MFP Solutions Top Ten Copier & MFP Blogs for May 2013

MPF Solutions Top Ten Copier and MFP Blogs for April 2013  still tops the list every month for the last three months. That one blog now has close to 10,000 page views! 

Here's an note for all of you that are about to get a new sales position, make sure you get everything in writing, as a matter of fact when you're asked to sig a non compete, make sure you have your own contract in hand for your prospective employer to sign. Heck if they state you have to sign a non compete then I say you have the to tell them they have to sign a "what I expect from xyz company". 

		10 Awesome Tips for a Great MFP/Copier Demo   954 3D MFP Printer/Copier/Scanner "Ready for Prime Tim...   336 10 Things Might Not Know About Digital Duplicators...   286 8 Tips from Selling Copy Machines in the 80's   261 New Ricoh MPC8002 & MPC6502 Sneak Peek   258   Scan2Cloud Solution the Alternative to eCopy   218 7 Tips to Help Win Net New Competitive Copier & MP...   216 Growth Opportunities for Wide Format & The PEiR Gr...   198 How Can You be the Best at MPS, MFP, MNS?   178 Photizo Transform 2013 Wednesday Roundup -=Good Selling=-                                                       -=Good Selling=-

10 Things Might Not Know About Digital Duplicators

Every so often it seems I'm back on the duplicator band wagon for awhile.  For years I was only able to sell the Ricoh Priports, let me stop here for a moment. 

What does Priport mean or what possessed Ricoh to choose the name Priport?  If I had to choose a name for a hi speed duplicator I would have chosen something like DocuPress, Image Print or DupliPress many years ago.

In the last few months I've been able to learn more about the Riso Duplicators, and while my heart is still with the Ricoh Priport there are some awesome features with some of the Riso Duplicators. 

• The first true digital duplicator was developed

Looking for MFP & Copier Leads in All The Right Places

I've borrowed a few lines from a blog I did about three years ago in reference to finding leads and then updated with a few new ones for everyone. 

Have you ever heard of the "three foot rule"?  It means that whenever you get within three feet of someone you should be talk solutions/MFP's or even how do you do this or that.  It sounds kind of lame, but you need to sneak it in somewhere.  I could have the worst week, month or even quarter however I always look at it that I never know what tomorrow will bring me, it's inevitable that continued prospecting will always generate new opportunities that you were not counting on.

Over the years, I found leads I've generated opportunities because I always ask myself how did they print this or make it look this way.  Here are 5 opportunities that came my way over the years.

1) The first one was a paper store; I had to buy specialty paper to run some print samples for a client. As I was making my purchase, the clerk printed a sales order/sales receipt on a dot matrix printer with pre-printed three part carbon less paper.

It clicked; I asked the clerk why do you print these like this? He just gave me a dumb look and stated "cause that's the way the boss does it", okay I thought. I then asked for the owners name and the best time to contact him. Done, it's a lead and a solutions lead at that. Pre-printed carbon less forms can run as high as .25 cents each or higher. Now it's just a case of finding out how many forms are printed each and every month to make a viable ROI presentation.

Print4Pay Hotel Weekly MFP Industry Threads

What's in it for Me? Take a peek at the P4P Value Page, 103 premium members are now on board getting leads, rfp's, rfq's, unlimited access to all of the forums and access to my secret stuff!!

P4P Value Page get access to all forums, rfp's, rfq's, proposals, quotes, and leads! pssst! We've now linked and uploaded leads, RFP's and RFQ's for more than 1,300 systems in the past three months!


Please take the time think about a Premium Membership, not only do you get access to all of the forums, but your contribution keeps the site running!

A recent post from a P4P Hotel Premium Member "As a premium member, we have received a few leads and the best part is that these are better qualified leads. They still need the same amount of work and follow up - but just one sale covers for a few years of premium membership.So, if you want your competition getting more leads, do not sign up."

We've added New Content to our P4P Document Library! Every week, I'll be uploading a new files or documents that I've used for research, quotes, pricing or marketing pieces!!

