MFP Copier Blog

Connect the MFPs you sell to any folder

Iris · 2/28/1411:14 AM

Are you looking for a trendy topic to talk about with your prospects and customers? Get a conversation starting by asking if they can scan to any folder. Take Art’s talk track of last month for example:

"Wouldn't you want to be able to search your "scan to" folders from the MFP, rather than scanning to a folder or an email address and then going back to your desk to access the file, name the file and then move the file to your desired location?"

Their pain: If you're not solving this issue then your competition will. Dig deep, find out what kind of documents they are scanning, to which destinations, even ask to see the whole process. Most prospects and customers take minutes to get a single file to the destination it needs to be.

Scan to any folder: Save your customers lots of time by connecting their device to not just some, but all applications they use for document storage. Whether they want to scan to Microsoft SharePoint, Microsft Office 365, Google Drive, Dropbox or another application, you can help them with a single solution.

Sell solutions not hardware: With Udocx you can sell MFPs from brands like HP, Ricoh and Sharp that connect directly to applications such as SharePoint, Google Drive, Dropbox and many more. The solution is cloud based, easy to install on MFPs with internet browser and can be easily deployed across the organization. When signing the lease, your customer will not only be buying the MFP, but will improve the document flows throughout his company.

Free trial: Get yourself, your prospects and your customers a free trial and experience the amount of time that can be saved using Udocx. Visit www.udocx.com or email info@fenestrae.com and see what reseller opportunities there are for you!

The Right Used Equipment Strategy Can Help Your Profits Soar

Art Post · 2/27/143:00 PM

The Right Used Equipment Strategy Can Help Your Profits Soar

Having the right used equipment strategy can absolutely help your dealership reap greater profits. Whether you are going to use it to penetrate into new accounts or as a path to upgrade your customers into new equipment, dealers that are incorporating used equipment into their business plans are watching their profits soar.

Every dealer handles used equipment, but not all are maximizing the profits that this hardware provides. That’s right. I’m talking about profits from hardware. And not just small profits. Dealers are enjoying 40-70% profits on selling used equipment to their customers.

As dealers focus more on selling services and being flexible to customer needs, used equipment can play a key role in adding profitability. The bottom line is that you are really not selling hardware. You are selling yourself and your dealership. Won’t you stand behind anything you sell with the same guarantee whether it is new or used?

Used equipment sales vary among dealers. Some see it as managing lease returns while others have it as a key strategy to obtain new customers. It can be a small percentage of sales or up to 80% or more. I was asked by a dealer at a recent industry show, “Why don’t more dealers do this? It works.”

3 Ways to Maximize your Profits with Used Equipment

· Use pre-owned equipment in your MPS program

· Create a rental pool and loaner pool

· Mix used and new equipment to win more bids

Used Equipment in your MPS Program

Consider your MPS offering. The customer is paying you a blended CPP and you are managing their print environment. If the customer needs toner, you replace it. If a machine goes down you repair or replace it. Very rarely do we see a requirement for new equipment in MPS bids. In fact, new equipment in many engagements is never even discussed. Used equipment will get you to a more aggressive overall CPP and increase the GP of your agreement.

When I talk about used equipment, I am including copiers and laser printers and any manufacturer brand. The combination of used equipment and MPS will maximize your profit and win more deals.

Create a Rental Pool and Loaner Pool

How often are your customers requiring flexibility? You see it all the time. They want a short term rental. They want a loaner if a machine goes down. They want to upgrade or downgrade at any time. They want to cancel for convenience. They won’t sign a lease.

These requirements are all too common and, to some, can be showstoppers in a deal. Used equipment is not only a viable solution, it becomes a differentiator. Dealers can offer as much flexibility as they want with used equipment. Creating a rental pool and loaner pool with used equipment will take your MPS offerings to the next level.

Mix Used and New Equipment to Win

How many deals are you losing on price? Let’s face it. Not as many deals as we’d like are won on salesmanship, loyalty or incumbency. Especially in schools and government deals, it’s all about price. Let’s say you are in a 10 machine deal. You go to your manufacturer and get the most price support you can, but you know that it is not enough to win the deal. And a win would count toward your manufacturer quota. What do you do?

