APRIL 2019
VOLUME 26 NO. 4
Connecting People, Ideas and Products in the Document Technology Industry since 1994
engage ‘n exchange
Strength in Numbers:
STAPLES ACQUIRES DEX IMAGING: WHAT COMES NEXT WILL TEST OUR IMAGINATIONS
Best Practices, Benchmarking and Networking Resources All Point Toward Joining Peer Groups
RETHINKING YOUR SALES COMPENSATION PLAN
PUSHING THE NEEDLE SKYWARD: IN A CITY OF PINNACLE ACHIEVERS, COPIERS NORTHWEST IS ANOTHER SUCCESS STORY FORTY YEARS LATER, KATUN CORP. CONTINUES TO PERFORM ABOVE THE PARTS-AND-SUPPLIES RIM INFORMATION RESOURCES: PREPARING FOR THE INDUSTRY’S FUTURE STARTS WITH LEARNING FROM OTHERS
WHY THE CHANGE IN THE RELATIONSHIP BETWEEN BUYER AND SELLER WILL TURN THE PRINT INDUSTRY ON ITS HEAD
Mark Petrie (left) and Gregg Petrie
ENX Magazine
PO Box 2240 Suite 729 Toluca Lake, CA 91610-0240 USA
tel: 818-505-0022 fax: 818-505-9972 email: enx@pacbell.net www.enxmag.com
HELP US CONSERVE NATURAL RESOURCES
To remove or change your address from our mailing list, please call, fax or email to: enx@pacbell.net
With fewer parts for less maintenance1 and predictive service that keeps your business up and running, HP A3 MFPs are an upgrade from traditional copiers.
Š Copyright 2018 HP Development Company, L.P. The information contained herein is subject to change without notice. 1Fewer service parts claim based on HP analysis of leading in-class A3 color laser printers and MFPs as of February 2018; calculations use publicly available and/or published manufacturer rated yields for long-life consumables and assume 600,000 pages printed (using a 60% black/40% color ration). Learn more at hp.com/go/pagewideclaims.
Debra Dellaposta, President , Doing Better Business; Chad Crawford, GreatAmerica Financial Services
BUILD FOR TOMORROW “From Compass Sherpa and e-automate to CEO Juice, GreatAmerica has invested in the technology integrations that help my team work more efficiently. GreatAmerica listens to our needs and is building a lasting, profitable partnership.� Debra Dellaposta, President Doing Better Business
WE DO NOT WE DO NOT
NO EMPLOYEES WE ARE NOT
THEIR JOBS A PRIVATE EQUITY CHANGE YOUR CHANGE YOUR LOSE AS A RESULT OF THE GROUP NOR ARE WE MARQUEE... MANUFACTURER(S)... ACQUISITION... OWNED BY ONE...
• • • • • • • • • • •
A B Dick Office Solutions, MI A-COPI Office Solutions, ME American Copy Service Center, CT Axion Business Technologies, RI, MA AXSA Imaging Solutions, Inc. FL, GA Benchmark Business Solutions, TX & NM Brady Business Systems, MI Business Technology Partners, FL Commonwealth Technology, Inc., KY, IN Copeco, Inc., OH Copier Source, Inc. d/b/a Image Source, CA
Michael Brigner
• • • • • • • • • • •
Counsel Technology, IA Dunn’s Business Solutions, MI FastForward Digital Solutions, FL Graphic Enterprises Office Solutions, OH Graphic Enterprises, OH Janco Office Systems, CT Kenmark Office Systems MCM Business Systems, WV Mercury Document Imaging Co., Inc Midwest Automation, NE N2N Technologies Inc. IN
• • • • • • • • •
Netwise Resources, Inc., IN Office Systems, VT Premier Business Products, MI Technocom TLC Office Systems, TX United Business Machines, NH WBS Technologies, FL XMC, Inc. TN, AL, GA, AR, MS Zymphony, FL
Senior Vice President
Michael Cozzens
Vice President of Business Development
David Ramos
mbrigner@visualedge.com
mcozzens@visualedge.com
dramos@visualedge.com
Chief Strategy Officer
LET’S MEET DURING ITEX VISUAL EDGE DEALER MEETING. APRIL 23-25TH, LAS VEGAS
APRIL 2019
VOLUME 26 NO. 4
Connecting People, Ideas and Products in the Document Technology Industry since 1994
Strength in Numbers:
Best Practices, Benchmarking and Networking Resources All Point Toward Joining Peer Groups
engage ‘n exchange STAPLES ACQUIRES DEX IMAGING: WHAT COMES NEXT WILL TEST OUR IMAGINATIONS RETHINKING YOUR SALES COMPENSATION PLAN
PUSHING THE NEEDLE SKYWARD: IN A CITY OF PINNACLE ACHIEVERS, COPIERS NORTHWEST IS ANOTHER SUCCESS STORY FORTY YEARS LATER, KATUN CORP. CONTINUES TO PERFORM ABOVE THE PARTS-AND-SUPPLIES RIM INFORMATION RESOURCES: PREPARING FOR THE INDUSTRY’S FUTURE STARTS WITH LEARNING FROM OTHERS
Mark Petrie (left) and Gregg Petrie
In This Issue
24
DEALER SPOTLIGHT WHY THE CHANGE IN THE RELATIONSHIP BETWEEN BUYER AND SELLER WILL TURN THE PRINT INDUSTRY ON ITS HEAD
Pushing the Needle Skyward: In a City of Pinnacle Achievers, Copiers Northwest is Another Success Story By Erik Cagle
16 STATE OF THE INDUSTRY
Strength in Numbers: Best Practices, Benchmarking and Networking Resources All Point Toward Joining Peer Groups By Erik Cagle
32 BUSINESS PROFILE
Forty Years Later, Katun Corp. Continues to Perform Above the Parts-and-Supplies Rim By Erik Cagle
36 PERSPECTIVE
32
Information Resources: Preparing for the Industry’s Future Starts with Learning from Others By Josie Heskje
40 HOT TOPIC
Staples Acquires DEX Imaging: What Comes Next Will Test Our Imaginations By Ray Stasieczko
42 MARKET INSIGHT
Why the Change in the Relationship Between Buyer and Seller Will Turn the Print Industry on its Head
36
By Ian Elliott
46 SALES MANAGEMENT
Redefining and Retaining: Rethinking Your Sales Compensation Plan Can Help Keep Employees on Board By Jim Kahrs
50 SERVICE MANAGEMENT
Servicing Your Own Future: Exploring New Roadways to Information for Service Managers By Ken Edmonds
46 6
52 DISPLAY ADVERTISERS INDEX •
www.enxmag.com | April 2019
We Saw It In ENX Magazine
HAVE YOU EVER
come back from a trade show excited to implement critical business improvement initiatives, but found your efforts end up costing you more with little or no success?
If so, you are not alone.
According to the Harvard Business Review, about 70% of all change initiatives fail. BEI Services wants to help change that. New Process Launch BEI Services is launching a new project task
With BEI Services expert guidance and solutions, you will be able to:
management process. This, will not only ensure that
• Execute on KPI’s to drive profit
your business and employee development initiatives run smoothly, but it will also result in tangible outcomes that
• Pinpoint areas of opportunity in current workflows
drive profit and give you the edge over your competitors.
• Set performance goals at all levels of the
Contact us today to learn more, and for a no-cost comprehensive insight evaluation.
• Define specific and measurable outcomes
service organization for the project • Establish accountability for project success • Measure, record, and track improvement for long-term HR personnel management • Train, empower, and develop employees
BEI Services, Inc. | www.beiservices.com | sales@beiservices.com | 307.587.8446
Contributors
Staff
KEN EDMONDS served at Sharp Electronics and then at Konica Minolta Business Solutions as a problem solver in both technical and service management issues for nearly 16 years. He retired from Konica Minolta as a District Service Manager in 2018. He has over 40 years of experience in the imaging business, having owned a successful dealership and served as service manager for multiple dealerships. He is currently consulting with dealers on strategies to improve profitability. View his blogs at www.kedmonds.biz and/or email at ken@kedmonds.biz.
Susan Neimes Publisher & Managing Editor
IAN ELLIOTT is a strategic thinker with strong analytical skills with 35 years of executive management experience in the office products, equipment, and supplies industry. He is the founder and CEO of E&S Solutions and an early adopter of ERP/MRP, SaaS & cloud computing systems. He helps independent resellers transition from the analog to digital world using his expertise in supply chain logistics, social media, inbound marketing, e-commerce, and SEO. He can be reached at IanElliott@EandSsolutions.com or visit his website EandSsolutions.com.
Erik Cagle Editorial Director
JOSIE HESKJE is Director, Strategic Marketing for the Office Equipment Group at GreatAmerica Financial Services. Using over 20 years of marketing experience, she helps guide the strategic marketing direction of the Office Equipment Group, and is responsible for the marketing and public relations planning and execution for the business unit. She is the current Marketing & Communications Chair of the Managed Print Services Association (MPSA) and was awarded a 2018 Global MPSA MPS Leadership Award for “Outstanding MPS Contribution” for an individual. She was also named an industry Difference Maker in ENX Magazine in both 2015 and 2017. She can be reached at JHeskje@greatamerica.com.
Ronelle Ingram
JIM KAHRS has been a leader in the office systems industry for more than 32 years. Jim founded Prosperity Plus in July of 2001. The consulting group provides real-world tools for improving profit, cash flow and growth and has helped hundreds of dealerships improve their performance and achieve their goals. He may be reached at jkahrs@ prosperityplus.com or by tel: 631.382.7762.
Christina Kim
Contributing Editor
Editor
engage ‘n ex engage ‘n exchange engage ‘n exchange
RAY STASIECZKO is CEO/Founder of TEASRA, The Innovation Channel, a collaborative platform for corporations who service resellers from all channels. He has been involved in the office technology channel for nearly 30 years. An ENX Magazine Difference Maker, Ray is an industry thought leader and a contributor to many industry publications. Contact him at raystasieczko@gmail.com or http://linkedin.com/in/ raystasieczko.
8
•
www.enxmag.com | April 2019
México & Latin America
La Revista del Distribuidor Dealer Source
engage ‘n exchange
Corporate Office
Susan Neimes - susan@enxmag.com Erik Cagle - erik@enxmag.com 10153 1/2 Riverside Drive, Suite 729 Toluca Lake, CA 91602 tel. 818-505-0022 • fax. 818-505-9972 ENX Magazine is published monthly by Affinity Business Communications, Inc. Any inquiries should be sent to: enx@pacbell.net or mailed to the corporate office. Copyright ©2019 by ENX Magazine printed in the U.S.A. All reproduction in whole or part is prohibited without written permission. Cover photo from depositphotos.com
We Saw It In ENX Magazine
Struck by Lightning! Introducing the next generation of productivity tools for your team. The NEW AgentDealer, built on the Salesforce Lightning Platform™. Loaded with enhanced features, AgentDealer on Lightning is a major leap forward in functionality, usability, and speed. No need to hire more reps, just make the ones you have more productive! Schedule your demo today!
AgentDealer Schedule your demo today @ www.agentdealer.com
A custom solution for the Office Technology Industry
Since 1985
Your Prime Source T EL: 800.729.8320
FAX: 800.829.0292
SPECIAL PROMOS ALL PROMOS VALID TILL 3/31/19 OR WHILE SUPPLIES LAST!
AUTHORIZED DISTRIBUTOR
JOIN THE COPYSTAR SMB BUSINESS DEALER PROGRAM! • Superior Hardware Technology • Customized Business Applications
M2040DN M2540DW
B&W Copy, Print, Color Scan, with Network, Duplex, Fax
• 42ppm (M2040DN) • 37ppm (M2540DW) • 350-Sht Paper Cap. • 50-Sht DSDP
• 42ppm • 50-Sheet ADF (M2635DW) • 50-Sheet DSDP (M2640IDW)
M2040DN
M2540DW
206 210
M2635DW
$
$
Rebate
Rebate
Rebate
M2640IDW
Rebate
M5526CDW
250 350
P5021CDW
$
Rebate
Rebate
Rebate
FS-C8525MFP Color Copy, Print, Scan with Network, Fax (Option) • 25 pages per minute BW/Color • Up to 1,600 Sheets • 300,000 Pages Drum Yield
1750
Rebate
l Specia ! Sale
M2635DW
Rebate
Rebate
FREE! DP-5100 DP-5110 PACKAGE SPECIAL!
(PKG 1) (PKG 2)
CS-356ci/406ci only
P5026CDW
$
Rebate
CS-2552ci
Rebate
AirPrint
750
AirPrint
$
AirPrint
200
7” LED
$
Touch Panel
Rebate
M3655IDN
• Up to 37ppm (BW/Color) • 250 Sheets, 100-Sht MPT
7” LED Touch Panel
7” LED Touch Panel
M3655IDN
$
M3660IDN
280 400 $300 NEW
Rebate
$
Rebate
Rebate
INTRO
B&W Printer with Network and Duplex
• 32ppm • Dual 500 Sheets • 33.6 Kbps Fax (Opt)
• 40ppm • 250-Sheet Tray
60
Rebate P2235DW
870 NEW
Rebate
INTRO
P2040DW
B&W Copy, Print, Scan w/ Printer Network, Fax (Opt.)
DP-7100
600 NEW
Touch Panel
B&W Copy, Print, Scan w/ Duplex & Network, Fax (M6630/6635CIDN only)
• 57ppm (M3655IDN) • 62ppm (M3660IDN) AirPrint • 600 Sheets
CS-3212i
$
7” LED
M6235CIDN M6630CIDN M6635CIDN
B&W Copy, Print, Color Scan with Network, Duplex, Fax
FREE!
DP-7100
230
Rebate
$
FREE! Rebate
CS-406ci
Rebate
• 25ppm (BW/Color) • Dual 500 Sheets • 33.6 Kbps Fax (Option)
Rebate
• 47 pages per minute
CS-356ci
2050
$
• 25ppm (BW/Color) • Dual 500 Sheets • 33.6 Kbps Fax (Option)
$
Duplex
• 47 pages per minute
Rebate
CS-2553ci
l Specia ! e Sal
M3645IDN
B&W Copy, Print, Color Scan with Network, Duplex, Fax
1950
$
Color Copy, Print, Scan with Network, Duplex, Fax (Option)
DP-7100
CS-307ci
1000
$
Color Copy, Print, Scan with Network, Duplex, Fax (Option)
$
M2640IDW
1250 $1550
• 32ppm BW/Clr (307ci) • 37ppm BW/Clr (356ci) • 42ppm BW/Clr (406ci) • 600-Sheet Capacity • Wireless Print/Scan
FREE! $
$
Rebate
CS-307ci CS-356ci CS-406ci COPY PRINT SCAN FAX*
120 290
$
M4132IDN
$
Color MFP Systems
• 22ppm (BW/Color) (P5021CDW) • 27ppm (BW/Color) (P5021CDW)
M5521CDW
• 600 x 600 dpi Res. • 30 Secs or Less (Warm Up Time) • 600 Sheets Std. Capacity • 1.5GB Memory
850 1270
Rebate
P5021CDW P5026CDW
$
M4125IDN
$
Color Copy, Print, Scan w/ Color Printer with Wireless Network, Duplex, Fax Network, Duplex • 22ppm (BW/Clr) (5521CDW) • 27ppm (BW/Clr) (5526CDW)
24/30ppm Color MFPs
• 600 x 600 dpi Res. • 20 Secs or Less (Warm Up Time) • 600 Sheets Std. Capacity • 1GB Memory
$
• Customer Support Hotline • Technical Support Hotline
M8124cidn M3145IDN Copy, Print, Color M8130cidn B&W Scan with Network,
25/32ppm B&W MFPs
150 290
$
M5521CDW M5526CDW
M4125idn M4132idn
M2635DW M2640IDW
B&W Copy, Print, Color Scan, w/ Network, Duplex, Fax (Opt on M2040dn)
• Online Sales Training • Online Service Training
INTRO
37 B&W Printer w/ Duplex & Network
l Specia $50 Rebate Sale!
All supplies & Parts available for prompt delivery! ENX Magazine | www.enxmag.com
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
Copiers • Printers • MFPs • Faxes • Scanners E m a il: info @ n u w o rld in c.co m
Order Online! www.nuworldinc.com
Blind Drop Shipping
Copiers, Faxes, MFPs, Printers, Scanners
FAX-275
MFC-J485DWRFD
Personal Fax Machine
Color InkJet AIO MFP
$89
$49
FAX-2840
COPYBOARDS N-32 Series Network Electronic Copyboards
EMAIL D! ENABLE
• Up to 4 x 61.6” Diagonal Panels
BIG SALE!
