engage ‘n exchange
TALKIN’ ‘BOUT AN EVOLUTION:
NOVEMBER 2019
VOLUME 26 NO. 11
Connecting People, Ideas and Products in the Document Technology Industry since 1994
MODERN BUYING DEMANDS TRIGGER INBOUND MARKETING MOVEMENT
From left, Eric McIntosh, Gary Johnson and Jill Jurevich
WHAT’S IN A NAME? THE VERY VALUE PROPOSITION FOR QUICK QUALITY CABINETS ACQUISITION OF DOCUWARE, CONVERGX19 DEALER MEETING SEES RICOH FINISHING 2019 WITH BURST OF MOMENTUM SAVVY DEALERS BOOST LEAD GENERATION AND REVENUE BY BOOSTING THEIR ONLINE PRESENCE
Golden Opportunities in the Golden State: Gary Johnson Turns ‘Sky is Falling’ Into Rising Star for WiZiX Technology Group
ENX Magazine
PO Box 2240 Suite 729 Toluca Lake, CA 91610-0240 USA
tel: 818-505-0022 fax: 818-505-9972 email: enx@pacbell.net www.enxmag.com
HELP US CONSERVE NATURAL RESOURCES
To remove or change your address from our mailing list, please call, fax or email to: enx@pacbell.net
PRSRT STD U.S. Postage PAID Harisburg, PA Permit 94
Goodbye Laser.
Hello Future. Hello fast, cool, smart... Hello Epson Business Inkjet. Epson’s PrecisionCore heat-free inkjet technology delivers high-speed, high-quality business color printing with high-yield ink systems.
Heat-Free Technology
advanced technology | amazing speed | high-yield ink systems | IT admin tools
epson.com/business-printers EPSON is a trademark and EPSON Exceed Your Vision is a registered logomark of Seiko Epson Corporation. All other product brand names are trademarks and/or registered trademarks of their respective companies. Epson disclaims any and all rights to these marks. Copyright 2019 Epson America, Inc.
Our Managed IT Services Portfolio:
Disaster Recovery
THE FUTURE IS NOW, JOIN US! LEVERAGE VISUAL EDGE IT TO ENSURE FUTURE SUCCESS Make the Call to Learn How Your Dealership Can Build a Growth Foundation for Tomorrow
THE VISUAL EDGE TECHNOLOGY VALUE PROPOSITION:
On-Premise Cloud Office 365 Migration Data Security and Backup VoIP/Telecom
* Maintain your identity, employees and manufacturers. * Why leave your future to the whims of a private equity firm? Join VET and control your own destiny!
WE DO NOT WE DO NOT
NO EMPLOYEES WE ARE NOT
THEIR JOBS A PRIVATE EQUITY CHANGE YOUR CHANGE YOUR LOSE AS A RESULT OF THE GROUP NOR ARE WE MARQUEE... MANUFACTURER(S)... ACQUISITION... OWNED BY ONE...
Michael Brigner
Senior Vice President mbrigner@visualedge.com
Michael Cozzens
Vice President of Business Development mcozzens@visualedge.com
David Ramos
Chief Strategy Officer dramos@visualedge.com
Mark Gibson
Vice President/General Manager - Managed IT Services mgibson@visualedge.com
We are very excited to announce that AgentDealer is now available in Canada!
AgentDealer
A modern CRM platform for the Office Technology Industry
Schedule your demo today @ www.agentdealer.com The Sailor Group, Inc. | 13506 Summerport Village Parkway | Windermere FL 34786
VOLUME 26 NO. 11
Connecting People, Ideas and Products in the Document Technology Industry since 1994
engage ‘n exchange
NOVEMBER 2019
TALKIN’ ‘BOUT AN EVOLUTION:
MODERN BUYING DEMANDS TRIGGER INBOUND MARKETING MOVEMENT
From left, Eric McIntosh, Gary Johnson and Jill Jurevich
WHAT’S IN A NAME? THE VERY VALUE PROPOSITION FOR QUICK QUALITY CABINETS ACQUISITION OF DOCUWARE, CONVERGX19 DEALER MEETING SEES RICOH FINISHING 2019 WITH BURST OF MOMENTUM SAVVY DEALERS BOOST LEAD GENERATION AND REVENUE BY BOOSTING THEIR ONLINE PRESENCE
Golden Opportunities in the Golden State:
Gary Johnson Turns ‘Sky is Falling’ Into Rising Star for WiZiX Technology Group
In This Issue
22
DEALER SPOTLIGHT
Golden Opportunities in the Golden State: Gary Johnson Turns ‘Sky is Falling’ Into Rising Star for WiZiX Technology Group By Erik Cagle
16 STATE OF THE INDUSTRY
Talkin’ ‘Bout an Evolution: Modern Buying Demands Trigger Inbound Marketing Movement By Erik Cagle
30 BUSINESS PROFILE
What’s in a Name? The Very Value Proposition for Quick Quality Cabinets By Erik Cagle
34 CHANNEL INSIGHT
Acquisition of DocuWare, ConvergX19 Dealer Meeting Sees Ricoh Finishing 2019 with Burst of Momentum
30
By Erik Cagle
36 MARKETING STRATEGY
Savvy Dealers Boost Lead Generation and Revenue by Boosting Their Online Presence By Aaron Dyck
40 VERTICAL MARKET FOCUS
Maintaining its Importance: How the Faithful Fax is Impacting Digital Transformation in Health Care
34
By Sébastien Boire-Lavigne
42 SALES & MARKETING
Should You Focus on Inbound Marketing or Outbound Prospecting? The Answer Is “Yes!” By Darrell Amy
46 GIVING BACK TO COMMUNITY
Industry Giving, Part Two: Good Corporate Citizenship Connects Dealers with their Communities By Erik Cagle
52 DISPLAY ADVERTISERS INDEX
46 6
•
www.enxmag.com | November 2019
We Saw It In ENX Magazine
Maintain Your Legacy Flex Technology Group is on a mission to build a legendary national technology and office solutions organization by acquiring successful entrepreneurial dealerships. If you’re a dealer with proven leaders, a solid marketplace reputation, strong financial performance, and the ability to provide superior employee and customer experiences — we want to talk to you.
FTG Provides Options and Flexibility • Achieve liquidity today • Retain business name and go-to-market strategy • Continue building your business while achieving additional liquidity • Reinvest in Flex Technology Group and their platform • Flexibility to have multiple partners with different exit options
Contributors
Staff
DARRELL AMY is the founder and Chief Innovation Officer at Convergo (www.convergomarketing.com), an industry-focused agency helping dealers drive net-new business. He brings 25 years of industry sales and marketing experience to the table. As the co-host of the “Selling From the Heart” podcast, Darrell is always looking for new ways to help businesses increase sales effectiveness.
Susan Neimes Publisher & Managing Editor
For nearly 20 years, SÉBASTIEN BOIRE-LAVIGNE has been a driving force at XMedius, a global leader in the field of enterprise communications, and has been instrumental in developing XMedius’s technology strategy. Among his many accomplishments, Sébastien led the development of the groundbreaking XMedius Fax-over-IP technology, cloud platforms, and XM SendSecure. His versatility, wide-ranging technical skills and keen business acumen allow him to seamlessly bridge the technical–business divide. In addition to leading Product Development, he is also responsible for Customer Services, IT and Information Security.
Erik Cagle Editorial Director
With more than 14 years of experience building and supporting inbound marketing strategies and managed print services, AARON DYCK understands the needs of independent imaging dealers, C-level executives, original equipment manufacturers (OEM’s), distributors, software companies and manufacturing organizations. He has a successful track record building some of the industry’s leading managed print platforms, sales engagement strategies and inbound marketing infrastructure. Aaron has become a popular speaker at industry conferences and events. He was named a 2017 Difference Maker by ENX Magazine and a 2014 Young Influencer by The Cannata Report.
Ronelle Ingram Contributing Editor
CONGRATULATIONS
TO 2019 ELITE DEALERS
Christina Kim Editor
engage ‘n ex engage ‘n exchange
MEET 2019 ELITE DEALERS
engage ‘n exchange
Corporate Office
G I
N
Th
A eW e ek In I M
G
www.enxmag.com •
www.enxmag.com | November 2019
La Revista del Distribuidor Dealer Source
Susan Neimes - susan@enxmag.com Erik Cagle - erik@enxmag.com 10153 1/2 Riverside Drive, Suite 729 Toluca Lake, CA 91602 tel. 818-505-0022 • fax. 818-505-9972
2019
in the December issue of ENX Magazine
8
México & Latin America
engage ‘n exchange
ENX Magazine is published monthly by Affinity Business Communications, Inc. Any inquiries should be sent to: enx@pacbell.net or mailed to the corporate office. Copyright ©2019 by ENX Magazine printed in the U.S.A. All reproduction in whole or part is prohibited without written permission. Cover photo from depositphotos.com
We Saw It In ENX Magazine
Performance with a Lifetime Guarantee
We understand you need supplies you can trust. Your customers can trust. That’s why we stand behind NXT Premium with a LIFETIME GUARANTEE.
NXT Premium is the NeXT Best Thing in Toner Others keep telling you that buying and selling their recycled toner is to your advantage, but NXT Premium Replacement Cartridges are quality-tested, performance
NOW AVAILABLE!
NXT Technical Support Hotline for Resellers & End-users
certified cartridges that offer a Lifetime Warranty. • 100% lifetime warranty • Certified performance (ISO/STMC) • Reduce printing costs up to 50%
• High quality new components • Expanded U.S. distribution
Learn more arli.com/nxt 800-887-3040 CALIFORNIA GEORGIA ILLINOIS NORTH CAROLINA PENNSYLVANIA TEXAS
Since 1985
Your Prime Source T EL: 800.729.8320
FAX: 800.829.0292
SPECIAL PROMOS JOIN THE COPYSTAR SMB BUSINESS DEALER PROGRAM! • Superior Hardware Technology • Customized Business Applications
M2040DN M2540DW
M2635DW M2640IDW
B&W Copy, Print, Color Scan, w/ Network, Duplex, Fax (Opt on M2040dn)
B&W Copy, Print, Color Scan, with Network, Duplex, Fax
• 42ppm (M2040DN) • 37ppm (M2540DW) • 350-Sht Paper Cap. • 50-Sht DSDP
• 42ppm • 50-Sheet ADF (M2635DW) • 50-Sheet DSDP (M2640IDW)
M2040DN
M2540DW
240 275
M2635DW
$
$
Rebate
Rebate
Rebate
M5521CDW M5526CDW
M2640IDW
170 310
$
• Online Sales Training • Online Service Training
• 600 x 600 dpi Resolution • 20 Seconds or Less (Warm Up Time) • 600 Sheets Std. Capacity • 1GB Memory
M4125IDN
M4132IDN
865 1100
Rebate
Rebate
$
Rebate
AirPrint
B&W Copy, Print, Color Scan with Network, Duplex, Fax (M3645idn)
25/32ppm B&W MFPs
$
P5021CDW P5026CDW
M3145IDN M3645IDN
M4125idn M4132idn
$
• Customer Support Hotline • Technical Support Hotline
• 47 pages per minute • 600-Sheet Capacity
7” LED
DEAL!
M3145IDN
$
M3645IDN
Rebate
Rebate
Rebate
B&W MFP with Network, Duplex, Fax
• 22ppm (BW/Clr) (5521CDW) • 27ppm (BW/Clr) (5526CDW)
• 600 x 600 dpi Res. • 30 Secs or Less (Warm Up Time) • 600 Sheets Std. Capacity • 1.5GB Memory
• Up to 62ppm • 600 Sheet Capacity • Internal Finisher & Stapler (M3860idnf)
M5526CDW
200 280
P5021CDW
$
Rebate
Rebate
Rebate
FS-C8525MFP
P5026CDW
$
CS-2553ci
Color Copy, Print, Scan with Network, Duplex, Fax (Option)
• 25ppm (BW/Color) • Up to 1600 Sheets
• 25ppm (BW/Color) • Dual 500 Sheets • 33.6 Kbps Fax (Option)
DEAL!
$
1900 Rebate
E PACKAG
DEAL!
$
1465 Rebate
$
M2640IDW
$
Rebate
Color Copy, Print, Scan with Network, Duplex, Fax (Option)
E PACKAG
M2635DW
1465 120 190 1560 Rebate Rebate
$
CS-307ci CS-356ci CS-406ci
Color MFP Systems COPY PRINT SCAN FAX*
E PACKAG
DEAL!
M3860IDN
M3860IDNF
$
Rebate
Rebate
CS-3212i
Up to
695
Rebate
7” LED Touch Panel
P2040DW
Rebate
• 32ppm • Dual 500 Sheets • 33.6 Kbps Fax (Opt)
• 40ppm • 250-Sheet Tray
CS-356ci
1890
$
CS-406ci
1300 Rebate
• 32ppm BW/Clr (307ci) • 37ppm BW/Clr (356ci) • 42ppm BW/Clr (406ci) • 600-Sheet Capacity • Wireless Print/Scan
$
B&W Printer with Network and Duplex
660
$
B&W Copy, Print, Scan w/ Duplex & Network, Fax (M6630/6635CIDN only)
B&W Copy, Print, Scan w/ Printer Network, Fax (Opt.)
Rebate
AirPrint
M6235CIDN M6630CIDN M6635CIDN • Up to 37ppm (BW/Color) • 250 Sheets, 100-Sht MPT
1125 1600
$
$
CS-307ci
$ $
M3660IDN
1250 500 570 690 Rebate $
Color Copy, Print, Scan w/ Color Printer with Wireless 24/30ppm Color MFPs Network, Duplex, Fax Network, Duplex
M5521CDW
M3655IDN
$
M3860IDN M3860IDNF
$
• 57 pages per minute • 600-Sheet Capacity
Touch Panel
M8124cidn M8130cidn
• 22ppm (BW/Color) (P5021CDW) • 27ppm (BW/Color) (P5021CDW)
AirPrint
B&W Copy, Print, Color Scan with Network, Duplex, Fax
7” LED
Touch Panel
E PACKAG
M3655IDN M3660IDN
PACKAGE SPECIAL! DP-5100 (PACKAGE 1) DP-5110 (PACKAGE 2) CS-356ci/406ci only
E PACKAG
DEAL!
1190
$
Rebate
135
Rebate
P2235DW 37 B&W Printer w/ Duplex & Network
l Specia $100 Rebate Sale!
All supplies & Parts available for prompt delivery! ENX Magazine | www.enxmag.com
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
Copiers • Printers • MFPs • Faxes • Scanners E m a il: info @ n u w o rld in c.co m
Order Online! www.nuworldinc.com
Blind Drop Shipping
Copiers, Faxes, MFPs, Printers, Scanners MFC-L3710CW Digital Color All-in-One Wireless Printer
BIG SALE!
FAX-4100e
Network Electronic Copyboards
BIG SALE!
FAX-2840
BIG SALE!
High Perf. Laser Fax | 33.6Kbps | Network.........................
BIG SALE!
MFC-8220
BIG SALE!
MFC-9330CDW
BIG SALE!
B&W Laser All-In-One | 21ppm | 32MB Memory.................
Color Digital MFC | 23ppm | Duplex | W-Network...............
MFC-J5720DW
BIG SALE!
