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MFP Copier Blog
MSP & MSSP & IT Industry Notes for 6/2/2024
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June 2d, 2024
Why partnering with ARCOA makes sense
Electronics Recycling is an important and profitable part of the IT asset lifecycle, but it can be overwhelming with all you already do, varying state regulations, and the limited resources at hand. That’s where ARCOA comes in. When you partner with ARCOA, you get all the benefits of a big company without any of the capital investment. We’ve been doing this since 1989 and have the expertise, certifications, and nationwide resources to get the most for all your clients’ retired IT assets. Plus, positioning your clients as environmental stewards not only elevates their appeal to consumers, it meets government requirements and avoids fines.
What partnering with ARCOA looks like
Our role is to make it easy for you to bring more value to your clients. We work with you to help stretch your clients’ IT budget by reducing the total cost of ownership of their electronics. We’re experts at identifying and implementing the solutions your clients need for the end-of-use re-marketing, recovery, and recycling of their technology assets. The sooner you involve ARCOA, the sooner you and your client.
N-able Exploring Sale With Barracuda Networks As One Possible Suitor: Report
- Reported on the Channel Company
- N-able exploring a potential sale after attracting acquisition interest from private equity firms
- N-able, Barracuda Networks, and KKR have not provided comments regarding the potential acquisition
- John Holland of Corporate Finance Associates, companies might go private to avoid the costs of complying with federal securities regulations and to capitalize on strategic value perceived by private equity firms
- N-able went public in 2021 after spinning out from SolarWinds, which was acquired by Silver Lake and Thoma Bravo for $4.5 billion in 2016
Lenovo and Cisco Announce Strategic Partnership to Simplify Path to AI Innovation
- Two companies agree to design, engineer and deliver deeply integrated solutions that advance generative AI capabilities and digital workplace solutions to boost enterprise productivity
- Partnership includes go-to-market initiatives for delivering complete digital workplace, cloud networking, hybrid AI infrastructure solutions, and Lenovo managed services to customers globally
- partnership integrates eSentire's MDR with CrowdStrike's Falcon platform, providing comprehensive protection across Endpoint Detection and Response, Identity Threat Detection, Intelligence and Threat Hunting, Cloud Security, and Next-Gen SIEM
- eSentire will support customer migration from Carbon Black to CrowdStrike, fulfilling consolidation needs and improving protection for global accounts
- collaboration emphasizes the use of AI in cybersecurity, leveraging real-time attack indicators and enriched telemetry for precise threat detection and response
Dytech Group offers Managed IT Services in Orlando, Specializing in IT Solutions for Law Firms
- specializes in addressing the unique IT needs of law firms, leveraging over 40 years of experience in the Orlando community
- Services include secure cloud solutions, robust cybersecurity measures, 24/7 monitoring and support, customized software solutions, and comprehensive IT strategy consulting
- expertise in the legal sector allows law firms to focus on core competencies while enhancing efficiency and productivity through technology
FSi Strategies Announces Microsoft Copilot Roadshow
- announces its first roadshow to highlight Copilot for Microsoft 365 across five U.S. cities.
- Key points include:
- tour starts on June 12 at the Microsoft Technology Center in Arlington, Virginia, with subsequent stops in Denver (June 26), Los Angeles, Orlando, and Atlanta
- Led by FSi’s Microsoft Alliance Manager, Norah Salameh, and co-hosted by Microsoft, the events will showcase how organizations can leverage Microsoft Copilot to transform workflows.
- Nabil Aitoumeziane, President of FSi Strategies, expressed excitement about sharing their expertise on Copilot and its promising impact on improving workflows.
3 Essential Benefits of Managed IT Services for the Education Sector
- Budget constraints and IT talent gaps hinder schools from leveraging technology effectively to provide quality education
- Collaborating with an MSP allows institutions to move away from break-fix mode and transform education innovatively
- Three Key Benefits:
- Schools, often targets for hackers, benefit from enhanced cyber security provided by MSPs
- MSPs offer access to a pool of IT experts at a fraction of the cost of hiring in-house staff
- MSPs ensure even small organizations gain the benefits of updated technology without significant and unpredictable costs
Microsoft is killing off non-editable PDFs for good
- announces plans to develop a tool to convert non-editable PDFs into fully editable documents while preserving the original layout
- AI-Powered Conversion: The tool, described in Microsoft's paper “Method and System of Generating an Editable Document from a Non-Editable Document,” will utilize artificial intelligence to map and identify elements within a PDF, such as text, images, and tables.
- Maintaining Layout Integrity: The tool will use bounding boxes to ensure the layout remains unchanged and can recognize fonts and color schemes, allowing the new editable PDF to be resized without losing structural integrity.
- Significance for Document Management: This technology aims to overcome the limitations of existing PDF converters, which often fail to maintain the original layout and font accurately.
- Potential Security Concerns: While the tool promises enhanced document management, there is concern that it might compromise the security that PDFs traditionally offer by making them editable.
Lock in on Cyber Security with ARCOA
- IT Asset Disposition (ITAD): Manages the secure disposition of end-of-life IT equipment
- Data Destruction: Ensures sensitive data is completely erased from devices before disposal
- Asset Remarketing: Resells refurbished IT assets to maximize value recovery
- Recycling Services: Provides environmentally responsible recycling of electronics
- Compliance & Reporting: Offers documentation and reporting to meet regulatory standards
- Secure Logistics: Handles the safe transport of IT assets throughout the disposal process
Cybersecurity Notes
- Singing River Health System of Mississippi notified 900,000 patients that their PHI was exposed after a ransomware attack.
- Allina Health of Minneapolis, MN notified 715 patients that their PHI was stolen by a former employee.
- Johnson Memorial Hospital of Franklin, Indiana admitted in local newspaper article that it is still recovering from ransomware attack in 2021.
- Palo Alto Networks announced new technique used by hackers named “DNS Tunneling” which can be used to scan customers’ networks and transmit malware.
- Could be launched when an employee opens an infected email
- Affiliated Dermatologists and Dermatologic Surgeons, headquartered in Morristown, NJ, notified 380,000 patients that their PHI was exposed after ransomware attack.
- Winter Haven Hospital in Florida notified an unknown number of patients that their PHI was exposed after it was emailed by an employee.
- The Kennedy Collective of Trumball, CT, notified 851 patients that their PHI was exposed after email phishing attack.
- Hypertension-Nephrology Associates of Michigan notified an unknown number of patients that their PHI was exposed after cyber attack.
- Dell Technologies notified 49 million customers that their info was exposed after data breach.
- WebPTA Health Plan, headquartered in Irving, Texas, notified 2.43 million patients that their PHI was exposed after cyber attack.
- Nissan North America notified 53,000 individuals that this info was exposed after ransomware attack.
Sean Nolan, CEO and Co-Founder of Blink - AITech Interview
Customer Pain Points Addressed by Blink
- Customers often struggle to define and address engagement problems, feeling their teams are disjointed and dissatisfied.
- Frontline workers want more involvement, transparency, autonomy, and support from their employers.
- Providing convenient, easy-to-use technology helps workers feel valued and empowered
- Employee engagement is often misunderstood as being about culture initiatives when it's about day-to-day interactions
- Issues like poor communication, outdated processes, and lack of feedback contribute to frontline disconnection and discontent
- Blink addresses these challenges with solutions that ease points of tension for frontline workers
Essential Cybersecurity Certifications and Courses for 2024
AI Tech Park presents the top five cybersecurity certifications for 2024:
- Certified Information Systems Auditor (CISA): Offered by ISACA, suitable for IT professionals with five years of experience in auditing, control, or security work.
- Certified Information Systems Security Professional (CISSP): Provided by (ISC)2, requires five years of experience and covers various security areas like risk management and network security.
- Certified Information Security Manager (CISM): Accredited by ISACA, targets information security managers with at least five years of experience and covers aspects like governance and risk management.
Konica Minolta’s Laura Blackmer Named to CRN’s 2024 Women of the Channel Power 100 List
- announces Laura Blackmer, President, Dealer Sales, has been named to the 2024 Power 100 list by CRN®.
- Power 100 list recognizes influential executive leaders chosen from the annual CRN Women of the Channel list
- Honorees are selected based on their contributions, expertise, and advocacy within the channel
- Blackmer joined Konica Minolta in December 2017 and was promoted to President, Dealer Sales in 2022.
- oversees the sales and management of Konica Minolta’s extensive dealer network
- Marks Blackmer’s sixth appearance on CRN’s Women of the Channel list
Security hampers move to cloud printing
Research published by Quocirca Inc.
- 69% of customers surveyed now using cloud print management
- 74% are considering a hybrid environment
- 51% plan on installing more print servers this year
- Data security is still top barrier to wider could print adoption
Security hampers move to cloud printing
- 90% of chief information security officers (CISOs) admit their firm suffered at least one disruptive attack in past yea
- 43% = at least once
- 34% = “a couple of times”
- 13% = several times
- Most concerning threats:
- 37% = IoT devices (this category includes connected MFPs)
- 33% = ransomware
- 83% admit to pay ransom
- 30% = insider threats
- 24% = DDoS attacks
Why Companies Need Rules-Based Printing: Enhancing Efficiency and Cost Savings
Why Companies Need Rules-Based Printing: Enhancing Efficiency and Cost Savings
One often overlooked area is the printing process. Printing can be a significant expense, particularly for large organizations with high-volume printing needs. This is where rules-based printing comes in—a strategic approach that can help companies manage their printing resources more effectively.
What is Rules-Based Printing?
Rules-based printing involves setting specific policies and parameters for print jobs based on various criteria such as user roles, document types, and printing needs. By implementing these rules, companies can control and monitor printing activities, ensuring that resources are used efficiently and waste is minimized.
