Issuu on Google+

The #1 Sourcing Publication in the Document Imaging Industry

entrepreneurs sourcing exper t Published by Affinity Business Communications, Inc.

November 2010 Volume 17 No.11

When Independent Dealers Go Shopping

rofile ess P

Busin

Com On pany The Mov e

Debunking the Myth:

TCO vs. CPP Managed Print Services Opportunity or Alchemy?

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 website: www.enxmag.com We would like to Thank those of you who have sent us address change information. HELP US CONSERVE NATURAL RESOURCES To correct or delete your address from our subscription list please call, fax or email us.

PRSRT STD U.S. POSTAGE PAID LOS ANGELES, CA PERMIT NO. 30391


Looking for inkjet cartridges? TOD CALL A OUT Y TO fIN HOw D TO ON YOU ORD R NEXT E R! *

SAv E 10

%

Here are the top 5 reasons to try ACM! 1 ISO 9001/14001 certified manufacturing facilities 2 Virgin empties and the highest quality supplies 3 1 to 3-Day ground shipping across the country 4 Broad product selection: One-Stop-Shop for all your ink and toner needs 5 High quality packaging with eye-catching design Learn more by calling 800-722-7745 or visiting www.acmtech.com CORONA, CA. Tel: (800) 722-7745

AURORA, IL. Tel: (800) 782-7554

SOUTH HADLEY, MA. Tel: (800) 345-6398

HOUSTON, TX. Tel: (800) 468-6001

ACM Technologies, Inc. • 2535 Research Drive, Corona, CA 92882 • www.acmtech.com • askacm@acmtech.com • © 2010 ACM Technologies, Inc. • ENX1110 *Valid on online orders only. Limited to one time use. Offer expires 12/31/10.


New Patent Pending Color Technology! MSE Has Done It... Designed A Ground Breaking, Game Changing, Revolutionary Technology. Introducing MSE’S

What is SCS Technology and why does it matter? SCS is a new, patent pending technology that finally

Secondary Cleaning System

What does SCS do? • SCS technology actually adds a new critical cleaning component to the cartridge that

addresses the critical quality barriers to date that has

keeps the OPC and PCR free from toner buildup for

caused the aftermarket to capture such a small share of

the full life of the cartridge.

the color market, measured to be less than 10%. SCS technology coupled with other MSE patented color innovations allows MSE to offer color toner consumables that provide the industries FIRST TRUE ALTERNATIVE TO THE OEM. These patented and

• SCS eliminates many of the hindrances to quality that the market has historically suffered from; which includes streaking, dirty print, background, etc. • SCS has been exhaustively tested with over 500,000 pages in all environmental extremes resulting in zero failures.

proprietary innovations include cartridge separation,

• SCS is currently available in all 4600 and 4700 family

welding, toner evacuation, gasket sealing, and

cartridges. The 5500 and 3525 are coming soon.

M

EN

T A L LY R E

SP NS

IR

N

O

O

developer roller treatments.

L

IT

U

A

.S

QU

.A.

E

ENV

IBL

www.mse.com

Y

MAD

E IN

TH

E

8 0 0 .418.4968 (US-East Coast) | 888.561.4541 (Canada) | +31.36.522.2601 (Europe) C o r p o r a t e Headquarters 800.673.4968 | 818.407.7500 | 8201 Woodley Ave. Van Nuys, CA 91406 © Copyright 2010 Micro Solutions Enterprises. All rights reserved. All trademarks referenced are registered trademarks of their respective owners. All model designations are for compatibility purposes only.


TECHNOLOGY

Expect More

Color MFPs

Color Printers

Mono MFPs

Mono Printers

Dot Matrix Printers

End-to-end print solutions. Everything your customers need. And more. The Authorized Master Distributor Program from OKI Printing Solutions gives you access to our full portfolio of award-winning products and end-to-end solutions. Our Master Distributors are experienced in servicing your unique needs and can provide you with: t$PNQFUJUJWFQSJDJOH t4JNQMFPSEFSQSPDFTTJOH t'SFFIPUMJOFTVQQPSU t1VSDIBTJOHmOBODJOHBMUFSOBUJWFT

Nationwide Sales: 1.800.729.8320 Fax: 1.800.829.0292 www.nuworldinc.com

t8BSFIPVTJOHBOEJOWFOUPSZTUPSBHF t'BTUFSEFMJWFSZUJNFT t/PNJOJNVNRVPUBT t4FSWJDFBOEXBSSBOUZTVQQPSU

Nationwide Sales: 1.800.521.4600 Fax: 1.800.356.9169 www.cwholesale.com

Feel like a partner again with OKI Printing Solutions Ăœ0LJ%BUB"NFSJDBT *OD0,* 3FH5. 0LJ&MFDUSJD*OEVTUSZ$P -UE 3FH5.0LJ%BUB$PSQPSBUJPO

Label Printers

POS Printers


SRS

[Ser v i c eRepor t i ngSof t wa r e]

B E I S E R VI C E S , I NC . “ Wi t h o u t B E I S e r v i c e s , t h e r ei sn oc o mp a r i s o n ! ”

3 0 75 8 78 4 4 6

WWW. B E I S E R VI C E S . C OM


,QRUGHUWRODXQFKDVXFFHVVIXO 0DQDJHG3ULQW6HUYLFHVSURJUDP \RXPXVWILUVWEHJLQZLWKKLJKTXDOLW\ LPDJLQJVXSSOLHVSURSHUWUDLQLQJ DQGDVWURQJVXSSRUWLQJSDUWQHU 7KLVLVZKHUH:HVW3RLQW3URGXFWV FRPHVLQ,QDGGLWLRQWRRXU KLJKTXDOLW\WRQHUFDUWULGJHV ZHKDYHGHYHORSHGDQGODXQFKHG $;(66Š036DFRPSUHKHQVLYH 0DQDJHG3ULQW6HUYLFHVSURJUDP GHVLJQHGWRSURYLGHRXUGHDOHUV ZLWKWKHFRPSOHWHVXSSRUWSDFNDJH QHFHVVDU\WRDFKLHYHDFRPSHWLWLYH HGJHZLWKLQWKHPDUNHW ‡4XDOLW\7RQHU&DUWULGJHV ‡6DOHV6XSSRUW ‡7HFKQLFDO6XSSRUW ‡0RQLWRULQJ6XSSRUW ‡&RPSUHKHQVLYH7UDLQLQJ

<RXU&RPSUHKHQVLYH0366RXUFH )RUPRUHLQIRUPDWLRQUHJDUGLQJ$;(66Š0DQDJHG3ULQW6HUYLFHV SOHDVHFRQWDFW\RXU:HVW3RLQW3URGXFWVUHSUHVHQWDWLYHRURXU 0DQDJHG3ULQW6HUYLFHV7HFKQLFDOVXSSRUWDW[

 81,7('67$7(6

&$1$'$

  ZZZZHVWSRLQWSURGXFWVFRP

4XDOLW\O6HUYLFHO6HOHFWLRQO,QWHJULW\O3HRSOH


• 1ST PLACE: PRODUCT QUALITY LEADER • BEST NEW PRODUCT: ASiC SMARTCHIP ™* *Nominated

FOR USE IN

COMPONENTS AVAILABLE FOR THESE ENGINES: KYOCERA MITA TK 112, 110, FS 720, 820 TK 122, 120, FS 1030 TK 212, 210, FS-2000 TK 330, 332, FS-4000 TK 360, FS 4020 TK 410, 411, KM 1620, 2020 TK 670, 677, KM-2540,2560,3040,3060 TK 710, 712, FS-9530, 9130 ®

CANON ® IMAGERUNNER

C3200 • 3220 • 2620 • • • •

Absolute COLOR® Copier Toners Smartchips Drum with Gears & Insert and More!

MINOLTA ® Bizhub C-250, 252 Bizhub C-300, 350 Bizhub C-500 RICOH ® Aficio MP C 2000, 2500, 3000 Aficio MP C 3500, 4500 Aficio SP C 220, 221, 222 Aficio SP C 231 Aficio SP C 310, 311 Aficio SP C 810, 811 CANON ® Imagerunner Imagerunner Imagerunner Imagerunner Imagerunner Imagerunner

C 3100 3170 C 3200, 3220 C 3380, 2880, 2550, 3480 C 4580, 4080 C 5180, 5185 5055

XEROX ® DocuColor C 12, 1256, 50 DocuColor C 3535, 2240, 1632 Phaser 4150 Phaser 6180, 6280 Phaser 7760 WorkCentre M 118, 128 WorkCentre Pro C 32, 40 SHARP ® AR C 200, 220, 240 AR C 150, 160, 250, 270, 330 AR 455 NOTE: Consult with us for other models.

West Coast (424) 675-3300 East Coast (631) 590-1040 sales@uninetimaging.com

www.uninetimaging.com © 2010 UniNet Imaging Inc. All trademark names and artworks are property of their respective owners. Brand names mentioned are intended to show compatibility only. *1st place: “Quality Leader: Supplies,” “Best New Product” (nominated) at Recharger Magazine’s 2010 Reader’s Choice Awards.


IN THIS ISSUE

ENX Staff

Susan Neimes

We Saw It In ENX Magazine

NOVEMBER 2010

IN THIS ISSUE

Contributing Writers

• Business Profile: BEI Services, Inc.

Page 20

• Company On The Move LaserLand Inc.

Page 42

• When Independent Dealers Go Shopping by Scott Cullen

Page 22

Ronelle Ingram

Ann Barr

Selling Supplies.com

Publisher & Editor

• Managed Print Services - Opportunity or Alchemy? by Michael Dudek

Page 30

• Increase Your Supply Margins by Andy Slawetsky

Page 38

• Debunking the Myth: MPS Needs to be sold on TCO not CPP by Tom Callinan Page 48

Scott Cullen

Contributing Editor

Contributing Editor

• Holiday Marketing by Ronelle Ingram

Page 50

• How The Tree Specialist Made The Sale: It Works In Any Industry by Ann Barr Page 56

Julia Gonzales

• Xerox C123 Style Copiers - Component Control Test Codes Part 4 by Britt Horvat Page 66 • Printer Tech Tips by Laser Pros

Page 69

• Free Tech Help by Smarka!

Page 70

• Products & Industry News

Page 57

• Display Advertisers Index

Page 58

• Calendar of Industry Events

Page 62

Nella Gonzales Advertising Sales

Tom Callinan

Strategy Development

Graphic Designer

Michael Dudek Zygoquest Group

ENX Magazine ENX Mexico & Latin America PO Box 2240 Suite #729 Toluca Lake, CA 91610-0240 (tel] 818-505-0022 • 800-850-4949 (fax) 818-505-9972 • 888-440-4369 email: enx@pacbell.net Britt Horvat The Parts Drop

10

enx magazine

www.enxmag.com

Andy Slawetsky Industry Analysts


Discover The Difference

Call 1-866-866-MARS (6277) Premier Wholesaler of Pre-Owned Copiers Over 5000 copiers located in a state-of-the-art warehouse Inventory includes all major brands All copiers tested by technicians Specializing in Dealer sales Low meter and recent model copiers

Email: sales@marsintl.com Website: www.marsintl.com

Fax 973-777-5889 Website: www.ross-international.com Email: purchase@ross-international.com Address: 125 Entin Road Clifton, NJ 07014

WE ARE CURRENTLY BUYING... Canon 6035<300k 6045 6050 6060 6080 6150 6230 6545 6551 6560 6650 7500 7850 8530 8580 IR105 IR330 IR400 IR600 IR2200 IR2800 IR3300 IR3570 IR4570 IR5000 IR5570 IR6000 IR5020 IR6020 IR6570 IR7200 IR8500 IR7095 IR7105 IR8070 IR9070

Konica 7075 7085 7255 7272

Panasonic 7160 7760 7781

Kodak IS50 90 95

Lanier 5255 5265 5455 5470

Pitney Bowes C600 C650 C850 DL460 DL550 DL650

Sharp AR651 AR810 ARM350 450 355 455 550 620 700 Savin 9955 9965 2055DP 2060 2070DP 2560 2575 4035 4045 4060 4075 8035 8045

Oce TDS400 TDS600 7056 9400 9600

Konica Minolta Di2010 2510 3010 3510 5510 7210 C250 C350 C450 C500 BizHub 200 250 350 420 500 600 750 920 1050

Ricoh 7650 7660 7670 7950 7960 7970 AF470W AF480W AF550 AF551 AF650 AF700 AF1055 AF1060 AF1075 AF2022 AF2027 AF2035 AF2045 AF2051 AF2060 AF2075 AF2090 AF2105 AF3035 AF3045 MP5500 MP7500

Kyocera KM 3530 4530 5530 3035 4035 5035 6030 6330 7530 8030

Kip 2000 3002 5000 6000 7000 8000 9000s

Toshiba E350 E450 E520 E550 E600 E650 E720 E810 E850 E900

Gestetner 3255 3265 3355 3532 3370 5502 6002 DSM651 DSM660 DSM675

Minolta 6000 6001 8015 Di450 Di470 Di520 Di550 Di551 Di620 Di650 Di750 Di850

We Carry a Large Inventory of All Brands and Models

Phone 973-365-9900

  

Xerox 2045 2060 5000 6060 7000 8000 DC250 HP 5000 5500

All Equivalent Models accepted as well. This is only a subset of our Buy List. Please call for modes not listed.

1-800-240-7677 Fax 973-473-8800 enx magazine

11


We are ready to ship Coast to Coast

Copier Network Stimulus Program In these tough economic times, our pricing & inventory will not be beat. We have the newest repo’s as well as containers ready to ship. Two full warehouses of the best domestic & export equipment. Our knowledgeable sales staff & technicians have years of experience. We can ship coast to coast or internationally at the best price.      

ALL NEW BUYERS 10% SHIPPING DISCOUNT Competitive Pricing Online Inventory Updated Daily Presses, Folders, Cutters, Large Format Equipment Hablamos Espanol Falamos Portugues

Konica Minolta bizhub PRO C5501, RADF, (LU202) LCT, Duplex, (FS607) FIN, Print, Scan, External FIERY RIP Total: 167k Color: 100k - $13,999

November Specials Starting At! Low Count Canon IR5050’s!!!.............. $2,999 Canon IRc4080/5180's............................. $999 Ikon PCP 1050+'s.................................... $5,499 Konica Minolta C451's.......................... $2,499 Kyocera KM3050's...................................... $899

Ricoh Pro C900 - (RT-5020) LCT, (SR-5000) FIN, Print, NIC, Total: 326k, Color: 267k error- Sc-254 - $25,999

Ricoh MP C4000's................................... $2,999 Ricoh MP C6000's................................... $4,999 Ricoh MP 4000's...................................... $2,199 Sharp MX-5500n's.................................. $1,499

Check Our Website For Current Inventory!

Phone: 510-746-2080 Fax: 510-601-9052 sales@copiernetwork.com

12

enx magazine

Kevin Fallehy for Domestic at 510-746-2088

Call Rick Cisneros for Export at 510-746-2085

1937 Davis St. San Leandro, CA. 94577


In stock and ready to ship!

Electronic White Boards Panafaxes All-in-One Models Monochrome Laser Printers Color Laser Printers Dot Matrix Printers Scanners Accessories 4VQQMJFTt1BSUT Maintenance Kits

perks

for our Partners

When you become a reseller of our Panasonic and Sharp products, you will enjoy the benefits of not having to stock the inventory—we stock a wide range of products in our warehouse—everything from copiers, faxes, multifunctional printers, to “hard to find” dot matrix printers, scanners, accessories, supplies, maintenance kits and parts.

WHY STOCK IT WHEN WE DO IT FOR YOU!

Partner with Parrot Distributing, Inc.

No quotas - “Why stock it when we do it for you!” Discounts for volume purchases Sales and Service Training Tech Support Club Parrot membership Rebate Incentives Demo Discount Educational Programs Bid Registration Prize Connection and more LUB P C

AR

T RO

800.451.3336

Key Benefits:          

We are now your authorized distributor for Panasonic scanners!

JOIN CLUB PARROT! Free to our Partners

Free Customized Marketing Materials for Your Business…4BMFT'MZFSTt"ETt.BJMFST

Parrot Distributing, Inc.

800.451.3336

6220 Airpark Drive Chattanooga, TN 37421 423.855-1405

www.parrotdistributing.com

“We make it easy…like a day at the beach!” Authorized Panasonic National Wholesale Distributor of Office Equipment & Supplies enx magazine

13


www.nuworldinc.com The

Hot Selling Copiers & Faxes

DX-C310/FX DX-C311/ FX DX-C400/FX DX-C401/ FX 31/40cpm Digital Color MFPs

Deal!

250

$

Instant Rebate

Deal!

Digital Duplex Copier Based MFP

After Rebate

• 20cpm/ppm@600dpi Resolution • 2x250-Sheet Cassettes • 40-Sheet Reversing SPF • Std Host Based JBIG Printing Opt PCL6, PS • Up to 11” x 17”, 48MB Memory • Color B&W PC Scanning • Optional Network Print, Network Scan Kits • Optional Super G3 Fax Kit

1998 FO-IS125N • 12cpm Copy/Print • 33.6Kbps G3 Fax • 250-Shts/30-Sht ADF • Network Print/Scan

Instant Rebate

Nuworld Rebate

MX-M200D

$

$ 599 100

150

$

Incredible

Demo Unit

• 31cpm/ppm@1200dpi Resolution • 2x500-Sheet Cassettes • 100-Sheet Reversing Single Pass Feeder • Host Based JBIG Printing/Opt PCL6, PS • Up to 11” x 17”, 32MB RAM • Standard Duplexing • Opt. Network Print, Network Scan • Opt. Super G3 Fax

$

Digital Multifunction System

Up to

Digital Duplex Copier MFP

AR-208D

MX-M260

• 2x500-Sheet Cassettes • 100-Sheet Reversing SPF • Up to 11” x 17”, 32MB Memory • Std. Duplexing Copying, Printing • Opt. 500-Sheet (Space Saving) Inner Finisher • Opt. PCL Network Print, Network Scan Kits • Opt. Super G3 Fax Kit

AR-M317

• 20cpm Copy/Print. • 250-Shts • 50-Sht RSPF • Std Duplex

AUTHORIZED DISTRI

• 26cpm/ppm@600dpi Resolution

• 31ppm Clr/B&W(310/311) • 40ppm Clr/B&W(400/401) • 500-Shts/50-Sht RSPF • Duplex Copy/Print • Network Print/Scan • PCL5c, 6 Emulation (DX-C311/FX, C401/FX) • Fax Board (FX Models)

Incredible

$ 319 30

$

After Rebate

TEL: 800.729.8320

Instant Rebate

300

$

Instant Rebate

FO-2080 • 20ppm Print Spd. • 33.6Kbps Fax • 2x250-Sht Casette • 50-Sht RSPF

668

$

FAX: 800.829.0292

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.

14

enx magazine

Prime Sourc

November 2

SHA101110C


ource for all of Your Copier, MFP, Fax, Scanner and Printer Needs!

AUTHORIZED DISTRIBUTOR

HORIZED DISTRIBUTOR

CS-181

18cpm B&W Copier, Network Printer • 18cpm/ppm@600x600dpi Res. • 300-Sheet Universal Drawer • 64MB RAM Copy Memory • Optional Duplex • Std Network • 128MB Print Memory • PRESCRIBE, PCL6

CS-221

22cpm B&W Copier, Network Printer • 22cpm/ppm@600x600dpi Res. • 2x300-Sheet Drawers • 64MB RAM Copy Memory • Optional Duplex • Std Network • 128MB Print Memory • PCL6 (5e, XL)

FREE

Document Processor

1359

30ppm Digital Duplex, Copier, Network Print Color Scan

CS-300i

FS-C2026MFP

Color MFP Printer w/Network • 28ppm B&W/Clr@600x600dpi • 300-Shts/50-Sht RADF • Std Duplexing • 33.6Kbps (2126MFP)

1499

$

FS-C2126MFP...............$1689 November 2010

SHA101110CPY

30ppm Digital Duplex, Copier, Network Print Color Scan

CS-2560

w/ FREE

DP-670

Pkg 1

• Dual 500-Sht Drawers • 200-Sht Bypass Tray • Opt 75-Sht RADF • 2GB + 160GB HDD • Network Print/Color Scan • Opt. Fax/Internet Fax Network Fax/PC Fax

Pkg 1

CS-2560 + DP670 + Stand + Toner....................................$2488

• Opt 70-Sht RADF Pkg 2 • Dual 500-Sht Drawers CS-2560 + DP670 + Fax(M) + Stand + Toner...................$3188 • 200-Sht MPT • Standard 512MB RAM Pkg 3 • Opt Fax/Network Fax,i-Fax CS-2560 + DP670 + Fax(M) + DF-670 + Stand + Toner......$3788

FS-1128MFP

B&W MFPs w/Network, Duplex • 30cpm@1200x1200dpi • 50-Sht RADF (1028MFP/DP, 1128MFP) • 250-Shts • 33.6Kbps (1128MFP)

659

$

FS-C1020MFP 21ppm Color Multifuntion

• 21ppm Color/B&W • 250-Shts/35-Sht ADF • Network/Duplex • 33.6Kbps Fax

$

539

FS-1028MFP...............$489 FS-1028MFP/DP..........$589

13850-B Cerritos Corporate Drive, Cerritos, CA 90703

CS-3060

2998

$

DP-670

Pkg 1

Pkg 3

CS-3060

25ppm Digital Duplex, Copier, Network Print Color Scan

w/ FREE

DP-670B

CS-300i + DP670B + Fax(S)B + DF-670B + Stand + Toner...$4348

CS-2560

$

w/ FREE

Pkg 2

FS-3040MFP.......................$1299

2288

2958

CS-300i + DP670B + Fax(S)B + Stand + Toner...................$3868

Document Processor

$

CS-300i

CS-300i + DP670B + Stand Toner.....................................$3148

1499

$

DP-420

1189

$

• 42ppm@1200x1200dpi • 500-Sheets • 50-Sht RADF • Std Duplexing • PCL6/5e • 33.6Kbps Fax Modem (FS-3140MFP)

FREE

DP-420

$

FS-3140MFP

B&W MFP Printer w/ Network

CS-3060 + DP670 + Stand + Toner.....................................$3128

• Opt 70-Sheet RADF Pkg 2 • Dual 500-Sht Drawers CS-3060 + DP670 + Fax(M) • 200-Sheet Bypass Tray + Stand + Toner...................$3798 • 512MB + 80GB HDD Pkg 3 • PCL 5e/6, (PostScript 3) CS-3060 + DP670 + Fax(M) • Opt. Fax/Internet + DF-670 + Stand + Toner......$4388 Fax/Network Fax/PC Fax

FS-C5100DN

Duplex Network Color Printer • 23ppm B&W/Color • 600x600dpi • 250-sheets • 256MB

$

449

FS-1370DN

37ppm B&W Laser Printer • 37ppm (FS-1370DN,1320D) • 32ppm (FS-1120D) • 1200x1200dpi • Duplex

$

299

FS-1120D................$179 FS-1320D.......$269

e-mail: sales@nuworldinc.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.

enx magazine

15


at your side

Order Online!