Please support our Advertisers Polek & Polek, Lucas Distributing, Print Audit, Cybercon Services (Dealer Consulting Service), Ratio

Recent Blogs of Note
Canon's Most Excellent Event! "TWIC NOTES"
Cashing in with MFP Solutions
Business Process Automation "Why You Should Be Selling It"
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Why Sales Goals and Diets Don't Work


Interesting P4P Forum Threads
Serious New Stuff from Ricoh!
Weekend MFP Notes from 9/5/10
A3 vs A4 Competitive Workbook Document
Rumor has it.....
Canon U.S.A. Showcases Paperless Innovations Utlizing Nuance


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Marketshare
A4 Page Volumes
"How Cool is this"? Digital Pen Printing Solution "Video"
"New Poll" First time New Appointments
"New Poll" MIF Upgrade versus New Logo sales
"New Poll" What's Your Average Lease Sale?

New Leads, RFP's & RFQ's Uploaded!
60ppm Copier RFP in PA!
Copier Lead for 2011 in Utah!
Community College rfp for 29 plus copiers
City Copier and Printer RFP for Colorado "due 9/16/10"
The "Blank" County Board of Commissioners met
REQUEST FOR PROPOSALS (6) Copiers
Central PA Copier RFP
PRE-PROPOSAL CONFERENCE Multifunctional Digital Equipment





The Print4Hotel Team

Selling Copiers "Ask Art" Digital Duplicators Not Dead Yet!

I had this email from someone who read one of my posts on Print Planet.  Thought I would share this and also comment on the HQ9000.  Enjoy!

Good afternoon,



I have reviewed your comments on Print Planet and searched the reviews and am very interested in the unit. I am a single operator print shop. My son was operating my offset presses and now has moved onto a better paying job with better benefits. My husband, who founded our company, has many health issues and is not able to back up on the presses. Since I do not have a full time position for a press operator, I am at a real handicap and am looking for something more efficient and cost effective. My concern is the quality of print for text and screens (grayscales) in comparison to the offset press. We run about 15-20% 2-Color work and the rest as black only. We do a lot of Letter, Legal, Tabloid and NCR as well as a lot of envelopes with stock consisting of 20# Bond, 24# Bond, 60#, 70#, & 80# offset, carbonless, and 24# Envelopes from A-2 to #12. On the 2-color is the registration pretty accurate as well as the registration on 2-sided card stock (110# Index)?


I will do more research on your product.


If there is anything else you can offer me for advice and direction, it will be greatly appreciated. I now run (2) Ricoh printers. I have the AP3850C (about 8 years now) and recently purchased the Ricoh CL3500N. The AP3850C is having some color quality issues plus does not have the speed for smaller run booklets of 8-1/2 x 11 size. I was presently looking at the Xerox 7655 but was very concerned about the cost and consumables and efficiency so looking at other options. I am looking to have something in place within the next 2 weeks. We do have the Mac G3 (with OS 9.2) and a Mac G4 (with OS 10) as well as standard Windows XP and believe it or not the Win98.


I do look forward to hearing from you.


Thanks for your time and consideration!
 
My Response
 
As long as you have the PSIII print option you'll be able to control the dot size for the halftones. Everything else including envelopes and NCR should run very well!


There is a two color option called the TCII, that system will run two colors in one pass and will give adequate registration for printing in two colors.

I've had print shops run up to 12 point stock in the system with no issues. Keep in mind that this system has a press roller similar to a printing press. The only maintenance required on the unit is a feed roller to be replaced every 250k or so. I recommend the HQ9000 since it is 600 dpi and the HQ7000 is only 400dpi.

The cost of the consumables is very inexpensive, based on runs of 500 or more expect to spend .002 for black ink and then the cost of the master (plate), which I think is under $1.00. There's no heat, no pressure, to fix the image thus there are no consumables other than the ink and the master (plate), the image cylinder (drum) is designed for 1 million impressions and will cost around $1,200 to replaced or $600 or so to refurbish with a new screen.

You can't run coated stock, the ink just can't set up on that that of stock. Otherwise you can run almost anything and everything through the unit. As far as a maintenance agreement on the system, that's up to you, my recommendation is to take the 90 days parts & labor and see how the system runs. Odds are you'll see that one is not needed.

Each color requires a dedicated image cylinder (drum), one black comes with the system and most of my printers have a total of three on hand, reflex blue, red and black. You can get other colors but you'll need another drum for each one. Ink has a shelf life of about one year also.

Basically, you and I have the most concerning eye when it comes to quality of prints, the HQ9000 does an excellent job, it's not offset, however it's pretty darn close and your client will not be able to tell the difference in probably 85% of the media that you print.

