February 2010 Issue PDF - ENX Magazine

The #1 Sourcing Publication in the Document Imaging IndustryPublished by Affinity Business Communications, Inc.February 2010 Volume 16 No.02Business Profile. . . . . . . . . . . . . . .Solutions Providersthat Should Be On13Every Dealer’s RadarCompany On The Move. . . . . . . . . . . . . . . . . . . . . .In This Issue pg.17Advertisers Index pg.64PRSRT STDU.S. POSTAGEPAIDLOS ANGELES, CAPERMIT NO.30391ENX Magazine2029 Verdugo Blvd. PMB 1022Montrose, CA 91020, USAtel: 818-550-7547 fax: 818-550-7527email: enx@pacbell.netwebsite: www.enxmag.comHELP US CONSERVE NATURAL RESOURCESTo correct or delete your address from oursubscription list please call, fax or email us.359

W h at ’ s M i s s i n g ?from other conferencesAre you missing an opportunity to take yourMPS program to the next level?Managed print services (MPS) is the most rapidly growing market segment of the imaging industry.Photizo Group’s groundbreaking series of annual MPS Conferences offer real-world guidance andmarket intelligence to give you the insight you need to successfully make the MPS transformation.Our MPS Conferences are unique because they offer a forum for those from all corners of theMPS industry, from consultants to CIOs, the opportunity to share best practices, discuss standardsand learn from one another. And as the name suggests, our MPS Conferences focus solely onMPS so that we deliver the most indepth market information. Each conference features insightfulpresentations, case studies, panels, exhibits and interactive sessions that highlight successfulapproaches and deliver valuable take-aways from actual MPS engagements. The North AmericanMPS Conference is also the host of the only meeting of the MPSA General Assembly.Get involved. Learn. Network. Make sure all of the pieces come together.Attend the 2010 North American Conference held May 3rd through 5th, 2010 in SanAntonio, TX. Save 15% off registration when you register by March 1 and enter 201004 atcheckout. Visit www.MPSConference for more information.MPS2010North American ConferenceMay 3 - 5, 2010 San Antonio, TXwww.MPSConference.com

Expect More OPPORTUNITYIntroducing the Master Distributor Programfrom OKI Printing SolutionsDedicated resources to proactively handle your unique needs.The Authorized Master Distributor Program from OKI Printing Solutions gives you accessto our full portfolio of award-winning products and end-to-end-solutions. Our MasterDistributors are experienced in servicing your unique needs, and provide you with: Competitive pricing Simple order processing Free hotline support Purchasing and financing alternatives Warehousing and inventory storage Faster delivery times No minimum quotas Service and warranty supportNationwide Sales:1.800.729.8320Fax: 1.800.829.0292www.nuworldinc.comNationwide Sales:1.800.521.4600Fax: 1.800.356.9169www.cwholesale.comColor MFPsColor Printers Mono MFPs Mono Printers Dot Matrix Printers Label Printers POS Printers© 2010 Oki Data Americas, Inc. OKI, Reg. T.M., Oki Electric Industry Co., Ltd.

International Copier Exchange, Inc.Worldwide Equipment DistributorsWe Are One of the LARGEST SUPPLIERSof and Copiers in the U.S.ADomestic Sales Export Sales Why Choose ICE ?• Hundreds of Low Meter -Demo Units Available• We Specialize in Ricoh, Canonand Everything In Between• Sophisticated Inventory Bar CodeScanning System To Ensure Accuracy• All Equipment Accurately Represented,Inspected and Tested• Fast Shipments and Great Freight Rates• We Carry Parts and Accessories forAll Manufacturers• Over 3600 Canon & 3200 RicohCopiers in Stock For Export• Worldwide Export Specialists• Experts at Loading Containers• Fast Turnaround Times For Your Orders• All containers fulfilled to exactcustomer specifications• Containers Shipped Daily• State Of The Art Brand New FacilityWith 14 Loading Docks• Highly Competitive ~ Pricing• Se Habla Espanol• Tremendous Profit OpportunitiesOn Used Equipment• Extensive Inventory - Thousands ofCopiers per Month• Experienced and KnowledgeableSales Team• Package Pricing Available• Best Quality Control In the Industry!• Your Satisfaction is "Our Business"LARGE Quantities of All Other Makes & Manufacturers Available!NEW State of the Art Facility115,000 Sq Ft StrategicallyLocated across the U.S.St. Louis, Missouri Facility - 91,000 Sq. Ft.International Copier Exchange, Inc.Worldwide Equipment DistributorsDallas, Texas Facility - 25,000 Sq. Ft.Andy BongarChatsworth, California888-423-2679818-999-1000abongar@copierpoint.comMarge DavisChris Stancel Greg Zander - International Sales Jared ZanderHylon AlfordSt. Louis, MissouriIowaSe Habla Espanol ~ - Dallas, Texas Dallas, TexasDallas, Texas800-933-2374314-770-1233mdavis@copierpoint.com888-433-2679319-373-7100cstancel@copierpoint.com866-503-2679972-503-0100gzander@copierpoint.com866-503-2679972-503-0100jzander@copierpoint.com866-503-2679972-503-0100halford@copierpoint.comwww.copierpoint.com

Products, Reliability…and a Program You’ll Profit From.The Small Business Dealer Program from CopystarCopystar offers an impressive line of competitively priced MFPs and printers, including a new series of black & white and color MultifunctionalPrinters – ranging from 17 pages per minute to a fast 30 ppm. With Copystar products, you’ll have it all – unsurpassed image quality, award-winningreliability, long-life components, and a reputation for excellence. All this makes Copystar the profitable choice for your organization, and one of thefastest growing lines of MFPs and printers in the country.Superior Products… that OfferLong-Life ComponentsProven Reliability… that’sAward-WinningUnmatched Program… Small Business DealerProgram that Means Profit300,000 impressions:– longer Preventive Maintenanceintervals– low Total Cost of Serviceincluding Better Buys for Business,rigorous field and lab testslatest updates, news and downloadsNEW PRODUCT HIGHLIGHTSCS-3060 30ppm black & white MFPCS-2560 25ppm black & white MFPCS-221/181 18-22ppm black & white MFPCS-220/180FS-C1020MFP 21ppm color multifunctional printerFS-1028MFP 30ppm black & white MFP, standard print/scanFS-1128MFP 30ppm black & white MFP,standard print/color scan/faxFS-1016MFP 17ppm black & white MFP,FS-C5100DN 23ppm network color laser printerFS-1300D 30ppm network desktop black & whitelaser printerFS-1100 30ppm desktop black & white laser printerFor more information, please contact your local Authorized Copystar Distributor!Wholesale OfficeMachinesNationwide 800-487-6822Tri-State, Inc.Nationwide800-974-4752800-910-4208NUWORLDBusiness Systems800-729-8320Carolina WholesaleOffice MachinesNationwide 800-521-4600Base Wright-MooreDiv. of FBA Holding, Inc.Northeast 888-227-3317Southeast 866-575-8614Midwest 800-348-0951West 866-478-8923ACM Technologies, Inc.Midwest 800-782-7554Northeast 800-345-6398Southeast 888-811-8808Southern 800-468-6001Western 800-722-7745Copystar, a Division of Kyocera Mita America, Inc. ©2010 Kyocera Mita Corporation

Discover The DifferenceCall 1-866-866-MARS (6277)Premier Wholesaler ofPre-Owned CopiersOver 5000 copiers located in a state-of-the-art warehouseInventory includes all major brandsAll copiers tested by techniciansSpecializing in Dealer salesLow meter and recent model copiersEmail: sales@marsintl.comWebsite: www.marsintl.comFax 973-777-5889Website: www.ross-international.comEmail: purchase@ross-international.comAddress: 125 Entin Road Clifton, NJ 07014WE ARE CURRENTLY BUYING...CanonIR 105/IR 330/IR 400/IR 600/IR 2200IR 2800/IR 3300/IR 3570/IR 4570IR 5000/IR 5020/IR 5570/IR 6000IR 6020/IR 6570/IR 7086/IR 7095IR 7105/IR 7200/IR 8070/IR 8500IR 9070/IRC 2880/IRC 2880i/IRC 3380IRC 3380i/IRC 4580/IRC 5180/6035

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THE PRIME SOURCE FOR ALL YOURCOPIER, MFP, FAX, SCANNER & PRINTER NEEDS!AUTHORIZED DISTRIBUTOROrder Online!Nuworldinc.comVisit Us At Booth #250FS-1028MFP30ppm black & whiteMultifunction$499Join The Copystar Small Business Dealer ProgramFS-1028MFP/DP30ppm black & whiteMultifunctionwith 50-Sht RADFFS-1128MFP30ppm black & whiteMFP w/50-Sht RADFSuper G3 FAx$599 $689FS-C1020MFP21cpm Color MFP$599CS-18118ppm black & whiteMFP w/NetworkFREEDP-420DOCUMENT PROCESSOR( $ 600 Retail Value)CS-205020ppm black & whiteMFP$998After RebateCS-22020ppm black & whiteMultifunctionAvailability TBABigSale!CS-18018ppm black & whiteMultifunctionBigSale!CS-22120ppm black & whiteMFP w/NetworkFREEDP-420DOCUMENT PROCESSOR( $ 600 Retail Value)CS-300i30ppm B&WMFP w/NetworkPkgDeal!CS-256025ppm B&WMultifunctionFREEDP-670DOCUMENT PROCESSOR( $ 1265 Retail Value)CS-306030ppm B&WMultifunctionFREEDP-670DOCUMENT PROCESSOR( $ 1265 Retail Value)FS-1016MFP17ppm Digital MFPPC Print, ADF• 600x600dpi Res.• 250-Shts/50-Sht ADF• Hi-Speed USB 2.0• Std GDI PrintingOpt.Network$319FS-110030ppm SimplexPrinter• 1200dpi• 250-Sht Drawer• 32MB Mem.• High Spd USB 2.0• Opt. Network$179FS-1300D30ppm DuplexPrinter• 1200dpi• 250-Sht Drawer• 32MB Mem.• High Spd USB 2.0• Std. Network$249FS-C5016N17ppm ColorNetwork Printer• 600x600dpi• 500-Sht Drawer• 96MB Memory• Network, USB 2.0• Std. PCL6 Printing$359FS-C5100DN23ppm DuplexNetwork Color Printer• 600x600dpi Res.• 250 Sheet Drawer• 150 Sheet MPT• PCL6,PCL5c, PS3• 256MB Memory$449The Largest Selection Competitive Pricing Same Day Shipping Technical Support Parts & Supplies Online AccessTEL: 800.729.8320 FAX: 800.829.029213850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467 Web: www.nuworldinc.com e-mail:info@nuworldinc.comCPY011510CO Price and availability subject to change without notice. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners. 01.18.10If you no longer wish to receive these communications, please contact us at the phone number above.12 enx magazine

at you sideTHE PRIME SOURCE FOR ALL YOURCOPIER, MFP, FAX,SCANNER & PRINTER NEEDS!Order Online!Nuworldinc.comVisit Us At Booth #250CALLFor BestPrice• 14.4Kbps Fax• 250-Sht Capacity• 20-Sheet ADF• 20 One-Touch Dials,200 speed DialsRefurb.$99Toner: TN350 $42.90 / Drum: DR350 $78.45MFC-7440NInstant Rebate Valid From February 1, Thru February 28, 2009FAX-2820MFC-7840W$50InstantRebateCALLFor BestPriceFAX-4100e• 33.6Kbps Fax• 250-Sht Capacity• 30-Sheet ADF• 32 One-Touch Dials,100 Speed DialsRefurb.$168Rebate Valid On FAX-4100e NEW!Toner: TN430 $42.90 / Drum: DR400 $116.05MFC-8480DNCALLFor BestPriceMFC-9840CDWPPF-4750e• 33.6Kbps Fax• 250-Sht Capacity• 50-Sht ADF• 32 One-Touch Dials,200 Speed DialsRefurb.$279Toner: TN430 $42.90 / Drum: DR400 $116.05MFC-9440CNRefurb.$164$30InstantRebateRefurb.$196Refurb.$245Refurb.$529Refurb.$385• 14.4Kbps Fax• 250-Shts• 35-Sht ADF• 23ppm/cpm Spd• Std NetworkCALLFor BestPriceRebate Valid On MFC-7440N NEW!TN350 $42.90 /Drum: DR350 $78.45PPF-5750e• 23ppm/cpm B&W• 250-Shts/• 35-Sheet ADF• 33.6Kbps Fax• Wirelsss NetworkCALLFor BestPriceTN360 $43.45 /Drum: DR360 $66.95MFC-7220• 33.6Kbps Fax• 250-Shts• 50-Sht ADF• 32ppm/cpm Spd.• Duplex/NetworkCALLFor BestPriceTN650 $76.60/Drum: DR620 $95.75MFC-7340• 21ppm Clr/B&W• 250-Sht• 50-Sht ADF• 33.6Kbps Fax• Duplex/WirlessNetworkCALLFor BestPriceTN115C,TN115M,TN115Y: $87.15TN115BK: $62.35/DR110CL:$134.05MFC-8220• 33.6Kbps Fax• 21ppm b&w/clr (print)• 17cpm b&w/clr (copy)• 250-Sht/35-Sht ADFCALLFor BestPriceTN115C,TN115M,TN115Y: $87.15TN115BK: $62.35/DR110CL:$134.05MFC-8460NRFDFactory RefurbishedRefurb.$469Refurb.$122Refurb.$145Refurb.$168• 33.6Kbps Fax• 500-Sht Capacity• 50-Sht ADF• 32 One-Touch Dials,200 Speed DialsCALLFor BestPrice• 14.4Kbps Fax• 250-Shts/20-Sht ADF• 20ppm/cpm Spd.• 1200x1200 Scan• Std USB, ParalellCALLFor BestPrice• 21cpm/ppm• 14.4Kbps Fax• 250-Shts/35-Sht ADF• Color/B&W Scan• 16MB MemoryCALLFor BestPrice• 33.6Kbps Fax• 250-Shts/30-Sht ADF• 21ppm/cpm Spd. CALL• Hi-Spd USB 2.0 For BestPrice• 33.6Kbps Fax• 30cpm/ppm• 250 Sht Capacity• 50 Sht ADF• 32MB Memory$219TN430 $42.90/Drum: DR400 $116.05TN350 $42.90/Drum: DR350 $78.45TN360 $43.45/Drum: DR360 $66.95TN430 $42.90/Drum: DR400 $116.05TN580 $67.55 /Drum: DR520 $129.00The Largest Selection Competitive Pricing Same Day Shipping Technical Support Parts & Supplies Online AccessTEL: 800.729.8320 FAX: 800.829.029213850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467 Web: www.nuworldinc.com e-mail:info@nuworldinc.comBRO011510FX Price and availability subject to change without notice. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners. 01.15.10If you no longer wish to receive these communications, please contact us at the phone number above.enx magazine13

AuthorizedChannel PartnerTHE PRIME SOURCE FOR ALL YOURCOPIER, MFP, FAX, SCANNER & PRINTER NEEDS!Order Online!Nuworldinc.comVisit Us At Booth #250AuthorizedChannel PartnerColorQube9201/9202/9203• 38ppm clr/50ppm b&w (9201)• 45ppm clr/50ppm b&w (9202)• 50ppm Clr/b&w (9203)• 2x550-Sheet Cassettes• 100-Sheet DADF• PCL5c/6PostScript 3• Std NetworkIncredibleDeal!WorkCentre5135/5150 Series• 35cpm/ppm (5135)• 50cpm/ppm (5150)• 100-Sht Duplex ADF• 500-Sht Tray• PCL6/5e Adobe PS3• Std NetworkIncredibleDeal!WorkCentre5225/5230 SeriesWC5225 Copier• 25cpmWC5225 Copier/Printer• 10/100Base-TX EthernetWC5222 Copier/Printer• 1200x1200dpi• Std NetworkIncredibleDeal!WorkCentre6400 Series• 32 ppm Clr/37ppm B&W• 500-Sht Casstte• 50-Sht DADF• PCL5c, PCL 6,Adobe PostScript• Std NetworkWorkCentre7346 Series• 45pm Black & White,40ppm Color(7346)• 520-Sheet Cassette• 75-Sheet DADF• Adobe PostScript 3,PCL 5c/PCL 6• Std NetworkIncredibleDeal!IncredibleDeal!WorkCentre7232/7242 Series• 32ppm b&w/10ppm Clr(WC-7232)• 40ppm B&W/10ppm Clr(WC-7242)• 520-Sheet Paper Casstte• 100-Sheet Bypass Tray• 10/100 BaseT Ethernet• PCL 5c, PCL 6 EmulationWorkCentre4250/4260 Series• 45cpm/ppm (4250)• 55cpm/ppm (4260)• 100-Sht Duplex ADF• 500-Sht Tray• PCL6/5e Adobe PS3• Std NetworkIncredibleDeal!IncredibleDeal!WorkCentre7425/7428/7435 Series• 25cpm/ppm b&w/20cpm/ppm Clr (7425)• 28cpm/ppm Clr/B&W (7428)• 35cpm/ppm Clr/B&W (7435)• 520-Sheet Cassette• 75-Sheet DADFIncredible• Std Network Deal!Phaser 8560MFP D/T/X8860MFPD8560 Series• 30ppm Clr & B&W• 525-Sheets• Std Network/PS3, PCL 5c• 33.6Kbps Fax Modem8860MFP D• 30ppm Color & b&w• 525-Shts/50-Sht DADF• Standard DuplexingIncredibleDeal!WorkCentre 3210N/3220DNBigSale24/30ppm Digital MFP...............................................WorkCentre 4118P/XBigSale18ppm Digital MFP.....................................................BigCopyCentre C20 Sale22ppm Digital MFP..................................................WorkCentre M20/20i22ppm Digital MFP................................................WorkCentre 4150 Series45cpm Digital MFP..................................................Phaser 3200MFP B/N24ppm Digital MFP...............................................Phaser 3300 MFP30ppm Digital MFP...............................................BigSaleBigSaleBigSaleBigSalePhaser 3635MFP S/X35ppm Digital MFP..................................................Phaser 6110MFP S/X4/16ppm Color MFP.................................................BigPhaser 6115MFP N/D Sale5/20ppm Color MFP..................................................Phaser 6128 MFP12/16 color MFP..........................................................Phaser 6180MFP N/D20/30 ppm Color MFP.................................................BigPhaser 3250D/DN Sale30ppm Black & White Laser Printers...............BigPhaser 3600B/N/DN Sale40ppm Black & White Laser Printers...............Phaser 4510B/N/DT/DX45ppm Black & White Laser Printer................BigSaleBigSaleBigSaleBigSaleBigSalePhaser 5550B/N/DN/DT/DXBig50ppm Black & White Laser Printer...................SaleBigPhaser 6125NSale16/12ppm Color Network Printers.....................BigPhaser 6130N Sale18/21ppm Color Network Printers.....................Phaser 6280N/DN26/31ppm Coolr Network Printers.......................Phaser 6360N/DN/DT/DX42/42ppm Color Laser Printer.................................Phaser 7500N/DN/DT/DX35/35ppm Color Laser Printers.............................BigSaleBigSaleBigSaleBigPhaser 7760DN/GX/DX Sale35/45ppm color Laser Printers..............................Phaser 8560N/DN/DT/DX30ppm Color Laser Printers..............................Phaser 8860DN30ppm Color Laser Printer....................................BigSaleBigSaleThe Largest Selection Competitive Pricing Same Day Shipping Technical Support Parts & Supplies Online AccessTEL: 800.729.8320 FAX: 800.829.029213850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467 Web: www.nuworldinc.com e-mail:info@nuworldinc.comXER011510MF Price and availability subject to change without notice. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners. 01.15.10If you no longer wish to receive these communications, please contact us at the phone number above.14 enx magazine