Nuworldinc.com The Prime Source For All Your Copier • MFP • Fax • Scanner • Printer Needs!

Instant Rebate Valid From November 1, Thru November 30, 2010. Maximum 20 Units Per VAR, Reseller, And Dealer

PPF-1270e Plain Paper Fax

• 14.4Kbps Fax Modem • 200-Shts/20-Sht ADF • 512K Mem. (25pgs)

FAX-4100e

New

Call

High-Speed Laser Fax

• 33.6Kbps Fax • 250-Sht Capacity • 30-Sht ADF

Refurb.

36

$

After Rebate

• 33.6Kbps Fax • 150-Sht Capacity • 50-Sht ADF

30

$

Instant Instant Rebate Valid On Rebate PPF-1270e Refurb!

Instant Rebate Valid On Fax-4100e New!

17ppm Color Network Printer

50

$

30

Instant Rebate

Call For Best Price

$

After Rebate

Instant Instant Rebate Rebate Valid On MFC-5890CN Refurb!

30

$

PPF-5750e

High Performance Fax

Business Class Laser Fax

• 15ppm • 14.4Kbps Fax • 250 Sheet Tray • 20-Sht ADF

• 33.6Kbps Fax • 250-Sheet Tray • 30-Sheet ADF • 15cpm Spd

• 33.6Kbps Fax • 250-Sht Cap. • 50-Sht ADF

$

$

New

New

New

New

• 14.4Kbps Fax • 250-Shts • 20-Sht ADF • 20ppm/cpm

New Call For Best Price

MFC-8480DN

• 14.4Kbps Fax • 250-Shts • 35-Sht ADF • 21cpm/ppm

• 33.6Kbps Fax • 250-Shts • 50-Sht ADF • 32ppm/cpm Spd.

New

New Call For Best Price

The Largest Selection

TEL:

• 14.4Kbps Fax • 250-Shts • 35-Sht ADF • 23ppm/cpm

Call For Best Price

MFC-9840CDW

• 21ppm Clr/B&W • 250-Sht • 50-Sht ADF • 33.6Kbps Fax

16

Call For Best Price

MFC-9440CN

New Call For Best Price

Competitive Pricing

• 33.6Kbps Fax • 21ppm b&w/clr • 17cpm b&w/clr • 250-Sht/35-Sht ADF

• 23ppm/cpm B&W • 250-Shts • 35-Sht ADF • 33.6Kbps Fax

Call For Best Price

Same Day Shipping

800.729.8320

New Call For Best Price

• 33.6Kbps Fax • 250-Shts/ • 30-Sht ADF • 21ppm/cpm Spd.

HL-5370DW

Refurb.

145

• 23ppm@ • 1200x1200dpi • 250-Sheet • PCL 6, BR-Sript3

Technical Support

FAX:

Call For Best Price

Refurb.

127

• 32ppm B&W • 250-Sht Tray • 50-Sheet MPT

Parts & Supplies

New Call For Best Price

Online Access

800.829.0292

Web: www.nuworldinc.com e-mail:info@nuworldinc.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.

enx magazine

Call For Best Price

Color Laser Pinter w/Duplex

$

New

New

HL-5340D

Color Print w/Duplex Wireless Network

$

New

Print, Copy, Scan, Fax, PC Fax

Refurb.

196

Refurb.

385

$

13850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467 BRO101210FX

New

MFC-8220

MFC-7840W

Print, Copy, Scan, Fax, w/ Wireless Network

$

Color Print, Fax, Copy, Scan w/Network

Refurb.

529

$

Call For Best Price

Refurb.

164

$

Color Duplex Print, Fax, Copy, Scan w/wireless Network

Print, Copy, Scan, Fax, PC Fax w/Duplex & Network

MFC-7440N

Print, Copy, Scan, Fax, w/Network

Refurb.

145

469

Call For Best Price

Printer, Fax, Copier, Scanner

$

Refurb.

279

MFC-7340

MFC-7220

Print, Scan, Copy, Fax, PC Fax

• 33.6Kbps Fax • 500-Sht Capacity • 50-Sht ADF

Refurb.

Call For Best Price

Call For Best Price

195

Instant Instant Rebate Rebate Valid On HL-3040CN New!

PPF-4750e

Plain Paper Laser Fax

Refurb.

$

• 600x2400dpi • 250-Sht Tray • 32MB Memory

New

97

$

FAX-2920

FAX-2820

Plain Paper Laser Fax

HL-3040CN

New

Call

Refurb.

New Call For Best Price

MFC-5890CN

Color Inkjet All-in-One w/Network

10.18.10


Order Online!

Nuworldinc.com

The Prime Source For All Your Copier • MFP • Fax • Scanner • Printer Needs!

Duplex Printer, Copier, G3 Fax, Clr Scanner • • • • •

23cpm/ppm Speed 250-Shts/50-Sht ADF Duplex Copy/Print/Fax Color Scanning $ 33.6Kbps Fax Instant Rebate

40

$

Duplex Copier, Laser Printer, Super G3 Fax • • • • • •

Up to 25ppm/cpm 2 x 250-Sheet Cass. 50-Sheet ADF 33.6Kbps Fax PC Faxing, Clr Scan Ethernet Network

• • • • •

185

$ IC-MF3240...............$179 IC-MF4370DN...........$259 IC-MF4570DN...........$265 IC-MF4690...............$359

21ppm Clr/B&W 250-Shts/50-Sht ADF 33.6Kbps Fax PC Fax (sending) CIS Scaning

$

2079

Instant Rebate Valid From Nov 1, thru Nov 30, 2010

$

IC-MF7460...............$1685 IC-MF7480...............$2869

Super G3 Fax/Laser Printer

Copier, Duplex Printer, Fax, Scanner

$

Instant Rebate Valid From Nov 1, thru Nov 30, 2010

ImageCLASS MF8050CN..................$449

ImageCLASS MF9170C

33.6Kbps Fax 3 Sec. Trans Spd 6ppm Print Spd 100-Sht Capacity 30-Sht Doc Fder

235

545

After Rebate

ImageCLASS D480 • • • • •

80

Instant Rebate

After Rebate

Duplex Printer • Digital Copier • Super G3 Fax • Color Scanner • w/ Network • 22ppm B&W/Color • Duplex/Network Print, Copy, Fax and Scan • 250-Shts/50-Sht ADF • 33.6Kbps Faxing • Scan-to-email, IFax, PC Fax • PCL 5e/6 Emulation

315

$

ImageCLASS D420..........................$185

Faxphone L90...........................$159

• • • • • •

200

FAXPHONE L170 33.6Kbps Fax 19ppm Print Speed 250-Sheets 600x600dpi 15/100 Coded Speed Dials

$

$

Color Duplex Copier, Network Printer, Fax, Scanner • • • • •

Instant Rebate

After Rebate

Instant Rebate Valid From Nov 1, thru Nov 30, 2010

ImageCLASS MF8350CDN

ImageCLASS MF7470

ImageCLASS MF4350D

1615

IC-MF8450C................. $ 899 IC-MF9150C..................$1435

ImageCLASS D1120

ImageCLASS D1150

ImageCLASS D1170

ImageCLASS D1180

Digital Duplex Copier, Printer

Digital Duplex Copier, Printer, Fax

Digital Duplex Copier, Printer, Fax

Digital Duplex Copier, Printer, Fax

30ppm 600x600dpi 500-Shts 50-Sht ADF 128MB Memory CIS Scanner

$

449

• • • • • • •

$

150

$

Mail-in Rebate

Rebate Valid From Oct 10, thru Nov 13, 2010

The Largest Selection

TEL:

30ppm 600x600dpi 500-Shts/ 50-Sht ADF 128MB Memory CIS Scanner 33.6Kbps Fax

539

• • • • • • •

$

200

Mail-in Rebate

Rebate Valid From Oct 10, thru Nov 13, 2010

Competitive Pricing

CAN101110MF

$

719

800.729.8320

$

200

Technical Support

FAX:

30ppm 600x600dpi 500-Shts 50-Sht ADF PCL 5e/6 33.6Kbps Fax Scan-to Email

$

Mail-in Rebate

Rebate Valid From Oct 10, thru Nov 13, 2010

Same Day Shipping

13850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467

• • • • • • •

30ppm 600x600dpi 500-Shts 50-Sht ADF CIS Scanner 33.6Kbps Fax Scan-to Email

815

$

300

Mail-in Rebate

Rebate Valid From Oct 10, thru Nov 13, 2010

Parts & Supplies

Online Access

800.829.0292

Web: www.nuworldinc.com e-mail:info@nuworldinc.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.

enx magazine

10.11.10

17


Order Online!

Nuworldinc.com PRINTING SOLUTION The Prime Source For All Your Copier • MFP • Fax • Scanner • Printer Needs!

Instant Rebates Are Valid From November 1, thru January 31, 2010

MC361 MFP

MC561 MFP

New

23ppm Color/25ppm B&W Multifunction w/Network

• 1200x600dpi

• 1200x600dpi

• 250-Shts/50-Sht RADF

• 250-Shts/50-Sht RADF • Std Duplexing

• Std Duplexing • PCL5c,6/Postscript 3

50 Instant

$

• PCL5c,6/Postscript 3 • 256MB Memory • 33.6Kbps Fax

• 4MB Fax Memory

$

$

• 256MB Memory • 33.6Kbps Fax

Rebate

$

After Rebate

50

Instant Rebate

• 4MB Fax Memory

445

629

After Rebate

MB460 MFP

C610N

B411DN

32ppm Color/34ppm Mono Network Printer

35ppm Duplex, Network Printer

• • • • • •

• • • • • •

• • • • •

Monochrome MFP w/Network

30ppm Print 22cpm Copy 250-Shts/50-Sht ADF Std Duplex Printing 64MB Memory PCL6,PCL5e

$

100 Instant

$

$

After Rebate

MB470 MFP.......................$405

Rebate Valid On MB460 MFP MB480 MFP.......................$449

B431D

40ppm Duplex Printer

• • • • •

2400x600dpi Res. 250-Sht Tray 64MB Memory Std Duplex PCL 5e/6, PS 3

$

300-Sht Cassette 256MB RAM PCL 5,6 and PS3 Duplex (DN/DTN/CDN) 300-Sht + 530-sht (DTN) 16GB SD Card (CDN)

Rebate

259

529

After Rebate

Rebate Valid On C610N

Rebate

$

C610DN.......................$759 C610CDN.....................$849 C610DTN.....................$929

$

50

Instant Rebate

219

• 27ppm Color, 31ppm B&W • 250-Sht Tray • 256MB Memory • PCL5c/6, PostScript 3

B431DN.......................$315

TEL:

Rebate Valid On B411DN

• 23ppm Color, 25ppm B&W • 250-Sht Tray • 128MB Memory • PCL6, PostScript 3

$

The Largest Selection

195

Competitive Pricing

315

$

50

Instant Rebate

$

B411D..........................$179

405

$

50

Instant Rebate

After Rebate

Same Day Shipping

800.729.8320

30

Instant Rebate

Color Duplex, Network Printer

After Rebate

13850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467

$

After Rebate

C530DN

Color Duplex, Network Printer

Rebate Valid On B431D

18

100 Instant

$

2400x600dpi Res. 250-Sht Tray 64MB Memory Std Duplex PCL 5e, PCL 6

C330DN

After Rebate

OKI101610MF

New

27ppm Color/31ppm B&W Multifunction w/Network

Technical Support

FAX:

Parts & Supplies

Online Access

800.829.0292

Web: www.nuworldinc.com e-mail:info@nuworldinc.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.

enx magazine

10.15.10


The Prime Source For All Your Copier • MFP • Fax • Scanner • Printer Needs!

Authorized Distributor

A wholly owned subsidiary of Nuworld Business Systems

Dealer Quota Credit

e

e

Blind Drop Shipping

INCREDIBLE

205L /255/305

Digital Copier MFP productivity to an all-new level • 20/25/30cpm Spds • StdNetwork Print, Color Scan • 2x550-Sheets • 1GB Mem + 60GB HDD • PCL6, PostScript 3 • Std Auto Duplex

Leasing

Volume Discounts

DEAL!

e

CALL

35cpm/ppm Copy/Print Std Network Print/Clr Scan 2x550-Sheets 1GB RAM, 60GB HDD For Best PCL6, PostScript 3 Std Auto Duplex Price

CALL

e

202S/203S/SD

355

Digital Copier MFP productivity to an all-new level • • • • • • •

For Best Price

Reliable Support

2330C

Digital Copier, GDI Printer, Full Color Scanner

The Power pf Color at the Speed of Business

• 20cpm/250-Sht • Opt. Network Print/Scan/Fax (203S/SD) • Std Duplex (203SD)

• • • • • • •

CALL

For Best Price

Image Shown With Optional Finisher, Opt 3&4th 550-Sht Trays

e • • • • •

18cpm Speed 250-Sheets GDI Printing Manual Duplex Opt. Print/Scan, Fax

• • • • • • •

CALL

For Best Price

Digital Copier MFP productivity to an all-new level

The Power of Color at the Speed of Business

45cpm/ppm Copy/Print Std Network Print/Clr Scan 2x550-Sheets 1GB RAM + 60GB HDD PCL6, PostScript 3 Std Auto Duplex Opt Fax, Net Fax, PC Fax

• • • • • •

e-Studio 50F • • • •

Call For A

Competitive Pricing

33.6Kbps Fax 150-Shts 20-Sht ADF 5ppm Print Spd

5389

$

18cpm (E-Studio 182) 24cpm (E-Studio 242) 250-Sheets GDI Printing For Best Manual Duplex Price Opt. Print/Scan, Fax

CALL

E-Studio 190F

e-Studio 170F

Digital Laser Fax Machine

Special Price!

CALL

For Best Price

455 e 182/242

e

181

Digital Copier, GDI Printer, TWAIN Scanner

23cpm Clr/ 28cpm B&W 2400x600dpi Res. 2x550-Sht Cass. Std Auto Duplex Scanning Network Prinitng

Multifunction Unit Fax, Printer, Copier, And Scanner

Call For A

• • • •

Special Price!

Same Day Shipping

33.6Kbps Fax 250-Shts 40-Sht ADF 17ppm Print Spd

Technical Support

Multifunction Unit Fax, Printer, Scanner

Call For A

Special Price!

Parts & Supplies

• • • •

33.6Kbps Fax 250-Shts/100-Sht ADF 19ppm Print Spd 12MB Memory

Special Deals

Selling Territories: AK-AZ-CA-CO-HI-ID-KS-MT-ND-NM-NV-OK-OR-SD-TX-UT-WA-WY

TEL: 888.372.3700 13850 Cerritos Corporate Dr. #D Cerritos CA 90703-2467

TOS091410CO

Fax: 562.921.1167 E-Mail:suzannecarter@idswc.com

Price and availability subject to change without notice. IDS 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.

enx magazine

10.19.10

19


PROFILE

We Saw It In ENX Magazine

NOVEMBER 2010

BUSINESS PROFILE:

BEI SERVICES INC.

P

rocessing 800,204 service calls on 1,743,159 imaging devices from 15,414 service technicians using $57,017,636 in parts adding up to 17,645,083,293 service prints/copies (yes, that's Billion) for the month of July 2010â&#x20AC;Ś These are some pretty astonishing figures for a single month, and BEI has been doing this for nearly 17 years. Today BEI Services, Inc. has the largest database in the world when it comes to service data on imaging devices, including information about parts and technicians. With a total of over six million serial numbers in their database and growing, BEI has created more industry benchmarks for machines and technicians than any Wes McArtor other company in the world. President Dealerships around the world use their data to see where they stand in relation to their peers, and manufacturers use their data to validate machine performance. BEI Services is in business to help dealerships maintain their profitability by showing them where service problems are. They process the dealer's service call data and compare it against national benchmarks to see what contrasts there are and why. Their data is very abundant, yet easily accessible to help dealers pin point issues and the reasons for their problems. BEI's Executive CSI dashboard (shown here) allows user access to their performance data with a few clicks of the mouse. BEI Services recently created their "Service Reporting Software" that they allow dealers to use for free without any obligation to purchase other products from BEI Services. This new web based software will allow dealers to manage and organize their service calls, preserve service call histories and maintain parts usage information. It also collects all the data

needed for BEI to process, if these dealers elect to use BEI Services' normal products. This software also helps manage technicians' service calls in an organized fashion, displaying their call load and call status. It will even automatically email the technicians their service calls when they are entered into the system. At a recent trade show ENX had a chance to sit down with Wes McArtor, president, and Bud Karakey, VP of operations, and discussed some of their newer products. Bud Karakey VP of Operations

Thanks for sitting down and talking about BEI. Can you give us a little history lesson about BEI?

Wes: I would love to. Greg Moseley and I started BEI in 1993, primarily on the belief that independent dealers would benefit from data that showed real world, in the field performance of the devices they sold. For the first time our customers would be able to tell the difference between a machine performance issue and local issue, be it technician, application, environment or page volume. As we evolved we discovered dozens of other management tools that could be developed to assist a dealer's management team. We also invented the industry's first pagebased compensation models for technicians and sales people, as well as the first of its kind territory management software. So what does this all mean? Can you explain in a little more detail how your service benefits a dealer? Wes: Let's take a real world example. Here is a customer whose cost per page is .01376, compared to .00974 nationally, which doesn't look like much for this one model, but their cost of service is over $2000 dollars higher than it should be based on the more than 600,000 copies produced. In fact because their Average Monthly Volume is slightly higher, their cost should be lower than the average. With the break down of parts and labor we can see that both are issues. Further analysis will allow us to iden-

continued on 21 20

enx magazine


PROFILE

We Saw It In ENX Magazine

NOVEMBER 2010

continued from 20

cost is higher and begin working at reducing their expense and increasing their profit.

So once you discover their issues what can be done to improve things?

That's really quite remarkable. How do dealers manage these issues without BEI?

Wes: By and large most issues can be resolved by doing what we all know SHOULD be done. What we've found to be very effective is simply to pay the technicians in a way that they are compensated to do their jobs better. When managing the right compensation model, most of our customers see a dramatic improvement in their service performance immediately. Did you know that almost 60% of the service calls that happen are the result of how the technician services the device, and not a device issue alone?

Wes: Quite frankly they don't. Most rely on the manufacturer's expectation for cost per page with the hope that they can service it in a way that makes them money. Even if they can monitor the cost of their own population of equipment they have no reference point as to what is real. Case in point, I had a prospect that was hitting most of the common industry benchmarks for profitability and service department performance. After performing our free analysis of his department he asked me, "Why do I need BEI if I'm already hitting my benchmarks?" My response was, "Would 15% more profit be a good reason?" He took the challenge and in 18 months we increased their GP in service by over 18%. Without a reference point you have no idea what's possible. Bud: This is the one of the reasons we developed the Service Reporting Software. We feel it is very important for dealers to know what their cost per page is on every machine. Dealers using one of the three ERP systems like e-Automate, ECI-OMD or ECI-La Crosse have data extract programs already built into their software to extract the data we need to get that information. However there are thousands of dealerships that don't use anything for service reporting, and they are unable to get this information or use our products. Our Service Reporting Software will now allow these dealers to have this type of information along with all the BEI Services reporting benefits that will show them where their service issues are.

