiencing light, spotted background on several of these machines. Seems like sometimes the drum clears it up, sometimes its the charge roller or the charge roller cleaning roller. Also the waste toner is getting

Lanier Unveils Blueprint To

3/4/04 7:32 PM

Topic by Guest

satisfaction is one of our greatest strengths, and every strategy we employ is dedicated to that commitment." "When speaking with customers, including C-level executives and IT professionals, their number one requirement is for us to support their efforts to

Kyocera Delivers New Printer

3/4/04 7:31 PM

Topic by Guest

time. The TCO Tracker can be found at http://www.kyoceramita.com/us Availability and Pricing The FS-9120DN and FS-9520DN printers are available through authorizedKyocera Mita resellers and independent dealers at an estimated street price of $2,720 for

HP Signs $100 Million Deal with Ford

3/4/04 7:29 PM

Topic by Guest

consolidate its printers, copiers and fax machines bought from several companies including Hewlett-Packard and office equipment maker Xerox Corp. (NYSE:XRX - News), to save costs. The automobile manufacturer chose HP over Xerox to be the integrator, HP said

Canon Technology Solutions Introduced

3/4/04 7:26 PM

Topic by Guest

Sintaks, has been providing a diverse range of technology solutions since 1985. Acquired in 1998 by Canon Business Solutions, a subsidiary of Canon U.S.A., Inc., the company is widely viewed as an important strategic component of CanonU.S.A.'s North American

Topic by Ted

We are now having problems with this machine that are not related to the SR90. this customer is an insurance company that wanted to print their booklets (i.e. applications) to the 2090. first problem was they use a unix program and Ricoh said that the

HPG Contract

3/4/04 10:13 AM

Topic by John

Does anyone have access to the Xerox part of the HPG(Healthtrust Purchasing Group)contract. I need it for a large account 60 machine deal we are working on.

Xerox Scientists Invent

3/3/04 8:22 PM

Topic by Guest

Xerox Scientists Invent Software That Automatically Indexes, Categorizes, Routes Electronic Documents STAMFORD, Conn., and GRENOBLE, France, Feb. 26, 2004 Scientists at XeroxCorporation (NYSE: XRX) have invented powerful software thats clever enough to

RE: Relabeled Toshiba Color copier?

3/3/04 8:02 PM

Reply by Neal

We just today had the product launch on the new color systems,32/24 and 38/32, and we were told that Savin will have the re-labeled Toshiba the first week of June. As Jay has said it is not a document solutions system, but to be the graphics system to

Reply by Graham

likely not try to break it. The same goes in reverse too, Lanier dealers can not sell on GSA contracts cuz they don't have a GSA contract. Hope that helps Graham Also, the Lanier LP020C is aRicoh CL3000

RE: Printer Cost Security Manager

3/2/04 11:10 PM

Reply by Boston Mike

Check out the stuff I posted from the Ricoh Connected Seminar... it might help ya.

Reply by Jayson Gilbertson

Ricoh is going to relabel the upgraded versions of toshiba 210cand 310c when they are released. I believe the model number will be the 211c and 311c toshiba. I have no guess as to what theRicoh number will be. They are sitting in toshiba's warehouse

RE: UC6 Controller with JP3000 Printing Problem

3/2/04 7:57 PM

Reply by Jim Stocker

If it is a driver, problem - and I agree that it sounds like it, then double check that driver. Ricoh does not have up to date drivers posted on it's web site for the ZipRips. I've always had to go to www.ziprip.com, downloading the latest firmware and

Ricoh Enhances Its Aficio Line

3/2/04 7:35 PM

Topic by Guest

Ricoh Enhances Its Aficio Line With the Introduction of the Aficio 2015, 2018 and 2018D Tuesday March 2, 2:45 pm ET WEST CALDWELL, N.J., March 2 /PRNewswire-FirstCall/ -- RicohCorporation, the leading provider of digital office equipment, today

RE: HP Cost per Copy

3/2/04 5:53 PM

Reply by H2OSkier

WebJet Admin, you can easily present a case for taking on entire printer fleets with service and supplies included. We are a Savin dealer and we are charging $.025-$.035/page for service and supplies on the Savin MLP25N (AP400 for those of you on theRicoh

RE: Ricoh/Lanier Allstate Insurance Contract

3/2/04 10:18 AM

Topic by John Roof

Ricoh/Lanier has a contract with Allstate Insurance to provide the Lanier LP020c(Ricoh CLP1620) to its agents. They have a special price of $1,680 for the printer only, but have lease pricing for the version with copier functionality. If they purchase

Re-uploaded Ricoh Connected Files

3/1/04 10:13 PM

Topic by Boston Mike

Download files below in this thread ...let me know if there are any problems.-=Mike=-

-=Good Selling=-

31 Ways to Garner Net New Copier & Managed IT Business # 9 of 31

Art Post · 2/28/1411:40 PM

Socialize Yourself with Linkedin

All of these points below will establish yourself as a person who is knowledgeable with the industry that you work in. Thus over time you will be considered by your customers and prospects as the resident expert or guru, this then established trust with them that you have the knowledge and expertise to help them attain their business needs.local Linkedin Groups. You can search groups within Linkedin by clicking the “interests” tab and then the “groups” tab in your Linkedin “profile” page.

9. Join Local Linkedin Groups, have you noticed that there are many local Linkedin groups? Since I have a territory in Monmouth County, I've joined several groups. Some of these are mini networking groups of businesses in within the county, while there are other professional Linkedin groups. I have also been able to gain access to a group of land surveyors, architects and engineers. From time to time I will post an educational thread or some news that will help these professionals with their imaging or IT needs. Keep in mind that you are not selling anything to these groups. You're posting legit information that will educate and inform them. Over time they will check your profile on Linkedin, and when they do, well that's your chance to reach out to them with an in-mail.

-=Good Selling=-

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