High Speed Laser Fax | 33.6Kbps Super G3.........................
Same Day Shipping
WRITE, PRINT, SAVE, & NOW EMAIL!
BIG
SALE!
CAPTURE PROJECTED IMAGES & YOUR NOTES!
M-17W
PPF-4750e
BIG SALE!
• Up to 2 x 78.5” Diagonal Panels
• Up to 2 x 78.5” Diagonal Panel
MFC-8220
BIG SALE!
B&W Laser All-In-One | 21ppm | 32MB Memory.................
BIG
BIG SALE!
MFC-L2740DW
BIG SALE! MP-301SPF 31ppm B&W MFP
B&W All-In-One | 32ppm | Duplex | Wireless Network........
MFC-L5700DW
BIG SALE!
MFC-L8610CDW
BIG SALE!
MFC-L8900CDW
BIG SALE!
B&W Laser Printer | 42ppm | Duplex | Wireless Network...
33ppm Color MFP • Duplex • Wireless Network...................
40ppm B&W Duplex, Network Ready Printer
BIG SALE! MP-C307
31ppm Color MFP • 2GB RAM Memory • 250 Sheets Input • 100-Sheet Bypass
BIG SALE!
BIG SALE!
MFPs
MX-M3050 MX-M3550
• 30 pages per minute (M3050) • 35 pages per minute (M3550) • 550-Sheet Paper Trays
MX-2630N MX-3051
LJ M130FW...............$50 REBATE CLJ M254DW..............$50 REBATE
LJ M180NW...............$50 REBATE CLJ M477FDW.........$200 REBATE
DR-C225
Fi-7160
25ppm B&W/ Grayscale/ Color (Simplex)
DR-C240
60ppm Color Scanner for PC & MAC
30ppm B&W/ Grayscale/ Color (Simplex)
899
$
SD375
• 30 pages per minute
250
$
$
799
REBATE AFTER REBATE
PRINTERS & MFPS B2338dw
B2442dw
MB2442adwe
$60 REBATE C2325dw
$100 REBATE C2425dw
$150 REBATE MC2425adw
$95 REBATE
$90 REBATE
$150 REBATE
BIG
25ppm Color Laser Printer
SALE!
WIDE FORMAT PRINTERS ALL REBATES ARE VALID TILL DECEMBER 31, 2019
IPF TX-3000 IPF PRO4000/MFP IPF PRO4000S/MFP IPF TX-3000/MFP
IPF TM-305 IPF TX-305/MFP
24-inch Large Format Printers 36-inch Large Format Printers
36-inch Large Format Printers
3999
$
1126 $800 Rebate
160mm/s/384K Mem.
PRINTERS & SCANNERS
WF-C5710
BIG SALE!
CT-S601
200mm/s/384K Mem. DS-860
Image shown: CT-S310II
CT-S801
25ppm Color Laser MFP
IMAGEPROGRAF
INCREDIBLE
$
CT-S310II
42ppm BW Laser MFP
25ppm Color Laser Printer
DEAL!
SD622
CALL FOR SPECIAL PRICING
42ppm BW Laser Printer
INCREDIBLE
DEAL!
BLOWOUT SPECIAL!
• 80-100-130 sheets per minute • 600 x 600 dpi Scan Resolution • 1,000-Sheet Tray
MX-C303W MX-C304W
• 25/25 pages per minute (BW/Color)
LJ M203DW..............$40 REBATE CLJ M477FDN..........$200 REBATE
Digital Duplicators
BUY
MX-C250
935
$
65ppm / 130ipm (Up to 300 dpi Color/Binary) Scanner
GREAT
BUY
LJ M227FDW............$60 REBATE CLJ M477FNW.........$160 REBATE
38ppm BW Laser Printer
KV-S1057C
$70 REBATE
GREAT
LJ M227FDN.............$40 REBATE CLJ M452DN/DW.....$130 REBATE
ALL REBATES ARE VALID TILL MARCH 31, 2019!
$30 REBATE
• 26ppm BW/Color (2630N) • 30ppm BW/Color (3051) • 2 x 500-Sheet Paper Drawers (2630N), • 550-Sheet Paper Drawer (3051)
BIG
SALE!
LJ M130FN................$50 REBATE LJ M281FDW..............$80 REBATE
DOCUMENT SCANNERS
PLEASE CALL FOR REBATE INFORMATION!
65ppm B&W Duplex, Network Ready Printer
INSTANT REBATE PROMOTIONS
BIG SALE!
32ppm Color Printer • Duplex • Network..............................
55ppm B&W Duplex, Network Ready Printer
LJ M102W.................$20 REBATE LJ M501DN...............$150 REBATE
HL-L8350CDW
32ppm Color Printer • Duplex • Network.............................
BIG SALE!
LASERJET M607DN LASERJET M608X
BIG
BIG SALE!
40ppm Color Printer • Duplex • Network..............................
BIG
SALE!
SALE!
HL-L8250CDN
HL-L5100DN
65ppm B&W Network-Ready Printer
$80
MP 501SPF..$200 REBATE SP 5310DN....$150 REBATE SP 3610SF.....$50 REBATE SP262SFNW....$50 REBATE SP 4510DN.....$40 REBATE SP C440DN....$100 REBATE SP 4510SF....$100 REBATE SP C261SFNW..$75 REBATE SP 5300DN....$100 REBATE Valid till March 31, 2019
33ppm Color MFP • Duplex • Wireless Network...................
SALE!
REBATE
• 1GB RAM Memory • 250-Sheet Input • 100-Sheet Bypass
55ppm B&W Network-Ready Printer
LASERJET M402DNE LASERJET M608N
BIG
MFC-J5720DW
LASERJET M607N
BIG
$80
REBATE
SALE!
BIG SALE!
Color InkJet AIO | 35/27ppm (BW/Color)...........................
BIG
40ppm B&W Duplex, Network-Ready Printer
SALE!
Electronic Copyboard
SALE!
MFC-9330CDW
Color Digital MFC | 23ppm | Duplex | W-Network...............
LASERJET M402N
• Up to 2 x 78.5” Diagonal Panels
M-18 Series
Electronic Copyboards
ALL REBATES ARE VALID WHILE SUPPLIES LAST!
Capture Boards
BIG SALE!
High Perf. Laser Fax | 33.6Kbps | Network.........................
LASERJET PRINTERS & MFPS
C-20 Series
FAX-4100e
High Speed Laser Fax | 33.6Kbps Super G3......................
MONOCHROME & COLOR
BIG
SALE!
300mm/s/384K Mem.
865 $1300 $700 $1000
$
Rebate
(IPF PRO4000) (PRO4000SMFP)
Rebate
(TX-3000)
Rebate
(TX-3000MFP)
Rebate (TM-305)
Rebate
(TM-305MFP)
IPF680/685 24-INCH LARGE FORMAT PRINTERS...............$360/$400R IPF770/780/785 36-INCH LARGE FORMAT PRINTERS.....up to $1100R IPF PRO2000/MFP 24-INCH LF PRINTERS.........$400/$600 REBATE IPF PRO6000S 60-INCH LARGE FORMAT PRINTER.......$1300 REBATE IPF TX-4000/MFP 44-INCH LARGE FORMAT PRINTERS...up to 1375R IPF TM-200/300/MFP 24/36-INCH LF PRINTERS..........up to $900 R
Parts Order Hotline: 562.977.4949
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
NBS / ENX | April 2019
Since 1985
Your Prime Source T EL: 800.729.8320
FAX: 800.829.0292
SPECIAL PROMOS ALL PROMOS VALID TILL 3/31/19 OR WHILE SUPPLIES LAST!
AUTHORIZED DISTRIBUTOR
JOIN THE COPYSTAR SMB BUSINESS DEALER PROGRAM! • Superior Hardware Technology • Customized Business Applications
M2040DN M2540DW
B&W Copy, Print, Color Scan, with Network, Duplex, Fax
• 42ppm (M2040DN) • 37ppm (M2540DW) • 350-Sht Paper Cap. • 50-Sht DSDP
• 42ppm • 50-Sheet ADF (M2635DW) • 50-Sheet DSDP (M2640IDW)
M2040DN
M2540DW
206 210
M2635DW
$
$
Rebate
Rebate
Rebate
M2640IDW
Rebate
M5526CDW
250 350
P5021CDW
$
Rebate
Rebate
Rebate
FS-C8525MFP Color Copy, Print, Scan with Network, Fax (Option) • 25 pages per minute BW/Color • Up to 1,600 Sheets • 300,000 Pages Drum Yield
1750
Rebate
l Specia ! Sale
M2635DW
Rebate
Rebate
FREE! DP-5100 DP-5110 PACKAGE SPECIAL!
(PKG 1) (PKG 2)
CS-356ci/406ci only
P5026CDW
$
Rebate
CS-2552ci
Rebate
AirPrint
750
AirPrint
$
AirPrint
200
7” LED
$
Touch Panel
Rebate
M3655IDN
• Up to 37ppm (BW/Color) • 250 Sheets, 100-Sht MPT
7” LED Touch Panel
7” LED Touch Panel
M3655IDN
$
M3660IDN
280 400 $300 NEW
Rebate
$
Rebate
Rebate
INTRO
B&W Printer with Network and Duplex
• 32ppm • Dual 500 Sheets • 33.6 Kbps Fax (Opt)
• 40ppm • 250-Sheet Tray
60
Rebate P2235DW
870 NEW
Rebate
INTRO
P2040DW
B&W Copy, Print, Scan w/ Printer Network, Fax (Opt.)
DP-7100
600 NEW
Touch Panel
B&W Copy, Print, Scan w/ Duplex & Network, Fax (M6630/6635CIDN only)
• 57ppm (M3655IDN) • 62ppm (M3660IDN) AirPrint • 600 Sheets
CS-3212i
$
7” LED
M6235CIDN M6630CIDN M6635CIDN
B&W Copy, Print, Color Scan with Network, Duplex, Fax
FREE!
DP-7100
230
Rebate
$
FREE! Rebate
CS-406ci
Rebate
• 25ppm (BW/Color) • Dual 500 Sheets • 33.6 Kbps Fax (Option)
Rebate
• 47 pages per minute
CS-356ci
2050
$
• 25ppm (BW/Color) • Dual 500 Sheets • 33.6 Kbps Fax (Option)
$
Duplex
• 47 pages per minute
Rebate
CS-2553ci
l Specia ! e Sal
M3645IDN
B&W Copy, Print, Color Scan with Network, Duplex, Fax
1950
$
Color Copy, Print, Scan with Network, Duplex, Fax (Option)
DP-7100
CS-307ci
1000
$
Color Copy, Print, Scan with Network, Duplex, Fax (Option)
$
M2640IDW
1250 $1550
• 32ppm BW/Clr (307ci) • 37ppm BW/Clr (356ci) • 42ppm BW/Clr (406ci) • 600-Sheet Capacity • Wireless Print/Scan
FREE! $
$
Rebate
CS-307ci CS-356ci CS-406ci COPY PRINT SCAN FAX*
120 290
$
M4132IDN
$
Color MFP Systems
• 22ppm (BW/Color) (P5021CDW) • 27ppm (BW/Color) (P5021CDW)
M5521CDW
• 600 x 600 dpi Res. • 30 Secs or Less (Warm Up Time) • 600 Sheets Std. Capacity • 1.5GB Memory
850 1270
Rebate
P5021CDW P5026CDW
$
M4125IDN
$
Color Copy, Print, Scan w/ Color Printer with Wireless Network, Duplex, Fax Network, Duplex • 22ppm (BW/Clr) (5521CDW) • 27ppm (BW/Clr) (5526CDW)
24/30ppm Color MFPs
• 600 x 600 dpi Res. • 20 Secs or Less (Warm Up Time) • 600 Sheets Std. Capacity • 1GB Memory
$
• Customer Support Hotline • Technical Support Hotline
M8124cidn M3145IDN Copy, Print, Color M8130cidn B&W Scan with Network,
25/32ppm B&W MFPs
150 290
$
M5521CDW M5526CDW
M4125idn M4132idn
M2635DW M2640IDW
B&W Copy, Print, Color Scan, w/ Network, Duplex, Fax (Opt on M2040dn)
• Online Sales Training • Online Service Training
INTRO
37 B&W Printer w/ Duplex & Network
l Specia $50 Rebate Sale!
All supplies & Parts available for prompt delivery! ENX Magazine | www.enxmag.com
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
Copiers • Printers • MFPs • Faxes • Scanners E m a il: info @ n u w o rld in c.co m
Order Online! www.nuworldinc.com
Blind Drop Shipping
Copiers, Faxes, MFPs, Printers, Scanners
FAX-275
MFC-J485DWRFD
Personal Fax Machine
Color InkJet AIO MFP
$89
$49
FAX-2840
COPYBOARDS N-32 Series Network Electronic Copyboards
EMAIL D! ENABLE
• Up to 4 x 61.6” Diagonal Panels
BIG SALE!
High Speed Laser Fax | 33.6Kbps Super G3.........................
Same Day Shipping
WRITE, PRINT, SAVE, & NOW EMAIL!
BIG
SALE!
CAPTURE PROJECTED IMAGES & YOUR NOTES!
M-17W
PPF-4750e
BIG SALE!
• Up to 2 x 78.5” Diagonal Panels
• Up to 2 x 78.5” Diagonal Panel
MFC-8220
BIG SALE!
B&W Laser All-In-One | 21ppm | 32MB Memory.................
BIG
BIG SALE!
MFC-L2740DW
BIG SALE! MP-301SPF 31ppm B&W MFP
B&W All-In-One | 32ppm | Duplex | Wireless Network........
MFC-L5700DW
BIG SALE!
MFC-L8610CDW
BIG SALE!
MFC-L8900CDW
BIG SALE!
B&W Laser Printer | 42ppm | Duplex | Wireless Network...
33ppm Color MFP • Duplex • Wireless Network...................
40ppm B&W Duplex, Network Ready Printer
BIG SALE! MP-C307
31ppm Color MFP • 2GB RAM Memory • 250 Sheets Input • 100-Sheet Bypass
BIG SALE!
BIG SALE!
MFPs
MX-M3050 MX-M3550
• 30 pages per minute (M3050) • 35 pages per minute (M3550) • 550-Sheet Paper Trays
MX-2630N MX-3051
LJ M130FW...............$50 REBATE CLJ M254DW..............$50 REBATE
LJ M180NW...............$50 REBATE CLJ M477FDW.........$200 REBATE
DR-C225
Fi-7160
25ppm B&W/ Grayscale/ Color (Simplex)
DR-C240
60ppm Color Scanner for PC & MAC
30ppm B&W/ Grayscale/ Color (Simplex)
899
$
SD375
• 30 pages per minute
250
$
$
799
REBATE AFTER REBATE
PRINTERS & MFPS B2338dw
B2442dw
MB2442adwe
$60 REBATE C2325dw
$100 REBATE C2425dw
$150 REBATE MC2425adw
$95 REBATE
$90 REBATE
$150 REBATE
BIG
25ppm Color Laser Printer
SALE!
WIDE FORMAT PRINTERS ALL REBATES ARE VALID TILL DECEMBER 31, 2019
IPF TX-3000 IPF PRO4000/MFP IPF PRO4000S/MFP IPF TX-3000/MFP
IPF TM-305 IPF TX-305/MFP
24-inch Large Format Printers 36-inch Large Format Printers
36-inch Large Format Printers
3999
$
1126 $800 Rebate
160mm/s/384K Mem.
PRINTERS & SCANNERS
WF-C5710
BIG SALE!
CT-S601
200mm/s/384K Mem. DS-860
Image shown: CT-S310II
CT-S801
25ppm Color Laser MFP
IMAGEPROGRAF
INCREDIBLE
$
CT-S310II
42ppm BW Laser MFP
25ppm Color Laser Printer
DEAL!
SD622
CALL FOR SPECIAL PRICING
42ppm BW Laser Printer
INCREDIBLE
DEAL!
BLOWOUT SPECIAL!