Key Benefits of Rules-Based Printing
Cost Reduction
- Controlled Usage: By setting limits on color printing, duplex printing, and large print jobs, companies can significantly reduce the consumption of expensive resources like ink and paper.
- Elimination of Waste: Rules-based printing can prevent unnecessary print jobs and reduce the number of uncollected documents at the printer, which often end up being discarded.
Enhanced Security
- Sensitive Document Handling: Rules can be established to ensure that confidential documents are only printed on secure printers or require user authentication to release the print job, thereby enhancing document security.
- User Accountability: Detailed logging of print jobs by user helps in tracking and auditing print activities, making users more accountable for their printing actions.
Improved Efficiency
- Optimized Printer Use: By directing print jobs to the most appropriate printers based on job size, type, and urgency, companies can optimize printer usage and reduce wait times.
- Automated Workflows: Rules-based printing can automate routine tasks such as duplex printing for all documents over a certain length or routing large print jobs to high-capacity printers, streamlining the printing process.
Environmental Benefits
- Reduced Paper Waste: Implementing duplex (double-sided) printing as a default can cut paper usage by up to 50%, supporting corporate sustainability goals.
- Lower Carbon Footprint: By minimizing unnecessary printing and reducing resource consumption, companies can lower their carbon footprint, contributing to broader environmental conservation efforts.
Implementation of Rules-Based Printing
To effectively implement rules-based printing, companies should follow these steps:
- Assess Printing Needs: Conduct a thorough assessment of current printing practices and identify areas where rules-based printing can bring the most benefits.
- Set Clear Policies: Develop clear and concise printing policies that align with the company's goals. This includes setting rules for who can print, what can be printed, and how it should be printed.
- Choose the Right Software: Invest in robust print management software that supports rules-based printing. The software should be flexible, scalable, and easy to integrate with existing systems.
- Educate Employees: Ensure that all employees are aware of the new printing policies and understand how to use the print management system. Regular training and clear communication are key to successful implementation.
- Monitor and Adjust: Continuously monitor printing activities and adjust the rules as necessary to address changing needs and improve efficiency.
Rules-based printing is a powerful tool that can help companies control costs, enhance security, improve efficiency, and support environmental sustainability. By setting specific rules and parameters for printing, organizations can ensure that their printing resources are used wisely and effectively. As companies strive to optimize their operations and reduce expenses, rules-based printing offers a practical and impactful solution.
-=Good Selling=-
This Week in the Copier Industry 15 Years Ago
This Week in Copiers Fifteen Years Ago
First Week of June 2009
Please visit FMD Distribution LLC and follow their Linkedin page
Real Copier Sales
As previously mentioned, the New Lanier East DSM (Tara Zailo), came from IKON where she was a Digital Support Rep and Trainer. In order to assume DSM responsibilities, she will need immediate training from her new counterparts. I look forward to observe her skill sets. She will handle TGI Office Automation, the RFG East Region's newest #1 revenue producing dealership after the loss of Comdoc.....more here
Enjoy These awesome copiers threads from 15 Years Ago
Weekend Copier Notes from 05/31/09
Neal ·
sale of a 700 Digital Color Press and a 4112 high speed b/w system to PMT Digital print shop. - Ricoh Australia announced it will resell EFI’s PrintSmith MIS software for printshops. - A school in Illinois is suing a local copier dealer over a lease. Governor French Academy of Washington County, claims that it entered into a lease, which supplied them with 6 new copiers, and the dealer claimed the lease on the existing copiers would be paid off. Instead, the school continued receiving bills from
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Konica Minolta Named 2009 Supplier of the Year by Corporate United
GMAN ·
Konica Minolta Named 2009 Supplier of the Year by Corporate United Fortune 1000 Members Recognize Konica Minolta's Outstanding Efforts Ramsey, N.J. and Cleveland, Ohio - June 1, 2009 - Konica Minolta Business Solutions U.S.A., Inc. (Konica Minolta), a leading provider of advanced imaging and networking technologies for the desktop to the print shop, has been recognized as 2009 Supplier of the Year by Corporate United, a national Group Purchasing Organization (GPO) of Fortune 1000 and Global
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Anne Mulcahy to Retire as Xerox CEO; Ursula Burns Named Successor
Art Post (Guest) ·
1992 through 2000, Burns led several business teams including the office color and fax business and office network printing business. In 2000, she was named senior vice president, Corporate Strategic Services, heading up manufacturing and supply chain operations. She then took on the broader role of leading Xerox's global research as well as product development, marketing and delivery. In April 2007, Burns was named president of Xerox, expanding her leadership to also include the company's IT
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RICOH INTRODUCES PRIPORT DX 4545 FOR MID VOLUME DOCUMENT DUPLICATION
Art Post (Guest) ·
its Ricoh Priport DX 4545 digital duplicator. Ideal for mid-sized organizations that specialize in short to medium-run jobs like newsletters, bulletins, school permission slips, tests and work sheets, the Priport DX 4545 offers less per print costs than laser printers or copiers when producing between 30 and 4,000 copies per original. Ricoh’s newest digital duplicator delivers speed, quality and value as the Priport DX 4545’s print masters yield double the capacity of competitive devices thereby
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RICOH INTRODUCES THE PRO C550EX/C700EX COLOR DIGITAL IMAGING SYSTEMS
Art Post (Guest) ·
in color or 60 ppm black and white, while the C700EX achieves 70 ppm in color or 75 ppm in black and white. In addition, interruptions are minimal as the systems hold up to 5,300 sheets of paper to support large printing jobs. Ricoh partnered with EFI to provide an efficient printing workflow and powerful color management capabilities on these new systems. The EFI Fiery E-8100 Print Server enables customers to compete more effectively and achieve the highest levels of efficiency in production
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InfoPrint Launches New Color Workgroup Solutions to Drive Cost Savings and Sustainabi
Art Post (Guest) ·
technology leadership with a focus on sustainability These newest offerings provide customers with faster color speeds, increased input and output capacity and advanced security features. The MFPs come with printing, faxing, copying and scanning capabilities as standard and provide higher print color quality via built-in temperature and humidity sensors. These solutions are suitable for a large variety of customers from IT, marketing or communications departments, small to medium businesses (SMBs
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Sharp(R) Frontier Series Powers Company Into the Color MFP Segment 3'S
Art Post (Guest) ·
-C310 and DX-C400 in Q1 of 2009. These units feature digital color copier, network printer and scanner capabilities in a single MFP, and a unique design that makes them aesthetically pleasing when placed directly in the workgroup. Sharp's newest A3 devices include the MX-4100N, MX-4101N, and MX-5001N, which were introduced in Q1 2009. With Frontier, Sharp has successfully leveraged the Sharp OSA® development platform to change the MFP from a print/copy device into an IT document management system
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EFI Receives Three BERTL’s Best Awards,
Art Post (Guest) ·
, visit www.BERTL.com or telephone 1-973-882-0200. About EFI EFI (www.efi.com) is the world leader in customer-focused digital printing innovation. EFI's award-winning solutions, integrated from creation to print, deliver increased performance, cost savings and productivity. The company's robust product portfolio includes Fiery® digital color print servers; VUTEk® superwide digital inkjet printers, UV and solvent inks; Rastek™ UV wide-format inkjet printers; Jetrion® industrial inkjet printing
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Print4Pay Hotel Blog Highlights Print Audit 6
Art Post (Guest) ·
Supply Company saving thousands of dollars a month in printing costs and who is stealing millions of their pages? With a light-hearted parody of the popular 1950s cop show Dragnet, Print4Pay Hotel owner and copier industry expert Arthur Post has illustrated Print Audit 6’s unique benefits in a MFP Solutions blog entry like no other. In the post, detectives get to the bottom of a puzzling mystery: a large print management dealer is losing print volume to the tune of 12 million pages every four months
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MUTOH INTRODUCES THE NEW RJ 900 DYE-SUBLIMATION PRINTER
Art Post (Guest) ·
of MUTOH America. The RJ 900 offers a maximum print width up to 42 inches and print resolutions of 360, 720, 1440 and 2880 dpi for different applications. The RJ 900 encompasses Mutoh’s patented Intelligent Interweaving (I²) “wave” printing technology, with draft quality speeds up to 426 sq/ft/hr. You can transfer high quality prints onto virtually any dye sublimation paper for sublimating on a wide variety of fabrics and rigid substrates. The RJ-900 delivers superior line sharpness and photo
Member
morris rich
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Whole Lotta Shakin Goin On
GMAN ·
In the latest 'transition' for the RFG (Ricoh, Savin, Lanier) Region, several changes were made regarding Dealer field sales support. As previously mentioned, the New Lanier East DSM (Tara Zailo), came from IKON where she was a Digital Support Rep and Trainer. In order to assume DSM responsibilities, she will need immediate training from her new counterparts. I look forward to observe her skill sets. She will handle TGI Office Automation, the RFG East Region's newest #1 revenue producing
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Lyon County School District 100K in Copiers Next Year!
Art Post (Guest) ·
contingencies, while the special education fund budget is $2.5 million. This doesn't include several funds for capital projects, such as the capital projects fund, building and sites funds and the bond fund. During Johnson's recent presentation, he said the current budget (2008-09) is projected to have an additional $188,000 in carryover, which will be added to opening fund balance. He said this money comes from cost-cutting measures such as delaying purchase of copiers until next year ($100,000), and from
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Daily Sales Philosophy
GMAN ·
Confucius Say, "man who run through airport turnstile sideways going to Bangkok." Yoshida Say, "Sales Rep working for IKON have long future, but short pockets."
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Recommended Movies for Sales
GMAN ·
What about movies? I am told TIN MEN is a good one, so I am going to rent the DVD this weekend.