If you bid only new equipment you know you’ll lose. Why not mix in some used equipment and re-price your deal. Assuming there is no provision against used equipment, you have now lowered your price, increased your chance of winning and you can still earn quota credit with your manufacturer.

What to Look For

You want to look at the meter read, the accessories included, the condition (any codes) and the overall appearance of the machines (no stickers or cracked panels). Customers expect that they appear “like new.” You also want to look at the packaging. Used machines are usually shrink-wrapped. Some companies also will bubble wrap and corner board their machines.

The Right Partner

Partner with a reputable wholesaler. All have warehouse guys who know how to turn a machine on and make copies. The difference is what they do beyond that. The best companies will provide turnkey programs, money back guarantees, on-site pickup and delivery, sales of used and off-lease assets, purchase of trade-ins and excess new and used inventory, shipping and storage services and hard drive data security.

The most profitable dealers have a used equipment strategy. Follow the strategies above and watch your profits soar.

Marc Theaman is Vice President of Sales of Equipment Brokers Unlimited (EBU), a leading provider of refurbished copiers and digital equipment. He has an extensive background in the imaging industry in sales, business development, national account management and business consulting. Most recently, Theaman served as Vice President, National and Government Accounts for Kyocera Document Solutions America, Inc. In this role, he managed all aspects of sales and marketing for printer and multifunctional product solutions, a managed print services program, and software and utilities within the division. Prior, Marc served as the Vice President of Business Development for Strategy Development, a management consulting and advanced training firm for the technology and outsourcing space. In addition, Theaman spent more than 20 years at Ricoh, with experience in channel development, national account development, and training and employee development. Marc can be reached at 818-605-7234 and via email at mtheaman@ebu-llc.com.

Assume My Copier Lease....What?

Art Post · 2/25/148:58 PM

Am kinda of writing as I think, so please excuse me if I jump around somewhat.

Last week I had an email from one of our Print4Pay Members that I'm also connected with on Linkedin. BTW, the email came via Linkedin, so I should have called it an "inmail"?

The last thing I want to do is to make this a long blog! Thus, I replied to the inmail from Rob Mackenzie because of the title "Entrepreneur in Canada seeks your feedback".

Ok, I read the rest of the inmail which stated,

"I've been a follower of your p4p Hotel blog for several years (I used to be in copier sales). I've recently completed an MBA and started a business:www.un-lease.com The idea is an online equipment marketplace for buying, selling, or transferring leases."

For those of us that have been doing this for a while, we've got firsthand experience with prospects who drop the bomb that they still have 24-36 payments left on their existing lease. At first your heart sinks, cause you know this is a dead deal and then the next thing you know you're looking for your bag and the quickest way out. It's a DEAD deal, nada, nothing and the worst thing is that you'll probably never get them when they pay down the lease. That can be attributed to many reasons such as time, change in buyer, change in needs, etc..

I'm in the business of customer service, I need to offer value to my prospects and customers. Un-Lease fills the void of customers that need to get out of a lease that's either to big or small to meet their needs. Think of it this way, instead of walking away from that deal that has the 28 payments left, why not tell them, "Understood, we have an excellent program for you. We can help you find a business that will assume your lease, once we find a home for the existing lease we'll move forward with the order for the new equipment, will that work for you"? BOOM, you got the order!

Thus, I've got an order, although it's not going to move until the old lease is assumed, however, I don't have to discount and I don't have to walk away!!!

I've already spoken with a few Print4Pay Hotel members and everyone thinks this is an awesome service that fills a void in our industry! I've got additional ideas to help my customers and prospects to move excess inventory, along with that Rob has also instituted a dealer market place (my idea) to help dealers buy, sell and trade equipment. If you have the time urge to sign up now, the first 100 dealers have a FREE registration and after that there is a sizable fee to get on-board. Here's the link to get you started un-lease

-=Good Selling=-

31 Ways to Close More Sales #29 of 31

Art Post · 2/24/143:00 PM

Geesh, two more weeks and this blog series is over! I will be putting the entire 31 parts up as one document once the series ends. The document will be posted in the "clips" section of the site, and will be listed under "Helpful Sales Documents".

