JULY 2011 NEWSLETTER

With 30 years of experience working for the document imaging industry, Copier Careers is the only recruiter with the resources to find what your dealership needs most: experienced technicians, copier sales representatives, managers, controllers, dispatchers, support staff, and managed print services experts. Our database of qualified copier professionals is the biggest in the business (51,000 strong and growing!) and we're dedicated to helping our clients and our candidates make the best matches possible. Whatever you're looking for, Copier Careers can help you find it. Learn more at www.copiercareers.com or call (888) 733-4868 to talk to one of our recruiters.

Copier Careers 2011 Sales Manager Salary Survey now available! Read it online at http://copiercareers.com/salary_surveys.shtml
 

IN THIS ISSUE:

The Feed  - Copier sales managers face growing job frustration
 The Top 5  - Things to consider before you accept a counteroffer
 News In Brief  - Announcements from Copier Careers, LG, Ricoh, Xerox, Lexmark, Canon, Sharp and the IRS
 Sound Off  - Our readers respond to last month's poll
 Poll-of-the-Month  - Has compensation for service managers changed since 2010?
Featured Job Listings

  
 
  THE FEED

Copier Sales Managers Face Growing Job Frustration

Copier Careers has just released our 2011 Sales Manager Salary Survey! The participants were 958 sales managers from independent copier dealerships, regional dealerships, national sales organizations, and OEMs around the country. Here’s a sneak peek at what they had to tell us:

  • Total compensation is up 5 percent since last year, though commissions still have not recovered to pre-recession levels.

  • Compensation plans have gotten more complicated as dealerships continue to refine their formulas. For some sales managers, these changes have negatively impacted commissions.

  • Long hours and high stress levels have caused many sales managers to reconsider their responsibility levels. “In the last year, we’ve had a lot of sales managers tell our recruiters they don’t want to be responsible for a team anymore,” says Copier Careers president Paul Schwartz. “It’s too stressful — they just want to go out and sell.”

To get the full story, read the entire 6-page Sales Manager Salary Survey online at http://copiercareers.com/salary_surveys.shtml.
 

THE TOP 5... Things to Consider Before You Accept a Counteroffer

Tips from the trenches to keep your copier career on track  

Here’s the situation: You’ve just been offered a great job with a new company, and you’re all set to accept the offer. First thing’s first though — you have to tell your current employer you’re leaving. You break the news to your boss, but instead of accepting your resignation and sending you on your way, she tells you she’ll do whatever it takes — higher pay, better benefits, and more flexible hours — to keep you on her team.

You’re tempted to accept the counteroffer. But should you do it? Before you make your decision, consider the following.

  1. Think about why you wanted to leave your job in the first place. If money was the primary motivator, then a counteroffer might solve all your problems. But if your reasons for leaving are more complicated, sticking with your current employer may only compound your misery.

  2. Know your statistics. According to research conducted by executive search firm Christian and Timbers, employees who accept counteroffers usually end up leaving their jobs within one year. Before you know it, you could be looking for work again anyway. Why not get out while you have the chance?

  3. Understand why the company is making a counteroffer. The company’s reason for making a counteroffer is usually self-protective: they want to preserve the stability of the organization or keep talent out of the reach of their competitors. Ask yourself whether your employer is really committed to keeping you on the team, or whether management is just hoping to keep you around until they can find a suitable replacement.

  4. Realize you may be considered a flight risk. You’ve already threatened to leave once. What’s to keep you from doing it again? If you accept the counteroffer, you may end up losing responsibility or getting passed up for promotion because management feels you can’t be trusted to stick around.

  5. Know what you’re worth. You’re a high-performing employee with a valuable skill set, right? So why did you have to threaten resignation before your company realized what you were really worth? If you’re working for a company that values your contributions, such drastic measures shouldn’t be necessary.

 		 
 

NEWS IN BRIEF

Copier Careers Sales Manager Salary Survey Now Available! Read it in the July issue of ENX Magazine or online at http://copiercareers.com/salary_surveys.shtml.

LG Enters Printer Market. LG Electronics and Memjet, a global provider of high-speed color printing technologies, have jointly introduced Memjet's breakthrough office printing technology into the Korean market. The Machjet LPP6010N, the world's fastest A4 color desktop printer, will be available this month through authorized LG resellers and channel partners. “LG prides itself on launching truly innovative products and is pleased to bring the world's fastest A4 color desktop printers powered by Memjet's game-changing printing technology to the Korean market," said Si-hwan Park, vice president of LG Electronics' monitors and printers business unit. "The Machjet delivers completely new levels of color performance and affordability and uses significantly less energy versus laser printers."

