Desktop Copier or MFP for Industrial Environment?

Here's another interesting thread that I found on the forums.  This company had purchased a small brother MFP to only find out that the system died in about six months because of the environment that the system was placed in. 

The industrial environment is a Rock Quarry!!  OMG, besides a concrete factory I couldn't think of a worse place to have a copier.  This particular user was asking for direction to what type of system he might be able to get that would give better performance.

Here's my reply:

Rock quarry = very bad environment for any MFP. The Brother that you bought is considered a "throw away" system. Years ago I placed several units at a cement factory equally as bad as the rock quarry or maybe worse. You need to step up to an office system machine take a look here.

All laser based MFP copiers use heat and pressure to fuse the toner on the paper, thus when the system is on, the system is always

Muratec MFX-2590 MFP "The Hottest Little MFP from Texas"

On October 2nd & 3rd of this month I was able to travel to White Plains, NY to take part in the BTA East Region "Grand Slam Event".  FYI, I had an awesome time!

I was delighted to see my guys from Muratec at the BTA event.  If you're not familiar with Muratec..., then you haven't been in the copier/printer industry that long. Muratec is based out of Plano, Texas and when it comes to support from a copier/mfp manufacturer...no one does it better than Muratec!

Below I'll touch on some of the knockout/lockout features that the MFX-2590 that makes this system tops on my list of A4 MFPs.

I was able to speak with Greg, Lou and Jim about this really cool Muratec MFX-2590 A4 (does not print/copy 11x17) that will copy (black), network print (black), network color scan, walkup and network fax (black). At first it looked like any other A4 MFP that's on the market today, however the first feature that stood out was the huge color LCD display. I'm thinking it was about as big as the display on my kindle fire, the size of the screen was 8.5 inches and that's awesome for an A4 MFP!  The comparable Ricoh that I sell has a color LCD screen that is so small that you'll need binoculars to see (just a little joke)!  But most important,  it is the size of the screen that matters because a larger LCD color screen will promote ease of use and users will find the system a pleasure to work with.

Ok, so I'm impressed with the size of the screen right, I then start looking at the extended features like scan2email, scan2folder and what do I see?  Scan2print....it's all about the sizzle and the Muratec MFX-2590 is loaded! Scan2print is something that I thought every MFP system should have, think of it like this, you've got a color document in your hand, located on the 1st floor is the MFX-2590, you need to make a color copy but you don't have a color copier, all you got is a color laser printer and it's on the third floor.  The scan2print feature will allow you to scan the color document and send it to color print on your networked color printer (you scan program up to 5 networked print devices)!  Not only that, but you could send the document to print to another printer or MFP on your WAN (wide area network).  Features like scan2print, allows end users to tap into existing hardware resources without the need to get a color printer or MFP for each department or each floor.  When it comes to dealers and sales people the Muratec MFX-2590 allows us to be more creative with our solutions approach and gives us knockout features that aren't available on other similar devices!

Right, at this point I'm thinking I'd really like to be able to sell the Muratec MFX-2590, Greg and I start talking about scanning and again the MFX-2590 was sizzling with a one pass dual scan document feeder! I stated WTF, you're telling me this A4 MFP will scan both sides of document in one pass?  Yup....so when your working with two sided documents the MFX-2590 will scan 40 images per minute for color and a blazing 62 images per minute for black!  Woo Hoo!

So, we've got the awesome 8.5 color screen, the scan2print, the single pass duplex scan, the 80 page document feeder, scan2usb, scan2hardrive on the copier (enables a document library right on the copier), print from USB (awesome for vistors that have to print),  PC faxing (LAN fax), Walkupfax, Shift/Sort output (each set printed or copied set if offset from each other), ID card copy (means you save a lot of aggravation when you copy a health card or license), scan confirmation stamp (puts a little stamp on every scanned document) and this box is screaming with "sizzle" and value!

But we're not done! Now I'm sounding like Ron Popeil.  There was another touch screen button for "Scan Tag", ok well what is that I asked.  Scan Tag is a document imaging tool that enables users to input meta data at the MFP control panel and then automatically scan and index the document without having to return to their PC.  Scan Tag has been integrated to work with document management software applications like Doculex, Docuware, Idatix, SmartSearch, Sentryfile, Rebus, Intact and Computhink.

I've seen a lot of the new A4 devices from the likes of Ricoh, Canon, Xerox, Kyocera, and Sharp and in my opinion the MFX-2590 has awesome features for the end user and for resellers you have a combination lockout features that no other manufacturer can bring to the table.