MFC-L2740DW
BIG SALE!
MFC-L5700DW
BIG SALE!
Color InkJet AIO | 35/27ppm (BW/Color)...........................
B&W All-In-One | 32ppm | Duplex | Wireless Network........
B&W Laser Printer | 42ppm | Duplex | Wireless Network...
MFC-L8610CDW
33ppm Color MFP • Duplex • Wireless Network...................
33ppm Color MFP • Duplex • Wireless Network...................
HL-L5100DN
40ppm Color Printer • Duplex • Network..............................
HL-L8250CDN
32ppm Color Printer • Duplex • Network.............................
HL-L8350CDW
32ppm Color Printer • Duplex • Network..............................
BIG
CAPTURE PROJECTED IMAGES & YOUR NOTES!
BIG SALE!
REBATES VALID TILL 10/31/19
M C250FWB IM430FB
$100
$40
BIG SALE! $100 REBATE BIG SALE!
MX-2651 MX-3051
$100
REBATE
DR-C225II
Fi-7160
25ppm B&W/ Grayscale/ Color (Simplex)
250
$
799
REBATE AFTER REBATE
INCREDIBLE DEAL!
LJ M507N................$130 REBATE CLJ M479FDW.........$200 REBATE LJ M507DN.............$150 REBATE CLJ M454DN............$130 REBATE LJ M528DN.............$360 REBATE CLJ M454DW...........$150 REBATE
LJ M528C................$520 REBATE CLJ M553DN............$160 REBATE
PRINTERS & MFPS B2338dw
B2546dw
B2865dw
$50 REBATE C2425dw
$125 REBATE MB2236adw
$185 REBATE MC2535adwe
$75 REBATE
$70 REBATE
$150 REBATE
BLOWOUT SPECIAL! SD622
CALL FOR SPECIAL PRICING
25ppm Color Laser Printer
160mm/s/384K Mem.
WF-C5710
BIG SALE!
CT-S601
200mm/s/384K Mem. DS-860
Image shown: CT-S310II
36ppm BW Laser MFP
CT-S801
35ppm Color Laser MFP
IMAGEPROGRAF
ALL REBATES ARE VALID TILL DECEMBER 31, 2019
IPF PRO4000 IPF PRO6000
IPF TX-3000 IPF TM-305 IPF TX-3000/MFP IPF TX-305/MFP
24/60-in Large Format Printers 36-inch Large Format Printers
36-inch Large Format Printers
3999
$
1262 $1858 $865 $1444 $700 $1147 Rebate
CT-S310II
65ppm BW Laser Printer
WIDE FORMAT PRINTERS
$
PRINTERS & SCANNERS
46ppm BW Laser Printer
INCREDIBLE DEAL!
• 80-100-130 sheets per minute • 600 x 600 dpi Scan Resolution • 1,000-Sheet Tray
SALE!
BIG
SALE!
REBATE
65ppm / 130ipm (Up to 300 dpi Color/Binary) Scanner
SD375
BIG
65ppm B&W Duplex, Network Ready Printer
$100
Digital Duplicators
• 30 pages per minute
$
55ppm B&W Duplex, Network Ready Printer
38ppm BW Laser Printer
60ppm Color Scanner for PC & MAC
KV-S1057C MKII
30ppm B&W/ Grayscale/ Color (Simplex)
MX-C303W MX-C304W
• 25/25 pages per minute (BW/Color)
LASERJET M607DN LASERJET M608X
ALL REBATES ARE VALID TILL OCTOBER 31, 2019!
DR-C240
BUY
BIG
LJ M528F................$420 REBATE CLJ M553N...............$120 REBATE
REBATE
DOCUMENT SCANNERS
$15 REBATE
• 26ppm BW/Color (2651) • 30ppm BW/Color (3051) • 550-Sheet Paper Drawer
• 42/42ppm (BW/Color) • 500-Sht Tray
$150
65ppm B&W Network-Ready Printer
LJ M428FDW..........$360 REBATE CLJ M479FDN..........$200 REBATE
REBATE
• 62ppm • 500-Sheet Tray
LASERJET M608N
SALE!
REBATE
BW Print • Copy • Scan • Fax Black & White Laser Printer • 45ppm • 45ppm • 600-Sheet • 500-Sheet Tray Tray
REBATE
GREAT
MX-C250
P501
55ppm B&W Network-Ready Printer
REBATE
$80
BIG
SALE!
LASERJET M607N
$100
40ppm B&W Duplex, Network Ready Printer
PROMOS
• 57ppm • 500-Sheet Tray
$80
REBATE
LASERJET M404DN
• 2 Writing Panels • 42.5 (W) x 3.5 (D) x 27.6 (H) Inches (External Dimensions)
SALE!
BW Print • Copy • Scan • Fax • 25ppm • 250-Sheet Tray
40ppm B&W Duplex, Network-Ready Printer
SALE!
Compact Electronic Copyboard
$35 REBATE
BUY
BIG
BEST COLOR WHITEBOARD!
BIG SALE! P800 P801 P C600 Black & White Laser Printer Black & White Laser Printer Color Laser Printer
MFPs
GREAT
LASERJET M404N
• Up to 2 x 78.5” Diagonal Panels
N-20J
• Up to 2 x 78.5” Diagonal Panels
LASERJET PRINTERS & MFPS
ALL REBATES ARE VALID WHILE SUPPLIES LAST!
Electronic Copyboards
BIG
Capture Boards
MONOCHROME & COLOR
M-18 Series
SALE!
C-20 Series
BIG SALE! $75
ALL REBATES VALID WHILE SUPPLIES LAST!
• 30 pages per minute (M3050) • 35 pages per minute (M3550) • 550-Sheet Paper Trays
WRITE, PRINT, SAVE, & NOW EMAIL!
REBATE
MFC-L8900CDW
MX-M3050 MX-M3550
EMAIL D! ENABLE
• Up to 4 x 61.6” Diagonal Panels
High Speed Laser Fax | 33.6Kbps Super G3.........................
PPF-4750e
COPYBOARDS N-32 Series
High Speed Laser Fax Machine
Same Day Shipping
Rebate
(IPF PRO4000) (IPF PRO6000)
BIG
SALE!
300mm/s/384K Mem.
Rebate
(TX-3000)
Rebate
(TX-3000MFP)
Rebate (TM-305)
Rebate
(TM-305MFP)
IPF TA-20 24-INCH LARGE FORMAT PRINTER.........CALL FOR PRICING! IPF TA-30 36-INCH LARGE FORMAT PRINTER..................$650 REBATE IPF PRO2000 24-INCH LARGE FORMAT PRINTER............$675 REBATE IPF PRO6000S 60-INCH LARGE FORMAT PRINTER.......$1300 REBATE IPF TX-4000/MFP 44-INCH LARGE FORMAT PRINTERS...up to 1542R IPF TM-200/300/MFP 24/36-INCH LF PRINTERS..........up to $900 R
Parts Order Hotline: 562.977.4949
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
NBS / ENX | November 2019
Since 1985
Your Prime Source T EL: 800.729.8320
FAX: 800.829.0292
REBATE PROMOS ALL INSTANT REBATE PROMOS ARE VALID THROUGH DECEMBER 31, 2019 TO CANON PREMIER PARTNERS OR WHILE SUPPLIES LAST!
SIGN UP TO BECOME A CANON 3P PREMIER PARTNER & GAIN THESE ADVANTAGES: • Quarterly Performance Bonus • Lucrative Instant Rebates
• Bid Support Pricing • Demo Program
MF236N
MF426DW
• 24ppm • 600 x 600 dpi Res. • 250-Sht Cassette, 1-Sheet Bypass
• 40ppm • 350-Sht Cap. • 33.6 Kbps Fax Super G3 • PS3
B&W Copy, Print, Fax, Scan, B&W Copy, Print, Fax, Duplex, Network Scan, Duplex, Network
REBATE
• 45 pages per minute • 256MB Memory • 500 Shts + 50-Sht MPT • 33.6 Kbps Super G3 Fax (D1650)
SALE!
LBP162DW LBP214DW
LBP6030W LBP6230DW
with Duplex, W-Network
with Duplex, W-Network
• 30ppm (LBP162DW) • 40ppm (LBP214DW) • 250-Sheet Paper Cassette
• 19ppm (LBP6030W) • PRINT • 26ppm (LBP6230DW) • 2400 x 600 dpi Res.
40
$
REBATE
$
95
REBATE
LBP162DW LBP214DW
LBP312DN
B&W Laser Duplex Printer w/ Network • 45 pages per minute • 550 Sheets + 100-Sheet MPT
3P BIG SALE!
Exclusive!
D1620 D1650
60
$
REBATE
$
55
REBATE
LBP6030W LBP6230DW
LBP351DN LBP352DN B&W Laser Duplex Printers w/ W-Network
3P
Exclusive!
• 58ppm (351DN) • 65ppm (352DN) • 1GB Memory
130 $155
$
REBATE
REBATE
LBP351DN LBP352DN
B&W Copy, Print, Fax, Scan, Duplex, W-Network
110 $150
$
REBATE
REBATE
D1620
D1650
MF810CDN MF820CDN
• 26ppm (BW/Color) (MF810Cdn) • 36ppm (BW/Color) (MF820Cdn) • 550 Sheets + 1-Sheet MPT • Duplex Exclusive! Versatility REBATE
$ $ 375 3P 200 REBATE 810CDN
820CDN
Exclusive!
(MF735CDW)
90 $100
$
REBATE
REBATE
MF743CDW MF745CDW
45
60
$
REBATE MF269DW
MF644CDW MF741CDW
MF731CDW MF735CDW
• 22ppm (BW/Color) (MF644DW) • 28ppm (BW/Color) (MF741DW)
• 28ppm (BW/Color) • 250-Sheet Cassette • 50-Sheet MPT • 1GB Mem.
80 $115
$
Color Copy, Print, Scan, Fax, Duplex, W-Network
190 $125
$
REBATE
REBATE
REBATE
REBATE
644CDW
741CDW
731CDW
735CDW
3P
Color Laser Duplex Printers w/ W-Network
Color Copy, Print, Fax, Scan MFPs with Duplex & Network
3P
45
LBP622CDW LBP664CDW
MF743CDW MF745CDW • 28ppm (BW/Color) • 1GB Memory (Shared) • 33.6 Kbps Super G3 Fax
• 30ppm • 50-Sheet DADF • 250 Sheets, (MF269DW) 1-Sheet MPT • 35-Sheet $ $ Simplex ADF (MF264DW, REBATE REBATE MF267DW) MF264DW MF267DW
Color Copy, Print, Scan, Fax, Duplex, W-Network
Color Digital Copy, Print, Fax, Scan MFPs with Duplex & Network
(MF820CDN)
• Pre/Post Sales Support • Assigned Canon Sales Specialist
MF264DW MF267DW MF269DW
Digital Copy, Print, Fax, Scan MFPs with Duplex & Network
BIG
65
$
• CFS Leasing Opportunities • imageCLASS Resellers Website
Exclusive!
(LBP664CDW)
• 22ppm (BW/Clr) (622CDW) • 28ppm (BW/Clr) (664CDW)
80
$
60
$
LBP654CDW LBP712CDN
3P
Color Laser Duplex Printers w/ W-Network
Exclusive!
• 28ppm (BW/Color) (654CDW) • 40ppm (BW/Color) (712CDN)
$
90
$
60
REBATE
REBATE
REBATE
REBATE
622CDW
664CDW
654CDW
712CDN
All supplies & Parts available for prompt delivery! ENX Magazine | www.enxmag.com
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
Copiers • Printers • MFPs • Faxes • Scanners E m a il: info @ n u w o rld in c.co m
Order Online! www.nuworldinc.com
Blind Drop Shipping
Same Day Shipping
LaserJet Printers & MFPs ***SEE PROMO DATES BELOW FOR ALL INSTANT REBATES!***
LaserJet M404N / DN / DW
LaserJet M507N/DN/X
• 40 pages per minute • Duplex (Manual), Network • 350 Sheets (Input) • 128MB Mem. • Hi-Speed USB 2.0 REBATE • Gigabit M404DW Ethernet
• 45ppm • Duplex (Auto on M507DN/X) • 550-Sheet Input (M507N/DN), 1,150-Sheet Input (M507X), 100-Sheet MPT • 512MB Mem.
SINGLE FUNCTION PRINTERS
80
$
SINGLE FUNCTION PRINTERS
$ $ 130 150 190 REBATE REBATE REBATE
$
M507N
LIMITED QUANTITY
M507DN
M507X
LaserJet M607N/DN
LaserJet M608N/DN
• 55 Pages Per Minute • 512 MB Memory • 100-Sheet Multi Tray 1, 550-Sheet REBATE Input Tray 2 M607N • Network, Duplex (M607DN Only)
• 65 Pages Per Minute • 512 MB Memory • 100-Sheet Multi Tray 1, 550-Sheet Input Tray 2 • Network, Duplex (M608DN Only)
SINGLE FUNCTION PRINTERS
VALID TILL 10/31/19
SINGLE FUNCTION PRINTERS
100 $REBATE 180
$
M607DN
LIMITED QUANTITY
BIG SALE!