#29 Assume the Order: This one is simple, before meeting with the customer and keep in mind that you’ve had a conversation with them about their needs and discussed several options. You then set the tone of the meeting with “I'll prepare all of the pricing options for you for several of the systems and when we meet we can go over the pricing, and features and see which one is best for you”. Here you DON’T bring proposals, you bring two leases, two order docs and two maintenance agreements. On these agreements you’ve stuck little “sign me here” sticky notes. You then give the documents to the customer to review, they will see the notes and you don’t speak a word until they ask a question or give the documents back signed!

-=Good Selling=-

This Week in the Copier/Office Equipment Industry 10 Years Ago Last Week of February 2004)

Art Post · 2/23/144:42 PM

A wolverine, the state animal of Michigan, has been spotted in that state for the first time in 200 years.

Relabeled Toshiba Color copier?

3/2/04 4:13 PM

Topic by Guest

I am hearing the uglies about relabeling Toshiba 31 ppm color unit for Ricoh's answer to 6513 upgrade path. Second, also heard the 6513 price will drop to 4506 level too! Any confirmations out there? Being told it will be "showcased" at ON Demand!

RE: Ricoh 2035 vs Mita 4035

2/25/04 10:31 PM

Reply by Guest

little cumbersome. Reliability seems to be much better than the Ricoh, although 3 years isn't long enough to get an overall picture. Ricoh machines used to have "strong" assemblies but the later models have been "flimsyized". Kyocera/Mita has not cut

RE: Ricoh 2035 vs Mita 4035

2/26/04 9:53 AM

Reply by zico

Boy, it looks like our whole company is responding here. As a former "real" tech, and long time service manager of a long time Ricoh dealer and relatively new Kyocera Mita dealer, my opinion is that over all, the Kyocera products are much more reliable

Xerox Stock Watch

2/26/04 7:10 PM

Topic by Guest

$14.15 up .05 cents!

Canon Holds Sales Lead

2/27/04 8:30 AM

Topic by Guest

time in the last 22 years, Canon is number one overall in black and white copiers, with 33% share in the U.S. imageRUNNER C3200 Leads the Charge Canon also continued its #1 brand market share position in the color copier market. For the 17th consecutive

Aficio 2022 and 57 Ricoh

2/28/04 7:50 AM

Topic by Boston Mike

So I am having trouble connecting 2022 using SMB this past month (see story in success stories) and so I call 57 Ricoh and they tell me they have not even tried to use SMB yet and not really sure ow it works. So he assumes I hooked it up wrong and I said

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=-

Ricoh/Lanier Allstate Insurance Contract

3/2/04 8:49 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: Ricoh 2035 vs Mita 4035

2/26/04 1:03 PM

Reply by zico

use the assemblies (which in this case are rebuilt in the shop). As you may have guessed, I'm really pleased with these products. We took on the Kyocera Mita line after they bought out Mita and only handle the "new" products since the aquisition. Cheers!

EFI to Acquire ADS Communications, Inc.

2/26/04 7:22 PM

Topic by Guest

such as IKON, Canon, Ricoh and Imagistics. The privately held company is headquartered in Scottsdale, Arizona and has approximately 50 employees. EFI anticipates that the ADS acquisition will not have a significant impact on the company's recently released

RE: 1060 with Mailbox...HELP!

2/24/04 6:32 AM

Reply by wyzguynyuk

I narrowed this down to a problem with the RPCS driver. I installed the PCL driver and the mailbox worked fine. At least now I have something specific to hammer Ricoh with. Thanks, Brian

RE: Here's One for ya

2/23/04 5:20 PM

Reply by Old Glory

You know how elead has information by verticle market including digital demo originals? Surely there is an education verticle market section that will give you a wealth of ideas. Also may want to ask your Ricoh (or Savin or whatever) Major Account Sales

RE: Ricoh/Lanier Allstate Insurance Contract

3/2/04 10:18 AM

Reply by Neal

If it is part of the Ricoh family,i.e. Savin and Gestetner, can they be placed also?

1060 with Mailbox...HELP!