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Rules Based Printing Software "Does Anyone Get It?"
Art Post (Guest) ·
Thursday, June 4, 2009 Rules Based Printing Software "Does Anyone Get It?" A few years ago we heard time after time that the vendor that "owns" the network would own the clicks to MFP's and printers. That may be fine if your dealership controls the network in a SMB account, and from talking to many in the industry it seems that most dealers are still concentrating on hardware and third party software solutions. Thus, a question was posed to me the other day in reference to MPS (Managed Print
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E-BizDocs Joins Kodak’s Document Conversion Center Program to Improve Image Quality a
Art Post (Guest) ·
and efficiencies by utilizing the latest versions of our high performance technology and software, which in turn helps reduce their costs and adds margin to their bottom line. We are sensitive to the competitive nature of their business and the DCC program provides a special discount for those companies using our production scanners and software in a services manner,” said Todd Leveque, Channel Sales Director, Document Imaging, Business Solutions and Services, Kodak. “These advanced technologies
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BOWE BELL + HOWELL Now Shipping Innovative New Production Scanner
Art Post (Guest) ·
users have had a chance to see it in action at tradeshows, training sessions and customer events since its launch in March. Users have raved about Ngenuity's ability to scan their most challenging documents accurately and efficiently, and requests for demo units have exceeded expectations, both in North America and around the world." Faster, More Versatile Scanning Ngenuity scans a wider range of documents than any other scanner in its class and it does so at best in class speeds — up to 150 pages
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Ricoh Pro 1106EX
Art Post (Guest) ·
Ricoh Pro 1106EX RIP,Stapler Finisher and LCT $37,600 cpc .0044 single click 11x17
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Canon ImageRunner 7095
Art Post (Guest) ·
Canon ImageRunner 7095 Saddle Stitch Finisher, LCT, Inserter, 2 & 3 Hole Punch Unit $27,000 CPC (100K min) .004 Single Click 11x17
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KonicaMinolta bizhub 1050e
Art Post (Guest) ·
KonicaMinolta bizhub 1050e Embedded Fiery, OS LCT, Stapler Finisher $31,800 cpc (200K min) .0035 single click 11x17
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Unable to Duplex Print from Mac 10.5 using InDesig
Art Post (Guest) ·
I cut n pasted this from the Aficio League, can anyone help with this??? Using Mac OS 10.5, Indesign CS3, cannot duplex print to the MPC3300 with Postscript. Have loaded the correct PPD for 10.5 or later. If convert doc to PDF, duplex works fine. My IT says "Duplex option does not seem to be available in the "Printer Settings" We have turned off Collate, we have created other documents. The PPD is correctly installed in Mac because everything works in all other applications. Does anyone know
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Re: Whole Lotta Shakin Goin On
GMAN ·
Chuck, with the current "troubled times" (words from Frank Cannata on the latest Live Wire / Cannata Report) at Ricoh, it now makes sense that either Savin or Lanier, or both brands, get elimintated. Just as GM sells Hummer and gives Saturn to the Penske group. It is a shame that on the 50th Anniversary of Savin, started in 1959, it's existence may disappear. I thin it will be Lanier for Dealers and Ricoh for IKON and RBS. The other option is Ricoh only, all the way, for both Dealers and the
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Re: RICOH INTRODUCES THE PRO C550EX/C700EX COLOR DIGITAL IMAGING SYSTEMS
Art Post (Guest) ·
quote: Appears all of these "new" Ricoh devices have lower than expected duty cycles and average monthly impression targets. Traditionally Ricoh does fall into line with most manufacturers that followed duty cycles for laser printers and then transfered those types of volumes to MFP's. As we can see from the taksalha ci500 post on this board suggested that the system is capable of 200K per month. However these "pro" systems from Ricoh will have to establish a reliability level once they are in
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TASKalfa 500ci proposal
$14,375.00 w/ Print, Scan, & Finisher. $.010 per page b/w & $.045 per page color no minimums. Salesperson is telling the prospect it can handle 200k per month, but we all know that he's quoting duty cycle. Anybody seen one of these in the field? What can it REALLY handle?
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0% Financing Now Through June 30th on Select Models
Art Post (Guest) ·
Click to view this message in a browser If you no longer wish to receive these emails, please reply to this message with "Unsubscribe" in the subject line or simply click on the following link: Unsubscribe Konica Minolta Business Solutions U.S.A., Inc. 100 Williams Drive Ramsey, New Jersey 07446 US Read the VerticalResponse marketing policy. !-- document.title = '0% Financing Now Through June 30th on Select Models'; --
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New Lanier East DSM
GMAN ·
To be named for replacing the Lanier DSM who resigned in March 2009. Her name is Tara and she has been moving and shaking her way through IKON and now becomes the new Lanier East DSM to handle NY / NJ / parts of New England. This coincides with a complete restructuring of the East Region supports structure. Tom Koening, Ricoh East DSM that joined the company in January 2009 after he met an untimely departure at Kyocera Mita, will no longer handle Atlantic Business Products in New Jersey. More
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Muratec Announces ScanTag Metadata Capture Integration with DocuLex
Art Post (Guest) ·
-proprietary content management software for use with desktop and production document scanners, as well as digital multifunctional copiers, facsimile and wide format units. Through an extensive international reseller channel, the company offers network-enabled document capture and image processing software along with browser-based document and content management, collaboration, email archiving, journaling and compliance, knowledge management, workflow and records retention programs, bundled and
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Re: Ricoh You're Gonna Love This BS!
GMAN ·
Finding it tough to sell Printers with the focus on VAR's and now IKON.
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Re: What Is The Real Reason...
CashGap ·
It couldn't be that the "normal" retirement age for men in Japan is 60, and that Mr. Yoshida is now past that age? I base this on the fact that his bio shows him joining Ricoh in 1967 with a bachelor's degree, so I assume he was at least 21 at the time, giving him a "born on" date of 1946 or earlier. I realize that doesn't fit with the "boogey man" choices in the poll... sorry to be a buzz killer.
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Re: Daily Sales Philosophy
GMAN ·
Confucius say, "warrior who lose battle must fall on sword." Yoshida say, "Sales Rep not prepared to close deal, get caught with pants down."
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Re: Daily Sales Philosophy
GMAN ·
Confucius say "man who walk mile in other man's shoes, must be careful for athlete's foot." Yoshida say, "if there truly was level playing field, IKON Sales Reps would be walking sideways."
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Re: Whole Lotta Shakin Goin On
Chuck ·
GMAN, your thoughts are intriguing and make sense. Any thoughts for the West where the Lanier name isn't quite as strong and Savin is?
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Re: KonicaMinolta bizhub 1050e
Chuck ·
Can you let us know if these are dealers, manufacturers or lunatics making these offers? How about what part of the country? Could they be negotiated, franchised print-4-pay customers? Help us out buddy . . . after 31 years in this biz I'm looking to get out but its too late.
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Re: IP Fax Solution & Questions
I just set up 2 machines in our office for IP Fax for the first time. You can find instructions here http://www.tscweb.net/ref/utilities/ip-fax_tool.ZIP You will need login credentials for TSC Web to get the information. As for routing the fax to a folder you can use fax forwarding to folder. If you don't want all faxes routed to the folder, you may need to specify special sender.
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Re: All Ricoh U.S. Employees,
GMAN ·
Looks like Ricoh will need to be working with someone else on Vision, Mission, Values in the new fiscal year, since Yoshida will soon be on a plane back to Japan.
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Re: Ricoh Pro C900
GMAN ·
As we knew, IKON is the 'loss-leader' for Ricoh and will at least be able to get the units placed in a few locations.
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Re: Ricoh pro C900 and C900s
GMG (Guest) ·
Appears the jury is still out on the reliability of the 90PPM device by Ricoh. On Friday Ricoh announced the release of the Pro C550EX & C700EX. Does anyone have an idea of what either of these 2 devices have for a max duty cycle or what the AMPV is? Always suspect on these newer released devices with high PPM and rated at low AMPV. Seem like a a problem for a light production environment for reliability and quality go hand in hand.
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Re: RICOH INTRODUCES THE PRO C550EX/C700EX COLOR DIGITAL IMAGING SYSTEMS
GMG (Guest) ·
quote: Originally posted by Art Post: Cause for alarm??? Is this system not going to be offered to dealers?? Has anybody heard what the projected monthly volumes on these devices should be? Appears all of these "new" Ricoh devices have lower than expected duty cycles and average monthly impression targets.
-=Good Selling=-
The Power of Congruency: How to Make the Most of It.
"Most people will talk the talk, few will walk the walk; be amongst the few"
Dr. Steve Maraboli
The above-mentioned quote places emphasis on the difference between those who merely talk about their intentions, plans, or ideals, and those who take action to achieve them.
It encourages people to become part of the minority who turn their words into deeds, by demonstrating integrity and commitment through their actions as opposed to just their words.
In a post-trust world, I ask you to reflect upon the following questions:
- Are you leading your sales life with congruency?
- Does the walk match the talk?
- Does the way you carry yourself online match the way you carry yourself offline?
- Does the way you carry yourself out in the community match the way you carry yourself with your clients?
Dr. Lance Secretan is a spiritual thought leader, the world’s top authority on inspirational leadership, a trailblazing teacher, advisor and expert on corporate culture. His latest book is Reawakening the Human Spirit.
He once said that authenticity is the “alignment of head, mouth, heart and feet – thinking, saying and doing the same thing consistently.”
My friends, one could additionally say that this is one mighty-fine definition of congruency.
Effective sales professionals consistently match their words with their actions.
In turn, this builds trust and earns them credibility. Trust is earned when you're able to walk the walk and talk the talk.