How is that possible? Wes: There are a lot of factors when measuring a technician's performance and one of those is the FCE (First Call Effectiveness). This is the technician's ability to fix the call the first time without incurring a call back or having to return with parts. So if your FCE is 41% that means that 59% of the time when the customer calls, the tech will have to go back for parts or a call back. Understanding what contributes to a low or bad FCE is one of the focuses we point out for our customers. We even provide detailed data reports displaying this information down to the model level or tech level per model. If I have a high call back percentage due to technician performance, we have technician training issue. If I have a high call back percentage due to parts (HP), that indicates a parts supply issue. Bud:

Another tool we provide to help continued on 54 enx magazine

21


ON THE RECORD

We Saw It In ENX Magazine

NOVEMBER 2010

WHEN INDEPENDENT DEALERS GO SHOPPING By Scott Cullen

O

ver the years we’ve heard plenty of dealers vent about the issues and challenges of working with their manufacturers. Despite the venting, many usually reach a détente of sorts with those manufacturers and maintain the status quo. After all, the grass isn’t always greener on the other side, unless you’re looking to add a second or third product line. What does it take to inspire a dealer to look for another vendor or an additional product line and what kind of due diligence should a dealer do before making a final decision? We interviewed five dealers who have gone shopping for another product line, to get their opinions on this issue. One preferred to give their statements off the record, the rest had no problem being quoted. Rich is a Panasonic dealer who last year found himself in the market for a new primary copier vendor. Anyone familiar with Panasonic and the change in direction they’re making on the office technology front can understand why Rich was looking. It turns out Rich didn’t have to go searching all that hard; manufacturers were seeking him out. “As soon as Panasonic announced they were no longer going to be making A3 copiers, everyone was calling,” reports Rich. He was approached by Kyocera, Copystar, Konica Minolta, Sharp, and Toshiba. “I had no interest in Sharp because I heard too many horror stories from dealers who were using them,” says Rich, “and I didn’t care for the Konica Minolta reps. It was like, ‘We’ll do you a favor and give you the line.’ I don’t need favors.” It didn’t help either that the Konica Minolta rep promised he’d do something for Rich within a week, and then never followed through. “So, it was, ‘I don’t care what you come up with now, you can’t bring the line in here.’” Ultimately it came down to two players, Kyocera and Toshiba. He decided to go with Kyocera Mita because he felt more confident in the line. Rich was a loyal Panasonic dealer for years and had no interest in shopping around even when other manufacturers came knocking. “The only mistake I made was years and years ago,” he recalls. “Canon offered us its C-version line, which they eventually got rid of, but anyone who had the line was able to get the rest of the Canon line after that. If I’d done that I probably would have stayed Canon and that’s only because of the name. The name

buys a lot of things.” The transition to Kyocera happened last April and so far so good. “The products run, I’ll give them that much,” says Rich. “It’s a strange way they do their pricing; we’re used to a different system. They make you jump through hoops. But their support people are excellent and they seem to be coming out with new products left and right.” Spectrum Business Centers, a Ricoh dealer in Huntington Beach, California recently added Lexmark as a second line. Why? “We felt we had a lot of holes in our product line,” says Glenn Plank, systems engineer. “Our clientele seems to be more small and medium size businesses and Ricoh seems to be focusing on larger size companies, leaving us in the dust as they were developing more enterprise level applications.” Spectrum was looking for a vendor with products and applications for customers who didn’t have tens of thousands of dollars to sink into a solution and an IT staff to support it. While Plank thinks Ricoh products are tops, he felt that this smaller segment of the market is currently being ignored by Ricoh. Over the years Spectrum filled the holes with Panasonic and Muratec devices, but Plank isn’t as enthusiastic about the product lines as he once was. So, when Lexmark called, he and owner Leonard Mingoia were all ears. Due diligence is important before committing to a new vendor and Plank spoke with plenty of Ricoh dealers who have taken on the product line, including competitive Ricoh dealers in Spectrum’s own marketplace. “They shared a lot of their experience. What the product is, what it isn’t, what we should expect, and what we shouldn’t expect,” says Plank. “That helped us feel we were going down the right path.” Since taking on Lexmark in July, Mingoia says it’s been a good move for Spectrum. “Looking at the industry as a whole, copying seems to be diminishing and printing increasing, and one of the reasons we looked at Lexmark was because we could actually sell this to the low end to medium marketplace and not lose money and maybe even make some money,” says Mingoia. “They’re awfully good printers.” They also wanted a product line that wasn’t over distributed. “I can’t make money selling a HP machine because it’s distributed by everyone under the sun,” laments Plank. continued on 24

22

enx magazine


“We Have Thousands of Copiers & Accessories For Sale On Our Premises At All Times” Many More Models of Feeders Ricoh Canon Print Controller for 5070/5570/6570................. $395 Print Controller for 2270/2870/3570/4570.......... $195 Print/Scan Option for 2230/3530....................... $395 Print/Scan Option for 2200/2800/3300............$195 Print/Scan Option for 5020/6020........................$395 Print/Scan Option for 5000/6000....................... $395 Print/Scan Option for 7200/8500/105.............. $395 PDL for 550/600........................................................ $395 PDL for 330/400........................................................ $195 Fax Option for 5070/5570/6570..........................$395 Fax Option for IRC 3200/3220..............................$295 Fax Option for 2270/2870/3570/4570.............. $295 Fax Option for 2200/2800/3300..........................$195 S1 Finisher for 2270/2870/3570/4570.............. $295 K3 Finisher for 7200/8500/105............................ $495 F1 Finisher for 5020/6020..................................... $295 F2 Saddle Stitch Finisher for 5020/6020.......... $395

Minolta

Print Controller w/ Nic Card for Di 251/351................... $295 Print Controller w/ Nic Card for Di 450/550................... $295 Print Controller w/ Nic Card for Di 470............................ $295 Print Controller w/ Nic Card for Di 551/650....................$295 Print Controller w/ Nic Card for Di 2510/3510.............. $295

Mita Print Nic Scan for 6030/8030................................$795 Print Nic for 6030/8030.......................................... $595 Print Nic Scan for 3035/4035/5035....................$595 Print Nic Scan for 2530/3530/4030....................$495 Print Nic for 6330/7530.......................................... $295 Print Nic for 4530/5530.......................................... $295 Print Controllers for 2030...................................... $195 Fax Option for 1650/2050/2550..........................$195 Fax Option for 2530/3530/4030..........................$295 Fax Option for 3035/4035/5035..........................$295 Fax Option for 2030.................................................$150 Finisher DF 710 for 3050/4050/5050................ $495 Finisher DF 730 for 3050/4050/5050.................$395 Finisher DF 71 for 3035/4035/5035................... $195

and Finishers available

Special Shipping Discounts!

Toshiba

Print/Scan Enabler for 520/600/700........$395 Print/Scan Enabler for 352/452.................$395 Print/Scan Enabler for 232/282.................$395 Print/Scan Enabler for 230/280.................$395 Print/Scan Enabler for 202L........................$395 Print Enabler for 350/450............................ $295 Scan Enabler for 350/450............................ $195 GL 1020 Print Scan Option for 550/650/810..... $395 Print Controller w/Nic Card for 550/650/810... $295 Print Controller w/Nic Card for 35/45.................. $195 Fax Option for 2500/3500........................... $395 Fax Option for 352/452................................ $295 Fax Option for 230/280/350/450..............$195 MJ 1101 Finisher.............................................$295 MJ 1023 Finisher.............................................$195 MJ 1024 Saddle Stitch Finisher................. $295 Many More Options Available, Call For Pricing

Sharp

Print/Nic for 237/277.................................... $295 Print/Nic for 355/455.................................... $395 Print/Nic for 280/350/450........................... $295 Print/Nic/Scan for 651/810......................... $395 Print w/Nic Card for 651/810..................... $295 Print w/Nic Card for 235/275..................... $295 Fax Option for 237/257/277/317............. $295 Fax Option for 355/455................................ $295 Fax Option for 280/350/450....................... $195 FN7 Saddle Stitch Finisher Arm 350/450/455... $295 FN6 Finisher for ARM 350/355/450/455...... $195 FN5 Finisher for Sharp 237/277................ $195

More Fax Options & Print Controls Available, Call For Pricing

Print / Scan Option 5500/6500/7500................... $295 Print / Scan Option 3260/5560...............................$395 Print / Scan Option 3500/4500...............................$295 Print / Scan Option 2051/2060/2075................... $395 Print / Scan Option 1060/1075...............................$395 Print / Scan Option 2015/2018...............................$295 Print / Scan Option 2022/2027...............................$295 Print / Scan Option 2035/2045...............................$295 Print / Scan Option 2035E/2045E.......................... $295 Print / Scan Option 2510/3010...............................$395 Print / Scan Option 3025/3030...............................$295 Print / Scan Option 3035/3045...............................$295 Print / Scan Option 1035/1045...............................$295 Print / Scan Option 1022/1027...............................$295 Post Script for Ricohs...............................Call for Pricing Fax Option 1015/1018...............................................$150 Fax Option 1022/1027...............................................$195 Fax Option 1035/1045...............................................$195 Fax option for 2022/2027.........................................$195 Fax Option for 2232/2238........................................ $395 Fax Option for 2035/2045........................................ $295 Fax Option for 2035e/2045e................................... $295 Fax Option for 3025/3030/2510/3010..................$295 Fax Option for 3035/3045/3500/4500................. $295 Fax Option for3228/3235/3245..............................$395 Fax Option for MPC 7500 - NEW.............................$450 SR 790 Finisher 2027/2045/3030/3045............... $295

Panasonic

Post Script w/PCL 3510/4510/6010......................$295 PCL Board for 3510/4510/6010..............................$195 330 Finisher for 3520/3530......................................$195 600 Finisher for 4530/6020/6030...........................$250 Fax Option for 2310/2330/3010/3030................. $295 Fax Option for 3530/4530/6030.............................$295

Konica

FK 102 Fax Option for 7022/7030..........................$195 FK 101 Fax Option for 7020/7025/7030/7035...$195 IP 424 & IP 432 Print Controller w/Nic Card........$295 IP 422 & IP 423 Print Controller w/Nic Card........$295 IP 421 Print Controller w/Nic Card.........................$195

We Have Thousands of Copiers & Accessories For You To Choose From!

We are now Selling Parts from Off-Lease Copiers. Boards, Lasers, Fuser Units

Please Call, email or Fax the Equipment You Are Looking For!

enx magazine

23


ON THE RECORD

We Saw It In ENX Magazine

NOVEMBER 2010

Put More Green in Your Bottom Line „ „

Maximize margins and hardware pull-through Generate professional services and recurring revenue Extend the customer relationship past the lease

How? Enter the profitable world of selling document management solutions. „ „ „

Learn to build a successful professional services team Benefit from proven training and go-to-market programs Outstanding certification program and technical support Onsite sales representatives working with your sales team

www.docuware.com

Contact us at (888) 565-5907 or dwsales@docuware.com and realize the benefits of a lasting Partnership.

continued from 22

WHEN INDEPENDENT DEALERS GO SHOPPING

While Spectrum filled some gaps with Lexmark, Mingoia remains heavily invested in Ricoh. “Our whole customer base is primarily Ricoh and even though they haven’t treated us fairly, they haven’t treated us badly either,” he says. “Over the years they’ve been good to us. It really hurt me to go somewhere other than Ricoh, but I talked to them about it and they said do whatever you have to do to survive.” Plank offers kudos to Ricoh. “Out of all the companies we’ve worked with, nobody does a better job than Ricoh at delivering us parts, technical support, and quality manuals. That’s important to us. Abandoning them wouldn’t make any sense.” Chip Miceli, president of Des Plaines Office Equipment (DPOE) in the Chicago area has been a loyal Sharp dealer since the 1970’s. Over the years, he’s done a fair amount of shopping around for a second line when he needed products that Sharp didn’t have in their line at the time. He’s also been courted by his fair share of vendors with Canon hot on his tail right now. When it comes to due diligence, Miceli starts with the members of the Select Dealer Group (SDG), an organization of independent dealers focused on best practices.

“I seek out dealers who have a product I’m interested in,” says Miceli. “I ask them about the pros and cons of the product and what issues they have with it and how successful they are with it. I get input from other dealers because the dealers I know through SDG will give me the straight scoop.” This may sound obvious, but due diligence means trying to get the straight scoop from any manufacturers who he’s speaking with too. “You have to ask them about their plans for the future,” says Miceli. “Right now everything is print management and if the organization you’re talking to isn’t looking in that direction, or they feel it will hinder their down-the-street business, that’s probably not an organization whose products you’d be wanting to take on.” Shopping for another vendor is not something to be taken lightly. “To change vendors or take on another line is a costly endeavor,” says Miceli. “Some people think they can do it for ten bucks. I’ve investigated this and it costs you a lot of money to get yourself rolling with another product line if you plan on doing them justice.” continued on 26

24

enx magazine


NEED ANY TONER PRODUCTS?

Stock Item List

Stock Item List

Stock Item List

Stock Item List

THINK PRINKO! BROTHER DR360 DR600 DR700 TN250 TN620/670 TN8050 TN200 TN350 TN360 TN430/460 TN540/570 TN550/580 TN 8000 CANON 306 309 706 E31 E39 E40 103 104 106 108 708 712 713 715 A30 C1610 CRT119 CRT120 E16 EP-E FX-10 FX-9 S35 DELL 1100 1125 1320 1600 1700 1720 1815 2130 2335 5100 M1200 P1500

EPSON 1100 RIBBON CRC30 HP CB531 CB541 CB542 CB543 2612A 4127X 505A 505X 5942X 5949A 5949X 7553A 7553X 8061X 92298A 92298X B435A B436A CB530 CB532 CB533 CB540 CE255A CE255X CE278A Q7551A Q7551X IBM IP1116 IP12 IP1312 IP1422 IP21 KYOCERA TK17 TK18 TK100 TK55 TK60 TK65 LEXMARK 321 X203 644 C510

LEXMARK C500 C780 E210 E220 E230 E250 E320 T420 T430 T630 W812 W840 X204 X215 X850 MINOLTA 1100 1350 1400 C1600 C2400 MC4650 PRO4650 PRO5650 QMS5430 OKIDATA B410 B430 B4100 B4300 B4400 B4500 B4600 B6100 B6200 B6300 B6500 C110 C130 C3100 C3964 C5100 C5300 C7300 C9300 C9600 C9650 TYPE8 TYPE9 TYPE10

PANASONIC 3350 KX-FA83 FX-FA86 KX-FA85 KX-FA92 KX-FA93 UG3221 UG3313 RICOH AC104 AC204 AP400 BP20 FX16 FX200 SP3200 SP3300 SP4100 SAMSUNG ML1210 ML1450 ML1520 ML1610 ML1640 ML1650 ML1710 ML1750 ML2150 ML2240 ML2550 ML2850 ML3050 ML3470 ML3560 ML6060 SCX412 SCX4200 SCX4521 SCX4720 SCX4725 SCX5312 SCX5530 SCX5635 SCX5835 SCX6320 SF560 SF565 ML2250

TOSHIBA 180S 200S XEROX P3116 P3300 P6200 P6300 P6360 P7300 203 204 3200 3428 3435 3600 3635 4118 4508 4510 6120 6130 6140 6250 7400 7700 7750 7760 C123/128 DCC400 DCC450 M15 M20 M24 MFC6121 N2125 P1210 P3110 P3115 P3117 P3150 P3210 P3400 P3420 P3450 P3500 P4400 P4500 PE120 PE16 PE220

More Products, Better Prices! iting a W e We’r ur Calls! o for Y

Prinko Image Co, ( USA), Inc.

1139 Westminister Ave. Ste O  Alhambra, CA 91803 Fax: 626-389-8986  Tel: 626-389-8988 / 626-389-8989 Website: www.prinko.cn  Email: sales@prinko.cn enx magazine

25


ON THE RECORD

We Saw It In ENX Magazine

NOVEMBER 2010

Selling Supplies for Imaging Units & Technology CM3521 & CM4520

S ell We ra nd s Al l B pplies! u of S

As Well As: CM2520 l CM2522 l CM3520 CM3522 l CM4521 l CM5520 CM6520

Ask For Bob Phone: 408-225-5410 Fax: 408-225-5582 reedm@areteoffice.com

continued from 24

a

rete Office Sells Supplies

WHEN INDEPENDENT DEALERS GO SHOPPING

He cautions dealers about taking on another product line just to have a ‘me too’ product or a couple of machines from the product line. “If you do that, you’re not going to be successful with it. You have to spend some money. A lot of people don’t have the money or want to spend the money and they don’t do well with it.” Ray Belanger, president of Bay Copy in Massachusetts, is one content Konica Minolta dealer, but that doesn’t mean he’s always been content. Even though he continues to be successful selling the Konica Minolta line, he’s a prime target for other manufacturers. “We have everybody knocking on our doors now and have talked to a number over the past couple of years,” says Belanger. In addition to Konica Minolta, Bay Copy sells Muratec and Lexmark devices. Belanger admits he’s looked around periodically when he was unhappy or just to see what was available. The reasons are reasons any dealer can identify with. “If you’re not getting a good deal from your manufacturer or if your relationship isn’t that great,” says Belanger.

He offers his take on what’s going on with dealers who carry multiple lines. “Most dealers have multiple lines now,” he says. “The reason you used to have multiple lines in the old days was product driven because some manufacturers had better products than others and you could pick and choose. Now it’s more about trying to leverage the suppliers to make sure you have good pricing and programs. Some of the lines might be better than others, but all the major players have decent lines.” Belanger concedes it’s difficult to bring in another line, although things typically are rosy from the get go. “At least initially you can be a star because the business you’re bringing to them is all new and incremental.” That’s also a good time to receive enticing programs and pricing, but he says you’ll also be under a lot of pressure to transition more of business to your new vendor. Belanger believes in due diligence even though he’s been with Konica Minolta for 20+ years. That involves talking to other dealers, particularly through the Select Dealer Group. continued on 28

26

enx magazine


enx magazine

27


ON THE RECORD

We Saw It In ENX Magazine

NOVEMBER 2010

OES Solutions is a Premier Director of the Certified Channel Reseller program Speak with someone you know Award Winning Sharp Copiers and Fax!

SHARP Open Line Wholesale Distribution

l

Each of our clients has a dedicated representative

l

Talk to a live person, no voicemail

l

Flat rate drop shipments directly from Sharp

l

Next day shipments available

l

Factory-Authorized Service Training

We are currently accepting Sharp CCR dealership applications in the Midwest region. Discover how OES Solutions and Sharp can help you diversify your business. Quota Credit for SHARP Dealers

Has

Class Divisions to help you meet 2 World all your office machine needs!

For more information on OES Solutions and the CCR program, contact OES at: Call or email today for all your machine, accessory and supply needs

Website: www.oesccr.com

Toll Free: 877-637-1240 Email: wholesale@oes-solutions.com

Toll Free: 877-637-1240

Email: ccrdealersupport@oes-solutions.com

Sharp Open Line Wholesale Distribution continued from 26

WHEN INDEPENDENT DEALERS GO SHOPPING

“I know dealers who carry all the other lines so I can talk to them about who has good programs,” says Belanger. Naturally a conversation with the vendor is part of his due diligence with the focus being how they handle weaknesses, perceived and otherwise, new opportunities, distribution plans, and what other dealers in his area are carrying the line, as well as plans for direct distribution vs. independent dealers. “A lot of this is driven by programs,” he says. “What are you going to do for me if we take on your line? How will you help us get started? What type of pricing are we going to get? Are there any special marketing funds or programs available to us?” Asked if the grass is always greener on the other side, Belanger replies, “Sometimes it looks greener, but I’m not convinced it is. I don’t think any of them are perfect. It’s more, ‘What have you done for me lately?’ If you’ve done good for them lately, you’re probably getting treated real well, if not, probably not so much.” Mike Arnold, president of CPO Limited in Santa Clara, California is a multi-line dealer, carrying Konica Minolta, Sharp, and Muratec. Arnold added Sharp in 2004 because of

uncertainty around the Konica and Minolta merger. He also felt that the Sharp line allowed CPO to approach a different breed of prospects—those interested in lower end devices. Another factor was Sharp didn’t have any branch operations at the time, something that Konica did. “It was kind of a hedge of what might happen with KM and we also bought a local Sharp dealer,” says Arnold. “That was a consideration at the beginning of having to compete with a branch and quite honestly having our butts kicked most of the time.” Sharp made the decision easy by providing CPO at the outset with inventory, parts, and preferred pricing for a period of time. It’s not easy making a transition to another vendor. CPO found that out in the 1990s when they switched from Mita Copystar to Konica because Mita was behind the curve on the move to digital. Notifying customers of a switch can be a little dicey. “You have to consider the customer base and what kind of brand loyalty there is to your current products,” he says. “You’ve been telling them all about the positives and nothing about the negatives of the line, and then when taking on another line, you have to switch gears and talk about the negatives and why they should switch to another brand.” continued on 55

28

enx magazine


enx magazine

29


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

MANAGED PRINT SERVICES – OPPORTUNITY OR ALCHEMY? “AS THE OWNER”, What You Need To Know About By Michael H. Dudek

H

ear all about it! Managed Print Services (MPS) headlines are everywhere. If you are not anxious about MPS opportunities and threats by now, you need to drink another coffee to get your heart-rate percolating. Yes, MPS is the talk of the industry – the hot topic at every trade show and the feature in at least every other trade magazine article. The industry’s most prestigious manufacturers and software companies - almost like medieval alchemists - are promoting MPS packages that do everything short of turning base metals into gold and transforming water into wine. Just listen to that buzz! You offer managed printer fleet solutions, remote diagnostics and just-in-time fulfillment of consumables through specialized whoop-de-do software at the push of a button. MPS sounds like a real gold rush opportunity. The purpose of this article is to warn the dealer owners – those guys and gals who are footing the investment in MPS initiatives – that they should exercise caution and professional skepticism. History has taught us the hard lessons - that although billions of dollars of gold were harvested from “them there hills”, few 49ers got rich and many endured hardships and perished in the pursuit. The folks who got rich were the individuals who set up businesses to support all of the prospectors. Sound familiar?

The essence of MPS is to offer customers lower costs in return for additional dealer services and support. Make no mistake, while an opportunity, this offering represents a major fundamental threat to the industry. The very essence of MPS - its key marketing themes - is that customers will receive additional dealer services and support at a lower cost. This MPS attribute alone should get an owner’s heart pumping more rapidly. MPS definitely represents a real opportunity for some players. But, for many dealers, MPS represents a real threat to both the top and bottom lines of future financial performance. In a nutshell at a high-level, MPS represents: 1. An outstanding opportunity for strong copier dealers, especially those who have been unconscionably ignoring the printer opportunity for years. 2. A key opportunity for strong printer dealers to take additional share – both printer and copier business - from the copier guys. 3. A substantial windfall for MPS consultants, software vendors and manufacturers who have been rolling out solution after solution for dealers.

4. A significant threat for many printer and copier dealers especially those which do not have the wherewithal to invest and compete at MPS. Such dealers should prepare for their mid-market and larger customers in their base to be under continued assault for years to come by aggressive dealers seeking to control the network and all of the output devices hanging on the network. YES, MPS will ultimately prove very profitable for many MPS participants but many of the achievers will not be dealers. A large segment of the achievers will include the manufacturers, the software vendors, the industry consultants, and most important to the dealer – the dealer’s customers. Ultimately the strong copier and printer dealers will survive and even thrive; particularly dealers with the capability to provide customers with real business solutions. Of major concern however is whether this relatively smaller population of dealers will prosper at the expense of their less fortunate counterparts. Lowering customer prices in return for additional services and support will cause many industry players a great deal of financial pain.

There is only so much net-new customer business available for dealers to pursue. Vendors and consultants seem very skilled at inventing and marketing new methods to chase and attack the same basic business opportunities. Often times, as is the case here with MPS, new technologies facilitate new methods – the cycle is inevitable and perpetual. With MPS being featured everywhere and to every dealer and customer, one vital question is whether there truly are new business opportunities available or just more sophisticated technological ways to chase the same old business – a business which may actually be declining rather than growing as copy and print growth slows. Dealer owners need to study and understand overall industry trends alongside predominant MPS themes and implications before jumping into MPS with two feet. Dealers, both individually and collectively, need to be careful not to “eat their own babies” at lower prices. While MPS buzz suggests opportunity is unlimited, amidst all of the hype, dealer owners need to read the tea leaves to interpret and determine whether MPS represents more of an opportunity or threat for them individually, especially for the long term. One obvious potential threat to all dealers is that the net-new continued on 32

30

enx magazine


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

Your Source For Both Document Imaging and Finishing Sure, Niche Equipment has the best deals on Samsung Equipment, Supplies and Parts for Document Imaging.

But that’s only 1/2 the story! Don’t overlook your customer’s Document Finishing needs. Sell a Shredder, Folder or one of 500 other paper handling products that Niche offers.

Double Your Sales, Double Your Profit Offering products from these manufacturers: Samsung, Formax Duplo, Roto, Standard, Dahle, Rhino-o-Tuff, Widmer, Secap & more.