THE PRIME SOURCE FOR ALL YOURCOPIER, MFP, FAX, SCANNER & PRINTER NEEDS!Order Online!Nuworldinc.comVisit Us At Booth #250DP-8035/8060Digital Copier MFPs w/iFAX• 35(8035),60cpm(8060)• 85-sheet ADF• 1,550 (LCT)+550-Sht Tray• 50 sheet Bypass• 50MB print mem/32MB sort mem• Std. 6GB for Spooling• up to Ledger (11x17)• Network PrintingCopier Multifunctions, Panafaxes, Panaboards,ColorMFPDP-C266/306/406Digital Color Copier MFPs• 26cpm Color/B&W(C266),30cpm Color/B&W(C306),30Clr/40cpmB&W(C406)• 2x550-Sheet Drawer• 100-Sht iADF/100-Sht Bypass• 512MB RAM Mem.• Std Duplex• Network PrintScan,Scan-to-emailDP-8035$1000InstantRebateDP-C266$1000InstantRebateInstant Rebate Valid For AUTHORIZED MFP/FAX Resellers Only, Valid thru Feb 28, 2010DP-190MFP w/Internet Fax• 19cpm/ppm Engine Speed• Digital Duplex CopyNetwork print• 50-Sheet ADF• Network Color Scan• 33.6Kbps Fax$100InstantRebateInstant Rebate Valid For AUTHORIZED MFP/FAXResellers Only Valid Thru Feb 31, 2010DP-8025/DP-8032Workgroup Digital MFP• 25cpm(DP-8025)• 32cpm(DP-8032)• 2x550-Shts/50-sht ADF• Std Duplexing• Network PrintDP-8025$500InstantRebateDP-8032$700InstantRebateDP-8016PMFP w/Internet Fax• 16cpm Copy/Print• 550-Sheet Tray• 50-Sheet Bypass• 20MB Printer Mem• StdNetwork• Opt 50-Sheet ADFInstant Rebate Valid For AUTHORIZED MFP/FAXResellers Only Valid Thru Feb 28, 2010DP-MC210S1Color MFP$100InstantRebate• 21cpm/ppm Color/B&W• 1200x1200dpi• 250-Shts/520-Shts• Network/Duplex• 33.6Kbps Fax $50InstantRebateInstant Rebate Valid For AUTHORIZED MFP/FAX Resellers Only, Valid thru Feb 28, 2010DP-8020E+AR202Copier, Network Scan,i-FAX, + iADF• 23cpm@600x600dpi• Up to 11”x17” size• 2x550-Sht Trys• 50-sht ADF• Network Print,DuplexInstant Rebate Valid For AUTHORIZED MFP/FAXResellers Only Valid Thru Feb 28, 2010DP-MB350B&W MFP• 35cpm/ppm@600x600dpi• 520-Sht Tray/50-Sht RADF• Std Duplex• Network Print/Scan• GDI, PCL5e, PCL 6• 33.6Kbps Fax$425InstantRebate$50InstantRebateInstant Rebate Valid For AUTHORIZED MFP/FAXResellers Only Valid Thru Feb 28, 2010Instant Rebate Valid For AUTHORIZED MFP/FAXResellers Only Valid Thru Feb 31, 2010Instant Rebate Valid For AUTHORIZED MFP/FAXResellers Only Valid Thru Feb 31, 2010UF-4000Laser Fax/PrinterUF-6200.........................CallUF-7200.........................CallUF-8200.........................CallUF-8200.........................CallDP-190............................CallDX-800...........................CallInstant Rebate Valid For AUTHORIZED MFP/FAX Resellers OnlyValid Thru March 31. 2010The Largest Selection Competitive Pricing Same Day Shipping Technical Support Parts & Supplies Online AccessTEL: 800.729.8320 FAX: 800.829.029213850-B Cerritos Corporate Dr. Cerritos, CA 90703-2467 Web: www.nuworldinc.com e-mail:info@nuworldinc.comPAN051809CO$20InstantRebateUB-5815Electronic White BoardUB-5310.......CallUB-5315.......CallUB-7325.......CallUB-8325.......CallUB-8328EW...CallUB-2315C......CallUB-2815C......CallUB-T780........CallUB-T780EM....CallUB-T780EW....CallHugeSaleKX-CL400High Speed Clr Laser PrinterFREE• 18ppm Spd• 1200dpi Res.• 530-Shts Auto Duplex Unit& 40GB HDD• 128MB Memory $• IPV2 Ready 600Retail ValueStd NetworkPrice and availability subject to change without notice. Nuworld is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.If you no longer wish to receive these communications, please contact us at the phone number above.$399enx magazineColorLaser01.15.1015

AUTHORIZED DISTRIBUTORHEADQUARTERS FORTOSHIBA BUSINESS PRODUCTFOR TOSHIBA EQUIPMENT, ACCESSORIES, PARTS & SUPPLIESA WHOLLY OWNED SUBSIDIARY OFNUWORLD BUSINESS SYSTEMSIDS, An All Purpose Company... There Is No Limit To What We Can Do For You!e• 20/25/30cpm/ppm Copy/Print• Std Print/Clr Scan• 2x550-Sht Cassette• 1GB RAM, 60GB HDD• PCL6, PostScript 3, XPS• Std Auto Duplex205L/255/305e• 35cpm/ppm Copy/Print• 45cpm/ppm Copy/Print• Std Print/Clr Scan• 2x550-Sht Cassettes• 1GB RAM, 60GB HDD• PCL6, PostScript 3, XPS• Std Auto Duplex355/455e• 23cpm Clr/28cpm B&W• 2400x600dpi Res.• 2x550-Sht Cass.• Std Auto Duplex• Scanning• Network Prinitng2330CDigital Copier MFP productivity to an all-new level Digital Copier MFP productivity to an all-new level The Power of Color at the Speed of Businesse-s 205L Combo$3039e• 20cpm/15ppm• 600x600dpi• 250-Sht Cassette• 8MB Memory• Opt. 50-Sht ADF• Opt. 2nd Cass.202SDigital Copier, GDI Printer, Full Clr Scannere-s 202S Combo$539e-s 255 Combo$3385OEM Parts &SuppliesCall Today!e-s 305 Combo$3945FREE!TonerCombo1 ES 202S + MR2018+ DeveloperE-Studio 50Fe-s 355 Combo$4389e• 20cpm@600x600dpi• 250-Sheet Cassette• Opt. 50-Sht RADF• Opt. NetPrint/Scan,Fax Kit203SDigital Copier, GDI Printer, Full Clr Scannerw/Opt Network/Scan, Fax Kite-s$614203S Combo Combo1e$ e-s 5389455 Combo IncredibleDeal!166FREE!TonerES 203S + MR2019+ Developere• 16cpm/ppm• 250-Sht Cass.• 100-Sheet Bypass• Opt. 2nd 250-Sht Cassette• Opt. 100-Sheet ADFFREE!ComboMemory1Combo Combo1 ES 166 + MR20172E-Studio 170F• 20cpm@600x600dpi• 250-Sheet Cassette• Opt. 50-Sht RADF• Opt. NetPrint/Scan,Fax Kit• Std DuplexES 167 or 207 or 237+ MR2017203SDDigital Copier, GDI Printer, Full Clr Scannerw/Opt Network/Scan, Fax Kite-s$684203SDCombo Combo1e• 16/20/23cpm• 250-Sheet Cassette• 100-Sht Bypass, Std. NIC• Opt. Print/Scan and FaxFREE!TonerES 203SD + MR2019+ Developer167/207/237FREE!NetworkPrint KitES 167 or 207 or 237+ MR2019 + MD0103 + GH1060E-Studio 190FIncredibleDealIncredibleDealIncredibleDealCompetitive PricingTEL: 888.372.3700 Fax: 562.921.1167TOS011410CO*Free Network Print Enabler to Non-Authorized Dealers Only*Selling Territories: AK-AZ-CA-CO-HI-ID-KS-MT-ND-NM-NV-OK-OR-SD-TX-UT-WA-WYSame Day Shipping Technical Support Parts & Supplies Special Deals13850 Cerritos Corporate Dr. #D Cerritos CA 90703-2467 E-Mail:suzannecarter@idswc.comPrice and availability subject to change without notice. IDS is not responsible for typographical errors or inaccurate specifications. Registered trademarks are properties of their respective owners.If you no longer wish to receive these communications, please contact us at the phone number above.01.14.1016 enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949ENX StaffIN THIS ISSUE• Business Profile: Page 18MetrofuserContributing Writers• Company On The Move: Page 48Nuworld Business SystemsSusan NeimesPublisher & Editor• 13 Solutions Providers That Should Be On Every Dealer’sRadarby Scott Cullen Page 20Ann BarrSelling Supplies.com• Hybrid Dealer Model - Revisitedby David Cameron, Ph.D. Page 27• Plan Your Future Now!by Ed Carroll Page 30Joseph ReganMarketing Director• MPS Rewards vs. Risksby Lou Slawetsky Page 35Scott CullenContributing Editor• How to Convince Prospects to Switch and Start Buying fromYouby Ann Barr Page 38Julia GonzalesGraphic Designer• Managing the Use of Internet and Emailby Ronelle Ingram Page 52• Xerox DC12 Style Fault Codes Revisited- Part IIby Britt Horvat Page 66David CameronPhotizo Group• Free Tech Help by Smarka! Page 68• Printer Tech Tips by Laser Pros Page 70• Display Advertisers Index Page 64Ronelle IngramContributing Editor• Products & Industry News Page 58• Calendar of Industry Events Page 61Ed CarrollStrategy DevelopmentBritt HorvatThe Parts DropENX MagazineENX Mexico & Latin America2029 Verdugo Blvd # 1022 • Montrose, CA 91020(tel] 818-550-7547 • 800-850-4949(fax) 818-550-7527email: enx@pacbell.netwww.enxmag.comLou SlawetskyIndustry Analystsenx magazine17

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949BUSINESS PROFILE:METROFUSERMetrofuser remanufactures and wholesales laser printerparts for Hewlett Packard and Lexmark. HP andLexmark are two of the most popular and profitablebrands of laser printersserviced in the USA.Metrofuser offers a broadarray of these laser printerparts. Metrofuser differsextensively from othersbecause of their remanufacturedevolution.Metrofuser’s remanufacturingis not only an eco-friendly alternative, it is a chance forthe part to evolve from its original state. Each repair generationis an evolution to greater quality; a continuous improvementfrom the original factory model. From implementing engineeringupgrades and component-levelredesigns to processing engineeringefficiencies, the evolution andinnovation never stops atMetrofuser.Metrofuser’s commitment to excellence begins with theirResearch and Development group. This creative team of engineerssources parts, troubleshoots, tests, recognizes and solvesthe challenges technicians and distributors experience. If thereis an OEM technical deficiency, Metrofuser probably alreadyknows about it and has engineered an improved replacementpart for 20%-40% less than the OEM’s wholesale price.Examples of their innovations include:• Addressing an influx of arcing ceramic heater elements.Their engineers have developed a process that virtuallyeliminates the incidence of this catastrophic failure in fusersutilizing Instant-On Technology.• Teaming up with a leading manufacturer of industrialchemicals to secure a proprietary formulation of syntheticlubricant for use exclusively in their fuser bearings.• Developing a resolution to the industry-wide plague ofHP 4200 fusers whose sleeves rip and fail prematurely.• Engineering ZeroSet Technology on all 4700 Fusers andTransfer Kits which reset the maintenance.• Providing professional presentation and superior protectionthrough diverse ISTA-Certified packing technologies.Metrofuser relies on and invests heavily in automation.Their Command Center is a culmination of fouryears of development by their production and logisticsteams. This technology is integrated intoMetrofuser’s ERP software which feeds real-timeproduction and logistics information to a 42 inch LCDdisplay located on the production floor, providingMetrofuser’s team leadersand production managerswith unprecedentedvisibility into operationalstatistics. The data feedenables managers toquickly act on any issuethat can improveMetrofuser’s efficiencyand quality.Metrofuser understands your need for replacement parts forthe newest and most profitable service models. Their R & Dengineers focus on the latest OEM part designs, specificationsand technologies. They offerfirst-to-market availability ofrock-solid alternative parts thatare often on back order orunavailable from the manufactureror other distributors.Metrofuser understands the servicingdealer often needs assistance in troubleshooting a downprinter or identifying exactly what part is needed. Metrofuserprovides hotline technical support. Technicians can access awide variety of support options including online repair tips, tollfree phone support, a parts catalog, email, and InstantMessaging.If a part is needed before a core or assembly can be returned forexchange-for-credit, Metrofuser offers advance exchange.Their exchange parts return tracking system provides automaticreturn reminders, exceptional order/fill rates and unparalleledorder cycle times.Through an electronically linked network of strategically locateddistribution centers, Metrofuser provides 1-2 day grounddelivery to 80% of the largest US metropolitan areas. This minimizesshipping time and expense. When ordered by 8pm EST,same day shipping is provided. Metrofuser currently boasts a96% daily fill rate. With Metrofuser you can offer your customerthe ultimate in service and delivery without having toinvest in stocking and warehousing. Local customers can enjoyconvenient will call order pick-up service.The Metrofuser INST@LERTNotification Service providesunprecedented visibility into theirparts supply chain. Metrofuser’scustomers have 24/7 access totracking inbound and outboundparts from the moment the order iscontinued on 1918enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from 18placed to the time their transaction has been completed.As an aid to those dealers offering Managed Print Services,Metrofuser has introduced a Certified Recondition PrinterResale Program. Metrofuser’s Certified Reconditioned Printersare typically one third the priceof their newer equivalent and are100% remanufactured. Tier 1Models are chosen for their noteworthyhistoric performance andreliably. All models are backedby a 90 day warranty and LevelIII Tech support.Metrofuser only sells to dealers with a wholesale number andare registered with Metrofuser as a reseller. Each ofMetrofuser’s dealer-customers has a dedicated account managerwho is familiar with the products and services that will bestsuit their needs.Each Metrofuser account manager is able to cater to the individualneeds of their clients. Founding owner-partner and Co-President Will DeMuth smiles as he explains, “We haveexpandable rules. We specialize in doing what needs to be doneto get things fixed. Every employee is empowered to do whatis right for our dealer-partners and Metrofuser. If there is a challenge,we will work around it. We will help source a neededpart. We have a bone yard of hundreds of printersthat hold thousands of parts. If you need it, wecan probably find it and ship it.”Metrofuser has been named to INC Magazine’s‘Americas Fastest Growing Private Companies’2years in a row. Metrofuser was also a 2009Recipient of the NJBIZ GreenLeadership Award. They were recognizedfor their ongoing focus onreclaiming, reusing, and recyclingapproximately 200,000 pounds ofelectrical and mechanical parts.Metrofuser rebuilt over 40,000mechanical and electronic parts.Additionally, they recycled over40 tons of paper and cardboard.Their optional e-invoicing programhas eliminated 30% of thepaper once used for billing. Theseprocedures improve the earth’ssustainability and reduce overhead.These green savings are thenpassed on to their dealer-partners,enabling the superior qualityNEXGENN re-manufacturedproducts to be sold at savings up to40% below the OEM wholesalepricing.As part of their partnering philosophy, Metrofuser has createdServicePlus Laser Printer Repair Training. This is a grouping ofcollaborative disciplines, parts theory, service management andgeneral printer repair. ServicePlus classes provide students withhands-on, real-life scenarios challenging them to work with eachtechnology element with their own hands. Students break it, fixit, install it, troubleshoot it, integrate it, and deploy it.Metrofuser’s ServicePlusTraining provides thecomplete training experiencefrom Entry Levelthrough ServiceManagementProfessional.Certification levelsinclude:• Imaging Specialist• Independent Service Professional• Service Management ProfessionalKey Customer Segments• Online Resellers• Mail Order Resellers• Authorized and Non-Authorized ServiceCompanies• Value Added Resellers• RechargersProducts offered• Fuser Assemblies• Printer Service Training• Maintenance Kits• Power Supplies and Logic Boards• Paper Handling Units• OEM & NEXTGENN Brand Compatible Parts• JetDirect Cards• Certified Remanufactured PrintersService Options• Repair & Return• Remanufactured Parts Outright• Remanufactured on Advance Exchange• OEM New Outright• OEM New on Advance ExchangeServicePlus Training classes are regularly scheduled on the eastand west coast. Your Metrofuser Account Manager can answerall your questions or you may view the á la carte trainingoptions at http://www.metrofuser.com/training.htmlFrom the parts that go into their fusers, to thetechnicians that build them, Metrofuser’s commitmentto quality cannot be overstated. Fromyour account manager who takes your order, tothe green packaging used to ship your parts,Metrofuser has learned not only what works,but what doesn’t work. They have distilled thisknowledge into providing the highest qualityremanufactured Hewlett Packardand Lexmark printer parts, evolutionaryengineering, technicaltraining, printer sales and customerservice. u by Ronelle IngramContact Metrofuser, LLC263 Cox StreetRoselle, NJ 07203-03561-888-FUSERS-1 (387-3771)908-245-2100 Phone908-245-2900 Fax011-908-245-2100 Internationalwww.metrofuser.comemail: sales@metrofuser.comWest Coast Distribution CenterMetrofuser West301 W Dyer Rd, Unit ASanta Ana, CA 927071-888-FUSERS-1 (387-3771)908-245-2100 Phoneenx magazine19