• 80-100-130 sheets per minute • 600 x 600 dpi Scan Resolution • 1,000-Sheet Tray
MX-C303W MX-C304W
• 25/25 pages per minute (BW/Color)
LJ M203DW..............$40 REBATE CLJ M477FDN..........$200 REBATE
Digital Duplicators
BUY
MX-C250
935
$
65ppm / 130ipm (Up to 300 dpi Color/Binary) Scanner
GREAT
BUY
LJ M227FDW............$60 REBATE CLJ M477FNW.........$160 REBATE
38ppm BW Laser Printer
KV-S1057C
$70 REBATE
GREAT
LJ M227FDN.............$40 REBATE CLJ M452DN/DW.....$130 REBATE
ALL REBATES ARE VALID TILL MARCH 31, 2019!
$30 REBATE
• 26ppm BW/Color (2630N) • 30ppm BW/Color (3051) • 2 x 500-Sheet Paper Drawers (2630N), • 550-Sheet Paper Drawer (3051)
BIG
SALE!
LJ M130FN................$50 REBATE LJ M281FDW..............$80 REBATE
DOCUMENT SCANNERS
PLEASE CALL FOR REBATE INFORMATION!
65ppm B&W Duplex, Network Ready Printer
INSTANT REBATE PROMOTIONS
BIG SALE!
32ppm Color Printer • Duplex • Network..............................
55ppm B&W Duplex, Network Ready Printer
LJ M102W.................$20 REBATE LJ M501DN...............$150 REBATE
HL-L8350CDW
32ppm Color Printer • Duplex • Network.............................
BIG SALE!
LASERJET M607DN LASERJET M608X
BIG
BIG SALE!
40ppm Color Printer • Duplex • Network..............................
BIG
SALE!
SALE!
HL-L8250CDN
HL-L5100DN
65ppm B&W Network-Ready Printer
$80
MP 501SPF..$200 REBATE SP 5310DN....$150 REBATE SP 3610SF.....$50 REBATE SP262SFNW....$50 REBATE SP 4510DN.....$40 REBATE SP C440DN....$100 REBATE SP 4510SF....$100 REBATE SP C261SFNW..$75 REBATE SP 5300DN....$100 REBATE Valid till March 31, 2019
33ppm Color MFP • Duplex • Wireless Network...................
SALE!
REBATE
• 1GB RAM Memory • 250-Sheet Input • 100-Sheet Bypass
55ppm B&W Network-Ready Printer
LASERJET M402DNE LASERJET M608N
BIG
MFC-J5720DW
LASERJET M607N
BIG
$80
REBATE
SALE!
BIG SALE!
Color InkJet AIO | 35/27ppm (BW/Color)...........................
BIG
40ppm B&W Duplex, Network-Ready Printer
SALE!
Electronic Copyboard
SALE!
MFC-9330CDW
Color Digital MFC | 23ppm | Duplex | W-Network...............
LASERJET M402N
• Up to 2 x 78.5” Diagonal Panels
M-18 Series
Electronic Copyboards
ALL REBATES ARE VALID WHILE SUPPLIES LAST!
Capture Boards
BIG SALE!
High Perf. Laser Fax | 33.6Kbps | Network.........................
LASERJET PRINTERS & MFPS
C-20 Series
FAX-4100e
High Speed Laser Fax | 33.6Kbps Super G3......................
MONOCHROME & COLOR
BIG
SALE!
300mm/s/384K Mem.
865 $1300 $700 $1000
$
Rebate
(IPF PRO4000) (PRO4000SMFP)
Rebate
(TX-3000)
Rebate
(TX-3000MFP)
Rebate (TM-305)
Rebate
(TM-305MFP)
IPF680/685 24-INCH LARGE FORMAT PRINTERS...............$360/$400R IPF770/780/785 36-INCH LARGE FORMAT PRINTERS.....up to $1100R IPF PRO2000/MFP 24-INCH LF PRINTERS.........$400/$600 REBATE IPF PRO6000S 60-INCH LARGE FORMAT PRINTER.......$1300 REBATE IPF TX-4000/MFP 44-INCH LARGE FORMAT PRINTERS...up to 1375R IPF TM-200/300/MFP 24/36-INCH LF PRINTERS..........up to $900 R
Parts Order Hotline: 562.977.4949
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
NBS / ENX | April 2019
SPRING
Since 1985
SAVE
BIG!
SALE!
MAXIMIZE PROFIT
NOW THROUGH 3/31/19
BTA CHANNEL EXCLUSIVE PRINTERS Comprehensive up to 3-Year Warranty
Direct OKI Tech Support Access
Service Labor Reimbursement
A4 COLOR MULTIFUNCTIONS
Professional Marketing Support
A4 MONO MULTIFUNCTIONS
MPS3537mc+ / Wireless MPS4242mc+ 37/35ppm (BW/Color) MFPs
42/42ppm (BW/Color) MFP
MPS5501B
MPS5502MB+ / Wireless
• 630-Sheet Capacity • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax
• 630-Sheet Capacity • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax • 20-Sht Convenience Stapler
• 630-Sheet Cap., Upgradable to 3,160 Shts • 256MB Memory, Upgradable to 768MB Memory • 1200 x 1200 dpi Res. • 1GB Ethernet + USB • 30K High Capacity Toner
• 630-Sheet Capacity • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax
*Wireless Available
100 $100
$
REBATE
WIRELESS
SPIFF
ALL MODELS
DUPLEX NETWORK
300 $300 REBATE
$
SPIFF
55ppm BW Printer
DUPLEX NETWORK
150 REBATE
$
$
25
SPIFF
55ppm BW MFPs
*Wireless Available
100
$ DUPLEX NETWORK
SPIFF
ALL MODELS
MPS4242mcf+ / Wireless MPS4242mcfx+ 42/42ppm (BW/Color) MFPs
42/42ppm (BW/Color) MFP
MPS5502MBF+
MPS5502MBFX+
• 1,160-Sht Cap., 100-Sht MPT • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax
• 2,630-Sht Cap., 100-Sht MPT • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax • 50-Sht In-Line Stapler
• 1,160-Sheet Capacity • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax • 50-Sht In-Line Stapler
• 2,630-Sheet Capacity • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax • 50-Sht In-Line Stapler
*Wireless Available
375 $300
$
REBATE
SPIFF
DUPLEX NETWORK
375 $300
$
REBATE
SPIFF
55ppm BW MFP
DUPLEX NETWORK
100
$
SPIFF
55ppm BW MFP
DUPLEX NETWORK
100
$
SPIFF
ES7412
ES5473
ES5162LP
ES5112
• 630-Sheet Capacity, Upgradable to 1,690 Shts • 256GB Mem., Upgradable to 768MB Mem. • 1GB Ethernet + USB • Google Cloud Print 2.0 • PCL, PostScript 3
• 350-Sheet Capacity, Upgradable to 1,410 Shts • 50-Sht Duplex RADF • 1GB RAM Memory • 1GB Ethernet + USB • Super G3 Fax
• 630-Sheet Capacity, Upgradable to 1,160 Sheets • 50-Sht Duplex RADF • 3GB Memory • ID Card Copy • Super G3 Fax
• 630-Sheet Capacity, Upgradable to 1,160 Shts • 1200 x 1200 dpi Res. • 3GB Memory • 1GB Ethernet + USB • PCL, PostScript 3
37/35ppm (BW/Color) Printer
100 $100
$
REBATE
SPIFF
31/31ppm (BW/Color) MFP
DUPLEX NETWORK
$
125
SPIFF
47ppm BW MFP
DUPLEX NETWORK
25
$
SPIFF
DUPLEX NETWORK
DUPLEX NETWORK
47ppm BW Printer
DUPLEX NETWORK
$
10
SPIFF
DUPLEX NETWORK
ALL SUPPLIES AVAILABLE FOR PROMPT DELIVERY! PARTS ORDER HOTLINE: 562.977.4949
TEL: 800.729.8320 • FAX: 800.829.0292 • INFO@NUWORLDINC.COM • WWW.NUWORLDINC.COM
ENX Magazine | www.enxmag.com
All prices, rebates, and availability are subject to change without notice. Please call us to confirm. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
SPECIAL
SAVE
BIG!
SALE!
A Wholly owned subsidiary of Nuworld Business Systems
MAXIMIZE PROFIT
WHILE SUPPLIES LAST! SIGN UP TO BECOME A TBPC FOR THESE ADVANTAGES:
Business Product Center
2018A 2518A 3018A
• Full Range of Award-Winning MFPs • Competitive Pricing • Online Sales & Service Tools • Unparalleled Sales & Technical Support • Comprehensive Training & Certification • No Sales Quota or Financial Commitment
MONO MFPS
3518A 4518A 5018A
B&W Copy, Print, Scan, Duplex, Fax (Option)
B&W Copy, Print, Scan, Duplex, Fax (Option) • 20 pages per minute (2018A) • 25 pages per minute (2518A) • 30 pages per minute (3018A) • 100-Sheet RADF (Option) or 300-Sheet DSDF (Option)
• 35 pages per minute (3518A) • 45 pages per minute (4518A) • 50 pages per minute (5018A) • 100-Sheet RADF (Option) or 300-Sheet DSDF (Option)
PACKAGE DEALS
A new 10.1” tablet-style touch screen
All Models + Stand + Toner + Developer + RADF (Package 1) / DSDF (Package 2)
2010AC 2510AC 2515AC 3015AC
MONO MFPS
COLOR MFPS
PACKAGE DEALS
All Models + Stand + Toner + Developer + RADF (Package 1) / DSDF (Package 2)
3515AC 4515AC 5015AC
A new 10.1” tablet-style touch screen
COLOR MFPS
Color Copy, Print, Scan, Duplex, Fax (Option) • 35/35ppm (BW/Color) (3515AC) • 45/45ppm (BW/Color) (4515AC) • 50/50ppm (BW/Color) (5015AC) • 100-Sheet RADF (Option) or 300-Sheet DSDF (Option)
Color Copy, Print, Scan, Duplex, Fax (Option) • Up to 30/30ppm (BW/Color) • 100-Sht RADF (Option) or 300-Sht DSDF (Option) (2515/3015 only)
PACKAGE DEALS
A new 10.1” tablet-style touch screen
All Models + Stand + Toner (CMYK) + Dev + RADF (Pkg1) / DSDF (Pkg2)
PACKAGE DEALS
All Models + Stand + Toner (CMYK) + Dev + RADF (Pkg1) / DSDF (Pkg2)
A new 10.1” tablet-style touch screen
ALL SUPPLIES AVAILABLE FOR PROMPT DELIVERY! PARTS ORDER HOTLINE: 562.977.4949 TEL: 888.372.3700
•
EMAIL: SALES@IDSWC.COM
Price and availability subject to change without notice. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners. If you no longer wish to receive these communications, please contact us at the phone number above.
•
FAX: 562.921.1167
NBS / ENX | April 2019
Erik Cagle
State of the Industry
Strength in Numbers: Best Practices, Benchmarking and Networking Resources All Point Toward Joining Peer Groups
A
t the risk of ending up on Bernie Sanders’ newsletter distribution list, we operate under a capitalist system that enables businesses to acquire vast amounts of properties, resources (both tangible and intellectual) and advantages of scale. This can create a distinct chasm between the haves and the have nots. But we’re not here to cry “unfair”; capitalize we can, and capitalize we must in order to claim our earned share of the open market. And that entails looking for an edge. Look all around you. The industry is shrinking, and dwindling print volumes have companies seeking out managed services and ancillary offerings to counter the volume trend. Many have opted out and sold to industry consolidators or local competitors in order to take money off the table or garner those advantages of scale. The pending sale of DEX Imaging to Staples indicates the scope of competition extends beyond fellow dealers, valueadded resellers or manufacturer-direct operations. If your long-range plans do not include selling out to the well-fortified concerns, certain questions should be raised. How do you compete with them, or how do you enhance the value proposition that you offer to clients? How can you garner those resources that can put you on par with larger competitors?
SDG members attend the Bob Bondurant School of High Performance Driving event in Arizona
Start by joining an industry peer group. Competitive issues aside, there are numerous benefits that can be derived from membership, particularly in the realm of best practices. These organizations typically meet on a quarterly basis with an agenda that covers anything ranging from sales to service and admin. Most groups try to limit their size to between 40 and 50 independent dealerships. In order to address competitive concerns, there are geographic restrictions that prevent the addition of rival companies, though oftentimes incumbent dealers will give the OK to onboard a new member if he/she is not viewed as a direct competitor.
Best Practices
There are a number of robust peer organizations, including the Copier Dealers Association (CDA), the most senior of the groups. The Business Technology Association (BTA) has sprouted a pair of peer groups relevant to the office technology space: the Select Dealer Group (SDG) and the PRO Dealer Group, a relative newcomer. The similarities are more important than their differences; it’s all about a core of dealers gathering to discuss their common business challenges and discovering new and exciting ways to do business, from implementing the most mundane of changes to exchanging truly business-altering ideas. Best of all, the relationships that can be forged foster year-round communications and collaboration not limited to quarterly gatherings. The SDG sprouted up around 2003, when the BTA’s John Hansen and John Hey reached out to a number of dealers who had expressed interest in forming a new group. A small core of about 11 dealers (five of which are still active) met in Denver for exploratory talks, and the group quickly grew before reaching its current level of 45 members. The gathering’s working title was called the “BTA Elite Dealer Meeting,” and its original mission and purpose statement was “An organization of Independent Dealers that want to learn more about how to run a successful business.” One of those founding dealers was Ray Belanger, the president and CEO of Bay Copy, based in Rockland, MA. continued on page 18
16
•
www.enxmag.com | April 2019
We Saw It In ENX Magazine
How Sustainable Is Your EBITDA? See moves that help and hurt your EBITDA at marconet.com/succession
That’s a key question to answer as you hone in on your company’s value, whether you’re in growth mode or looking to sell. — Jeff Gau, CEO
Interested in selling? Let’s talk. Call Jeff Gau at 800.847.3051
Strength in Numbers: Best Practices, Benchmarking and Networking Resources All Point Toward Joining Peer Groups Belanger notes that while each meeting will have a theme, such as sales, it is not limited to those types of discussions. SDG membership are polled in advance to help set up an agenda, and meetings take place three times a year, twice in cities that have airport access to allow for quick one-day or day-and-a-half meetings. Once a year, a meeting is held in a destination city (in February, the group convened in Clearwater, FL). Sometimes a dealer will host a meeting and provide a tour of his/her facility. Sponsors who support the meeting are afforded the opportunity to make a presentation on a topic of interest common to members. One of the most-valued tools at these meetings is benchmarking. All members report their financials and are measured to the established model (in this case, the ProFinance Model for Success). A consultant group handles the benchmarking and ensures the performance metrics are followed using a common language for measuring areas such as costs. “Sometimes the discussions are conceptual in nature, but others can get pretty granular in terms of details,” Belanger said. “A dealer may give details surrounding a program they’re doing and talk about the results. They can be pretty deep dives. “(Benchmarking) really helps force some discipline on your business by making you report to the financial model and look objectively at how you’re doing compared to rest of the group.” There’s ample value to be found outside of the meetings. If Belanger is experiencing an issue that he’s not confronted in the past, he can easily poll the membership or send out an email and be assured of getting at least a few responses within an hour or two. It is a two-way street of give and take.
(BENCHMARKING) REALLY HELPS FORCE SOME DISCIPLINE ON YOUR BUSINESS BY MAKING YOU REPORT TO THE FINANCIAL MODEL AND LOOK OBJECTIVELY AT HOW YOU’RE DOING COMPARED TO REST OF THE GROUP. Ray Belanger, Bay Copy
Finding Your Place
The key is finding a group that is aligned with your purposes. Take Chip Miceli, the president and co-owner of Pulse Technology (formerly Des Plaines Office Equipment) in Elk Grove Village, IL. Miceli is a member of SDG and American Co-op, the latter an intimate group of about 20 predominantly Sharp dealers who only discuss best practices. In addition, Miceli is involved in the IBPI buyer’s group, and is investigating the possibility of joining another buyer’s group. “You really have to go to a meeting and see if you’ll gel with the people who are there,” Miceli said. “With some group meetings I attended, I realized I wouldn’t be learning much, but 18
•
www.enxmag.com | April 2019
there would be information that I could be sharing. I don’t have a problem with that, but I need to take some information home with me, too.” That’s partly what drove Miceli to join American Co-op, which consists of several larger dealers, including Marco and Centric Business Systems. “The more groups you’re involved in, the more opportunities you’ll have to learn how other organizations do different things,” he said. “I’m a fast learner, so I’m always looking for opportunities to learn and share new things.” Miceli’s takeaways include finding different methods of compensation with commission, ideas on how to lay out a showroom and insight into office setups. “After my first SDG meeting, I had about 20 things I wanted to come back and change at my dealership,” he said. “I learned pretty quickly that I needed to start out with two I can implement, then move down to the next two ideas.