LaserJet M428FDW
Color LaserJet M454DN / DW
• 40 pages per minute • 100 Sheets (Tray 1), 1,250 Sheets (Tray 2) • Duplex (Auto) • 256MB Memory (M426FDN) • 512MB Memory (M428FDW) REBATE • Wireless (M428FDW)
• 28/28 pages per minute (BW/Color) • Network (Wireless - M454DW Only), Duplex
SINGLE FUNCTION PRINTERS
PRINT • COPY • SCAN • FAX MFP
130
$ 130 150 REBATE REBATE
$
$
VALID 10/27/19 - 12/28/19
M454DN
M454DW
VALID TILL 10/31/19
VALID TILL 11/2/19
Color LaserJet M479DN / DW
Color LaserJet M553N / DN / X
• 28/28 pages per minute (BW/Color) • Network (Wireless M479DW Only), Duplex
• 40/40 pages per minute (BW/Color) • Network (Wireless - M553X Only), Duplex (M553DN Only)
SINGLE FUNCTION PRINTERS
$ 200 200 REBATE REBATE
$
M479FDN
M479FDW
VALID TILL 10/31/19
VALID TILL 11/23/19
SINGLE FUNCTION PRINTERS
$ 120 160 REBATE REBATE
$
M553N
M553DN
VALID TILL 10/31/19
Parts Order Hotline: 562.977.4949
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
NBS / ENX | November 2019
Since 1985
Your Prime Source TEL : 8 0 0 .7 2 9 .8 3 2 0
FAX: 8 0 0 .8 2 9 .0 2 9 2
BTA CHANNEL EXCLUSIVE PRINTERS
AUTHORIZED PRINTER PARTNER PROGRAM ALL REBATE PROMOS & DEALER SPIFFS ARE VALID THROUGH DECEMBER 31, 2019
Comprehensive up to 3-Year Warranty
Direct OKI Tech Support Access
Service Labor Reimbursement
MPS5501B
MPS5502MB+ / Wireless MPS4242mc+ 55ppm BW MFPs
42/42ppm (BW/Color) MFPs
• 630-Sheet Cap., Upgradable to 3,160 Shts • 256MB Memory, Upgradable to 768MB Memory • 1200 x 1200 dpi Res. • 1GB Ethernet + USB • 30K High Capacity Toner
• 630-Sheet Capacity • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax
• 630-Sheet Capacity • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax • 20-Sht Convenience Stapler
55ppm BW Printer
100 REBATE
$
$
25
SPIFF
DUPLEX NETWORK
100 185 SPIFF
$
UP TO
REBATE
$
DUPLEX NETWORK
ALL MODELS
MPS4242mcfx+ 42/42ppm (BW/Color) MFP • 2,630-Sht Cap., 100-Sht MPT • 100-Sht Duplex RADF • 2GB Mem + 160GB HD • 1GB Ethernet + USB • Super G3 Fax • 50-Sht In-Line Stapler
UP TO
$ 300 450 SPIFF REBATE
$
Professional Marketing Support
$
DUPLEX
300
MPS3537mc+
ES5162LP
ES5473
ES7412
• 1200 x 600 dpi Resolution • 630-Sheet Capacity • 100-Sheet MPT • 100-Sheet Duplex RADF • 2GB Memory + 160GB HDD • Hi Speed USB, Ethernet • Duplex, Network
• 630-Sheet Capacity, • 50-Sht Duplex RADF • 3GB Memory • ID Card Copy • Duplex, Network • Super G3 Fax
• 350-Sheet Cap., • 50-Sheet Duplex RADF • 1GB RAM Memory • Duplex, Network • 1GB Ethernet + USB
• 630-Sht Cap. • 256GB Mem. • 1GB Ethernet + USB • Duplex, Network • PCL, PostScript 3
37/35ppm (BW/Color) MFPs
$
100
47ppm BW MFP
DUPLEX
SPIFF
NETWORK
ES5112
100
REBATE
25
$
DUPLEX
SPIFF
NETWORK
10
$
SPIFF
UP TO
37/35ppm (BW/Color) Printer
200 125
$
$
REBATE
DUPLEX
SPIFF
NETWORK
UP TO
$ 100 200 SPIFF REBATE
$
C532DN
MC363DN
• 31/27ppm (BW/Color) • 1GB RAM Memory • 1200 x 600 dpi Resoution • 250 Sheets + 100-Sheet Multipurpose Tray
• 1GB RAM Memory • 1200 x 600 dpi Res. • 250 Sheets + 100-Sheet Multipurpose Tray
• Standard 350 Sheets: 250-Sheet Main Tray, 100-Sheet MPT • 1GB RAM Memory • Duplex Auto
31/31ppm (BW/Clr) Printer
75
$
REBATE
150
$
REBATE
B412DN
MB472W
MB492DN
• 250-Sheet Main Tray, 100-Sheet MPT $ • 1GB RAM Memory REBATE
• 3GB Memory (Shared) • 250 Sheets + 100-Sheet MPT SALE!
• 512MB RAM Memory • 250 Sheets $ + 100-Sheet MPT REBATE
• 3GB RAM Memory • 250 Sheets + 100 Sheets (MPT)
150
35ppm BW Printer
35ppm BW MFP
BIG
DUPLEX NETWORK
31/27ppm (BW/Clr) MFP
MC573DN
30/30ppm BW/Color MFP
NETWORK
C332DN
31/27ppm (BW/Clr) Printer
47ppm BW Printer • 630-Sheet Capacity, • 3GB Memory • 1GB Ethernet UP TO + USB • Duplex, Network $
UP TO
150 REBATE
$
31/31ppm (BW/Color) MFP
DUPLEX
SPIFF
NETWORK
100
$
REBATE
42ppm BW MFP
150
200
$
REBATE
All supplies & Parts available for prompt delivery! ENX Magazine | www.enxmag.com
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
Copiers • Printers • MFPs • Faxes • Scanners Emai l : info@nuworl di nc. com
Ord e r On lin e ! www.nuwor ldinc .c om
Blind Drop Shipping
Same Day Shipping
SIGN UP TO BECOME A TBPC FOR THESE ADVANTAGES:
Business Product Center
• Full Range of Award-Winning MFPs • Competitive Pricing • Online Sales & Service Tools • Unparalleled Sales & Technical Support • Comprehensive Training & Certification • No Sales Quota or Financial Commitment
DISTRIBUTED THROUGH IDS, A WHOLLY OWNED SUBSIDIARY OF NUWORLD BUSINESS SYSTEMS
2018A 2518A 3018A
MONO MFPS
3518A 4518A 5018A
B&W Copy, Print, Scan, Duplex, Fax (Option)
B&W Copy, Print, Scan, Duplex, Fax (Option) • 20 pages per minute (2018A) • 25 pages per minute (2518A) • 30 pages per minute (3018A) • 100-Sheet RADF (Option) or 300-Sheet DSDF (Option)
• 35 pages per minute (3518A) • 45 pages per minute (4518A) • 50 pages per minute (5018A) • 100-Sheet RADF (Option) or 300-Sheet DSDF (Option)
PACKAGE DEALS
All Models + Stand + Toner + Developer + RADF (Package 1) / DSDF (Package 2)
2010AC 2510AC 2515AC 3015AC
MONO MFPS
A new 10.1” tablet-style touch screen
COLOR MFPS
3515AC 4515AC 5015AC
PACKAGE DEALS
A new 10.1” tablet-style touch screen
COLOR MFPS
Color Copy, Print, Scan, Duplex, Fax (Option) • 35/35ppm (BW/Color) (3515AC) • 45/45ppm (BW/Color) (4515AC) • 50/50ppm (BW/Color) (5015AC) • 100-Sheet RADF (Option) or 300-Sheet DSDF (Option)
Color Copy, Print, Scan, Duplex, Fax (Option) • Up to 30/30ppm (BW/Color) • 100-Sht RADF (Option) or 300-Sht DSDF (Option) (2515/3015 only)
All Models + Stand + Toner (CMYK) + Dev + RADF (Pkg1) / DSDF (Pkg2)
PACKAGE DEALS
All Models + Stand + Toner + Developer + RADF (Package 1) / DSDF (Package 2)
A new 10.1” tablet-style touch screen
PACKAGE DEALS
All Models + Stand + Toner (CMYK) + Dev + RADF (Pkg1) / DSDF (Pkg2)
A new 10.1” tablet-style touch screen
Parts Order Hotline: 562.977.4949
All prices, rebates, and availability are subject to change without notice. Please call us to confirm.
Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.
NBS / ENX | November 2019
Erik Cagle
State of the Industry
Talkin’ ‘Bout an Evolution: Modern Buying Demands Trigger Inbound Marketing Movement
W
hat does your website say about your company? Does it position your brand as a thought leader on the needs and issues that confront your clients? And what do your clients say about your dealership when they leave your site? Do they say anything? More importantly, what do they think about you? OK, so that’s far too many questions to digest at once. But they’re aimed to cultivate a conversation about marketing in the digital age, inbound and outbound strategies, as well as website optimization that enables customers who are pondering their next purchase to consider your firm at the top of the list. After all, this is not 1999. The internet is a bottomless reservoir of information that has armed buyers sufficiently well before they even bother to pick up the phone or shoot an email to a rep. The initiated among us can find all the detailed spec information and do our own cost comparisons and analysis. The drastic changes of the last 20 years, or even two years, have prompted dealers to revisit their marketing strategies to demonstrate a complete understanding of the talking points and evolving needs of the office end user. Bringing visitors to a dealer’s website and keeping them engaged with compelling content is a chief driver for marketing departments across the country. We’ve canvassed a number of dealers to learn how their content marketing strategy, combined with search engine optimization (SEO), online ads and social media, have played a role in their evolution.
Digital Tools Marketing in the 21st century calls upon any number of these tools. It has proven to be an evolving process for Impact Networking, headquartered in Lake Forest, Illinois. According to Karlee Ricks, marketing manager, one of the most significant changes in its approach was to focus more on inbound marketing as opposed to traditional outbound 16
•
www.enxmag.com | November 2019
HAVING A UNIFIED SEO STRATEGY ACROSS ALL CHANNELS IS AN EFFECTIVE WAY TO INCREASE SEARCH VOLUME AND DRIVE RESULTS. Karlee Ricks, Impact Networking
strategies. The inbound approach attracts customers with relevant content across multiple channels, among them blogs, social media, educational videos and digital advertisements. In 2020, Impact will grow that strategy with the addition of email marketing, automated bots, marketing automation, account-based marketing and lead management. “We understand that many of our customers want to educate themselves on a product or service before speaking with a sales rep,” Ricks said. “Content marketing has been a big focus for us over the last year, and to make it successful, we brought on a content writer who is fully dedicated to providing content for the blog.” Impact develops a monthly content plan that focuses on the timely topics and trends in the industry. The dealer produces at least two to three blogs per week, in addition to video case studies, eBooks, infographics and other content. “I think this strategy has been effective because we are establishing our brand as a thought leader in the industry by providing valuable, educational content,” Ricks said. “We are excited to be launching a new website in Q4 that will have a more-extensive resource library.” Impact incorporates SEO in every facet of its digital presence, and Ricks says it is not only an effective tool for websites, but is also optimal for video search, social media and Google Ads. In one of its most recent reports, Impact’s YouTube search
We Saw It In ENX Magazine
continued on page 18
Together, let’s make business hum LIKE YOU, WE’RE DEDICATED TO DRIVING OUR CUSTOMERS’ BUSINESSES FORWARD.
With our award-winning Brother Workhorse series of MFPs, printers and scanners; custom workflow solutions; secure, mobile and cloud-ready technology; and unrivalled support, including the Brother Special Solutions Team. And, when your customers’ businesses are humming, you’ll hear it. It’s the sound of increased orders, customer referrals and revenue growth. It’s the sound of lifelong business relationships, with Brother Business Solutions at your side.
BECOME A BROTHER AUTHORIZED PARTNER AND LEARN MORE AT BROTHERSOLUTIONS.COM OR 1-866-455-7713 (PRESS #8 FOR RESELLER OPTION)
Talkin’ ‘Bout an Evolution: Modern Buying Demands Trigger Inbound Marketing Movement views increased 71% month over month via an SEO keyword strategy. “Having a unified SEO strategy across all channels is an effective way to increase search volume and drive results,” she said. “Additionally, Google Analytics is an incredibly effective tool that can provide so much data about who is interested in a business. We are constantly monitoring reports to see any changes in our audience demographic, and where they might be losing interest on the website. Data from Google Analytics was a key factor in driving the strategy for our new website.”
Buying Journey Much like Impact, Loffler Companies of Bloomington, Minnesota has in recent years amped up its inbound marketing strategy. According to Mary Steffl, marketing manager for Loffler, the company began creating educational content to help clients and prospects in their buying journey, from awareness to consideration and then decision.
THE CHALLENGE IS DETERMINING WHAT THOSE PAIN POINTS, ISSUES AND CONCERNS ARE, THEN BUILDING CONTENT FOR EACH STAGE TO ANSWER THOSE QUESTIONS AND BRING VALUE TO THE ONLINE SEARCHER. Mary Steffl, Loffler Companies
“Depending on where they are in the process, we create different types of content to consume in varying ways,” Steffl said. “This might start with a blog, then offering a video to learn more and then a case study that explains how someone else was helped by that solution. The challenge is determining what those pain points, issues and concerns are, then building content for each stage to answer those questions and bring value to the online searcher.” By addressing the most common issues and questions that confront a buyer in every step along the path, it forges trust with the dealership as opposed to pushing a given product or service. That underscores Loffler’s expertise in the buyer’s eyes. Loffler has carefully cultivated and grown its website presence and success through SEO with various tools, augmented by the content created on its site, which bolstered its search rank. “In the first few years, the number of warm, qualified leads grew significantly, and revenue generated by the website grew by 500%,” Steffl added. 18
•
www.enxmag.com | November 2019
IT’S NO LONGER ABOUT BLASTING A SINGLE BROAD MESSAGE TO AS MANY PEOPLE AS POSSIBLE. Amy Mersch, Prosource
Technology and Marketing The evolution from a traditional to digital marketing approach at Prosource essentially walked hand-in-hand with its strategic growth as a complete business technology solutions provider, which dictated the need to add new tools and tactics to the dealer’s marketing program. Amy Mersch, marketing manager for the Cincinnati-based firm, explained that the focus has centered on building expertise, authority and trust while creating value for prospective clients. “It’s no longer about blasting a single broad message to as many people as possible,” she said. “That can be especially hard for a sales organization, which naturally takes on a ‘push’ approach. So, a key to our success is ensuring our whole team understands the purpose and the benefits of the digital approach, including better targeting in both message and audience, tracking to know what is working and what isn’t, and the agility to make changes as priorities shift.” The challenge with many websites and marketing in general, according to Mersch, is that they tend to focus on who the company is and what it offers rather than prioritizing customer needs. Content marketing has helped invert the equation by answering customers’ most-frequently-asked questions, addressing their pain points and recognizing industry trends. The firm has invested in marketing automation that allows it to see how prospects and current customers interact with the various forms of content. As a result, Prosource can nurture those relationships through content marketing. Prosource employs the full spectrum of tools—SEO, Google Ads and analytics—to enhance the effectiveness of its digital marketing efforts. Mersch notes that SEO is an essential ongoing effort that can yield impressive returns, “but it’s also a marathon.” Google Ads offers great potential and can support a specific campaign or drive users to take a specific action. “For example, when we introduce a new service, we use Google Ads to drive traffic and build awareness while we optimize for organic search for the long term,” she said. “Data from analytics gives us insight into how our users are interacting with our site, helps us adjust our content strategy based on what continued on page 20
We Saw It In ENX Magazine
PREMIER USA MANUFACTURER
OVER
$1 BILLION OF IMAGING PRODUCTS SOLD!
ALARMED BY THE LACK OF REMANUFACTURING PARTNERS TODAY? Take COMFORT in knowing that DCS is a Premier US Manufacturer supporting our industry in the Past, Present and Future! • Most Significant Direct US Remanufacturer with nearly $100 Million Annual Sales • Millions of TREND™ cartridges Sold with over 1000 product offerings • 100,000 sq-ft of Manufacturing and R & D space • 200 Years of experience in Engineering and Tech Support • ISO 9001 Operations and STMC Certification
DCS has what is expected from a World-class Partner • Vast Order Entry Integration Capabilities ... including Direct EDI, eAutomate and others • Most Extensive Selection of Aftermarket Copier Supplies • Extended Yield MPS Cartridges and Private Labeling Solutions for all types of Partners • Lifetime Warranty & Satisfaction Guarantee for all Aftermarket Toner Cartridges • Recycling Program since 2012 with hundreds of US Partners
Phone: (800) 766-5400 | Email sales@dcsbiz.com | Website: www.dcsbiz.com
Talkin’ ‘Bout an Evolution: Modern Buying Demands Trigger Inbound Marketing Movement is resonating and provides a foundation for future marketing decisions as we continue to evolve.”
Measurable Results The conversion from a traditional to digital marketing strategy can be a lengthy process. When Constance Barbian assumed the role as director of marketing and communications at Benchmark Business Solutions six years ago, its main thrust consisted of TV, radio, billboards and even the Yellow Pages. One of her primary goals was to convert much of the Lubbock, Texas firm’s efforts to the digital domain in order to get a more robust, measurable return on investment.