By Scott CullenFEBRUARY 2010 We Saw It In ENX Magazine... 800.850.494913 SOLUTIONS PROVIDERS THAT SHOULD BE ONEVERY DEALER’S RADARThe imaging industry is awash in solutions. And by that Imean third-party software that enhances a dealer’s hardwareofferings or enhances a dealership’s daily serviceand sales operations. The number of solutions available to thedealer community is growing daily and is a frequent source ofconfusion and consternation as dealers try to sort out what’s hot,what’s not, and what’s best for their customers and their dealership.You would think by now that the process of identifying themost appropriate solution would be a whole lot easier as a dealer’sknowledge base grows. It’s not. And it’s not any easier foreven the most seasoned industry analysts and consultants whoeat, breathe, sleep, and drink this stuff every day. Even they’resometimes confused by the plethora of choices.Having so many choices isn’t a bad thing…if you know whereto start. We polled industry analysts and successful dealers whoshare their thoughts as to the third-party solutions providers thatshould be on every dealer’s radar. Let’s emphasize from the getgothat these solution providers weren’t selected by me or ENX.They were selected by our sources. Is it the definitive list ofsolutions providers? Maybe, maybe not, but just because theseare the providers that our sources say should be on your radardoesn’t necessarily mean that they’re the best ones for you oryour customers. These are just the ones that you should beaware of because of their presence and impact on the industry.And now, without further ado, and in no particular order, here isa baker’s dozen of solutions providers that should be on yourradar:1.Nuance/eCopy – Although recently acquired by Nuance,the eCopy brand is alive and well with the company still positionedas the mother of all MFP scanning solutions. The acquisitionmade a whole lot of sense from a product perspective andeven though eCopy has taken the MFP world by storm throughits relationships with numerous OEMs, don’t sell the Nuanceproduct line short. eCopy products, which should be on everydealer’s radar, whether or not their hardware manufacturer haspartnered with eCopy (and most have), include ShareScan,Scan Station, and PaperWorks. If you’re not familiar withNuance you may know their products: Dragon, a speech recognitionsoftware; OmniPage, a desktop OCR and PDF conversionapplication; PaperPort, a desktop scanning and documentmanagement application for the PC and the one that might bethe best fit for many of your customers; and PDF Converter forconverting, creating, and editing PDF files.www.nuance.com• www.ecopy.comWhat they’re saying about eCopy and Nuance“eCopy desktop is certainly a nice tool to have. It provides a lotof functionality that Adobe has at a fraction of the cost,” saysRandy Allen, vice president of marketing for ASI BusinessSolutions in Dallas, Texas. “That’s certainly an angle for presentation.We find sales reps who include it in their presentationsspeak about it and the offeringsthat ASI can bring to them tospark additional conversations.”“eCopy lets you connect to somany things; it has the power totransform the sales process forthe dealer and he doesn’t have togo out and say, ‘You ought to be using A,B,C solutions.’ Insteadhe can say, ‘What are you using? Let’s see if we can connect tothat,’” adds Brian Bissett, editor of The MFP Report.2. Equitrac – With printing and copying costs so importantto many organizations’ bottom lines, there’s no doubt everydealership needs to have an intelligent print management andcost recovery solution that tracks, analyzes, and allocates thecost of every document output to any device in its menu of solutions.If you’re going to start somewhere with one of these solutions,there’s no better place to start than Equitrac.www.equitrac.comWhat they’re saying about Equitrac“Every dealer has traditional Equitrac customers in their base—legal, educational, etc. — and Equitrac also has [solutions] thatgradually branch out into more commercial accounts,” notesBissett.“Equitrac is the de facto standard in almost every legal firm outhere,” adds Greg Walters, author of The Death of the Copierblog and a long time feet-on-the-street sales rep. “It’s beenaround forever. There are other systems that do the same thing,but name recognition is all Equitrac.”3. FMAudit – For a company that’s only been offering printmanagement assessment software since 2004, FMAudit hasmade a big impact in a short period of time. The companyclaims to have more than 800 dealer clients with over 2.3 milliondevices under management. If that’s not reason enough toput them on your radar, we’re not sure what else will convinceyou. The company offers remote meter reading and print managementassessment tools along with solutions for data analysis,TCO proposal generation, consumable level monitoring,and service alert filtering. It all started with a USB key, whichremains an important data collection tool even as the companyhas moved to collecting information via the Web with itsWebAudit software. FMAudit has an impressive roster of partners,including Canon, Dell, HP, Konica Minolta, KyoceraMita, Lexmark Muratec, Océ, Ricoh, Samsung, Savin, Sharp,Toshiba, and Xerox. www.fmaudit.comWhat they’re saying about FMAudit“We use FMAudit, and after all of our analysis we came awaycontinued on 2120enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from 20feeling that it was the best choice,” says ASI’s Allen.4. Print Audit – Looking to make a go of it in print management,Print Audit is where a lot of dealers start. The companyoffers print tracking and auditing software that enablesorganizations to analyze, reduce and recover their printing volumesand costs. The company has relationships with numerousOEMs, including Toshiba, Konica Minolta, Canon, Xerox,Ricoh, Sharp, Pitney Bowes and many more. From a productperspective, the name to know is Print Audit’s flagship software,Print Audit 6. The company also offers a variety of scan,fax and copy tracking tools to help dealers reduce and recovertheir document creation costs. These solutions range fromexternally connected hardware terminals to software that runsdirectly on supported imaging devices. www.printaudit.comWhat they’re saying about Print Audit“Print Audit seems to be at the top in terms of exposure [amongMPS providers],” says Bissett.5. MWA Intelligence – MWAi isn’t messing around whenit comes to managed print services. The company that built itsbrand in the machine-to-machine solutions arena with productsfor managing people, systems, and assets also offers professionalservices. MWAi solutions include asset and resourcemanagement tools and the requisite software, hardware, andcommunications technologies to manage employees, assets,and business operations. The company uses a platform-independentapproach to asset, service, and mobile workforce managementthat is scalable to accommodate any dealership’srequirements and grows as their business model changes.What they’re saying about MWAi“They’ve put together a complete turnkey package for large andsmall independent dealers to get into MPS and be successful atthe same time,” notes Bob Sostilio, president of Sostilio andAssociates.“I like the way they tie into the manufacturers, for example theservice part of Sharp’s OSA,” says Lou Slawetsky, founder ofIndustry Analysts. “They’ve done a better job of integrating thehardware to their solutions.”6. LMI Solutions – They may have started as a provider ofaftermarket consumables, but LMI has taken that expertise andleveraged it as a foundation to enter the MPS space. The companysays it provides turnkey managed print solutions to morethan 500 dealers already and you can bet that number is growingas awareness of MPS grows. The company’s LMIPageTrack Advantage combines print management technology,consumables, and a fulfillment system that the company says isdesigned to maximize dealer profits and ensure end-user satisfaction.www.lmisolutions.comWhat they’re saying about LMI“Everybody says they’re in MPS and everybody defines it differently,but LMI probably has the broadest definition of any ofthem,” says Lou Slawetsky, founder of Industry Analysts.What they’re saying about MPS solutions.“Any of the MPS packages out there like FMAudit, PrintFleetand MWAi are what dealers should pay attention to,” contendsFrank Cannata, president of Marketing Research Consultants.“Those are just three that come to mind and they’re all good. Idon’t think anybody could go astray with any one of them.”7. Open Text – A provider of enterprise content managementsolutions, Open Text offers everything from scanning to dataexport, to integrating and automating the flow of fax, paper, andelectronic documents and data. Perhaps best known for its faxand document distribution applications (Formerly Captaris &Castelle), including RightFax and FaxPress, which help organizationsmanage fax document delivery and allow users to capture,store, manage, and archive their documents.www.opentext.com/faxWhat they’re saying about Open Text“If you’ve got a huge company with a lot of incoming fax lines,RightFax is a real good way to go. It’s been around for awhile,it’s easy to install, and okay to support,” observes Walters. “Ilike the software. It can be a rather large package, and if you’vegot more than ten fax lines coming in, it’s a great application. Ifyou’ve got below that, you can get away with one of thoseappliances that sit in the phone closet by Castelle.”8. Objectif Lune – Objectif Lune got its start in the variabledata printing industry in 1993 by creating custom turnkey solutionswhich evolved to a suite of products called PlanetPressSuite. Today the company provides solutions for all aspects ofthe variable data printing industry, including transactional andpromotional printing, workflow automation, and Web-to-Print.PlanetPress Suite is the company’s best known product, particularlyin the office dealer community. It allows organizations tomaintain and grow their customer base by adding value to businessdocuments and distributing them in a format that best suitsrecipient preferences. According to the company, its ease ofuse, affordability, and open architecture make it the perfectsolution to enhance, produce, and distribute business documentswith relevant content that will be sure to capture the reader’sattention and get the message across. The software alsoallows users to generate sophisticated forms, enabling them totransition away from preprinted forms.What they’re saying about Objectif Lune“It’s not widespread through a lot of our accounts, but it drivesa lot of high copy volume in the ones that use it, says RayBelanger, president of Bay Copy. “Also, the company has avery good support organization, and they are spread through allthe major manufacturers’ platforms, which gives us some levelof security that they’re going to be around to support this forawhile.”continued on 24enx magazine21

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949Put More Greenin Your Bottom Line•0Maximize margins and hardware pull-through•0Generate professional services and recurring revenue•0Extend the customer relationship past the leaseHow?Enter the profitable world of selling documentmanagement solutions.Visit Us At Booth #343•00Learn to build a successful professional services team•0Benefit from proven training and go-to-market programs•0Outstanding certification program and technical support•0Onsite sales representatives working with your sales teamContact us and realize the benefits of a lasting Partnership.DocuWare Corporation(888) 565-5907dwsales@docuware.comwww.docuware.comCall toll free (800) 218-9222 3957 Schaefer Ave.Phone: (909) 628-8300 Chino, CA 91710Fax: (909) 628-8533 Email: sales@accutekimaging.comHP Fusers Refurb with ExchangeHP 1200…$45 | HP 1320…$65 | HP 2100…$60HP 2200…$60 | HP 2300…$69 | HP 2400…$90HP 3380…$65 | HP 4000…$49 | HP 4100…$59HP 4200…$80 | HP 4250…$90 | HP 4300…$85HP 4345…$175 | HP 5000…$85 | HP 5100…$95HP 5200…$155 | HP 8000…$60 | HP 8100…$75HP 9000…$129 | HP 4500…$80 | HP 4600…$95HP 4650…$125 | HP 5500…$145 | HP 5550…$165HP 8500…$140 | HP 9500…$185 | HP P2015..$75HP P3005..$145HP Maintenance Kits Refurb with ExchangeHP 1200…$75 | HP 1320…$95 | HP 2100…$75HP 2200…$85 | HP 2300…$95 | HP 2400…$105HP 3380…$99 | HP 4000…$59 | HP 4100…$79HP 4200…$100 | HP 4250…$125 | HP 4300…$100HP 4345…$185 | HP 5000…$125 | HP 5100…$125HP 5200…$195 | HP 8000…$69 | HP 8100…$85HP 9000…$155 | HP 4500…$95 | HP 8500…$165HP P2015..$105 | HP P3005..$175220 Volt Also AvailableSign up for resellers login at www.accutekimaging.comand view other great prices.PrintersHP P3005DN / X Refurb..................... $425 / $485HP 2420 / D New Open Box............... $345 / $375HP 2430TN / DTN New Open Box ..... $375 / $575HP 9050mfp Refurb .......................... $1650HP 4100mfp Refurb .......................... $285Canon fax LC3170 Refurb ................ $285Other HP PartsHP 4250n Formatter Board(Q6505-69009) NEW $285HP 2200 Scanner Assembly Refurb $50HP P2015dn Formatter Board(Q7805-60002) NEW $95HP mfp Fax Analog Board (Q3701A) NEW $220HP P3005n Formatter Board(Q7848-60002) NEW $249HP 635n Jet Direct (J7961A) New no Exchange $245HP 630n Jet Direct (J7997G) New no Exchange $185HP 620n Jet Direct (J7934G) New no Exchange $115HP 615n Jet Direct (J6057A) Refurb with Exchange $59HP 610n Jet Direct (J4169A) Refurb with Exchange $49HP 600n Jet Direct (J3113A) Refurb with Exchange $25HP 600n Jet Direct (J3111A) Refurb with Exchange $20HP EIO Hard Disk 20gb (J6054A)Refurb no Exchange $40HP P2055 Fuser New without Exchange $199HP P4015 Fuser New with Exchange $19922enx magazine

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FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from 2113 SOLUTIONS PROVIDERS THAT SHOULD BE ON EVERYDEALER’S RADAR9. Docuware – This is one of the names that should be at thetop of every dealer’s list of document management providers.DocuWare is an integrated document management solution thatautomates business processes by managing any type of document,regardless of format or source in a central document pool.This includes paper records, letters, faxes, drawings, PC andother electronic files as well as e-mail. Docuware’s solutionstarget small to mid-sized companies—many dealers’ bread andbutter—as well as government agencies and departments inlarge organizations. Consider too that more than 400 authorizedDocuWare partners make up a worldwide independent resellernetwork. www.docuware.comWhat they’re saying about Docuware“If you want to carry document management software, youprobably want to carry one from a vendor that knows how towork with you as a dealer and understands your business model,pricing structure, profit motive, etc.,” says Bissett. “One thatseems to stand out in that area is Docuware.”10. EMC 2 Documentum – Perched squarely at the highend of the document management arena is Documentum. TheEMC Documentum platform provides a client infrastructurewith the framework and tools that allow users to process anduse content management functionality across a range of desktop,portal, or Web-based applications. The Documentum platform’sclient layer consists of a component-based user interface(UI) framework upon which EMC provides a comprehensivesuite of applications for users to access the EMC Documentumrepository. It includes end-user interfaces, administrator tools,and integrations with popular authoring tools and enterpriseapplications.What they’re saying about Documentum“Documentum is a great system,” maintains Walters. “It’s huge.I did a project where we did workflow management, digitalfloor management, and changed the way the whole companyinvoiced and everything, and Documentum was a big part ofthat. I like that package, but it’s a high-end package and byhigh-end I don’t mean expensive; I mean you have to have guyswho can make it jump through hoops.”11. Microsoft Sharepoint – Microsoft Office SharePointServer 2007 is an integrated suite of server capabilities that providescontent management and enterprise search, enablingshared business processes and facilitating information-sharing.Microsoft Office SharePoint Server 2007 provides a single,integrated location where employees can collaborate with teammembers, find organizational resources, search for experts andcorporate information, manage content and workflow, andleverage business insight to make better-informed decisions.www.sharepoint.microsoft.comWhat they’re saying about Sharepoint“Every dealer should be knowledgeable of and consider theopportunity with SharePoint whether they want to be aSharePoint seller themselves. It may or may not be a fit [fortheir dealership] but they definitely need to be aware of it,” saysBissett. “It’s part of the infrastructure they’re going to find outthere. They can either be a reseller for Sharepoint or connect toSharepoint. If they decide on the second route, they can eithergo through NSI or eCopy to do that, and increasingly a lot of thevendors are developing their own support. Konica Minolta hasit on some of their devices and Canon has it on some of theirnew imageRUNNER Advance models, as does Toshiba.”12. Notable Solutions, Inc. (NSi) – NSi solutions allowfor document capture, processing, and routing and the companyis considered by many an erstwhile competitor to eCopy. Thecompany has fashioned a name for themselves in the solutionsarena with its flagship product AUTOSTORE. That productcaptures paper and electronic documents from virtually anysource and in any format. Looking for validation as to why theymake this list? Consider the company they keep. NSi has a boatloadof partners, including EFI, Fujitsu, HP, Kodak, KyoceraMita, Ricoh, Sharp, and Xerox on the hardware side andCaptaris, Equitrac, IBM, and Nuance among many others on thesoftware side. www.nsius.comWhat they’re saying about NSi“They have their own pros and cons and a little different pricingmodel than eCopy. And they have embedded support forKyocera where eCopy doesn’t,” says Bissett.“We have one large account that uses NSI and it’s been good forus because it helped us get that big deal,” says Chip Miceli,president of Des Plaines Office Equipment.13. Ringdale FollowMe - FollowMe is a roaming, secureprinting, and accounting solution for companies looking toleverage its printer roaming capabilities and print security capabilities.It also provides accounting for all of an organization’scopiers and printers so that automatic reports can be generatedfor users, cost centers, cost codes, and printers. FollowMe supportsall industry standard printers. In addition, Ringdale offersFollowMe Embedded, a solution that does not require anyexternal hardware to the MFP when used with PIN authentication.So far Ricoh, Toshiba, HP, OKI, Xerox, and Sharp providethis solution to their dealer channel.What they’re saying about Ringdale FollowMe“We’re part of Ricoh Family Group and have stayed prettyclose to the offerings they’ve placed before us,” explains ASI’sAllen. “Ricoh is adopting Ringdale FollowMe and that’s provedto be a pretty darn good offering…. it’s not terribly expensiveto offer a solution that makes business sense, financial sense,continued on 5424enx magazine

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Our partnership with MWAi creates a comprehensiveMPS solution for you and your customers.Visit our booth for Live Demos of isConnect MPSand Turn-key Website Solutions.888.632.5515 888.635.7479 sales@imagestar.comwww.imagestar.com26 enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949HYBRID DEALER MODEL - REVISITEDBy David B Cameron, Ph.D.It was in the fall of 2008 when Ed Crowley, founder of ThePhotizo Group, recognized the convergence of markets andemergence of a new MPS channel that required the combinedcompetencies of a BTA/copier dealer and ITVAR/reseller. We coined the term 'Hybrid Dealer' to identifythat special group. I think others had probably noticed it also,as the term quickly found resonance in the hardcopy productcommunity of professionals. Certainly by that time the marketgrowth had accelerated based on growing recognition by endusersthat MPS could have significant impact to their business.I guess you could say that the timing was right to recognize agrowing market trend. We'll revisit in this article the originalthinking behind the Hybrid Dealer concept and update the factorsthat were driving the market and defined the model.The hybrid dealer development model below described thebehavior of channel players for MPS model adoption. It is reallya common sense model which Photizo documented, indicatingthe relative levels of commitment and business modelchange that a dealer (or reseller) has to go through to fully adoptthe MPS model. Our data, including hundreds of interviewsand online dealer assessments, has indicated that the vast majorityof dealers today are in the early stage of adoption, eitherFence Sitter or Tester per the chart below. Furthermore, of the14,000 or so North American dealers (including resellers), onlyabout 5% have become hybrid dealers so far. We have continuedto document the MPS adoption rate by channel players andkey factors that are driving it. Additionally, Photizo is launchinga 2010 study to delve more deeply into the MPS adoptionexperience and factors that either enable or inhibit dealer businesstransformation and market success.• Changes in the decisionmaker• Shifts in the channelThe introduction of the A4printer MFP is probably welldefined by the introduction ofthe HP4345, though certainly this was in concert with manyother similar products launches by other OEM's in the sametime frame. The rapid rise of sales and page migration fromcopiers and workstations to printer MFP's has been documentedby Info Trends and Lyra.The phenomenal growth of MPS sales and market opportunity,per the forecast by Photizo Group, is shown in the chart below.The channel growth rate is predicted to be 25.6% CAGR from2006-2013, a significant trend affecting dealer sales and profitability.Assuming that this trend continues, if not accelerates,the size of the business opportunity begs the question about theneed for MPS adoption rate by the channel. The end-user drivenmarket growth will demand competent MPS dealers to providethe services required. This factor alone suggests an urgentneed for dealers to get on board with MPS and drive the necessarychanges within their businesses to serve the growing market.There is little question that dealers of all types will needto make significant changes to move to a value, relationshipdrivensales model, as well as adopt a MPS business model thatreflects the longer sales cycles, infrastructure requirements andimpact to cash flow. One impact for dealers that are FenceSitters or Testers is that being late to the market implies potentiallost sales a significant risk to their business.We thought it would be enlightening to take another look at thefactors behind this business model change and see if they werestill valid. The original research identified the following keyfactors:• Introduction of MFP (A4, Multi-Function Printer) technology• The growth of Managed Print ServicesAnother factor driving the need for dealer transformation to thehybrid dealer model is the shifting of the MPS decision makerresponsibilities within end-user companies from Facilities to IT.The most recent data shows an increasing IT ownership forMPS, from 60-63%, year over year. In order to be successful,executive IT relationships need to be developed over time withthe CIO and team to close the sale. Traditionally, this has beenmore the domain of the VAR than BTA dealer, requiring achange to their sales model.continued on 2827enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949HP | XEROX | BROTHER | LEXMARK | INFOPRINT | CANON | OKIcontinued from 27HYBRID DEALER MODEL -REVISITEDAre yourMPS opportunitiesmelting away?CARBON SiX gets the big deals done…before it’s too late!Now is the time to solidify Managed Print Services(MPS) contracts with your top customers. Two newCARBON SiX services will speed up the sales cycle, andassure the contracts you negotiate are profitable.Professional Services Group – Use our experiencedteam and program resources to work in tandem withyou through every step of the process. Together, youand CARBON SiX experts will set up the initial clientmeeting, present MPS benefits, conduct assessments,develop the proposal and close the deal.Extended Dealer Service – Assistance for dealers whoare already engaged with key customers in MPS.Our experts will extend your capabilities to buildstrategies, create proposals and get the sign-off ondeal documents.Another significant factor has been the higher growth rate bythe hybrid dealer channel compared to the traditional BTA orVAR channels. Internal data has indicated that the growth ratefor hybrid dealers equals or exceeds the rapid market growthrate mentioned previously, far above the other channels. Oneimplication is that dealers must accelerate MPS adoption or loseout on grabbing their piece of the action.The conclusion is inescapable that the MPS market will dominatethe traditional BTA and IT VAR channels over the next fiveyears. If you are part of the 80% or so of dealers/resellers whoare still thinking about or testing the MPS market, then our recommendationis to delay no more. A key reason for hesitationto adopt MPS is indecision by the dealer management team. Itis a situation that the organization change professionals havecalled the need for a 'burning platform' to drive significant businesschange. If you cannot see the growing market changes andthink the risk to your current business is too high, then whyjump? Why not go slow, try it out and give your business timeto adjust? The choice is yours, but we think the signs are there.However, you will have to convince yourself that change isrequired. We think it is time to jump. uPrint Management ®getting done faster!www.suppliesnetwork.com/carbonsixDavid Cameron, PhD - Senior Consultant and Partner, PhotizoGroup. Dr Cameron has over 20 years of experience in thehardcopy industry including a range of positions from managingafter sales support, product development and business leadershippositions at Texas Instruments, IBM Global Services andDell. Most recently Dr Cameron was Director of Engineeringfor the startup of the Imaging Systems business at Dell whichquickly grew into a $1 Billion dollar business with the fastestgrowth in the industry. He also teaches in the Managementdepartment at Texas State University.powered by:Supplies Network877-427-3261www.LaserPrinterParts.comw.Lm28enx magazine