Sales professionals use clear and concise language to communicate their vision and beliefs, however; it's their actions that ultimately determine the validity of their words.
Alignment and the congruence of your beliefs, words and actions creates trust.
Trust is the most valuable currency you can earn as a sales professional.
Some of you might be asking yourself, what does congruency have to do with sales? I'm here to inform you that it has everything to do with sales.
When thinking of congruency, let's look no further than to Carl Rogers to help bring this into a sales context. Carl was an American psychologist and among the founders of the humanistic approach (and client-centered approach) in psychology. He was widely considered to be one of the founding fathers of psychotherapy research.
In psychology terms, Rogers went on to say, "a therapist should be in a congruent state to best serve their client within the confines of that therapist-client relationship."
Are you carrying yourself in a congruent state to best serve your clients?
Carl Rogers went onto say,
“It means avoiding the temptation to present a facade or hide behind a false mask of professionalism or an attitude of superiority. It’s certainly not simple to achieve such a reality. Being genuine involves the often challenging task of becoming fully acquainted with the flow of experiencing that’s going on within oneself”.
Reflection questions:
- What words stand out to you the most?
- How are you presenting yourself to your clients and future clients?
- What are they experiencing in your presence?
Loop all this back into building trusting relationships.
Trust is earned through your actions. Please key on this one... How many of your clients are watching your actions or for that matter your in-actions?
If your actions are not in congruence with what you say, then how legitimate are you through the lens of your clients' eyes?
If you believe that your clients are important to you and you value building meaningful relationships, then you must spend quality time with your clients cementing those relationships.
Congruency isn’t about big actions. It's about the little things.
Congruency leads to connection and deep conversation.
I ask you to think about how salespeople are perceived, now think about what it means to be congruent.
The more you know about yourself the more you grow, plain and simple, yet so difficult.
What makes you tick?
What makes you come alive?
What do you really know about yourself?
CONGRUENCY MATTERS
"Integrity means congruence. Words and behavior match."
Nathaniel Branden
Derived from the Latin word “congruere”, which means ‘to meet’ or ‘to agree’, congruence is the point at which your principles and beliefs align with your thoughts and actions.
Congruency will keep you at the top, especially in a world full of empty suits.
Plain and simple, congruency enhances credibility. Actions not aligning with words creates doubt and erodes trust.
Becoming congruent requires you to personally reflect upon yourself, your actions, your thoughts and how you carry yourself.
This means you must become hyper-vigilant and observant of yourself.
"Integrity is congruence between what you know, what you profess, and what you do."
Nathaniel Branden
Whether it be in your personal life or professional, remaining congruent will be tested.
Think about all the incongruent, mismatched and misaligned moments that happen in any given day, week or month within your working environment.
Often, we do what we are told, and we continue these patterns over and over, repeatedly without giving it much thought. Sounds a bit like sales autopilot to me.
Sales is an emotional rollercoaster. It tugs on our heart and wears on our minds.
However, to become truly fulfilled, we must act from a place of congruency.
To be congruent, who you are, what you say, and what you do must be aligned.
Please follow along with me on this one... Spend any amount of time in sales and you will have been faced with "what is right versus what is wrong" actions and behaviors.
When you find your heart and mind being pulled in opposite directions, or when your deeds collide with your thoughts; your body senses it and you start to experience the effects of incongruence.
Stress, inner conflict and disease thrive when congruence is threatened. I know you all get what I am cooking because we all have experienced it.
E.E. Cummings wrote,
"To be nobody-but-yourself — in a world which is doing its best, night and day, to make you everybody else — means to fight the hardest battle which any human being can fight; and never stop fighting."
My challenge to you... With trust and credibility constantly being questioned, you must practice congruency and lead your life in an authentic manner.
WHAT WILL YOU DO NEXT?
Someone who lives in congruence, will carry themselves in direct accordance with their vision, dreams, values, mission, beliefs and goals. They do not waiver from them whatsoever.
Will you be willing to carve out your own unique path paved by a deep understanding of yourself?
The road to self-discovery will unlock a treasure trove of opportunities. This could be one of the single hardest things you do, but the rewards are endless.
Reflect for a moment...
- What inspires you?
- What are your strengths?
- What's your personal mission statement?
- What are your core set of values?
Enhance your congruence by becoming mindful, careful and consciously observant of your words and actions.
To help with becoming congruent, develop the habits of:
- Thoughtful communication
- Self-awareness and reflection
- Accountability
Leading with congruency... Amazing things start to happen, and you notice:
- Your confidence soars.
- Your desire to make a difference becomes apparent.
- You start to feel a sense of calmness.
- Things start to fall into place with your sales career.
- Your client's start to notice.
When your actions match your values, it gives your clients and future clients the confidence that you lead authentically and act with integrity.
This alignment ensures that your decisions and behaviors are consistent and predictable, making you a reliable sales professional.
This also fosters a strong, positive reputation and enhances your credibility, which is mission critical for long-term success and loyalty.
I will leave you all with something to think about... does your walk consistently match your talk?
Dave Kahle is one of the world's leading sales authorities. He's written twelve books, presented in 47 states and eleven countries, and has helped enrich tens of thousands of sales people and transform hundreds of sales organizations. Sign up for his free weekly Ezine. His book, How to Sell Anything to Anyone Anytime, has been recognized by three international entities as "one of the five best English language business books.” Check out his latest book, The Good Book on Business.
SHOW SUMMARY
In this episode of the Selling From the Heart podcast, we dive deep into the essence of authentic salesmanship and effective time management. We feature guest Dave Kahle, a sales expert, who shares invaluable insights on boosting sales through strategic conversations and disciplined habits. Topics include the significance of planning, the power of preparation, and maintaining professionalism in sales. This episode is a goldmine for anyone looking to elevate their sales game in a trust-deficient world.
KEY TAKEAWAYS
Preparation is Key: Success in sales heavily relies on thorough preparation. Investing time in understanding your product, researching customers, and planning your interactions can significantly impact your performance.
Time Management: Effective time management is essential. Prioritizing high-potential accounts, setting boundaries, and maintaining a disciplined schedule can lead to immediate improvements in sales results.
Annual and Monthly Planning: Taking time annually to plan and organize your goals, and setting aside monthly reviews to adjust your strategies, helps maintain focus and direction.
Daily and Weekly Organization: Consistently organizing your daily and weekly activities ensures that you stay on track and maximize your productivity.
Respect for the Customer: Viewing your interactions from the customer's perspective and striving to make each engagement valuable builds trust and strengthens relationships.
QUOTES
"Half of your success in sales comes from the work you do when you're not in front of the customer."
"Invest your sales time where it will get the best return on investment."
"Preparation is not just about knowing your product; it's about knowing your customer and planning every interaction thoughtfully."
"In today's world, winging it is no longer an option. Respect your customer's time by being thoroughly prepared."
Learn more about David Kahle:
LinkedIn: https://www.linkedin.com/in/davekahle/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...
Website: https://www.sellingfromtheheart.net/
Get the New Book That Will Help You Sell More... Without Destroying Your Relationships and Reputation
https://sellinginaposttrustworld.com/...
Please visit Barnes & Nobles to order your copy of the rerelease of the Selling from the Heart book.
https://www.barnesandnoble.com/w/sell...
SUBSCRIBE to our YOUTUBE CHANNEL!
https://www.youtube.com/c/sellingfrom...
Click for your Daily Dose of Inspiration:
This Week in the Copier Industry 10 Years Ago
This Week in Copiers Ten Years Ago
First Week of June 2014
Real Copier Sales (10 Years Ago)
I always strive to bring us ways to make additional sales. Just the other day I had a call from a cousin who needs "x" amount of systems in, well let's say a place that's not in "my territory". Better yet, he's more than a thousand miles away. .......read more here
Check These Great Copier Threads from Ten Years Ago This Week
Konica Minolta South Africa's new print management solution reveals significant cost savings
Art Post ·
possibility of controlling access to multi-functional printers, print-based rules, mobile printing, print roaming, credit charging, detailed reporting and much more. When choosing YSoft SafeQ, users can look forward to significant financial savings, streamlined workflows within the printing environment and greater data security, while saving natural resources. "By deploying YSoft SafeQ, organisations can contain the ever growing consumption of paper, enabling them to align document management strategies
Topic
Konica Minolta Introduces PrintPath for SMB Customers
Art Post ·
Wed, Jun 04, 2014 15:20 EST Multi-featured Print Management Application Able to Manage Output, Track Usage and Recover Costs Ramsey, N.J. – June 4, 2014 – Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ) today announced the launch of Prism PrintPath™ for small- to medium-size businesses (SMBs) and organizations. Developed jointly with Prism Software, PrintPath enables SMB customers and K-12 schools to control the costs associated with printing and copying by regaining control
Topic
Nuance Equitrac 5.2 and eCopy ShareScan 5.2 Now Available for Konica Minolta bizhub MFPs
Art Post ·
RAMSEY, NJ --(Marketwired - June 03, 2014) - Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ) today announces new releases of Nuance Equitrac intelligent print management software and eCopy ShareScan document scanning and distribution software for Konica Minolta's award-winning line of bizhub® Multifunctional Products (MFPs - print, copy, fax, and scan all in one system). By supporting the latest releases of Nuance software solutions, Konica Minolta enables customers to
Topic
Konica Minolta Shapes Your Success With the Launch of New Flexible Digital PRESS
Art Post ·
and intuitive on-screen job editing capabilities to simplify work and speed output. The easy integration into existing offset workflows and the comprehensive range of in-line finishing options enable customers to meet complex demand and fast turnaround. Engineered with the most advanced office solutions technology and built with utmost care and intelligence, the new Konica Minolta bizhub PRESS range effectively raises the bar for digital printing, presenting a powerful option to digital print
Blog Post
Selling Copiers "What Would You Do"?
