August 1, 2013

THE TIMES, THEY ARE A-CHANGIN’

Recently, I was in Orlando speaking at a trade show. At the conclusion of my program on Prospecting, I opened the floor for questions and discussion. A man in the middle of the room raised his hand and said, “I think you missed a very important part of prospecting. You didn’t
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Office Concepts’ President Kurt Snouffer Talks Business

Kurt Snouffer, president of Office Concepts in Fort Wayne, IN has spent 37+ years building his office technology dealership into one of the most successful in the Midwest. He may not have the biggest dealership there, but he’s holding his own, and at the same time, growing in a
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The Next Frontier: The DM / ECM Industry Roundtable

The office technology industry doesn’t look like it did 10 years ago. It used to be the letters to know were MFP and CPC. Then along came SaaS and MPS, and the industry shifted into a new dynamic, where the goal was no longer to sell boxes or pages, but to become a true business
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Canon Gets Its GEO – Now What?

At the close of day on the last Friday of June, the U.S. International Trade Commission (ITC) announced it had issued a general exclusion order (GEO) that could profoundly impact the market for certain toner cartridges in the U.S. Just after issuing the GEO, the ITC released a
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What Customers Expect from a Document Management Solution

There’s no shortage of document management solutions on the market. And there’s no shortage of organizations that can benefit from those solutions either. But what do customers expect from a document management solution and how is that changing? Observations from three dealers
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RPT TONER

The Kings of Color Jamie Luety is excited about the future. The charismatic Vice President of Sales and Marketing for RPT Toner in Bensenville, Illinois, just finished viewing a proof for their upcoming website launch in August 2013. “The look and feel of our branding came fro
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ENX Magazine August 2013 Issue

View Virtual Publication View PDF Publication What Customers Expect from a Document Management Solution by Scott Cullen Canon Gets Its GEO—Now What? by Charles Brewer The Next Frontier: The DM / ECM Industry Roundtable by Christina Kim Office Concepts’ President Kurt Snouffer
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Are You Buying Hot Copier Supplies?

Last week I scheduled an appointment with one of my prospects to go see a Plockmatic Booklet Maker in action at an existing account. The existing account is one of those accounts that, how can I say, was a little tardy on keeping up with agreements and had to go and find supplies
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Mixed MPS Messages Part 1

This is the first in an ongoing series looking at what dealers across the country are experiencing in the MPS market and their strategies for marketing or not marketing MPS. “I hate the word MPS, it makes me want to vomit.” If we’re going to start somewhere with this series,
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Between the Lines: Mixed Messages about MPS

After interviewing MPSA President Greg Walters and attending Photizo Transform back in the Spring, I get the feeling that managed print services is alive and well and continues to present an opportunity for dealers of all stripes. However, after talking to various dealers over
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Free Technical Tips

Subject: Canon IR 5070 Question: I have a machine that works ok upon boot-up. As copies are printed it seems the toner is not keeping up. The image starts washing out. When I run a power cycle, the first page out is decent again. Does anyone have any tests or verifications I can
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WorkCentre® 7425 style: Fault Code List – Part I

WorkCentre® 7425 style: Fault Code List – Part I Xerox® WorkCentre 7425, 7428, 7435 & 7525, 7535, 7545, 7556 This month, let’s have a look at the technical information for the Xerox® 7425 family and the newer 7525 family of full color copiers and multifunction machines.
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Product Profile

Introducing: New mono and color MFPs combining high-speed output, high print quality, enhanced feature sets, enriched user interface, and OKI’s smart Extendable Platform for streamlined document workflow processing. These qualities, plus a low total cost of ownership, deliver a
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The Generation Gap

As a company grows, the need to hire new personnel arises. To ensure continued success, companies need to have good management practices that will hire the right person for the job. This includes factoring in customer expectations and considering how to best leverage each
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