Toshiba awards its top dealers
– James Imaging Systems of Wisconsin – Dealer of the Year 2018
– Stargel Office Solutions of Texas – All Star of 2018
– Oklahoma Copier Solutions – Rookie of the Year 2018
– Atlantic Tomorrow’s Office of New York – East Region award
– Proven IT of Illinois – Midwest Region award
– Kelley Imaging Systems of Washington – West Region award
– Vanco Systems of Texas – South Region award
Xerox wins environmental award
– Xerox has been ranked by the FTSE4Good Index Series, which measures the performance of companies demonstrating strong, environmental, social and governance practices
– achieved a perfect 5.0 ranking in each of the environmental, social and governance categories
– 96 out of 100 for the overall environmental, social and governance (ESG) rating
– The FTSE4Good index is administered by the Financial Times Stock Exchange, a unit of London Stock Exchange Group’s Information Services Division.
Xerox holds national security event
– Held at conference center at the New York Stock Exchange
– Famed hacker, Kevin Mitnick, was on stage to demonstrate email phishing, ransomware and malware attacks, as well as HID-card cloning
– Claim that 70% of security specialist jobs go unfilled by 2020
Xerox offers new production print system
– Now shipping the Brenva HD, a production color inkjet press
– Top speed of 275 pages per minute
– Optional Tecnau Sheet Feeder BV roll feed system
– Handles upt o 270gsm
Xerox wins production print contract
– Award from Mercury Print Productions of Rochester, NY
o Installed new Trivor 2400 continuous feed inkjet system
– Award from Omaha Public Schools’ CRD in Nebraska
o Installed a new Brenva HD production color inkjet system and Versant 180 production color laser system
Ricoh wins production print contract
– Award from Sacred Heart University’s CRD in Fairfield, CT
o Installed a new Ricoh production color laser system
– Award from Magneet Communications of The Netherlands
o Installed a new Pro T7210 UV flatbed color inkjet system
o Two Pro C9110 production color laser systems
CRN interviews copier executives
– CRN magazine interviewed Dan McDonnell of HP, Greg Chavers of Lexmark(Ninestar of China) and John Reilly of Xerox in regards to the dealer/reseller channel, in regards to the managed print services business and solution selling
– HP’s McDonnell comments included:
o "A3 is probably the biggest opportunity for us in terms of growth"
o "a lot of investment in A3, MPS, security"
o "(HP) printers can heal themselves – the Tesla model. They can report back and basically tell you what is wrong with the machine. And in some cases, they can fix it"
o "Security is a part of it, where if there is a challenge, if there is malware, if there is a breach, the machine can shut down and reset and purge that security blip off the system"
o Only 41% of business surveyed had security solutions in place for printers/MFPs
o "majority of business is going through the channel, and that is not changing"
o "the danger is that if they (sales reps) don’t act now, they will be out of sync with the needs of their customer base"
o "that is where the customer is going…it’s not us so much and it’s not the channel, it’s the customer"
o "The evolution is happening now, and for the partners to differentiate themselves, they are going to have to commit, invest, and step up…it’s moving pretty quick"
o "customers are asking for it, and I do think there is a risk if partners are not willing to invest and go after the business"
o 54% of SMB customers are planning to buy a printer in next 12 months, up 2%
– Xerox’s Reilly comments included:
o "not trying to be overly complex with our partners"
o "simplifying and being clear and being focused"
o "maintaining a consistent pattern and drumbeat"
o "allow our partners to do what they do best, which is go get net new customers"
o "we are probably one of the most rigorous around saying when you have a customer, you keep your customer"
– Lexmark’s Chavers comments included:
o "focused on just improving our core competency around smart A4 technology"
o "helping our partners change narrative"
o "it’s a good opportunity for the IT resellers and VARs to look at that space (MPS)"
o "try to be consultants"
o "MPS adoption still relatively low in the SMB market…..around 30%
o "Over 50% of security breaches happen at an endpoint device on the network, and guess where most printers and MFPs are located? On the network as an endpoint device. So it is definitely a big concern"
o "through a layered services approach, solution providers can create high-margin, value-added engagements"
o "a lot of the sales reps out there, they mainly get comped on the box, that is why they are pushing it"
o "you are looking to become a consultant to the customers, a trusted advisor, and you are going to help them impact their business workflow in a positive way"
o "it’s also the print servers, it’s also the drivers, it’s also output management software, so it’s managing the entire output infrastructure"
HP to pay huge fine
– Will pay a class of printer customers $1.5 million, no including attorneys’ fees, to resolve allegations over phony error messages that popped up when users tried to install low cost non-OEM cartridges
– Decided in California federal court
– Would also bar HP from employing the tactic in the future
HP wins production print contract
– Award from Community College’s CRD in Philadelphia, PA
– Installed an HP Indigo 5500 production color system and a Duplo 3500 with booklet maker and Duplo DSC-200 collator
California’s Medicaid program runs on paper?
– Article in California Healthline magazine
– Report from the U.S. Government Accountability Office (GAO) showed a photo of the massive paper files used to review the state’s Medicaid spending (named Medi-Cal)
– CMS (federal Center for Medicare & Medicaid) is forced to review piles of paper documents each quarter
– California officials claim reason is that they are using more than 90 different computer systems to run Medi-Cal
– The state had originally hired Xerox to design and implement a replacement system, but the state terminated the contract for performance in 2016.
o Xerox paid the state $123 million in cash to settle
o (Xerox sold off this division, and is now called Conduent)
o DXC Technology of Tysons, VA now has contract, expected cost to complete of $500 million
Canon sponsors polo event
– is a sponsor of the 2018 Inaugural LIU Classic Polo Match & Lawn Party on 9/15/18
– located at Meadowbrook Polo Club in Old Westbury, New York
Dealer acquisition update
– Novatech, headquartered in Nashville, TN, announced it has acquired e/Doc Systems of Memphis, TN
– e/Doc is a Savin dealer
Woman steals toner to sell on eBay
– Jennifer Sipe pled guilty to selling $28,000 worth of stolen Xerox toner on eBay
– She stole the toner while working at the Gainesville Housing Authority in Georgia, which had a CPC contract with Xerox.
Okidata demos DICOM printer
– Launched new product at the JFR Technical Exposition 2018 in Paris, France
– The ES6410 DMe is a color A4 LED printer
– The Pro9431 DMe is a color A3 LED printer
– The ES94x6 MFP is a color A3 LED MFP
– All three have embedded DICOM software (digital imaging & communications in medicine) for printing nuclear medicine, ultrasound, CT scans, MRI scans, X-rays
Kyocera opens new facility
– $9.5 million investment
– Staff of 35
– Located in Danville, VA
– 30,000 square foot facility
– Will produce carbide rotary tools
HP CEO interviewed by Citibank
– Dion Weisler interviewed during 2018 Global Tech Conference
– "in printing, the home segment will still remain challenged with some slight declines there"
– "relatively flat overall office printing segment"
– "We have proven that we can increase prices over time with our customers off the back of strong innovation"
– "the A3 space is also highly contractual, in that people do not generally buy a machine, they buy a contract for multiple years"
– "we had sort of around about 5% market share of this A3 contractual space"
– "we have heavily invested in that (A3) space, one, firstly with the acquisition of Samsung’s Printing business, which gave us access to that core A3 technology, in addition to the ink-based technology, we now have a laser-based technology that is very different to all of our competitors"