2/23/04 4:38 PM

Topic by wyzguynyuk

, however, in copy mode the proof tray works fine). Just thought I'd try you guys and see if anyone has seen this before. So far, Ricoh has been no help (they actually told my service manager that they don't sell many of these and aren't very familiar with

Diversity Report Ranks

2/24/04 5:23 PM

Topic by Guest

disabilities, and women. Xerox was recognized on 12 of the lists, placing it among the top 10 U.S. companies and top 5 percent of the 790 companies reviewed for the report, which was issued yesterday by Diversity Best Practices and Business Women's Network

Next-Generation Docutech

2/24/04 5:28 PM

Topic by Guest

DocuTech 100 and 120 will begin Feb. 1 through Xerox direct sales representatives, agents and concessionaires, with initial installations beginning in March. U.S. prices start at $77,000 for the DocuTech 100 and extend to $99,000 for the higher-speed

GBC Streampuncher "OOUCH"!

2/29/04 9:50 PM

Topic by Guest

it that Ricoh is working on a software fix, well not soon enough for my customer). 4. The GBC will jam in the "U" area, and not send the jam signal to the system. The copier will continue to run and the papers will by-pass the GBC and come out non punched

-=Good Selling=-

Top Ten Likes of the New Ricoh MP C2003 & MP C2553 MFP's

Art Post · 2/23/1412:35 AM

Just about a month ago I posted New Ricoh MP C2003 & C2503 Sneak Peak, and most of the information I acquired was from a Ricoh Euro brochure for the new MP C2003 and the MP C2503.

We were just notified a few days ago that all of the older MP C2051's and MP C2551's are out of stock with Ricoh, thus the new systems are available.

As in the past with previous "spec" reviews, I try focus on what's new and different with these new systems. Let's get started because there is plenty of cool features!

What's New & Different

Stapeless Internal Finisher (option), I've never seen this on a copier before, for those that care about the environment, I would tend to think that this one little feature could win quite a few deals. How it may work, there may be a crimping device in the finisher that allows up to 5 sheets of paper to be bound together.

Envelope Printing is now a standard feature. In our previous model, we needed to add an envelope tray. No longer with the new "03" series, you can print envelopes from the by-pass tray, along with trays 2, and 3 & 4 (3 & 4 are optional) trays. In fact, you don't have to open the flap anymore. Seems like we'll be able to stack about 75 envelopes in the tray. Now some may not think this is a big deal, however, for those companies are consistently purchasing envelopes with a color logo, you may want to think about migrating that volume the MP C2003/2503 and save a few bucks over ordering them from your printer.

100 Page Document Feeder, on our previous model all we had was a 50 page feeder. But, with scanning workflows becoming more popular, the 100 page feeder will really come in handy when you need to scan 100 invoices, and enable zonal OCR to capture the invoice number and then name the file pn the fly.

Scanning Speed, will increase to 54 images per minute for simplex (one sided documents) @ 200 dpi. That's an increase of more than 20% from the older systems.

Fax, we can now add up to three lines within the system. Our previous model was only capable of one line. Probably one of the coolest features that I came across revolved around a special application where we could use an address book user as the sender of the fax. Meaning that when the fax was received at another fax, the person or company named from the address book would be at the top of the page. Comes into play when there are multiple companies using the same fax. There's a thread about this on P4P forums if you need to read more.

Built in Smart Card Reader (optional), seems more and more companies are enabling magnetic proximity cards. Personally, I'm a big fan of prox cards, and believe more companies need to manage their information and who accesses that information.

Web Browser, the future of smart copiers is here. I'm a firm believer that many software companies will adapt cloud applications that are manufacturer agnostic. Thus, as long as you have a powerful web browser on the MFP you will be able to have your pick of applications that will enhance your document workflow. For an example of this, check out UDOCX.

Remote Screen Monitoring, let's envision that you're at the copier and you're trying to release your secure print job. You've tried all the screens, danced around all of he tabs and you can't figure it out. You're in a rush, and you need that document. so you call IT to see if they can walk you through the process. With remote screen monitoring the IT person can log on to the copier, see the same screen you've accessed. From there, they can walk you through the process.