MFP Color to 40ppm, Mono to 55ppm

Bookletmaking & Binding Personal to Industrial Laminating Fax

Folding

Ph: 877-446-4243 Fax: 630-629-6790 info@nichee.net www.nichee.net enx magazine

31


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

continued from 30

MANAGED PRINT SERVICES – OPPORTUNITY OR ALCHEMY?

business opportunity is limited and there is only so much customer opportunity to go around for the dealer community to target. Under this assumption, logic dictates that the dealers which in fact prosper will be extracting their pound of flesh from other dealer pockets, rather than capitalizing on discovering new business within the customer. MPS, despite all its hype, may primarily represent just a more sophisticated repackaging of the same dealer services and support for essentially the same customer opportunity. In other words, just because MPS is hot within the industry, it hardly means that there is a whole bunch of net-new customer opportunities available for the overall dealer community. Dealers participating in MPS ultimately may find themselves chasing the same old customer opportunities with repackaged services and support at a lower customer price. This is extremely dangerous to everyone in the industry. Dealers capitalizing on the MPS trend may prosper, but the prosperity may be short-term and at the expense of other dealers which suffer through a reshuffling of customer opportunity. While MPS consultants, trainers, and vendors make bunches of money, and customers save bunches of money, what business is left on the table for the average industry dealer? And, what will it cost to play this game and will any profits be illusory? As the old adage goes, there is no free lunch. Managing MPS transactions properly and efficiently will require lots of hard work along with investment in systems and capabilities in order to competently bundle and manage additional machines, software, services and supply offerings. Substantial investments will be required to experience increasing revenue and profitability. Frankly, dealers may be required to invest more just to remain status quo and to protect their existing base and marketshare. Most increases, especially short-term, will likely only be derived from the other dealer pockets. And even those MPS dealers which ultimately succeed long-term will endure shortterm increases in costs and investments and therefore lower short-term profitability.

Lessons learned during conversion of analog to digital devices Dealer owners evaluating the MPS opportunity should be wary of any fuzzy math being used by third parties. MPS consultants are touting MPS tools and techniques that will enable dealers to be proficient, but owners should check their math. Offering customers lower prices for additional services and support requires application of a new math, or at lease new operating models and systems which enable dealers to become far more efficient to lower transaction costs to yield comparable profitability.

We should have learned such fuzzy math lessons from the midto-late 1990’s and early 2000’s when analog machines converted rapidly to digital. A short history lesson is worth reminiscing about because it may prove analogous to the MPS revolution. The analog to digital revolution occurred relatively rapidly and was very painful for many dealers; even mega dealers who would eventually rule the roost. Many dealers experienced more economic distress than customer opportunity. Besides being stuck with large and expensive amounts of old analog inventory, many dealers experienced eroding top-line revenue and bottom-line profits when digital prices-per-copy were offered to customers at severe discounts. In many cases, the substantial increases forecasted for digital copy-volume either never materialized or was insufficient to offset declining revenue associated with lower customer pricing. Likewise, expected dealer efficiencies and lower costs-per-copy were insufficient to prevent eroding profit margins. The net result was that many dealers experienced substantial declines in both revenue and profitability. Many still have not recovered from the good old days of high prices-per-copy and resultant after-market profitability. Some folks just did not comprehend the fuzzy math. I vividly recall the turmoil being experienced by IKON during this analog to digital revolution. The dynamics and issues associated with the conversion was a hot topic of conversation at a critical meeting of the top twenty or so IKON executives in Valley Forge. This meeting clearly revealed the serious trouble and bumpy road ahead yet management ignored all these tell-tale signs. Three of the top IKON operating executives were all touting how new digital machines were enabling service technicians to become so much more efficient than when they were servicing analog machines. They told the audience that the introduction and placements of the more reliable digital devices was enabling service technicians to service substantially more copies. Most of this was true but the implications were not understood. The impact of digital devices were only being advertized to the audience as the most promising industry developments which would bode well for everyone in future – that it would lead to superior financial performance and shareholder value. Unfortunately, the audience drank too much of this punch. Basic mathematics and fundamental alarming facts were being ignored. In fact, IKON’s revenue-per-copy from digital offerings, like for most other competitors, was dropping precipitously. This declining revenue-per-copy caused rapid revenue declines which in turn caused dramatic erosion of bottom-line profitability. The pain was all self-inflicted. Despite the ability to service an increasing number of digital continued on 33

32

enx magazine


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

www.alscopiers.com Late Model Machines & Repos. Inventory Online! For real time inventory updates and featured equipment follow us on twitter@twitter.com/alscopiers

l l l l l

California Toll Free: 866-727-3750 Phone: 949-727-3750 Fax: 949-727-3850 9701 Research Dr. Ste.100 Irvine, California 92618

We Also Buy Surplus Copiers Call for Customer referrals Export Customers Welcome Professionally Packed Containers Find Everything You Need In Our 45,000 sq. ft. Warehouse!

The Most Experienced & Reliable Wholesaler In the Nation COPIERS

PRINTERS

FAXES

continued from 32

copies, total revenue-per-service-tech was dropping while technician compensation, digital training and other service costs were escalating. The ability to service substantially more digital copies per month was not nearly enough to offset lower prices-per-copy being offered to the customer. Anticipated increases in copy volume within customer accounts never materialized at forecasted levels.

Rather than comparing and managing the trend of revenue and cost profitability-per-tech, management was preoccupied and insisted to the audience that copies-per-tech was the key metric in managing the service organization. Relying on the wrong metric resulted in faulty conclusions followed by poor decision-making. The underlying industry dynamics had changed but were ignored. The math exercise is illustrated in the example below.

The math exercise and its implications could not have been more straight-forward, yet key decision-makers ignored the threat because they were relying on the wrong fundamental metrics.

Revenue per tech Copies serviced per month Customer price per copy Revenue per tech per month Revenue per tech per year declined Cost per tech Annual comp per tech Digital training Annual cost per tech increased Profitability per tech declined # of techs Annual service profitability declined

As the analysis illustrates, lower customer prices resulted in rapidly declining revenue-per-tech. This was exacerbated by increasing tech comp and other costs associated with the digital developments. As revenue and cost moved in the oppoDigital Change Analog site and wrong directions, naturally, profitability-per-tech 750,000 1,200,000 declined. Whether your deal$0.012 $0.0065 er employed only handful $9,000 $7,800 service techs or thousands like $108,000 $93,600 -$14,400 IKON, these industry dynamics had dramatic negative effects on results. For an $45,000 $50,000 organization like IKON that $2,000 employed thousands of techs, $45,000 $52,000 $7,000 the chart illustrates the dramatic annual impact on prof$63,000 $41,600 -$21,400 itability â&#x20AC;&#x201C; over a half billion 18,000 15,000 $1,134,000,000 $624,000,000 -$510,000,000 continued on 35 enx magazine

33


382 N. Lemon Ave. Suite 232 Walnut, CA 91789

USB

Looking for MPS Dealers and Regional Distributors

HDMI

Your One

STOP

Power Cord

Shop Online Store! For Electric Office Supplies

Networking Patch Cord $ .99 each

USB 2.0 AM/BM 6ft.

$3.99 each

Surge Protector 6 Outlet 3 ft.

$1.49 each

Cat.5ebooted patch cable 7ft.

www.directcable4less.com or call 909-680-5745 for details 34

enx magazine


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

continued from 33

MANAGED PRINT SERVICES – OPPORTUNITY OR ALCHEMY?

dollar decline in annual profits. You can imagine how such declines in profitability are perceived for a publicly traded NYSE company by Wall Street. The impact on shareholder value and the company’s stock price was severe. And, just as severe was the resultant loss in credibility. Many large, medium and small dealers across the industry experienced similar pain from earnings and value erosion. Another fundamental mathematical calculation which was overlooked in this equation during the analog to digital revolution was the effect of the reduction in the number of service techs employed by IKON. While IKON was persuading the audience that reducing their headcount by several thousand techs was testimony of capability and efficiency, management simply ignored a RIF (Reduction in Force) of thousands of techs who previously averaged over $100,000 in revenue and about $60,000 or so in profitability was hardly an encouraging development. All those dollars were gone. To overlook the amount of revenue and profit generated by these thousands of techs during the analog era was perilous in the management decision-making process. And to think that it was relatively simple industry dynamics analogous to MPS that resulted in such large amounts of revenue and profit evaporating. Customer prices-per-copy were lowered across the board. Net-new opportunities were limited. Expected increases in copy-volume and revenue from other follow-on services were not realized. Increases in dealer efficiencies were insufficient to offset declining margins for the revenue decline, which occurred so dramatically that dealers did not have time to rightsize overhead.

Owner action plan: Do your homework and focus on the details and fundamentals when assessing the MPS opportunity

competitive takeaways. Every copier and printer dealer of any substantial size should establish a web-store for selling consumables and low-end devices. One only needs to study Staples’ history for a lesson in how successful web-store sales can be. After its initial launch, in about five short years, Staples went from zero internet sales to about 40% of its revenue being generated from its internet store with no end in sight. For those dealers jumping onto the MPS bandwagon with two feet, based on our analog to digital revolution history lesson, owners should make sure to take at least the following steps: 1. Track MPS revenue, cost and profitability overall as well as at a transaction level. If your revenue per-print and copy decline, your costs-per-print and copy must decline at least at the same pace. 2. Enhance customer solutions offerings to ensure you are generating some net new business from customers and not just lowering the price. While always easier to say than to accomplish, if you do not offer real business solutions, you are increasing your risk of losing the account to a dealer which surely will offer such solutions. Focusing on highvolume vertical markets will facilitate solution sales success, because once you formulate an effective solution, you can leverage it across similar customers. 3. Measure and manage the trend of revenue-per-service tech and match against cost-per-tech. 4. Measure and manage the trend of other service efficiency metrics. Make sure your organization becomes as efficient and reliable as the machines you are selling and servicing.

Hopefully the industry’s MPS experience will be far different than the digital revolution. MPS hype however does ring of déjà vu.

5. Consumables, Consumables, Consumables – Refine your consumable sales strategy to make sure your existing customers are hooked before embarking on pursuing more expensive net-new business. After-market margins are still very attractive and lots of printer cartridge business is being left on the table within your existing customer base.

Owners seeking to pursue a lower risk strategy and not wishing to dabble too deep into MPS should focus on tying up and penetrating their own customer base as much as possible to prevent competitive takeaways. Protecting your base strategies however could become exceedingly more difficult when competitors are willing to drop prices so low that customers cannot resist rolling over for this marketing pitch of lower costs, better services and more support.

In summary, hopefully, MPS will provide all dealers with more opportunity than pain. Hopefully there will be enough and plenty of net-new business to go around for all dealers. Hopefully copy and print-volume will increase at a pace to offset reduced customer prices-per-page and copy. Hopefully customers will not really request lower prices for more services and support. Hopefully your competitors will have the courage to hold their prices and profit margins at acceptable levels.

Copier dealers should focus extensively on the printer supply and consumable sales opportunities within their own customer base. Much of this printer opportunity has been left on the table for years. Tying up such opportunities will decrease the risk of

However, owners should not hold their breath and just hope. You need to strategize about how you will operate going forward. You need to better utilize both your sales and service organization to capture the business available out there. continued on 36 enx magazine

35


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

For Wholesale/Export Pricing

l l l l l l l l l

Call Toll-Free:

1-888-335-3282

Ink Cartridges Laser Toner Fax Supplies Copier Supplies Printer Ribbons Storage Media Specialty Paper Cables Printer & Projectors

Drop Ship Specialists

or Email: sales@databazaar.net continued from 35

MANAGED PRINT SERVICES – OPPORTUNITY OR ALCHEMY?

Fundamentally, printers and copiers are becoming more reliable. Consequently, customers not only expect lower prices, but they are demanding lower prices for more services. In these tough times, customers may tend to be less loyal. Of course, there generally are dealers willing to accommodate even aggressive customer demands. But for most dealer owners, the fundamental industry trend of more reliable units at lower service prices is not all positive news. Since we cannot just go back to the good old days when copiers did two basic things, making copies and breaking down, it’s critical for dealer owners’ to carefully evaluate their current strategies and action plans to protect their customer base and profit margins.u Mike Dudek, an attorney and CPA, is the founder & owner of Zygoquest which provides customized merger & acquisition services and valuation & due diligence services to buyers & sellers of companies. Zygoquest is the #1 M&A authority in the office products industry. Mike Dudek & Rich Wisniewski are authors of over 400 consummated M&A transactions during their careers. Prior to founding Zygoquest, Mike Dudek was VP of Acquisitions for IKON Office Solutions, a $5.5 billion NYSE company acquired by Ricoh Corporation. Contact Mike Dudek at (610) 873-6555 or at mdudek@zygoquest.com. For more info, visit www.zygoquest.com. 36

enx magazine

XEROX AUTHORIZED DEALER

UNITED SUPPLY Toll Free 866-212-5884

OEM

Fax 818-885-0511

SPECIALS

926 Black High Yield Ink Jet (310-8386) 926 Color High Yield Ink Jet (310-8387) 1320c Black High Yield Laser Toner (310-9058) 1320c Cyan High Yield Laser Toner (310-9060) 1320c Magenta High Yield Laser Toner (310-9064) 1320c Yellow High Yield Laser Toner (310-9062) 1700 Drum (310-5404) 1700 Black High Yield Laser Toner (310-5400) 1700 Black Laser Toner (310-5399) 1720 Drum (310-8710) 1720 Black High Yield Laser Toner (310-8707) 1720 Black Laser Toner (310-8706) 2330dn Drum (330-2646) 2330dn Black High Yield Laser Toner (330-2650) 2330dn Black Laser Toner (330-2648) 2335dn Black High Yield Laser Toner (330-2209) 2335dn Black Laser Toner (330-2208)

$19.39 $26.18 $64.01 $84.38 $84.38 $84.38 $48.45 $96.99 $75.65 $48.49 $96.99 $75.65 $48.50 $101.84 $57.22 $106.69 $85.35

Now Available Call or Email To Get Your

Free Copy Today! 8606 Darby Ave. Northridge, CA 91325 sales@unitedsupply.com

OEM & Compatible Supplies


enx magazine

37


STATE OF BUSINESS

We Saw It In ENX Magazine

NOVEMBER 2010

INCREASE YOUR SUPPLY MARGINS By Andy Slawetsky

S

ervice, supply and hard-ware margins have been consistently falling for years. The emergence of managed print services has offered short-term improvement for dealers but these margins will be difficult to sustain indefinitely. A method traditional copier dealers have used to improve supply margins is to use non-OEM supplies in order to support their machines in the field (MIF). Our research indicates that 49% of dealers are using non-OEM supplies (2009 Dealer Strategies Report, Industry Analysts, Inc.) at least to some degree and as more dealers are exposed to non-OEM manufacturers through their vendor MPS programs and their own relationships, that number will rise. For years, vendors have tried to curtail the use of non-OEM supplies and parts through third party product comparisons, which often provide more questions than answers. Consider the Xerox-sponsored toner reliability test from SpencerLab, a credible third party testing organization. It’s not surprising that the report showed toner cartridges from the three non-OEM brands tested (Media Sciences, Rhinotek and Cartridge World) didn’t mea-sure up to the quality provided with the genuine Xerox cart-ridges. After all, this was a vendor-sponsored test and if the results were not in Xerox’s favor, it’s not likely that it would have ever been published. The report, which can be found at www.spencerlab.com, specifically mentioned toner leakage as a reliability issue with each of the three non-OEM brands. While this is certainly a major negative with the non-OEM products, one has to wonder why Xerox chose this model or these nonOEM brands to compare. According to Mark Solvanson of Rhinotek, their brand offers a reliability rate of 97.2% (2.8% failure rate) for Xerox-compatible products and an excellent replacement pro-gram for any product failures. In extreme cases where the toner leaks and damages the printer, an occurrence that Solvanson says is extremely rare, Rhinotek will send tech support to the customer site the next day and fix the printer at no charge. It is not likely Rhinotek would be in business for over 30 years if all of their non-genuine supplies were as bad as those documented in the Xerox-sponsored report. The toner included in that study targeted consumers in an attempt to justify why they should pay considerably more for genuine products. The results of the test may create feelings that all non-OEM products are inferior, when in fact, they’re not. Just as there are reports showing non-OEM supplies are inferior, there are also reports showing that they’re as good as genuine ones and in some cases, even better. Reports like the Xerox-funded study seem to prove that customers must be irrational to use non-OEM supplies. We find it

interesting that Xerox sells their own brand of non-OEM supplies for products from HP, Brother, etc. You can find plenty of information on Xerox branded non-OEM products at www.xerox.com. The message that customers should only use genuine supplies for my printer but it’s OK to use them for other brands doesn’t fly. In essence, you can’t have it both ways. Many dealers have under-stood this for years and as MPS continues to gain traction more dealers are finding non-OEM brands are worth using. Two key brands not included in the report we’ve discussed are LMI and Katun – two of the largest suppliers of non-OEM products to the copier dealer community. Would about 50% of dealers be using non-genuine products for all of these years if those pro-ducts were ruining the machines they’re now servicing under MPS contracts? We doubt it. The point is – there are good non-genuine products and bad ones. The only way a dealer would consider not using nonOEM supplies is if a customer specifically asks them for genuine and often they charge a premium for meeting that requirement. In many cases, the customer may not even realize that their MPS contract is being fulfilled with non-OEM supplies. As far as they’re concerned, if the printer works to their level of expectation, they’re happy. By now you get it. Even your vendors are providing you with non-OEM supplies in one respect or another in order to support competitive products in the field. They obviously work (some better than others) and their use substantially improves dealer profitability. Another way to increase supply margins is available and you may not be aware of its existence. Software that can reside on the customer’s PC cuts back on the amount of toner and ink used with each print job. Obviously, you only want to use this technology for cost per page and MPS contracts, where lower page coverage and the use of less ink/toner directly impact the profitability of the account. Understand that this is not the typical “toner-save” mode that comes standard in many print drivers. I’m talking about very sophisticated software that allows you to tweak the toner usage levels. Recently, we evaluated software that allows customers to reduce the amount of toner/ink used for printing text and graphics. Our testing showed there was “no visible difference in print quality” from the default print driver settings as compared to documents printed using this software at a setting of 35% reduction in toner. In fact, our analysis showed that the document was still nearly perfect at a savings level of 70% for text and 50% for graphics. continued on 40

38

enx magazine


enx magazine

39


STATE OF BUSINESS

We Saw It In ENX Magazine

NOVEMBER 2010

continued from 38

INCREASE YOUR SUPPLY MARGINS

International Copier Exchange, Inc. Worldwide Equipment Distributors

We Are One of the LARGEST SUPPLIERS of CANON and RICOH Copiers in the U.S.A Domestic Sales

Export Sales

Why Choose ICE ?

Hundreds of Low Meter Demo Units Available

Over 3600 Canon & 3200 Ricoh Copiers in Stock For Export

Tremendous Profit Opportunities On Used Equipment

We Specialize in Ricoh, Canon and Everything In Between

Worldwide Export Specialists

Extensive Inventory - Thousands of Copiers per Month

Sophisticated Inventory Bar Code Scanning System To Ensure Accuracy All Equipment Accurately Represented, Inspected and Tested

Experts at Loading Containers Fast Turnaround Times For Your Orders All containers fulfilled to exact customer specifications Containers Shipped Daily

Fast Shipments and Great Freight Rates

State Of The Art Brand New Facility With 14 Loading Docks

We Carry Parts and Accessories for All Manufacturers

Highly Competitive Pricing ~

Se Habla Espanol

Experienced and Knowledgeable Sales Team Package Pricing Available Best Quality Control In the Industry! Your Satisfaction is "Our Business"

Large Quantities of All Other Makes & Manufacturers Available! Andy Bongar Chatsworth, California 888-423-2679 818-999-1000 abongar@copierpoint.com

Marge Davis St. Louis, Missouri 800-933-2374 314-770-1233 mdavis@copierpoint.com

Chris Stancel Iowa 888-433-2679 319-373-7100 cstancel@copierpoint.com

www.copierpoint.com Jared Zander Dallas, Texas 866-503-2679 972-503-0100 jzander@copierpoint.com

Greg Zander - International Sales ~ - Dallas, Texas Se Habla Espanol 866-503-2679 972-503-0100 gzander@copierpoint.com

Hylon Alford Dallas, Texas 866-503-2679 972-503-0100 halford@copierpoint.com

Here are some hard numbers to think about. Five hundred pages printed on a 40-PPM laser printer using the manufacturer’s default printer driver settings used an average of 35+ grams of toner. The same print job using the toner saving software at 35% text and 35% graphics used about 26 grams, nearly onethird less toner. The same job using 70% reduction for text and 50% for graphics, which we still found to be visually acceptable, used an average of less than 12 grams of toner! Of course, some of your customers may not accept toner savings at these levels but even if it’s in the range of 15% - 20%, it doesn’t take long to realize how much your margins will increase. This software can be installed on each desktop and while it isn’t free, the payback is extremely fast. Think what reducing your CPP/MPS customer’s toner usage by 35% will do to your margins. Consider the competitive advantage you gain if you can offer genuine products at the same price as your competitors offer non-OEM supplies and what will happen when you tell your customer the difference in what you are offering compared to what they are offering. Or, if you use this software to keep your margins where they currently are, yet you drop your supcontinued on 41

40

enx magazine


STATE OF BUSINESS

We Saw It In ENX Magazine

NOVEMBER 2010

Toll Free: 1-877-933-5558 Fax: 610-431-1300

High Quality Ink Toner Cartridges

HP HP02

$3.25 each

Free g pin p i h S

For Orders Over $250

Brother TN115 KCMY

$35.99 each

Model# HP Q2612A HP Q6000/1/2/3 HP C9700/1/2/3 HP CB540/1/2/3 HP 278A HP 285A HP 92 HP 564XL OKI C5600 KCMY DELL 3115 KCMY Brother TN360 Brother TN350

Price $13.00 each $29.99 each $27.99 each $29.99 each $16.99 each $16.99 each $3.50 each $7.99 each $26.99 each $61.99 each $16.50 each $16.50 each

www.itcsupplies.com

continued from 40

ply cost by 20% - 30%. No matter how you use this software, you win. Who would have thought a copier dealer can make more money by selling less toner? Feel free to contact us for the full version of this report and to find out how and where you can obtain more information about this impressive software by e-mailing us at info@industryanalysts.com.u

Andy Slawetsky is President of Industry Analysts, Inc., a marketing and management consulting firm for the office automation industry. Much of the companyâ&#x20AC;&#x2122;s research and testing results can be viewed on their website www.industryanalysts.com.