...IT CAN BE CHALLENGING TO TRACK ROI THROUGH TRADITIONAL METHODS. (BUT) WITH A DIGITAL STRATEGY, YOU CAN FOLLOW YOUR PROSPECT THROUGHOUT THE LIFECYCLE OF THEIR INTERACTION WITH YOUR BRAND. Constance Barbian, Benchmark Business Solutions
Barbian noted that it took more time than she expected for the digital evolution to be embraced internally. “Often, when someone sees a billboard, it will personally make them feel your brand is being represented,” she said. “However, it can be challenging to track ROI through traditional methods. (But) with a digital strategy, you can follow your prospect throughout the lifecycle of their interaction with your brand. Our team members are now seeing the benefits of an online strategy and benefit from the additional information we can provide about a prospect before they reach out.” As a whole, Barbian has noted that today’s consumers are much more armed with information when they reach out to Benchmark, so it uses blogs and white papers to help continue the conversation and address many of the talking points. Thus, the leads that are captured are more substantial, especially as prospects view the dealer as a subject-matter expert. It also bolsters Benchmark’s SEO ranking for relevant searches. Benchmark partners with an agency that provides assistance with SEO, Google AdWords and Google Analytics to track the efficiency of its website. The dealer is also in the process of refreshing its website, and is keen to analyze the changes in its audience as well as the closing rate of its online leads. “Through these methods, in addition to utilizing HubSpot, we can track visitors to our site with more accuracy, which offers much warmer leads to our sales team,” she said. 20
•
www.enxmag.com | November 2019
“Through our digital advertising, we have also used methods to record calls coming in directly from our ads for better tracking and testing. We have noticed a considerable number of leads that come in from online efforts, and these leads frequently ask for a very specific product when they call. This provides leverage to our sales team when initiating contact with these prospects.”
Third-Party Boost A number of dealers have enlisted the help of third-party providers to give their inbound marketing strategy a shot in the arm. One such example is Blue Technologies of Cleveland, which earlier this year sought out the services of Amplify, a division of Clover Imaging Group (see Aaron Dyck’s companion story on page 36), to redevelop its website. The project included implementing HubSpot to aid in lead generation. According to Cyndi Konold, marketing director for Blue Technologies, Amplify walked the dealer through the process step by step, providing training on HubSpot and WordPress so that Blue Technologies could maintain it in-house. Amplify has facilitated each update and edit the customer requested. “Our old website was static and did not engage; it was an education tool that didn’t drive activity or create any lead generation,” Konold said. “In addition to our partnership with Amplify, we implemented a vertical marketing strategy. Each week, our territory managers learn about the verticals we service followed by their prospecting efforts, an email campaign based on who is prospected and followup conversations helping to drive our business. The email campaigns redirect our audience to pages on our website, such as our blogs, or relevant information that would benefit them.”
OUR OLD WEBSITE WAS STATIC AND DID NOT ENGAGE; IT WAS AN EDUCATION TOOL THAT DIDN’T DRIVE ACTIVITY OR CREATE ANY LEAD GENERATION. Cyndi Konold, Blue Technologies
Blue Technologies has a regimented schedule that features eight blog posts per month, touching on each of the eight primary vertical markets and its four business units—hardware, productivity solutions, MPS and managed network services. Discussing trends in the industry has positioned the dealer to be more relevant to its audience. We Saw It In ENX Magazine
The dealer incorporated SEO/SEM into its online presence, beginning with building metatags into its website. While Blue hasn’t utilized Google Ads, it has created social media ads on Facebook and Instagram. These were primarily aimed at recruitment, and it resulted in a surge of applications.
PREVIOUSLY, WE WERE TALKING ABOUT OURSELVES IN THE FIRST PERSON, SAYING WE CAN DO THIS OR THAT. NOW WE’RE FOCUSING AND TALKING DIRECTLY TO THE VISITOR.
Online Brochure When he assumed the role of marketing and operations manager five years ago, Tim Manuel observed that Hendrix Business Systems’ website was essentially an online brochure that detailed who they are and what they do. The dealer’s main thrust was still knocking on doors and other more traditional ways of doing business. “Previously, we were talking about ourselves in the first person, saying we can do this or that,” he said. “Now we’re focusing and talking directly to the visitor. Slowly but surely, we’ve been changing our content, so when someone comes to our site, the content is more personal to them and they’ll know they’re in the right place. It’s more customer focused.” To get from traditional to digital took a few measured steps. Hendrix refreshed its website and made it responsive to mobile phone and tablet viewing. The Charlotte, North Carolina-based dealer also focused on SEO, ensuring key words were on all its pages, with particular emphasis on the home page. Functionality was added for customer convenience to be able to order service and supplies.
Tim Manuel, Hendrix Business Systems
Hendrix has also experienced geographic growth, with three new locations added. Manuel used Google My Business to help build on the visitor’s ability to find each location accurately. That made it easier for the dealer to get better (and more) search results when using Google Ads and geofencing. While Manuel could not provide detailed figures, he has been pleased with the page visit increases shown by the analytics. “When we assess what we’re going to do digitally, it’s either to improve our brand or get our name out there, and most importantly, generating leads for those people who might be in the market for our products and services,” Manuel said. “We’re quick to embrace new technologies. The goal is to determine what kind of ROI we can get on an investment, and ensure that it justifies the expense.” ♦
We Saw It In ENX Magazine
November 2019 | www.enxmag.com
•
21
Erik Cagle
Dealer Spotlight
Golden Opportunities in the Golden State: Gary Johnson Turns ‘Sky is Falling’ Into Rising Star for WiZiX Technology Group
T
he last thing that Gary Johnson wanted to do was buy himself a job. After a long career in the industry that included stints with Wolco Business Systems, Zoom Imaging Solutions and Xerox’s Global Imaging Systems, Johnson had purchased a home in southern California. He was more than content to focus on his real-estate venture and investment portfolio. Between those interests, his beloved classic cars and spending time on the links, life was good. Then came a pivotal phone call in 2017. There was a dealer in Fresno who was looking to sell his business. Would Johnson be interested in buying it? “I asked myself, do I really want to get back into the business?” he posed. “It sounds like a lot of work.” Johnson definitely had no interest in returning to the daily grind as an owner. But he saw a wonderful opportunity for the genesis of a new organization that focused on asset purchases in central and northern California. The day after his non-compete was up, Johnson called Eric McIntosh, his former vice president of sales, and pitched an idea. Johnson would mentor McIntosh and several other partners from an entrepreneurial standpoint and make a five-to-seven year commitment to see the organization gain its footing before selling his interests back to the group.
Gary Johnson, president, WiZiX Technology Group
Johnson and his team of entrepreneurs quickly went to work, and thus WiZiX Technology Group was born (WiZiX being an acronym of Johnson’s career stops). Since late 2017, the company has added Stanton Office Machines of Fresno, Scott Technology Group of Sacramento, Complete Business Systems of Livermore and, most recently, Edwards Office Systems of Sacramento. While Johnson is committed to the next five years, he is fully confident in the future of the industry. He has tucked in businesses whose owners did not share his positive outlook and has built (along with his team) a $12-$15 million performer that carries Ricoh, Savin, Lanier, Toshiba, Brother and Kyocera/CopyStar. Johnson also made a believer out of his own son, Tyler, who graduated from LMU with a business degree and originally felt the copier industry didn’t have a strong future as a career option. He needed only three months of working at WiZiX to experience the vitality and opportunity the industry offers. We sat down with Johnson to discuss his whirlwind experience with WiZiX, the company’s blueprint for expansion and the challenges in turning an assembly of companies into a cohesive unit. Johnson envisions a bright future and opportunities that exist in a healthy segment of the Golden State, and a roadmap that will produce continued on page 24
22
•
www.enxmag.com | November 2019
We Saw It In ENX Magazine
Do you have the right tools to grow? Are you getting by with current tools but constantly searching for workarounds and ways to be more efficient, rather than growing operations? It might be time to rethink your business management software. E-automateÂŽ software is an integrated ERP designed specifically for the office technology industry. Our cloud-based platform provides the tools you need to increase profitability and grow your business.
Download our ERP Buying Guide to learn what to look for in a business management system. www2.ecisolutions.com/erp-buying-guide-enx
Celebrating 20 years 1999–2019
| www.ecisolutions.com | How business gets done.
Golden Opportunities in the Golden State: Gary Johnson Turns ‘Sky is Falling’ Into Rising Star for WiZiX Technology Group and she’s part owner of the business. She does an incredible job of taking care of the day-to-day operations. I have three VPs who eventually came over with me and others who have equity in the business. They’re all tending to the dayto-day operations. My goal is to do this for another four to five years, see WiZiX reach $25-$30 million, and then have them take over ownership and run the business. I will slowly fade away from being involved in the operation. That was the goal for me from day one, a five- to seven-year plan.
Shown from left are Gary Johnson, president; Jill Jurevich, CFO; and Eric McIntosh, vice president of sales-north
success for WiZiX long after he’s turned over the reins of the company. How is business so far in 2019? JOHNSON: We continue to grow and the acquisitions have helped a lot. Even without the deals, we’ve been able to increase from the baseline of where those acquisitions were at by more than 50% over what they were doing prior to the time that we took on the acquisitions. If you add them all up and look at our revenue now, it’s grown quite a bit. What does WiZiX Technology Group pride itself on? JOHNSON: I was blessed with getting a great group of people together. The integration of multiple companies into one identity is still a work in progress. The employees understand that the longterm goal is for this to be an employeeowned business. The people who are helping to build it will eventually own the business when we get to the point when it can happen. There seems to be a lot of emotional investment in the business from the employee standpoint, and they believe in where we’re headed, which makes me proud. Everyone mentions great service, but I think that’s a hallmark of any good company in this industry. If you’re not taking 24
•
take care of your customers, you’re probably not going to survive long. We do things the right way and make sure we take care of our customers and employees. You have to make money to do that, and we’re not giving away the farm just to grow the business. We follow the metrics of the Hanson/Hey model, the Global model. It’s a well-run business. We do great job with hiring people, and the training we use, WiZiX University, gets them up and running. It’s a self-branded training program that was created by Grant Cardone. We made a six-figure investment in training for the next three years. It encompasses daily training, and our reps watch about 1520 minutes of sales training videos. It’s a three-year course that takes you from beginner to intermediate, then advanced and masters, in sales. It’s making a huge difference in terms of the professionalism and productivity of our team. Your company has logged nearly two years in business. What inspired you to start another dealership, and what are your objectives? JOHNSON: My role in the business is to mentor, essentially run the company from a 30,000-foot perspective. I have a great CFO, Jill Jurevich, who has been with me from the beginning of Zoom,
www.enxmag.com | November 2019
You boast more than 34 years of industry experience in guiding Wolco Business Systems and Zoom Imaging Solutions. Tell us a little about your background and how you leveraged it in creating this new dealership. JOHNSON: It’s a lot easier the second time around, because you know the path, pitfalls and mistakes. What makes a big difference is having the capital to invest in the business and do things I couldn’t do the first time around until the business had been built to a certain point. We made a lot of investments in this organization that once took years to get to, if at all. Managing to that model is so important, it becomes a great road map to success for our business. I’m shocked at how many businesses I’ve vetted who have no clue about their numbers. They don’t understand how the pieces fit together. We see a lot of mistakes. They struggle, can’t buy equipment on cash with order because their cash flow is not good. They’re not properly priced, or their maintenance agreements and comp plans are a mess, so they’re not getting proper equipment contribution to their bottom line. Most recently, you acquired the assets and customer base of Edwards Office Systems in Sacramento. What attracted you to this opportunity? Is there a common thread among your four acquisitions? JOHNSON: The Edwards acquisition was attractive for us because it was a
We Saw It In ENX Magazine
continued on page 26
®
HAVE YOU CALLED YOUR EQUIPMENT ADVISOR LATELY? Supplies Network’s Equipment Advisors are dedicated resources 100% focused on hardware expertise to help you navigate manufacturer programs and simplify the sourcing process. Just another component of our commitment to being a leading distributor in the imaging space.
• A3 and A4 devices
We offer:
• SMB product lines • Channel-protected devices • National Installation Services • Award-winning MPS solutions
THE SINGLE SOURCE FOR YOUR IMAGING BUSINESS.
www. s upplies netwo rk .co m
1-800-729-9300
Golden Opportunities in the Golden State: Gary Johnson Turns ‘Sky is Falling’ Into Rising Star for WiZiX Technology Group acquisitions. They come with more risk and a lot more work to make sure we get payback. Uncontrolled growth can kill a company as fast as anything else if you grow too fast. We’re taking those bite-sized opportunities and running with them. If something bigger comes along, it would really have to make sense for us. We’ve got a couple of smaller acquisitions brewing right now that are inside our existing territory and don’t create additional overhead. We don’t have to take over leases or hire a bunch of admin staff. We can just take the base and put it into our base, and continue to grow. company we could fold into our current operation without adding overhead. We didn’t have to hire a substantial number of people, so we picked up the equipment base and a couple of great technicians. We were able to move forward and put all of it into our location. The real benefit to that program is that it added to our top line, but a lot of that acquisition fell to our bottom line. We had a substantial value-add on the profitability. I’m not a strategic buyer or a venture capitalist with a goal to build this up and then turn it public or flip it to an even bigger buyer. Our acquisitions are not big buys. But what I’m finding is there is a sub-culture of dealers who are probably my age or a little bit older, who aren’t of interest to the large consolidator players. Many of them have stopped farming their business and aren’t paying attention to it. They want to retire, and maybe they tried to sell a few years ago and couldn’t get their price, so they continue to see their value drop. We’ve been putting out feelers and it’s amazing how many responses we get from dealers who say, “We want to sell, but there’s nobody to sell to.” We get into the conversation and it becomes apparent quickly that there’s good value for us. The seller gets what they want out of it, and it’s a small enough bite for us to take. We can just continue to add them on, one after another, without burying our dealership in debt or dealing with the time it takes 26
•
to get them integrated. That’s been the case in almost every deal we’ve done: older dealership, older ownership and diminishing revenues. Sellers realize they can either hold on until their business goes completely down to zero, or they can get some value for it. That’s where we step in. What will you be looking to accomplish in future deals? JOHNSON: The conversations I’m having are very similar to the deals we’ve done. We’ve had a few conversations with the $5 million-plus type
Would you consider acquiring a company outside of the central and northern California market? JOHNSON: I would never say never, but it’s not within our current focus. When you think about northern California, it’s vast, a huge marketplace. From an economic standpoint, it’s probably as big as many states. With San Jose, San Francisco, Oakland, Sacramento, Fresno and all up and down this valley, it’s a massive opportunity. It’s a fairly large geographic area as well. Stretching out before we maximize what we can do here would only add more expense and not offer as big a return.
WiZiX Technology Group employees gear up for a company golf tournament in Fresno, California continued on page 28
www.enxmag.com | November 2019
We Saw It In ENX Magazine
Rhinelander
Chambersburg
ONE DAY TWO DAYS COMING SOON
Golden Opportunities in the Golden State: Gary Johnson Turns ‘Sky is Falling’ Into Rising Star for WiZiX Technology Group We can focus on the dealership, rather than a competitor wanting to slow us down. What are your goals for the next 12-18 months?