AFTER MY FIRST SDG MEETING, I HAD ABOUT 20 THINGS I WANTED TO COME BACK AND CHANGE AT MY DEALERSHIP. Chip Miceli Pulse Technology
“If you join one of these groups and don’t come home with anything of value, then you’re either in the wrong group or you’re not paying attention.”
Screening Process
Deb Dellaposta, president and CEO of Doing Better Business in Altoona, PA, was named the first female president of SDG last summer. She has been a member for more than 10 years, having been previously acquainted with fellow SDG members through the GreatAmerica dealer council, along with several fellow Ricoh dealers. Dellaposta said the group recently added a pair of new members and may onboard a third at its next meeting. Acquired members have dropped from the rolls, creating vacancies within SDG, and Dellaposta said the organization is always on the lookout for potential new members who can add value. “It’s not easy to get into; applicants have to be vetted and we need to make sure there are no (geographic) conflicts,” she said. “When we applied, there was a conflict with an existing member, but they agreed to let us in. And we’ve actually let in other members who were on the border with us. But we think there’s more to be gained from sharing than being antagonistic.” Dellaposta works up surveys to analyze the previous meeting and gets feedback for future topics. They key, she says, is having continued on page 20
We Saw It In ENX Magazine
ÂŽ
ALL THE RIGHT PARTS Offering the same expertise and customer experience for parts that you’ve come to expect for your supplies business.
Fusers, transfer kits, maintenance kits, printheads and more Authorized parts and warranty distributor for most OEMs Competitive pricing
Supplies Network offers a comprehensive line of products from the brands you trust.
THE SINGLE SOURCE FOR YOUR IMAGING BUSINESS
www.s uppl i e s ne t w o r k . c o m
1 -8 0 0 -7 2 9 -9 3 0 0
Strength in Numbers: Best Practices, Benchmarking and Networking Resources All Point Toward Joining Peer Groups members who are willing to pitch in, be transparent and show their financial numbers (for those particulars-shy dealers, take heart—the stats are presented to all members in a blind fashion). It helps that SDG members take a proactive approach in pre- and post-meeting participation to ensure maximum value. While Dellaposta loves the benefits that come with having 40odd dealer friends a phone call away, one core value is derived from benchmarking. “The real ‘ah-hah’ moment is when you get your benchmarking numbers,” she said. “We really have to manage to these numbers and educate all of our staff. We’ve made it a part of our culture at Doing Better Business. We’re continuously educating our people on why these benchmarks are important and what they mean. It’s not just all about profit, it’s making sure we have a viable business that’s going to be sustained.”
THE REAL ‘AH-HAH’ MOMENT IS WHEN YOU GET YOUR BENCHMARKING NUMBERS. WE REALLY HAVE TO MANAGE TO THESE NUMBERS AND EDUCATE ALL OF OUR STAFF. WE’VE MADE IT A PART OF OUR CULTURE AT DOING BETTER BUSINESS. Deb Dellaposta, Doing Better Business
Dellaposta did not take note of any particularly high or low performance numbers from Doing Better Business’ performance. She said the dealer typically thrives in areas of service, and like any dealer, Dellaposta doesn’t want to be satisfied with just hitting the base standards. “Benchmarks are just the bare minimum, they’re not goals,” she said. “The high-profit and best-performing dealers are blowing out the benchmarks. It’s something you analyze and say ‘How can we do better?’ One of the greatest challenges is supply expense. It’s very hard to hit that benchmark.”
confident, the CDA will eliminate the geographic requirement, and that members should be judged primarily on their ability to contribute to the group.
THE BENEFITS FAR OUTWEIGH ANY CONSIDERATIONS OF TERRITORIALITY OR GIVING OUT SECRETS. I DON’T THINK THERE ARE MANY SECRETS IN THE BUSINESS, ANYWAY. Jerry Blaine, LDI Color ToolBox
“The benefits far outweigh any considerations of territoriality or giving out secrets,” Blaine said. “I don’t think there are many secrets in the business, anyway. In order to survive these days, businesses have to be way more sophisticated to be successful. All of the knowledge you’re going to get is incremental. And as far as geography, any particular aspect of your business that you don’t want your competitor to know, you probably don’t want anybody to know.” Blaine credits the CDA with providing his first deep dive into managed services knowledge back in the day, which provided invaluable insight into the ins and outs, best practices and pitfalls to avoid. Conversely, members were able to benefit from Blaine’s thought leadership in areas such as digital and production print, areas in which he was an early adopter. One of the greatest intangibles that has provided tremendous satisfaction for Blaine is the CDA’s scholarship fund, which has awarded more than 50 scholarships a year to the employees of member companies. “We’ve been able to partner with members to really accelerate giving, both in terms of financial aid and volunteerism for those organizations that benefit multiple communities,” he noted.
Ability to Transform
Jerry Blaine is a well-traveled dealer executive, having spent many years with the CDA. The founder, president and CEO of New York City’s LDI Color ToolBox believes the CDA has played a transformative role for both the dealership and his own growth courtesy of the collective experience within the group. As LDI does a lot of business outside the geographies where it has operations, Blaine is in the process of forging service agreements with CDA members who can address needs for LDI clients in more than 100 cities nationwide. Given the size and scope of many members, Blaine is not as concerned with geographic requirements. After all, many of the bigger dealers have competitive scenarios with fellow members beyond their base operations. Blaine hopes, and is 20
•
www.enxmag.com | April 2019
Deb Dellaposta (front, right) chats with members of Select Dealer Group during a meeting continued on page 22 We Saw It In ENX Magazine
With 40 years experience in the Dealer, Manufacturer and Wholesale distribution environments, Pinnacle understands Supply Fulfillment & Logistics better than anyone. Our Premier Partner Program enhances your efficiency and customer service while increasing profitability.
Comprehensive order processing integration to eAutomate (PO, Tracking, Receivers, Vouchers, Invoices) - MWAi Forza next - All at No Charge to dealers!
CA, CO, FL, GA, IL, KS, KY, MA, ME, MO, MS, NH, NJ NV, NY, OH, PA, TN, TX, VA, WI
Strength in Numbers: Best Practices, Benchmarking and Networking Resources All Point Toward Joining Peer Groups Finding Variety
One of the newest peer organizations assembled by the BTA is the PRO Dealer Group (PDG), which has been in existence for five years. Bob Doucette, president of Smart Technologies in Daytona Beach, FL, and president-elect of PDG, had been a member of the seven-member Peer Dealers faction of Ricoh dealers for 19 years. Wanting to get a little more perspective from the national level, Doucette reached out to Brent Hoskins at BTA, who guided him to the newly formed organization. One of the benefits in joining PDG is that Doucette now has more insight into manufacturers such as Xerox and KYOCERA, and has garnered a better perspective about all of the OEMs and
THESE DEALERS CAN GIVE YOU INSIGHTS INTO HOW SOME OF (OEM’S) PROGRAMS WORK. IT GIVES YOU A LITTLE BIT OF AN EDGE TO NEGOTIATE WITH THE MANUFACTURER WHEN YOU KNOW WHAT THEY’RE CAPABLE OF DOING. Bob Doucette, Smart Technologies
what his fellow members think of their strengths and weaknesses. And despite being a newer group, the members quickly fell into a comfort zone in trading ideas and best practices. Members will send a list of questions in advance, and the group will take about a half-dozen of the most-frequently asked questions and address them in an open session. Doucette likes that the group has a nice variety of members, both large and small, and in the course of discussions, they will assess whether certain ideas that a large dealer may have can be scaled to fit the needs of small- or medium-sized members. One of the biggest benefits for Doucette has been gleaning ideas regarding compensation plans and how to go to market. He’s been able to reap significant savings through back-office best practices that have aided in billing, inventory and key insights into garnering more profitability on the service end. “One other piece that has been helpful is talking to a dealer who has experience with a manufacturer that you might be just starting to work with,” Doucette said. “These dealers can give you insights into how some of (OEM’s) programs work. It gives you a little bit of an edge to negotiate with the manufacturer when you know what they’re capable of doing.” ♦
Starting Anew: Peer Groups Illustrate What is Possible
A
peer group can be particularly useful to a dealer that has made substantial changes in its business model. Take The Swenson Group (TSG) of Livermore, CA. For the first 10 years of its existence, the company operated as a Xerox agent—no service or post-sale fulfillment, only sales. When TSG left Xerox, President and CEO Dean Swenson recast his organization as an office technology dealer. Swenson was well versed in sales, but service department, infrastructure, software, tools, processes and training were all new to TSG. That’s where the Select Dealer Group (SDG) came in handy. “The wealth of knowledge and experience I have learned from SDG has helped us in our path, and we haven’t had to recreate the wheel as much as we would have,” Swenson said. “We certainly would have fell into a lot of potholes without it. Someone once asked me why I became President of SDG, and I said I had to give back. The organization has helped TSG immensely, so getting involved and taking a role in leadership responsibility was the right thing to do. I was able to get even more members involved and help shape the group going forward.” Like other dealers, Swenson tries to bring home from meetings a handful of actionable items instead of an unwieldly laundry list. He seeks to find out more about members who are performing better than TSG and learn ways to improve through documentation, processes, strategy or implementation. From HR hiring policies to MPS strategies for implementation, SDG has provided invaluable guidance for Swenson and TSG.
22
•
www.enxmag.com | April 2019
THESE DEALERS CAN GIVE YOU INSIGHTS INTO HOW SOME OF (OEM’S) PROGRAMS WORK. IT GIVES YOU A LITTLE BIT OF AN EDGE TO NEGOTIATE WITH THE MANUFACTURER WHEN YOU KNOW WHAT THEY’RE CAPABLE OF DOING. Dean Swenson, The Swenson Group
“We have a lot of high-quality dealers in the group, but it’s ironic because we all do things differently,” he said. “For example, TSG bundles service with the lease in 99 percent of our contracts. It makes all the sense in the world to me, for our clients’ ease of use and for a defensive posture if competitors try to buy us out. Meanwhile, another dealer bills their own service religiously; he’s vigilant in that decision and they are tremendously successful. “It’s these kinds of differences that really open your eyes to what’s possible. What’s unique about TSG and our ability to bundle contracts, where dealers in other areas say it’s not possible? If a peer is able to do something in their market, then why can’t it be done in mine? It really helps you take the blinders off and think about what is possible.” ♦ We Saw It In ENX Magazine
Erik Cagle
Dealer Spotlight
Pushing the Needle Skyward: In a City of Pinnacle Achievers, Copiers Northwest is Another Success Story
W
ith the Seattle Space Needle looming in the backdrop of the company’s block-wide main campus, Copiers Northwest has some impressive technology and retail heavyweight neighbors in the form of Amazon and Facebook, with Microsoft a short distance away and Google soon to set up shop as well.
A rear view of Copiers Northwest’s facility, with the Seattle Space Needle in the background
But as the accompanying piece on Copiers Northwest illustrates, this is not your garden variety office technology dealership. Sure, it has many of the traditional product offerings from Canon, Sharp, HP, Konica Minolta, Lexmark and others, but its burgeoning foray into production printing and its newly-christened Imagination Studio helps extend the boundaries of what is possible. Its Canon relationship has fostered much of the growth, representing more than 60 percent of the firm’s equipment sales. 24
•
www.enxmag.com | April 2019
From its humble beginnings as a seller of Panasonic copier and fax machines in 1986 to a $50 million performer with 235 employees and 12 facilities today, Copiers Northwest has amassed a technical knowledge base of individuals who help fortify its army of 50-plus sales reps. Whether it’s managed print and IT services, MFPs and copiers, wide/grandformat and production print, data security and business process optimization, Copiers Northwest can respond to virtually any client need. Plus, the aforementioned Imagination Studio—when it’s not leaving visiting customers with their mouths agape—can provide that roadmap to exciting and new opportunities beyond toner on paper. We sat down with CEO Mark Petrie and President Gregg Petrie to gain insight into how the dealership has leveraged its relationship with Canon to gain a stronghold in the Great Northwest. What were some of the key drivers behind your 2018 performance? GREGG PETRIE: Our equipment sales were up 17 percent overall from the previous year. The Canon C650 was really a key driver of our equipment increase. Overall, production equipment represents about 20 percent of our equipment sales, and we see that continuing to increase. In fact, Canon told us during an annual review that we We Saw It In ENX Magazine
have sold more of their C650s than any other dealer in the country. What does Copiers Northwest pride itself on? MARK PETRIE: We’re a great services company. We have many long-term employees, with an average of 22 years of experience for our service staff. Most of our managers have been here at least 20 years, and some have upwards of 30 years. Our slogan is “Custom solutions from your local business partner.” We have 12 locations in the northwest. We go into Oregon with facilities in Bend, Salem and Beaverton. We have facilities in eastern Washington, Spokane and northern Idaho to go with Washington state branches in Yakima, Tri-Cities, Bellingham, Seattle, Tacoma and Olympia. We also own five of our 12 locations. GREGG PETRIE: We have a call center based in the Philippines that sets up first-time new-customer appointments for our staff of more than 50 sales reps. Our reps provide information on prospects to the call center, which makes the phone calls and get the first appointments set. We have seven dedicated full-time employees who call between 11 p.m. and 7 a.m. their time. Tell us about your most recent acquisitions. GREGG PETRIE: A little more than two years ago, we acquired Blackburn’s, a small Sharp
continued on page 26
Pushing the Needle Skyward: In a City of Pinnacle Achievers, Copiers Northwest is Another Success Story resolve issues in a timely manner. We can quickly provide answers for them.
A colorful front façade adorns the Copiers Northwest headquarters in Seattle
dealer in Bellingham, WA. We already had a branch there and we expanded our operations by acquiring them. We also bought a Canon dealer called Synergy, located in Bend, OR, in 2015. We have a pipeline of more than a dozen targeted companies that we’re currently in talks with, and we’re looking to close two or three of those deals in the next 18 months. With a few others, we’re in the initial discussions stage. What was the biggest highlight for your company in 2018? GREGG PETRIE: We maintained a 90plus Net Promoter Score all year long; CEO Juice tracks our numbers. One month we achieved 100 percent, which is pretty awesome. It’s the only time we achieved 100 percent, but hey, we hit it! Being named an Elite Dealer by ENX Magazine was another highlight of our year. Aside from production printing, what would you say are your other strengths? MARK PETRIE: I think it’s the fact that Mark and I have been involved in the company daily. We both work close to 50 hours a week. We know a lot of our customers by having met them face to face, and they love that we foster open communications; they can always reach us if needed. We pride ourselves on that direct access. They don’t have to go through a lot of bureaucracy, which can be the case with some of our competitors or the direct manufacturers, where it’s hard to get ahold of anybody to help 26
•
www.enxmag.com | April 2019
What was the greatest challenge you faced in the past year? GREGG PETRIE: Recruiting sales reps has really become a challenge, especially in Seattle, where the job market is white hot and minimum wage is $15 an hour. A lot of competition for quality sales reps comes from tech companies like Amazon; we’re literally a block away from their headquarters. Fortunately, we do have service techs knocking on our doors on a regular basis. Also, we’re able to find sales reps through our referral program that incents our employees for successful recruits of their friends and acquaintances. MARK PETRIE: We’re located right in the northwest tech hub. Amazon is a block away, Facebook has just moved here in a big way in recent years and Google’s moving in later this year. As a result, recruiting IT-type people, as well as admin, has become a significant challenge. Is it tough to maintain quality employees? MARK PETRIE: We have a generally low turnover rate everywhere except
delivery drivers, which tend to have a high turnover rate. Even though we pay well, it’s still hard to train and retain drivers. What do you feel sets your company apart from the competition? MARK PETRIE: I’d say it’s a combination of our Net Promoter Score, our customized billing, our great response times and our technicians not having harsh parts budgets. Our Imagination Studio really amazes clients and opens their eyes to all the things that we can do. There’s nothing like the power of a demonstration to show the output and illustrate how simple the equipment is to use, along with all the benefits. And while we can’t have all that heavy equipment at all of our showrooms, they are stocked with many samples of the items we produce on the equipment we have here. We have significant showrooms in all of our locations. How do you view the industry changing in the future, and what are you doing to adapt? MARK PETRIE: We’ll continue to offer more services and solutions that benefit the customer. That’s partly why we have the Imagination Studio—that’s
Experience is a key for Copiers Northwest, led by (from left): John Hines, CFO; Mark Petrie, CEO; Gregg Petrie, President and Brad Mofield, Vice President of Services. Hines and Mofield have spent 29 and 30 years, respectively, with the firm continued on page 28 We Saw It In ENX Magazine
Is Your Color Replacement Cartridge Powered to
Go the Distance?