Fuser Off Mode, while most end users don't have a clue what a fuser is, most do understand that when they go to use the copier for scanning that they will still have to wait for the MFP to warm up. NO longer is that the case with these new Ricoh's with Fuser Off Mode, you'll be able to scan documents as soon as you put the documents in the feeder!

Custom Scan Workflow Presets, ever have that scan process where the dpi always needs to be 300dpi, needs to scan color, and also needs to be a searchable pdf? Then you have to walk back to your pc and then distrubute that documents to multiple users or multiple folders. That entire scan process can be programmed, saved and named on the home screen now, thus with one touch of the button you could save 20-30 minutes of your time on that one document!!

There's a to like about the new Ricoh MP C2003 and MP C2503, more importantly is that Ricoh has brought these awesome feature to SMB accounts. By having a smart MFP, more SMB accounts will be able to take advantage of capture and document management software.

-=Good Selling=-

We're Sorry.......To all my Canadian P4P'ers!

Art Post · 2/21/141:01 PM

31 Ways to Garner Net New Copier & Managed IT Business #8 of 31

Art Post · 2/20/149:03 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.

8. Look for people you know whether its work or social related and ask them to get connected with you. Remember to only ask people you know, Linkedin frowns and may boot you for trying to connect with people who don’t know you.

I stress this with every post, you need to visit linkedin afew days a week or even daily. My connections is now up to 1,597 and counting. I'm using Linkedin to contact many DM's through in mail, rather than contacting them via email.

Here's another neat idea: Pick 10 or so companies that you've had no traction with, look for them on linkedin. If they have a linkedin page, you then want to "follow" them. Once you follow them you will see their posts/threads appear on your wall. When you see that post/thread, then like that thread.

12 Tips to Ricoh to Enhance the Ricoh W3601 Wide Format

Art Post · 2/18/1410:56 PM

It's awesome to sell 36 month leases, right? Yesterday my CRM software kicked out a current customer that was in the last three months of their wide format lease.

Low and behold the system that I had leased them 32 months ago was the Ricoh W3601.

The W3601 is still current and I was pretty shocked that there's been no refresh of upgrade of the product in almost 3 years. Pretty much, the W3601 is antiquated and needs a refresh ASAP.

Thus, I thought I would put together a top ten list of features I would like to see with a refresh or upgrade of the Ricoh W3601.

1. Auto Document Feeder: Darn tootin, no one else has one, and it would be an awesome selling feature.

2. Dump Plotworks: Get plotworks listed as an option or maybe go back to Ratio US and work a deal with them for the new plotbase.

3. Embedded USB Print & Scan: Every other Ricoh MFP just about comes standard with this feature. Why do you have to purchase a print controller if all you have to do is print .pdf's? Hint to Ricoh: Lower MSRP price equals more units sold, end users are not fans of ink wide format systems unless they have a need for color.

4. Ricoh ICE: Integrated Cloud Environment for scan 2 cloud and print from popular cloud services like google drive, Box, Dropbox, Evernote, MS365, skydrive and more.

5. Updated Web Browser: Goes hand in hand with integrating Ricoh ICE.

6. Rear Stacker: Vertical upright unit that attaches to the rear of the system.

7. Original Stacker: It's already there, however, Ricoh needs to extend the rear paper guides by another six inches and have a paper stop on it.

8. Offer Dual Models: Offer a 4 page per minute system and a 6 page per minute system just like they have in Europe. Helps us competes against the wide format color ink MFP's.

9. Large Android Color Tablet GUI: Add some sizzle, users would love to preview scans on something larger than a 6 inch screen. Maybe the size of Ipad screen.

10. Embedded Scan & Print feature: Would allow us to scan a color doc and output to a color plotter.

11. View Network folders from the MFP GUI: Ability to view folders on the network from the MFP and then select the desired "scan2" folder.

12. Mobile Print: Don't you think it's about time!!!!

The current MP 3601 is outdated with features, however, the print engine is awesome and I believe one of the most reliable engines on the market today.

Ricoh needs to step up it's game with low volume wide format!!!!

BTW, the MSRP of the CW2200SP is grossly over priced!!!