The sales staff of WiZiX enjoy a trip to Chicago
With so many new faces and facilities, have you been able to develop a corporate culture/core values? JOHNSON: Our focus on culture of the business is an everyday expenditure of energy. The goal is to ensure everyone comes together so that WiZiX has a united feel. The challenge is taking four companies and turning them into one. Although it’s only been 24 months and there’s only so much you can change in that time, the integration has gone well. It’s amazing how our people have bought into what we’re doing. We throw big company parties, hold sales trips and contests. There’s the training investments. We take care of our technicians and hired a certified trainer instead of sending them to the manufacturer. All of those things quickly change attitudes about how we do business. It’s never perfect, so it has to continue daily. And every time you do a new acquisition, you start all over to get those people on board. It was different with Zoom. We bought Wolco Business Systems out, but I was the president of Wolco previously, so the culture was already in place and those employees understood how I was going to run the business. When we were making acquisitions at Zoom, the integration was easier because we already had a solid core platform and culture that other people had to integrate 28
•
into, rather than trying to create a culture out of four new businesses. What was your dealership’s biggest win last year? JOHNSON: One of the things that is scary when you make these acquisitions is, are the customers going to stay with you? Can you get them to be loyal to the new name? We had a large school district that we closed about a year ago that was over a million dollars in sales revenue. We were able to get them to sign up for another extended term with all new equipment. We had several large, $300,000-$500,000 deals we closed in the last 12 months. From my perspective, the big wins are the acquisitions, integrating them and making sure they’re profitable. My job is to focus on acquisitions and culture. We’re doing a good job on both fronts. What was your biggest challenge in the past year? JOHNSON: Integration is definitely our biggest concern and a constant challenge. Every single day, we have to work on making sure people understand our goals, our culture and what we’re trying to accomplish. That seems to be a never-ending job. The prior year, we had to deal with a lawsuit from Zoom, which was dropped in less than nine months. Being able to move forward and not have the legal cloud over our head was huge.
www.enxmag.com | November 2019
JOHNSON: Part of the challenge of growing a business is you sink 100% of your profit into the business. There’s no way to grow without investment, so if we make money, we either spend it on another acquisition or we’re investing in hiring more people. It’s hard to get to a point of that model profitability when you’re growing, so within 18 months for sure, we need to start catching up with the investment. Instead of being just completely focused on growth, we have to work our model so we can also make sure that there’s some profit falling to the bottom line. When I first started, I told myself it would probably be about 36 months before I got to the point where we could get back to the 15%-plus bottom line and start to see some returns on our investment. How do you view the industry changing in the future and what are you doing to adapt? JOHNSON: The thing that frustrates me is the “the sky is falling” prognosticators, which is not unlike the media talking about a recession. If you continue to say the sky is falling and you act that way, eventually it’s going to become a self-fulfilling prophecy. The owners of these dealers I’m acquiring talk about how they have to get out of the business because it is dying. They give all these reasons why their business is going backwards. But I look at it completely different. The reason it’s going backwards is they don’t believe in the future of this business, so they’re not doing anything to adapt. And adapting is a slow process, not an overnight-type thing. I think you need to be attuned to what the customers want. I don’t see our copy and page counts going down. From my perspective, page counts grew while I was at Zoom every year. Our customer
We Saw It In ENX Magazine
continues to make us successful. What do you like most about your job?
Gary Johnson’s office at WiZiX Technology Group features a number of his classic automobiles
base grew every year. At WiZiX, we’ve grown every month and year since we’ve been in business. We continue to grow and see page counts go up. Is that at the expense of the competitors? Probably. Is every customer increasing their page counts? No, but some are. I’m not a sky-is-falling guy; it’s just the natural progression of our business. We need to keep our eyes on the opportunities out there. I fully believe going into print management was a great and necessary move, so we did that. I’m not a believer in being a full IT services provider. I talk to very few
companies that are making money in IT services. You have to be really big to do it. Everyone I talk to seems to put a lot of money into it, but they’re not seeing a return on investment. It’s just not for WiZiX. Document management and software services are huge; we’re doing a great job with DocuWare product, and our reps have really made it a part of our sales culture. VoIP phones are a good fit for our industry and we are close to adding that to our product lineup. We’re keeping our eyes, ears and minds open for the next opportunity, but we do not forsake what got us here and what
We Saw It In ENX Magazine
JOHNSON: For me, it’s not really a job anymore. I focus on keeping the mentality of the business in check and making sure we’re recruiting. I mentor more than I’m operating on a day-to-day basis. I go out on big deals with reps and add stability within the discussion. When I started WiZiX, I explained that I didn’t buy myself a job and I don’t want to be here 8-5 Monday through Friday. But I will invest whatever time is necessary to grow the business. Outside of work, what do you do for fun? JOHNSON: I’m really into classic and collectible cars. The crown jewel of my collection is probably a 1970 Plymouth Superbird with a real HEMI engine in it. I also have a 2005 Ford GT, which is really special. My office has four cars in it and I’m in one corner. It’s probably one of my biggest passions besides golf. I do a lot of traveling and love to RV. Most of our family vacations during the last 10 years have been in an RV, heading out to some part of the country. We live in our motor home for six months out of the year. ♦
November 2019 | www.enxmag.com
•
29
Erik Cagle
Business Profile
What’s in a Name? The Very Value Proposition for Quick Quality Cabinets
I
magine for a moment you’re a connoisseur of original artwork from 20th-century painters such as Pablo Picasso, Jackson Pollock and Frida Kahlo. You’re drawn to Picasso’s unique interpretations of subjects, Pollock’s “action painting” and the raw, powerful imagery depicted by Kahlo. You’ve transformed your home into a gallery that embodies the best traits of each master. Now, imagine driving to your local big-box retailer to buy frames for these masterpieces. If you listen closely, you can hear monocles shattering on the ground. Perish the thought. OK, so maybe 20th-century art isn’t your thing. But there’s something to be said for having an appropriate solution to care for your investment. The same can be said for copiers. Sure, end users don’t have recessed lighting casting a solemn hue on their office copier, nor would it be considered a crown jewel in an office setting. But if you want to maximize the life cycle of a copier and ensure its durability, you wouldn’t want it sitting loose on a table with squeaky caster wheels, right? “When an end user invests in a new copier machine, our question is, ‘Why would you cheapen
A QQC-manufactured cabinet supports a Lexmark copier 30
•
www.enxmag.com | November 2019
the longevity of the investment with a subpar cabinet?’” poses Tim Haley, director of operations for Quick Quality Cabinets of Louisville, Kentucky. “If you’re going to invest in a quality copier, don’t stick a cheap cabinet underneath it.”
History of Success
Quick Quality Cabinets (QQC) is celebrating 40 years of supplying office dealers and distributors with cabinets to fit the wide-ranging needs of the copier market. In the last year alone, it has served more than 800 clients with tailor-made, durable metal cabinets to serve as a home for many of the most-popular manufacturer brand copiers on the market. It has a second division, Salesmaker Carts, which provides a variety of folding and gurney-style transport carts for a range of vertical markets. QQC uses its Louisville home—conveniently located near a UPS super hub close to the airport—as well as a warehouse just outside of Los Angeles to provide same-day drop shipping on orders placed by 3 p.m. Eastern Time. National Sales Manager Matias Aramburu is the company’s “cabinet guru” who knows the copier landscape as well as anyone. He also acts as QQC’s customer-service quarterback, directing customers to the precise solution for their copier requirements. Backing QQC’s quality commitment is a cast of highly loyal employees, many of whom have been with the firm 20-plus years. QQC actively solicits feedback to ensure clients are enjoying that top-notch experience while seeking out ways to elevate its own performance. We Saw It In ENX Magazine
Tim Haley, director of operations, QQC
“This isn’t a business where people dread coming to work,” Haley added. “They take pride in their performance. When you have that type of workforce, you know that you’re putting your best foot forward every day.” In response to the “a cabinet is just a cabinet” naysayers, Aramburu and Haley can attest to the countless inquiries from clients who bemoan the cheap metal and pressed-wood alternatives, along with their lack of durability, which resulted in failure. Paying twice for a solution is akin to paying a tax for not researching or giving regard to the home base of a copier.
Name Says it All
The name itself carries all of the talking points of QQC’s product line. Quick speaks to the company’s ability to timely deliver properly fitted and colored specific cabinets, with more than 60 different SKUs that address the majority of copier needs. The before-3 p.m. guarantee enables dealers or distributors to place their orders and have them fulfilled in a
continued on page 32
QQC Cabinets
OEM Cabinets
Paid 30% Less
Paid 30% More
Quick Same Day Shipment Received A Tailored Fit For His Application
Probably Still Waiting... Unhappy With The Overhang On His OEM Cabinet
Quality Metal Copier Stands Your Time Is Valuable! Let us do the research to ensure the best overall fit for any application
Warehouses Located in Kentucky and California We offer blind shipments & Bulk order discounts
Quick Quality Cabinets qqcabinets.com 418 Roberts Avenue
888-831-3030 Louisville, KY 40214
What’s in a Name? The Very Value Proposition for Quick Quality Cabinets website, our customer-service team can handle just about any question or request thrown at them.” Customer feedback plays a large role in helping QQC with the development and expansion of its product line, Haley adds. The company relies on conversations with dealers and distributors to stay abreast of product developments, which QQC converts into the engineering and manufacturing of its cabinets. QQC also fields customization requests for large purchase orders, and is always willing to work with clients to satisfy their specific needs.
Transportation Solutions
manner consistent with the machine’s installation schedule. Quality is the guarantee that QQC can meet or exceed client expectations with a product that is on par with the manufacturer’s equivalent offering. The cabinets are all metal in composition and feature a U-bar technology that provides stability to withstand the heaviest copiers on the market. Locator pins add stabilization and prevent copiers from sliding or moving atop the cabinet. The units are shipped in a flat-pack box that’s 8-10” deep, and tool-less assembly can be completed in as little as three minutes, according to Haley. The key to QQC’s success is providing an alternative to cabinets from some of the manufacturers. That entails producing the same color, type, strength and quality of cabinet as the OEM, but at a lower price point and delivered in short order. The price savings is not insignificant; QQC typically comes in under 2530% of the manufacturer’s cabinet price. That customer service provided by Aramburu and his team adds a viable degree of differentiation. “We have a very knowledgeable and friendly customer-service team, and they will research any option that you have that is available for a copier,” Haley noted. “If you have the model number of your copier and you’re not sure what you need, how tall you want it…maybe you want a little more width. While you can get a lot of that information through our 32
•
Its Salesmaker Carts division was spun off from QQC in 1981 as an answer to the growing need of a solution for copier dealers who struggled with carts that could easily slide in and out of a vehicle for transporting machines. The division quickly grew legs and began to serve the food, medical and beverage industries with a diverse line of carts. A number of different styles can be found on its website, foldingcarts.com. QQC’s carts can help prevent costly injuries while transporting equipment. In the early 1980s, there were far too many discussions about service technicians and delivery personnel not being properly equipped, resulting in accidents. Whether sliding a machine out of a van or transporting up a flight of stairs, these solutions avoid costly injuries and damage. “Using our cart to transport a copier down the sidewalk or through a parking lot is the proper way to deliver a copier,” Haley said. “Some people will put the copier on a cabinet with these little casters and ride it across a rough surface, which will tear the wheels to pieces.” Educating the public through marketing channels has been a priority for QQC. The company recently revamped its website with educational resources to help arm dealers and distributors with information and specifications prior to contacting QQC. Along with print advertising, QQC is a booth holder at numerous industry events, including those specific to manufacturers.
www.enxmag.com | November 2019
Despite the national decline in copier sales during recent years, QQC is constantly looking to expand its line. Here, again, developing close ties with its dealer and distributor clients will be critical to continued growth. Also, QQC does not undercut its clients by selling directly to end users. “We see consolidations and streamlining in the copier industry,” Haley said. “Everybody’s trying to maximize profits. Margins have gotten slimmer and everyone’s trying to find ways to reduce costs through consolidation. Getting into the proper distribution channels is key for us to grow. We want to continue to expand our business, our website, and make it as easy for not just the dealers, but distributors, to have access to our products.” Like its manufacturing brethren, QQC is measuring the impact that Chinese tariffs will have on its bottom line. A number of OEMs have already reached out to their dealer bases to communicate price increases due to the parts and components manufactured there. According to Haley, QQC has been able to absorb the increases without passing them on to the customer, but it is a fluid situation that is subject to change for all industry players.
Future Mission
Going forward, QQC seeks to expand its product line to encompass all the major copier brands. What fuels QQC’s quest to proliferate is the tendency of some manufacturers to offer a one-sizefits-all cabinet that is adjustable. Dealers find them bulky and expensive, and they prefer a cabinet size specific to the model. “Customer satisfaction is a goal we have every day,” Haley said. “Regardless of the request, we want customers to call our business. Building those relationships will be dependent upon communication with the client. We’d like to sell a cabinet for every copier that’s on the market, but there is competition. Hopefully, through our staff and products, we can continue to win people over and expand our company through those efforts. “QQC is becoming a household name in the copier industry, and we see that popularity growing every day.” ♦
We Saw It In ENX Magazine
Quality
Consistent • Reliable • Guaranteed
Quality...
Premium Quality... Fortunately, we’ve we’ve spent spent decades decades working working Fortunately, with our our factories factories making making sure we can with offer unheard unheard of of compatible compatible quality quality that’s offer comparable totoOEM OEM product. Nectron comparable product. Nectron has long sincesince established exactly where our has long established exactly where product is made and to and our product is made andour to unique our unique exacting specifications. We pass and exacting specifications. We pass that quality thosesavings savingsalong along you, quality and those to to you, all all backed a 1 year1 guarantee. Call backed withwith an ironclad year guarantee. us and learn why Nectron is the leading Try us and find out why Nectron is that provider of quality, inventory, andinventory, savings one bedrock provider of quality, that manythat resellers and wholesale and so savings so many resellers and distributors count on year after year. wholesale distributors can rely on year after year.
OEM quality - 1 year guarantee A huge inventory - ready to move today Volume pricing - for those large orders Custom branding - private label program Guaranteed same day shipping (With our late 6pm CST cutoff)
sales@nectron.com • 800-456-4678 725 Park Two Drive, Sugar Land, TX 77478
Erik Cagle
Channel Insight
Acquisition of DocuWare, ConvergX19 Dealer Meeting Sees Ricoh Finishing 2019 with Burst of Momentum
A
It was an eventful summer for Ricoh. It started off with the announcement that the company had acquired content services software specialist DocuWare, and continued with two new facilities opening on the east coast—including a new U.S. headquarters—that will update and modernize the company’s workspace.
long the way, Ricoh won the Buyers Lab PaceSetter award for 2019-2020 under the category of Ease of Use: A4 Small Workgroup. Earlier in the year, the company rolled out its new RICOH IM C series of MFPs, as well as its much-anticipated Dynamic Workplace Intelligence approach (DWIa) and its Always Current Technology. All of this is leading up to this month’s ConvergX19 dealer meetings in Las Vegas, with extensive feedback from dealer partners baked into the program. We spoke to Jim Coriddi, vice president, dealer division for Ricoh Americas, to learn more about the DocuWare acquisition, its digital workplace transformation strategy and what we can expect to see at the dealer meetings in Las Vegas. Coriddi also provides an overview of Ricoh’s 2019 campaign to date, and gives insight into what the manufacturer will be looking to accomplish in the new year.