Make Picture Perfect Yield with Confidence
MK Imaging® Drums & Toners – QUALITY Performance You Can Measure Over 30 Years of Toner Manufacturing Experience on Every Page MK Imaging® Products are Used by Award Winning Cartridge Remanufacturers World-Wide Ask Your Wholesaler for Remanufactured Color Cartridges Made with MK Imaging® Drums & Kaleidochrome® Toners HP® M553/M577 • HP® M452/M477 • HP® M252/M277 • HP® M651/M680 • HP® M476 • HP® M855 HP® M351/M375/M451/M475 • HP® M251/M276 • HP® M551/M575 • HP® CP1025/M175 • HP® CP1525/CM1415 HP® CP5525/M775 • HP® CP4025/CP4525/CM4540 • HP® CP5225/CP5200 • HP® CP3525/CM3530 ® HP CP2025/CM2320 • HP® CP1518/CP1215 • HP® CP6015/6030/6040 • HP® 4700 • HP® 3600/3800/CP3505 HP® 2600/2605/1600 • HP® 3500/3700 • HP® 5500/5550 • HP® 2500/1500 • HP® 4600/4650
FOR FURTHER INFORMATION CONTACT CUSTOMER SERVICE TODAY Sales: 1 (818) 837-8100 | Tech Support: 1 (800) 466-0246 | Email: info@fgimaging.com | Website: www.fgimaging.com © 2001 – 2016, Mitsubishi Kagaku Imaging Corporation dba Future Graphics. All rights reserved. Future Graphics is a distributor of compatible replacement parts for imaging equipment. None of Future Graphics’ products are genuine OEM replacement parts and no affiliation or sponsorship is to be implied between Future Graphics and any OEM. Trademarks and brand names are the properties of their respective owners and used for descriptive purposes only.
Pushing the Needle Skyward: In a City of Pinnacle Achievers, Copiers Northwest is Another Success Story more specialty graphics and services we can offer. The online retailers such as Amazon are looking to get into this space. And with the acquisition (of DEX Imaging) that Staples just made, one has to wonder what the manufacturers will do with authorizing their products. But we feel very strongly that the independent dealer has many strengths in that first-line service that we believe in, as opposed to clicking and ordering something online, where you don’t know how long it will take to be delivered. Plus, there’s the question of who’s going to help you set it up and provide training on it. That’s all the services the local dealer offers, so we feel we’re in a great position to compete with some of those national players and online offerings.
a Copier Dealers Association member for over 20 years. When I first started
GREGG PETRIE: We’ve been a Business Technology Association and
CEO Mark Petrie (left) and President Gregg Petrie
going to those meetings, the independent dealers were worried the manufacturers were taking over the world. I feel the independent dealer is stronger and is winning that war. I think the future looks bright for growth for strong independent dealers. The ones that cannot offer that high level of service, however, are going to have a tough time competing in the future. What are your goals for the next 12-18 months? GREGG PETRIE: We’re looking to complete those acquisitions we mentioned previously. We have an emphasis on managed print services, and we’ll continue to grow with production and solutions. Those three areas are really critical to our growth and success moving forward. ♦
Specialty Graphics, Stately Printers Represent Excellent Opportunities for Copiers Northwest Any copier or MFP salesperson worth his/her salt can recite a machine’s specs to a potential client. It’s another thing altogether when that prospect can be given a demo, at the dealer’s location, on a production machine that’s churning out actual jobs because the dealer also boasts production printing capabilities. But that’s exactly the advantage Seattlebased Copiers Northwest has over its competitors. The $50 million dollar dealership is a hybrid of sorts, part of a small fraternity of MFP and copier dealers that not only lease (and service) production printing equipment, but has its own digital production operation next door to its main headquarters. Yes, Copiers Northwest can handle office equipment needs through Sharp, HP, Konica Minolta, Canon/Océ and Lexmark lines of product, but it can also provide specialty graphics for clients courtesy of its fleet of five digital units, which have black-andwhite and color capabilities.
Copiers Northwest has stepped up its production printing capabilities with the addition of a Canon Océ Colorado 1640 wide-format printer. The unit, installed last summer, has sparked 300 percent growth in volume as the dealer has benefitted from the trifecta of highquality production, high speeds and 40 percent lower costs. But to appreciate the value that the printer adds to Copiers Northwest is to understand the role production printing plays at the dealer/printer. The 32-year-old company began its relationship with Canon in 2000, and three years later it embarked down the road of in-house production printing. Copiers Northwest had a core of about 20 facilities management clients, and opened the Document Services Group to service a number of the smaller FM sites through the Imagination Studio. “It’s a great training ground here to get them to work with all of the various types of equipment instead of learning on the customer’s site,” Copiers Northwest CEO Mark Petrie said.
Lease or Print
The Imagination Studio now serves multiple purposes. If a client runs into a tight spot with capacity—maybe a quick-turn project needs to be run ASAP—or perhaps its production print specialist is unavailable, Copiers Northwest can handle emergency and overflow jobs. Some clients may not be able to justify the cost, floor space and/or other resources to purchase their own Colorado or Canon Océ Arizona flatbed printer, in which case Imagination Studio can fill a need. While leasing the equipment is the primary initiative, there’s no better sales tool than to introduce clients to the Imagination Studio and demonstrate live the capabilities of wide-format and other digital machines. “We’re not just slick salesmen trying to sell them the features and advantages of the machine that are listed on the brochure,” Petrie noted. “We run customer jobs and can prove to them what the equipment can do. They trust us because we continued on page 30
28
•
www.enxmag.com | April 2019
We Saw It In ENX Magazine
Pushing the Needle Skyward: In a City of Pinnacle Achievers, Copiers Northwest is Another Success Story of reach investment-wise for many customers, along with the overflow function for a shop that is taxed with capacity. “We think it really accelerates our sales and our customers’ confidence in us that we know what we’re doing to provide services to them,” Petrie added. “I think we’re quite unique.”
Colorado 1640
From left, Copiers Northwest Production Operations Manager Eric Watson, CEO Mark Petrie and President Gregg Petrie pose alongside the company’s Canon Océ Arizona flatbed printer
know what we’re doing in fulfilling actual jobs, which increases customer confidence in being able to provide the right equipment for their needs. “When customers come in for what we call an Office Technology Experience, they’ll look at the equipment and solutions they want for their office,” he added. “When we walk them next door to the Imagination Studio, invariably they’ll say, ‘Wow, I didn’t know you did all of this.’ It starts spurring on the excitement of what other things they can do to market their company, to brand their company and have all of these graphics. Then it turns into, ‘We’re going to get our office equipment from you, and we want to use your production center.’” Eric Watson, production/operator for Copiers Northwest, notes the center sees heavy utilization for color products for clients in the AEC, legal, government and manufacturing spaces, along with marketing divisions. Copiers Northwest has a number of universities with fleets that it manages, but the dealer also provides them with specialty graphics such as banners, signage and other custom graphics. “Part of what hiring production people in our overflow center allows 30
•
www.enxmag.com | April 2019
us to do is be subject-matter experts for professional services,” Watson said. “People who I hire have industry experience, and are able to train our customers and offer user testimonials on software, workflow and the equipment itself.”
Hybrid Dealer
While Copiers Northwest may not boast four-leaf-clover-level uniqueness when it comes to leasing and printing alike, it is fairly uncommon. Sal Sheikh, vice president of marketing for Océ North America, notes that the vast majority of dealers only resell the Canon equipment, while Copiers Northwest enjoys success in leasing and offering “print-for-pay” services. “For those that do have an inhouse print shop, the Océ Colorado 1640 provides a fantastic opportunity to provide large-format graphics services,” he said. Sheikh attributed Copiers Northwest’s early success to the dealer’s print volumes, the low cost of operation offered by the Colorado 1640 and its speed/throughput capabilities. Again, the advantage Copiers Northwest can offer is the output capabilities of a machine that is out
Petrie had been tracking the Colorado’s release and was intrigued by the prospect of getting into different applications beyond the basics of what the Océ wide-format and Canon inkjet machines could produce. He felt the market lacked a solution for the wide/ grand format segment that boasted the output speed, quality, production automation and self-maintenance capabilities of the Colorado, particularly at a viable price point. Copiers Northwest’s production team is fully trained on both the Arizona and Colorado products, which gives the dealer another critical edge. Most other Canon dealers are brokers who sell the product, but turn servicing over to the manufacturer. Copiers Northwest can lease and service the machines, which adds more credibility to the offering. According to Watson, one of the biggest under-the-hood draws for the Colorado 1640 is the Canon UVgel technology with cold curing that provides for instantly dry prints. The machine can output photo-quality prints at 430 square feet per hour. Ink
Another member of Copiers Northwest production fleet is the Canon imagePRESS C10000VP color digital press
We Saw It In ENX Magazine
Smart solutions start with fresh ideas The newest member of Copiers Northwest’s fleet is the Canon Océ Colorado 1640 wide-format printer, flanked by Production Operations Manager Eric Watson, CEO Mark Petrie and President Gregg Petrie
durability is critical; whether it’s for banners or some other outdoor signage, the printed output can withstand long periods outdoors without the need to over-laminate, which saves Copiers Northwest labor time and material costs while decreasing turnaround time. The Colorado has really enabled Copiers Northwest to expand the boundaries of banners and signage to include wall, window and floor graphics. Mesh banners for construction sites is a major area of need for clients, and other applications include wallpaper, window clings and window screens. The shop can print on a variety of materials that can be applied to virtually any surface.
Every day, your business faces unique challenges. Our team of industry experts is ready to work with you to discover innovative opportunities for your leasing program and help your business reach its full potential.
Why choose us? Dealer & industry-specific programs Streamlined credit process Easy-to-use self-service portal Meter-based billing
Floor Show
One of the biggest growth areas is floor graphics. It’s a product of the times; as many people have their heads down looking at their phones, floor graphics have become attention grabbers. This enables marketers to leverage a greenfield chunk of real estate. “From an owner’s standpoint, we see a lot of opportunity and growth with specialty graphics,” Petrie noted. “The SGIA show was a real eye-opener for me, it was really amazing to see all the graphics and equipment that were there. That convinced me it’s the next big area to get into for the growth of a dealership like ours. “We’re a larger dealership that has the resources and customers to sell these types of products to, and the margins in specialty graphics are strong. Wide-format hasn’t been commoditized like the rest of the markets. There’s still money to be made in this segment for the companies that are buying it and the dealers that are selling it. And the expanded offerings attract a wider range of customers that weren’t really available to us in the past.” Whether Copiers Northwest is leasing, servicing or printing on the Colorado 1640 and other production machines, the dealership certainly has positioned itself uniquely in a segment where it has precious few competitors capable of doing all three. That definitely enables the dealer to be, in Petrie’s words, one throat to choke…not to mention one provider to pay. ♦
We Saw It In ENX Magazine
Let’s talk business 1-866-879-8795 or visit TIAABank.com/commercial
TIAA Bank® is a division of TIAA, FSB. Financing is provided by TIAA Commercial Finance, Inc., which is a subsidiary of TIAA, FSB, and not itself a bank or a member of the FDIC. ©2018 TIAA, FSB. 18VEF6270
April 2019 | www.enxmag.com
•
31
Erik Cagle
Business Profile
Forty Years Later, Katun Corp. Continues to Perform Above the Parts-and-Supplies Rim
A
fter 35 years in the industry, Bob Moore has learned several irrefutable truths. First, a provider is only as good as the people behind it, which includes employees, partners and suppliers. Second, no entity can last 40 years without adapting to changing technologies and business conditions. That entails keeping an open line of communication with customers to develop product and program solutions that will drive client profitability and enhance their ability to service end users. Moore is president and CEO of Minneapolis-based Katun Corp., a leading manufacturer and distributor of OEM-compatible imaging supplies and parts for the office technology dealership sector. And he’s proud of the path Katun has forged in its 40 years of operation as a global provider. The company boasts more than 11,000 customers in 120 countries around the world, with approximately 3,700 SKUs in its product catalog. Katun has seven global points in its distri-
32
•
www.enxmag.com | April 2019
bution network, with facilities and satellite offices across North and South America and Europe. Of its 350-employee roster, 150 are focused on sales and customer service, dedicated to delivering the best products and support to its clients. It’s safe to say that Moore has worked his way up the vocational ladder, beginning his industry career as a service technician at a large office equipment dealer in 1984, which provided a fast education and instilled a customer perspective. He joined Katun in 1988, working first in the lab and then product development, which he would eventually go on to manage. His leadership path escalated as general manager for Katun’s international business in Europe, followed by added responsibilities for Asia Pacific and Latin America. He became president and CEO in 2016.
One-Stop Experience
With Katun’s foundation built on product quality and a mission of providing true value to its customers, a key point of differentiation for Katun is what Moore feels is an unsurpassed portfolio of products. In addressing the needs for copiers or printers, toners or parts, or machines or accessories, Katun provides a true one-stop shopping experience. “We’re not just selling one part or part number at a time. We work with customers to drive their profitability to the bottom line,” Moore emphasized. “At the core level, we’re really selling We Saw It In ENX Magazine
Bob Moore, president and CEO, Katun Corp.
profitability, and the best way to attain that is through having the portfolio and programs that offer it.” It truly takes a team to enable a company such as Katun to thrive for 40 years. Moore points out that Katun is highly mobile, with locations that are close to clients, backed by on-site sales representation and technical support that helps set Katun apart from competitors. Along with a core of vendors that are strategically located globally, Katun boasts a team of engineers and industry experts that help to create that unmatched portfolio of high-quality products. Speaking of mobility, Katun’s development teams spend a great deal of time on the road to ensure the company’s products are designed to produce to Katun’s specifications and standards. “Customers buy from Katun because we have the best combination of products that are high quality for the market and we provide the best support—all continued on page 34
1979
2019
In 1979, technology was much different than it is now. The Apple II home computer was just gaining popularity among consumers because of its ability to display color graphics, the Sony Walkman was introduced to the enthusiastic masses, and the first commercial cellular network was established, making way for growth in global communication unlike anything the world had ever seen. In the imaging industry, a little startup company with 15 employees, Katun Corporation, began developing new technologies and products that would challenge the dominance of original equipment manufacturers through a simple value proposition – to provide office equipment dealers with a legitimate, low-cost, high-quality alternative to high-priced OEM parts and supplies.
Technology has changed, and so has the imaging industry. For 40 years, Katun has kept stride, evolving along with the industry, striving to meet the needs of dealers and distributors across the globe. Rest assured, as the industry evolves, Katun will be with you every step of the way, developing new products and embracing new technologies to help you grow your business.
www.katun.com
Forty Years Later, Katun Corp. Continues to Perform Above the Parts-and-Supplies Rim the while adapting to the forces that are driving the industry,” Moore noted. “Moving forward, we have to be able to adapt to those forces and continue to drive value for our customers.” The company has a number of fun promotions lined up in conjunction with its 40th anniversary, most of which will be disseminated through social media, along with promotional items to trumpet the milestone. Katun is also bolstering its visibility at industry events, including BTA shows, IBPI meetings and users group gatherings throughout 2019.
IP Friendly
Respect is a key element for both Moore and Katun. Quality and reliability are the twin fortes and the backbone of what the company was founded upon, but where the respect truly takes hold is Katun’s quest to ensure that all of its products are mindful of the OEM’s intellectual property. In the world of compatible parts and supplies, having that IP assurance provides confidence and peace of mind. “All of our products are IP friendly wherever they’re sold around the world,” Moore said. “We have to take our design efforts and work on designing around those protections that the OEMs have.” This is where the Katun personnel truly rise to the challenge. “Behind the scenes, we have a really amazing team of product specialists, engineers, lab folks and legal department to really deliver that quality and reliability promise we make to our customers,” he said.