-=Good Selling=-

31 Ways to Close More Sales #28 of 31

Art Post · 2/17/1410:15 PM

In the office today we had about 2 hours of role playing. We were given a real life prospect scenario, had to prepare just like a real meeting.

For me, it was quite a bit of fun, for some of the newbies....well it was umm....daunting, however, they came through fine and even an old dog like me learned a few things.

28. Walk away Close: Sometimes you can get so frustrated that you can’t move the deal forward, you've had multiple meetings, submitted revised proposals and you got nothing. So, the next time you meet with that client give them the “walkaway close”. Give them the paperwork, ask for the order, if they hedge then tell them this is the best you can offer and if they don’t take it now you won’t be back, ever!

Every now and again this will work, but more importantly you feel better that you’ve done everything you could and if you walk away you won’t have to waste any more time with the prospect.

BTW, please click on the image link above and give recognition for superior sales efforts in your dealership or your direct branch, For the first time ever The Week in Imaging and The Print4Pay Hotel will give Global recognition to the best of the best for our industry!!

-=Good Selling=-

This Week in the Copier/Office Equipment Industry 10 Years Ago 3rd Week of February 2004)

Art Post · 2/16/144:09 PM

Scientists at NASA and the ESA witness a supermassive black hole in galaxy RXJ1242-11 graze, partially consume, and tear apart a star. This is the first time such a phenomenon has been observed. (NASA)

BIZ HUB Brand from KonicaMinolta

2/22/04 10:41 AM

Topic by Guest

As reported http://konicaminolta.jp/about/release/kmhd/2004/0212_03_01.html and translated on Alta Vista: 2004 February 12th コニカミノルタホールディングス corporation The Konica Minolta business technologies corporation The Konica Minolta business technologies

RE: Saddlestitch on 2232

2/20/04 10:00 AM

Reply by Jay

Here is some interesting info. The saddle stich unit is identical the one sold by Canon and minolta/konica. But our spec are slightly differnt. For instance the canon can not have a 3 hole punch added. The kon/mon is speced for up to 24lb paper. We can

Just got backfron Ricoh Connected - East Region

2/21/04 8:07 AM

Topic by Boston Mike

I will upload the files from the clip drive next week.I was really well done.

New Sharp Ar-C260 Models

2/22/04 10:39 AM

Topic by Guest

New Sharp Ar-C260 Models Feature Industry-Leading Color Copy Speeds And Functionality Sharps latest workgroup printers turn out 26 high-quality pages per minute MAHWAH, N.J., January 21, 2004 Sharps new AR-C260 models deliver fast color copies at

RE: CDIA Training and Certification

2/18/04 6:57 PM

Reply by Old Glory

I'm in the midst of going there myself so any inoput would be greatly appreciated. My understanding is that it takes 10-15 people at $795/person to justify Ricoh doing the class. I've been told it is 2 days and I've heard 4 days so definately need

RE: CDIA Training and Certification

2/19/04 7:15 AM

Reply by Neal

I am checking into this also, I know that it can be done online through Ricoh U. That would be the easiest way for me to do it.

RE: CDIA Training and Certification

2/19/04 7:32 AM

Reply by Scott Holloway

I do not believe that the CDIA training is avaliable on line through Ricoh University, but rather that you can buy the course material consisting of 4 or 5 cd and a workbook. The purpose of the training is to prepare you for analysing buswiness practices

RE: Does anyone recieve a monthly

2/20/04 9:22 AM

Reply by Old Glory

efficient and 31% less expensive if sent to the Ricoh Aficio 1060 (or whatever). Then the user has the option of ignoring the advice. Incentives could be given to the department with the best compliance record. Users can be assigned only "X" ignores in a month

toddlan

Junior P4P'er

RE: Saddlestitch on 2232

2/17/04 6:58 AM

Reply by Neal

no reason it shouldn't work well. when i was with Minolta the 750 had the legal saddlestiching and it worked great. It's a great value for churches as many of them do their sunday bulletins on legal.

RE: Tips on Buying Your First Color Copier

2/17/04 6:20 PM

Reply by Darren ....