Art Post ·
I always strive to bring us ways to make additional sales. Just the other day I had a call from a cousin who needs "x" amount of systems in, well let's say a place that's not in "my territory". Better yet, he's more than a thousand miles away. After myCousin (Vinnie)and I exchanged the "how ya doins", we got down to talking about copiers. Speeds, feeds, cost per page, what program or app would like to scan to, are you using MS365, MS sharepoint, how about Docuware. When we finished, I was
Topic
Konica Minolta Acquires Copytronics Information Systems
Art Post ·
RAMSEY, NJ - Konica Minolta Business Solutions U.S.A., Inc. ( Konica Minolta ), today announced that it has acquired Copytronics Information Systems (Copytronics) , a business solutions dealership headquartered in Jacksonville, Fla., to further increase Konica Minolta's reach in Florida. Copytronics will continue to retain its current Florida locations in Jacksonville, Rockledge, Ocala, Daytona Beach and Winter Park, as well as its more than 85 sales, service and administrative staff. As a
Topic
Kyocera Document Solutions Named Official Printer and Copier Supplier to ISPS HANDA Ladies European Masters
Art Post ·
The Ladies European Tour is delighted to announce the support of KYOCERA Document Solutions UK Ltd as official printer and copier supplier to the 2014 ISPS HANDA Ladies European Masters. The event will take place July 3-6 at the prestigious Buckinghamshire Golf Club, London. Now in its third year, the ISPS HANDA Ladies European Masters is going from strength to strength. This year, the bar has been raised further with increased prize money of 500,000 euros and live television coverage over the
Topic
Konica Minolta Announces Major Releases of Dispatcher Phoenix Automated Workflow Solution
Art Post ·
and follow @KonicaMinoltaUS on Facebook , Twitter and YouTube . The following files are available for download: SamErrigo, Senior Vice President, Business Intelligence Services, KonicaMinolta Business Solutions U.S.A., Inc. Konica Minolta Contacts: Karen Harris Konica Minolta Business Solutions U.S.A., Inc. +1 201-818-3231 kharris@kmbs.konicaminolta.us Alicia Libucha Konica Minolta Business Solutions U.S.A., Inc. +1 857.205.0919 alibucha@kmbs.konicaminolta.us Rachel Reed Konica Minolta Business
Topic
IQ Logic, Leading Orange County Managed Print and Document Management Services Company, Named #1 Peak Platinum Partner by Xerox™
Art Post ·
specifically customized for each company environment." Mr. Mendicina added "On average, our clients achieve a savings of 30+% through our optimized post-deployment solutions." As a Managed Print and Document Services company, IQ Logic works with their clients to drop more profit to the bottom line through the implementation of Managed Print and Document Services as well as increased work flow productivity. "Large enterprise clients have fueled the growth and demand for Xerox products, as IQ Logic uncovers
Topic
Xerox Features Inkjet Technology in Newest Customer Center; Enhances Innovation Centers Worldwide
Art Post ·
in multiple languages and the latest graphic communications technology advancements, such as the Xerox Versant™ 2100 Press, expanded workflow capabilities and finishing applications areas. “The Gil Hatch Center is more than a product demo area; it’s a learning hub,” said Xerox customer Mark Serbin, president, Serbin Printing. “We are able to sit down one-on-one with peers and industry professionals to discuss challenges and goals – and that’s invaluable.” In the heart of New York City, Xerox’s
Topic
Epson Launches PrecisionCore Work Force Printer Lineup
Art Post ·
color prints, laser-sharp black and color text, and half the printing cost of color laser,” Epson said. Models WF-4630 ($299 suggested retail) and WF-4640 ($399), are both said to offer print-shop quality of high-resolution documents and graphics; ink cost savings of up to 50 percent over color laser; wireless and Wi-Fi Direct (for iPad, iPhones, tablets and smartphones) connectivity; print speeds of up to 20 ISO ppm (black) and 20 ISO ppm (color); versatile paper handling with 330-sheet capacity
Comment
Re: Selling Copiers "What Would You Do"?
Monte ·
What brand does your cousin want? Monte Jensen 415-286-1127 On Jun 4, 2014, at 2:34 PM, Print4Pay Hotel wrote:
Comment
Re: Selling Copiers "What Would You Do"?
Art Post ·
Originally Posted by Monte: What brand does your cousin want? Monte Jensen 415-286-1127 On Jun 4, 2014, at 2:34 PM, Print4Pay Hotel wrote: Monte: I've already figured something out, I was looking to hear from others as to that they would do, when they are faced with the same scenario. TY for wanting to help
Comment
Re: Selling Copiers "What Would You Do"?
Art Post ·
Originally Posted by Iris: Hi Art, Even if you could convince him by offering a different model, some sort of guarantee or whatever, the question you should ask yourself is what happens if the problems return. Would you really want to have that standing between you and your cousin? Iris Exactly! The point is they are limited to only one dealer for one brand and the scenario isn't going to work. Thus, what is a sales person to do? I'm not going to try to convince him that all will be well with
Comment
Re: Selling Copiers "What Would You Do"?
fisher ·
Sounds like you need to move to where your cousin lives and set up a copier company that gives good service. Cousin can be your first customer.
Topic
Canon Business Process Services Ranked One of the World’s Best 100 Outsourcing Companies for the Eighth Straight Year
Art Post ·
of FORTUNE ® magazine. About Canon Business Process Services Canon Business Process Services, Inc. is a leading provider of managed services and technology that enable organizations to improve operational efficiency while reducing risk and cost. Experts apply quality management principles and tools such as Six Sigma® to advance performance to a higher level. The company offers services including BPO, imaging, records and information management, print, mail and eDiscovery, and is an IAOP Global
Topic
Print Audit Announces the Top 100 List of Companies
Art Post ·
West McDonald, VP of Business Development for Print Audit. “We’ve put together a list of the Top 100 companies most likely to succeed. We think they have what it takes to lead the next big shift.” There were 5 key indicators Print Audit used to identify the Top 100 . Are you 1 of the Top 100 ? Visit www.printaudit.com/top100 to find out. “Based on the 5 indicators, you’ll know whether you’re on our Top 100 list or not,“ said Rob Thiessen, VP of Sales for Print Audit. “Print Audit is currently
Topic
Canon Solutions America Featured at Transform Global 2014 Event
Art Post ·
MELVILLE, N.Y., Jun 04, 2014 (GLOBE NEWSWIRE via COMTEX) -- Canon Solutions America, Inc., a wholly owned subsidiary of Canon U.S.A., Inc., today announced that Valerie Belli, Vice President of the company's Business Services Division, spoke at Transform Global 2014 , a revered printing industry conference developed by Photizo Group , held June 2-4, 2014, in Louisville, Kentucky. With more than 1,000 global attendees, Transform Conferences have spread across the globe, offering an
Topic
Altec Supports the Global Epicor Customer Conferences in Europe and the Middle East by Presenting Advanced Print Management (APM)
Art Post ·
fellow professionals, discuss common challenges and share solutions. Attendees will also hear future strategy from Epicor executives and be able to schedule meetings with Epicor product experts like Altec. Matt Muldoon, European Sales Director for Altec, will be showcasing Advanced Print Management (APM) as an innovative tool for Epicor customers to go paperless in manufacturing, distribution, retail and service organizations. The first conference runs June 2nd and 3rd at the Marriot Kungholme
Re: Ricoh to come out with dedicated envelope press
Art Post ·
that's what I'm hoping, the printer feeds envelopes very well and is very reliable. I hope that if Ricoh comes out with this, they have something similar to xante's software.
Comment
Re: Proposal Three (multiple xerox)
This proposal brings to light something I think some dealers are starting to do in select situations. We all know no one can make any money at $.0019 per b/w page, margin would be really skinny at $.0042. But, the color rate isn't really all that aggressive, at least not on comparable Ricoh gear. I think some dealers are starting to use black white as a loss-leader in order to capture profitable color pages wonder when this will become a more common practice.
Reply
Re: Question for those who work at multi-line Dealers
Konica Minolta and Copystar (Kyocera) here. Sort of a 50-50 split between the 2 for new equipment, but we also sell reconditioned Konica as well which is starting to be 70% of our business.
Reply
Re: Ricoh to come out with dedicated envelope press
msaeger ·
Maybe they are going to sell this thing. http://www.xante.com/product-i...h-enterprise-feeder/ I was at a customer that has one and they think it is awesome. I was really surprised since this is really just a workgroup printer and it doesn't have a very straight paper path. Part of what they really liked was the xante software driving it.
Topic
Found this Ricoh link today "Click2Learn"
Art Post ·
I like it, will probably give this out to customers http://ricohclick2learn.com/
Comment
Re: Proposal Two (mutliple xerox) proposal
Art Post ·
not sure what is wrong with this one, will try and trouble shoot
Reply
Re: Lease Rates to die for!!