You can't go wrong the system is easy to use, easy to maintain and does not require much service except for a cleaning every now and then.

-=Good Selling=-

PS  Digital Duplicators are a great fit for a print shop, especially since Pressman are getting harder to find.  I placed a call to a print shop the other day and they asked me if I knew of any pressman that could come in and run a job for them.  I offered up a trial on the duplicator, they passed, I guess they were afraid that they may buy something that could really help them out, save them countless hours and get jobs out quicker instead of finding a fly by night pressman!

8 Duplicating Duplicator Tips for Ricoh

With a recent flurry of duplicator sales, wow it was probably two years since I sold my last duplicator!  I've been thinking of ways to improve or market Ricoh duplicators.  Here's 5 tips about changes that I would make to Ricoh's HQ 9000.  Just so everyone knows the Ricoh HQ 9000 is the flagship of the line and has the highest dpi setting, although they don't state 600x600 it's very close and the system has awesome print quality.  here we go!

1.) Add a duplex unit to to the system so it will auto print or copy two sided on letter size.  (Ricoh has the duplex feature in the DX4640PD, however this is only a 400x400 dpi system.)

2.) Increase the paper feed weight to110lb cover.

3.) Bring back an optional high capacity feeder and stacker (3,000 in and 3,000 out), especially with the feeder one that will allow you to load paper or envelopes on the fly with a top down feed system.

4.) Make Adobe PSIII a standard feature and not an option.

5.) Add a cover for the paper feed tray to help eliminate damp paper, and contaminates from entering the system.

6.) Add an optional hi speed scoring and perforating system to create tent style business cards, occasion cards, and or tickets.

7.) Add an optional hi speed inkjet print head for variable data or numbering.

8.) Certify the system for printing onto Pressure Seal paper.

What's the purpose of all of these enhancements?  Well duplicators are not dead yet, problem is that there's no creative thinking going on!!!!  Ricoh has a system called the TCII, basically this system prints two colors in a single pass and they've had this for years. So, why did they not ever design a TCIV with 4 drums units for four color (full color) work??? Duplicator engineers need to get off their butts and back on the street with sales people and find out what's needed in the field and what customers needs are.  Low cost digital printing at hi speed is the ticket!

 With the 8  additions the HQ9000 can become a powerhouse solution in any print shop (whether large or small), any Direct Mail business and can also break into many backroom print applications along with CRD's. 

All of this is easy, there's no rebuild of the system, the hardest part maybe the software and the inkjet print head, but what you've got is powerful, reliable, good quality digital print system that can span many different markets, applications and could offer additional solutions to increase clicks.

The coup de grâce would be to change the name of the system from Priport. I'd love to meet the dam genius that adopted that name! Get rid of it, retire it, times change, needs change and change the name of the system to something like DocuPrint, DocuPRESS, imagePRINT or something is that nature!

Just another hint, come to market with a TCIV and kick some real ass in the digital print market.

Check this third party link out Ink jet addressing with duplicator
-=Good Selling=-

Print4Pay Hotel Weekly MFP Industry Threads

What's in it for Me? Take a peek at the P4P Value sPage, 103 premium members are now on board getting leads, rfp's, rfq's, unlimited access to all of the forums and access to my secret stuff!!

P4P Value Page get access to all forums, rfp's, rfq's, proposals, quotes, and leads! pssst! We've now linked and uploaded leads, RFP's and RFQ's for more than 1,300 systemsin the past three months!


Please take the time think about a Premium Membership, not only do you get access to all of the forums, but your contribution keeps the site running!

A recent post from a P4P Hotel Premium Member "As a premium member, we have received a few leads and the best part is that these are better qualified leads. They still need the same amount of work and follow up - but just one sale covers for a few years of premium membership.So, if you want your competition getting more leads, do not sign up."

We've added New Content to our P4P Document Library! Every week, I'll be uploading a new files or documents that I've used for research, quotes, pricing or marketing pieces!!