Ricoh Adds Two New Models To Its Production Printer Lineup. The RICOH Pro C751EX has a print speed of 75ppm in color/bw, and the RICOH Pro C651EX prints 65 ppm in color/bw. The global monthly sales goal for these products is 400. These models offer features essential to the production printing market and are expected to attract a wide range of customers.

Xerox DocuMate 3115 Receives Awards from PCMag.com and Buyer’s Laboratory. According to the PCMag.com review, the “DocuMate 3115 is easy to recommend as Editor’s Choice. It offers a combination of hardware and software that leaves some more expensive personal desktop scanners in the dust.” BLI gave the device an Outstanding Achievement award for control panel design. “The DocuMate 3115’s easy-to-use design provides users with quick and easy access to the unit’s scan profiles to save time and increase productivity,” said Buyer’s Laboratory test technician Joe Ellerman. “It’s amazing how one small modification can make such a difference.”

20,000 Lexmark Workgroup Printers To Be Deployed at U.S. VA Locations. Lexmark recently became the manufacturer of choice for a national workgroup and color laser printer bid sourced by the U.S. Department of Veterans Affairs (VA). The contract calls for the potential placement of more than 20,000 Lexmark E, T, and C Series workgroup monochrome and color laser printers throughout 260 VA locations. The contract is expected to help the VA achieve more than $15 million in savings in relation to standard purchasing costs. “Lexmark is proud to support the vital mission of Veterans Affairs,” said Marty Canning, Lexmark executive vice president and president of Imaging Solutions and Services. “Lexmark Government Solutions provides products, services, and solutions that enable agencies to manage their data and documents more efficiently and securely.”

Canon Oceania Ranked As One Of World’s Top Ten Reputable Companies. Canon ranked number eight on the Reputation Institute’s global list, based on a survey of 48,000 consumers across 15 countries including Australia, the United States, Japan, and the United Kingdom. The Reputation Institute’s study considered all dimension of reputation including products and services, innovation, citizenship, leadership, and workplace.

Edward McLaughlin is leaving Sharp. Edward McLaughlin, president of Sharp Imaging and Information Company of America (SIICA) and Director of Sharp Electronics Corporation (SEC), has announced a plan to step down, in accordance with an agreement with SEC chairman and CEO Kozo Takahashi. McLaughlin will assist in the search for his successor, which is now underway.

The Internal Revenue Service announced a midyear increase in the business mileage rate you can claim as a business tax deduction. Effective July 1, 2011, the rate increases to 55.5 cents per mile. This is a 4.5 cent increase. For the first half of 2011, the rate still remains at 51 cents per mile (January 1, 2011 to June 30, 2011).

 
 

SOUND OFF: Our readers speak

In our June poll, we asked salespeople whether their comp plans have changed recently. Ninety-seven percent of our 1232 respondents reported a change, and most are unhappy about it. The full results:

Has your compensation plan changed in the past six months?

Yes: 97% (1196 votes)
No: 3% (36 votes)

A few comments from our readers:

“Our commissions were cut by 20%.”

“Commission has gone down and territories were moved, so I’m starting over. Uggh!”

“Yes, my company restructured our plan with new buckets. It has the effect of cutting commission by 15 percent if we make the same quota.”

“Management cut our residuals on MPS deals. It’s really stupid and it hurts. Needless to say, I’m looking for a new job.”

“New sales manager, new plan, more buckets=less commission.”

“We have a new annuity plan on MPS deals. You can make a lot of money.”

“My former company changed the comp plan daily, or so it seemed. Whenever upper management spotted a new way to take from the poor (sales) and give to the rich (ownership), they changed it.”

“Getting paid the same comp plan and salary as underperforming sales reps is degrading to top performers.”

“Lack of inventory from the manufacturer has affected our comp plan.”

“I closed three MPS deals this month with a new annuity comp plan. I really like it and should earn twice the income this fiscal year.”

“Our company has cut the sales comp package by nearly 25 percent. Lots of dissatisfaction.”

“Our Tip Lead has gone down....”