Can you walk us through the genesis of the DocuWare deal and how it came about? CORIDDI: Ricoh’s aim, and global value proposition, is to ‘empower digital workplaces,’ wherever they may be, and this acquisition is fully aligned to that ambition. It is part of our strategy to invest and grow, organically and through acquisition, in the IT and digital services space. It is also fully aligned with our corporate strategy of bringing employees closer to their corporate offices by seamlessly connecting their workflows together. 34
•
What aspect of DocuWare’s value proposition appealed most to Ricoh? CORIDDI: While Ricoh already has extensive capabilities in the IT and Business Process Services spaces, bringing DocuWare’s capabilities into our portfolio means that we will now be able to offer our customers and Ricoh Family Group (RFG) dealer partners a market-leading solution to their workflow, processing and document management needs. Additionally, this acquisition will significantly increase our opportunity to leverage the benefits of the Content Services Platform for Ricoh and its dealer partners. For example, the software can be integrated into our new Ricoh IM C series MFPs, which use our Ricoh Smart Integration platform to provide intelligent workflow processes in the office environment. We now have a full gamut of workflow services leveraging our Smart Integration platform and the DocuWare portfolio. Without tipping your hand, what other types of acquisitions could advance Ricoh’s quest to further its digital workplace transformation strategy while aiding dealer growth? CORIDDI: Our global President and CEO, Jake Yamashita, has stated that Ricoh is committed to making strategic investments, organically and through acquisition, in the IT and digital services space with the objective of bringing the frontlines closer to their corporate offices by seamlessly connecting their workflows together. This is one of the many ways we provide valuable tools to
www.enxmag.com | November 2019
RFG dealer partners to help them grow their business. Recently, the company announced the opening of two new offices, Jim Coriddi, Ricoh including a new U.S. headquarters in Exton, Pennsylvania. Tell us a little about the strategy behind these moves. CORIDDI: This move is the culmi-
nation of a multi-year investment in empowering our digital workplaces across the U.S., and is part of a long-term strategy to update and modernize Ricoh offices across the U.S. Similar to how we’ve been helping our dealers and customers empower their digital workplaces to better serve their customers, the time is right to embrace change and further enhance employee collaboration within Ricoh’s own offices. The new facilities are equipped with Ricoh’s next-generation collaboration and productivity solutions, such as unified communications systems (UCS), intelligent multifunction printers (MFPs), interactive flat panel displays (IFPDs) and projectors. How would you characterize the 2019 campaign thus far for Ricoh? CORIDDI: We talked to RFG dealer partners, and overall, our last fiscal
We Saw It In ENX Magazine
year was a solid year. As you saw from Ricoh Company Ltd.’s first-quarter results, it too was a solid quarter and the U.S. played an important role in that. In 2019, Ricoh has continued to put innovation into practice to help our dealer partners and customers address their unique needs, and to consistently demonstrate that we are more than print. We empower digital workplaces by putting that information at our dealer partners’ and customers’ fingertips, and we help them understand what it means and how they can act on it to work smarter, driving improved productivity, increased efficiency and stronger customer satisfaction. For instance, RICOH Always Current Technology makes the latest productivity-enhancing applications available to users the instant they hit the market, so they can adjust their approach to meet evolving needs. We anticipate the successes we’ve seen from this approach to continue and evolve into 2020 and beyond. Can you give us a sneak peek of what Ricoh has in store for its RFG dealer
principles at ConvergX19 in November? What do you hope to accomplish in Las Vegas? CORIDDI: Ricoh’s ConvergX19 is different from previous events. We’re seeing tremendous change in the business environment. Based on those constant market changes, coupled with extensive surveys of our dealer community, ConvergX19 is being developed as a Leadership Partner Forum. The focus of the general session remarks, breakout sessions and Dealer Experience Center will be geared toward strategic discussions for dealer principals and their strategic decision makers. We’re collaborating for customer value, and the topics designed to drive these strategic discussions include workforce transformation, new annuity subscription-based business models, differentiating with integrated offerings (including production) and nextgeneration succession planning, to name a few. We are excited about the direction for this meeting and anticipate it will be beneficial to all RFG dealer principals.
We Saw It In ENX Magazine
Stay tuned to learn more. It’s going to be a great event! As we look ahead to 2020, what will Ricoh be seeking to accomplish? CORIDDI: In 2020, Ricoh will continue to invest in R&D and innovate to address organizations’ business challenges. This innovation will continue to demonstrate that Ricoh is about more than just print. We’ll continue to expand our industryleading production line-up, including wide-format offerings. Connecting to the cloud with our IM Series platform, providing more customer value to help dealer partners with their own business efficiencies and sharing Ricoh’s vast resources with our RFG dealer partners are just a few examples. Taking place in November, ConvergX19 will be a perfect launching pad for RFG dealer partner activities in 2020. We are specifically focusing on topics that will help dealer principals make critical business decisions that will help them today and make them poised for growth in the future. ♦
November 2019 | www.enxmag.com
•
35
Aaron Dyck
Marketing Strategy
Savvy Dealers Boost Lead Generation and Revenue by Boosting Their Online Presence
I
n today’s office equipment market, your B2B or B2C customer is both connected and informed. A marked shift in buying behavior from inperson to online has been driven by constantly evolving access to digital resources and information. With so much data at your customers’ fingertips, the power is clearly in their hands to select providers from a multitude of choices. That’s why today’s topperforming businesses understand the power of online marketing, beginning with websites. To be an effective marketing tool that drives sales, your website should reflect every aspect of your brand—from your corporate image to your unique selling proposition (USP)—and provide an unparalleled online customer experience. Whether you’re marketing to a loyal customer base, trying to reach new markets or grabbing additional market share from the competition, you need a website that educates customers and prospects alike, and escorts them to your sales funnel. Successful dealer websites have a design that emphasizes lead generation and optimization across all devices to make it easy for both customers and search engines to find what they need.
Winning Ways to Supercharge Your Website
Today’s businesses use a variety of tools to increase lead 36
•
www.enxmag.com | November 2019
generation and amplify inbound traffic through their websites. Some of the most common—and impactful—are listed below.
1. Blogging—the Motherlode of Content
Blogging is the bread-andbutter of website marketing. But in today’s aggressive online marketplace, you can’t just slap any content up on your site and expect to compete. There are 4.4 million blog posts published every day, so your content must stand out, educate and compel your visitors to action. Lead-generating content needs to be valuable and useful to your customers and touch on their pain points where possible. That’s why pillar posts and topic clusters are perfect ways to generate traffic to your blog. A pillar post is one that’s substantial in content, engaging and, above all, actionable. It’s often accompanied by videos, infographics or even audio files to drive interest. And, because it’s normally chockfull of evergreen (i.e., always useful) material, it has longevity, bringing your visitors back again and again for reference. Those return visitors, that traffic, is what signals Google and other search engines to rank your site higher. Another way to drive traffic and maximize search engine optimization (SEO) is by setting up topic clusters around that pillar post. So, you’d blog on various topics related to your pillar and link those entries back We Saw It In ENX Magazine
to the pillar—and to each other— for maximum benefit. Smart businesses with a strong online presence understand that frequency and consistency are the keys to getting more traffic on your site and keeping visitors interested once they’re there. Data from multiple studies shows that publishing content two to four times per week gives you the best results if you’re looking for more traffic and higher conversion numbers. Finally, savvy businesses cast their marketing nets wide, and include vertical markets in their blogging plan when reaching for increased saturation.
2. Social Media—Keeping Connected in a Distracted World
Five hundred and seventy five million people in the world have a LinkedIn account, with 40% of them accessing the platform every day. And LinkedIn is just one of many social media outlets, such as Facebook, Twitter and continued on page 38
SUCCESS IN PARTNERSHIP At Clover, your success is our success. We provide all of our partners with best-in-class products, services and solutions to help them drive revenue and capture market share. Here are just some of the benefits of partnering with Clover:
SUPERIOR QUALITY PRODUCTS
COMPREHENSIVE PRODUCT SELECTION
FULL SUITE OF PARTNER SOLUTIONS
NATIONWIDE DISTRIBUTION & SUPPORT
ENVIRONMENTAL SUSTAINABILITY
IMAGING GROUP
Let’s partner together for success! cloverimaging.com 546919A | Clover Imaging Group and its logo are trademarks owned by Clover Technologies Group, LLC, and may be registered in the United States and other countries.
Savvy Dealers Boost Lead Generation and Revenue by Boosting Their Online Presence YouTube, that businesses can leverage to grow revenue. The fact that people are using these platforms many times per day makes social media a must-have for businesses looking to connect and engage with their audiences. But what does social media have to do with your website? Top online marketers suggest all of your social accounts should be unified with consistent branding and have backlinks to your website to spur that inbound traffic. The more solid and personal your connections are with your clients, the easier it is to turn prospects into sales.
3. Video—Better Than a Thousand Words
Eighty-seven percent of businesses use video as a tool for marketing to customers. Maybe that’s because 79% of people say a brand’s video convinced them to buy an app or software, and 96% say they’ve watched an “explainer” video to learn more about services or products. Embedding videos on your website is easy, and if you host them on YouTube, it also gives you access to an additional social media fan base, effectively doing double duty for your marketing campaign. There is a wide variety of content that may be right for your target audience: • Brand and event videos • Expert interviews and case study videos • Educational, how-to, demo and explainer videos • Animated videos • Customer testimonials • Live videos • VR and augmented reality videos • Personalized message videos Videos should be carefully planned by marketing staff, then scripted and shot using high-quality cameras, good lighting and high-quality sound. Editing is critical, and should be accomplished by an expert. If possible, they should not be hosted on your website to ensure they don’t bog down your site’s load time. Slow 38
•
loading is a commerce killer. Nearly half of consumers expect a page to load in less than two seconds and 40% of those who encounter a website that takes three seconds to load, abandon it. A one-second delay can cause a seven percent reduction in sales conversions, so periodically test your website’s speed, with or without videos, across all devices from desktop to mobile.
4. Email Series—the First Step in the Funnel
Smart marketers give website visitors what they want, and technology helps to pave the way—specifically, email automation technology. Using autoresponders, you can create an email series of high-quality curated content to help onboard and funnel clients through your website to make a sale. In a nutshell, site visitors trade you their email addresses in exchange for actionable tips, exciting content or useful information. That triggers a series of emails that help customers get on board with your products or services. Emails can be triggered by specific actions, or even inaction, to firmly guide inbound customers. Understanding your customers’ behavior online can help finetune your email series for better results and higher revenue. That’s where data marketing automation comes in.
5. Data Marketing Automation— Unscrambling Consumer Behavior
Data marketing automation and technology helps businesses drive leads, increase conversions and capture sales with less work by fully understanding customer behavior. Automation offers a way to increase productivity while the “data” part of this equation pinpoints customer analytics. Those analytics are evaluated to target the most-effective online strategies for improving customer communication and increasing sales. This is accomplished by identifying customer activity surrounding your content to determine marketing activities that will most likely generate new sales leads.
www.enxmag.com | November 2019
6. Putting it All Together—the Importance of Partnering
Whether you have a website marketing strategy that you’re looking to fine-tune or you’re just starting out, many businesses find it advantageous to partner with a company that can assist in perfecting your website and/or online marketing strategy. These companies can provide the tools you don’t already have in-house, including a writing staff and data-marketing automation. However, if you choose this option, it’s critical to look for a partner that has an intimate understanding of your business or industry, and has the resources to support your company’s marketing needs in the long term.
Drive New Business with a Strong Web Presence
If you’re a progressive office equipment dealer interested in expanding business, increasing revenue and grabbing a larger share of the market, a strong website is critical to your marketing plan. However, as one of over 1.5 billion websites in the world, smart dealers know that they need to establish trust and authority online before they can effectively drive sales. Fortunately, the internet’s disruptive potential allows independent dealers to enter into direct competition with bigger companies if they’re willing to embrace technology and leverage their ability to connect on a personal level with customers. Delivering a first-class online experience for potential customers is a critical element to backing up your high-quality products and services. Online consumers want solid, useful information; a seamless experience and easily managed online communication and transactions. If you don’t have the expertise inhouse, be sure to look for an industrysavvy marketing partner that understands how to optimize your web presence to amplify your inbound traffic and start generating strong, revenue-producing leads. ♦
We Saw It In ENX Magazine
Sébastien Boire-Lavigne
Vertical Market Focus
Maintaining its Importance: How the Faithful Fax is Impacting Digital Transformation in Health Care
W
ith all the advances made in communications in recent years, it may surprise you to hear that fax use is actually increasing. According to Arizton Advisory and Intelligence, the global fax services market is expected to reach a value of $2.88 billion in 2022, growing at a compound annual growth rate of 9.18%. Modern fax solutions have evolved to send via software and internet connections. Using the Fax over IP (FoIP) protocol, these systems are literally fax without the machine—a provider or insurer can send to and from a multifunction device, computer, tablet or mobile phone. They’re more reliable, more compliant, better at automatic recordkeeping and cheaper than traditional fax machines. But why are more health care organizations faxing in the era of electronic records?
EHRs Won’t Talk to Each Other Electronic health record (EHR) systems have
revolutionized how providers store, access and edit medical records, but software providers have taken a “walled garden” approach in which solutions won’t communicate directly with their competitors’ systems. That means an intermediary is required.
In Health Care, Compliance Is Non-Negotiable Laws like HIPAA and GDPR have made regulatory compliance the bedrock of health care communications. Organizations that have breaches (from the outside or inside, intentional or accidental) suffer serious financial damage through severe fines, lost reputation and lost business. Communications containing protected health information must be secured. The only question is, what’s the best way to do so?
The Power of Universality Just like the telephone, fax still maintains a “killer app” that other secure information communications mediums have yet to touch: universality. As long as someone has a phone number and a receiving system (software or machine), you can fax them something.
Email and the Price of Security The same cannot be true of most of the other options on the market. From an “anyonecan-receive-it” perspective, the 40
•
www.enxmag.com | November 2019
We Saw It In ENX Magazine
closest alternative we have to fax is email, which is inherently insecure. That means you have to bolt on an extra layer of complex software and functionality to make email (or something like it) safe and HIPAA/GDPRcompliant. The more you have to add to the system, the less likely it is the receiver will be able to access the message. Most file-sharing services are either insecure or require both sides of the conversation to have the same software, accounts and service. This may be fine if your organization is communicating with a business you work with on a daily basis. However, when you’re trying to send someone’s medical records to an independent pharmacy, new provider or small town where they need emergency care, aligning software solutions is a hassle no one needs.
Fax Is Secure and Compliant The fax’s peer-to-peer nature and transmission over phone networks makes it secure and difficult to intercept in a way that complies with privacy-law requirements. As long as you don’t have to deal with physical fax machines, transmitting documents in full compliance doesn’t get much easier.