Strategic Partner
Katun is also reaping the benefits of having a new parent company. In late 2017, General Plastic Industrial (GPI) of Taiwan acquired Katun from Monomoy Capital Partners. While Katun had done business with GPI for more than a decade, the pairing essentially brings manufacturing capabilities back into play. Katun previously had manufacturing assets that were divested under the private equity ownership. “The combination of Katun and GPI is really powerful. We have an enhanced 34
•
www.enxmag.com | April 2019
working capital structure tailored toward additional investments in the business,” Moore said. “We also have an optimized supply chain, which allows us to deliver better service for our customers. With GPI being an experienced player in our industry, we have a much better longterm view of the industry. Just one year into the deal, I can say that Katun is a much stronger company and a more strategic player in the industry. It’s going to continue well into the future as a result of this change and ultimately benefit our customers.” Katun is concentrating on increasing its global reach while expanding the number of products in its portfolio. Moore noted the company is developing some exciting new products toward that end. Developing strategic customer relationships enables Katun to demonstrate long-term value and confidence in being able to address an evolving market. The independent dealer channel, he says, is going to be challenged to ensure they continue to push technology forward to optimize their ability to reduce print costs. The landscape is changing, with independent dealers joining the likes of industry consolidators such as Visual Edge Technology, Flex Technology Group and Marco. This increases their buying power and provides efficiencies not available to independent dealers. Now, with Staples foray into the channel courtesy of its pending acquisition of DEX Imaging, it adds another wrinkle to the landscape, with a potential disruptive
impact. In the same vein, Katun’s pairing with GPI has the company uniquely positioned to offer value to a company like Staples in a meaningful way that others cannot provide. Katun aims to maintain pace with technology, in part, by enhancing the internal efficiencies that translate directly to customer value. “A good example is warehousing and logistics,” Moore noted. “We’re currently putting new technology into our primary distribution sites that is going to help guarantee order and shipping accuracy. This technology should assist in our ability to guarantee time-sensitive delivery to an end-user location. This is going to enhance, end to end, our ability to service customers as they migrate more towards delivered product to the end user’s site.”
Building Blocks
Maintaining customer focus remains the core value for Katun, which emanates from its employee base and extends through the company’s strategic vendors and GPI relationship. Moore hopes to build upon that focus though enhanced time-to-market with new products that can help clients reach their objectives. The partnership with GPI will certainly enable the company to fulfill that mission, and Moore wouldn’t rule out the possibility of expanding beyond consumable products. In the final analysis, the key for Katun is to provide that end-to-end value proposition that has enabled it thrive for the past 40 years, and having the foresight that will carry the company for the next 40. “Long term, it’s all about Katun having a rigorous pursuit to the best products, highest quality and the best value,” he said. “When you consider what we do from start to finish, we identify, design, manufacture, sell and distribute. Those things are all wrapped in a package of service and support that improves our dealers’ and distributors’ profitability. The better we’re able to do that, the more we’ll continue our longterm success in the industry.” ♦
We Saw It In ENX Magazine
Continuing your legacy. TOGE THER WE C AN GR OW & E VOLV E
Team with Novatech for Maximum Flexibility in Your Business Succession
OU R GOA L IS TO HO NO R YO U R L I F E’S WOR K! Novatech.net/acquisitions
Josie Heskje
Perspective
Information Resources: Preparing for the Industry’s Future Starts with Learning from Others
N
ot many things are more important than understanding your customers. Since the fall of 2003, GreatAmerica Financial Services has been active with office technology industry peer groups to do just that. Our industry presence and deep understanding of the challenges and opportunities facing our customers has been a significant part of our go-to-market strategy since Tony Golobic founded our company in 1992.
A Rich History with Office Technology Dealer Peer Groups
We’ve participated in just about every dealer peer group in the office equipment space, the first being Select Dealer Group (SDG). In 2003, SDG was associated with the Business Technology Association (BTA), which has always supported education and best-practice
Jennie Fisher of GreatAmerica Financial Services (left) and Sally Brause of PathShare HR Services enjoy the beauty of the New York skyline during a break at the Select Dealer Group meeting in 2013 36
•
www.enxmag.com | April 2019
sharing, and their support of industry peer groups has been phenomenal. At the time, our COO and one-third of our Office of the President, David Pohlman, had just joined GreatAmerica and understood the value peer groups would bring to our company. Soon, we were also participating in the Business Products Council Association (BPCA), American Coop and eventually the Copier Dealers Association (CDA). After we started investing time in peer groups, we began earning speaking engagements. We knew we wanted to educate rather than do a sales pitch, and we’ve tried to maintain that approach to this day. The first BPCA meeting we spoke at was in Quebec, and the topic of education was focused on costper-copy (image) billing. We shared best practices on a tiered volume cost-per-image approach (the more copies you made, the lower the per image charge), adding a reimbursement charge to their customer invoices for peripheral support (something not many dealers were doing), and revenue-enhancing strategies related to color. My how times have changed! As the industry evolved, topics broadened in scope—from crafting an MPS deal to the importance of flexible invoicing. A pivotal time for us was offering remote monitoring with our FleetView product. We took our in-depth knowledge on MPS and educated the dealer community on why a strong sales approach We Saw It In ENX Magazine
is necessary, how to analyze an environment and how to craft a transaction (that included hardware financing) with the likes of PrintFleet, Okidata and our own MPS Navigator training. While our involvement as presenters holds value in driving awareness for GreatAmerica, the real value comes from the networking. Participating in these events and dining with office technology dealers and other vendors allows us to get to know the needs of our industry at a deeper level.
Continuing to Evolve with the Times
Our participation has uniquely positioned us to identify the needs and pain points of our dealers and vendors. Not only are we able to generate ideas for new ancillary services that address gaps in our industry, but we stay tuned to opportunities to build new peer groups as a result of being immersed in these conversations. In 2013, Pohlman identified an area where our office equipment dealers needed support; as the industry evolved, more dealers were looking for ways to successfully deliver Managed IT. With the help of industry expert, Paul Dippell of Service Leadership, this spurred the creation of the SL-GAMIT groups. These groups were designed to accelerate dealer expansion into managed IT. Rather than let dealers stumble through trial and error, we wanted to provide access to a proven process for continued on page 38
MORE THAN JUST A DISTRIBUTOR
ACCURATE SAME-DAY SHIPPING
PERSONAL ACCOUNT EXECUTIVE
KYOCERA COPYSTAR
TECHNICAL SUPPORT HOTLINE
ARLIADVANTAGE REWARDS PROGRAM
Visit us at Booth 715 MGM Grand Las Vegas April 24-25
Visit www.arli.com
|
Call Toll Free 800-887-3040
|
Fax 847-689-1616
Information Resources: Preparing for the Industry’s Future Starts with Learning from Others Sharing and Learning From Subject Matter Experts
Tony Golobic, founder, chairman and CEO of GreatAmerica Financial Services, gives a presentation on company culture during a Copier Dealers Association meeting last October
entering the IT space. Via quarterly meetings with member-driven agendas and facilitation by Service Leadership, part of the group’s appeal is its financial and operational benchmarking. This is used to gain comparative insights among dealers in each group and to track their progress. The value of the SL-GAMIT Group lies in the access to knowledge, current best practices and best-in-class metrics of Service Leadership’s experts. The number of SL-GAMIT groups has varied over time. Some dealers were either successful at accelerating their managed IT efforts and decided to put resources elsewhere, or decided that managed IT services wasn’t a direction they were ready to pursue. An additional managed IT peer group was formed in 2018 exclusively for our Collabrance partners to help accelerate their success.
Value of Dealer Peer Groups
The number-one reason we find value in facilitating these groups is the opportunity to interact with industry friends, partners and vendors. We use these meetups as opportunities to educate ourselves and gain a deeper understanding of the challenges and opportunities our dealers face. In fact, some of our ancillary products and services were born as a result of 38
•
www.enxmag.com | April 2019
our participation. For example, it was at peer group meetings where we witnessed more dealers getting into IT, and better understood the challenges associated with it. That’s when we developed our own Master Managed Service, offering to help our dealers without the high upfront costs and time to market. We initially beta tested our offering with a couple strong customers. It soon developed into a subsidiary company of GreatAmerica called Collabrance, offering our dealers the ability to enter managed IT in a much lower-cost, lowerrisk way than building it themselves.
Why Should Dealers Participate in a Peer Group?
Office technology dealers find immense value networking with industry peers who are focused on evolving their businesses to share best practices. Whether it’s financial benchmarking and consultation on areas to improve or learning how other dealers are expanding their businesses, learning the trials and tribulations others have experienced holds valuable lessons they can leverage as they evolve. As a result, friendships are formed and connections are made— adding to their “Rolodex” so they have someone to consult when they need it.
Some of the best peer group meetings we’ve been a part of have included panel discussions involving subject-matter experts on various topics within our industry. For example, SDG has held roundtable breakouts, speed-networking opportunities, dealership tours and overviews of specific aspects of their businesses, like service benchmarks. While most of these dealer groups started out as “owners meetings,” these days they’ve expanded their programing beyond topics of specific interest to presidents and CEOs. It’s been refreshing to see many of them adding meetings to include various functions of their business, enabling the same benefits of best practice sharing and networking to additional leadership roles within dealerships. For example, BPCA now includes education and programing for those in finance, sales, service and, more recently, marketing. I’m personally excited to see CDA adding a track for marketing this spring. At one of the most recent SDG events, Joe Terfler, our CFO and one-third of our office of the president, presented on the Financial Accounting Standards Board’s (FASB) new lease accounting updates, covering the potential impact that the financial reporting of lease obligations may have for companies that are required to follow US GAAP Accounting. He shed some light on some of the common myths about how the accounting changes impact the decision to lease and set the record straight. Dealer peer groups provide a resource system for best practice sharing and help dealers keep their radar up to what the future holds for their industry. These groups are a valuable tool that office technology dealers can use to help them stay tuned in to their everevolving industry. Having a network of like-minded, forward thinking office technology dealers who understand the value of connections and knowledge sharing is key to continue growing and evolving your business for the better. ♦
We Saw It In ENX Magazine
Quality Consistent • Reliable • Guaranteed
Quality... Fortunately, we’ve spent decades working with our factories making sure we can offer unheard of compatible quality that’s comparable to OEM product. Nectron has long since established exactly where our product is made and to our unique and exacting specifications. We pass that quality and those savings along to you, all backed with an ironclad 1 year guarantee. Try us and find out why Nectron is that one bedrock provider of quality, inventory, and savings that so many resellers and wholesale distributors can rely on year after year.
OEM quality - 1 year guarantee • A huge inventory - ready to move today Volume pricing - for those large orders • Custom branding - private label program Guaranteed same day shipping (With our late 6pm CST cutoff)
sales@nectron.com • 800-456-4678 725 Park Two Drive, Sugar Land, TX 77478
Ray Stasieczko
Hot Topic
Staples Acquires DEX Imaging: What Comes Next Will Test Our Imaginations Last year, when I produced a video describing the Staples/DEX Imaging scenario, many people said it would never happen. But to envision that scenario, it was just a matter of using some imagination.
I
n our industry, it’s imperative for leaders to use the power of their own imaginations. This article describes what I see as the expected probabilities based on the realities of the market in the aftermath of that Feb. 8 acquisition and how we can use it to inform our imaginations going forward.
Welcome to the Future
What’s an industry to do? First, it’s Staples/Essendant, then it’s Staples/DEX Imaging. So, who’s next? Two reseller distribution networks got disrupted and many people believe it’s just another day—that’s how disruptors gain momentum. Staples has revenue approaching $10 billion, while its wholesale supply business unit, Essendant, checks in at $5 billion. When Staples adds its next copier megadealer to the family, it will more than likely put their print service footprint at over $1 billion. So, those who believe that printer manufacturers will tell a $16-plus billion-dollar distribution channel that they have to follow the rules of 1980 is highly doubtful. I am betting they don’t. The print-selling status quo, along with the supply-selling status quo, has been completely disrupted. There is more to come, and manufacturers are going to look for every way possible to distribute what they make. The print market is declining, and manufactures will not say no to a billion-dollar channel based on some emotional noise from dealers. Staples/DEX Imaging will indeed continue buying dealers. The venturecapital-backed megadealers have been waiting to cash in their investments. I 40
•
www.enxmag.com | April 2019
would conclude that no one wants to be last as the equity partners go shopping. Most of these megadealers are in their fourth or fifth year with their VCs, and timing in a declining, changing market is critical. The industry’s leadership will have to open their minds to conjure alternative possibilities once thought unimaginable. The document technology channel and office supply reseller channel became one and Staples—its first conglomerate—is so large that they will have an advantage. Maybe now those dealers who continue chasing revenue will realize they will never be more significant in revenue than Staples, and will instead pursue real diversification. Think about it, a $400 million copier dealer is less than 3 percent of Staples/Essendant. By this time next year, the officetechnology dealer’s past landscape will be covered over by a new model, with new players doing different things. Dealers should stop buying yesterday’s outdated print services models—it’s time for more creativity in the acquisition space. I’m still amazed watching printer manufacturers buy dealers to grow their distribution with all the failures in that strategy. On Feb. 8, hopefully, all those buying more of the same distribution were awakened. It won’t be long before all printer manufacturers open up channel sales in the way computer and other technology manufacturers do. The days of protected territories are over; manufacturers will learn they make things for others to sell, and building direct operations is a 1980’s strategy that is no longer viable.
Our friends at Ricoh were right in exiting the SMB space as a direct distributor. The value-add of print in the SMB space is more of a commodity than most will admit, and the cost to deliver to end users in the SMB space is too costly for manufacturers. The enterprise space is a different story. Resellers and their product manufacturers must lower cost-tomarket, especially during declining and consolidating markets. The independent office product dealers and those in the print services industry just got married, and those planning to marry based on 1980 rules of engagement should reevaluate those relationships.