 
 

POLL OF THE MONTH

The 2011 Service Manager Salary Survey will be released in August. Do you think compensation for service managers has changed since 2010?

1. Yes, service manager pay has increased
2. Yes, service manager pay has decreased
3. No, service manager pay has not changed since last year

 
 

JOB LISTINGS

Our Industry is evolving again and only Copier Careers represents top employers on a retained basis. Your career path can have new, exciting and profitable options. Contact Copier Careers to find out about exclusive career opportunities across the country. These positions are not advertised anywhere. You may be surprised to learn about the opportunities that are currently available.  

Technician - Jonesboro, AR  
OEM trained technician needed for a branch location of a large organization.

Account Executive - Jonesboro, AR  
Experienced Sales Representative needed. Candidate will be required to build customer development, client relationships and create new business opportunities.

Technician - Newport, AR  
Independent dealer looking for OEM trained technician for Newport area.

Account Executive - Baldwin County, AL  
Successful Sales Professionals needed for Baldwin County into Pensacola, FL. Candidate will have the ability to sell the full product line of the independent dealer.

Selling Sales Manager - Birmingham, AL  
Seeking a sales professional with record of meeting and exceeding company and personal expectations. Position will have some clients as well as need to bring in new business. This position is for a selling sales manager.

Account Executive - Mobile, AL  
Experienced Sales Professional needed for the Mobile, AL area

Account Executive - Phoenix, AZ  
Successful Account Executive for a branch of a large independent dealer needed in the Phoenix market.

Account Executive - Los Angeles, CA  
Energetic Sales Professional needed for the LA and Orange County area.

MPS Account Executive - Los Angeles, CA  
Management Print Solutions Sales Consultant to manage Sales professionals bringing them to the next level of the copier industry. Will need 3-5 years of MPS proof with prior company.

Account Executive - Orange County, CA  
Successful and experienced Sales Professional needed for independent dealer. Proven track record of success is a must.

Technician - Fresno, CA  
OEM trained technician needed in Fresno for an independent dealer.

Sales Supply-Office Administration - Fresno, CA  
Independent dealer looking for candidate that will have Office Administration duties as well as Supply Sales. This position could evolve into an Account Manager position.

Account Executive - Boulder County, CO  
Experienced Sales Representative needed for competitive independent dealer for the Boulder County.

Account Executive - Breckenridge, CO  
Strong and Experienced Sales Representative needed for independent dealer.

Sales Manager - Denver, CO  
Sales Manager needed for Denver area. Expereince in management is a must and will need a proven track record of success with prior management team.

Account Executive - Denver, CO  
Energetic and Successful Sales Professional needed for independent dealer. Proven track record of `hunter` style selling is needed for this position.

Account Executive - Washington, DC  
Successful Account Executive needed for Washington DC. Will have small customer base and the ability to really grow the territory for this independent dealer.

Account Executive - St. Petersburg, FL  
Sales Professional needed for Independent dealer in the St. Petersburg area. Candidate will have training directly from the owner. We are seeking a true `hunter` for this role.

Account Executive - Sarasota, FL  
Energetic and Successful Sales Representative needed for independent dealer in the Sarasota area.

E-Automate - Sarasota, FL  
Client looking for an individual that has experience with E-Automate. Will have other back office duties as well for this independent dealer.

MPS Manager - Eastern, IA  
Highly motivated sales professional in the Waterloo area is needed for a large and successful independent MPS dealer. Candidates will need to have proven record of meeting and exceeding company goals for this position.

Selling Sales Manager - Western, IA  
Experienced selling sales manager to lead team of individuals for a branch location of an independent dealer.

Account Executive - Chicago, IL  
Successful Sales Professional needed for the Chicagoland area.

Major Account Manager - Vernon Hills, IL  
Major Account Representative with proven track record of success in the industry is needed for independent dealer in Vernon Hills (Lake County).

Account Executive - Indianapolis, IN  
Experienced Account Manager needed for large independent dealer. Candidate will be required to build customer development, client relationships and create new business opportunities.

Sales Manager - Lafayette, LA  
Experienced Sales Manager needed for an independent dealer in Lafayette. Candidate must have background in Management and proven track record of success.

Account Executive - Lancing, MI  
Successful sales representative needed for OEM in the Lancing area. Proven track record of success is a must.

MPS Sales Representative - Detroit, MI  
OEM Seeking experienced MPS sales representative. The ideal candidate would have a sales and analytical background. Pre Sales support will be needed as well.