Hello BLavey - There are many variables that can affect the rate factor (brand, model, special lease terms, etc), but I can give you a rough idea of what you may be looking at. 36 Month, FMV: .02716 - .0284 48 Month, FMV: .0222 - .0228 60 Month, FMV: .0178 - .0184 If you are a Ricoh dealer, I know that US Bank had some special rates that may be go as low as .02666 for 36 months. I'm not sure if these rates are still active. Additionally, if you are a Konica dealer, US Bank very recently had
Topic
OKI Data Americas Announces Compatibility of DocuWare Content Management Solutions With OKI Smart Multifunction Devices
Art Post ·
arts and production and specialty printing markets with the OKI proColor(TM) Series digital production printers. In addition, its Multimedia Production Platform category of production-quality A3 color devices meets a wide-range of graphic arts and commercial printing needs. Utilizing Genuine OKIâ® toner ensures consistent, reliable and high-quality output that maximizes performance. OKI Data offers a broad portfolio of products built to optimize managed print engagements. OKI Data Americas takes a
-=Good Selling=-
This Week in the Copier Industry 5 Years Ago
This Week in the Copier Industry 5 Years Ago
First Week of June 2019
Real Copier Sales
Has anyone run into Xerox sales reps quoting a lease using the phrase "Lease Minimum Payment"? What sort of hocus pocus is this? What sort of surprises would the customer get if they signed the lease? If there is a "Lease Minimum Payment", what is the "Lease Maximum Payment"?....more here
View These Awesome Copier Threads Below
Lead for Fleet of Copier, Scanners and Printers in Connecticut
see attached file
Topic
Konica Minolta targets new growth wave with AccurioLabel 230 launch
Art Post ·
. A built-in speed detector for media feeding also cuts paper wastage The AccurioLabel 230 has been built on the Konica Minolta highly acclaimed AccurioPress engine technology well known for its exceptional print quality and substrate compatibility. It is targeted at small- and mid-range segments and is suitable for label printers, print providers, brand owners, packaging companies and commercial printers. "The AccurioLabel 230 has been developed very much with customer interests in mind
Topic
Konica Minolta and All Covered Win Healthcare Cybersecurity Innovation Awards
Art Post ·
suite of healthcare security solutions demonstrate the organization’s dedication to providing innovative and comprehensive security solutions to address these issues and we are thrilled to recognize the company with two distinct awards for their efforts.” Konica Minolta and All Covered also offer compliance services and work with clients in the healthcare, education, government, legal, financial and manufacturing sectors. About Konica Minolta Konica Minolta Business Solutions U.S.A., Inc. is
Topic
How Copier Dealers Can Go To Market Faster Selling Managed IT Services
Art Post ·
How Copier Dealers Can Go To Market Faster Selling Managed IT Services Source: Taylor Business Group By Jim Hocking, Director of Sales at Collabrance Last week I participated in a webinar with Michael Cummings from Taylor Business Group to help educate Copier Dealers getting into Managed IT Services. More Copier Dealers are entering the Managed IT Services business at a rapid pace as a way to expand their business and revenue, so we teamed up to share lessons learned in the industry so you
Topic
Konica Minolta’s Brian Cupka Named as a Finalist for NJBIZ General Counsel of the Year Award
Art Post ·
Minolta Konica Minolta Business Solutions U.S.A., Inc. is reshaping and revolutionizing the Workplace of the Future ™ ( www.reshapework.com ) with its expansive smart office product portfolio from IT Services ( All Covered ), ECM, Managed Print Services and industrial and commercial print solutions.Konica Minoltahas been recognized as the #1 Brand for Customer Loyalty in the MFP Office Copier Market by Brand Keys for 12 consecutive years, and is proud to be ranked on theForbes 2017 America's
Topic
HP and Xerox Expand Business Relationship
Art Post ·
June 04, 2019 09:00 AM Eastern Daylight Time PALO ALTO, Calif. NORWALK, Conn.--( BUSINESS WIRE )--HP Inc. (NYSE: HPQ) and Xerox Corporation (NYSE: XRX) today announced an expansion of the companies’ business relationship. Xerox will source from HP certain A4 and entry-level A3 products with the majority running on Xerox’s award-winning ConnectKey® controller software, and Xerox will supply toner to HP for these and other products. The printers will be based primarily on the laser printing
Topic
Canon Appeals U.S. International Trade Commission’s Determination in Toner Cartridge Investigation
Art Post ·
TOKYO, May 31, 2019-Canon announced today that it has appealed the U.S. International Trade Commission's final determination terminating Investigation No. 337-TA-1106, which pertains to certain toner cartridges and photosensitive drum units sold for use in Canon and HP laser beam printers. Canon believes that the final determination was based on an overly narrow and legally erroneous construction of Canon's patents, and through this appeal the U.S. Court of Appeals for the Federal Circuit will
Topic
Ricoh Deepens Relationship with Amazon Web Services to Empower Digital Workplaces With Voice-Activated Technologies
Art Post ·
Ricoh announced RICOH Intelligent Voice Control, the result of working with Amazon Web Services (AWS) that delivers intuitive voice-activated controls for Ricoh’s intelligent devices, starting with its IM Series of intelligent multifunction printers (MFPs). A pilot program of these MFPs is currently underway at an Ivy League university, leveraging Amazon’s AWS Alexa for Business service combined with Ricoh’s Smart Integration Platform technology. Available summer 2019, the university community
Topic
PROS Launches Sales Agreement Management to Streamline Selling in Digital Era
Art Post ·
June 05, 2019 HOUSTON--( BUSINESS WIRE )-- PROS ® (NYSE: PRO), a provider of AI-powered solutions that optimize selling in the digital economy, today announced PROS Smart CPQ now with support for sales agreement workflows, enabling sales teams to manage the sales agreement lifecycle and quickly create, amend, and extend existing agreements with customers to accelerate the sales process across every channel – direct, partner, and eCommerce. With this update to PROS Smart CPQ, B2B organizations
Event
Ricoh INTERACT 2019
Topic
How long does it take for a printer to get delivered?
gap ·
Looking for info on how long i t takes for a printer/MFP to get from the distributor to the dealer. And any insights/feedback on the percentage of the time that the delivery is on time. Thanks, Lisa
Topic
Memjet sponsors European Label Forum
Art Post ·
. And as marketers get real-time market data on their products, they want to use that data to adjust their products — and the labels and the packaging that hold those products — in real time. “More and more, label converters are learning that digital printing technology helps to keep pace with today’s labeling demands,” Russell Boa, senior vice president at Memjet. “Digital printing technology enables printers to respond to last-minute changes and produce small print runs with the quality that
Topic
Ricoh Harnesses the Elastic Stack to Monitor and Detect Security Threats
Art Post ·
TOKYO--( BUSINESS WIRE )--Elastic N.V. (NYSE: ESTC), the company behind Elasticsearch and the Elastic Stack, announced at its annual Elastic{ON} Tour event in Tokyo that Ricoh is operationalizing the Elastic Stack to visualize and monitor two terabytes of logging data a day to watch for and react quickly to security threats across its global IT infrastructure. Prior to implementing the Elastic Stack, Ricoh’s infrastructure surveillance system wasn’t able to instantly link and detect anomalous
Topic
Japanese firms plan exit from China amid U.S. tariffs
Art Post ·
elsewhere. Casio Computer Co. has started work on a plan to transfer production of watches including its flagship G-Shock wristwatch, and musical instruments to Thailand and Japan from China. Casio estimates that the wristwatch business is expected to take a hit of ¥700 million due to the tariffs, and expects to halve that prospective figure by shifting its manufacturing bases. Ricoh Co., for its part, has decided to transfer production of its multifunction printers with copy machine, scanner and fax
Topic
Canon Named Among the 50 Innovative Companies To Watch 2019 for the Second Straight Year by "The Silicon Review" Magazine
Art Post ·
NEW YORK , June 5, 2019 /PRNewswire/ -- Canon Business Process Services (Canon), a leading provider of managed services and technology, today announced that for the second straight year "The Silicon Review" magazine has recognized Canon as one of the 50 Innovative Companies to Watch 2019. The publication selected Canon based on its ability to support its clients' digital transformation initiatives by offering a range of advanced services that leverage Canon's experienced team backed by Six
Topic
ArcDrive Delivers Converged Advance Capture, Intelligent Workflow and Managed Print Services
Art Post ·
FOR IMMEDIATE RELEASE Contact Greg Walters June 6, 2019 262-370-4193 or greg@grwalters.com ArcDrive Delivers Converged Advance Capture, Intelligent Workflow and Managed Print Services Oconomowoc, Wi. – Greg Walters Inc. today launched a new entry into the office technology channel that will revolutionize the MPS market for the independent dealer channel. ArcDrive is a self-contained, converged solution stack that will allow vendors to initiate or build out managed print services (MPS
Member
CMills
Blog Post
3 Key Things Sales Professionals Do To Humanize Their Prospecting Efforts
"Humanize your selling strategies. Learn everything humanly possible about everyone you do business with." Harvey Mackay We live in a world where humans are more connected to technology than ever before. With all of this technology comes an onslaught of information. This massive adoption of the internet and technology into our everyday business life has critically altered the sales profession. Granted technology has transformed how we sell, it’s also created some monumental gaps. When we over
Topic
NEW TCO TOOL for AgentDealer!
Art Post ·
The Sailor Group, Inc. NEW TCO TOOL for AgentDealer! Windermere, FL, Monday, June 3, 2019 - The Sailor Group has launched a dynamic TOC Analysis Tool in its tech leading CRM offering for the Office Technology Industry. AgentDealer built on the Salesforce™.com platform for seamless integration and automation. The NEW integrated TCO Tool is one of many advancements designed o maximize efficiency and productivity for managers and sales professionals. "Anyone who's ever spent the time collecting
Topic
Rumor has it that Heritage Business Systems NJ has been acquired by....
Art Post ·
by non other than XBS (former Global) Stewart in NJ. Heritage is resells Canon, Kyocera, KIP and Oce wide format. For the life of me I can't figure out why XBS would do this especially when XBS itself has farmed out most of admin services to HCL. Only thing I now is that I'll be on the phone tomorrow with Heritage accounts to break the news them. https://www.heritagebusiness.com/
Topic
"Lease Minimum Payment" Xerox
fisher ·
Has anyone run into Xerox sales reps quoting a lease using the phrase "Lease Minimum Payment"? What sort of hocus pocus is this? What sort of surprises would the customer get if they signed the lease? If there is a "Lease Minimum Payment", what is the "Lease Maximum Payment"? If I were a Xerox rep I'd be embarrassed to use that kind of language on a proposal. Anybody know what game they are playing now?