Please support our Advertisers Polek & Polek, Lucas Distributing, Print Audit, Cybercon Services (Dealer Consulting Service), Ratio

Recent Blogs of Note
Canon's Most Excellent Event! "TWIC NOTES"
Cashing in with MFP Solutions
Business Process Automation "Why You Should Be Selling It"
Ricoh HQ Duplicator on Steroids w/Envelope Feeder
Why Sales Goals and Diets Don't Work


Interesting P4P Forum Threads
Serious New Stuff from Ricoh!
Weekend MFP Notes from 9/5/10
A3 vs A4 Competitive Workbook Document
Rumor has it.....
Canon U.S.A. Showcases Paperless Innovations Utlizing Nuance


Most Viewed P4P Forum Threads
Marketshare
A4 Page Volumes
"How Cool is this"? Digital Pen Printing Solution "Video"
"New Poll" First time New Appointments
"New Poll" MIF Upgrade versus New Logo sales
"New Poll" What's Your Average Lease Sale?

New Leads, RFP's & RFQ's Uploaded!
60ppm Copier RFP in PA!
Copier Lead for 2011 in Utah!
Community College rfp for 29 plus copiers
City Copier and Printer RFP for Colorado "due 9/16/10"
The "Blank" County Board of Commissioners met
REQUEST FOR PROPOSALS (6) Copiers
Central PA Copier RFP
PRE-PROPOSAL CONFERENCE Multifunctional Digital Equipment





The Print4Hotel Team

Ricoh HQ Duplicator on Steroids w/Envelope Feeder

I just ran across a thread on the net in reference to someone needing additional information about a Ricoh Digital Duplicator and if that system was capable of printing envelopes. I've had Digital Duplicators in print shops for a number of years and all of these printers are using these to print envelopes along with various other documents.

The Ricoh HQ9000 is capable of stacking about 100 envelopes and you can print to the device with either a PC or MAC. The one draw back is that you can only print single color envelopes, but the quality and reliability is awesome. At 150 pages per minute, you really have to baby sit the duplicator,  if you're doing runs of 500 - 10,000, again the feeder only takes 100 envelopes or there about. Cost? jesh....cost has be something like .0001 when you are doing runs of 1,000 or more.

Anyway, back to the thread about the envelope feeder on the duplicator. Take a look at the video from straight shooter, they have a device that will work with the Ricoh HQ9000 for long runs.

-=Good Selling=-

How 2 Sell Digital Duplicators in the Print4Pay Market!

Cold calling, nine times out of ten the owner is always somewhere in the shop and 50% of the time you may have the chance to met him or her on the first cold call.

Once you have the name of the owner or the buyer, (keep in mind this is all you want too accomplish on the first call) and a good look at the equipment that he is using, you'll want to create a dedicated mailing list for P4P. I will then send them a direct mailer every three months and follow up with an in person call every three months or every month if you think you have peeked their interest.

I have four different mailers that I use for P4P and will alternate them each and every month for the a quarter and then start over in the next quarter.

If you have half tone samples from your HQ 9000, make sure you are putting a sample of the half tone along with your mailer.

Investigation:

The rest of this blog is posted on the Print4Pay Hotel forums, if interested become a member by click anyone of the Print4Pay Hotel links. In a week or so, I'll be publsihing my second book titled "How 2 Sell Digital Duplicators in the Print4Pay Market.

=-Good Selling=-

Duplexing Duplicators, Rise of the “Green” RICOH DX 4640PD Duplicator.

Duplexing Duplicators, Rise of the “Green” RICOH DX 4640PD Duplicator.

Death of Duplicators was an article I read many years ago. I too thought the technology was dead. However, it seems “Green” Duplicators are now the “in thing” . You may ask how the heck can a duplicator be Green? Well, they can and I’ve outlined one particular system in this blog. Others may ask what is a digital duplicator? If, so you can go here http://en.wikipedia.org/wiki/Digital_duplicator .

Ricoh introduced a Duplexing Duplicator (RICOH DX 4640PD) a few months ago, that’s right it will print both sides of the paper (letter size) in one pass, thus saving paper and trees. In fact this “Green” Duplicator can print 240 images per minute (ipm), which almost doubles the speed of any current duplicator on the market today.

The RICOH DX 4640PD also utilizes these “Green” Features Quick Start Up Technology, Power Saving Sleep Mode and uses NO HEAT to fix the image onto the paper! In fact this system uses a “cold process” to dry the ink. Thus electric consumption is decreased which enables a cost saving to the customer. Think of this, this system is ready to make prints after only 15 seconds, about the time it take too put on original on the glass or send a print job to the system.