Visit www.enxmag.com for past articles and industry news ENX Magazine Leading the Document Imaging Industry Monthly Circulation Over 34,000 Copies enx magazine

41


COMPANY ON THE MOVE

We Saw It In ENX Magazine

NOVEMBER 2010

COMPANY ON THE MOVE:

S

teven Michlin is a true pioneer in the creation of products used in the remanufacturing of laser cartridges and associated products. The Dec 16, 1986 issue of PC Magazine acknowledged Mr. Michlin as the first person to remanufacture laser printer cartridges. Through the next 25+ years, Steven has continued to find solutions for the most frustrating problems facing an ever changing industry. Steven Michlin graduated from the University of Michigan with degrees in both Chemical Engineering and Materials and Metallurgical Engineering. As a college student, he saw the growing use of printers and the ongoing availability of empty laser cartridges. Through trial and error, he identified a relatively inexpensive copier toner that worked well in HP printers. And thus, cartridge remanufacturing had begun from his apartment at married student housing. Steven eventually realized he enjoyed the discovery and perfecting of innovative ways to improve the laser cartridge itself more than the remanufacturing and selling the finished product. He soon began to be recognized as an innovator within the uncharted waters of what would become the remanufacturing industry. His educational presentations at industry conferences and conventions, along with his frequent articles in industry publications, earned him recognition as the answer man. As a pioneer of the cartridge remanufacturing process Steven has a unique knowledge of the industry. He understands the entire process, including the engineering, chemical and material processes involved in the compatibles’ industry. Steven is regularly contacted by other remanufacturers and occasionally by OEMs inquiring about a problem they are experiencing. Steven’s inquisitive mind, extensive education and problem solving skills enable him to continually come up with usable innovations. By mid 1991, Steven was known as Mr. Patent Pending, and today, Mr. Michlin holds 39 patents relating to improved methods and devices dealing with the laser cartridge remanufacturing processes, providing simple cures for what were considered complex problems. And as always, Steven currently has a few more patents still pending. For the past two decades Steven Michlin has offered his products and services through LaserLand located in Sylvan Lake, Michigan. All of the products offered by LaserLand are designed for the remanufacturer. When browsing the www.laserlandus.com you will find items priced and sold in appropriate quantities to suit the needs of the remanufacturer. Normally, a free sample is available for testing upon request.

Methuselah™ Drum Padding Powder is one of the most

popular patented products LaserLand offers. If you do a Google search of Methuselah™ Powder you will find references from around the world in many difSteven Michlin ferent languages. Web based forums and blogs for tech help refer to the use of Methuselah™ Drum Padding Powder as a standard practice before installing a new drum or blade. According to personal testimonials quoted from tech help sites, noises, streaks, and drum life can all be improved by using Methuselah™ drum padding powder as a lubricant. The portable size of Methuselah™ dusting bag is a common tech tool case essential. Millions of blades have been saved from ruination through flipping or inelastic deformation by using Methuselah™ Powder before installation. Also, the Methuselah™ Powder stays invisibly on drums and blades for over 8,000 pages. Methuselah™ Padding Powder patent # 5,308,515, created by Steven Michlin • Increases the life of copier and printer drums and cleaning blades • Reduces the defect rate of drums, blades and laser printer cartridges • Has been tested and proven as an effective drum and blade lubricant in the copier and printer industry • Has lubricating effects that can last up to 8,000 prints • Contains no hazardous zinc compounds. • Invisibly stays on the drums and blades decreasing friction, heat, and physical wear • Slows the heat-related aging process, retaining resilience of cleaning blades • Is available in 50 or 250 gram bottles and ready-to-use 30 gram padding bags • Is widely used by toner cartridge remanufacturers Other popular products created by Steven Michlin and offered by LaserLand include:

PCRCream™ which can be used for both cleaning and enhancing the electrostatic properties of the Primary Charge Roller (PCR). Simply rub a dime-sized squirt of MicroPixel PCRCream™ onto the PCR. Gently rub it in; then wipe it off. Let it settle in for about 3 minutes. Next, buff the PCR, creating a shiny clean surface with enhanced electrostatic properties. continued on 44

42

enx magazine


enx magazine

43


COMPANY ON THE MOVE

We Saw It In ENX Magazine

NOVEMBER 2010

continued from 42

COMPANY ON THE MOVE: The PCRCream™ is made with a long lasting wax base along with other additives that increase the electrostatic properties and functionality of the Primary Charge Roller. Application of the PCRCream™ can be included in your own remanufacturing process. Additionally, field techs can use it to improve print quality during cleaning and repair of printers in the field or shop.

DrumSpinner DeoxCream™ was specifically developed for removing oxidation from photoreceptor drums. The use of DeoxCream™ often eliminates the costly and time-consuming need to replace or recoat every drum being used in a remanufactured product. DeoxCream™ can also be used on new drums after each cycle. The application of DeoxCream™ will clean and enhance the optical qualities of the photoreceptor. After using DeoxCream™ to clean the photoreceptor, use Methuselah™ drum padding powder before reinstalling. Field techs can quickly and easily refresh drum print quality and lengthen the useful life of drums in field equip-

ment. This is especially helpful with printers and copiers covered under Managed Print Services agreements.

BladeCoat™ is a uniquely formulated cream that cleans and provides enhanced surface treatment to urethane blades. Use of BladeCoat™ helps to minimize toner adherence. Blades made of urethane commonly include wiper blades, cleaning blades, urethane rubber doctor blades, spreader blades and recovery blades. By minimizing toner stick, you can also minimize defects. For example, when a toner glob starts to build up on a wiper blade, it can prevent the wiper blade from removing toner off of the photoreceptor drum. When an excess of toner buildup sticks to the cleaning or cutting edge of the wiper blade, the wiper blade will cause a smear on the output page. BladeCoat™ is another cleaning supply that can be used in the field to prolong component usage cycles and improve copy quality.

UserFriendly™ Recovery Blades are recovery blades made of a special formulation of blended urethane rubber. This material will not kink and thereby this continued on 46

44

enx magazine


KLE Color Toner Cartridges

e In Mad SA U T he

Bulk Toner

Drop Shipping

Next Day Service

Call Today! Phone: 561-743-0636 Toll Free: 800-866-3799 Fax: 561-745-2415 Email: info@colortoner.net

enx magazine

45


COMPANY ON THE MOVE

We Saw It In ENX Magazine

NOVEMBER 2010

continued from 44

Used, New and Refurbished Copiers. Parts and Supplies Generic or OEM

Hablamos Español

We have 15 years experience in the copier export market We are located only 30 miles from the Port of Miami

Sell us your excess oem supplies!!!

Large Ricoh and Konica Minolta Inventory!!!

Toll Free(800)960-1119 - Broward(954)978-2121 Dade(305)751-7878 - FAX:(954)978-2412

3001 W. McNAB ROAD POMPANO BEACH, FL, 33069 - USA www.intercomcopiers.com - sales@intercomcopiers.com

We Export Used Offset Presses Worldwide Over 25 years Experience Exporting Equipment

Contact: Jeter Spina - (954) 449-9002 JeterSpina@americapressequipment.com 46

enx magazine

COMPANY ON THE MOVE:

product helps prevent sprinkle dot streaks. Any urethane rubber blade is difficult to cut without deformation, stretching, or having wavy properties. With Steven’s invention, the blades in the manufacturing process are cut on a removable semi-rigid plastic material. This special material later acts as a positioning support with a handle for easy removal, so that the blades may be installed in a planar form, flat to avoid wavy blades that sprinkle dot streaks. After being installed, the positioning support is pulled away by its handle and is completely removed from the recovery blade. Only the recovery blade remains in the toner cartridge assembly. For the past two decades Steven Michlin has created and patented innovative laser cartridge parts, tools and supplies being sold through LaserLand, Inc. As an acknowledged pioneer in the remanufacturing industry, Steven Michlin continues to innovate parts, products and tools that increase the longevity and productivity of remanufactured laser cartridges. Steven welcomes remanufacturer’s inquiries, comments and problems. In fact, some of the products LaserLand offers are a direct result of solving a problem expressed by one of their clients. Steven and LaserLand look forward to providing innovative products to improve the productivity, quality and longevity of your cartridges.u Contact Info: Steven B Michlin LaserLand, Inc. 2655 Orchard Lake Rd #119 Sylvan Lake, MI 48320-1571 800.608.6637 or 248.738.5800 248-738-5801 fax 248.396.0969 direct to Steven Michlin www.laserlandus.com email: mruserfriendly@comcast.net

www.enxmag.com


Sinobase Network Technology Limited or le F

ib pat Com

HP LaserJet P1102/M1212nf MFP/M1132 MFP (HP CE285A)

HP LaserJet Pro P1566/1560/1606dn (HP CE278A)

Samsung ML1666-ML1661 (Samsung MLT-D1043S)

Samsung ML1910/ML1915 (Samsung D105S/D105S2) Brother HL3040CN/HL3070CW/ MFC9010CN/MFC9120CN/MFC9320CN (TN210 BCMY)

HIGH QUALITY PRODUCTS

BROAD PRODUCT SELECTION

HP Color LaserJet CP3525/3525N/3525DN/ CM3530/CM3530FS (HP CE250A/X - CE253A)

CUSTOMER SERVICE SUPPORT

More Must Buy Products! HP

CB435 Universal CB436 Universal CE505A/X CC364A/X 1338 Universal 1339 Universal 5942 Universal 5945 Universal CP1215 CP2025 CP4005

Remanufactured Compatible Cartridges

Samsung ML-2850 ML3470B ML-3560B ML-4550 CLP-310 CLP-315 CLP-610 CLP-660

Lexmark E250D E350D E450D

OKI Full Color Laser Series

Sinobase Network Technology Ltd. received STMC certifaction in May 2010 after completing a rigorous STMC training program. We are trained by certified trainers and verified to be compliant with STMC quality test method in our Shenzhen branch factory.

Brother TN620 TN650 TN115 TN135 TN155 TN175 TN195

DELL 1125 2335 3110 3115

ECO-FRIENDLY

SINOBASE NETWORK TECHNOLOGY LTD Tel: 852 2243 3287 l Fax: 852 2191 3154 Email: benhung@empties.com.hk Skype: benhung886619 Address: Unit 816, Pacific Trade Centre,

2 Kai Hing Road, Kowloon Bay, Kowloon Hong Kong

WWW.INKLASER.COM

*All brand names and trademarks are the properties of their respective holders and are referred here for descriptive purposes only. Sinobase is not associated with any printer manufacturer.

enx magazine

47


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

DEBUNKING THE MYTH: MPS Needs To Be Sold On TCO Not CPP By Tom Callinan

W

ant to start a riot at an MPS event? Mention MPS, TCO, and CPP in the same sentence. I realize MPS has attracted practitioners from many, formerly different, business models: supply companies, printer service companies, VARs/resellers, managed services company, printer and copier OEMs, and BTA dealers. I also understand that CPP as a billing approach originated in the copier world. What I don’t understand is how CPP becomes a copier sale, and in the minds of some MPS players, cannot be an approach to billing an MPS transaction that was justified on a TCO basis. Let’s eliminate the emotion and the misinformation on CPP billing. MPS (managed print services) is a business model; TCO (total cost of ownership) is a financial term used primarily in management accounting: TCO was around long before MPS. CPP (cost-per-page) is a billing approach. The business model, financial approach, and billing approach work perfectly together so let’s debunk the myth that that CPP is not TCO with a little education. At least one entity agrees that CPP is a legitimate approach to billing a TCO justified MPS agreement: Gartner. You’ve probably heard of them and in case you haven’t here is the first sentence from the “about” section of their website: “Gartner, Inc. (NYSE: IT) is the world’s leading information technology research and advisory company.” If you are in the MPS space it would be hard to believe that you have not heard of Gartner’s “Magic Quadrant,” as it seems most of the OEMs, both printer and copier, quote their position in this quadrant. Page 8 of Gartner’s latest Magic Quadrant for MPS has a section titled “How Do Customers Pay for MPS?” Here are the first three sentences: MPS does involve a consolidation of spending, but the actual payment schemes vary. Generally, the external service provider either owns the hardware or (more typically) leases it from a finance company in its customer’s name. The customer usually pays a per-page charge, which covers the cost of the equipment, any leasing costs, the supplies, the parts, the service and other MPS elements. What? Gartner mentions “consolidation of spending” and “other MPS elements” in the same sentence as per-page billing? Yes, and I believe there is a good reason for that: cost-per-page billing is logical when you are paying for printed pages! Do you pay for electricity per kWh? Do you pay for gas per gallon?

But you say, “What does Gartner know about TCO?” According to Wikipedia, they know quite a bit: “TCO analysis was popularized for the Gartner Group in 1987.” So the research company that popularized TCO, and according to the same Magic Quadrant report noted above, coined the term managed print services, states quite clearly that billing on a per-page basis is the most common billing approach. You can, and most of the time in my opinion should, use CPP to demonstrate your savings in TCO for an imaging fleet. To provide an investment figure to a prospect you need to provide them some financial figure to grasp. I see three approaches to provide that figure. One would be a straight, or absolute, monthly payment, e.g., $5,000 per month, which includes 100,000 images. The second is a per-page approach, e.g., $0.05 per image includes a minimum of 100,000 images. The third is a per device approach, e.g., $50 per device for 100 devices listed on schedule A. The research and math above the final calculation is all the same. Let’s take a look: Current Monthly Imaging Expense Copier lease

$1,200

Overage billing

200

Printer depreciation

750

Fax depreciation

150

Printer supplies

600

Fax supplies Carrying cost of supplies, $18,000 at 10% per annum Sunk cost of toner not associated with printer, $1,200 Eight (8) hours of IT support time per month at $60/hr fully burdened Total Cost of Ownership (TCO)

50 150 100 480 $3,680

100,000 images per month Cost Per Page

0.0368

There will be those that quickly grasp what they believe could and should be included in this table, items like electrical requirements. I could find other areas that can be added or deleted, but the point isn’t whether or not the table is comprehensive, the point is that regardless of what you include to calculate the TCO you can divide that expense by the images (prints) and you have a CPP. I certainly hope that this example continued on 49

48

enx magazine


MPS FOCUS

We Saw It In ENX Magazine

NOVEMBER 2010

continued from 48

clearly indicates that TCO and CPP can be one in the same. If you have heard me speak, followed my writings, or are a client of Strategy Development (SD) you have heard me—and the entire SD team—say many times that there is never a single solution to a problem and there is certainly never a single approach to a complex sale across multiple prospects/customers. Is CPP billing the correct approach all the time? Absolutely not. Let’s look at some examples of when it very well will make more sense to focus the prospect on a monthly expense rather than a per page expense:

You have captured all aspects of the document in your initial sale, with or without agreement on future savings: Let’s say you have conducted a document lifecycle assessment and not a simple print assessment. In that lifecycle study (which I hope you charged for, because it took you a great deal of time and the person/people performing it were highly qualified analysts that make a nice income) you identified every aspect of the document from creation to destruction (or, from cradle to grave). You know precisely what the enterprise spends and you can provide a suite of software, services, and hardware that will improve the effectiveness of the document lifecycle while reducing the cost. Show that TCO in absolute terms—as a monthly figure.

You are going to take over all responsibility for document output throughout the enterprise in the initial sale: Slightly smaller scale then the first example but you will take over every device in the enterprise so there is no possibility of gaining additional output.

You sell other products or services not related to the document and you want a platform to add those products or services: Let’s say you are HP or Xerox, and you sell technology related to the document, but you also have a large business unit that provides business process outsourcing (BPO), or you sell IT hardware like servers and switches. In this situation, I believe an agreement in absolute dollars provides a “platform” to add those additional products or services. These three examples primarily fit large enterprise prospects, not a segment where most of our clients spend their sales time. They also tend to be equipment-led approaches as opposed to service-led approaches. What does a good opportunity look like when using a CPP based billing approach? When your initial MPS agreement captures a portion of that cradle to grave lifecycle and you have every intention of gaining additional output and adding solutions. Also, when the company is shifting more output to color devices. If you are not experiencing that shift you have larger issues than worrying about whether to bill on a CPP basis since

mono pages are decreasing and color pages are increasing industry wide. Whatever billing approach provides you with success in MPS is the approach you should use. Nevertheless, I hope this article ends, or at least mutes, the debate on CPP not being TCO. It is certainly the last time I will waste a breath or keystroke on the subject.u Tom Callinan is the founding principal of Strategy Development, a management-consulting firm for the technology and outsourcing space, and the leading MPS consultancy specializing in business planning, sales effectiveness, advanced sales training, and operational and service improvement (www.strategydevelopment.org). From 1998 – 2005, Callinan was an executive with IKON Office Solutions, most recently vice president and general manager of IKON’s largest business unit with revenue of $1.4 billion. Prior to IKON, Callinan was the founder and CEO of Copifax, Inc, a copier dealership that was recognized with numerous awards including inclusion on the INC 500 list of fastest growing private US companies. Copifax was acquired by IKON in 1997. Callinan graduated with high honors from The Wharton School, University of Pennsylvania. Tom can be reached at callinan@strategydevelopment.org or 610.527.3317

www.enxmag.com enx magazine

49


SALES & MARKETING

We Saw It In ENX Magazine

NOVEMBER 2010

HOLIDAY MARKETING By Ronelle Ingram

Sales have more to do with person to person relationships than price or product,’ is an oft-repeated marketing mantra. As the holiday season approaches, take a few minutes to actually calculate the cost vs. potential value of your company’s holiday practices. I believe sending a holiday greeting card that is opened and displayed by the receptionist, who normally has no decision-making or purchasing authority, represents wasted marketing expenditures. A holiday card sent from one business to another has little to do with a person to person greeting. Have your company take the time to actually figure out: • • • •

Why you send holiday cards What are the desired results of sending holiday cards Who you should send them to How much does this tradition costs your company

Start with who pays the bill for the holiday greetings. Which department is responsible for the cost of the card, postage and labor? Is it general overhead, charged to the sales department or divided up among the revenue generating departments?

Also consider the time spent by your managers when calculating the cost of a holiday business mailing: deciding if you want your company’s name engraved on each card, if the company address and logo should be printed on return envelope, delegating the ordering process, and following up on the receipt of the cards. Who is creating this list of customers? Will you send them to your complete customer list, or just companies you have done business with in the last 2 years, 6 months, etc.? Do you send cards to potential customers, vendors, neighboring companies, personal friends? By the time you buy, stamp and send the card, your company is investing between $2 to $5 per mailing. Take the appropriate direct cost and multiply it by the number of cards sent. Depending on the size of your mailing and percentage of overall company profitability, your company will have to generate thousands of dollars of additional revenue to cover the cost of your December holiday cards. Also, do you have a structure to deal with cards that are returned by the post office? Who is responsible to research the continued on 51

50

enx magazine


SALES & MARKETING

We Saw It In ENX Magazine Given an A+ Rating with the Better Business Bureau for the Past 7 Years

NOVEMBER 2010

“WE PAY TOP $$$ FOR WHOLESALE COPIERS” 65,000 Sq. Ft.

World Class Copier Remarketer

Dealers, Exporters and Leasing Partners are Welcome!

Providing You a HIGH RETURN on Your Copier Investment l

l

l

l

l l

Impact Transportation Services - Off Lease Pickups and Wholesale Deliveries Trade In Programs - Always Looking to Purchase Wholesale & Off Lease Copiers of All Brands Asset Management - Our Complete and Accurate Audits are the Best in the World - Guaranteed!

Main Corporate Warehouse With Locations in MN, NY, NC and AZ

$100 (Or Less) Nationwide Copier Transportation Services Off Lease Pickups & Wholesale Deliveries

Huge Inventory We Ship Thousands Of Copiers Worldwide Each Month

Refurbishment - Done by our Highly Skilled Team of Service Technicians Exporting - Specializing in Exporting All Around the World Repossessions - We Provide Cost Effective Repossession Services on a Nationwide Basis

www.offleasecopiers.com 608 7th St. N.E., Long Prarie, MN 56347

1-866-848-4900

continued from 50

validity of the returned mail? Who will update your data base to reflect a change of address, change of company name, or no longer being in business? When I think of the holiday season, what first comes to mind are fond memories of Santa Claus, Christmas cookies, the Nativity and presents under a decorated tree. According to a 2010 Card Catalog I received in the mail recently, offering Premium Quality Cards for Lasting Impressions, all of these things are inappropriate for a business holiday card. Today’s catalog does not even mention Christmas until page 16. The most prevalent messages are Season’s Greetings, Global Peace and Best Wishes represented by corporate landscapes, the earth and snowflakes. I understand the need to be politically correct and inclusive, but what happened to the goal for establishing personal relationships with our customers? You may want to reconsider the value of just sending out sanitized greetings to your corporate mailing list. Maybe 2010 is the time to approach the sending of holiday cards in a more business-like manner. I believe if you are sending out a card that isn’t specifically addressed to a person at the company, with a personal, hand written message on it, you are wasting your company’s money. I do believe in the value of mailing personalized cards that represent more than an anonymous yearly ritual. I require every

member of my sales staff to send out at least one handwritten card per week to a client with a note that is specific to that customer. I also add in a business card with a colored paper clip, which creates a bit of bulk in the envelope and stands out once opened. Furthermore, when your staff is sending person-specific addressed cards or follow-up notes, consider using real stamps. The American flag stamp or an appropriate commemorative stamp enables your mail to stand out from other metered business correspondence. The most expensive marketing your company will ever use is unopened mailings that are thrown away. There is great value in being creative and timely when corresponding with clients, and I firmly believe in sending holiday cards. But I choose to send holiday cards that commemorate more than just Christmas. A more effective use of seasonal greeting cards can include: • Halloween -“We’ll treat you to the best deal of the season” • Thanksgiving - “We appreciate your trust and business” • New Year - “Start the year off with a new . . .” • Valentines - “We love doing business with you.” • St Patrick’s Day - “Save some green $$ this month” continued on 52 enx magazine

51


SALES & MARKETING

We Saw It In ENX Magazine

continued from 51

HOLIDAY MARKETING

• Memorial Day - “In honor of . . .” • 4th of July - “Red White and Blue special . . .” • Labor Day - “Let us lessen the toil of your work day . . .” Other ideas are: Anniversary Special, Back to School, Spring Break, Snow fever…And don’t underestimate the power of a short, personalized Thank You card. Any of these greeting cards will create a higher level of specific company recognition, while your business makes a statement about its originality and genuine thoughtfulness. Avoid doing the same old thing, in the same old way. There is no need to be part of the nameless flocks with the same old behavior and consider the appropriateness of your company’s holiday cards. There is more to the Christmas tradition than meets the eye. Take the time to consider the goal, cost and effectiveness of your company’s holiday greetings. Having your greeting card stand apart, be seen and talked about can bring positive attention to your company and add profit to your own bottom line. A big THANK YOU to all my ENX readers. I wish you happiness and profitability throughout the year. u

Ronelle Ingram, author of Service With A Smile, also teaches service seminars. She can be reached at ronellei@msn.com 52

enx magazine

NOVEMBER 2010


Available Xerox Docucolor 2060 with rip Workcenter 35 - 55 - 232 - M20i Workcenter 2105

(multiple machines available of the models listed)

Canon ImageRunner 7095 ImageRunner C5180 with Image Reader F1 ImagePress C1 Oce Printers (2) 8000 Di Rebuilt to DS 8080 Specs.