Topic
Excel Business Systems Improves Business Operation Through Office Equipment in Grand Rapids and Virginia, Minnesota
Art Post ·
a leading expert in the field, the company also provides Toshiba copier, multi-function printer, and standalone printer maintenance and repairs. The technicians at Excel Business Systems are all highly experienced and passionate professionals that take a lot of pride in their work. They also get the job done right the first time, every time, and their services come with their famous "3 or Free Service Guarantee". The technicians also possess a high level of skills and experience, and they bring
Blog Post
Imagined Possibilities take Investments
Art Post ·
be based on what should be and changes the means to the outcome of print, the Imaging Channel will face the same fate as the taxi industry, blockbuster, and fill in the blank. The innovation to the deliverable will come as an innovative process which includes the A4 MFP. The new process will change everything about the current customer engagement. These changes to the means will start with who initiates customer engagement and how that is accomplished, threatening old school selling strategies
Reply
Re: How long does it take for a printer to get delivered?
Art Post ·
HI Lisa, you should change the title on this copiers ans take out the printer, we may get more response that way. Also maybe a good survey to post up. @gap
Member
Andfax
Topic
VDMA ADDITIVE MANUFACTURING ASSOCIATION ORGANIZES CONFERENCE PROGRAM AT DRUPA 2020
Art Post ·
+print to this future technology. For the first time, the VDMA Additive Manufacturing Association will be responsible for the content and implementation of the ten-day lecture program. A total of 80 specialist lectures are planned, which will be spread over two two-hour blocks every day. Additive Manufacturing at the interface to printing and paper technology With a view to the trade fair’s target group, the focus will be on applications in printing and paper machinery manufacturing as well as
Topic
DocuWare Hosts Successful 2019 DocuWorld Partner Conferences in Mallorca and Las Vegas
Art Post ·
gaining technical knowledge and sales inspiration. Over 800 participants from 44 countries came together to learn, network and share information. Record attendance numbers reflect both the growing DocuWare partner community and the high educational and networking value returning partners gain from these conferences. Keynote speakers and company co-presidents, Dr. Michael Berger and Max Ertl opened both conferences. Ertl shared sales, marketing and financial results, along with sales targets plotting
Topic
Ricoh Wide Format is okay but...
Art Post ·
Just noticed today that the Ricoh MP W6700SP is coming up on the three year anniversary of it's launch. The MP 6700SP has proved to be an awesome device and helping with upgrading many of the older W3601's. Lately, I'm seeing a shift in needs for wide format. More and more users are asking for color wide format and they really don't want ink based devices (except for the HP Pagewides). The CW2201SP is great but has some limitations. Would really like to see Ricoh partner with memjet and develop
Comment
Re: Imagined Possibilities take Investments
Art Post ·
Ray's blog is right on time with the recent news of HP Xerox partnership along with # DAAS
Reply
Re: Rumor has it that Heritage Business Systems NJ has been acquired by....
gap ·
My theory is that Xerox is further investing its dealer channel in advance of being acquired (potentially by HP). This would help increase the value of Xerox in HP eyes as HP's interest in acquiring Xerox is largely based on Xerox's dealer/reseller networks.
Reply
Re: How long does it take for a printer to get delivered?
Art Post ·
Our corp in PA, and also a large Ricoh warehouse is close by. In most cases we're picking up equipment daily. As long as it's in stock 2-3 days at most.
Topic
Doc.It Advances Accounting Firm Automation with DocuSign eSignature Software Integration
Art Post ·
integration of Doc.It products with DocuSign is designed to save firms hundreds of hours of administrative effort and reduce the significant cost of printing and processing traditional signatures by their clients,” said Kevin Murray, president of Doc.It Inc. “The Doc.It partnership with DocuSign aligns with our goals to help the accounting industry offer a seamless experience for their own clients, while increasing firm productivity and profitability.” Firms already using DocuSign can implement
Topic
BTA’s ProFinance 3.0 to Be Held June 19-20
Art Post ·
definitely be useful. As I am personally new to management, I picked up tips that I can use to set the right tone with my coworkers.” — Miranda Toll, Digital Office Systems Inc., Wichita, Kansas • “The most helpful information was on sales management, the insight into running a successful business, MPS strategy and a realistic approach to MPS. I enjoyed the additional coaching on running a successful sales team. Thanks.” — Stuart Fratkin, Copier Headquarters Inc., Woodland Hills, California For
Comment
Re: I Had an Awesome Day and Didn't Sell A Copier aka Print Device
Art Post ·
Thanx Jeff Right, the writing does help. 13 years is a long time
Reply
Re: Rumor has it that Heritage Business Systems NJ has been acquired by....
Art Post ·
Someone is gonna make some big bucks when HP plus the trigger
Reply
Re: "Lease Minimum Payment" Xerox
Art Post ·
I haven't run across a Xerox quote in ages. Can anyone else help Fisher with this?
Topic
Securonix Launches Global Managed Security Service Provider (MSSP) Program
Art Post ·
Nitin Agale, SVP, strategy and marketing at Securonix. “Our goal with the MSSP partner program is to further accelerate our growth and be the market leader in SIEM globally.” Securonix MSSP Partner Quotes “Over the past years we have been working closely withSecuronix. They have demonstrated a complete commitment to us and our clients to provide the best results and levels of quality expected from a firm like Deloitte,” said Juan Santos, partner, Deloitte Spain. “Our solid relationship is the
Topic
ArcDrive Announces Strategic Partnership with TonerCycle/InkCycle. Denoting TonerCycle/InkCycle as a Premium ArcDrive distributor
Art Post ·
automatic supplies fulfillment software, ArcDrive is a small box that can be attached to a network or used as a standalone workstation, and provides SharePoint or hybrid storage on the device or through the cloud. ArcDrive’s MPS component allows dealers to seamlessly service clients with automatic toner fulfillment powered by TonerCycle/InkCycle. “Since 2009, I’ve promoted managed print services as a bridge to managed IT and, ultimately, managing the Internet of Things,” said Greg Walters, the
Topic
vCom Names IT Spend Industry Veteran John Adams as New VP of Customer Experience
Art Post ·
with sales with the goal of increasing adoption, retention, and engagement of vCom’s software and managed services. Prior to joining vCom, John worked for Calero, a large IT spend management provider. There, he led the team responsible for sales support and client relationship management. He also oversaw inventory management, contract management, expense management, bill pay services, and other operational functions. Prior to Calero, John led the technology expense operations for Manage Mobility, a
Today's Hacked!
Hacked!
5/29/2024
Ticketmaster Data Breach
Ticketmaster Data Breach
What Does Possible Ticketmaster Hack Mean for 560 Million Customers' Info?
Ticketmaster reportedly hacked, potentially exposing the data of 560 million customers......Read more
Other Notable Hacking Incidents
Cybercriminals Hacked 15 Financial Firms for $15 Million Over 2 Years
Three men from Massachusetts, Brooklyn, and Atlanta charged for hacking financial firms......Read moreNearly 44K Impacted by First American Hack
Title insurance provider First American Financial Corporation had 44,000 individuals' information compromised......Read moreAfter Cyberattack, Christie's Gives Details of Hacked Client Data
RansomHub claims responsibility for hacking Christie's and compromising client data.......Read more
-=Stay Safe=-
Lead for Fleet of Copiers (Muni)
see attached file
Today's Hacked!
Hacked
5/28/2024
Sponsored by
Recent Hacking Incidents and Cybersecurity Concerns
Spyware App pcTattletale Hacked: Victim Data Potentially Leaked
A hack on the spyware app pcTattletale has raised privacy concerns after potentially exposing victim data.....Read moreCyberattack Reportedly Hits Spyware App pcTattletale
pcTattletale claims to have been hacked by a threat actor who exposed the app's data.....Read more
High-Profile Data Breaches
Auction House Christie's Hacked by Gang Suspected of Russian Ties
Christie's confirmed a hack by a gang possibly linked to Russia, affecting half a million clients......Read moreYahoo Says All 3 Billion Accounts Hacked in 2013 Data Theft
Yahoo revealed that all 3 billion of its accounts were compromised in a 2013 data breach......Read more
Ransomware and Cyberattacks in Healthcare
- Ascension Staff Petition for Safety Amid Ransomware Attack
Ascension employees petition for safety measures following a ransomware attack disrupting patient records access......Read more
Social Media Hacks
- Pro-Trump Social Media App Hacked on Launch Day
Jason Miller's pro-Trump social media site was briefly hacked, affecting half a million users......Read more
Corporate Data Breaches
RansomHub Hackers Claim Client Data Theft in Christie's Cyberattack
RansomHub claims to have stolen client data, including personal information, from Christie's auction house......Read moreABN Amro Bank Suffers Breach After Supplier Hack
ABN Amro Bank experienced a data breach following a hack at one of its suppliers......Read more
Personal Hacking Incidents
- Erling Haaland Caught in Bizarre Hacking Incident
Manchester City striker Erling Haaland was involved in a hacking incident where Fluminense falsely announced his transfer......Read more
Tips and Warnings on Device Vulnerability
- 5 Dead Giveaways That Your iPhone Has Been Hacked
Privacy experts outline signs that indicate your iPhone may have been hacked......Read more
Legal and Arrest Updates
- American Who Hacked T-Mobile in 2021 Arrested in Turkey
An American hacker indicted for unauthorized access to T-Mobile systems in 2021 has been arrested in Turkey......Read more
Celebrity and Public Figure Hacks
- Caitlyn Jenner Involved in Crypto Scam, Not Hacked
Caitlyn Jenner was not hacked but involved in a controversy surrounding a meme coin launch......Read more
Cryptocurrency and Social Media Account Hacks
- 3 Celebrities Fall Victim to Account Hacking While 5thScape Attracts Crypto Whales
The X account of GCR, with over 247,900 followers, was compromised and used for promotional posts.......Read more
-=Stay Safe=-
Lead for Fleet of K12 Copiers
see attached file
Lead for MPS & Copiers
see attached file
Staying Thirsty: The Best Strategies for Growing Sales.