Kudos to Muratec and the MFX-2590, btw the way I'll be posting on video of the MFX-2590 in action on the Print4Pay Hotel forums, pay us a visit, get registered, it's free!

-=Good Selling=-

PS  Muratec is not a sponsor or advertiser with the Print4Pay Hotel, however the Muratec MFX-2590 is "The Hottest Little MFP from Texas".

10 Awesome Tips for a Great MFP/Copier Demo

Demo, what the heck is that?  In other posts I've mentioned that demo's were the way we used to sell copy machines many years ago. 

One of the requirements of a copier sales person is that you needed to have some type of station wagon, hatch back or enclosed pick up truck.  Why?  Because the salesperson, that would be me and all of us that have been around since the 80's or before had to use our vehicles to bring copiers to a customers office!  We also have to navigate steps, one of more flights of stairs, basements, muddy drive ways, sleet, snow and rain.  Almost kinda made me feel like the mailman, because Post delivers!  (anyone get that).

You got pumped for demo's because you knew that if you had a good demo, meaning that the copier performed without jamming, you didn't get some off the wall question from a smart ass, that you had a great shot at closing the deal on the spot and then negotiating to leave the demo so you didn't have to lug it back to the office!  Gosh, I miss those days.

The other day I had a demo set for a customer to come to our showroom, since it's been awhile since I did a demo, I had to write a list of what needed to be done prior to the account coming in.  Here goes.

1.  Check the system for print, and copy quality a day in advance, this way if there is an issue you can get someone to rectify the issue.

2.  Go to your system at least 90 minutes prior to the customer getting there to set up the applications that you would like to demo.

3.  Check the print and copy quality again, also if you're with a color system make sure you calibrate the system for the copy mode, and all of the print modes. In the Ricoh systems there are at least four different print calibrations, while you're at it is there is an "auto registration" perform that function also.

Selling Copiers & MFP's "Alternatives to Discounting"

It's that time of the month again. I reached out to "Old Glory" a Print4Pay Hotel Member and asked Jim Parker if he'd being willing to write something for us. As always Jim came up BIG!  It's always good to talk to someone else who has been selling in the industry for some time.  Special thanx to Jim Parker for this this!  Jim is a Premium P4P Member and his input is always welcomed, take the time to become a Print4Pay Hotel Member, you'll be glad you did!

Alternatives to Discounting

Particularly when I am upgrading a current customer, I pretty much never let the current lease go full term AND pretty much never eat the whole cost of a buy-out and neither does the customer. I add the remaining months to the term of the new lease. If there are three months left on a 60 month lease, I tell the customer that the remaining obligation just becomes a part of the new lease.  Instead of back-to-back 60 month leases, they end up with a 60 month lease that only goes 57 and a 63 month lease...same 120 months. The extra funding that the 3 month longer obligation gets me comes close to paying the buy-out on the original lease. May not be able to do it again next renewal but I’ll worry about that when the time comes.

If you are hearing anything akin to “We’d have a deal if…” The first question needs to be, “Do you prefer to buy from me?” If the answer is yes then consider the following before giving in to discounting:

·        “Would you consider a longer term in return for the lower payment?” Earlier this year I placed 23 machines by matching the competitors 36 month payment by telling the prospect that I could match the competitors payment if they wouldn’t mind committing to 48 months instead of 36. They plan on always having a payment and never owning the equipment so does it matter that much whether the equipment stays 36 months or 48 as long as we keep them happy?

·        What about a step lease? “Mr. Customer, would you be willing to pay a little more in years 2 and 3 in return for the lower payment in year one?”

·        What about a deferred payment? “Mr. Customer, what if I could arrange for you to be able to go without a payment at all for a few months. Would that be helpful?” This will cost a small amount in funding but may be far less than the discount they were asking for.

·        If you are accustomed to -0- in advance leases… “The only way I can get you that payment is if are willing to pay a two payment security deposit. You’ll get it back in the end.”

MFP Scan2Cloud Poll from the Print4Pay Hotel

I'm watching the Giants lay waste to the RAMS, hopefully it stays that way!  In the mean time, a few months ago we posted a poll on the Print4Pay Hotel forums titled "Scan2Cloud Poll".

 We asked "Please vote on your estimation of what cloud-based solution integration would best help you in the field to capture additional business?

With many manufacturers having or ready to release scan2cloud services, we figured we'd ask the guys and the gals in the field what they would like to have.  I always like to see these polls turnout because I feel that the salespeople on the street have a better grip on what their customers want and not some wishy washy product manager trying to come to grips of what customers want.  Tell me when was the last time a product manager was in the field trying to sell a solution to an end user?  NEVER!