“We’ve Moved” 8361 Rovana Circle, Sacramento, CA 95828

enx magazine

53


PROFILE

We Saw It In ENX Magazine

Ink Direct Corporation WE SELL GENUINE SUPPLIES AT COMPETITIVE $ PRICES $ $ We Sell Genuine Canon Parts & We Do Blind Drop Shipment

Tel: 714-775-8255

Call Paul at ext. 21 or Fax: 714-775-5234

Email: paul@inkdirects.com or cassidy@inkdirects.com

Copier Coin-op & Debit RFID VendaCard Payment Station

Starting At Only $495.00 For 8 Vend Prices Including A

Free

Interface Cable

Ask About The Free Debit VendaCard RFID ReaderWriter Exchange Program for Any Obsolete Debit Magnetic Stripe Card Reader â&#x20AC;&#x201C; Writer! Sales@vendapin.com www.vendapin.com Call today Toll Free 1-866-374-9314! 54

enx magazine

NOVEMBER 2010 continued from 21

BUSINESS PROFILE:

BEI SERVICES INC. increase FCE is our territory management product. This product allows dealers to create territories quickly and effectively, and then generates a list of the parts the technicians should carry in their car stock. This alone can increase FCE dramatically by reducing the amount of time the techs have to return with parts. With so much attention and focus today on Managed Print Services (MPS), how does BEI Services help dealers in this area? Wes: MPS creates a number of unique challenges for the both the MFP and Printer centric dealers. For the traditional MFP dealers, acquiring pages without selling the hardware is new ground. This involves the acquisition of multiple brands of hardware without the usual support resources that goes with selling the hardware. Printer dealers are having to change their business model to accommodate cost per page, and have the issue of capturing MFP devices that require much more service. What both of these have in common is the necessity of understanding the costs and manpower requirements of these initiatives. Bud: As Wes has mentioned, it is critical for dealers to know this important data, especially with MPS. As dealers acquire fleets of products to support and service, they really need to know which ones are doing well, but more importantly, which ones are doing poorly and costing them money. There is a management principle saying I like to use, "You cannot manage that you cannot measure." BEI Services measures the all of the angles of performance in the service departments, to allow the dealers to better manage them. BEI Services also offers dealers a no cost, free trial of their performance products to prove the value of their offerings. If you are interested in this free trial, you can contact Bud Karakey directly at 307-250-7214 or email him at bud.karakey@beiservices.comu


ON THE RECORD

We Saw It In ENX Magazine

PARTS FOR COPIERS & PRINTERS CANON, MITA, SHARP & HP

* * * * * * *

Se Habla Espanol

All OEM Parts and Supplies Available! In Stock CALL NOW! Tel: 818-778-0100 Fax: 818-778-0101 w w w. o f f i c e l a n d . w s

OFFICE LAND continued from 28

WHEN INDEPENDENT DEALERS GO SHOPPING

Arnold admits that Konica Minolta wasn’t thrilled about the addition of Sharp, but he explained CPO wasn’t going to take business away from Konica Minolta with the line, but place it in situations where they couldn’t sell Konica Minolta.

NOVEMBER 2010 Brother Canon Copystar HP Konica Minolta Kyocera Mita Muratec

* * * * * *

Panasonic Ricoh Samsung Sharp Toshiba Xerox

FREE Toner Cloth With Purchase ! ON N A DC ? NEE PARTS ! M OEM VE THE HA WE Call Us Now!

~ Hablamos Espanol

“OMEGA PLUS”

ph: 1-877-626-2676 fx: 562-663-9037 email: ask@mambo-trading.com

“If we’re in a bid situation with a Konica branch, we know we don’t have a chance of getting that so we go in with Sharp and get better pricing and have a better chance of getting the deal,” notes Arnold. That strategy has worked out well. “Most of our Sharp biz has been net new business,” says Arnold. Asked if he has any advice for dealers thinking of taking on an additional line, Arnold ponders the question for a moment, then replies, “It’s a big commitment. It changes all your reporting, and you’re going to be carrying twice as much inventory on parts and supplies and equipment in terms of your showroom. I wouldn’t add another line unless there was a specific need to.” u

The“ n o b u l l ”c r e d i tc a r dc o p yc o n t r o l l e rf r o mJ a me x

Scott Cullen has been writing about the office technology industry since 1986.

www.enxmag.com enx magazine

55


SALES & MARKETING

We Saw It In ENX Magazine

NOVEMBER 2010

How the Tree Specialist Made the Sale: It Works in Any Industry By Ann Barr

T

hey started as tiny plants – just a few years ago – and then they grew and grew until they were tall trees. Her neighbor was concerned that they might topple onto his garage, so, on a cool evening in October, a tree-removal specialist knocked on the front door of Shelley Sterling’s house in Burlington, Ontario. She had asked for a quote on cutting down these two trees in her yard and this led to an interesting experience that illustrates the use of several effective sales tools and three questions that closed the sale. The Customer’s Viewpoint My friend Shelley sells imaging parts and supplies to resellers and is one of the best salespeople I know. She is usually in the role of a sales representative, but that evening in early October she became the customer.

(A good direct close.) Shelley said, “Yes,” and the tree specialist had his order. As Shelley wrote in her e-mail, “It’s not easy to sell to a salesperson unless you do it right.” Are You Missing Opportunities? If you are not using trial closes or checking questions, you may be missing out on some golden opportunities. Instead of using a direct close and asking for the sale before knowing how the prospect feels about your sales presentation or your products, use a trial close to get feedback from the client and “test the waters.” How You Can Do This

After her experience, Shelley sent me an e-mail describing what had happened, and her e-mail is too good not to share. With Shelley’s permission, here is what she wrote:

Example: After your prospect expresses an interest, but hesitates and doesn’t place an order, you can say:

“I called a tree-removal company from a flyer that I had seen. He came over last night and as I showed him the two birch trees I wanted a quote on cutting down, he said, ‘We will take them down and remove them for $200.’

l “We can start your auto-ship program next month and you will receive four cartridges every other month. Does that sound like a good plan for you?”

“Then he asked, ‘How does that sound to you?’” Shelley said: “Ann, I smiled because he was using the trial close that you described in one of your books, but it really worked – it allowed me to vocalize my concern. “I said, ‘Well, actually I feel these trees are on the small side and that price sounds a little high.’”

or l “We can ship these products out today and you will have them tomorrow, how does that sound to you?” As Shelley said, the trial close used by the tree-removal specialist allowed her to “vocalize her concern.” So, if your prospect expresses a concern, you can address it and then move on to a choice or direct close.

How He Won the Sale He then came back with: ‘Oh, did you want the stumps removed too?’

Try using a checking question – at least once a day – before you ask for the order. Chances are, you will increase your sales and the trial close will become a habit for you. It can work for you just as it worked for the tree specialist. u

(Making me feel like the $200 he first quoted was a good deal). Then he essentially asked for the order by saying, ‘Do you want me to write you an invoice up right now and get this all taken care of?’”

56

enx magazine

Ann Barr is a consultant and sales coach who has written eight books on sales and marketing. Email Ann at Ann@SellingSupplies.com Get a free E-book when you sign up for her free Weekly Sales Tips e-mailed newsletter at www.annbarrblog.com


Product & Industry News UNINET ABSOLUTE BLACK TONER & COMPONENTS FOR USE IN OKIDATA MB 260/280/290 MFP Los Angeles, CA - UniNet announces the release of Absolute Black® toners, Smartchips™ and key components qualified to use in the Okidata MB260/280/290 Series Multifunction Printers. These new monochrome MFPs from Okidata features a fast 22 ppm print engine coupled with copier, scanning and faxing capabilities. At a starting price point of USD$249.00 these machines offer a value solution to the customer. The MB280 and MB290 models include a 50-page automatic sheet feeder for the scanner. OEM toner cartridges come in both a 3,000 standard page yield and 5,500 high page yield. Uninet offers the Smartercards for use in this engine which are essentially a cartridge chip on something similar to a credit card. The card is inserted into the printer one time to tell the printer a new cartridge is being installed and then discarded. For further information, please contact UniNet at + 1 (424) 675-3300 or visit www.uninetimaging.com. u FMAudit adds distribution partner in Latin America October 4, 2010 - Jefferson City, MO - FMAudit, a leader in the development of managed print software solutions has added IBSolution located in Sao Paulo, Brazil as an authorized FMAudit Software Distribution Partner for Latin America. The addition of IBSolution adds to the growing FMAudit international distribution network which currently includes Europe, Australia, South Africa, Israel and Asia. The FMAudit solution will be available in Spanish and Portuguese for the Latin America marketplace. “Our distribution agreement with FMAudit is part of our aggressive business growth strategy in Brazil and Latin America. Our experience and leadership in the Latin American market combined with our portfolio of world class print management solutions provides our clients with the tools to increase solution sales effectiveness and profits,” stated Paulo De Tarso, IBSolution General Manager. “The FMAudit solution will be rebranded as IBSTracker Advanced. The availability of the solution in the Latin America native language will be very valuable in helping our clients increase operational efficiency in managed print services.” For more information, visit www.fmaudit.com. u DPI releases the compatible Minolta 4650/4690 Colors Direct Precise Imaging has added the compatible Minolta 4650/4690 black and colors. In addition the compatible Samsung CLP620 colors are available and the Samsung CLP 320/325 should be released end of October. Last months releases were the compatible Samsung MLT 208, MLT-209 and HP 1202 Micrs. We are currently working on the compatible Lexmark E260/360/460, Lexmark T-650 and X-651, Dell 2330, Dell 5330 and Dell 5130 colors and hopefully these products should be released by the end of the year. DPI products are manufactured, tested and packed in the USA and backed by superb technical support and customer service. DPI offers same day shipping, no minimum order requirements, blind drop shipping is available and we have one of the largest selections compatible toner cartridges. Ask about our free shipping offer. For further information and monthly specials visit our new website at www.directpreciseimaging.com or call (888) 376-7311. u MWA Intelligence and Intel Corporation Forge Ahead with Their Partnership at ITEX 2011! Scottsdale, AZ. – September 22, 2010 – MWA Intelligence, Inc. (MWAi), a leader in enterprise-class M2M (machine to machine) and M2P (machine to people) solutions and services, today announced they will be attending ITEX 2011 in Washington DC with one of their newest and greatest technology partners, Intel Corporation. MWAi has taken their device management embedded software and combined it with Intel® Active Management Software (Intel ®AMT).

November 2010 Adding the Intel/MWAi embedded solution in the MFP/printer will enable the established system to provide remote access to the MFPs and printers in an end user customer organization and reinforce the MFPERP/people connection by providing more detailed data. The MFP/ printer is now a gateway to access and monitor the other printing assets on the network. This software will provide strong features and capabilities that differentiate OEM “boxes” in the competitive MPS market. This asset management enhanced with remote servicing capability will provide IT helpdesks and service companies with a significant reduction in time and money to be spent on supporting those printing assets in the end user site and from remote service center. MWAi powered by Intel will help dealers to achieve a 50 percent targeted call avoidance rate. “The challenges we face in our industry are generally speaking challenges for everyone. Yet, these challenges are what professional people aspire to manage,” said Mike Stramaglio, President and CEO of MWA Intelligence, Inc. “MWAi has been working quietly with Intel in order to enjoy the benefits of long term strategy capable of driving the business forward from a leadership position,” Intel Corporation (NASDAQ:INTC) is a world leader in computing innovation. The company designs and builds the essential technologies that serve as the foundation for the world’s computing devices. Additional information about Intel is available at newsroom.intel. com and blogs.intel.com. MWA Intelligence, Inc. (MWAi) provides cutting-edge M2M (machine-to-machine) and M2P (machine-to-people) solutions and tools that support the exchange of real-time information. MWAi combines OEM relationships, technological innovation, and years of industry experience to meet and exceed all MPS (Managed Print Services) needs. MWAi manages and monitors locally and network connected imaging devices, automates meters directly to ERP, and bridges communication from machine to service technician –encouraging dealerships to embrace the Hybrid dealer concept. Solutions include: Intelligent Workforce (mobile field service management) Intelligent Service (dispatch automation, ERP/CRM integration), and Intelligent Assets (automated meter reading, remote asset diagnostics and management) and more. For more information please visit www.mwaintelligence.com. u Image Star Now Integrated With Digital Gateway’s e-automate Dealer Management Software Middletown, CT October 13, 2010. Image Star, a leading wholesaler of imaging products, announces its integration with Digital Gateway’s e-automate dealer management system. The key integration points are with e-automate’s Purchase Order Process and Digital Quote Manager. “We are excited about partnering with Image Star”, said James Davis, President of Digital Gateway. “Our mutual customers will benefit from the productivity offered by real time pricing and availability. Whether the dealer is doing re-stocking, fulfilling a sales order, or producing a quote, up-to-date pricing and availability is now available from Image Star. These components work together to give dealers better visibility into their contract profitability and better automation to optimize their business processes”. The fulfillment process will create a purchase order in eautomate, electronically submit it to Image Star, automatically receive the purchase order and create an Accounts Payable bill pending receipt of the invoice. Digital Quote Manager includes both a TCO tools and a very robust configurator for product sales. “Image Star is excited to have integrated with e-automate.” said Kelly Munro, Image Director of Sales. “We’re always looking for ways to better serve our customers, from offering next day shipping at ground rates, to being open late from 8am – 8pm EST. Image Star has taken all the necessary steps to ensure we have the highest quality products ready for immediate shipment and together with e-automate, our outstanding services will help customers make better purchasing decisions with the ability to place orders automatically on the PO Processor”. For more information email: sales@imagestar.com. u enx magazine

57


November 2010

Display Advertiser Index Copier Network Coast to Coast Service Extensive Canon and Ricoh Selection Phone: (510) 746-2080 www.copiernetwork.com sales@copiernetwork.com

12

Databazaar.com Cartridge, toner and print supplies Phone: 888-335-3282 corpsales@databazaar.com

36

IDS-International Digital Solutions 19 Authorized Toshiba Distributor for Copiers, Printers, Fax OEM Parts & Supplies Phone: 888-372-3700 Fax: 562-921-1167 suzannecarter@idswc.com

51

24

67

DocuWare Corporation Phone: 888-565-5907 dwsales@docuware.com www.docuware.com

Impact Technology Off Lease & Export Copiers Phone: 866-848-4900 www.offleasecopiers.com

52

59

Arete Office Supplies OEM and compatible copier, printer, and fax supplies. Phone: 408-225-5410 Fax: 408-225-5582 reedm@areteoffice.com

26

DPI Direct Precise Imaging Phone: 888-376-7311 www.directpreciseimaging.com

Industry Analysts Inc. Product Testing Specialists Phone: 585-232-1119 Fax: 585-454-5760 www.indystryanalysts.com

54

Electronic Business Machines Copiers/Printers Parts & Supplies Phone: 800-832-6522 Fax: 859-281-6328 www.ebmky.com

67

Ink Direct Genuine OEM Supplies Phone: 714-775-8255 Fax: 714-775-5234 www.inkdirects.com

Arlington 800-887-3040/847-689-1616 FAX www.arli.com

49

69

BEI Services Phone: 307-587-8446 sales@beiservices.com www.beiservices.com

06

Escalera Copier Moving Devices Phone: 800-622-1359 Phone: 530-673-6318 Fax: 530-673-6376 www.escalera.com

41

Express Sales Corp Phone: 877-777-5001 www.escorp.biz

Carolina Wholesale www.cwholesale.com Collins Distributing Phone: 800-727-0884 Fax: 901-396-8614 sales@collinsdistributing.com www.CollinsDistributing.com

FMAudit Remote meter reading and Managed Print Services www.fmaudit.com

ACM 03 Authorized National Copystar, Konica Minolta & Toshiba Distributor for Copiers, Printers, Faxes, Supplies and Parts Phone: 800-722-7745 Fax: 800-767-9722 askacm@acmtech.com www.acmtech.com All Leasing Services 33 Repo/Offlease Copiers, Printers and Faxes Phone: 949-727-3750 Fax: 949-727-3850 www.alscopiers.com Ann Barr - Selling Supplies Phone: 757-463-0924 annbarr3@cox.net www.sellingsupplies.com

73

Copier Careers Copier Employment Placement Phone: 888-733-4868 Fax: 800-464-3434 mail@copiercareers.com

71

Copier Clearance Center Buy & Sell New and Used Copiers Phone: 800-393-6355 Fax: 916-617-2742 copyclear@att.net

53

58

enx magazine

39

02

Frontier Imaging 44 Distributor of Copier, Printer & Fax Supplies Phone: 888-530-8811 Fax: 310-898-2788 www.frontierimaging.com Greater Philadelphia Equipment Co. 23 Copiers, Accessories, Fax Options & Print Controllers Phone: 215-788-7111 Fax: 215-788-4445 gpec1@verizon.com

I.C.E. International Copier Exchange Wholesaler of Copiers Phone: 888-423-2679 www.copierpoint.com

40

Intercom Exporting Inc Minolta Copiers, Parts and Supplies Phone: 800-960-1119 Fax: 954-978-2412

46

Imcopex Distributors of Copiers, Printers & Faxes OEM & Compatible Supplies Canon, Minolta & Sharp Parts Minolta, NEC & Sharp Machines ph:800-947-2679 / 585-454-5760 Fax www.imcopexamerica.com

29

ITC Supplies Phone: 877-933-5558 Fax: 610-431-1300 www.itcsupplies.com

41

ISC Phone: 941-961-7897 www.ISC-Inc.org

37

Jamex Copier/Printer/Fax Vending Applications Phone: 800-289-6550 Fax: 607-533-8809 www.jamexvending.com

55

KLE Phone: 561-743-0636 Toll Free: 800-866-3799 Fax: 561-745-2415 Email: info@colortoner.net

45


LaserLand Phone: 248-738-5800 Toll Free: 800-608-6637 Fax: 248-738-5801 Email: mruserfriendly@comcast.net www.laserlandus.com

43

Mambo Trading Distributor of Copier, Printer, & Fax parts and supplies. Phone: 877-626-2676 Fax: 562-663-9037 ask@mambo-trading.com

55

Mars International Wholesaler of Pre-Owned Copiers Phone: 866-866-MARS Fax: 973-777-5889 www.marsintl.com

11

Midwest Copier Exchange Used Copier Wholesaler Phone: 800-863-3693 www.midwestcopier.com

27

MSE Phone: 800-418-4968 (US-East Coast) Phone: 888-561-4541 (Canada) Phone: +31-36-522-2601 (Europe) www.mse.com

04

MWA Intelligence, Inc. Phone: 800-275-2371 sales@mwaintel.com www.mwaintel.com

08

Nation Wide Repair Service 68 Complete Office Equipment Repair Service Phone: 866-655-8676 Tech Support: 800-798-1814 www.nwrsinc.com Niche Equipment Office Machines & Supplies Distributor Phone: 630-629-9220 Phone:877-446-4243 Fax: 630-629-6790 www.nichee.net

31

NuWorld Business Systems 14 - 18 Copier, Printer, Fax & Business Machine Supplies Phone: 800-729-8320 Fax: 562-921-4055 info@nuworldinc.com www.nuworldinc.com OES Solutions Distributor of Copiers, Copier Parts, and Supplies Phone: 317-867-4999 Fax: 317-867-4920 info@ oes-solutions.com www.oes-solutions.com

28

Office Land OEM Parts for Copiers and Printers Phone: 818-778-0100 Fax: 818-778-0101 www.officeland.ws

55

Tesen Printout Device Co., LTD. Phone: (86-760) 8862-9028 / 8862-9038 Fax: (86-760) 8862-9068 www.tesen.com.cn sales@tesen.com.cn

50

Oki Data OKI Printing Solutions www.okidata.com

05

TonerFarm One-stop source of remanufactured laser toners as well as inkjets. We offer a wide array of brands and models, from the ancient to the most modern digital copiers, faxes and computer printers. Phone: 800-550-0366 Fax: 714-441-7080 sales@tonerfarm.com www.tonerfarm.com

40

Toshiba Copier / Print Manufacturer Phone: 800-GO TOSHIBA www.toshiba.com

76

Uninet www.uninetimaging.com

09

United Supply Wholesaler of OEM Imaging Supplies Phone: 866-212-5884 Fax: 818-885-0511 sales@unitedsupply.com

51

Vendapin LLC Copier/Printer/Fax Vending Applications, Credit Card/Coin-Op Payment Stations Phone: 866-374-9314 sales@vendapin.com www.vendapin.com

54

Parrot Distributing Authorized Panasonic Panaboards and Printers Wholesale Distributor Phone: 800-451-3336 Fax: 423-855-1434 www.parrotdistributing.com

13

Parts Drop Copier Parts, Supplies, & Tech info. 201-387-7776 www.partsdrop.com

68

Precision Roller Phone: 800-323-9523 Fax: 800-832-4548 www.precisionroller.com

75

Prinko Factory Direct Wholesaler in USA USA Phone: 626-389-8988/626-389-8989 Fax: 626-389-8986 sales@prinko.cn http://www.prinko.cn China Phone: 86-756-8526991 / 8529662 Fax: 86-756-8526993 sales@zhprinko.cn http://www.zhprinko.cn

25

Printer Essentials Remanufacturer of Compatible Copier, Printer, and Fax Supplies. Phone: 800-965-1180 Fax: 775-850-2630 www.printeressentials.com

74

Ronelle Ingram Phone: 714-744-9032 ronellei@msn.com www.ronelleingram.com

69

Ross International Buy and Sell Used Copiers Phone: 800-240-7677 Fax: 973-473-8800 www.ross-international.com

11

Sinobase Network Technology LTD Phone: 852 2243 3287 Fax: 852 2191 3154 email: benhung@empties.com.hk www.inklaser.com

47

Supplies Network Wholesaler of Imaging and Computer Supplies Phone: 800-729-9300 www.suppliesnetwork.com/welcome

31

Wal Group, LLC Factory Direct Wholesaler of Premium Laser Toner Cartridges Phone: 877-368-7788 Fax: 626-336-7077 sales@walgroupllc.com

72

West Point Products Phone: 1-800-624-6991 USA Phone: 1-800-338-2274 Canada www.westpointproducts.com