Oh, the Probabilities
How many office supply companies will start dating and marrying printservices companies? Who will be the next megadealer to sell to Staples or Office Depot? When, and to whom, does Thoma Bravo sell Continuum and ConnectWise? Could the buyer be Staples? Imagine what that implicates. When, and with whom, will Best Buy enter the SMB services businesses? Maybe Thoma Bravo is in Minneapolis as I write this. Is Amazon visiting the offices of Staples? Is Konica Minolta visiting the offices of Cerner? Is Foxconn planning to sell Sharp’s copier/printer business? Or, do they buy Office Depot for Sharp? When does HP close the deal with Carl Icahn at Xerox? When does an aggressive manufacturer become obsessed to replace the millions of oversold A3 MFPs with A4 MFPs? Will the office product resellers circumvent the
We Saw It In ENX Magazine
document technology channel regarding A4 MFPs? Who is the first mega print dealer to exit production print based on the realities of its potential? When will the small leasing companies built for a different time sell off to the large ones? Who wins the ERP war? How long until the print service contracts stop counting pages? There is a lot more to imagine and more to come. All resellers and those whose products they sell must use their imaginations instead of their memories when looking at possibilities. With today’s speed to innovative disruptions, what we can imagine as possible may indeed be probable. The document technology channel changed on Feb. 8, and it’s time everyone started discussing the realities of
the change. This market disruption is not about how Staples fits in this channel. The conversation is how the document technology channel must modify to fit into the realities of today’s marketplace. “A company becomes obsolete when they focus on bringing the past to the future instead of delivering the future to the present.” To my reseller friends in all channels—especially those in the office-supplies space, looking to understand how they can capitalize on print services—join me in Las Vegas at ITEX. I’ll be conducting a breakout regarding the Staples/DEX union and the opportunities it created. TEASRA is also colocating their second secret summit at ITEX. ♦ We Saw It In ENX Magazine
April 2019 | www.enxmag.com
•
41
Ian Elliott
Market Insight
Why the Change in the Relationship Between Buyer and Seller Will Turn the Print Industry on its Head
H
Any time a consumer is required to purchase a product or service with greater capacity than is needed, that consumer is being asked to pay extra for something that will never be utilized. But as we transition to a pull economy, the tolerance for over-supply is being eliminated.
istorically, goods and services have been pushed into the stream of commerce, with consumers having little say in the configuration of those products and services. In a series of potentially self-serving configurations controlled by the vendor, the consumer has always had to choose the configuration that appears to be the closest to matching its needs. Oftentimes, back when access to information was more restricted, a customer would be forced to rely on a salesperson’s advice to determine what was needed. In these circumstances, the seller had more control than the buyer, and may have used it to his/her advantage. This is because salespeople are generally motivated by compensation and their employers might slant compensation plans toward the sale of products best-suited to achieving the company’s goals rather than those of their customers. So long as there’s competition for a product or service, suppliers walk a fine line between the temptation to exploit customers and the threat of eventually losing business (and perhaps damaging its reputation) to a competitor that doesn’t. It is the existence of competition and the threat of losing customers that are expected to keep the system honest. But despite the competition, it’s still possible for elements of exploitation to creep into the overall value proposition. There are two key elements businesses focus on in the business cycle: • Customer acquisition is affected by how well customers understand and need the value proposition that›s being offered, and whether it represents good value for the money. • Customer retention is most-often affected by the level of satisfaction a customer experiences with the product or 42
•
www.enxmag.com | April 2019
service purchased and whether it fulfills their expectations. In order to meet its business objectives, the supplier’s initial offer must be attractive, and the value proposition clearly understood by its target customers. Historically, the salesperson has played a significant role in this process. Smaller, less-sophisticated companies tend to offer less-complicated value propositions—they’re simple for customers to understand and adopt. But as a result, the companies offering them are exposed to competition that puts pressure on their prices and, usually, on their profits. Furthermore, the less complex the value proposition, the less opportunity there is for entangling their services with the customer, and the less difficult and less costly it becomes for customers to switch their suppliers. This explains why smaller businesses tend to experience higher customer churn rates than larger businesses. Usually, there is a strong inverse relationship between the complexity of the value proposition and the customer retention rate—the greater the underlying complexity, the higher the retention, and vice versa. Larger companies have the ability and resources to develop complex solutions that maximize long-term retention rates. They also have the foresight to implement these solutions in a series of steps that simplify the adoption process and don’t overwhelm customers. Dealers and distributors can then be trained to sell these solutions into local markets, maximizing customer acquisition rates. The larger, more-sophisticated companies generally try to make their propositions as attractive and simple as possible to maximize customer acquisition rates. They will then work on their retention strategies, focusing on up-sell and cross-sell opportunities designed to create
long-term relationships with their customers. This approach typically ensures high retention rates because it increases the costs a customer must consider before switching to an alternative supplier. Adding to that, the indirect costs of making a switch further incents customers to stay with their current suppliers. That is, until a customer decides it’s worth going through the pain of making a change. However, even this retention-risk can be headed off by looking for customer feedback signals about the value proposition. Long before a customer reaches the threshold for switching suppliers, it’s likely to send signals—direct or indirect—about an increasing level of dissatisfaction. A clever supplier will be acutely aware of these signals and adjust its value proposition to head off the ultimate danger of a customer loss. Selling a copier machine or printer without bundled services does not represent a “sticky” sale. It’s simple for a customer to compare the proposed transaction with proposals from alternative suppliers and to negotiate a better deal. Understandably, manufacturers and resellers don’t like this scenario and avoid being boxed into this corner because they know there’s always someone prepared to accept lower margins and cut them out of a deal. This has led to manufacturers creating “ecosystems” which, over time, become deeply embedded in customer operations. These ecosystems include equipment, supplies, service and repair, plus software to help manage workflows and improve efficiency—all bundled together for a monthly fee. As a result, it becomes more difficult for customers to compare competing solutions because each has its own nuances and features that carry different values. Furthermore, users become hesitant to change once they’re accustomed to a par-
We Saw It In ENX Magazine
continued on page 44
COPIER SUPPLIES & PARTS YOUR ONE
SOURCE F OR
•
COPIER FUSER PARTS
•
MFP
•
DEVELOPERS
•
TONER (REFILL & BULK)
•
CHIPS
•
REPLACEMENT CARTRIDGES
•
CARRIERS
•
MPS PRODUCT SOLUTIONS
For Use In • • • • •
Konica Minolta Kyocera Okidata Panasonic Ricoh
®
®
®
®
®
• • • • •
Samsung Sharp Toshiba Xerox And many more! ®
®
®
®
CONTACT YOUR SALES ADVISOR FOR FURTHER INFORMATION uninetimaging.com
Looking To Increase Your Profit Margins?
Save Up To 30% Over OEM Cabinets. All Cabinets Can Ship Same Day! OEM Compatible
888-831-3030
418 Roberts Avenue Louisville, KY Online Quotes Available At www.qqcabinets.com info@qqcabinets.com
Warehouses located in Kentucky and California
Flat-Pak Design No tools required
Why the Change in the Relationship Between Buyer and Seller Will Turn the Print Industry on its Head Quick Quality Ad New Picture 3-6-19.indd 1
3/7/2019 2:48:25 PM
ticular system—especially considering the hidden costs associated with making that change. At this stage of the business cycle, the supplier has achieved its objective and positioned itself to maximize profits. However, the reality is that this scenario no longer describes a stable business model. Market participants who comfort themselves with past stability and ignore the significance of changes already underway will be rudely awakened. Despite “sticky” ecosystems that users have become familiar with suppliers count on for managing churn, there are forces for change that will overwhelm these barriers and turn the industry on its head.
economy. They will no longer tolerate restrictions or additional costs that result from goods and services that don’t match their requirements. Instead, they will simply seek out alternatives that do.
The direction of change is being driven by:
• The legacy manufacturer who cannot compete as lower-cost alternatives become available. • The reseller who fears the impact of change on its legacy business model. These holdouts are the elements clinging to the push economy, either unwilling or unable to adapt to changing market conditions.
• Consumers who have access to information that guides informed decisions; they can sidestep potentially biased salespeople from promoting items they’re incentivized to sell Consumers are driving the change away from a push economy toward a pull 44
•
www.enxmag.com | April 2019
The direction of change is being facilitated by: • The progressive manufacturer who doesn’t have anything to lose when disrupting the status quo; • Technology that disrupts the total cost of ownership (TCO) model; and • The reduced need for printed output.
The pace of change is being held up by:
Conclusions
1. None of the change forces will be stopped or reversed. In fact, the pace of change is almost certain to accelerate. Those prepared to embrace and adapt will come out ahead, and those who continue to cling to the past will fall. 2. As the economy converts from push to pull, consumers will increasingly reject solutions that result in excess capacity. Consequently, as “pushed-supply” is replaced by “pulled-demand,” legacy suppliers will no longer be able to configure products and services in a way that force customers to buy more than they need. 3. Elimination of excess translates to lower costs for consumers. Lower costs for consumers mean lower revenues for suppliers. If a shrinking market wasn’t enough of a problem, the traditional barriers to high churn rates will no longer be enough to slow the decline. Churn, along with market shrink, will accelerate the impact of revenue decline. This will have profound implications for both the legacy manufacturers and the legacy resellers. ♦
We Saw It In ENX Magazine
THE
discover
difference Premier Wholesaler of Pre-Owned Copiers • Over 5000 copiers located in our state-of-the-art warehouses • Inventory includes all major brands • All copiers tested by technicians • Specializing in dealer sales • Low meter and recent model copiers • Discounted nationwide freight services
Call 1-973-777-5886 New Jersey • Illinois • California
phone: 973-777-5886 | fax: 973-777-5889 email: sales@marsintl.com |
www.marsintl.com
April 24-25, 2019 MGM Grand, Las Vegas EXHIBITOR
Visit us at Booth # 529
April 24-25, 2019 MGM Grand, Las Vegas EXHIBITOR
Visit us at Booth # 531
Jim Kahrs
Sales Management
Redefining and Retaining: Rethinking Your Sales Compensation Plan Can Help Keep Employees on Board
W
hen we survey dealers to find out what they need, the answer most often relates to finding, hiring and retaining sales reps. Spending 32 years in this industry has given me the opportunity to see almost every sales compensation plan possible. I’ve seen them favor the dealer, the sales rep, and some even work to the mutual benefit of both. So, what makes a good compensation plan? One of the major precepts of the Hubbard Management System states that when you reward production, you get production. When considering a compensation plan, you first have to decide what “production” you’re looking to increase. Compensation plans can drive sales reps to increase total sales revenue, gross profit from sales, number of units sold, etc. They can also make reps favor one category over the others.
Components of Your Sales Compensation Plan: Salary
Typically, sales compensation plans start with a salary. Unfortunately, the days of starting a new rep on a commission-only plan are gone. During the interview process many reps will ask what the salary is. My advice here is to keep salary as low as possible without hurting your recruiting efforts. Depending on your market and the makeup of the 46
•
www.enxmag.com | April 2019
rest of your compensation plan, salary should probably range from $25,000 to $35,000. Because salary is the guaranteed portion of the comp plan, it often acts as a reward even when there is little or no sales production. However, you can turn it into a rewardbased system. We have helped dealers set up sales activity systems that quantify sales rep’s activities such as prospecting calls, appointments and demos. Each activity is assigned a point value, and reps are required to accrue 50 points a day. When this system is in place, sales rep salaries can be adjusted based on their points. For example, if a rep only reaches 80 percent of his/ her point quota for the month of January, he/she would only get 80 percent of his/her salary in February. Of course, you need to make sure that this type of plan is legal in your state.
Draw
When looking up the word “draw” in Webster’s New World Dictionary, I was surprised to see 62 different definitions— no wonder there tends to be
confusion around this term. For the purpose of compensation plans, a draw is an advance against future commissions or bonuses. Paying a draw allows the sales rep to receive income with each paycheck when commissions and bonuses are paid monthly or quarterly. There are two types of draw. The first is a recoverable draw, meaning that all draw dollars paid to the rep must be paid back to the dealership from the next commission run. If the rep doesn’t earn enough commission to cover the draw, a negative balance is carried forward to the next period. When you have a recoverable draw in place, it is important to have a maximum allowable negative balance, ideally between $3,000 and $5,000. Once that balance is reached, the rep would no longer get a draw until they’ve paid off part of the back dollars owed. Having this maximum negative balance in place has saved many dealers thousands of dollars, while helping to earlier identify sales reps who may not last in the position. It lines up with the precept of rewarding
continued on page 48 We Saw It In ENX Magazine
THE 50’S ARE HERE! TONER FOR CANON GPR-51, 53, 54, 55 and 57!
New Products Available!
Pickup & Separation Roller Kit (Tray 2)*
For use in HP
LaserJet Enterprise M607/608/609 LaserJet Enterprise MFPM631/632/633 LaserJet Enterprise Flow MFPM631/632/633
*Also sold separately
(508) 802-9959
Q2Products.com
CETGroupco.com
The missing piece you have been looking for. Circuit board repair, fixing assemblies, laser scanners, control panels, staplers, motors and more. All under one roof with 100% employee owned customer service and the best warranty coverage in the industry. NATION-WIDE REPAIR HOLDING COMPANIES
Nation-Wide Repair Service www.nwrsinc.com Fusion Image Technology www.fusionimagetech.com 16151 Foster Street | Overland Park, KS 66085 Customer Service 866.655.8676 | Technical Support 800.798.1814
We Saw It In ENX Magazine
April 2019 | www.enxmag.com
•
47
Redefining and Retaining: Rethinking Your Sales Compensation Plan Can Help Keep Employees on Board production—if a rep doesn’t produce commissionable sales, they don’t get rewarded with compensation. The second type of draw is a nonrecoverable draw, meaning that a shortfall in commissions earned would not be charged against the rep. For example, if a rep was paid $2,000 in draw and only earned $1,500 in commission, the $500 shortfall would be wiped away and they would start the next month with a clean slate. The only time I recommend this type of arrangement is when you need to guarantee a new rep a certain income level for the first 90 days or so. By giving them a non-recoverable draw, you can leave your standard comp plan in place and get reps focused on commissions early in their tenure, while still meeting their initial income needs as they ramp up their sales performance. This is a much better option than guaranteeing a high salary when they start because there is still a production/ reward system in place.
Commission
This needs to be the driving force of your comp plan. Sales reps should earn the bulk of their income from commissions on closed sales. Commissions are typically based on either gross profit or sales revenue, and each has its pros and cons. Plans based on gross profit ensure that sales reps don’t earn significant money unless they create significant profit. The drawback is that a rep can sell a couple of machines for a lot of profit and earn a good living without building the longterm future of the dealership through ongoing service revenue. Plans based on sales revenue reward reps for selling larger systems and/or multiple systems that lead to increased service revenue. The drawback: equipment sales tend to be less profitable over the long run. Adjustable commission plans also work very well. These plans provide the opportunity to earn higher commission percentages on sales to new customers or for achieving sales milestones. 48
•
www.enxmag.com | April 2019
This can help balance the pros and cons of the gross-profit and salesrevenue commission plans. Because sales to new customers bring in new service revenue, many dealers choose to pay as much as 5-10 percent more commission on these deals. A grossprofit-based commission plan can pay higher commission percentages as the rep reaches and exceeds sales revenue targets. For example, a rep who sells $30,000 in revenue could earn 30 percent of the gross profit, while a rep who sells $50,000 would earn 35 percent of the gross profit. This provides the incentive to keep gross profit high, while driving for higher sales revenue—in effect working both sides of the equation. We also need to consider the trend of selling subscription-based plans like managed services. In these models, the initial revenue from a sale is much smaller than many sales reps typically see. As such, it is harder for them to get excited about a sale since it won’t result in a big up-front commission. In these situations, you are usually best served by sharing a percentage of the revenue for a period of time, maybe even the life of the agreement. However, to get reps engaged you will need to help them understand the value of the annuity and its benefit above and beyond a larger one-time commission.
Quarterly Bonus
When sales reps are paid a salary, draw and commission, there can still be tremendous peaks and valleys in their sales performance. It is quite common for reps in this industry to have a great month followed by a poor month. Having a quarterly bonus program that is based on total revenue or total units sold can bring a longer-term focus to your sales efforts. Reps who have a good month are encouraged to keep earning the quarterly bonus, while reps who have a poor month can make up some of the lost income by reaching a quarterly bonus. These bonuses can be either flat dollar amounts, like $2,000 for achieving quarterly quota, or additional percent-
ages of sales commissions. Quarterly bonuses can also help retain strong sales reps. Usually these bonuses are paid 45 days after the end of the quarter and reps must be employed at the time of payment to get the bonus. I’ve seen this stop many a rep from leaving a dealership until the bonus is paid, and very often they are now 45 days into another strong quarter and decide not to leave.
Proper Planning
There are few things that can kill a sales team as quickly as a comp plan change. Any alteration will be met with skepticism, so prior to launching a comp plan change, you need to do a few things. First, run the new comp plan against the actual sales figures for the last six months to a year for each rep. Though this will take some time, it will give you tremendous insight into what effect the change will have and is well worth the effort. Very often this leads to further tweaking of the plan. Once you’ve done this and come up with the new plan, you need to recruit support from some of the sales team. Ideally, you would bounce the plan off a rep or two to get feedback. You want to choose reps who can be trusted to keep things quiet until you’re ready to launch the plan. They can give you valuable insight from the rep’s viewpoint, and additional tweaking might be needed. When you are ready to launch the plan, these reps can also be your advocate with the rest of the team by helping to ensure the new plan is understood and accepted. Having a strong comp plan can be the driving force behind building your dealership. It will help you attract and retain strong sales reps, and will drive them in the direction you want them to go. Take a few minutes to look at your sales comp plans and see if they truly provide the incentive and drive needed to spark your sales team. If the answer is yes, don’t change a thing. If the answer is no, consider the above points and start building a comp plan that will bring you the growth and profitability you desire. ♦
We Saw It In ENX Magazine
Ken Edmonds
Service Management
Servicing Your Own Future: Exploring New Roadways to Information for Service Managers Over my 30-plus years in various roles within our industry, one common issue I’ve seen is the need for service managers to share knowledge. In my travels, working with two different manufacturers, I saw dealers constantly struggling to re-invent the wheel.
I
became convinced that individual service managers, and our industry as a whole, had the opportunity to get better if there was a way for them to share ideas. In most cases, the opportunities are not open to service managers. I attend BTA events regularly and there are two things I notice: there isn’t much content for service managers, and there are not many service managers attending even when there is content available. I do see owners and sales managers all the time, yet service generates the majority of the profit in a dealership. So it makes me wonder why these events aren’t more geared toward service.