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By Ed CarrollFEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949PLAN YOUR FUTURE NOW!It is the Saturday before Christmas- I am sitting at home, itis snowing out with expected accumulations of 15 to 20inches (snow is not the norm in Northern Virginia), the treeis not decorated, we have guests arriving on Monday for theweek, the girls' Nutcracker performance is delayed untilJanuary 2 (thankfully), none of the gifts my wife bought arewrapped, and most importantly, I have not completed myChristmas shopping. This is not the way I planned.We bought the tree on December 2; it should have been decoratedby now. My wife started the Christmas shopping beforeThanksgiving, so we should have the gifts wrapped by now(guess who was supposed to do the wrapping -hint: not the onewho did the shopping). She planned to spend tomorrow,Sunday, baking cookies for the week ahead, and I expected tohave time on Sunday to go out with my daughters to do someChristmas shopping for the baker. With the snow, we will belucky to get out on Monday, after work and my daughters'school, just as the guests arrive, provided they get out of NewJersey. What a mess!I share my experience with you, not because I lack planningskills (I don't), but because it brings to light the importance ofplanning, especially business planning. I am confident thatwith a little extra stress and aggravation, all that was plannedwill be in place by the 25th and we, my family and guests, willhave a very enjoyable holiday.If you look at our situation, at least we knew what we had to do,what we wanted to accomplish, when it needed to be accomplishedby, and what resources were available ( I failed to mentionthis earlier because for some reason the resources availableand the amount spent is not matching up, but that's a differentstory). Anyway we had a plan. Knowing the important detailswill enable us to complete all that is necessary and we willenjoy the holidays as a result.Business planning is not much different than knowing what youwant to accomplish today, this week, this month or beyond, howto accomplish it, and what resources will be needed. But it is avery important process. A process that is necessary for anybusiness to grow, to improve, or to survive, and it is one that we,Strategy Development, often find is overlooked by businessesIn the Document Imaging Industry.For those who do prepare a business plan, it is usually a wishlist of goals to accomplish. It has no resemblance to whatopportunities exist (industry projections), what skills the organizationhas, what weaknesses must be improved, or whatresources are available (both financial and human capital). Inmost cases, it is a document slated for the credenza, file cabinetor trash shortly after it is completed because it was not wellthought out, was not realistic, ordid not give any consideration toboth internal and external factorsaffecting achievability ofthe plan.So what is required to prepare awell-constructed business plan? In this case more informationis better than less. It starts with gathering and reviewing historicalrecords. Understanding what transpired and why, whatwas a normal event and one that might not be repeatable, lookingat trends and productivity, and understanding the reasonsbehind the improvements and changes to the organization. Youneed a thorough review of the past in order to be in a positionof planning and constructing a plan for the future.Next, you need a SWOT (Strengths, Weakness, Opportunities,and Threats) analysis. This is a review of the strengths andweaknesses of your organization (internal factors) along with areview of the market opportunities and external threats to yoursuccess (external factors). This review is critical for preparinga realistic and achievable plan. Without knowing what you faceand what skills are in place to address this, how can you preparea detailed plan? The SWOT analysis gives you the necessaryinsight to support the preparation of a quality business plan.Finally, you need to identify three to five goals for the NewYear, and no more than that. Too many will dilute the effectivenessof your plan and increase the chances of not accomplishinganything. The three to five goals should be department,product or services specific. They need to match thedirection the industry is going and your ability (skills) toachieve that goal. An example of this for an equipment dealermight be to improve the overall profitability of the serviceorganization and increase the service gross profit from current45% to 48% by improving parts management (specific andachievable with a detailed plan.)An example of a goal that is probably not realistic or achievablewould be to grow equipment revenue 10%. What's the difference?In the first case, the goal indicated a weakness in performance -part management- that was affecting the gross profit of service,and by improving an area of weakness controlled by the business,they could improve the overall profit performance in service.This was well within their reach.In the second case, you are looking to grow an area of yourbusiness that by all known industry projections is declining, anddeclining at significant rates. So unless there is a reason outsidethe norm that your efforts will gain significant equipment revcontinuedon 3230enx magazine

High Quality ReplacementInkjet & Toner CartridgesYour Best Source!Full Line of Inkjet HP, Dell, Lexmark,Canon, Epson Cartridges Available!Superior Quality!High Volume Discounts!Pricing as Low As Overseas Suppliers!CALL NOW!800-628-6326or email us atsales@bonvivant-inc.comReplacement Color Laser Toner ProductsHP Q6000/1/2/3 (HP 1600/2600) $29.95HP Q2670/1/2/3 (HP 3500/3550) $47.95HP Q6470/1/2/3 (HP 3600) $45.00HP CB540/1/2/3 (HP CP1215) $32.95Brother TN-04 B/C/M/Y $39.95Dell 1320 B/C/M/Y $12.00Dell 2130/2135 B/C/M/Y $18.95Dell 3000/3100 B/C/M/Y OEM $29.95Dell 3110/3115 B/C/M/Y $64.95Samsung CLP-300 B/C/M/Y $9.95Specializing in Compatible & Remanufactured HP, Brother, Dell, Canon, Samsung, Lexmark & XeroxReplacement Black Laser ProductHP Q2612A $13.50HP Q2612X $16.50HP CB435A $16.95HP Q5942A $39.95HP Q5942X $43.95HP CE505A $23.50HP CB436A $17.25Brother TN-350 $15.95Brother TN-360 $17.95Brother TN-620/650 $19.50Dell 1720 $27.50Canon 106 $25.95Samsung SCX-4725A $25.95Samsung ML-1610/2010 $19.95800-628-6326 • 818-727-0600 • sales@bonvivant-inc.comFax: 818-727-0640 • www.bonimaging.com • 9400 Lurline Ave. Unit D, Chatsworth, CA 91311enx magazine31

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949www.alscopiers.comLate Model Machines & Repos.Inventory Online!For real time inventory updates and featured equipmentfollow us on twitter@twitter.com/alscopiers We Also Buy Surplus CopiersCalifornia Call for Customer referralsToll Free: 866-727-3750 Export Customers WelcomePhone: 949-727-3750 Professionally Packed ContainersFax: 949-727-3850 Find Everything You Need In Our45,000 sq. ft. Warehouse!9701 Research Dr. Ste.100Irvine, California 92618The Most Experienced & Reliable Wholesaler In the Nationcontinued from 30COPIERS PRINTERS FAXESPLAN YOUR FUTURE NOW!enue, this goal is not realistic or achievable. In a declining market,you need to expand your market rate, i.e. market share, at arate equal to the amount the market is declining in order for revenueto match the previous year without any impact in the averageselling price. For example, if the market is expected todecline 10%, you need to increase market share 10%, and aslong as the average unit selling price does not decline (which isnot what the industry analysts are forecasting), revenue wouldbe about equal to the previous year. So growing revenue 10% ina market declining 10% would mean you would need to growmarket share 20%. Is it realistic to plan the organization aroundachieving such growth in today's tight economy and highlycompetitive industry? For most companies I would think not.A well constructed and detail-focused business plan takes time.It involves a great deal of thought and understanding of theinternal and external factors we face, it involves engaging allmembers of the organization in order to be effective, and it mustbe realistic. But it is critical to the success of any businesstoday.If your organization prepares an annual plan, don't shortchangethe process. Invest time and resources in getting a well constructedplan in place. It will pay dividends for your organizationand will provide a road map that you and your team can followthroughout the year. If your previous plans were ineffective,then review the plan to understand where the weaknessesexist in the preparation process following the important stepsmentioned above.If your organization does not prepare a plan, you should startnow. We live in a highly competitive industry. Success cannotbe left to chance; you need to plan and identify the directionyour organization needs to take in order to combat the downwardtrends of the industry and survive. Start small, i.e. one ortwo goals, but start now. The longer you wait, the more unexpectedchallenges you will face that could impact the success ofyour business. If you need help, attend the BTA BusinessPlanning Workshop. Information can be found at www.bta.orgunder the education tab. uEd Carroll is a principal of Strategy Development, Inc. anadvanced management consulting firm, engaged in sales leadership,managed print services, operational efficiency, serviceproductivity and business planning. Clients include equipmentmanufacturers and resellers (large and small) focused onequipment and service in the document and imaging industrythroughout North America. Ed can be reached at 703.722.2973or carroll@strategydevelopment.org.32enx magazine

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Fax Purchase Orders to214-904-0983Fusers & Maintenance Kits2010 Reseller Fuser & Kit PricingModel Part # Price Model Part # Price Model Part # Price31164312431743204320 KIT43224322-001 KIT43244324 KIT4332-001/0044332 KIT11161120/11251120/1125 KIT11301130 KIT11401140 KIT11451145 KIT122212261226 KIT13121332/13521332/1352 KIT13721372 KIT1412142215121532/1552/15721532/1552/1572 KIT15851585 KIT1612/16221334/15671220/13541228/13571454/14641534/16341754/17641832/1852/1872/1892NEW OEM - 18XX1832/1852/1872 KIT138164063H311963H232490H346590H075002N675338L141163H426863H571890H368090H356756P023353P901956P103628P201428P201328P262728P262528P188328P188356P064856P088456P096856P105356P254256P140956P186156P185556P454956P233040X130040X011656P424340X064739V260340X280075P543353P937456P975156P291040X356939V231339V360039V3600-N39V3590$65 x$65 x$75 x$135 x$165 x$85 x$125 x$65 x$85 x$125 x$145 x$65 x$55 x$75 x$65 x$85 x$65 x$85 x$145 x$165 x$85 x$145 x$195 x$75 x$65 x$85 x$75 x$95 x$75 x$115 x$70 x$79 x$99 x$215 x$265 x$80 x$135 x$125 x$225 x$150 x$195 x$325 x$175 x$269 O$200 xPricing is REMANUFACTURED WITH EXCHANGE *** $7 ARS return labels *** Pricing subject to change at any time due to availability.S1250/1255S1250/1255 KITS16XX/1855S16XX/1855 KITS2420/50/55S2420/50/55 KITE320/322E321/323E232/330/332M410M4124040 OPTRA NT520/T522T520/522 KITT610/T612T610/T612 KITT614/T616T614/T616 KITT620/T622T620/T622 KITT630/T632T630/T632 KITT634T634 KITT640/642/644T640/642/644 KITT650/652/654T650/652/654 KITW810W812W820W820 KITW840W840 KITN17 With BTRN2125N24/N32/N40N24/N32/N40 KIT4500NN4525N4525 KIT5500/55505500/5550 KIT99A118499A1184K99A096699A096799A119099A119512G448456P105340X419412G035112G398411A823399A242399A242099A196999A197099A197799A197899A240599A2401156P133356P140956P186156P185540X259240X010040X441840X472412G222156P088412G418412G418240X064740X0956108R00092126K10132126K10011109R00486604K14921126K10638109R00048126K18300109R00731$45 x$60 x$45 x$60 x$45 x$60 x$55 x$55 x$60 x$65 x$65 x$65 x$55 x$75 x$60 x$75 x$60 x$75 x$65 x$85 x$65 x$85 x$75 x$95 x$79 x$99 x$175 x$200 x$125 x$145 x$145 x$165 x$225 x$285 x$85 x$85 x$125 x$145 x$125 x$145 x$165 x$215 x$265 xP2015P3005P4014/P4X15P4014/P4X15 KIT1160/132021002100 KIT22002200 KIT23002300 KIT2410/2420/24302410/2420/2430 KIT2820/28403500/3700 NEW OEM4000/40504000/4050 KIT4100/41504100/4150 KIT42004200 KIT4250/43504250/4350 KIT43004300 KIT4345MFP4345MFP KIT4500/45504500/4550 KIT46004600 KIT4610/46504610/4650 KITCP4005/4700/47305SI/80005SI/8000 KIT50005000 KIT51005100 KIT5200/M50358100/81508100/8150 KIT9000/90509000/9050 KITRM1-4247RM1-3740RM1-4554CB388ARM1-1289RG5-4132H3974-60001RG5-5559H3978-60001RM1-0354U6180-60001RM1-1535H3980-60001RG5-7602RM1-0428RG5-2661C4118-67902RG5-5063C8057-67901RM1-0013Q2429-67902RM1-1082Q5421-67901RM1-0101Q2436ARM1-1043Q5998-67902RG5-5154C4197ARG5-6493C9725ARG5-7450Q3676ARM1-3131RG5-4447C3971-67902RG5-5455C4110-67901RG5-7060Q1860-67902RM1-2522RG5-4318C3914-67902RG5-5750C9152-67901$70 x$95 x$135 x$175 x$55 x$60 x$75 x$75 x$90 x$80 x$95 x$85 x$105 x$95 x$79 O$45 x$60 x$55 x$70 x$70 x$85 x$79 x$99 x$79 x$99 x$85 x$110 x$65 x$85 x$75 x$95 x$75 x$95 x$175 x$65 x$80 x$75 x$95 x$95 x$115 x$105 x$65 x$80 x$105 x$125 x34 enx magazine

By Lou SlawetskyFEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949MPS REWARDS VS. RISKSIt’s the greatest thing to hit the dealer channel since theinvention of moveable type! Able to leap tall quotas in asingle bound! Faster than a speeding digital press! It’s abird. It’s a plane. No, it’s Managed Print Services!I’ve given up. Every trade magazine contains at least two differentarticles concerning Managed Print Service (MPS) strategies.Every industry trade show has become totally focused onthese strategies. OK, I get it. MPS is good. But, with all ofthat emphasis, one would think that:1. We have been able to develop a common definition forMPS strategies upon which most can agree.2. Either the vendors, dealers or analyst community havedone some rudimentary risk assessment. After all, MPSstrategies can’t be without some risk to some group.Well, I’m disappointed to report that neither of these issues hasbeen addressed. We have no common definition. Furthermore,we continue to promote this strategy as though it were risk free.Unfortunately, this is not the case.So, how do we define an MPS strategy? It can be as simple assupplying service and supplies to an existing fleet of printersand MFPs – not much different than the fleet management programsof a few years ago. Of course, this is harder than itsounds. How will you train your service reps? Where will youobtain parts? And, perhaps most importantly, how will you provideservice for multiple brands of MFP products? You can’tsimply target Hewlett-Packard or Lexmark printers, despite thefact that they constitute the majority of the installed printerbase. Incidentally, this fact seems to have eluded one vendorwho began their support with Brother supplies and service. Welike Brother too, but would hardly call them the top target fordepartmental printers.In any event, you can’t ignore the sheer volume of pages producedby MFP products – especially those of your competitors.Leave service and supplies to your competition and you risk theentire account – even the printers you’re attempting to control.Some take the MPS strategy to the next level and encompassasset consolidation, load balancing, and hardware “mapping” todetermine alternate locations for printers and MFPs that mightbe more efficient. Finally, you might include a complete documentworkflow assessment to determine the flow of informationthrough the organization in an attempt to increase productivity.Each of these steps takes considerable time – time whichdealers are rarely compensated for. In fact, some of these stepsactually reduce print volume. Are you ready for that result?What about risk for the vendors? I wonder how much thoughtthey have given to the fact that they are promoting non-OEMsupplies and parts for their own MPS programs. Clearly, thereis a mixed message here. While they actively discourage theuse of non-OEM sources for their own products, it appears tobe OK for competitive systems. Without these sources, itbecomes difficult for the dealer to earn the margins they requireto continue this strategy. So, it’s OK for these products, but notfor ours? That makes no sense.I understand that your marginsare dependent upon a source oflower priced parts and supplies.You have to remain competitive.But, doesn’t your primary vendorrisk your allegiance switchingto non-OEM sources fortheir products as well? There’sobviously an impact for them. Is there a hidden cost for you(rebates, quotas, discounts, etc.)?How about risk for the dealer? Do you really know how muchit will cost to maintain the fleet of printers and MFP products,none of which you initially sold? I would suggest a visit to ourwebsite (www.IndustryAnalysts.com) to access our new costper page calculators for printers and MFP products. It’s freeand, at the very least, gives you a starting point for your costcalculations.Have you adjusted your compensation plans to provide salesreps with an incentive to sell pages rather than boxes? That’sthe goal of any MPS program. Why not pay them accordingly?And, speaking of boxes, how will your primary vendor respondwhen you begin to refresh the printer fleet with rebuilt printersof the same brands – an approach that many dealers tell usyields the greatest margins. Will this impact your rebates?How might your vendor respond?Some vendors require that you forward meter readings to theirsecure servers so that they can generate invoices for you. Whoowns the customer information when this happens? Vendors,including the largest, are moving steadily in that direction. Areyou any more comfortable sharing customer data with themtoday than you were 10 years ago?Finally, we note that there is risk to the customer as well. MostMFP contracts are for multiple years. A three year term is typical.A five year term is not unheard of. What about technologychanges over the course of the contract? How would you liketo have had a printer fleet under managementwhen Microsoft launched Vista and made much of the installedprinter base obsolete? What would that have cost you?So, where are we? Definition is critical to the sale in that youand your customer must be talking about the same thing. Tohave them buy something other than what you might be sellingis a recipe for disaster. Further, you simply cannot ignore therisks associated with this strategy. Having said that, MPS representshuge potential for dealer revenue and margin streamsbut approach this market with a well thought out plan. The timeto strategize is before you begin. Do not play this one by ear.Yes, the potential rewards are significant. So are the risks.Understand them both. uLou Slawetsky, CEO of Industry Analysts, Inc. - a marketingand management consulting firm for the office automationindustry. visit their web site – www.industryanalysts.com.enx magazine35