By all means, do not buy first generation of a newly introduced model. I sold the new Savin C2408 and C3210 ... 50 bulletins later (maybe a slight exaggeration) and they still ... enough said. If they worked right, they would be excellent machines

RE: Tips on Buying Your First Color Copier

2/18/04 12:35 AM

Reply by Graham

3800C quality, needless to say, I looked like a real dummy), The Ricoh sales people who really don't have a new graphic arts system to sell (other then the 6513 which is becoming more antiquated by the day) won't know which end is up when selling color...As

RE: wireless nic on 224sp

2/21/04 7:07 PM

Reply by Guest

So if I understand you correctly, you didn't even by the wireless 802.111 b or whatever its called wireless interface from RICOH? That would be great if that is what you mean.

RE: wireless nic on 224sp

2/21/04 8:57 PM

Reply by Darren ....

A wireless bridge converts, or "bridges", a wired ethernet appliance to wireless. D-Link 802.11g Wireless Bridge for $99.99 from Tiger Direct can give you faster commumication speed than the 802.11b Ricoh interface ... and because the connection is made

RE: New Sharp Ar-C260 Models

2/22/04 10:40 AM

Reply by Guest

Sharp Introduces AR-M550/M620/M700 Digital Imagers Sharps New Digital Imagers Make Office Life Easier Unique dual-scan technology speeds workflow MAHWAH, N.J., January 21, 2004 A trio of new high-end business multifunction products (MFPs) from Sharp

Rebates??

2/19/04 10:08 AM

Topic by Guest

Are there Ricoh rebates for the new 2232 for trades?

-=Good Selling=-

New RICOH Pro L4130_L4160 Sneak Peek

Art Post · 2/16/142:39 PM

I've been waiting for this product for quite some time. Just today I saw the system appear on Ricoh USA web site. I'm super excited about having the chance to sell and support the new Ricoh Pro L4130/4160, however, I'll be the first to admit that my knowledge is limited to the specs right now. You can bet the ranch that I'll learn as much as I can as fast I can so I can get a few of these systems placed in the field.

Thus, what is the Ricoh Pro L4130_L4160? I guess we can start with that these systems represent Ricoh's entry into the signage and vehicle wrap industry. The Ricoh Pro wide format system will be able to produce color signs, banners, wraps, point-of-sale displays with many different types of substrates.

The maximum printing width of the Pro L4130 is 55.6 inches and the Pro L4160 is 63.8 inches. In addition, these system are monsters, weighing in at 447 lbs and 529 lbs.

One of the items I noticed on the spec page is that these systems use Latex ink. I did some quick research and Latex ink is odorless. That's a good thing when you're putting a tremendous amount of ink for signage and murals. The Pro series also touts a water based white ink along with CMYK, Orange and Green.

At this time, I have no clue as to what the retail price is, nor do I have an service pricing. What I do have is a "headful of hope:, that this will be an awesome product for us.

Some additional specs:

Innovative, more ecologically friendly latex inks
The world’s first water-based White latex ink
Fast drying inks for improved productivity
6 colour printing (CMYK, Orange and Green) plus white ink
Lower ink curing temperatures (60 degree Celcius or less) allows greater flexibility and choice of media
High print durability for outdoor or indoor applications
Production quality output at up to 18 sqm per hour
Choice of two print widths (1371 mm or 1620 mm)
Improved variable dot print technology provides minimum dot size capability of just 4 picolitre

I've uploaded the spec page to the Print4Pay Hotel forums, here's the link

-=Good Selling=-

Memoirs of a Copier Sales Person

The Sales Appointment that Goes All to Well!

Art Post · 2/15/1412:14 AM

We've all had them, right?

At lunch today, we spoke about the meeting that was too good to be true. The person you met with (who was to relay the information to the DM) was engaging, energetic, giving buying signs—basically all of the right stuff that says this is a slam dunk.

You were so enthused about the appointment that you projected the deal to close in a matter of weeks. Then... the bottom dropped out. All of a sudden, your contact was dodging your calls, offering lame excuses about late lunches, not being at their desk, no returned emails, and the occasional excuse that so-and-so is out on leave.

I hate meetings like these, and before you say, "Well, you should have met with the DM," I can tell you that many of my appointments never get me face-to-face with the DM the first time. They will pawn that job off to a trusted person in the company who does not have the authority to sign an order.