07

YFC-Boneagle Electric Co. Ltd. Total solution provider on residential and commercial cabling. Phone: 1-909-718-5275 Fax: 1-909-348-5845 jackchen@cables.com.tw www.cables.com.tw

34

Ziprint Image Phone: 909-869-0730 Fax: 909-869-0736 sales@ziprintimage.com

52

enx magazine

59


Product & Industry News ILG Releases Xerox Phaser® 6280 series OEM alternative High Yield Color Cartridges WOODLAND HILLS, Calif. — ILG (International Laser Group) adds the Xerox compatible for: 106R01392 (cyan), 106R01393 (magenta), 106R01394 (yellow) and 106R01395 (black) OEM alternative high yield color toner cartridges to its line of Xerox OEM alternative color laser toners. The color cartridges produce a yield of 5900 pages and the black cartridge produces a yield of 7000 pages. ILG’s OEM alternative for the 106R01392, 106R01393, 106R01394 and 106R01395 are designed for use in the Xerox Phaser® 6280 Color Laser Printer. The Xerox Phaser® 6280 is an affordable color laser printer suited for graphics-intensive documents , the printer performs an automatic calibration, first page out at 17 seconds, with ouput at 33 page per min. The machine’s advanced color printing tools and money-saving features allow for the speedy production of high quality color business documents. ILG offers an extensive line of Xerox and other quality OEM alternative products in both monochrome and color. The high-demand Xerox line includes OEM alternative cartridges for: Xerox Phasers 6250 HY, 6300 HY, 6350 HY, 6360 and 6360 HY printer series toner cartridges. ILG’s premium quality toners are 100% guaranteed. Each and every ILG printer cartridge is tested to ensure excellent color quality imaging and sharp high-density print results. We test print over 3 million pages per month and conduct multiple pre and post production tests as part of our quality assurance program. ILG’s in-depth product lines consist of more than 600 SKUs (including 200 SKUs of color product). ILG offers next-day delivery through our 4 strategically placed distribution centers. ILG is one of the world’s top private-label contract manufacturers and distributors of quality OEM alternative imaging supplies. ILG headquarters is located in Woodland Hills, CA. For more information visit www.ilglaser.com. u TOSHIBA AMERICA BUSINESS SOLUTIONS INC. ANNOUNCES DNT AS 2010 TOSHIBA CERTIFIED INNOVATION DEALER AWARD WINNER St. Louis Area Dealership Takes Home Prestigious Designation by Demonstrating Market Leadership and Creating Exceptional Toshiba Customer Awareness IRVINE, Calif. (Oct. 6, 2010) – Placing a high priority on encouraging and recognizing outstanding service, support and market achievement by the dealer community, Toshiba America Business Solutions Inc. (TABS) announced today that Fenton, Mo.-based DNT is the most recent recipient of the Toshiba Certified Innovation Dealer Award. The program was established to single out exceptional Toshiba authorized dealers who demonstrate innovation and market leadership by implementing the full complement of Toshiba’s marketing, sales and service programs. “On behalf of Toshiba, it gives me great pleasure to congratulate DNT as a Toshiba Certified Innovation Dealer Award recipient, and we especially want to recognize Mike Golinvaux and Dave Wilson and their dedicated staff for their long-standing commitment to championing the Toshiba brand,” said Bill Melo, vice president of marketing, services and solutions for TABS. “The Toshiba Certified Innovation Dealer designation and award allows us to formally recognize those members of our national authorized dealer community that perform beyond the status quo to promote and support Toshiba’s best-in-class services, products and solutions to their end customers. We congratulate DNT on this well deserved award.” First announced at the 2008 Toshiba National Dealer Meeting, the Toshiba Certified Innovation Dealer Award program evaluates authorized Toshiba dealers on their active use of Toshiba’s full array of marketing, sales and service programs. To qualify as a Toshiba Certified Innovation Dealer, organizations must be nominated by Toshiba district sales managers and regional sales directors, and are judged on 13 separate criteria in three categories: 1) Innovation in Customer Service; 2) Innovation in Marketing; and 3) Innovation in Market Achievement. Top scoring dealerships are awarded the Toshiba Certified Innovation Dealer designation, an Innovation Dealer Award trophy, and other elite benefits. “Being an independent dealer, we work with multiple partners, and we recognize how important it is to collaborate with a manufacturer that will not only support you with quality products and solutions, but also reinforce your sales and marketing initiatives. Toshiba is one of the best at understanding the personalized market approach we employ,” said Mike Golinvaux, co-owner/president of DNT. “After being an authorized Toshiba dealer for more than 10 years, DNT is proud to have earned the

60

enx magazine

November 2010 title of being a Toshiba Certified Innovation Dealer. We look forward to many more years of productive Toshiba partnership, all for the benefit of our customers.” For more information on Toshiba products, programs, solutions and services, please visit www.copiers.toshiba.com. u ECi Acquires Acsellerate Business intelligence service helps distributors analyze end consumers’ buying patterns to identify the best opportunities to increase sales and margin Fort Worth, TX—September 22, 2010: eCommerce Industries, Inc. (ECi), the leading provider of industry-specific business and ecommerce software solutions, announced today that it has acquired substantially all the assets of Acsellerate, a subscription-based sales intelligence service. Acsellerate’s suite of web-based analytics, advanced reporting and integrated CRM applications provides interactive information that empowers organizations to easily understand the effectiveness of their customer relationships and turn that insight into bottom-line results. “We are excited to include Acsellerate’s powerful solutions and talented team in the ECi portfolio of companies,” said Ron Books, President and CEO of ECi. “Adding Acsellerate to the suite of solutions available for our customers fits perfectly within our business strategy of providing our existing and prospective customers a ‘one-stop shop’ service. Customers using Acsellerate have experienced tremendous results by enabling a more proactive, customer-focused approach. I think it’s clear that access to the data Acsellerate is providing dealers and distributors is imperative for success.” “We believe this is a great opportunity for Acsellerate and we’re excited to become part of the ECi family,” said Steve Sabatini, President and Founder of Acsellerate. “From the beginning, our mission has been to help our customers build stronger businesses by uncovering clear opportunities to increase customer retention, maximize margin and grow product category sales. This transaction will enable Acsellerate to significantly enhance our customer offerings by helping us deliver high value solutions to the market faster and with more seamless integration. We’re now able to move to the next stage of growth, further penetrating a variety of vertical markets in North America and expanding our reach globally. “We are confident that the transition will be smooth and prove to benefit our customers, employees and the independent dealer community. Our company’s core values remain unchanged, and ECi’s shared vision, experience and resources will help us achieve our ongoing mission to support the growth of independent business.” “ECi is committed to finding companies that offer software or services that help our dealers grow their businesses,” said Books. “We feel it is our responsibility to provide solutions that make their day-to-day operation more efficient in terms of time and money. This investment takes another step in that direction.” For more information visit www. acsellerate.net. For more information, visit www.ECiSolutions.com. u UTec unveils the Vertical Integration Theme during Remax Asia 2010. Macau, Sept 26th, 2010 - As the global master distributor of Print-Rite Imaging Products, UTec is always striving to provide world-class products and services to customers worldwide. 2010 is an important milestone for UTec, as we become a “Vertically Integrated Printer Consumable Solution Provider” subsequent to the alignment with additional upstream materials and components production facilities. The year also marks another breakthrough in the innovations embedded in Print-Rite imaging products with the number of registered patents surpassing 1,200. Vertical integration and innovation are two key factors contributing to the success of Print-Rite imaging products in the global market. By focusing and investing in vertically integration, we can offer the best solutions to customers by producing internally the core materials and parts to reduce redundancy in the production and procurement flows, and to provide the best consistent quality. With over 2000 design, engineering and legal experts working behind Print-Rite products, the number of registered patents has been increasing rapidly and in year 2010, surpassed 1,200, the highest among all aftermarket consumable suppliers. A patent theme wall listing all 1200+ patents will be displayed at the UTec booth. UTec booth is conveniently located at C100, just steps away from the main entrance. Apart from introducing new products, there were also Hawaiian dance performance and lucky draws, drawing huge visitor traffic to the booth. For more info contact Media Enquiries: Union Technology International (MCO) Co., Ltd., Tel: 853 – 2871 5020.u


Product & Industry News OKI Data Americas Launches New LED Single Function Monochrome Printer Series Offering Maximum Efficiency for Mid-Size Workgroups in SMB Market The full-featured, energy-efficient B700 Series of monochrome printers increases print speed and office productivity with a variety of performance-enhancing features Mount Laurel, N.J. – October 12, 2010 – OKI Data Americas, which markets its products under the OKI® Printing Solutions brand, announces the addition of the new B700 Series of monochrome printers designed for small to mid-size workgroups. The new B700 Series delivers powerful, ease-of-use features that produce crisp, clear documents at high speeds with less user intervention. The new series has a variety of performance-enhancing features including an alphanumeric keypad with a 5-line blue backlit LCD display for easy navigation and menu access. A USB port conveniently located on the control panel allows users to print directly from a flash drive. Additionally, all models can print up to 95 envelopes without the need for a separate external feeder. The B700 Series is designed to fit comfortably in any office environment and offers a plethora of environmentally-friendly features. Toner-Save Mode, a user selectable setting, reduces the use and waste of consumables when lower resolution output can be utilized. One-piece consumables decrease waste by lowering the number of items to dispose of or store, and duplex[i] printing saves energy and paper, maximizing productivity. All B700 Series models are ENERGY STAR® complaint and engineered to perform with low power requirements during regular operation. The B700 Series from OKI Printing Solutions comes in six configurations that deliver a compact footprint of just 16.6” x 18.3” x 15.9” and up to 52 ppm[ii], with first page speeds of up to 8 seconds[iii]. With a monthly duty cycle of 200,000 pages, it’s a perfect fit for small-to-medium sized businesses and small to mid-size workgroups requiring high-volume applications. Featuring a 700-sheet standard paper capacity (which is expandable to 1,800 with optional second and third paper trays), the B700 Series is also flexible enough to handle paper weights to 216 gsm. With a high paper-capacity and increased toner yields of up to 26,000 and a print resolution of 1200 x 1200 dpi, the B700 Series provides users crisp and clear output on a variety of media from 3” x 5” cards to 8.5” x 48” bannersize sheets. All B700 Series models come with 128 MB of memory and the option of increasing memory to 640 MB for processing large files, maximizing office productivity. Adding to the great design and functionality of the models, the new mono printers offer standard security features through user access controls, administrative management solutions, storage device security and security protocols. Registered User Database works in conjunction with OKI® Job Accounting software (standard) to limit user access, Protocol Admin enables or disables individual protocols and Password Access via the web provides general administrative control and access to a library of secure prints. Finally, with 6-digit Strong PIN and the capability to auto delete coupled with the highly secure erase functionality administrators can require a PIN for stored jobs on hard disk drive or flash memory, delete stored jobs after designated expiration date and erase data on hard disk or flash memory for efficient operation. “The full featured, energy-efficient B700 Series brings professional quality and functionality for small to mid-size workgroups at a cost effective price enhancing overall office efficiency,” said Carl Taylor, Director of Marketing for OKI Data Americas. “With the addition of this series to our diverse portfolio of printing technologies, our partners have more choices in providing reliable printing solutions to customers, meeting the ever-changing and demanding workplace requirements within the SMB market.” B700 Series Configuration Pricing: B710n (Network Standard) | 42 ppm: $625, B710dn (Network and Duplex Standard) | 42 ppm: $775, B720n (Network Standard) | 47 ppm: $849, B720dn (Network and Duplex Standard) | 47 ppm: $999, B730n (Network Standard) | 52 ppm: $1,099, B730dn (Network and Duplex Standard) | 52 ppm: $1,249. All models can be purchased through OKI Data Americas’ authorized partners. All OKI Printing Solutions products are built on parent company OKI Data Corporation’s history of leadership and innovation in printing. This technology allows OKI Data Americas to manufacture products that require fewer moving parts for increased reliability. OKI Data Americas supports customer satisfaction with a 1-

November 2010 year limited On-Site warranty and optional coverage extensions. OKI Printing Solutions provides live[iv], toll-free technical support 24 hours a day, 7 days a week, 365 days a year with agents based in North America. For more info visit www.okidata.com. u Supplies Network and Preo Software Usher in New Era for Managed Print Services St. Louis, MO – Calgary, Canada – Oct. 14, 2010 - Supplies Network, an industry leader in MPS infrastructure, and Preo Software, the market leader in User-centric Print Knowledge Management Systems, have revolutionized print and document management by integrating their proprietary software and services resulting in nextgeneration managed print capabilities not available through other sources. The partnership broadens MPS from managing “printers” to managing “printing” with invaluable document workflow and employee productivity benefits. The license agreement has a 4 year term. The strategic partnership enables Supplies Network to establish a significant first-mover advantage in providing a broad range of print and document management services to others in the channel. Through this partnership, Supplies Network is able to deliver a comprehensive MPS solution that is unparalleled in the industry, marrying robust customer assessments, device management, and document life cycle management. By focusing on the entire print infrastructure (“printers” and end-user “printing”) the economic benefits are much larger than current MPS offerings that address only part of the customer’s problem. Customer Assessments will be enhanced with Preo’s SaaSbased architecture that is unique in the industry, eliminating hours of on-site document sampling and enabling efficiencies for large and multi-location clients. Data is remotely collected for all print devices— networked and local and all brands. Preo’s end-user data includes a profile of all users and all print jobs—the who, what, when, where, and how of printing. Device Management will encompass supplies, break-fix service and printing behaviour. Most print devices are part of Supplies Network’s automated Supplies Management System, with replenishment based on consumption rates calculated through Preo’s industry-exclusive page coverage measurement system. Fleet management considers both worker productivity and cost-focused device selection and replacement. Document Life Cycle Management will combine workflowbased assessment of printing needs with Preo’s management of end-user printing behaviour. The design and deployment of effective guidelines can be developed to educate and advise end-users about appropriate printing options without impacting their productivity. Affecting print behaviour at the point of origin delivers measurable results and lasting improvements in print volume, cost, and green objectives Supplies Network’s enhanced MPS services will be rolled out later in the fourth quarter collectively and as individual services. To learn more, call 800-775-5056 or go to www.suppliesnetwork.com. For more information about Preo Software, visit www.preosoftware.com. u New Panasonic Color Document Scanner Compatible with Document Management System DocuWare Certifies Panasonic Scanner Newburgh NY, – September 22, 2010 – DocuWare, a leader in the Integrated Document Management industry, has tested and certified the Panasonic KV-S5055C with DocuWare 5.1b. The KV-S5055C quickly and easily integrates into a DocuWare installation, allowing users to effortlessly turn paper documents into digital files. Documents can be scanned in color, B&W, or grayscale and simultaneously shared via e-mail, stored on the network, saved on portable USB drives, sent to networked printers and copiers, or sent to a network folder which DocuWare monitors to automatically deliver scanned images to a virtual ‘in basket’ on a desktop for further processing. The KV-S5055C provides color and black and white scanning up to 90 pages per minute (ppm) for single sided documents or at up to 180 images per minute (ipm) for 2-sided documents. With DocuWare’s ability to manage any type of document, regardless of format or source, in one central document pool - one search will result in all the records you need for any business transaction - delivered instantly on your desktop. Digital files are accessible worldwide with secure authorized access. For more information visit www.docuware.com. u To Read the complete unedited versions of Press Releases submitted each month, please visit www.enxmag.com. u enx magazine

61


ENX Classified Ads

EMPTIES Collecting empties directly from end users since 2002. Kindly contact us to receive our unique empty inventory updates.

Fax & Copier Parts For Sale

New Website For Dealers Brought to you by World of Fax Complete Line of Parts for

Carlie@ImagineRecycling.com Phone:585-872-5802 Fax:585-872-1257

Order by part number. All items listed by part number and description

Q

u

Con

Inkjets Toner Drums Fusers

om r C 1-888-376-7311 e Ask About Our Free Shipping Offer! on

www.copierpartsstore.com

Visit our ebay store: Imagine Ink and Toner We look forward to working with you and earning your business!

s ible t a p Call Us For Daily Specials

sis ten tly De li v er sH ig h

Empties For Sale

November 2010

Parts For Sale

T ity THE COLOR SPECIALIST l a

HP 1102/1006/1505/1606 MICR........... in Stock HP 1215 / 1518 Colors.......................... $34.99 ea.  HP 2025 Black & Colors........................ $45.99 ea.  HP 3525 Black & Colors............................ In Stock  HP 4525 Black & Colors............................ In Stock  HP 4700 Black & Color.......................... $64.99 ea.  HP CP6015 Colors...................................... In Stock  Brother TN210 Colors........................... $34.99 ea.  Canon 111/116/117/118......................... In Stock  Dell 2145 Colors......................................... In Stock  Dell 2335...................................................... In Stock  Dell 3110 or 3130 Blk & Colors.............. In Stock  Lexmark X264/364/363........................... In Stock  Lexmark C736 Colors................................ In Stock  Lexmark C780/82....................................... In Stock  Minolta 4650/4690 Colors...................... In Stock  Phaser 6180 or 6280 Blk & Colors......... In Stock  Samsung CLP- 315 Colors......................... $28.99  Samsung CLP 320/325 Color................. In Stock  Samsung CLP 620 Colors........................ In Stock  Samsung MLT-105, 208, 209.................. In Stock  

www.directpreciseimaging.com

Fax & Copier Parts For Sale

To Be Released - Call for Availability Lexmark E-260/E-360/E-460  Lexmark T-650 

Worldoffax.com Fax, Copier & Laser Printer Parts For Sale All Brands For

Just about anything you need

Worldoffax.com Fax, Copier & Printer Parts Specialist Fuser Units, Circuit Boards, Feed Tires, Separator Pads, Phone Boards , Scanners, Parts & Service Manuals, Cassettes, Trays, Fuser Rollers, Fixing Assemblies Or Any Misc. Parts.

Brand Copier PARTS

Fax & Copier Parts For Sale

34,000

Copies Distributed Monthly! Place Your Ad Today! 818-505-0022 62

enx magazine

Worldoffax.com Stock Xerox Fax, Copiers & Printer Parts - All Models Xerox Fuser Units, Toner, Copy Cartridges, Feed Tires, Separator Pads, Boards, Trays & All Parts

We Stock Every Model Of Fax Machine, Copier & Laser Printer Parts Including Workcentre, XC, XD, XE, XL, Phaser, N Series, DC Series, Copy Centre Series.

NO MINIMUM ORDER

MICR AVAILABLE

BLIND DROP SHIPPING

NEWEST RELEASES

CLP 770 Dell 2330  Dell 5330  

Made In The U.S.A. Since 1994

Calendar of Industry Events & Trade Shows AIIM Document Management Service Providers Executive Forum November 4 -6, 2010 Nashville, TN www.aiim.org ARMA 2010 Moscone West Convention Center San Fransisco, CA November 7 - 10, 2010 www.arma.org DMS Expo 2010 Koelnmesse Event Ctr. Cologne, Germany November 9 - 11, 2010 www.dmsexpo.com 2010 European MPS Conference Hotel Rey Juan Carlos Barcelona, Spain November 10-12, 2010 www.mpsconference.com Solutions Summit 2010 Crowne Plaza Chicago O'Hare Rosemont. IL November 10-11, 2010 www.solutionssummit.net

REMAX at Paperworld Germany Hall 4.0 Frankfurt, Germany Jan 29, 2011 - Feb1, 2011 http://www.therecycler.com/ remaxatpaperworld.aspx ReIndia Expo 2011 New Delhi, India February 25-26, 2011 http://rechargermag.com/ events/reindia/home.aspx REMAX at Paperworld Europe Dubai International Convention Exhibition Centre - Middle East March 7-9, 2011 http://www.therecycler.com/ REMAXatPAPERWORLD.aspx ITEX 2011 Walter E. Washington Convention Center March 22-23,2011 www.itexshow.com ON DEMAND Walter E. Washington Convention Center Washington DC March 22-24,2011 http://ondemandexpo.com *Email ENX with your calendar events at julia@enxmag.com


ENX Business Card Directory

November 2010

Toner King LLC. Wholesale Prices

Laser Toner Cartridge • High Quality Digital Multifunction Copiers (Copy, Print, Scan to Net, Fax and/or E-Mail)

• From Low Volume to High Volume Machines • Wide Format Engineering/Blueprint Equipment • We Export Worldwide

Sales • Service • Supplies • Parts

Se Habla Español Vendemos Copiadoras Xerox y Oce para officina o imprentas

6 S. Spring Street, Roselle, IL 60172

Retail/Wholesale-Domestic/Export

www.ZeaportEquipment.com

Ph:630-893-0545 • Fx:630-894-9421 • 800-392-5918

THE INDUSTRY’S “ XEROX EXPERTS”! New Releases

info@nccreman.com

Mono Xerox 3200, 3250, 3300, 3428, 3600, 3635 Color

Xerox 6180, 6280, 6360, 7750, 7760

HP CB435A........................................... HP CB436A........................................... HP CB278A........................................... HP CB285A........................................... HP Q2612A........................................... HP 92298A / X....................................... HP C3906A........................................... HP C4092A........................................... HP Q2624A/ X....................................... HP 92274A............................................ Canon FX3............................................ Canon FX 8........................................... Lemxark T610/612................................ 1010 E Elizabeth Ave

Tel: 908-587-1128

$14.00 $14.00 $17.00 $17.00 $11.50 $10.00 $10.00 $10.00 $10.00 $13.00 $9.00 $15.00 $15.0

Hot Sale OEM Product

Linden NJ 07036

Please email me for a price list

Fax: 908-587-1138

YKC

Wholesale Prices

Brother TN100................................. $3.00 Brother PC91................................... $8.00 Minolta Pagepro 8/1100/1200.......... $25.00 Minolta 1600/3800 drum cartridge... $30.00 Sharp FO-4400 toner cartridge........ $30.00 Epson 5700/5800 toner cartridge.... $30.00 Sharp AL800 toner cartridge............ $45.00 Brother HL 960 /2060 toner cartridge.. $15.00 Cann EP-E toner cartridge.............. $15.00 IBM N24 4324 toner cartridge........ $30.00 Sharp UX-500 Ribbon..................... $6.00 KX-FA53 Ribbon.............................. $6.00 KX-FA55 Ribbon.............................. $8.00 HP 8500 toner cartridge....per set.... $200 

tonerkingllc@cs.com

Looking for Used Copiers Used KIP, Any Wideformats

SALE Used Copiers: Konica, Canon, Toshiba, Ricoh Copiers

800.822.5477

National Copy Cartridge

YKC, Inc. One Broad Ave #1 Fairview, NJ 07022

Hela Chang herazus33@hotmail.com Phone: 201-313-0055 Fax: 201-313-0077

C 2009 Asay Media Network

www.ykcinc.com

1-866-633-6688  562-633-6688

Looking for Ricoh Parts? OEM, generic, pre-owned, rebuilt parts & supplies  Service manual  No part number ok  Print / fax options and accessories 

www.leaderdt.com  Ask for Peter  peterl@leaderdt.com 9088 Rosecrans Ave.  Bellflower, CA 90706

QUALITY BUSINESS INC. WE ARE CURRENTLY BUYING EP3000, 3050, 4000, 4050, 5000, 5050, Minolta 6000, 6001, 8015, Di450, Di470, Di520, Di550, Di620, Di750, Di850 Ricoh

7650, 7660, 7670, 7950, 7960, 7970 AF551, AF700, AF1060, AF1075, AF2060, AF2075, AF2105

Tel: 847-238-0700 Fax: 847-238-9733 Email: qbsinc@hotmail.com 2455 American Lane Elk Grove Village, IL 60007 

www.qualitybusiness.net

AUTHORIZED DEALER & SERVICE CENTER FOR

Accurate Imports

Over 500 Items Discounted

Sporting  Tools Pouches  Gardening Safety Supplies  Knives & More

Huge Dealer Discounts www.a-import.com Call for Details 800-662-0810

Local 361-547-7900 enx magazine

63


ENX Business Card Directory

November 2010

Escalera

M .CO

CopyCaddy

The Escalera CopyCaddy is the one tool you can not be without when moving and delivering copy machines. Using the Escalera CopyCaddy, one person can easily handle most console copiers.