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949We Invite you to samplethe magic with theKonica Minolta magicolorproduct lineColor Laser All-In-OneLarge Format ColorSample the magicDesktop Dynamosof 25 Page-per-Minute Black & White and extraordinaryColor with Konica Minolta all-in-ones. These A4 machinesare among the fastest growing segment in the markettoday. Konica Minolta will color the way you do business.Call OES Solutions and Sample the Magic 877-637-124036enx magazine

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FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949P YSUPPLIESWe Carry Copier, Fax, Printer OEM and Generic Supplies100%GuaranteeGeneric Ctg.Special!Toll Free:866-711-3838Tel:323-265-3800Fax:323-265-38382540 Corporate Pl.#B106,Monterey Park, CA 91754IR 5000 (GPR 4) $40.00IR 3570 (GPR 16) $38.00IR C5800 (GPR 14) BLK Toner $42.00GPR 20/21 Drum Unit BLK $149.00GPR 20/21 Drum Unit C,M,Y $175.00TonerTN570 $58.90TN580 $63.00Drum UnitDR400 $98.00DR510 $105.00OEM SPECIALSHPQ2612A $55.00HPQ5942X $183.00UG5580 $129DI 250 Imaging Unit $158.00DI 350 Imaging Unit $158.00DI 650 Toner (T604A) $48.00C350/450 (TN310) BLK $15.50C350/450 (TN310) C,M,Y $38.50*Price & Availability are subject to change without notice.HOW TO CONVINCE PROSPECTS TO SWITCHAND START BUYING FROM YOUBy Ann BarrSo… you have a prospect buying everything from yourcompetitor.Or . . . you have customers that buy a few products from you,but not all that they could be buying.How do you persuade them to start buying your product?How do you convince your prospect to change his/her mind?Maybe they are afraid to make a change - most people havethe fear that to make a change means taking a risk.I had that fear five years ago when I made a big change. Butone thing convinced me it was okay to switch.What Persuaded Me to Switch?Nearly every day I saw television commercials advertising thebenefits of switching from Verizon Telephone Service (landline) to the local cable company’s digital phone service.Those ads did not convince me to switch.Elizabeth, my next-door neighbor,was outside working in hergarden one warm and sunnySaturday, and we began talkingabout telephone service - andthe new digital phone servicethat had become available in our area.Elizabeth said she had switched to digital and it was workingout okay. Not only that, but her parents, brother and sister hadalso changed from Verizon to the cable company’s digitalphone service and her family was happy with it.AND - since the promotion included free upgrade of cable TVto digital TV, I decided that would be the time to make thechange.I did it, but would not have switched had it not been for myconversation with Elizabeth.How can you persuade YOUR prospects to switch from theircurrent vendor - and buy from you?One Conversation Made the DifferenceWhy They Might Not Want to Switchcontinued on 4038enx magazine

We are ready to ship Coast to CoastCopier Network Stimulus ProgramIn these tough economic times, our pricing & inventory willnot be beat. We have the newest repo’s as well as containersready to ship. Two full warehouses of the best domestic & exportequipment. Our knowledgeable sales staff & technicians haveyears of experience. We can ship coast to coast or internationallyat the best price.• ALL NEW BUYERS 10% SHIPPING DISCOUNT• Competitive Pricing• Online Inventory Updated Daily• Presses, Folders, Cutters, Large Format Equipment• Hablamos Espanol• Falamos PortuguesKonica Minolta C6500 - A03U010003742, RADF, (FS607)Fin, (Pro 80)Print,(PF601)LCT, Total: 374k Color: 364,954 - $12,499RICOH MPC6000 - M7980100061 RADF, (SR4010)Fin,Print, Scan, Fax, Total: 315k Color: 163,674 - $8,999February Specials Starting At!Canon IRc4080/5180’s......................$1,899Canon IRc5185’s..................................$2,799Ricoh MPC3500’s over 200k...............$999Ricoh MPC4500’s over 200k...........$1,099Sharp MX2300n's...................................$799Kyocera KMc3225/3232's....................$399Ikon CPP650's......................................$8,999Toshiba E-Studio 2500c/3500c’s.......$249Check Our WebsiteFor Current Inventory!737 Independent RoadOakland, CA 94621Phone: 510-746-2080Fax: 510-601-9052sales@copiernetwork.comKevin Fallehyfor Domestic at510-746-2088Call Rick Cisnerosfor Export at510-746-20851937 Davis St.San Leandro, CA. 94577enx magazine39

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949Used, New and RefurbishedCopiers. Parts and SuppliesGeneric or OEMcontinued from 38HOW TO CONVINCEPROSPECTS TO SWITCH ANDSTART BUYING FROM YOU• Bad past experience— They tried a product or service similarto yours and were not happy with it, and/or• They have heard horror stories about products like yoursand/or• They just don’t want to take the chance of having problemsWhy They Won’t Buy and Why They DoHablamos EspañolHuge Ricoh and Konica Minolta Inventory!!!We have 15 years experience in the copier export marketOur Technical support team is the best in the industryLarge Ricoh and Konica Minolta InventoryWe are located only 30 miles from the Port of MiamiContainer Loading Including Second DeckExporting Inc.Toll Free (800) 960-1119Broward (954) 978-2121Dade (305) 751-7878FAX: 954-978-2412Tired of yellow covers? We offer on sitePANEL REFINISHING!!!3001 W. McNAB ROADPOMPANO BEACH, FL, 33069 - USAEmail: sales@intercomcopiers.comWeb: www.intercomcopiers.com(1.) The salesperson looking for a sale during the first phonecall may be disappointed and/or not successful in the long run.Building a good relationship is critical if you want to keep thecustomer. The customer must feel s/he can trust the salesperson,and most consumers do not want to buy when high-pressuresales tactics are used.(2.) It’s not that consumers don’t want to buy; we all lovebuying. Just take a look at the crowded shopping malls. Onweekends it’s nearly impossible to find a place to park. Welike to buy – but we hate to be sold. That is why the highpressurehard-sell salesperson does not usually last in someindustries. It is also one of the reasons why sales on theInternet have dramatically increased – because there is nopressure to buy immediately. The consumer can browse andshop at her own pace on her own time and can buy what andwhen she chooses. But customers will not buy again on theInternet if there are problems with the products they buy andif they cannot reach a live person to help resolve the problem.(3.) Customers - just like you and me - want to know thatthey can easily reach a person (not an automated phone system)when they call for help or with questions. If your companydoes use an automated telephone system, make sure to givecustomers your extension number and/or cell phone number,so they won’t have to listen to multiple automated optionswhen they call. The comfort level must be there, and youshould do anything you can to make it easy for customers toreach you for help.Two Ways to Convince Them to Switch to YourCompanyIf the customer feels the salesperson is really trying to help,trust will be built. If the customer believes the salesperson andbelieves that this product or service is truly different and betterthan others, a sale can be made.But what can really change the customer’s mind is learningthat other businesses are using your products successfully.That is why it is critical to use testimonials from satisfied customers.Be a name dropper (with permission). Tell prospectsabout well-known businesses that are happy using your productsand services.continued on 4740enx magazine

In order to launch a successfulManaged Print Services program,you must first begin with high qualityimaging supplies, proper training,and a strong supporting partner.This is where West Point Productscomes in. In addition to ourhigh quality toner cartridges,we have developed and launchedAXESS SM MPS, a comprehensiveManaged Print Services programdesigned to provide our dealerswith the complete support packagenecessary to achieve a competitiveedge within the market.• Quality Toner Cartridges• Sales Support• Technical Support• Monitoring Support• Comprehensive TrainingYour Comprehensive MPS SourceFor more information regarding Axess Managed Print Services,please contact your West Point Products representative or ourManaged Print Services Technical support at 1-800-338-2274 x284.Quality l Service l Selection l Integrity l PeopleUNITED STATESCANADA1-800-624-6991 1-800-338-2274

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FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949Niche Equipment, Your Source forBoth Document Imaging and FinishingSure Niche Equipment has the best deals on Samsung Equipment,Supplies and Parts for Document ImagingBut thats only 1/2 the Story!Don’t overlook your customer’s Document Finishing needsSell a Shredder, Folder or one of 500 other paper handling items Niche offersDouble your Sales, Double your ProfitOffering products from these Manufacturers:Samsung, Formax, Duplo, Roto, Standard,Dahle, Rhino-o-Tuff, Widmer, Secap & more.Niche Equipment1765 Cortland Ct, Suite I - Addison, IL 60101Phone: 1-877-446-4243 - Fax: 630-629-6790Email: info@nichee.net - Website: www.nichee.netGrowing Together With YouEstamos A Sus Ordenes Hablamos Espanol,~TambienConsultas Por Correo Electronico ventas.usa@sinotron.bizSinotron USA, INC17800 South Main Street, Suite 111Gardena, CA 90248Office: 1-310-965-0750Fax: 1-310-965-0751Email: sales.usa@sinotron.bizwww.sinotron.bizNeed aReliable Partnerto Work With? Full inventory of compatible and OEMcopier/fax/toner cartridges, drums, parts. Aggressive pricing to beat the competition. Drop shipping services available. Same day shipping for orders received. No minimum order. No handling charges.We are widening the distribution network for ourDemontec line of Compatible Bulk Toner and Drums.Increase your profits with us today!!Now AcceptingSingapore ~ Malaysia ~ Hong Kong ~ China ~ Vietnam ~ Thailand ~ USAenx magazine45

MPS Workshops for ENX:Layout 1 1/15/10 9:05 AM Page 146 enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from 40HOW TO CONVINCEPROSPECTS TO SWITCH ANDSTART BUYING FROM YOUA testimonial can create a customer faster than anythingyou can tell the prospect.When you say something good about yourself or your product,it’s not nearly as effective as when other people say it.When others say or write positive statements about you oryour product, it is proof. That is the essence of the testimonial.And it’s okay to prompt customers about what you want themto say – IF what you want them to say is the truth.Ask for testimonials from happy customers, and in order tospeed up the process, fax, mail or email (with permission) atestimonial request letter and fax-back form. You can copyand paste a free testimonial request letter and fax-back form athttp://www.telephonesales.com/Testimonials.htmHere is a fact about testimonials: They Work! They can helpchange a prospect’s mind and convince them to buy fromyou.uToll Free 866-212-5884 Fax 818-885-0511OEMSPECIALS926 Black High Yield Ink Jet (310-8386)926 Color High Yield Ink Jet (310-8387)1320c Black High Yield Laser Toner (310-9058)1320c Cyan High Yield Laser Toner (310-9060)1320c Magenta High Yield Laser Toner (310-9064)1320c Yellow High Yield Laser Toner (310-9062)1700 Drum (310-5404)1700 Black High Yield Laser Toner (310-5400)1700 Black Laser Toner (310-5399)1720 Drum (310-8710)1720 Black High Yield Laser Toner (310-8707)1720 Black Laser Toner (310-8706)2330dn Drum (330-2646)2330dn Black High Yield Laser Toner (330-2650)2330dn Black Laser Toner (330-2648)2335dn Black High Yield Laser Toner (330-2209)2335dn Black Laser Toner (330-2208)$19.39$26.18$64.01$84.38$84.38$84.38$48.45$96.99$75.65$48.49$96.99$75.65$48.50$101.84$57.22$106.69$85.35OEM & Compatible SuppliesXEROXAUTHORIZEDDEALERUNITED SUPPLYNow AvailableCall or EmailTo Get YourFreeCopy Today!8606 Darby Ave.Northridge, CA 91325sales@unitedsupply.comAnn Barr is a consultant and sales coach who has written eightbooks on sales and marketing. You can sign up for Ann’s freeWeekly Sales Tips e-mailed newsletter at her web site www.sellingsupplies.comenx magazine47

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949COMPANY ON THE MOVE:NUWORLD BUSINESS SYSTEMSWorldwide economic turmoil and abrupt changes inour industry brought opportunities to companies witha strong foundation and a history of fiscal responsibility.As such, 2009 was a year of great opportunity forNuworld and their thousands of customers. Nuworld has notonly strengthened their solutionsofferings to the dealer channel bybeing appointed as a PanasonicMaster Distributor; in maintainingmomentum and their commitmentto providing best-ofbreedtechnology to their dealers,Nuworld is proud to kick off2010 by officially announcingtheir partnership with Okidata tobring equipment, supplies, parts,and support to the channel.Through such partnerships, Nuworldcontinues to establish its permanenceand stability in an industry markedwith change during recent years. Butexpansion is only part of the equation.Business is accomplished through peopleworking together through strongrelationships, and throughout 2009Nuworld has sponsored numerousworkshops and seminars bridging the gapbetween the manufacturer and dealer in their“Meet the Manufacturer” series. Through“Meet the Manufacturer”, both the dealer andmanufacturer benefit. Not only are dealersgiven hands-on accessibility to new technologyand opportunities to meet with manufacturerrepresentatives, but the manufacturers themselvesalso receive valuable feedback fromdealers, which they take back to improve both theirequipment and programs.Donald Lee, Nuworld Vice President, explains, “I thinkthe economic hardships of these most recent years havereminded us that stability and reliability are critical toorganizations and long-term profitability. By bringingtogether the top manufacturers in the industry under oneroof, everybody is elevated and benefits from the communitythat is created. Our dealers benefit becausethrough us they have access to the solutions and support theyneed to grow their business, and our manufacturers benefitbecause they can count on an established and stable partner thatis strategically focused on long-term growth and communitywithin our channel.”The story of Nuworld Business Systems begins with Nuworld’sfounder, president and CEO, YoungH. Lee. Mr. Lee and his wife, June,traveled from Seoul, South Korea to New York in 1975. Hisnew job was to develop an import-export market for his SouthKorean employer. As he honed his purchasing skills, the Leefamily longed for a warmer climate. New York’s losswas Southern California’s gain. Using the knowledgeand contacts he had gained during the past decade,Young Lee decided to start his own company in 1983.“We began our new business out of our garage inCerritos, California. Having begun as a family business,we have always regarded both our staff and customersas an extension of our own family,” explains Mr.Lee. Thirty five years later, Young, June and their eldestson, Donald, are actively involved in the day-to-dayoperations of Nuworld. Their core business philosophyhas remained consistent - ‘SeizeOpportunity, Embrace Efficiency, and ProvideQuality.’Nuworld has negotiated Master DistributorAgreements, Quantity Purchase Agreements, andBlanket Purchase Agreements with most of themajor OEMs. These significant volume discountsenable Nuworld to share their enormousbuying power directly with their resellingdealers. Many authorized OEM dealersbuy directly from Nuworld once theirquarterly quotas are met. An authorizedOEM dealer explains, “We receive betterpricing, same day shipping, with the abilityto call and talk with a knowledgeableperson or order online 24/7/365. Once Ireach my quarterly quota, I freeze mypurchasing from the OEM, minimizingthe increase of myfuture quotas. I then start buyingfrom Nuworld, often for lessthan the OEM’s end columnpricing. I often use blind dropshipping that allows me to sellproducts I currently do notinventory. Nuworld allows meto save money, minimize myquota increases and does theshipping for us.”In addition to their vast line of products and aggressive pricing,Nuworld prioritizes support and continually focuses on improvingtechnical support for the full line of products they sell. Ledby their service manager Jorge Ochoa(jochoa@nuworldinc.com), Nuworld has factory trained technicontinuedon 4948enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from 48cians who are ready to provide service support. Also, in considerationof the networking issues that have become commonplacein our industry, Nuworld has IT professionals who havethe ability to assist dealers by remotely connecting to troubleshootnetwork print and scan issues. However, support is notsimply limited to just post-installation issues. If you requireany pre-sales support, don’t hesitate to call on Jorge as he isalways happy to assist dealers with more technically complexopportunities.Another area of supportNuworld prides itself onis the training workshopsand resources made availableto the dealer community.Ochoa explains,“Our dealers have theopportunity to attendtechnical and sales trainingclasses taught by theOEM’s personnel.Nuworld’s factory certified trainersalso provide ongoing technical training.Both are offered in our state-ofthe-arttraining facility in Cerritos,California. Having been a servicemanager of a successful independentdealership for over six years, I understandthe needs of the independent dealer. It is often inconvenientto send your tech away to a week-long school. We havebeen able to condense many classes to concentrate on whatneeds to be learned to fix the equipment in the field—not hours of theory, review or learning the marketingcampaign of the OEM. As such, I am especially proudof the most recent series of Copystar and Sharp connectivityworkshops we have developed, and havereceived very positive feedback from the dealers whohave taken advantage of our workshops. Whether it ispre- or post-sales support, the goal of NuworldTechnical Services is to help yourdealership grow your business!”Nuworld’s onsite training facilityprovides both regularly scheduledand reseller customized learningcourses. CDIA+ Certified ApurvaMehta is Nuworld’s Dealer ChannelSales Coordinator. Apurva providesdealer support through pre-salesassistance and new product trainingand is a sounding board for dealerfeedback. He organizes and coordinates local dealer meetings,free Webinars and product launches. Nuworld customers areencouraged to consult directly with Apurva Mehta at apurva@nuworld.com.Nuworld also offers reseller dealersone-stop shopping by offering leasingassistance, set up, delivery,installation, networking, end-usertraining, warranty and serviceagreement availability. Once thesale is made, Nuworld can handlethe entire procedure. Nuworld caneven help you puttogether your salespackage. Nuworld’ssupport staff can helpenable your dealershipto break through to thenext level of sales andservice by providingtiered levels of technicaland sales support.Nuworld is yourDealer / Distributor for:BrotherCanonCopystarEpsonESPHewlett PackardIntimusKodakKonica MinoltaKyocera MitaLexmarkMinoltaMuratecNECOkidataPanasonicQMSRicohSamsungSanyoSharpVictorXeroxTo assist dealers with marketing their products, Nuworld’s inhousegraphics department enables their resellers to insert theirown dealership name and information on Nuworld advertisingtemplates. This can create unity in their selling support. Premadeflyer templates, websitelinks and semi-customized advertisingmaterials can be providedto help dealers better inform theircustomers.The Nuworld sales staff alwaysquotes the lowest possible pricingupfront. Purchasing agents arefreed from the hassles of bargainingor asking for a deeper discount.This alleviates a great deal of time, energy,and frustration, allowing dealers to focus on growingtheir own businesses. Young Lee explains,“Our customers know that we are an honorablecompany. We can be trusted to always treat ourcustomers with integrity. Our goal is to use ourbuying power to maximize the discounted pricingwe offer to you. Nuworld’s purchasing staff is continuallyworking to offer the products and services that our dealersrequest.”For those reselling dealers that are in the Southern Californiacontinued on 50enx magazine49