So, what can you do to "avoid the appointment that goes all too well"? Well... nothing. You will have meetings that go like this, and you need to add some closure before you leave the meeting.

Who is the ultimate decision-maker?
Is there a reason they are not here?
Are you looking at other proposals?
What is your buying criteria, is it price, support/service, speeds 'n' feeds, features?
What is your budget?
When do you need to make a move on this?

Above all, if you have not presented the proposal yet, then BEFORE you leave, schedule a follow-up appointment with the person you just met with along with the DM. If you don't, someone like me will! One other item, assume that the order is yours and move forward until you are stopped!

You can lose orders for the following reasons:

Sorry, my boss's next-door neighbor also sells the same equipment and he or she ordered from them.
Sorry, my boss has an uncle, aunt, or cousin in the business and we ordered from them.
Sorry, another salesperson scheduled an appointment with my boss and we bought from them.

I could probably list another 25 or so. My point, even though the meeting was great and all the energy indicated that you were going to get the order, does not mean that you can lay back and WAIT for the order! You have to make something happen, and that's to schedule the follow-up meeting to sign the paperwork with the DM. Right, assume the order. If they balk, then that's an objection that you need to know.

Losers wait for things to happen, and winners make things happen!

-=Good Selling=-

31 Ways to Garner Net New Copier & Managed IT Business #7 of 31

Art Post · 2/13/145:30 PM

Socialize Yourself with Linkedin

All of these points 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 establishes trust with them that you have the knowledge and expertise to help them attain their business needs.

7. If you've got some interesting news related to your industry, something educational or maybe a promo that your company is running, then post a link and or a comment as to where that information is on the web or just post that promo (as long as it’s short and sweet and you don't over do it).

You can also post something that's funny, interesting or newsworthy for your connections. Linkedin is social media for BUSINESS. Personally, I shy away from posting anything that is related to my political or religious beliefs.

What I find annoying with linkedin, is when connections will post quotes from others, and plugging their product or service every day of the week.

Every night, I will post 15-20 press releases about the industry I work in. I will also post links to new threads on the p4P hotel forums (which can cover almost anything that comes across my alerts).

You can also try posting self help article links, press releases (related to your industry), some funny and maybe something cool. You could do a "fun Friday" and each week post a link to a funny video, or picture. Above all you want to establish your self as the resident guru in your industry.

On average my site now receives about 170,000 page views a month. Posting links and comments on Linkedin is something I do every day.

-=Good Selling=-

Is it Frowned Upon if you Join a Competitor?

Art Post · 2/11/149:30 PM

I received this email from a Print4Pay Hotel member a few weeks ago.

"High turnover is common in the industry. Is it frowned upon if you join a competitor because they are offering more money"?

Well...., not really...who is going to do the frowning? The company that you use to work for, then who cares! I'm sure that the company that hired you believes that you are the right person for the right job.

What sends up a red flag is if you jump from dealer to dealer in a short amount of time. If I read that on your resume I would rule you out, due the fact that jumping from dealer would tell me that you could interview well, however you either couldn't sell or there was some type of character flaw.

There are some dealerships that have awesome comp plans and some that have not so awesome comp plans. The key is locate the dealer with the awesome comp plan along with the awesome service & support. Finding that type of dealer to work for would be like finding the Holy Grail! In all my years in the business, I've only found one of these.

The reason why most of us hang on in this business is because we have the opportunity to make extra dough, work hard and take time when we need time. It's a great industry when you are successful!

If you worked for me and you demonstrated that you're an earner, I would be sorry to see you go. I would also offer you every opportunity to stay. If it came down to parting ways, I would wish you the best, and the reason for that is because I'm confident in my companies ability to sell, support and service my clients. What I would offer up, is that the grass is rarely greener on the other side of the fence. If you're on cloud nine were you are, and money is the issue, then take some time to discuss that with your manager, or dealer owner. You never know....or would you rather make more and not be happy where you work. I would tend to think that if you're miserable with the new job, then you wouldn't make as much as you could being content.

One other note that I heard from a professional coach, "players come and go, the only things that is constant is me".

-=Good Selling=-

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