So, who the heck needs a “Green” Duplicator? Schools, Large Churches, Health Care Providers, Faith Based Organizations, Colleges, and Hospitals can benefit from using less paper! That’s right two bring home flyers can now be printed on the same piece of paper in a single pass. How about forms, tests, charts, NCR forms and reading material they all work too right. How about companies that need thousands of bi-lingual forms or instructions? Can you image having an old duplicator that did one million pages a year can be cut to five hundred thousand, that’s a savings of 100 boxes of paper and a heck of a few trees.

If you have an old duplicator that can print up to 11x17, and you only print letter size documents, did you know that you are wasting half of the plate material? By acquiring a new “Green” Duplicator such as the RICOH DX4640PD you could cut your plate costs in half and help save resources!

Duplicators can also print in single or dual color and print onto virtually any type of media, so if you didn’t think a duplicator was for you, think again.

-=Good Selling=-

Gestetner Digital Duplicator DX Series - The most amazing home videos are here

Selling Copiers " How to Maximize GP"

Thought about this the other day in car, made myself pull over and jotted down a few notes for everyone. I've complied a laundry list of points that I have adhered to in order to maximize Gross Profit.

Over the years I've also concentrated on moving boxes no matter what the cost. I will address this in a blog later this month.

"Maximize GP"

1. Stay away from Clients who are just looking to replace a box. If you are aware there are multiple players quoting, be prepared to get a low GP and not get the deal. These Clients are buying on price, it will take an extra special effort to get the deal and also get a decent GP. Do you have the time or the fortitude to hang in there? Why not set your sites on sales that will pay the bills.


2. Search for Clients who are NOT in the market! While cold calling in person, take a good look at how they do things. Ask the receptionist if they are scanning, LAN Faxing, printing to inkjets etc... Try to get an appointment to introduce yourself and when you're there don't ask about replacing a piece of hardware, however do ask if they are experiencing document problems, such as lost documents, making too many copies, high maintenance bills, excess breakdown of hardware, how their document workflow is conducted. Selling like this enables you to find their pain and may help you introduce a solution that can be bundled with a new piece of hardware.


3. Sell the Extras! As you are writing the order or as you are drawing up the lease ask again about any accessories that may benefit the customer. Finsihing, Papertrays, 3-Hole Punching etc... the Client will be more apt to spend the extra money at this time to conclude the order.


4. Lead With Solution Software! Look at what your manufacturer has to offer for embedded solutions along with third party solutions that your dealership has to offer. Lead with offerings for embedded print management, document management and LAN Fax solutions. Here you are setting yourself apart from the BOX seller (trust me, there are too many reps that still just sell boxes).


5. Upgrade Your Account Base Early! Do not wait for them to call you or for the last 90 days of the lease. You've got to be in there at lease one year or more prior to the end of the lease.


6. Become an Expert in Secondary Systems! Specialize in Wide Format, Digital Duplicators if your company offers these hardware solutions. There is is less competition and less reps who are competent with the solutions that come with these system. Take the time to learn your Vertical Markets for AEC, Print4Pay, Schools and Religion Accounts. Once you become an expert, you will stand out among the crowd.
   
   

In order to be successful you have to be the best at what you are doing. Put your self in opportunities to succeed and make a move to break away from the pack. Our job can be very rewarding, however being an order taker and just relying on Clients who are in the market will be the kiss of death.

John Reiling Retires from Ricoh Americas Corporation

After many years of dedication to the Duplicator Market, John Reiling (Duplicator Marketing) is now retiring. After knowing John for about ten years, I'm aware that Ricoh will miss one of the GOOD GUYS in the industry.

I first meet John in about 11 years ago while attending a Ricoh duplicator sales training course at Ricoh U. I was impressed with Johns knowledge, dedication and desire for duplicators market place. His Dedication, Determination and Desire inspired me to sell many duplicators and seek out new markets in my territory. I can remember countless times having questions and not being able to reach my DSM, each and every time I contacted John he was always pleasant, knowledgeable and treated me with respect that he always returned a phone call.

I looked forward to the trade shows, whether Ricohs Dealer Shows or Print On Demand, because I was sure that John would be there and he would have some great stuff to tell me, whether business or family.

Kudos John! Good Luck with Retirement and All of us at The P4PHotel wish you good health and happiness!