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from COMPANY ON THE MOVE:NUWORLD BUSINESS SYSTEMSarea, Nuworld has a fully connected showroom with acomplete line of networked MFP and color products.Nuworld has enabled their resellers to have a firstclass showroom available for hands-on client demonstrations.Nuworld can provide technical, networksavvy employees to help you with your demo.Resellers are welcome to use the resources ofNuworld’s multi-million dollar organization.Nuworld offers fast Will Call service. When orderingby phone, fax or Internet, simply request ‘Will Call’pick-up. Your order will be pulled and available inNuworld’s Will Call pickup office when you arrive.Nuworld is committed to having the products youneed, at the lowest possible price, ready for same daypick-up or shipping.Nuworld offers referral service throughout the entireUSA. With over 15,000 active dealers who purchase fromNuworld, they usually can suggest a local dealer that is willingto help support the sales and service of other dealers. Nuworldencourages all dealers to visit them during ITEX on March 5-6in Las Vegas in booth #250.Nuworld is your Prime Source for the largest selection of brandProducts OfferedCalculatorsCash RegistersCopiersDictation MachinesDuplicatorsElec White BoardsFaxFolding MachinesPaper ShreddersPrintersScannersTelephonesTypewritersWorld ProcessingParts and Suppliesname office machines, supplies and parts.Virtually everything from small stand-alonedesktop copiers and faxes to the latest in hightech digital & connected technology, Nuworldhas the right solution for any office automationapplication. The better you buy, the better youcan sell and service your customers. Nuworld isyour number one business partner, enabling yourdealership to take the next step in solution selling.u by Ronelle IngramContact Nuworld Business System13850-B Cerritos Corporate Dr.Cerritos, CA 90703-2467tel. 800-729-8320 • fax. 800-829-0292www.nuworldinc.comSales:sales@nuworldinc.comService:service@nuworldinc.comwww.LaserPrinterParts.comw.LmIndustry Analysts, Inc.Imaging Expertswww.industryanalysts.comProduct Test ReportsToner Yield TestingCustom TestingEnd User Survey ResultsTechnician Survey ResultsOffice Products AnalystCustom ResearchDemo Room PlaquesFree Product Award Certificates50 Chestnut Street, Suite 900Rochester, NY 14604support@industryanalysts.com(585) 232-532050enx magazine

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FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949MANAGING THE USE OF INTERNET AND EMAILBy Ronelle IngramHaving lived and worked for more than half my life withoutcomputers and emails, I have a point of reference forcomparison. I am also savvy enough to realize that thegenie is out of the bottle. There is no going back. However, Ibelieve humans still have the ability to identify and control thepersonal and business use of technology in the workplace. Icannot solve the issues of personal use of technology duringpaid business hours in one article, but I can help you think ofsome issues to consider when dealing with email to helpimprove the profitability of your business.Personal phone calls, texting, Instant Messaging, emailing andnon-work related Internet use is regularly acknowledged asbeing an unprofitable use of paid labor hours. Many employeesuse some of their daily work hours taking advantage of the highspeed Internet at work to send and read email, visit YouTube,MySpace or Facebook, shop online, view pornography, playgames, improve their Second Life position or just Google theirworking hours away.Take a moment to calculate the actual cost of your entire staff’spaid labor hours that are consumed by dealing with unsolicitedemail. Add to that the time personal, non-business relatedemail takes up. Depending on the size of your organization,email can be costing your business thousands of dollars in nonproductivetime.I view inappropriate use ofemail and other computer technologyas NOT an EMPLOYY-EE problem. It is a MAN-ANGEMENT problem.Employees imitate company culture.If everybody else is doing it, so will they.Now is the perfect time to re-evaluate who, when, where, whatand how to take back control of personal and business use ofemail during company time. An easy way to start is to set upappropriate email usage guidelines. Follow through by teachingyour employees more effective ways of managing their email.Many employees do not have the proper skills and discipline formanaging their email. They do not have the ability to saveimportant emails or to just save an important attachment orphoto in another file. Some do not know how to create group(departmental) email addresses for easy dissemination of materialworthy of sending to others. Some employees keep everythingforever, while others delete important messages that areworth saving.continued on 5352enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from 52Does your company have a written email usage policy dealingwith:P Using business email addresses for personal communication?P How often an employee’s business email should bechecked?P When an automatic ‘out of office’ email should be sentas a reply?P Different job duties requiring different levels of emailchecking?P Allowing / encouraging automatic audio announcementof incoming emails?P Allowing an employee’s personal information to bestored on the company computer?P Personal photographs being downloaded, stored, orsent to business or personal contacts?P How often junk mail and the trash can be checked anddeleted?P Unsubscribing to unnecessary, regularly receivedemails?P Permanently blocking of unwanted email senders?P Identifying and/or regulating social networking, personalshopping, YouTube, Facebook or other non-businessappropriate emailed websites?P Active membership in LinkedIn or other businesssites. Is this mandatory, encouraged or discouraged?P Attendance of educational Webinars. Is it encouraged,rewarded, tracked, or discouraged?P Automatically emailing shipping notification orfreight tracking information?P Routinely sending thank you or follow-up emails toclients?P Using automatic signatures with company name, logo,telephone number, email address, etc.?P Employees creating and using (blind) email groups forfast dissemination of information?Whatever list of email and other technology usage guidelinesyou put together, make sure all of the members of your staffhave the necessary computer skills to follow up on helping theirstaff implement them. Computer navigation is very easy forthose who have acquired the necessary skills.No matter how well your guidelines are written, if there is poorimplementation and little or no follow-up, these guidelines willnot be followed. Management and employees must buy into thevalue that is being created through use of your guidelines.Ongoing attention to having everyone follow the guidelineswill take supervision, including repercussions if policies are notfollowed.Common reasons employees ignore email guidelines are theycontinued on 55www.LaserPrinterParts.comINTRODUCINGFUSIONThe World’s First One-Piece Coin-Op.► Hassle–Free Installation► Reduced Shipping Costs► Plug-and-Play Operation► No Extra Stand Required1.800.650.7772sales@itcsystems.comwww.itcsystems.comenx magazine53

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949PARTS FOR COPIERS & PRINTERSCANON, MITA, SHARP & HPSe Habla EspanolAll OEMParts and SuppliesAvailable! Ink Cartridges Laser Toner Fax Supplies Copier Supplies Printer Ribbons Storage Media Specialty Paper Cables Printer & ProjectorsDrop Ship SpecialistsFor Wholesale/ExportPricing CallToll-Free :1-888-335-3282or Email :corpsales@databazaar.comIn Stock CALL NOW!Tel: 818-778-0100 Fax: 818-778-0101www.officeland.wsOFFICE LANDcontinued from 2413 SOLUTIONSPROVIDERS THATSHOULD BE ONEVERY DEALER’SRADARand common sense.”Final ThoughtsNo doubt this list only scratches the surfaceof the many solutions available tothe dealer channel. If we spoke withanother 10 dealers and consultants, we’dlikely get another dozen or so differentsolutions. For now, consider this a startingpoint. For solutions providers whoweren’t mentioned by any of the dealersor consultants we interviewed, contactme at the e-mail address below and we’lltry to include you in a follow-up featurelater this year: “More Third-PartySolutions Providers That Should Be OnEvery Dealer’s Radar.”In conclusion, let me leave you with thewords of Greg Walters, who nails it whenanswering the million dollar question:“Who should be on your radar? All ofthem,” emphasizes Walters. uThe“no-bul”creditcardcopycontrolerfromJamex143Scott Cullen has been writing about theoffice equipment industry since 1986. Heappreciates the input and support of allthe dealers, manufacturers, and analystswho serve as sources for his articles,especially stories like this.www.LaserPrinterParts.com54enx magazine

FEBRUARY 2010 We Saw It In ENX Magazine... 800.850.4949continued from 53MANAGING THEUSE OF INTERNETAND EMAILdo not know how to set up an automaticsignature, group email list or out of officereply. Rather than admit to their lack ofskills, they feign forgetfulness, askanother employee to help them, or find amore labor intensive way to accomplish atask that can be automated.Employers can provide printed instructionson easy key stroke shortcuts, orclick by click instructions on how toaccomplish a requested guideline. I askmy in house staff to learn one new computerskill each week. I challenge eachemployee to periodically share with me ashortcut or skill they have acquired. Ifthey are able to teach me something new,they receive a poker chip. At the end ofthe year, the acquired chips can be tradedin for worthless (white elephant type)prizes. The idea is a fun way to acknowledgethe learning of new abilities. I amalso trying to prove that admitting you donot know how to do a specific computerkey stroke or skill is nothing to beashamed of.The use of texting, email reading, andchecking one’s social network status is atepidemic proportions. It is also taking upmillions of hours of workers’ time. Yourcustomers’ and your profit and loss statementsare paying a high price for personaland recreational use of Internet technologyduring business hours.During this time of high unemployment,currently employed workers are moreopen to actively taking part in a company’schange of (or enforcement of) acurrent policy. If the process is internallymarketed properly, changing a policyto improve profitability through timemanagement can have a positive effecton your company’s workflow. Createpolices and guidelines that will encourageappropriate use of email duringbusiness hours.u* Brother* Canon* Copystar* HP* Konica Minolta* Kyocera Mita* MuratecPurchaseFREE! Toner With Cloth* Panasonic* Ricoh* Samsung* Sharp* Toshiba* XeroxLooking for aVACUUM?We Have Them!Call Now!~Hablamos Espanolph: 1-877-626-2676 fx: 562-663-9037email: ask@mambo-trading.comCopier / Printer Coin-op DebitVendaCard Vending Payment StationVend Both Color and Black & White WalkupCopies, Scanned Images, Fax Plus Also NetworkPrints With Remote Web Browser AccessOptions:• Coin Changer• Bill Acceptor• Wireless CreditCard Reader• VendaPrint PrintCost RecoverySoftware• RFID VendaCardDebit TerminalRonelle Ingram, author of Service With ASmile, also teaches service seminars.She can be reached at ronellei@msn.comModel 3396, 5596XL & 5596SLAs Low As $395.00!Vend Color, Black & White Copies+ Optional FaxesToll Free: [1] 866-374-9314E-mail: sales@vendapin.comwww.vendapin.com/5596.htmenx magazine55

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P roduct & Industry NewsToshiba Printer Parts Optimization Program Provides Dealers withOne-Stop Shopping and Cost Savings on Printer PartsNew Program Offers Refurbished Toshiba and Managed Print ServicesPrinter PartsIRVINE, Calif., (Jan. 11, 2010) – Toshiba America BusinessSolutions (TABS) announces its Printer Parts Optimization Program,which provides dealers with one-stop shopping for printer parts at asignificant cost savings with its TABS Advance Exchange Program. Theprogram offers a full range of alternative printer parts including OEM,refurbished and aftermarket. Dealers can now order all printer parts, includingManaged Print Services parts and Toshiba-branded printer parts,directly through Toshiba’s iStore.By accessing TABS’ internal FYI portal, dealers can easily fulfillall their printer and service parts, machines, supplies and accessoriesneeds in one stop. With the Advance Exchange Program, Toshiba dealerscan better support customers by offering remanufactured serviceparts for Toshiba printers, as well as all Lexmark and HP printers, at asignificant cost savings, and with same day shipping. All remanufacturedparts are fully tested, warranted and certified to offer the same qualityand performance of a new OEM part, but at a significantly lower price,which can then be passed down to the customer. Technical support isprovided, free of charge, by a team of engineers who are available tohelp troubleshoot and triage.“We have seen a tremendous response from our dealers sincethis program’s inception in August,” said Tom Walter, director of AftermarketSales, Marketing and Operations, TABS. “More than 50 percentof our Eastern Region dealers and 33 percent of our overall dealerpopulation have enrolled in the Printer Parts Optimization Program, andthe feedback from these dealers has been extremely positive. We lookforward to helping all of our dealers take advantage of these cost-savingsand the convenience this program will provide in their day-to-dayoperations.”Once dealers place their orders through FYI, products are thenmanaged by Depot America, which refurbishes parts, fulfills the orders,and ships the products. To participate in the TABS Advance ExchangeProgram, dealers must register via FYI, the dealer intranet or for moreinformation, contact TABS Aftermarket Parts Support Team at parts@tabs.toshiba.com or (800)866-4361, ext. 6919. uWest Point Products Opens Distribution Center in Calgary, ABValley Grove, WV and Gananoque, ON: West Point Products,a leading manufacturer of aftermarket imaging supplies, has announcedthe opening of its new distribution center in Calgary, AB. Primarilyopened to help the company service its growing customer base in westernCanada, the new distribution center will cut transit times to Canada’swest coast considerably.“We are excited about the opportunities this expansion willafford our western Canadian customers,” commented Aldo Spensieri,VP of Sales for Canada, “This new distribution center will allow us toimprove transit times to our dealers on the west coast who had untilnow been serviced from our Gananoque, ON location. Most locationsin Canada will now be serviced with 1-day or 2-day shipping times atground rates, which hold great benefits for our customers. Coupled withour industry-leading quality and value-add services like Axess ManagedPrint Services, we believe the flexibility this new distribution center offerswill help to set our dealers apart from their competitors.”“At West Point Products, we are always striving to find waysto better serve our customers,” added Joe Lucot, President and COO,“For many of our customers, our service levels have been the differentiatingfactor in their decision to partner with West Point Products. Thatis something that we will not take for granted, and this new distributioncenter in Calgary is proof of that.” For more info contact 800-624-6991 uDocuWare Grows Investment in Innovation One Million Euro for theFutureNewburgh NY, – January 12, 2010 –DocuWare AG has createda new department to drive the development of web-based solutionsfor Document Management. One million euro will be flowing into new webtechnologies and applications until the end of 2011.During the executive team and board of directors’ last meetingof 2009, the Document Management Specialist decided to further reinforcethe importance of web-based developments by creating a specialdepartment dedicated to this field. As part of this initiative, the companywill increase its innovation budget over the next couple of years by atotal of one million euro. According to DocuWare co-president JuergenBiffar, “Browser technology is a crucial part of the future. Users whoinstall DocuWare solutions on their own servers will profit from the furthersimplification of its administration as well as those who opt for our newSaaS applications. In order to achieve the same or an even better userexperience with traditional technology and to further expand into newapplication areas, new innovations must be in constant supply. We areproud that even in an economically challenging environment we are ableto significantly add to our investments in innovation. And thanks to yearsof uninterrupted success, we are able to fund it ourselves.”Located in Newburgh, New York and is responsible for all activitiesin The Americas. Additional subsidiaries are located in the UK, Spainand France. DocuWare solutions are available through its worldwideindependent reseller network of over 400 Authorized DocuWare Partnersrepresented by more than 1000 experts who bring DocuWare close to itscustomers. For more information on DocuWare, visit our website at www.docuware.com. uDPI releases Canon 111, Canon 116, Canon 118 Black and ColorCompatibles.Direct Precise Imaging has added the compatible Canon 111,Canon 116, Canon 118 black and colors. Last months releases werethe compatible HP CP-6015 and Xerox Phaser 6280. We are currentlyworking on the compatible Lexmark E260/360/460, Lexmark T-650 andX-651, Dell 2335, Dell 2330, Dell 5330 and HP CP-6015 Drum Units andall should be released early February 2010. DPI products are manufactured,tested and packed in the USA and backed by superb technical supportand customer service. DPI offers same day shipping, no minimumorder requirements, blind drop shipping is available and we have one ofthe largest selections compatible toner cartridges. Ask about our freeshipping offer. For further information and monthly specials visit our newwebsite at www.directpreciseimaging.com or call (888) 376-7311. uSupplies Network Hires Doug Johnson as SVP of ManagedPrint ServicesSt. Louis, MO – January 6, 2010 – Supplies Network,a leader in print management, is adding horse-power to its CAR-BON SiX managed print services (MPS) program with the hiringof Doug Johnson as senior vice president (SVP). Johnson is an expertand early innovator in the MPS space after holding executive positionswith RedSage Consulting, Print Inc., and Hewlett-Packard.“Supplies Network is substantially increasing our investmentand commitment in CARBON SiX by securing top talent and expandingprogram offerings,” said Greg Welchans, president of Supplies Network.“Doug has more industry and real-world MPS experience than anyone.Working with us as a consultant for the past three years, he has beeninstrumental in developing our award-winning program to help independentdealers serve imaging fleets with a variety of equipment types andbrands.”Prior to being the founder and president of RedSage Consulting,Johnson served as SVP/COO of Print Inc., and president of itssubsidiary, PrintValue Solutions. Print Inc. was a start-up in 2001 thatpioneered MPS, growing to a $67 million company when it was sold toPitney Bowes in 2006.With Hewlett-Packard, Johnson was SVP of world-wide marketingfor HP’s Imaging and Printing Systems Group, and vice presidentand general manager for HP’s Imaging Supplies Division. During his 20years at HP, his team is credited with the development of innovative andcutting-edge strategies, widely regarded as firsts in the hardcopy suppliesindustry.For more information, visit www.suppliesnetwork.com, call 877-427-3261 or email comfort@suppliesnetwork.com. u58 enx magazine