"Please vote on your estimation of what cloud-based solution integration would best help you in the field to capture additional business?


Scan2Microsoft SharePoint/Microsoft exchange server/Mircosoft 365/OCR & searchable pdf/Scan2Print (unlimited users)  50%

Scan2Fax Documents/multi cloud fax numbers (unlimited users) no mfp fax modem require 17%

Scan2Cloud/Documents stored offsite 33%

Scan2Evernote/Scan2box.net/Scan2google docs/Scan2email w/ OCR 4 Word & Excel/Scan2print (2 users) 0%

Scan2Evernote/Scan2email w/OCR & searchable .pdf 0%

There you have it, what I can tell you is that the first two poll questions are features that come with the UDOCX solution, 67% of our members felt that this was the best choice for them.

The third solution is a basic scan2cloud that is now being offered by a few different companies and last but not least are the last three.  But, key in a 4 & 5, this is a cloud solution soon to be released by one of the Big 4 (Xerox, Ricoh, KonicaMinolta and Canon) and not one member voted for that solution.  I can tell you upfront that the product being offered with those features will BOMB.

So you wanna know who?  Well, I ask you to log on to the Print4Pay Hotel forums and we'll show you which on eof the Big 4 it is.

-=Good Selling=-

Copier Proposals And Quotes that we've Seen

Over the years one of the biggest attractions of the Print4Pay Hotel forums is the "P4P Hotel's Industry Proposals & Quotes" Forums. To date we have over 300 quotes and proposals that are available for download.

These quotes are pretty much "badges of honor", if you lose the deal you're not asking he customer for the copy of the are you?  Winners make things happen and yes Winners are able to get the copies of the Losers quotes.  I find these quotes to be invaluable, for example how a certain dealer, salesperson or direct branch will go about designing the proposal (and there are some really good ones), along with how poorly some will design one. Believe me, in my proposals and quotes I taken some of the really good stuff and incorporated into my own.  So you can learn from seeing other companies proposals and quotes.  Plus, there's more much when reading between the lines as to what is on the proposal and what isn't.  It's the what isn't on the proposal that tells the take of how to attack a weakness in the future.

Here's a running list of the last 50 that we've posted, you can access them on the Print4Pay Hotel forums when you become a Premium Member!  Enjoy!

		Konica Minolta Quote Soup 2 Nuts!
		Kyocera State of NJ Contract
		IKON_Quote Ricoh MPc 6501
		Lanier LDC 365C proposal
		Xerox_Quote WC7755PC proposal
		Ricoh MP C400SR Proposal
		KonicaMinolta BizHub C451 Proposal
		TaskAlfa 500ci quote
		Ricoh MP C3500 Quote from RBS
		"pricing on the street" for Xerox W7120pt
		"pricing on the street" for Xerox WC7765p
		"pricing on the street" for Xerox 4595
		"pricing on the street" for Xerox WC 5775pt
		"pricing on the street" for Xerox WC 7435p
		"pricing on the street" for Xerox WC 7425p
		"pricing on the Street" for Canon iR6065
		"Pricing on the Street" for KonicaMinolta BizHub 751
		"Pricing on the Street" for Xerox 5775PT
		"Pricing on the Street" for Canon iR6075
		"Pricing on the Street" for Konica Minolta BizHub 950
		"Pricing on the Street" for Xerox 5790PT
		Sharp 4101n street price and service cpc
		pricing on the street for Ricoh PRO907EX
		RBS/IKON blank lease
		pricing on the street for Xerox P4595CP
		pricing on the street for ricoh pro1107ex
		pricing on the street for canon iR8095rev
		pricing on the street for KoncaMinolta BizHub950
		Xerox WorkCentre 5735PT
		Street Pricing
		Ricoh Cost Per Page Quote
		pricing on the street Ricoh MPC 4501 multitray
		pricing on the street ricoh mpc2551 multitray
		pricing on the street ricoh mpc 2551
		pricing on the street ricoh mp2851
		Ricoh MP2500 multi tray
		Ricoh MP2500
		Anyone have any contracts/pricing info for Ricohs new color A4s?
		mp6501 c
		Xerox WC7775P Workcentre
		ricoh mp7001 _mp2851
		Assorted Bid Summary for KM, Ricoh, Toshiba, Kyocera
		copystar cs-250ci color
		Xerox WorkCentre 5665 "Pricing on the Street"
		Canon imagePRESS 1110S
		Ricoh Aficio PRO C901 "Pricing on the Street"
		Xerox 4112 Quote
		kyocera/copystar proposal for cs 820 -=Good Selling=