Most Service Managers Don’t Share
I believe that several factors create this situation. Service managers usually come from a technical background and like to solve their own problems. I know that I am guilty of this at times. Our background drives us to try and be heroes, but it impedes our progress. In some cases, there is a fear that sharing information will benefit our competitors, and that is a small possibility. But there are ways to prevent that, and I would postulate that any impact is miniscule. A third factor is that the company never gives them the opportunity. Except for the dealer meetings and the few dealers that belong to dealer groups, service managers aren’t provided any information at many events. And even if there is content for them, they get left behind.
Why Service Managers Should
None of us know everything there is to know about this business. I just finished a training course for service 50
•
www.enxmag.com | April 2019
managers, and when it was complete, some of the experienced managers acknowledged that they didn’t realize how much they didn’t know. I learned from them as well, and found points to include in future training courses. Even though someone suggests things that don’t apply to your situation, you may find that they trigger ideas that will work for you and your company. A group of people addressing common issues is an extremely powerful way to improve. In some cases, you discover that you are using the most-effective method and that there are other areas you should be addressing.
Where to Look for Information
For a long time, service managers have not had many options, and sadly that situation has not changed much. Here are some valuable resources they can use for education and ideas.
Peer Groups
This is a collection of dealers that do not compete with each other. It meets regularly to discuss the mutual challenges faced by the group and the potential solutions to those problems. They normally will have at least one meeting a year where they include the service managers, who frequently share information at other times as well. These groups do charge for membership, and there is an expense associated with attending the meetings, but view it as an investment in the future.
BTA Events
It is a good idea for the service manager to attend these events with the rest of the management team. First, as the number of service managers grows, the regional groups will take notice
and be more willing to invite servicerelated speakers. Second, you have the opportunity to speak with and hear industry experts address the problems facing dealers. Third, you can meet and develop relationships with other managers who then become sources of information in the future.
Online Forums
In a previous article, I addressed the need for service managers to become more active on social media. In particular, I believe that every service manager benefits from participation on LinkedIn. There are a variety of groups that address our industry, and I moderate one that is for service managers only. Remember, you benefit by participating, not sitting on the sidelines.
Get Involved—Help Others Learn and Learn Yourself
This is the real key to achieving success. When you search out opportunities, participate in them, and reach out to help others, your skills improve, and you find new methods to address old problems. I am looking at even more ways to share information and would love to hear your thoughts. Email me Ken@ kedmonds.biz and let me know what you think would be helpful and affordable for you in that regard. The one thing I know for sure is that the problems we face are not going to diminish. Our industry is changing in ways we could never have imagined a few years back—in fact, the dealer model as we know it is at risk of extinction. Survival will depend on improving existing skills and developing new ones. Sharing knowledge will make the process easier. ♦
We Saw It In ENX Magazine
Group, Inc.
We Saw It In ENX Magazine
April 2019 | www.enxmag.com
•
51
APRIL 2019
Display Advertisers Index GreatAmerica Financial Services....................................... 4 Phone: 1-800-234-8787 All Leasing Services................ 57 www.greatamerica.com Phone: 1-866-727-3750 HP............................................... 3 Fax: 1-949-727-3850 Hp.com/go/pagewideclaims www.alscopiers.com Agent Dealer.............................. 9 www.agentdealer.com
Arlington.................................. 37 Phone: 1-800-887-3040 Fax: 1-847-689-1616 www.arli.com BEI Services............................... 7 Phone: 1-307-587-8446 www.beiservices.com BTA........................................... 49 www.bta.org/BTAAustin CET Group (Q2)..................... 47 Phone: 1-508-802-9959 Q2Products.com CETGroupco.com Cartridge Warehouse International............................ 41 Phone: 1-877-687-2376 www.cwitoner.com Escalera.................................... 41 Phone: 1-800-622-1359 www.escalera.com Flex Technology Group........... 23 Phone: 1-815-790-0658 Dan@OvalPartners.com Future Graphics...................... 27 Phone: 1-818-837-8100 Sales Phone: 1-800-466-0246 Tech Support www.fgimaging.com 52
•
www.enxmag.com | April 2019
Hytec......................................... 51 Phone: 1-800-883-1001 Phone: 1-407-297-1001 Fax: 1-407-297-4310 www.hytecrepair.com IDS-International Digital Solutions................................... 15 Phone: 1-888-372-3700 Fax: 1-562-921-1167 sales@idswc.com
Mars International.................. 45 Phone: 1-973-777-5886 Fax: 1-973-777-5889 www.marsintl.com Nation-Wide Repair Service.. 47 Customer Service:1-866-655-8676 Technical Support: 1-800-798-1814 www.nwrsinc.com www.fusionimagetech.com Nectron International Inc....... 39 Phone: 1-281-240-2222 Phone: 1-800-456-4678 Fax: 1-281-240-0468 www.nectron.com
ImagineIT................................ 52 Phone: 585-872-5802 Empties@ImagineRecycling.com Intercom Exporting Inc.......... 51 Phone: 1-800-960-1119 Phone: 1-954-978-2121 Fax: 1-954-978-2412 www.intercomcopiers.com Katun........................................ 33 www.katun.com LEAF Commercial Capital.... 25 www.LEAFnow.com/enx-419 Liberty Laser Solutions.......... 29 Phone: 1-800-578-1987 www.LibertyLaserSolutions.com Marco....................................... 17 Phone: 1-800-847-3051 www.marconet.com/succession We Saw It In ENX Magazine
CONTACT US TODAY!!! 17 Years Experience We Look Forward to Working with You
APRIL 2019
Display Advertisers Index Ninestar Technology Co., LTD........................................... 56 Phone: 1-800-817-0688 www.ninestartechonline.com Novatech................................... 35 www.novatech.net/acquisitions NuWorld Business Systems............................... 10-14 Phone: 1-800-729-8320 Fax: 1-800-829-0292 www.nuworldinc.com Pinnacle Sales, Inc................... 21 Phone: 1-440-734-9195 www.psi-ohio.com Quick Quality Cabinets.......... 44 Phone: 1-888-831-3030 www.qqcabinets.com
Ross International................... 45 Phone: 1-973-365-9900 Phone: 1-800-240-ROSS Fax: 1-973-473-8800 www.ross-international.com
TIAA Bank............................... 31 Phone: 1-866-879-8795 TIAABank.com/commercial Toshiba..................................... 60 Contact National Distributors ACM Technology 1-800-722-7745 Collins Distributing 1-800-727-0884 IDS 1-888-372-3700 Supplies Network 1-800-729-9300
Static Control............................ 2 Phone: 1-919-774-3808 Phone:1-800-488-2426 www.scc-inc.com Supplies Network.................... 19 Phone: 1-800-729-9300 www.suppliesnetwork.com
UniNet Imaging....................... 43 Uninetimaging.com
Supplies Wholesalers......... 58-59 Phone:1-866-817-8795 www.SuppliesWholesalers.com
Visual Edge Technology............ 5 www.visualedge.com
CELEBRATING PEOPLE MAKING A DIFFERENCE IN THE DOCUMENT TECHNOLOGY INDUSTRY
engage ‘n exchange
‘n
Meet our 2019 Difference Makers in the May Issue of ENX Magazine exchange
2019
CONGRATULATIONS TO 2019 DIFFERENCE MAKERS REACHING 27,000 SUBSCRIBERS EVERY MONTH
magazine engage ‘n exchange
engage ‘n exchange
nge
engage ‘n exchange
www.enxmag.com • tel: 818-505-0022 • email: enx@pacbell.net We Saw It In ENX Magazine
April 2019 | www.enxmag.com
•
53
APRIL 2019 JANUARY 2015
Business Card Directory Cartridge Warehouse Cartridge Warehouse International, Inc. International, Inc.
Don’t Get Stung Don’t Get Stung
By The Competition! By The Competition!
neer.cr.ocmom o t i n w o t c w. .cwi ww www Ask Ask about our about our
Digital Duplicators Risograph & Ricoh Bought & Sold
Toners Inkjets Laserjets Drums MICR’s Toners Copy Inkjets LaserjetsMaintenance Drums MICR’s Developers Ribbons Cartridges Kits Developers Ribbons Copy Cartridges Maintenance Kits
---------------------------------
For All Your OEM, Compatible For All Your OEM, Compatible & Remanufactured Supplies & Remanufactured Supplies All Makes All Makes & Models & Models
12,000 Different SKU’s 12,000 Different SKU’s
l
l
l
l
l
l
Contact Joe: sales@CWItoner.com Call Contact sales@CWItoner.com ph: 310-828-2225 l fx: 310-828-2262 Now ph: 747-888-9990 fx: 747-230-5127 2880 Colorado Blvd., Santa Monica CA 90404 7900 Alabama Ave., Canoga Park, CA 91304
RZ990 RZ220 RZ390 RZ590
1700 3700 3750 3770
MZ790
***All Models*** ***Available***
HQ7000 HQ9000
JP8000 JP8500 JP4500 JP3000
Rebuilt Duplicators Retail Ready Full Tech Support Full Parts Support
SELLING
MASTERS • OEM • Compatibles
Now Available!! CALL NOW!
Phone: 405-912-1700 Fax: 405-912-1900
email: culver-enterprises@swbell.net
“We want your empties. BUY/SELL COPIERS So does everybody else.” Remarketing
303-465-3134 TRI RESOURCES INTERNATIONAL
YKC
800 . 4 8291-1900 7.6798 860 Your global empties partner since 1996.
www.eosusa.com w w w. thinkarcoa.com
We Buy & Sell Cell Phones | Empty Inkjet & Toner Cartridges | OEM Surplus | Laptops & IT Equipment
Used Copier Sale USA, North & South America Welcome
Canon, Konica, Toshiba, Ricoh, Xerox, etc...
YKC, Inc. 435 Oehler Pl. #200 Carlstadt NJ 07072
C 2009 Asay Media Network
Hela Chang Canoncopier@hotmail.com Phone: 201-313-0055 Fax: 201-313-0077
www.golfgong.com
CULVER ENTERPRISES LLC. Digital Duplicators Risograph & Ricoh Bought & Sold DD4450 DD6650 DX3334 DX3340
DX4545 JP8500 JP3000 HQ9000
RZ990 3750 RZ220 3770 RZ390 MZ790 RZ590 * All Models Available
------------------------------------
Rebuilt Duplicators
64 54
• •
Retail Ready Full Tech Support Full Parts Support
BUYING
Ink & Masters Old--Excess Inventory CALL NOW!
Phone: 405-912-1700 Fax: 405-912-1900
www.enxmag.com l January 2015 www.enxmag.com | April 2019
IT Assets
Others might talk a good game, but EOS delivers: Reposession Service Copiers ✔ Speedy payment Contact us now. It really does pay to work with us! ✔ Fast & accurate Specialized Logistics Electronics inspections R2 Certified Recycling ✔ Best-in-the-business, match-or-beat pricing
We WeSaw SawIt ItInInENX ENXMagazine Magazine
APRIL 2019
Clear out, cash in!
First in Integrity. First in Service.
$ELL your surplus supplies! · Copier Toner
· LaserJet Toner · Copier Drums
· Ink Cartridges · Printer Parts
· Free Quotes!
(800) 533-9949
ext. 240
www.SellSurplusSupplies.com
Nationwide Air-Ride Shipping De-Installation ► Data Security www.goschock.com ► Storage NATIONWIDE COPIER800-733-2753 SHIPPING ► Insurance info@goschock.com DAILY PICKUP MAJOR METRO AREAS ► ►
www.goschock.com | 800-733-2753 | info@goschock.com
WE SELL
Fax, Copier & Laser Printer Parts Specialist
EMPTIES!
(Live friendly assistance all day)
FREE PARTS RESEARCH FOR
INK & TONER CORES, DRUMS & FUSERS, ALL BRANDS!
CANON
17 Years Experience
NO PARTS #’s NEEDED TO ORDER WE STOCK FUSER UNITS, FEED KITS, DRUM KITS, CIRCUIT BOARDS & MANUALS l l l
l l l
l
HARD DRIVES FOR ALL COPIERS IN STOCK. ALL BRANDS NETWORK & SCANNER OPTIONS IN STOCK FAX KIT OPTIONS FOR ADD ON TO ANY EXISTING COPIER FUSER UNITS & CIRCUIT BOARDS. ALL MODELS IN STOCK Order parts without parts # Parts Ship Same Day Free parts diagrams CANON
Call Us For Free Parts Research Dial: 1-800-634-9329 or 1-866-FAX-PART Visit our websites at: WorldOfFax.com and CopierPartsStore.com
CONTACT US TODAY!
585-872-5802
Empties @ ImagineRecycling.com Aggressive Pricing Extensive Stock Kyocera Xerox OKI TK-1142 TK-5142 WC-7525 WC-6027 C330 TK-542 TK-5152 WC-7120 WC-3225 C532 TK-582 TK-562 WC-6515 WC-6655 B4400 TK-592 TK-3102 WC-3335 P-7800 B432 TK-162 TK-8507 P-6510 P-7500 B721 TK-172 TK-421 P-3610 P-3260 MC573dn
We Saw It In ENX Magazine
Ph: 610-430-1300 - sales@itcsupplies.com - 10% discount for BTA members
April 2019 | www.enxmag.com
•
55
LAS VEGAS APRIL 24 - 25, 2019
THE LARGEST, MOST EXTENSIVE NATIONAL TRADE SHOW, CONNECTING VENDORS & RESELLERS IN THE OFFICE TECHNOLOGY SPACE.
ALS WHOLESALE COPIERS
• HUGE INVENTORY SELECTION NEWEST MAKES & MODELS • SATISFACTION GUARANTEED • ACCURATE EVALUATION • PRO CUSTOMER SERVICE • PACKAGE DEAL PRICING
SE HABLA
VIEW OUR ONLINE INVENTORY
ALSCOPIERS.COM
(866) 727-3750
sales@alscopiers.com
ESPANOL
NEW SW PLATINUM MPS TONER LINE
• Engineered for Robust MPS Environments
Engineered in the USA
• Lifetime Performance Guarantee
Quality Manufactured by Our Tier 1 Factory Partner
• Full Equipment Protection
• ISO / STMC Certified • Elegant, Professional Packaging
EMIUM
LIFETIME AR
W
• Highest Quality BOM (Bill Of Materials)
PR
T RAN
Y
• Patent Safe Design
• Highest Page Yields = Lower CPP (Cost Per Page)
NEW DEALER SPECIAL • 10% OFF 1ST ORDER
MENTION CODE:
ENX10
1-866-817-8795 www.supplieswholesalers.com
LEADING DISTRIBUTION JUST GOT BETTER! + YOUR FAST TRACK TO AMAZON PRIME STATUS • Auto Drop Shipping • Inventory Feeds By Warehouse • Shipping Confirmations With Tracking • Save 20% Over Amazon FBA Fees
• Special UPS Rates For Prime Deliveries • Dedicated Amazon Rep • Fast Track To Amazon Prime Status • Easy To Use Dashboard
*Supplies Wholesalers does not sell on Amazon. This tool was developed specifically to give our dealers the ability to develop an online presence in the Amazon marketplace.
SHIPPING SAME DAY UNTIL 8:00PM* (EASTERN) DELIVERING TO 95% OF THE U.S. POPULATION WITHIN 1-2 DAYS BY GROUND (FREE OVER $200)
© 2018 - Supplies Wholesalers, All rights reserved. Not responsible for typographical errors. Prices subject to change without notice.
EMPOWERING THE ART OF PARTNERSHIP
When you partner with us and become a Toshiba Business Products Center, you’ll receive all the tools you need to provide your customers with the technology and support they want. Get trained to sell a full line of awardwinning MFPs, backed by the Toshiba Quality Commitment Guarantee. Plus, with no sales quotas, financial commitments or minimum orders, becoming a Toshiba Business Products Center is as simple as one, two, three: 1. Call an Authorized Toshiba Distributor 2. Complete the Training 3. Become a Toshiba Business Products Center and Start Selling
National Distributors: ACM Technology 800-722-7745 Collins Distributing Co 800-727-0884 International Digital Solutions 888-372-3700 Supplies Network 800-729-9300
Š 2018 Toshiba America Business Solutions, Inc., Electronic Imaging Division