P roduct & Industry NewsCarolina Wholesale announces new distributorship program withOKI Data AmericasCharlotte, NC, January 13, 2010 – Carolina Wholesale announcesthey have partnered with OKI Data Americas, Inc. to distributethe full line of OKI Data printer products. The new Carolina WholesaleOKI Data BTA Dealer Advantage includes distributorship of the OKI CXlineof multi-function products previously unavailable through distribution.Carolina Wholesale has distributed OKI products in the past;however, this new program will allow them to provide the entire line ofOKI mono and color laser products, their complete line of impact printersand all related supplies and accessories. “Carolina Wholesale has successfullyoffered OKI products for several years,” says Larry Huneycutt,President of Carolina Wholesale. “This new partnership will allow ourdealers a more comprehensive selection of OKI products and pricing thatwill allow them to be more competitive. This new program will continueto enhance our support to dealers coast-to-coast and provide centralizedaccess to a broad selection of OKI products,” added Mr. Huneycutt. “OKIPrinting Solutions is very excited to have the opportunity todistribute our exclusive line of CX products through Carolina Wholesale,a long term, trusted OKI Partner. Up until now, the CX line was only availableto those dealers with a direct relationship with OKI. With access tothis expanded portfolio, SMB dealers will gain significant differentiationfor added profitability in this competitive market” states Gus Piccin, Vice-President, U.S. Solution Provider & BTA Sales, OKI Printing Solutions.Carolina Wholesale, in joint participation with OKI, will sponsora series of webinars and dealer training sessions in the upcomingmonths. Dealers interested in learning more about our new Master Distributorprogram are encouraged to contact Carolina Wholesale at www.cwholesale.com or (800) 521-4600. uFaroudja Offers Bulk Toner for the Xerox Docucolor 30& 40Faroudja Toner has released color toner in bags for theXerox DocuColor 30 & 40. 10 kilogram (22 pound) bagsare sold for black, cyan, yellow and magenta, and can bepurchased individually or in multiple quantities.“Initially we didn’t focus so much on developing productsfor these Xerox color copiers, as we thought it would be too small of aniche.” explained marketing director Tim Farrell. “However, they haveturned out to be more popular than expected, so now we offer the XeroxDC 30/40 toner in bulk, which help reduce your cost by 40% compared tothe bottles.” Faroudja also offers a Xerox DC 30 & 40 OPC drum.Faroudja Toner, in San Carlos, California, additionally stockscolor toner for Okidata, Xerox Phaser, Dell and supplies a wide range ofparts and recharging tools. Contact Faroudja Toner by phone at 650-593-3862, fax at 650-593-3817, or visit www.faroudjatoner.com. uStrategy Development Holds Successful BTA Parts and Supply InventoryWorkshop - Date and location announced for next workshopJanuary 12, 2010, Bryn Mawr, PA — Dealers are seeking strategiesto increase margins and cash flow while maintaining an acceptablehold for parts rate on service calls. Proper setup of management software(ERP), as well as training on its use, is mission critical to providing just-intimeinventory for parts and supplies.Strategy Development held the inaugural BTA Parts andSupply Workshop last month in Dallas. The workshop was attended bypurchasing and inventory operations personnel from dealerships acrossthe country.Participants left the 2.5 day workshop with the tools and processesthey need to implement inventory strategies that will enable theirdealerships to manage inventory more effectively from a purchasing andrestocking perspective.The BTA Parts and Supply Inventory Workshop is the onlyclass available to the industry that specifically address purchasing andrestocking and properly using industry management systems. Participantsof this class learn the strategies necessary to maximize inventoryinvestments while maintaining low hold for parts ratios. Reports haveshown as much as $250,000 in excess inventory at dealerships that canbe eliminated with more efficient processes. This results in substantialcash improvement for a dealership.The BTA Parts and Supply Inventory Workshop is a 2.5 dayprogram developed and instructed by the consultants from Strategy Development.Attendees learn through a combination of instruction, handson training, and class discussion how to setup and run business softwareto provide targeted inventory levels while minimizing write-offs due toobsolescence.The next BTA Parts and Supply Inventory Workshop will beheld April 6-8 in Dallas. This class pays for itself within 90 days. Toregister please go to www.bta.org or contact Jack Duncan at duncan@strategydevelopment.org or (469) 287-2605. uAnn Barr to Present Four-Week Online Seminar beginning March9thResellers and wholesalers of imaging supplies are invited to participatein Ann Barr’s four-week e-class which begins on March 9th.Participants will learn how to conquer the fear of cold-calling,write attention-getting opening statements, create effective voice mailmessages, find additional business in existing accounts, handle difficultobjections and much, much more. International sponsors of Ann’sseminars have included the Ricoh Corporation, Gestetner, Toshiba, TheInternational Imaging Technology Council, IKON Office Solutions and theBusiness Technology Association.Because the class includes four weeks of private, unlimitedcoaching and mentoring, it is limited to the first 10 people who register.See an overview of the class at www.annbarr.com/OnlineSeminar.htmlAnn Barr is a consultant and sales coach with more than25 years’ experience in the office equipment industry. She has writteneight books on sales and marketing available at www.sellingsupplies.com Ann’s interactive sales training workshops and seminars are knownfor helping participants increase sales up to 50 percent. BTA member discountsapply for this e-class. For more information, contact Ann at (757)463-0924 or e-mail to annbarr3@cox.net. uILG Adds Jumbo HP 9000/9050 Compatible Toner Cartridge C8543Xwith 36,000 Ultra High Page Yield.Woodland Hills, CA - ILG (InternationalLaser Group) has announced the release of JumbocompatibleHP9000/9050 toner cartridge. ILG is the first-in-the world to market theC8543X jumbo toners with the high-yield of 36,000 pages exceeding theOEM in yield. The LaserJet 9000 series printer is one of HP’s fastest,most versatile printer designed for today’s distributed work environments.This volume printer is capable of supporting the most demanding officeand high-volume transaction printing environments.C8543X compatible Jumbo toners presented a manufacturingchallenge due to the size of HP9000 cartridge, the amount of toner thatit holds, seal replication, and its chip technology. ILG’s engineers havedesigned and mastered this product to meet the highest quality standardto match the OEM in performance and consistency.ILG offers a series of high-yield Jumbo lines, including our exclusiveJUMBO COLORTM lines. ILG’S Jumbo yield quality toners offeran ideal profit center for MPS providers. It has the lowest cost per pagesolution with 20% to 30% higher page yield, making these a value addedsolution for MPS providers, and resellers.“We are excited to offer this Jumbo toner. Producing the compatibleHP 9000 cartridge has been the biggest barrier for remanufacturersdue to its size and technologies. I am proud of our engineering teamand our components partners for this accomplishment. This will be a hotseller for our resellers.” Said Joe Shulman, Sr. V.P. of operations andsales.For more information on International Laser Group, contact usat (800) 937-2880, ext.3207. uenx magazine59

P roduct & Industry NewsNinestar announce another milestone in its development!Key address states that Ninestar have fully mastered printer technologyand will soon join the elite ranks of the OEM’s.On October 23 2009, reporters attending the 2009 ChinaGovernment Procurement Summit were informed that the world’s largestcompatible supplies manufacturer - Ninestar were proudly showing thefirst printer ever completely designed and created in China. At the forum,Ninestar has officially declared that it is upgrading to become an OEMand will fight for a space at the top table amongst the worlds leadingenterprises.Working on the principal of “OEM quality, aftermarket value”,Ninestar has a customer base of over 100 million users from 90 countriesthat are using Ninestar or G&G brand products. Products which areknown for their quality and reliability and have propelled Ninestar tobecome the world’s largest compatibles manufacturer in both sales andproduction.Ninestar has been developing proprietary technology and patentsas the lifeblood of the company’s future survival. As a quality leaderin the industry, Ninestar has continuously achieved many technologicaland patent breakthroughs, specifically it is the first Aftermarket player todevelop its own technology in chips and cartridge valves. Additionally,Ninestar is also the first Aftermarket company to launch environmentalfriendly, low carbon content, easy to refill toner cartridges. Ninestar hascontinuously gained many OEM patent authorizations, combining thiswith internal dedication to innovation and development will ensure Ninestarcontinues to be the leader in printer consumables market.With the help and cooperation of Legend Capital, Ninestarhas quickly pushed forward the development of the Supplies industry.Now Legend Capital is planning to invest more into Ninestar, which willspeed up the research and development of the intellectual property rightsnecessary for laser printer production.During the visit of Liu Chuanzhi, CEO of Legend Holdingsto Ninestar, he said: “Everyone in the computer industry knows theimportance of printers in the overall system. The problem encountered inthe past with proprietary technology being owned by earlier participantsin the industry has been a huge barrier to entry. We are very proud thatNinestar has been able to overcome these obstacles to create their ownpatents, intellectual property rights and produce their own products, thisis really a very great move”As the first Aftermarket company to master the technologynecessary for printer manufacturing, Ninestar will keep adhering to thetradition of technology and patent innovation to provide wider space forcooperation with all of its partners. For more info, visit www.ninestarimage.com.uNER to Sell Imaging Supplies and Printer Parts Business Units toClover Technologies GroupSale will provide additional resources for growing MPS and DataCenter Solutions divisionsGlassboro NJ, December 22, 2009 – NER Data Products, Inc.(NER) announces the sale of the NER Imaging Supplies division andits wholly owned printer parts subsidiary Image1 to Clover TechnologiesGroup Inc. (Clover). The agreement will transfer all imaging activitiesincluding compatible laser toner, inkjet, narrow and wide impact ribbonproduction, and printer parts to Clover.Clover will assume responsibility for the NER Denver, Image1Plano, and NER Glassboro supplies operations that support these businessunits. Customer and vendor relationships will be assumed by Cloverand business will continue at all of these locations. In addition, NERis pleased to announce that over 80% of the NER employees at theselocations will become employees of Clover as of the first of the year.“The decision to sell off business units is not taken withoutgreat consideration,” said Stephen Oatway, President of NER DataProducts Inc. “Approximately seven years ago, we began the processof strategically transitioning the company from offering commodityproducts to offering value-added solutions. As a result of our efforts, wehave become a leader in both Managed Print Services and Data CenterInfrastructure Solutions. In reviewing the direction of the company it wasdetermined that a concentrated focus on these divisions was in the bestinterest of the company, shareholders, and customers moving forward.This strategic move allows us to focus resources on those business unitsthat are poised for the greatest growth in the future.”The sale will be finalized December 31, 2009 and terms ofthe transaction are not disclosed. The newly reorganized NER will bestrongly positioned to continue providing industry-leading Managed PrintServices and Data Center Infrastructure Solutions to their channel partnersand their customers. Current customers for Imaging Supplies andImage1 products can find information about the business transition on theNER website -- www.nerdata.com. uMicro Solutions Enterprises (MSE) announces the release Of theircompatible hp 1300 jumboVan Nuys, California – Micro Solutions Enterprises (MSE), theindustry leader for quality compatibles, releases the compatible HP 1300Jumbo toner cartridge.“The MSE JUMBO cartridge is compatible with the HP 1300Series and has a yield of 8,000 pages based on ISO 19752 testing methodologies.This cartridge offers 100% more yield than HP’s high yieldversion.” says Craig Faczan, Marketing Manager. “Like all MSE products,this model is benchmarked against OEM specifications and is verifiedon all machines - ensuring its performance meets the original cartridgespecifications. It reduces cost per page in an MPS program, increasesprofit margin and delivers an excellent ROI”. For more info Contact MSE- Toll free: 800-673-4968. uVIRTUAL IMAGING PRODUCTS OPENS WEST COAST DISTRIBU-TION CENTERLos Angeles, CA - Virtual Imaging Products, Canada’s, thirdlargest manufacturer and distributor of imaging supplies, opens Vancouverdistribution center for 1-3 day delivery in the western United Statesand Canada.“With demand for our product increasing all over North Americathis 50,000 square foot west coast facility gives us the strategic advantagewe need to continue our growth,” explains Dan Benezra, Presidentof VIP. “We’ve had container loads landing in Vancouver since early December,this warehouse is stocked, fully operational and now we have theability to ship orders received until 4:30pm PST. We’ve also increasedinventory in our Toronto center as well.”“We’ve developed relationships with the most efficient carriersin the US and Canada and with no customs delays it’s as if we havedistribution centers in both countries. We have a 98% fill rate, over 1000SKU’s in stock, on-line ordering and “VIP Ship” our six point quality orderfulfillment process which includes customer email tracking and confirmation.For VIP it’s all about consistent quality product, convenience andsupport”, adds Josh Mandel, Vice President.In ten years Virtual Imaging Products (VIP) has grown intoCanada’s third largest and North America’s fastest growing manufacturerand distributor of proprietarily engineered, high performance compatibleimaging supplies. Individual components are hand selected globally andproduct manufactured in our 100,000 sq. ft, ISO 9001 certified facility hasa documented 99.2% performance rating. VIP operates sales offices inLos Angeles and Toronto and two 50,000 sq. ft. state-of-the-art distributioncenters strategically placed on the East and West Coast of theUS/Canadian border. We deliver product in 1, 2 and 3 days across theUnited States and Canada. VIP offers a unique combination of quality,logistics, 24 hour onsite service, support and pricing so competitive it’s a“New Reality.” For more info Contact VIP -Toll Free: 1.866.876.2461. uTo Read the complete unedited versions of Press Releases submittedeach month, please visit www.enxmag.com. u60 enx magazine

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Display Advertiser IndexFebruary 2010Accutek Imaging 22www.accutekimaging.com800-218-9222/ 909-628-8533 FaxACM 03Authorized National Copystar, KonicaMinolta & Toshiba Distributor for Copiers,Printers, Faxes, Supplies and Parts800-722-7745 / 800-767-9722 Faxaskacm@acmtech.comwww.acmtech.comAll Leasing Services 32Repo/Offlease Copiers, Printers and Faxes949-727-3750 / 949-727-3850 Faxwww.alscopiers.comArlington 50800-887-3040/847-689-1616 FAXwww.arli.comBarrister 70877-518-3405sales@barrister.comwww.barrister.comBEI Pros 37An Innovative Service Consultant& Training Groupwww.beipros.comjerry.newberry@beipros.comBEI Services 44307-587-8446sales@beiservices.comwww.beiservices.comBonvivant 31800-628-6326 / 818-727-0640 Faxsales@bonvivant-inc.comwww.bonimaging.comCarolina Wholesale 47800-521-4600www.cwholesale.comCopier Careers 72Copier Employment Placement888-733-4868 / 800-464-3434 Faxmail@copiercareers.comCopier Clearance Center 57Buy & Sell New and Used Copiers800-393-6355 / 916-617-2742 Faxcopyclear@direcway.comCopier Network 39Coast to Coast Service ExtensiveCanon and Ricoh Selection(510) 746-2080www.copiernetwork.comsales@copiernetwork.comCopystar-Kyocera Mita America 07800-453-6482 / 973-822-4425 Faxwww.copystar.comDatabazaar.com 54Cartridge, toner and print supplies888-335-3282corpsales@databazaar.comDC Wholesale 68Printers/Copiers and Parts800-735-3018 / 952-707-1288 Faxdcwholesale@yahoo.comDocuWare Corporation 22888-565-5907 dwsales@docuware.comwww.docuware.comDPI 61Direct Precise Imaging888-376-7311www.directpreciseimaging.comElectronic Business Machines 69Copiers/Printers Parts & Supplies800-832-6522 / 859-281-6328 Faxwww.ebmky.comEscalera 69Copier Moving Devices800-622-1359 / 530-673-6318530-673-6376 Faxwww.escalera.comExpress Sales Corp 29877-777-5001www.escorp.bizFMAudit 04Remote meter reading andManaged Print Serviceswww.fmaudit.comFrontier Imaging 36Distributor of Copier, Printer& Fax Supplies888-530-8811 / 310-898-2788 Faxwww.frontierimaging.comGreater Philadelphia Equipment Co. 33Copiers, Accessories, Fax Options & PrintControllers215-788-7111 / 215-788-4445 Faxgpec1@verizon.comI.C.E. International Copier Exchange 06Wholesaler of Copiers888-423-2679www.copierpoint.comIDS-International Digital Solutions 16Authorized Toshiba Distributor for Copiers,Printers, Fax OEM Parts & Supplies888-372-3700 / 562-921-1167 Faxsuzannecarter@idswc.comIkamelo TESEN USA 52*Manufacturer & Factory Direct Wholesalersof Ink & Toner Supplies*Authorized Philiips Bluray DistributionPartner*New/Refurbished HDTV’s713-532-8889 USA / 830-44-TESENsales.us@ikamelo.comwww.ikamelo.comImage Star 26Business Support and Nationwide Service888-632-5515/888-635-7479 FAXsales@imagestar.com www.imagestar.comIntercom Exporting Inc 40Minolta Copiers, Parts and Supplies800-960-1119 / 954-978-2412 FaxITC Systems 53State-of-the-art Cash Card magagementsystems. Coin-op machines.800-650-7772 / 314-872-3353 Faxwww.itcsystems.comItex 2010 71800-989-6077www.itexshow.comJAMEX 54Copier/Printer/FaxVending Applications800-289-6550 / 607-533-8809 Faxwww.jamexvending.comLaser Pros International 42888-558-5277www.LaserPros.com64 enx magazine

Mambo Trading 55Distributor of Copier, Printer, & Faxparts and supplies. 877-626-2676562-663-9037 Faxask@mambo-trading.comMars International 09Wholesaler of Pre-Owned Copiers866-866-MARS/ 973-777-5889 Faxwww.marsintl.comMetrofuser 08888-Fusers1 (888-387-3771)sales@metrofusers.comMidwest Copier Exchange 25Used Copier Wholesaler800-863-3693www.midwestcopier.comMillenium 34Refurbished Printers & Printer Parts800-332-5321Mr McKenic 56203-702-7002info@mrmckenicusa.comNation Wide Repair Service 68Complete Office Equipment Repair Service866-655-8676 / 800-798-1814 Tech Supportwww.nwrsinc.comNiche Equipment 45Office Machines & Supplies Distributor630-629-9220 / 630-629-6790 FaxTel: 877-446-4243www.nichee.netNuWorld Business Systems 10 - 15Copier, Printer, Fax & BusinessMachine Supplies800-729-8320 / 562-921-4055 Faxinfo@nuworldinc.comwww.nuworldinc.comOES Solutions 36Distributor of Copiers, Copier Parts,and Supplies317-867-4999 / 317-867-4920 Faxinfo@ oes-solutions.comwww.oes-solutions.comOffice Land 54OEM Parts for Copiers and Printers818-778-0100 / 818-778-0101 Faxwww.officeland.wsOki Data 05OKI Printing Solutionswww.okidata.comP & Y Supplies 38OEM & Generic Suppliesfor Copiers, Fax, Printers.323-265-3800/323-265-3838 FaxParrot Distributing 23Authorized Panasonic Panaboards andPrinters Wholesale Distributor800-451-3336 / 423-855-1434 Faxwww.parrotdistributing.comParts Drop 70Copier Parts, Supplies, & Tech info.201-387-7776www.partsdrop.comParts Now 75800-866-6688www.partsnow.comPhotizo Group 02www.MPSConference.comPrinter Essentials 74Remanufacturer of Compatible Copier,Printer, and Fax Supplies.800-965-1180 / 775-850-2630 Faxwww.printeressentials.comR&L Imaging 43626-964-0200/ 626-964-0091 Faxwww.rlimaginggroup.cominfo@rlimaginggroup.comRoss International 09Buy and Sell Used Copiers800-240-7677 / 973-473-8800 Faxwww.ross-international.comSinotron 45Asia’s leading distributor ofimaging supplies in the U.S.310-965-0750/ 310-965-0751 Faxsales.usa@sinotron.bizwww.sinotron.bizSupplies Network 28Wholesaler of Imaging andComputer Supplies800-729-9300www.supliesnetwork/welcomeStrategy Development 46Complete Consulting Firmfor Imaging Dealers610-527-3317callinan@strategydevelopment.orgwww.strategydevelopment.orgToshiba 76Copier/Print Manufacturer800-GO TOSHIBAwww.toshiba.comTri State Camera 73Fax, Copiers & Accessories800-910-4208/347-417-7025 Faxsharp@tristatecamera.comUnited Supply 47Wholesaler of OEMImaging Supplies866-212-5884 / 818-885-0511 Faxsales@unitedsupply.comVendapin LLC 55Copier/Printer/Fax Vending Applications,Credit Card/Coin-Op Payment Stations866-374-9314sales@vendapin.comwww.vendapin.comWal Group, LLC 51Factory Direct Wholesalerof Premium LaserToner Cartridges877-368-7788/626-336-7077 Faxsales@walgroupllc.comWest Point Products 411-800-624-6991 USA1-800-338-2274 Canadawww.westpointproducts.comZiprint Image 56909-869-0730 / 909-869-0736 Faxsales@ziprintimage.comenx magazine65