MFP Connectors and Apps Enable Digital Transformation Leading fax-server software developers recognize that the MFP is the on-ramp to enabling
digital transformation. Whether it’s fax server technology on premises or fax as a service in the cloud, MFP providers can now eliminate the analog fax cards. Instead, they can utilize fax-server connectors or apps depending on the manufacturer’s development relationship with the fax-server providers. These connectors and apps allow faxes to travel via FoIP rather than Plain Old Telephone Switch (POTS) lines. This digital transformation merges the analog world of faxing to the digital world of document workflows. When selling MFPs with fax apps, it’s important to ask your providers if their connectors use HTTPS (secure & encrypted delivery). Many use SMTP (email store and forward), which may pose increased
risk of security breaches and non-compliance to regulations, as digital faxes are delivered to the fax server or cloud service as an email.
An Old Technology and a Pragmatic Solution to Today’s Challenges Fax will eventually be replaced, but a proper alternative will need to be as secure, compliant with regulations and ubiquitous on a global scale. In the meantime, fax is an essential tool in the health care provider’s communication portfolio. Even if an organization has been limping along with inadequate machines, there are modern alternatives available on the market, such as FoIP solutions, that can deliver on the medium’s promise. ♦ We Saw It In ENX Magazine
November 2019 | www.enxmag.com
•
41
Darrell Amy
Sales & Marketing
Should You Focus on Inbound Marketing or Outbound Prospecting? The Answer Is “Yes!”
O
ne thing that drives my wife crazy is that way I answer her questions about food. “Do you want chicken or steak?” My answer: “Yes!” If there are two good choices, I want both! This is also true when it comes to developing net-new business. Having spent the first half of my career in sales and the second half in digital marketing, I believe that both play a critical role. Are you happy with the amount of net-new business you’re getting? If you want it to grow, you need a strategy to attract and create new clients. After all, inbound marketing is great. But, here’s the challenge: for every buyer who is actively looking for what you sell, there may be 20 prospects who are not actively looking. Your strategy should align marketing and sales to reach both groups: prospects who are actively looking and those who aren’t: • Marketing’s primarily role is to attract and convert active lookers to sales leads. • Sales’ primary role is to capture the attention of people who aren’t looking and convert them to opportunities. Of course, your salespeople support marketing by taking qualified leads and bringing them through the sales process. Marketing supports sales by providing enabling tools to help them prospect more effectively. Properly aligned, these interdependent functions can drive higher levels of net-new revenue.
42
•
www.enxmag.com | November 2019
Inbound for Buyers Actively Looking
These buyers have a problem that needs to be solved. Like everyone these days, they go online to find answers to their questions. To create inbound leads from buyers who are looking online, three things need to happen: 1. You need to make sure that when they look for a solution, they find your company online. 2. Once they find your company, you need to convert them to a sales opportunity. 3. Finally (and most importantly), you need to quickly qualify them and hand off the opportunity. In my experience, most dealers have made some kind of investment to get found in Google. However, just getting found is like having sales reps who doesn’t close—they may be well-dressed and look fantastic, but they won’t have a job for long. Similarly, if a website doesn’t close for the next step (in marketing, we call it “converting”), then you won’t get much in the way of leads from your website. Finally, people filling out a form on your website is not enough. These leads need to be followed up on quickly— Harvard Business Review says that online leads should receive a response in less than 10 minutes. Sadly, many leads go stale when hours or days go by between the request and the follow up. We Saw It In ENX Magazine
Leads can also come from more than just form completions. Instant chat, preferred by 54% of buyers, should be monitored during the business day so you can interact with website visitors. Social inboxes should be checked as well. Finally, looking through web visitor logs and triggering notifications based on lead scores can yield even more opportunities. Unfortunately, most dealers do not have anybody watching this.
Prospects Who Are Not Actively Looking: Outbound Prospecting
While your inbound marketing system is attracting the small segment of buyers who are actively looking, driving netnew business requires that you also do outbound prospecting. In my experience, no inbound marketing system will drive enough opportunity to satisfy your appetite for revenue growth. Even with a steady stream of inbound leads, you should still do outbound prospecting because when you are the one creating the need, you have a great chance of closing the business. Remember, there are two kinds of needs: felt needs and latent needs. Buyers with felt needs are doing research online. However, for every person with a felt need, there are many others with latent needs. They have the need, they just don’t realize it (or, the need is not causing enough pain that would motivate them to solve the problem and deliver the outcome). If you depend continued on page 44
Should You Focus on Inbound Marketing or Outbound Prospecting? The Answer Is “Yes!” solely on inbound marketing, you’ll only touch the part of the market that’s actively looking. When you add outbound prospecting, you multiply your opportunity. The job of salespeople is to bring latent needs to the surface to create felt needs. These become sales opportunities, and this is where I believe most sales reps have it backward. They spend most of their time looking for the hot opportunity with the buyer who is active in the buying cycle, rather than working to build relationships of trust during which they can turn latent needs into felt needs. If 1 in 100 prospects is currently “in the market” many sales reps will spend their days trying to find that
one person, totally ignoring the 99 other businesses that probably have needs but don’t yet know it. The good news is that much of the same content and many of the technologies you use to drive inbound leads can be used to make outbound prospecting more effective. Salesforce. com research tells us that it takes six to eight touches with a prospect to get an appointment. The old days of spray-and-pray, dialing for dollars prospecting doesn’t cut it. Sales sequences allow reps to launch a series of emails, scripted call backs and social touches. With the push of a button, sequences can be set in motion, providing multiple touches over a period of
time. Phone prospecting blocks, a staple of Fanatical Prospecting by Jeb Blount, become hyper-effective as reps sit down to a pre-defined list of prospects to call.
What’s Your Strength?
In my experience, most companies tend to be good at either inbound marketing or outbound prospecting. Which one do you lean on most? Allow me to challenge you—if you’re not good at inbound marketing or outbound prospecting, consider the benefits of developing a new stream of opportunities. For the area you’re good at, I challenge you to open your mind to the possibility that you could be doing this even better. ♦
CONTACT US TODAY!!! 17 Years Experience We Look Forward to Working with You
The missing piece you have been looking for. Circuit board repair, fixing assemblies, laser scanners, control panels, staplers, motors and more. All under one roof with 100% employee owned customer service and the best warranty coverage in the industry. NATION-WIDE REPAIR HOLDING COMPANIES
Nation-Wide Repair Service www.nwrsinc.com Fusion Image Technology www.fusionimagetech.com 16151 Foster Street | Overland Park, KS 66085 Customer Service 866.655.8676 | Technical Support 800.798.1814
44
•
www.enxmag.com | November 2019
We Saw It In ENX Magazine
Is Your Color Replacement Cartridge Powered to
Go the Distance?
Make Picture Perfect Yield with Confidence
MK Imaging® Drums & Toners – QUALITY Performance You Can Measure Over 30 Years of Toner Manufacturing Experience on Every Page MK Imaging® Products are Used by Award Winning Cartridge Remanufacturers World-Wide Ask Your Wholesaler for Remanufactured Color Cartridges Made with MK Imaging® Drums & Kaleidochrome® Toners HP® M553/M577 • HP® M452/M477 • HP® M252/M277 • HP® M651/M680 • HP® M476 • HP® M855 HP® M351/M375/M451/M475 • HP® M251/M276 • HP® M551/M575 • HP® CP1025/M175 • HP® CP1525/CM1415 HP® CP5525/M775 • HP® CP4025/CP4525/CM4540 • HP® CP5225/CP5200 • HP® CP3525/CM3530 ® HP CP2025/CM2320 • HP® CP1518/CP1215 • HP® CP6015/6030/6040 • HP® 4700 • HP® 3600/3800/CP3505 HP® 2600/2605/1600 • HP® 3500/3700 • HP® 5500/5550 • HP® 2500/1500 • HP® 4600/4650
FOR FURTHER INFORMATION CONTACT CUSTOMER SERVICE TODAY Sales: 1 (818) 837-8100 | Tech Support: 1 (800) 466-0246 | Email: info@fgimaging.com | Website: www.fgimaging.com © 2001 – 2016, Mitsubishi Kagaku Imaging Corporation dba Future Graphics. All rights reserved. Future Graphics is a distributor of compatible replacement parts for imaging equipment. None of Future Graphics’ products are genuine OEM replacement parts and no affiliation or sponsorship is to be implied between Future Graphics and any OEM. Trademarks and brand names are the properties of their respective owners and used for descriptive purposes only.
Erik Cagle
Giving Back to Community
Industry Giving, Part Two: Good Corporate Citizenship Connects Dealers with their Communities
A
s a follow-up to our initial feature on office technology dealer philanthropy, we have more examples of dealers who have given of their time and resources to support individuals and organizations on a local and/or national level. When Hurricane Harvey ravaged Texas and Louisiana in 2017, Jack Stargel wanted to do his share for the relief effort. The president of Houston-based Stargel Office Solutions knew that the flood-stricken populace would need basic elements, so the company donated 20,000 pairs of Pro Feet socks to hurricane relief centers throughout the Houston metro area. Employees rose to the occasion with monetary donations, and the company itself more than matched the contributions. Stargel Office Solutions has donated more than $500,000 to various non-profit organizations throughout Houston, buffered by its Stargel Gives Back program created in the aftermath of the hurricane. It supports more than 30 local organizations, some of
Stargel Office Solutions teamed with Dulles High School’s Miracle Club Association to raise money for Texas Children’s Hospital 46
•
www.enxmag.com | November 2019
“WE MAKE A LIVING BY WHAT WE GET, BUT WE MAKE A LIFE BY WHAT WE GIVE.” — Winston Churchill
which have national reach, from the American Cancer Society to the American Heart Association, the Salvation Army and St. Jude International. “It’s a family business, and we enjoy giving back to the community,” Stargel said. “It’s something that all of our employees feel good about, so we like to do different promotions. The employees really drive the (Stargel Gives Back) program.” Stargel Office Solutions recently teamed up with the Dulles High School’s Miracle Club Association, which over a two-week period helped raise $11,000 for Texas Children’s Hospital. The dealer matched the club’s $11,000 contribution, and also raised nearly $62,000 from 200-plus donors. According to Feeding America, more than 40 million people struggle with hunger in the United States, a figure that includes 12 million children. In working with a pair of customers—the Utah Food Bank and Three Square Food Pantry of Las Vegas—the Les Olson Company learned some disturbing facts regarding food insecurity and children: because they are not in school, some kids have less access to food. Also, donations during the summer tend to drop drastically, as many people are focused on their travel and vacations. We Saw It In ENX Magazine
In response to this trend, the Salt Lake City-based dealer sponsors an annual Summer Food and Funds Drive in conjunction with the aforementioned clients. “We can’t stand the thought of kids going hungry when they are unable to help themselves,” noted Scot Olson, director of marketing. “So we have sponsored this program for several years now, helping to make the community aware of the need in the summer. Since our initial involvement, we have raised hundreds of thousands of dollars from our employees and others in the community, as well as hundreds of thousands of pounds of food for families that need assistance. “As a company, we feel lucky to be part of the great communities in which we work and live. We feel like these communities have given much to us, and we feel it’s important to give back where we can.” That TOPP Business Solutions of Scranton, Pennsylvania is an ardent supporter of many causes comes as no surprise; founder Angelo Falzett always followed the belief that to whom much is given, much is expected. The philanthropic spirit flows through the Falzett family and to employees. Anne Falzett, mother of current president Chris Falzett, won The Roseann Smith Alperin Award for women in philanthropy for 2018. continued on page 48
Industry Giving, Part Two: Good Corporate Citizenship Connects Dealers with their Communities
One of the ways Edwards Business Systems supports its community is through the Relay for Life, which supports the American Cancer Society
Among the causes championed by TOPP Business Solutions are Outreach, which helps families in areas such as drug and alcohol prevention, parentchild programs, workforce development and job placement. The organization acknowledged the dealer’s contributions with the 2018 Mighty Oak Award. TOPP also supported The Sisters of IHM Foundation, which focuses on the care of Catholic Sisters. In conjunction with other initiatives done to support children and families, the organization recognized the Falzetts with the 2019 Spirit of IHM Award. Falzett and his father are honorary chairs for the 17th annual American Red Cross of Northeastern Pennsylvania Golf Tournament, which benefits the local Red Cross chapter. “This is their biggest local fundraiser of the year and with the help of our great vendor partners, we are on track to make this their highest revenue year yet,” Chris Falzett noted. Other family-related causes backed by TOPP Business Solutions are the Women’s Resource Center, Family-toFamily and the Children’s Advocacy Center of Northeastern Pennsylvania. Edwards Business Systems and Virginia Business Systems live by their mission statement, which concludes “…and to be contributing members of the communities we serve.” Here are a few examples of some organizations supported by the dealership duo: Jeans for Joe was created following the untimely passing of senior field 48
•
technician Joe Harkins at the age of 47. He left behind a wife and two daughters, and the organization created the promotion to help raise money for the girls’ college tuition. Employees can wear jeans on Friday by making a contribution to the cause, and thus far, more than $60,000 has been realized. The West Reading, Pennsylvania office created a team to participate in the Relay for Life. The team, CopyCAT Crusaders, was formed to honor an administrative staff member’s battle with breast cancer. The Crusaders have done five of the annual relays that benefit the American Cancer Society. This past year, the team raised more than $8,300 with an additional $2,000 corporate sponsorship. For more than 20 years, Virginia Business Systems has been a supporter of Connor’s Heroes, a charity devoted to childhood cancers. Last year, the dealer was awarded the charity’s “Hero of the Year” for ongoing support and volunteer commitment. “Philanthropic giving is not just at the corporate level, but is also supported by our employees through matched giving, volunteering and board service,”
said Ray Fuentes, president of Edwards Business Systems. “Many of these are donations that cannot be tallied, but are vital to the quality of life in the communities that we serve.” Prosource of Cincinnati supports an average of 40 organizations/causes each year, and its employees spend more than 1,200 hours volunteering. All told, the company and its employees have donated more than $500,000 to charitable organizations. In fact, giving is so ingrained within the organization that it has incorporated it into its benefits package via an initiative called Impact Day, in which employees volunteer their time in support of any organization of their choice. On a monthly basis, Prosource chooses a cause, selected from employee suggestions, to support through its Casual for a Cause program. Employees can dress casually on Fridays with a donation to the fund, which is matched by the dealer and donated to the specific organization. One of the cornerstone organizations Prosource has chosen to prioritize in its giving campaigns is the Dragonfly Foundation, which supports pediatric cancer patients and their families throughout their journeys, from diagnosis through long-term recovery. Prosource CEO Brad Cates recently joined the foundation’s board of directors. Last December, Prosource partnered with Dragonfly to adopt 18 families that have been impacted by pediatric cancer. The Prosource team purchased and wrapped more than 130 gifts to bring comfort and joy to these families during the holiday season. “Pediatric cancer is devastating for families not only emotionally, but also financially,” Cates said. “Many of these families live below the poverty level and would not have had presents for their children under the Christmas tree without the support of our team.”