Let Us Turn Your Overstock Into We are the BIGGEST Independent Reseller of KONICA MINOLTA Machine Consumables

View the demonstration video online at

www.escalera.com/copycaddy

Ask For Bob

FEATURES:

• Light-weight custom aluminum extrusion design • Padded surface protects the copy machine. • Height adjustable safety strap • Removable all-terrain wheels • It’s a delivery cart and a ramp • 600 pound capacity • 2 deck sizes available: 30”L x 24.75”W 30”L x 32”W • Optional 10” extension leaf increases deck length to 40”

Escalera, Inc. Phone: 530-673-6318 Toll Free: 800-622-1359 info@escalera.com

We Buy Supplies For Copiers, WE BUY Printers & Fax Machines ALL BRANDS Toner OF SUPPLIES! Imaging Units       

Phone: 408-225-5410 Fax: 408-225-5582 Ask For Bob

  

Developers Transfer Belts Drums Drum Blades Fuser Rollers PM Kits All Consumable Supplies

Canon Drum Units WE BUY USED EMPTIES  IR 2200/2800/3300 Start Saving Today!  IR 2270/3570/4570 We Pay Cash  IR 330/400 Not Credit  IR 3200/3220 Culver Enterprises LLC

phone 405-912-1700  fax 405-912-1900

OEM Toner/Ink Cartridge, Empty Toner/Ink Cartridge of Well Known Brands

g For n i k o Lo elling S / g Buyin ent !  Job description : Find and connect Ag proper/reliable supplier/customer in Contact info

USA (require 5 years of experience in Printer/Copier supplies industry)

KM STEEL CO., LTD. Seoul, Korea

Tel : 82 2 780 3888 E-mail : sales2@kmsteel.co.kr  Web : www.kmsteel.co.kr

ENX Magazine 34,000 Copies Distributed Monthly

303-465-3134 64

enx magazine

Place Your Ad Today!

818-505-0022


ENX Business Card Directory

November 2010

Cartridge Warehouse International, Inc.

Don’t Get Stung By The Competition! Toners Inkjets  Laserjets  Drums  MICR’s  Developers  Ribbons  Copy Cartridges  All Makes & Models 

ALL Make & Mod s els

OEM, Compatible & Remanufactured 310-230-0411 877-687-2376 sales@cwitoner.com

Accurate Imports 00 er 5

Methuselah brand TM

Drum Padding Powder

National Importer

Lasts 8,000 pages (pat. 5,308,515)

Sporting  Tools Pouches  Gardening  Safety Supplies  Knives & More 

Ov

s Item ted oun Disc

www.cwitoner.com

Order On-line: www.LaserLandUS.com www.mruserfriendly.com Toll Free: 800-608-6637  248-738-5800 Fax: 800-866-3760  248-738-5801 mruserfriendly@comcast.net

www.a-import.net

Call for Details 800-662-3028

LaserLand

Local 361-937-2800

Your One Source for HP and Lexmark Printers and Printer Parts. HP 4515tn NEW Printer HP and Lexmark $1750 Fusers, and HP 4700dn Refurb Printer Maintenance Kits $875 OEM, 3rd Party and HP 4650 Refurb Printer Refurb $339 HP 4250 NEW Printer

ImageRunner  DR-SCANNER  Fax Wide Format  Color/Monochrome Desktop  Multi-function

800-298-5899

ccsparts4canon@verizon.net

CCS Parts!

$825

Register for a resale account online: accutekimaging.com

Call toll free (800) 218-9222 3957 Schaefer Ave. Phone: (909) 628-8300 Chino, CA 91710 Fax: (909) 628-8533 Email: sales@accutekimaging.com

Ricoh MZ790 RZ990 RZ220 RZ390 RZ590 1700 3700 3750 3770

JP8000 JP8500 JP4500 JP3000 HQ7000 HQ9000 * All Models Available

Rebuilt Duplicators * Retail Ready * Full Tech Support * Full Parts Support

PH: 405-912-1700 Fax: 405-912-1900 enx magazine

65


TECHNICAL TIPS

SERVICE & PARTS DIRECTORY

NOVEMBER 2010

XEROX C123 STYLE COPIERS – PART 4 Component Control Test Codes for the Xerox CopyCentre C123, C128, & WorkCentre M123, M128, Pro123, Pro128 and WorkCentre 5222, 5225, 5230 By Britt Horvat

N

ow, we’ll continue from the last month issue to review the Output Codes. The Output Codes (for motors, solenoids, clutches, lamps, etc.) are accessed the same way as the input codes. When you enter the Chain-Link code

for a motor or clutch, each time you press 'Start' the component will turn on or off. Below is a list of the Output Codes with the finisher codes missing and the duplicate codes eliminated:

OUTPUT CODES (for Testing Motors, Solenoids, Clutches, etc.) Chain-Link 005-001

Name Document Feed Motor (speed 1)

H = Motor is on

Meaning

005-102

Document Presence Sensor

L = Paper detected by Document In Sensor

005-110

Document Registration Sensor (Belt DADF/CVT)

Document Detected

005-224

Scan Start Signal

H = Scan Start Signal is ON

012-110

Registration Clutch ON

H = Clutch Engaged (Reg. Roll should resist turning when engaged (H) and should turn easily when disengaged (L).

042-001

Main Drive Motor

Same as Name

042-002

Fuser Fan Motor (High Speed)

Fuser Fan changes from Low to High Rotation.

042-003

ROS (Laser Unit) Fan

ROS Fan On / Off (note: virtually inaudible)

047-001

Offset Motor 1 Forward

OCT1 (Oscillating Catch Tray) Exit Roll Rotates Forward

047-003

Offset Motor 2 Forward

OCT2 Exit Roll Rotates Forward

047-004

Offset Motor 2 Reverse

OCT2 Exit Roll Rotates in Reverse

047-005 047-022

Offset Motor 1 Reverse Exit Drive Motor - Forward

OCT1 Exit Roll Rotates in Reverse Drives paper out to Exit

047-023

Exit Drive Motor - Reverse

Drives paper into the Duplex Module

047-024

Exit Gate Solenoid

Switch Gate to Exit 2 (Face Up Tray)

047-025

Face Up Gate Solenoid

Switch Face Up Tray Gate to Face Up Tray

061-001

ROS (Laser Unit) Motor

ROS Motor On / Off (Laser Polygon Motor)

071-001

Tray 1 Feed / Lift Motor - Reverse

071-002

Tray 2 Feed / Lift Motor - Reverse

Turns Lift Motor on to lift tray (reverse of feed direction) for two seconds when Tray 1 Up Sensor is ''L'' (Down). Will not turn on if Tray 1 Up Sensor is ''H'' (Up Position) Turns Lift Motor on to lift tray (reverse of feed direction) for two seconds when Tray 2 Up Sensor is ''L'' (Down). Will not turn on if Tray 2 Up Sensor is ''H'' (Up Position)

071-003

Tray 3 Feed / Lift Motor - Reverse

071-004

Tray 4 Feed / Lift Motor - Reverse

071-007

Tray 1 Feed / Lift Motor - Forward

Turns Lift Motor on to lift tray (reverse of feed direction) for two seconds when Tray 3 Up Sensor is ''L'' (Down). Will not turn on if Tray 3 Up Sensor is ''H'' (Up Position) Turns Lift Motor on to lift tray (reverse of feed direction) for two seconds when Tray 4 Up Sensor is ''L'' (Down). Will not turn on if Tray 4 Up Sensor is ''H'' (Up Position) Motor turns forward in feed direction

071-008

Tray 2 Feed / Lift Motor - Forward

Motor turns forward in feed direction

071-012

SMH Feed Clutch

Same as Name

071-037

Drum Drive Motor

Same as Name continued on 67

66

enx magazine


TECHNICAL TIPS

SERVICE & PARTS DIRECTORY

NOVEMBER 2010

continued from 66 Chain-Link 073-006 Takeaway Motor

Name

Meaning Same as Name

073-009

Tray 3 Feed / Lift Motor - Forward

Same as Name

073-010 073-013 073-016 073-018

Tray 4 Feed / Lift Motor - Forward TM Takeaway Clutch Duplex Drive Motor HOT-LINE CHECK with alternative signal

Same as Name Same as Name In high speed (process speed) Hot-Line Control - MCU (Main Control Unit) toggles FEED-STOP signal alternatively. Tray Module toggles FEED-READY signal.

073-019

Tray 3 Feed / Lift Motor - Forward (Hot Line)

Hot-Line Control

073-020

Tray 4 Feed / Lift Motor - Forward (Hot Line)

Hot-Line Control

073-026

Duplex Exit Motor

Motor runs to move paper out to registration. In low speed (process speed)

089-002

Registration Clutch

Same as Name

091-002

BCR (Bias Charge Roll) AC Bias Voltage

091-003

BCR (Bias Charge Roll) DC Bias Voltage

The BCR AC, BCR DC, Developer Bias, BTR output simultaneously. * The BCR AC, BCR DC, Developer Bias, BTR output simultaneously. *

091-004

DTS

Same as Name

091-007

Developer DC Bias Voltage

091-010

BTR (Bias Transfer Roll) (-) Bias Voltage

The BCR AC, BCR DC, Developer Bias, and BTR output simultaneously. * The BCR AC, BCR DC, Developer Bias, and BTR output simultaneously.*

093-001 094-001

Toner Dispense Motor BTR (Bias Transfer Roll )(+) Bias Voltage

Same as Name The BCR AC, BCR DC, Developer Bias, BTR output simultaneously.* continued on 68 enx magazine

67


rea!time immed!ate va!ue

TECHNICAL TIPS

SERVICE & PARTS DIRECTORY

NOVEMBER 2010

NWRS has helped our customers save more than 300 million dollars over the past 25 years. How much have you saved? With up to a 70% savings over purchasing a new OEM part and no extra fees for same-day rush service; we have the tools you need help tighten down your bottom line. We have handcrafted our services to provide you with the best, no-hassle tools in the industry. Resources such as live online help, toll free hotlines and a technical staff with expertise on the machines you sell and service. Simple tools like the easiest parts exchange program you will find and the convenience of being a full service repair facility in the center of the United States. Using NWRS is like getting a 70% discount on your parts expenses. Nowâ&#x20AC;&#x201D;thatâ&#x20AC;&#x2122;s a tool that works for you every day. Give us a call today. | Customer Service: 866.655.8676 | Technical Support: 800.798.1814 | www.nwrsinc.com

NATION-WIDE REPAIR SERVICE | THE RIGHT TOOL FOR THE RIGHT JOB continued from 67

XEROX C123 STYLE COPIERS

* A bunch of the codes which relate to the various high-voltage tests all activate simultaneously from any one of their codes: BTR (Bias Transfer Roll), BCR-AC & BCR-DC (Bias Charge Roll), & Developer Bias. You can also test these independently of each other but to do so would require first going into the NVM Memory settings and then changing the setting for 751-560 from the default value of '0' (simultaneous output) to a '1' (single output). That just about rounds out the information for the C123 style for the time being. Happy troubleshooting to you all!u Britt works for The Parts Drop, a company whose primary business is providing parts, supplies and information for Xerox brand copiers, printers and fax machines. You can find more information, including many of Britt's past ENX articles on their website, www.partsdrop.com . If you'd like to read more about Xerox brand office equipment, there's also a complete listing of past articles under contributing writers on the ENX website - www.ENXMAG.com

www.enxmag.com 68

enx magazine


TECHNICAL TIPS

SERVICE & PARTS DIRECTORY

NOVEMBER 2010

Escalera

StairCat Stair Climbing Hand Trucks and Forklifts ®

M .CO

Climb Stairs With Power !

Escalera StairCat® motorized stair climbing hand trucks and forklifts are the perfect choice for all your copier moving needs.

The powerful stair climbing gearbox does all the lifting!

• Climb up and down steps • Load and unload delivery trucks • 1200 lb maximum capacity • Save money by reducing labor, comp claims, and injury • 60 Day Trial • One Year Warranty

Watch the demo videos online at:

www.escalera.com

Model: RLA-EW Escalera StairCat® Stair Climbing Forklift

Escalera, Inc. Phone: 530-673-6318 Toll Free: 800-622-1359

Printer Tech Tips Firmware Upgrade - Using USB

B

efore you can send a firmware upgrade through the USB port, you need to know the name of the computer the printer is connected to and you need to enable printer sharing. The following steps are for Windows® XP. Other versions of Windows operating systems are similar, with slightly different operations. How to find out the name of your computer: 1. Click the Start button, Programs, Accessories, System Tools, and then choose System Information 2. You will find your computer's name in the right windowpane next to System Name 3. Write down this name as it will be needed later • Ex: computer1

How to share the connected printer: 1. Click the Start button, Settings, then Printers and Faxes 2. Right-click the printer you need to send the upgrade to, then choose Sharing 3. Choose the radio button labeled Share this Printer 4. Type a name for the share. Make it short and easy to remember

5. Click Apply and write down the share name, as it will be needed later • Ex: HP LaserJet mfp printer How to send the firmware upgrade using a USB connection: 1. Open a DOS Command prompt In Windows NTR® 4.0, 2000, or XP, click Start, Run, then type CMD and press OK, or in Windows 9x click Start, Programs, Accessories, and then click MSDOS Prompt -locate the directory where you saved the firmware file 2. Type: copy/b filename \\computer name\share name (extra spaces ARE required) • Ex: copy /b ljXXXmfpfw_OX.OOX.X.rfu \\computer1\HP LaserJet mfp printer 3. Press Enter. NOTE: When the upgrade process has completed, the LaserJet will reboot. Once the printer is back online, print a Configuration Page and verify that the new firmware has been installed. u This Tech Tip is contributed by Laser Pros. Visit their website www.laserpros.com or email any questions to: scotts@laserpros.com. enx magazine

69


TECHNICAL TIPS

SERVICE & PARTS DIRECTORY

NOVEMBER 2010

FREE TECH HELP Subject: KM 3035 w/job finisher

have to clean it off with alcohol. The line is actually 1 1/2” wide and when you stand in front of the copier, the band is in the front. Thanks

Question: In the field, the machine will sometimes say “Remove paper from Job Separator, Offline” even with only 12 pages, more or less. Now, when it’s in the shop it seems to be fine. Any ideas?? How does it know when it’s full?? By count or PI sensor?

Answer: So, the drum-cleaning blade is not cleaning it off if you rotate it by hand, correct?

Answer: If I remember correctly there is an eye sensor that gets dusty.

Question: Yes that’s correct and it’s a real common problem I’m having. I’m even using OEM toner. Any ideas?

Question: Thanks. Maybe that’s why it works in the shop. I had cleaned the black felt at the exit before installing our copier. Is this like the exit felt on the DC3055 feeder? They used to get paper-dusty and cause grief. Thanks.

Answer: It should be simple enough to find out why. Will the toner wipe right off with a soft cloth or is it that hard residue that blackens the drum and takes alcohol and a lot of elbow grease to clean it off? If it comes off easily, either the blade isn’t contacting that area or maybe the blade is up against the red felt on the drum unit. I’m not looking at one right now, but I think I had to move that felt and the blade went under. For the hard residue, there could be a cooling fan not working and it gets too hot near the fuser, melting the toner to the drum.

Answer: Also check their wall for power fluctuations. Have seen it wreak havoc with other optical type sensors. Answer: Yes. Agree with above posts and also watch for sunlight coming through windows. Had a problem like that on a Canon years ago. Customer called me back like 3 times in a week. Every time I got there, it was working fine. Finally narrowed it down because it only happened in the am and the copier was by east window. Question: Thanks. I’m trying a reinstall today, sale pending. Have a good weekend and I’m going flying, maybe even my first SOLO. Question: Installation went great. No more problems after lots of testing. IT department is happy and I just need a signature and it’s sold. SOLO went great, good landings, good flying; it’s so fun and relaxing. I’m glad that we techs still have work so we can afford to do things. Life is good. Answer: I have also had to take a Black Sharpie and color the felt pad to darken it up. This has worked great.

Subject: Copystar 2014 1/2” black band Question: Does anyone know a fix for the Copystar 2014 that makes a 1/2” black band on the paper from the front end of the drum? I’ve tried replacing the drum, the blade and the developer. This didn’t fix it and was very expensive. Any ideas? Thanks. Answer: When you pull the drum unit, is the black band on the drum cylinder? If so, if you rotate the drum does the blade clean the black mark of toner off? If it cleans it off, I would check if there is a bad erase lamp. Is it solid black or just heavy background? And lastly, how wide is the band and is it at the edge of the paper? If it’s heavy background, clean all optics and both sides of the drum filter glass (which isn’t easy or fun). Oh, and check the corona wires and gently clean them if there is toner on the wires with a q-tip and isopropyl. Question: The ink is on the drum and is very thick and you 70

enx magazine

Subject: Sharp AR M277 paper jams Question: Sharp AR M277 constantly jams from the upper cassette. I replaced the feed rollers, but the problem seems to be the jam sensor. I have tried letter size paper each way, and 8.5 x 5.5, and the copier still jams. The statement size paper has passed the registration roller. The lead edge is normally right at the top of the fuser rollers when it jams. The lower cassette is fine. Has anyone ever had this problem? Thanks for the help. Answer: I know you said you replaced the feed tire, but did you replace the separation pad as well? Just to be sure, you replaced the feed tire under the plate that is held in by three screws? Answer: Is the paper tray setting set to the correct size? Did you put the roller in correctly? How many feeds are on that tray? You may need a new clutch. What is the error code you are getting on the 22-6 printout? Answer: Have you updated the separation pad assembly? Answer: I had this problem about a week ago. The customer pulled a jam out too hard and broke the tip of the flag so now the flag is too little for the paper to hit, so it throws a jam. When you remove it it’s gone because it was never hit.u

Tips appearing in this section are reprinted courtesy of Smarka! The Copier Tech’s Info Source. Tips are randomly selected from submissions emailed to Smarka! Smarka! and ENX Magazine make no guarantees as to the accuracy of tips presented here. Email your tips to Tips@smarka.com. All tips become public domain.


ÒWhen the going gets tough, the tough hire an MPS expert.Óª

®

You want to get into managed print services? Well, there are two ways to do it. You can spend a lot of time and money training yourself and your staff in MPS, keeping your fingers crossed that the learning curve isnÕt too steep. Or, you can talk to Copier Careers¨. WeÕve got the largest database of copier professionals anywhere, and weÕll help you find the MPS-experienced sales, service, management, and back office experts your dealership needs to stay competitive in todayÕs market. Because the truth is that you donÕt have to know everything about MPS to succeed at it. You just have to hire somebody who does. To learn more, call (888) 733-4868 or visit www.CopierCareers.com

enx magazine

71


Premier Factory Direct Wholesaler of Premium Laser Toner and Inkjet Cartridges

227 N. Sunset Ave - City of Industry, CA 91744

Quality! Quality! Quality! All products are ISO 9001/14001 certified 

NEW ITEMS IN STOCK!!

Competitive pricing (Send us an email to join our mailing list to receive special promotions!)

Same day shipping

Blind drop shipping

Contact us for our full inventory and pricing

HP CE 278 A CE 285 A CE 250 A CE 251 A CE 252 A CE 253 A

SAMSUNG MLT -D105L MLT -D108S MLT -D109S MLT -D209L

BROTHER TN 670 TN 210 BK/C/M/Y

Products are backed by 1- year warranty against manufacturing defects.

Call Us Today! Toll Free:

72

877-368-7788

enx magazine

Tel:

626-336-7088

Fax:

626-336-7077

Email:

sales@walgroupllc.com


We Are Proud To Announce That The Western Region States Have Been Added To Our SHARP CCR Territory! As your assigned SHARP CCR distributor, all CCR and open-line products purchased through us will be credited toward your CCR minimum goal.

NAT ION W DEL IVER IDE 2 DA Y IN YS! Cerritos, CA

Memphis, TN

...be Sharp Collins is a Multi-Recipient of Sharp Diamond Distributor Award 

Authorized National Master Distributor

Authorized CCR Distributor

Dealers Earn Quota Credit on New and Refurb Equipment

Technical Training Available in Memphis and Los Angeles Area

Full Line Distributor of OEM Supplies and Parts

Collins - An Extension of the Manufacturer

Toll Free:

800-727-0884 Fax:

901-396-8614

email: sales@collinsdistributing.com 3326 Commercial Parkway - Memphis, TN 13929 Equitable Road - Cerritos, Ca

www.CollinsDistributing.com


A Managed Print Solution... Tailored to fit your business. Essential Strategic Printing

ESP from Printer Essentials offers you and your customers the highest level of choice and flexibility to meet all your Managed Print Solutions needs. There are no geographical constraints with ESP, allowing you to support any account with local or nationwide locations. ESP from Printer Essentials gives you the tools to differentiate yourself from all the others

The Reseller's Choice

TM

as a true solutions provider.

Flexible

Scalable

Profitable

Call Printer Essentials for a FREE demo • 1-800-965-1180 (800) 965-1180 •

Fax: (775) 850-2630

www.PrinterEssentials.com

salesdept@PrinterEssentials.com



ENX_Magazine_NOV2010_issue