XEROX DC12 STYLE FAULT CODES REVISITED - PART IIDC12 (DocuColor 12) & DCCS 50 (DocumentCentre Color System 50)Expanded Fault Code List & Troubleshooting TipsBy Britt HorvatFEBRUARY 2010 SERVICE & PARTS DIRECTORY 800.850.4949The DC12 remains one of the most respected full colormachines to roll out of Xerox's warehouses to date. Theimage quality is superb, especially when it comes toglossy output, and the machine is particularly suited to handlingheavy paper such as card stock. This article is continued fromthe last issue and will cover some fault codes and detailed troubleshootingtips.* 03-380 IBT Belt Patch not seen by the TR0 Sensor The 03-380 code means that the machine did not sense the signal fromthe "TR0" sensor. That is a sensor which looks for a reflectivepatch on the IBT Belt to come around at the right times. Thepatch is a small square reflective sticker near the edge of theIBT Belt on the outside of the belt. You'll want to start by makingsure the square reflective patch on the IBT Belt is clean andreflective. The patch is located near the edge of the IBT Belt onthe outside of the belt. The Service Manual also tells you todouble check to make sure the Drum Cartridge is properly seated.Then you'd want to make sure none of the following plugsare loose or disconnected: P/J 398 on the Half Tone PWB, P/J345 on the LDD PWB, P/J 416A on the IOT Drive PWB, P/J140 on the TR0 Sensor, and the "Double Plug" P702A.Hopefully one of these things will solve the problem.** 09-354 (Black), 09-355 (Cyan), 09-356, (Magenta) 09-357(Yellow) When any of the 4 "Toner Dispense Broken" StatusCodes come up, it means that the machine detected a toner dispenseproblem with a particular color of toner. First, make surethat the toner cartridge which relates to the code actually hastoner in it, and that the toner dispense coupling which stirs thecartridge is in good condition. Once you are convinced thatthere is toner in the cartridge, here are some things to check out:1. Check the following Plug / Jacks (P/J) to make surethat they are seated ok and there is no damage:P/J 432 & P/J 433B on the Dispense Board.P/J 421B on the IOT Drive Board.The P/J for the Cartridge Motor of the color you aretroubleshooting.The P/J for the Low Toner Sensor of the color you aretroubleshooting.2. Check the Toner Dispense Auger for damage.3. Reset Non-Volatile Memory (NVM) codes 776-063& 776-371 to '0'. This is done by entering diagnostic mode(Turn on the power, then press and hold down the '0' buttonwhile pressing 'Start'. The screen will prompt you for an"Access Number". Use the keypad to enter '6789' which isthe default Access Number). Use the menu to select "NVMRead/ Write". Enter the first part of the code (the part beforethe dash) which is called the "Chain" followed by 'enter',then the second part of thecode (known as the"Function", followed by'enter' again. If the valueshows up as '1', enter a '0'and then confirm your selectionon screen. Here are theappropriate NVM values to reset depending on which coloryou are dealing with:Black Toner: reset NVM 776-063 & 776-371 to '0'Cyan Toner: reset NVM 776-062 & 776-374 to '0'Magenta Toner: reset NVM 776-061 & 776-373 to '0'Yellow Toner: reset NVM 776-060 & 776-372 to '0'Keep in mind that resetting these codes will not cure thecause of the problem. If the problem that triggered the codeis still there, the Status Code will return.4. The Toner Cartridge Motor or Toner Dispense Motormight not be functioning (either due to a motor problem orwiring or board problem). To test the "Toner CartridgeMotor" and the "Toner Dispense Motor" for each color, hereare the codes to run from "Component Control" inDiagnostics Mode:Black: 009-011 (Toner Cartridge Motor K), 009-031(Toner Dispense Motor K)Cyan: 009-014 (Toner Cartridge Motor C), 009-034(Toner Dispense Motor C)Magenta: 009-013 (Toner Cartridge Motor M), 009-033(Toner Dispense Motor M)Yellow: 009-012 (Toner Cartridge Motor Y), 009-032(Toner Dispense Motor Y)*** 09-363 Rotary Home Position Failure - The machine didnot see the Developer Rotary System come to its home positionproperly. There is a rotary system which has the 4 developerunits on it. It rotates to move each color into position adjacentto the drum cartridge as the machine develops each layer ofcolor. This problem can be caused by a problem with the DrumCartridge not being seated properly, or it can be a sensing problem,or possibly something binding or broken in the driveswhich move the rotary system.1.) First check that the Drum Cartridge is seating properly.Make sure that it is latching securely into position (if aDeveloper Unit can't move into the correct spot because thedrum cartridge is out of position and gets in the way, this codecan show up).2. ) Check these Connectors to make sure they are fully seated:P/J420, P/J 418A, P/J 412A on IOT DRIVE PWB (DriverBoard)continued on 6766enx magazine

FEBRUARY 2010 SERVICE & PARTS DIRECTORY 800.850.4949continued from 66P/J 260, P/J 261, P/J 262 on ROTARY PWB (Rotary Board)P/J 110 on ROTARY HOME POSITION SENSOR3.) Make sure the Rotary Home Position Sensor and RotaryLatch Solenoid are installed properly and test them: Sensor =Component Control (Dc330) Code 009-220. The display willshow "H" if at the home position.Rotary Latch Solenoid: Component Control (Dc330) Code009-018. See if it actually actuates properly.4.) Check 2 fuses on the Rotary Board (Rotary PWB). If oneor both fuses are blown, replace as needed. If it blows again,replace the Rotary Board.5.) Test the Rotary Motor system (Dc920). Select Yellow,Magenta, and Cyan. See if the Rotary Motor system turnssmoothly. If not, check the Rotary Drive Components (shownon PL 6.1 & 6.6 in the Parts List) These parts include: RotaryMotor: 127K28490, Rotary Latch Solenoid Assembly:121K16400, & Rotary Gear Assembly: 68K86932One more bit of info before we turn in for the month. Setting upthe machine so it will communicate with the Fiery (networkcontroller) can prove very important. Below is informationabout the memory settings you'll want to know about.FIERY (Network Controller) Setup Info:Before you can make use of a Fiery, Cobra, or otherNetwork Connection equipment, you need to set the DC12machine up to enable the printing and scanning options.Record Existing Settings:First and most importantly, you should check and record theexisting memory settings. If you look in Drawer #1, there is apocket in which you will hopefully find the Log Book for themachine. Go into the diagnostics (read below) and look at thesettings in the NVM (Non Volatile Memory) Read / Write tomake sure they all match what's shown in the Log Book. If youdon't find a Log Book, then make one. Because the NVMSettings are not in a scrollable menu, you will want to have alist of the Memory Setting codes with you.To get into the NVM settings, first enter the User Interface (UI)Diagnostic Mode. Turn on the power then while holding downthe '0' button, press 'Start'. The screen will prompt you for an"Access Number". Use the keypad to enter '6789' which is theDefault Access Number. Choose "NVM Read / Write" from themenu.Set the Configuration of the machine:Enter NVM code 752-008. By default the setting is "0" forcopier only. Change it to "2" for "Copier, Printer, Scanner" or"4" for "Printer".Timeout Settings for Network Controller Communications:Check these settings to help prevent "No Print" problemscaused by communication time-outs.CodeSetting for Fiery Setting for(X12 / XP12) Cobra / Splash702-031 1 60702-032 30 60702-037 0 15702-038 0 15759-004 Configuration Page setting: For a Fiery set it to "0";for a Cobra set it to "1".Fiery Setup / Diagnostics:X12 Fiery: Find the 4 buttons in a vertical row on the right.Hold down the bottom button in that vertical row while turningon the power.XP12 Fiery: Hold the top and bottom buttons in the right verticalrow of buttons while turning on the power. The defaultpassword for setups, etc.: "Fiery.1" (capital "F" in Fiery).Note: One of the more useful functions is "Restore fromBackup". Use this if you suspect any corruption in the Fiery'smemory. If the Fiery comes back to life but is noticeably sluggish,beware that the Fiery's Hard Disk Drive may be beginningto fail.Finding Drivers for Printing and Scanning:On the Xerox website (www.xerox.com), choose "Support andDrivers" from the home page menu. Choose "Color Printers",and then "DocuColor". Then in the right column, find "DC12"and choose the appropriate Fiery version's link to its "Supportand Drivers". For the Scanner Drivers, scroll down to a separateheading for "Utilities & Applications" for the scanner drivers.All right then… that should do it for the time being. I hope itwill prove helpful to many of you. Happy New Yeareveryone!uBritt works for The Parts Drop, a company whose primary businessis providing parts, supplies and information for Xeroxbrand copiers, printers and fax machines. You can find moreinformation, including many of Britt's past ENX articles ontheir website, www.partsdrop.com. If you'd like to read moreabout Xerox brand office equipment, there's also a completelisting of past articles under contributing writers on the ENXwebsite (www.ENXMAG.com).www.LaserPrinterParts.comw.Lmenx magazine 67

FEBRUARY 2010 SERVICE & PARTS DIRECTORY 800.850.4949rea!time immed!ate va!ueNWRS has helped our customers save more than300 million dollars over the past 25 years.How much have you saved?With up to a 70% savings over purchasing a new OEM part and no extra fees for same-day rush service;we have the tools you need help tighten down your bottom line.We have handcrafted our services to provide you with the best, no-hassle tools in the industry.Resources such as live online help, toll free hotlines and a technical staff with expertise on the machinesyou sell and service. Simple tools like the easiest parts exchange program you will find and the convenienceof being a full service repair facility in the center of the United States.Using NWRS is like getting a 70% discount on your parts expenses.Now—that’s a tool that works for you every day.Give us a call today. | Customer Service: 866.655.8676 | Technical Support: 800.798.1814 | www.nwrsinc.comNATION-WIDE REPAIR SERVICE | THE RIGHT TOOL FOR THE RIGHT JOBGenuineParts!O.E.M.Huge Inventory!Fast Shipping!1-800-41-PARTS(1-800-417-2787)DC WHOLESALESubject: Canon 6016Question: When my customer turns thiscopier on in the morning and tries tomake the first copy, the scanner will stayat home and jitter. After the first copy,however, the copier works fine. I think itis the scanner motor. What do youCanon techs think? Thanks.Answer: Pin through the solenoid in theback behind the control board. The pinslides down a little and gets hung upagainst the bottom plate, especially inthe morning when the grease is colderthan normal. This solenoid switches thedrive between the scanner and the lensunit. Push the pin up a little bit and scarit with needle nose pliers to keep it fromsliding back down. The first time you dothis, it will take about 1.5 to 2 hours, butwith practice it can be done in 45 minutes.No parts are needed; they’ll justmake it harder.Answer: If that pin is sticking, shouldn’tit give a 210 error code?Answer: I think you’re thinking of thePC-700 series machines or the NP-FREE TECH HELP6012. 6016 is a big guy, similar to PC-850 or C-160. I have two otherthoughts. One: I’ve seen those misbehaveif the exposure lamp heater (ablack thing that snaps onto the lamp) isout of position. I don’t remember whatthe right position is, but I think it is kindof like a sleeve that you can slidearound. Two: On PC850s, weird scanproblems (blanks, no copy, 1/2 scan,etc.) were solved by cleaning the frontand rear scan rails with alcohol and then(I think) greasing them).Answer: You’re right! I was thinking ofthe 6012 (I always get those littlecrossover versions mixed up). Yes, Jimis right, and I would lean heavily towardsthe scanner rails being the culprit. It maybe a problem with the exposure lamp,but that’s not likely if the lamp hasn’tbeen changed recently. Those rails werefrequently an issue. And if it had been a6012, it would not always throw an E-210 error code. That solenoid flips thedrive back and forth between the scannerand the lens unit, and if it wascaught in between, it would cause a jitterthat didn’t always code out. If it movedcontinued on 6968enx magazine

continued from 68FEBRUARY 2010 SERVICE & PARTS DIRECTORY 800.850.4949the wrong component, it would definitely E-210. Sorry for theconfusion there.Question: So cleaning the rails should take care of problem.Thanks guys.Subject: Ricoh Aficio 1060 tandem tray problemQuestion: The left tandem tray fence was having trouble movinga stack of letter paper to the right side and I was getting SC515 error codes. It moved a half stack fine, but any more thanthat it would code. I removed and lubricated the slide rail andmade sure it was smooth. Then I was having it shove stacksover to test. After about 5 times, it just stopped and now theright side drive won’t lift the paper up. When I shove in theright side of the tandem drawer, it doesn’t start lifting. The displayreads “Reset Paper Tray”. I checked the connector in therear and on the right side tandem tray for paper, but there wasnone. I used mode, output, and tandem motor, but there is stillno movement I have no ideas now and it’s frustratingbecause it was working when I got there. Any thoughts areappreciated.Answer: Check the front side gate. There are two of them;they open up to allow the paper to shift from left to right. Thefront one has a flag that actuates a sensor. I have seen thesebreak many times. Also, there is a middle rail where the twohalves sit. Remove the feed side of the LCT and look inside.Tighten the two screws that secure this middle rail to the copierframe.Answer: I had this happen recently. If you take off the covers(plastic and metal) you can watch the drive for the lift plate. Ifound that the drive shaft was turning fine but the gear that theshaft goes into wasn’t. The inside of the gear was rounded out.I chased this one a few times. It would move almost a wholestack with no problem, but when it was totally full it would codeout. Hope this helps.Answer: I agree that the gear rounds out. The gear fits onloose; I add wire into D shape between the gear and shaft totake up the slack.Answer: Check the small half moon gear. If it’s already roundedup, replace it.Question: You guys are awesome. I cleaned the Tray1 feedassembly, which fixed my jamming, and the half moon gearwas stripped out on the inside, so 2 for 2. Thanks again!!!Answer: Watch out for those gears - they have different partnumbers depending on which end of the shaft they are on!Subject: Toshiba E-Studio 650 not duplexingQuestion: Hi! I have a machine that throws a jam code E51every time someone tries to duplex. The paper will be sittingon the side reversing section, but stops right before enteringthe duplexer. I’ve gone through all of the procedures in thehandbook for E51 codes. I’ve even replaced the entire drawerassembly, side door and left side feeding assemblies from an810 we have at the shop, even though all sensors seemed towork fine in 03 mode. The only thing I see left is the logicboard. The machine works fine except for duplexing, so beforeI send the board off for repair and the machine is completelydown, I’d like a second opinion on whether this sounds right orif there’s anything else I should try? I’d swap the LGC boardcontinued on 70enx magazine 69

FEBRUARY 2010 SERVICE & PARTS DIRECTORY 800.850.4949ACCESS MPS? Yes You Can!Freedom from Manufacturer Lock-ins! ACCESS MPS is the Barrister solutionthat brings powerful simplicity to your Managed Print Services.Are you ready to find out just how easy it is to step into the market and delivertrue Managed Print Services? We’ve prepared a Special Report:“What’s in it for me?”The ACCESS MPS Blueprint for Prospering in theManaged Print Services MarketThis report reveals exclusive information from sources entrenched in theindustry and lets you know:• How to Handle the “Mixed Fleet Environment”• What to do if you sell Nationally and not just Locally• How to add guaranteed service with no additional expenseThis powerful report is absolutely FREE and there are no obligations. Toget your complimentary copy of this powerful report simply emailAccessMPS@Barrister.com.877.518.3405WWW.BARRISTER.COMcontinued from 69FREE TECH HELPwith the 810, but they are different boards.Answer: Check the pulleys in the back. I have had those crackand not reverse correctly, causing this error code. They shouldbe tight so that you cannot slip when you manually reversethem while holding a roller.Question: Thanks for the reply. If you’re talking about the pulleyson the rear side of the reversing section, those have beenchecked and even swapped with those on another machine.And the machine seems to reverse fine when doing multipleone-sided copies. (It flips the copies before sending them tothe finisher). Yet I can’t get a single duplex copy through. Itdoesn’t seem very logical.Question: The metal piece that holds the fuser drive motorand gear was not securely attached on the bottom. There is apulley that operates a part on the bottom of the metal bracketthat looks like it helps drive the duplex rollers ( I’m not sureexactly how it works). Anyway, it fixed the problem. I don’tknow how I missed it. Thanks for your help!uTips appearing in this section are reprinted courtesy of Smarka!The Copier Tech’s Info Source. Tips are randomly selected fromsubmissions emailed to Smarka! Smarka! and ENX Magazinemake no guarantees as to the accuracy of tips presented here.Email your tips to Tips@smarka.com. All tips become publicdomain.Printer Tech TipsModel Focus: CLJ CM1015/1017, CLJ2600/2605,CLJ4600/4650 & CLJ5500/5550Color Plane Registration (CPR) IssuesIssue:After replacing the Laser Scanner Assembly or the DCController, one or more colors will print out of sync, or slightlyoff from one another rather than one solid, complete line.In these printers, the scan parameters for each of the laserscanners are stored on the DC Controller. When the formatteris changed, the stored settings are applied to the new scanner.In some cases one or more colors will shift in the X or Y axiscompared to the other colors.Solution:To correct this problem, first use the "CALIBRATE NOW" functionfrom the printer menu. If this fails to fix the issue, we havehad success using the "COLD RESET" or "NVRAM INITIAL-IZE" procedures.Troubleshoot in the following order:1 - Calibrate 2 - Cold reset 3 - NVRAM InitializationCAUTION: A NVRAM initialization will clear all settings includingpage counts, serial numbers, formatter number, and serviceID. It should only be performed by a trained ServiceTechnician.uThis Tech Tip is contributed by Laser Pros. See their ad atpage 42 or visit their website www.laserpros.com or email anyquestions to: scotts@laserpros.com.70enx magazine

In partnership with&March 3-4, 2010 • Las Vegas Convention Center*Power Hour SeminarS. mPS & Service ForumS. HundredS oF exHibitorS!Dealers only delivering hardware barely open doors to win customer business. Today’senvironment requires them to integrate hardware, software and services, becoming a singlesource provider - the ultimate HYBRID DEALER. Learn how at ITEX 2010.Visit our website for a* complete list of classes!A Hardware EquipmentA Software SolutionsA Managed PrintServicesA Service & OperationsA IT ManagementA Professional ServicesA Wide FormatA Mailing SystemsA Office Supplies•Diamond SponsorPlatinum SponsorsMedia Sponsorsenx magazine71

72 enx magazine

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Weguaranteeno onematches ourguarantee.To learn more about becoming a ToshibaBusiness Products Center, contact oneof our Authorized Toshiba Distributors.National DistributorACM Technology, 800.722.7745Collins Distributing Co., 800.727.0884Western Regional DistributorInternational Digital Solutions, 888.372.3700©2009 Toshiba America Business Solutions, Inc.and Toshiba Business Solutions. All rights reserved.If your copier isn’toperating withinToshiba AmericaBusiness Solutions’product specification,we’ll replace it at nocharge. All terms ofthe Toshiba QualityCommitment apply.Please see an AuthorizedToshiba Distributor formore details.