“KINDNESS IS A MAGICAL SPELL—PERFORMED BY ENLIGHTENED BEINGS— MEANT TO ENCHANT HEARTS AND LIFT WEARY SOULS THAT THEY MIGHT FLY.”
www.enxmag.com | November 2019
― Richelle E. Goodrich continued on page 50 We Saw It In ENX Magazine
THE
discover
difference Premier Wholesaler of Pre-Owned Copiers
P ONE STO N SOLUTIO ER I FOR COP IONS, T INSTALLAALS & REMOV ICS LOGIST
• Over 5000 copiers located in our state-of-the-art warehouses • Inventory includes all major brands • All copiers tested by technicians • Specializing in dealer sales • Low meter and recent model copiers • Discounted nationwide freight services
Call 1-973-777-5886 New Jersey • Illinois • California
phone: 973-777-5886 | fax: 973-777-5889 email: sales@marsintl.com |
www.marsintl.com
Industry Giving, Part Two: Good Corporate Citizenship Connects Dealers with their Communities
Prosource has been involved with the Adopt-A-Class mentorship program, volunteering at Oyler School in the Cincinnati neighborhood of Lower Price Hill
“IF YOU’RE IN THE LUCKIEST ONE PERCENT OF HUMANITY, YOU OWE IT TO THE REST OF HUMANITY TO THINK ABOUT THE OTHER 99 PERCENT.” ― Warren Buffett Prosource also sponsored the foundation’s eighth-annual grand gala, which raised $356,000 toward its mission. Team members also volunteered at the Dragonfly Foundation’s booth at Glier’s Goettafest, a local food festival, providing fun family activities while raising money for families in need. Lastly, the company has been involved in the Adopt-A-Class mentorship program for the past five years. Prosource currently volunteers with two first-grade classes at Oyler School in the Cincinnati neighborhood of Lower Price Hill. Team members visit the school once a month to build relationships with more than 30 students, many of whom are experiencing homelessness and other hardships. Blue Technologies has been involved with OhioGuidestone, formerly known as Berea Children’s Home and Family Service, since 1996. One of the original customers of the Cleveland-based dealer, OhioGuidestone’s footprint has grown with Blue Technologies, and along the way they have been helping and supporting children and families in need. 50
•
Blue Technologies partners with them in three philanthropic ways: • Blue Technologies is lead sponsor of the Golf & Club Classic, which generates more than $200,000 in net profit annually.
• Through its Giving Tree, Blue fills a 22-foot box truck with toys, clothes and gifts for the children served by OhioGuidestone, courtesy of the dealer’s employees. • Blue sponsors a holiday party, hosted by employees, during which more than 300 children and their families receive a fabulous meal, gifts, visits and photos with Santa Claus, plus entertainment by Flower Clown. Rounding out our look at select dealers who are active in corporate philanthropy is Atlantic, Tomorrow’s Office. The Big Apple heavyweight earmarks $800,000 a year in donations to support a laundry list of charitable organizations, including UNICEF, the National Kidney Foundation, The Jillian Fund and Make-A-Wish America. One recent project the dealer has been working on is the 2019 New York Kidney Walk, which takes place at Foley Square on Nov. 19. Larry Weiss, president of the company and co-chair for the event, noted that nearly 600,000 New Yorkers are living with undiagnosed chronic kidney disease, and 7,870 people are currently waiting for kidney transplants. He has made it a personal goal to raise $1.2 million in donations to fund crucial programs, as well as provide resources and services to patients, health care professionals and the general public. ♦
Santa (and Mrs.) Claus visit Blue Technologies, with the dealer providing gifts for more than 300 children and their families
www.enxmag.com | November 2019
We Saw It In ENX Magazine
OWN THE OFFICE, PIECE BY PIECE April 14-15, 2020
GAYLORD PALMS, ORLANDO, FL With over 1,500 attendees, ITEX is the largest and most extensive conference connecting vendors and Business Solution Providers. Attend ITEX and learn from other successful dealers how they are growing their businesses.
MANAGED IT, SECURITY, TELECOM
MANAGED PRINT
RESELLER AUTOMATION
SMART OFFICE
DOCUMENT MANAGEMENT
Visit www.itexshow.com to register today and take advantage of our early bird promotions THIS YEAR’S SPONSORS DIAMOND SPONSOR
PLATINUM SPONSORS
evolvedoffice
PARTNERSHIPS WITH
CO-LOCATED EVENTS
evolvedoffice
NOVEMBER 2019
Display Advertisers Index ACDI........................................ 43 https://info.acd-inc.com/wts
Agent Dealer.............................. 5 Phone: 1-888-414-8120 www.agentdealer.com
All Leasing Services................ 57 Phone: 1-866-727-3750 Fax: 1-949-727-3850 www.alscopiers.com
Arlington.................................... 9 Phone: 1-800-887-3040 Fax: 1-847-689-1616 www.arli.com/nxt
Brother..................................... 17 Phone: 1-866-455-7713 (x8) www. Brothersolutions.com
CET Group.............................. 21 Phone: 1-508-802-9959 www.CETGroupco.com
Clover Imaging Group............ 37 Phone: 1-866-734-6548 www.cloverimaging.com
DCS.......................................... 19 Phone: 1-800-766-5400 www.dcsbiz.com
G
I
N
A eW e ek In I M
G
CONGRATULATIONS TO
2019 ELITE DEALERS
MEET 2019 ELITE DEALERS in the December issue of ENX Magazine
www.enxmag.com 52
•
www.enxmag.com | November 2019
EPSON....................................... 2 https://epson.com/businessprinters
Escalera.................................... 41 Phone: 1-800-622-1359 www.escalera.com
Flex Technology Group............. 7 Phone: 1-815-790-0658 Email: Dan@OvalPartners.com www.flextg.com/connect
Future Graphics...................... 45 Phone: 1-818-837-8100 Sales Phone: 1-800-466-0246 Tech Support www.fgimaging.com
2019 Th
ECI Solutions........................... 23 Phone: 1-866-342-8392 www2.ecisolutions.com/erpbuying-guide-enx www.ecisolutions.com
Hytec......................................... 35 Phone: 1-800-883-1001 Phone: 1-407-297-1001 Fax: 1-407-297-4310 www.hytecrepair.com
IDS ........................................... 41 Phone: 1-800-947-2679 Phone: 1-305-593-8700 www.idscopier.com
We Saw It In ENX Magazine
NOVEMBER 2019
Display Advertisers Index ImagineIT................................ 44 Phone: 1-585-872-5802 Empties@ImagineRecycling.com
Novatech................................... 39 www.novatech.net/acquisitions
NuWorld Business Systems............................... 10-15 Phone: 1-800-729-8320 Fax: 1-800-829-0292 Parts order: 1-562-977-4949 www.nuworldinc.com
ITEX 2020................................ 51 www.itexshow.com
Liberty Laser Solutions.......... 29 Phone: 1-800-570-1987 www.LibertyLaserSolutions.com
Pinnacle Sales, Inc................... 47 Phone: 1-440-734-9195 www.pinnaclesales-ohio.com/ excellence
Mars International.................. 49 Phone: 1-973-777-5886 Fax: 1-973-777-5889 www.marsintl.com
Nation-Wide Repair Service...................................... 44 Customer Service:1-866-655-8676 Technical Support: 1-800-798-1814 www.nwrsinc.com www.fusionimagetech.com
Nectron International Inc....... 33 Phone: 1-281-240-2222 Phone: 1-800-456-4678 Fax: 1-281-240-0468 www.nectron.com
Ninestar Technology Co., LTD................................... 56 Phone: 1-800-817-0688 www.ninestartechonline.com
QQC Cabinets......................... 31 Phone: 1-888-831-3030 www.qqcabinets.com
Q2............................................. 21 Phone: 1-888-826-2576 Fax: 1-952-898-1948 Q2Products.com
RingByName.............................. 4 Phone: 1-800-330-2233 https://money.ringbyname.com
Ross International................... 49 Phone: 1-973-365-9900 Phone: 1-800-240-ROSS Fax: 1-973-473-8800 www.ross-international.com We Saw It In ENX Magazine
Static Control.......................... 27 Phone: 1-919-774-3808 Phone:1-800-488-2426 www.scc-inc.com
Supplies Network.................... 25 Phone: 1-800-729-9300 www.suppliesnetwork.com
Supplies Wholesalers......... 58-59 Phone: 1-866-817-8795 www.SuppliesWholesalers.com
Toshiba..................................... 60 Contact National Distributors ACM Technology 1-800-722-7745 Collins Distributing 1-800-727-0884 IDS 1-888-372-3700 Supplies Network 1-800-729-9300
Visual Edge Technology............ 3 www.visualedge.com
SIGN UP for our weekly eNews at
www.enxmag.com and stay connected with industry news
November 2019 | www.enxmag.com
•
53
NOVEMBER 2019
JANUARY 2015
Business Card Directory Cartridge Warehouse Cartridge International, Inc. International,
Don’t Get Don’t GetStung Stung
By The Competition! By The Competition!
er.cr.ocmom n e n o t o i t w w ww.c.c ww ww Ask about our
For All All Your Your OEM, OEM, Compatible For Remanufactured Supplies && Remanufactured All Makes Makes All Models && Models
12,000 Different SKU’s
Toners Inkjets Laserjets Drums MICR’s Developers Ribbons Ribbons Copy Copy Cartridges Cartridges Maintenance Maintenance Kits Kits Developers l
l
l
l
l
l
Contact Joe: sales@CWItoner.com Contact sales@CWItoner.com Call ph: 310-828-2225 fx: 310-828-2262 ph: l747-888-9990 fx: 747-230-5127 Now 2880 Colorado Blvd., Monica CACanoga 90404 Park, CA 91304 7900Santa Alabama Ave.,
Digital Duplicators Risograph & Ricoh Bought & Sold RZ990 RZ220 RZ390 RZ590
1700 3700 3750 3770
MZ790
***All Models*** ***Available***
HQ7000 HQ9000
JP8000 JP8500 JP4500 JP3000
---------------------------------
Rebuilt Duplicators Retail Ready Full Tech Support Full Parts Support
SELLING
MASTERS • OEM • Compatibles
Now Available!! CALL NOW!
Phone: 405-912-1700 Fax: 405-912-1900
email: culver-enterprises@swbell.net
“We want your empties. BUY/SELL COPIERS So does everybody else.” Remarketing IT Assets Reposession Service Copiers Others might talk a good game, but EOS delivers: ✔ Speedy payment
Specialized Logistics ✔ Fast & accurate
Contact us now. It really Electronics does pay to work with us!
inspections R2 Certified Recycling
303-465-3134 TRI RESOURCES INTERNATIONAL
YKC
✔ Best-in-the-business, match-or-beat pricing
800 . 4 8291-1900 7.6798 860 Your global empties partner since 1996.
w w w. thinkarcoa.com www.eosusa.com
We Buy & Sell Cell Phones | Empty Inkjet & Toner Cartridges | OEM Surplus | Laptops & IT Equipment
Used Copier Sale USA, North & South America Welcome
Canon, Konica, Toshiba, Ricoh, Xerox, etc...
YKC, Inc. 435 Oehler Pl. #200 Carlstadt NJ 07072
C 2009 Asay Media Network
Hela Chang Canoncopier@hotmail.com Phone: 201-313-0055 Fax: 201-313-0077
www.golfgong.com
Stay Connected Share Your Views
The Largest Circulation in the Document Imaging Industry
27,000 Copies
Distributed Each Month!
Subscribe for ENX Magazine and/or ENX The Week in Imaging at www.enxmag.com 54 64
••
www.enxmag.com | l November 2019 www.enxmag.com January 2015
WeSaw SawIt ItInInENX ENXMagazine Magazine We
NOVEMBER 2019
Clear out, cash in!
First in Integrity. First in Service.
$ELL your surplus supplies! · Copier Toner
· LaserJet Toner · Copier Drums
· Ink Cartridges · Printer Parts
· Free Quotes!
(800) 533-9949
ext. 240
www.SellSurplusSupplies.com
Nationwide Air-Ride Shipping De-Installation ► Data Security www.goschock.com ► Storage NATIONWIDE COPIER800-733-2753 SHIPPING ► Insurance info@goschock.com DAILY PICKUP MAJOR METRO AREAS ► ►
www.goschock.com | 800-733-2753 | info@goschock.com
WE SELL
Fax, Copier & Laser Printer Parts Specialist
EMPTIES!
(Live friendly assistance all day)
FREE PARTS RESEARCH FOR
INK & TONER CORES, DRUMS & FUSERS, ALL BRANDS!
CANON
17 Years Experience
NO PARTS #’s NEEDED TO ORDER WE STOCK FUSER UNITS, FEED KITS, DRUM KITS, CIRCUIT BOARDS & MANUALS l l l
l l l
l
HARD DRIVES FOR ALL COPIERS IN STOCK. ALL BRANDS NETWORK & SCANNER OPTIONS IN STOCK FAX KIT OPTIONS FOR ADD ON TO ANY EXISTING COPIER FUSER UNITS & CIRCUIT BOARDS. ALL MODELS IN STOCK Order parts without parts # Parts Ship Same Day Free parts diagrams CANON
Call Us For Free Parts Research Dial: 1-800-634-9329 or 1-866-FAX-PART Visit our websites at: WorldOfFax.com and CopierPartsStore.com
CONTACT US TODAY!
585-872-5802
Empties @ ImagineRecycling.com Summer End Compatible Toner Cartridges For Brother Printers TN660 $3.19 DR630 $6.69 TN221K $4.09 TN221/225-4pk $16.55 TN221/225-5pk $20.65 DR221 $6.89
We Saw It In ENX Magazine
Savings
For OKI Printers Drum B410 $19.89 Drum B4200 $26.99 Drum C330 $42.99 Drum B431 $19.99 Drum B4400 $14.99 Drum C3100 $21.99
Ph: 610-430-1300 - sales@itcsupplies.com
November 2019 | www.enxmag.com
•
55
SW PLATINUM MPS TONER LINE Engineered in the USA Quality Manufactured by Our Tier 1 Factory Partner PR
EMIUM
LIFETIME
• Engineered for Robust MPS Environments • Lifetime Performance Guarantee • Full Equipment Protection • Patent Safe Design • ISO / STMC Certified • Elegant, Professional Packaging • Highest Quality BOM (Bill Of Materials) • Highest Page Yields = Lower CPP (Cost Per Page)
T RAN
Y
W
AR
1-866-817-8795 www.supplieswholesalers.com
LEADING DISTRIBUTION
SHIPPING SAME DAY UNTIL 8:00PM* (EASTERN) DELIVERING TO 95% OF THE U.S. POPULATION WITHIN 1-2 DAYS BY GROUND (FREE OVER $200)
© 2019 - Supplies Wholesalers, All rights reserved. Not responsible for typographical errors. Prices subject to change without notice.
EMPOWERING THE ART OF PARTNERSHIP
When you partner with us and become a Toshiba Business Products Center, you’ll receive all the tools you need to provide your customers with the technology and support they want. Get trained to sell a full line of awardwinning MFPs, backed by the Toshiba Quality Commitment Guarantee. Plus, with no sales quotas, financial commitments or minimum orders, becoming a Toshiba Business Products Center is as simple as one, two, three: 1. Call an Authorized Toshiba Distributor 2. Complete the Training 3. Become a Toshiba Business Products Center and Start Selling
National Distributors: ACM Technology 800-722-7745 Collins Distributing Co 800-727-0884 International Digital Solutions 888-372-3700 Supplies Network 800-729-9300
Š 2018 Toshiba America Business Solutions, Inc., Electronic Imaging Division