"The desire of knowledge, like the thirst of riches, increases ever with the acquisition of it."
Laurence Sterne
The above mentioned quote suggests that both the pursuit of knowledge and the pursuit of wealth are driven by an insatiable desire and appetite that grows stronger the more one acquires it.
In other words, gaining knowledge or riches only fuels a greater hunger for more.
This analogy suggests that the drive for improvement and acquisition is a self-perpetuating cycle, where each new piece of knowledge or wealth leads to a deeper craving for further accumulation.
The best of the best, the well-disciplined sales professionals - I believe, it's part of their job to routinely evaluate themselves, and solicit feedback on themselves, as they hold themselves radically accountable in how they apply all of this.
Sales is competitive. It's not for the weak at heart. The highs are high, and the lows are low.
There's a massive difference between a sales rep and a sales professional when it comes to their thirst for growth.
Some may say the difference lies in their competitive inner drive.
This begs the question... What are you doing to continually get better?
Sales professionals:
- They constantly work on their mindset, heart set and skillset.
- They are locked in on their goals.
- They have relentless determination.
- They have uncompromising discipline.
- They have a huge desire to outperform their best and others’ best.
“Feedback is a gift. Ideas are the currency of our next success. Let people see you value both feedback and ideas.”
Jim Trinka and Les Wallace
When you hear the word feedback, how does this make you feel? Be honest. Many of us cringe.
When you become are aware of your reaction to feedback and work on making a habit of incorporating constructive feedback to improve, it soon becomes easier to handle.
Proactively seeking out feedback is a key indication of a continuous learning mindset.
Just as currency facilitates transactions and stimulates economic growth, ideas drive development and your future success.
Are you creating an environment for yourself where continuous learning and innovation are placed on a pedestal?
What separates sales professionals from sales reps?
It's their passion, insatiable and thirst-quenching appetite for feedback, learning and how they put all of this into action.
Allow Proverbs 15:14 to sink in for a moment:
"A wise person is hungry for knowledge, while the fool feeds on trash."
STAY THIRSTY FOR CLIENT KNOWLEDGE
If you fail or struggle to continually find out what your clients think about you and your service experience, you'll never be able to give them the best experience they rightfully deserve.
It's their opinions about the experience they have with you that becomes helpful to use so you can adjust your support to fit their needs more accurately.
Insincere and canned survey emails soliciting feedback doesn't cut it. And lord knows you know what I mean because many of you are sending them out right now.
To truly serve your clients is to listen to them.
Sales professionals intently listen to their clients' voices through consistent and constant feedback. They treat their clients like royalty, providing everything to match their wants, needs and desires.
I ask you:
- How do you know if what you're doing is working?
- How do you know if your clients are happy with their experiences or with you?
- What do they like and dislike?
- How well are you keeping up with what's going on inside their company?
Sales professionals quench their thirst with client feedback.
Feedback is the breakfast of sales champions. They quench their sales thirst with meaningful and heartfelt feedback.
The best thing you can do is to go to your clients and get feedback.
"When you give your buyers feedback, you are giving them a gift. In turn, they'll understand what works and what doesn't work in your interactions. When you seek and respond to feedback from your buyers, you differentiate yourself, set an example, and make it easier for them to hear your suggestions."
Deb Calvert
You must be willing to look for honest, candid and sometime uncomfortable feedback from your clients.
Sales professionals know this makes them better. To get great feedback, one must become vulnerable and shall I say, surrender.
QUENCH YOUR SALES THIRST WITH A CUP OF COURAGE
"You will never do anything in this world without courage. It is the greatest quality of the mind next to honor."
Aristotle
To succeed in sales, you need to be innovative, creative, and open to change. All these areas need courage.
Furthermore, this involves continuously pushing the boundaries, taking calculated risks, and embracing the unknown.
Overcoming challenges or set backs, gaining new clients and even selling more to current clients, requires that you dig deep.
Reflect on the following Theodore Roosevelt quote,
“It is not the critic who counts; not the man who points out how the strong man stumbles or where the doer of deeds could have done them better. The credit belongs to the man who is actually in the arena, whose face is marred by dust and sweat and blood; who strives valiantly; who errs, who comes short again and again, because this is no effort without error and shortcomings; but who does actually strive to do the deeds; who knows great enthusiasms, the great devotions; who spends himself in a worthy cause; who at the best knows in the end the triumph of high achievement, and who at the worst, if he fails, at least fails while daring greatly, so that his place shall never be with those cold and timid souls who neither know victory nor defeat.”
How can you take your sales career to the next level?
Simple, courageously asking for feedback will set you free.
It's the feedback you get from a cross section of your clients that will provide the avenues to grow relationships, grow yourself and grow your referrals.
Here's a suggestion, place your clients into three buckets. Sort your clients by...
- You love them and they love you.
- Challenging.
- Middle of the road clients, ones you just don't hear much from.
The best place to start gathering feedback is from those clients who have been placed in the "middle of the road" bucket.
Why? You may not see them on a consistent basis, and you may tell yourself, all is well but in actuality they may become vulnerable to a hostile takeover. It's this feedback that becomes golden to your sales growth.
You must be willing to quench your sales thirst with feedback. Your clients are the best source of help. You must be willing to ask.
Allow this verse from James 4:2 to sink in for a moment:
"You have not, because you ask not."
STAY RELATIONALLY THIRSTY
The opportunities for growth inside your client base are ginormous.
I'm quite confident that you've established some kind of a relationship, but the question becomes, how credible is the relationship?
The consummate sales professional digs in and asks...
- What can I be doing differently?
- What can I be doing to improve or enhance the experience I provide to you?
- What can I be doing to help you do better business?
I'm asking you to rock the boat on this one because a comfortable mindset with your clients is a terrible thing to waste.
Success breeds complacency and mediocrity.
Think of all your competitors circling your clients just waiting for the right moment to reel them into their establishments of paradise.
YOU MUST STAY THIRSTY
The client comfort zone as well as your own is a terrible place to be in. You will be amazed what you learn outside this zone.
When you and your clients take risks and face challenges together, it only can strengthen your relationship.
These shared experiences and overcoming difficulties build trust and a deeper connection, fostering a more collaborative and productive partnership.
Imagine for a moment that your smack dab in the middle of the Sahara Desert.
You've been wandering aimlessly for hours, you're tired and thirsty. Suddenly you come across a watering hole or is it a mirage, a figment of your imagination.
Investing in your client relationships shouldn't be a mirage.
I encourage you to fill up your pipeline with client feedback and stay thirsty my friends.
James Muir is the founder and CEO of Best Practice International, known for his expertise in sales with a 30-year career that spans from individual contributor to executive VP. As the bestselling author of "The Perfect Close," he focuses on simplifying complex sales processes. Muir has a significant background in healthcare, having worked with major names in technology and healthcare, such as HCA, Tenet, Catholic Healthcare, Banner, Dell, and IBM. Beyond his professional life, Muir is passionate, enthusiastic, and enjoys incorporating fun into his work. He is also a dedicated lifelong student of sales, an accomplished guitarist, an organic chemistry enthusiast, and a fitness buff. Residing in the mountains of Salt Lake City with his wife and two sons, Muir embodies a well-rounded and vibrant personality.
SHOW SUMMARY
In this episode of the Selling From the Heart podcast, we welcome sales expert and author James Muir. We dive deep into the challenges of dealing with stalled sales and discuss actionable strategies from James' new book, "Unsticking Deals." Listeners will gain insights into diagnosing the root causes of stuck deals and learn practical methods to keep their sales pipelines moving. Whether you're a sales professional struggling with deal closures or a leader seeking to optimize your team's performance, this episode is packed with valuable advice to help you navigate the complexities of today's sales environment.
KEY TAKEAWAYS
Sincerity and Integrity in Sales Environments: Throughout the discussion, the importance of sincerity and integrity in navigating modern sales environments is emphasized. By prioritizing these values, sales professionals can build trust and credibility with clients, ultimately driving long-term success.
Alignment with Client Priorities: The conversation stresses the significance of aligning sales propositions with client priorities. By understanding and addressing client needs, sales professionals can build stronger relationships and drive successful outcomes.
Reengaging with Silent Clients: Muir outlines innovative messaging strategies for reengaging with silent clients. By leveraging these strategies, sales professionals can reignite communication and rekindle interest from clients who have gone silent.
The 'Muchness, Soonness, and Sureness' Framework: Muir introduces the 'muchness, soonness, and sureness' framework for comparing sales options. This framework helps sales professionals prioritize and align sales propositions with client priorities effectively.
QUOTES
“If your intention is just to help them, then you can go into every single encounter, just enjoying yourself, having a great experience.”
“We have to bring intentionality to the forefront, and if we can bring that good thing start to happen.”
“It's about transforming the way you sell by being authentic, real, and trustworthy in every interaction.”
"Trust has always been everything in sales, but boy, it's hard to get trust. It's hard to build it. It's hard to keep it.”
“You can compare them based on sureness... Even if you're not the top priority... you can still position your solution as becoming a no-brainer”
Learn more about James Muir:
LinkedIn: https://www.linkedin.com/in/puremuir/
Learn more about Darrell and Larry:
Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevi...
Website: https://www.sellingfromtheheart.net/
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