Account Executive - Duluth, MN  
Experienced Account Executive needed for an OEM in the Duluth area. Candidate will have a large base of clients, but also need to gather clients for their territory. Outstanding total earning potential.

Account Executive - Minneapolis, MN  
Successful Account Executive needed for an OEM in the Twin Cities. Individual will have a small base of clients, but really need to be a hunter to gather more for their territory. Outstanding total earning potential.

Account Executive - Minneapolis, MN  
Established dealer looking for a Successful and Experienced Sales Professional in the Twin Cities.

Account Executive - St. Louis, MO  
Experienced and successful sales representative needed for independent dealer.

Technician - Billings, MT  
Experienced OEM Technician needed for the Billings area working for an independent dealer.

Account Executive - Winston-Salem, NC  
Motivated Sales Representative needed for the Winston-Salem area.

Account Executive - Ashville, NC  
Experienced Sales professional needed for the Ashville area working for an independent dealer.

Account Executive - Wilmington, NC  
Successful and industry experienced account executive needed for the Wilmington area. Prior copier sales is needed to qualify for this position.

Technician - Wilmington, NC  
Our client is looking for a certified technician to service the Wilmington area. Salary will be based on experience.

Technician - Omaha, NE  
OEM trained technician needed for the Omaha area.

Senior Account Executive - Hillsborough, NJ  
Senior Sales Representative needed for independent dealer. This dealer has an established IT division and copier sales generate as a result of network solutions. Minimum of 5 years of proven copier success if required.

Product Quality Coordinator - West Caldwell, NJ  
Very unique opportunity for an individual who has both Sales and Technical background. This is an inside position that this individual will have the following responsibilities: Sales, Customers Service, Problem Solving-from start to finish, and R&D.

Account Executive - Upstate, NY  
Seeking a sales professional with record of meeting and exceeding company and personal expectations. Client is a large independent dealer and looking to expand a branch location in Upstate, NY.

Account Executive - Long Island, NY  
Successful Account Executive for the Long Island area. Will have access to existing customer base. Extremely unique opportunity.

Account Executive - Newburgh, NY  
Experienced Account Executive needed for an OEM in the Newburgh area. Candidate will have a large base of clients, but also need to gather clients for their territory. Outstanding total earning potential.

Account Executive - OH  
Experienced Account Executives needed throughout the state of OH. The opportunity will be for the following cities: Columbus, Dayton, Cincinnati, Cleveland and Zanesville.

Account Executive - Cincinnati, OH  
Experienced and Successful Sales Representative needed for an OEM for the Cincinnati area.

Technician - Tulsa, OK  
Independent dealer looking for OEM trained technician. Salary will be determined based on what machines certified on as well as networking capability.

Senior Account Executive - Philadelphia, PA  
Senior Account Executive needed for Independent dealer. Proven track record of success is a must.

Selling Sales Manager - Sioux Falls, SD  
Successful Selling Sales Manager needed to manage a territory as well as a team of highly motivated sales representatives.

Account Executive - TN  
Independent dealer opening multiple branches throughout the state of Tennessee. Needs experienced hunters to bring in new business.

Technician - Nashville, TN  
OEM Technician needed for an independent dealer. Territory will include Nashville and south of Nashville.

Sales Representative - Austin, TX  
Successful Sales Representative to work for an Independent Dealer in the Austin area.

Selling Sales Manager - College Station, TX  
We are looking for an individual that perhaps had some Sales Team Leadership Experience while selling in a Territory to take over a group of individuals in the College Station. Knowledge of the area and strong ties to the community if a plus.

Technician - Conroe, TX  
OEM and Network trained technician needed for the Conroe area.

Major Account Manager - Houston, TX  
Major Account Manager to take over existing territory. Candidate will need at least 5 years of successful sales. Looking to fill a couple different positions.

MPS Director - Houston, TX  
MPS Director needed for Independent dealer in Houston. Candidate will sell as well as assist the Sales Representatives to implement their MPS program.

Technician - Laredo, TX  
OEM trained technician needed in the Laredo area. Candidate will be working from satellite location so strong knowledge of the OEM is a must.

Field Service Manager - Midland, TX  
Field Service Manager looking to manage a team of technicians in the Midland area. Knowledge of E-Automate is preferred but not required. Main focus will be on managing the technicians in ride a longs and running the department.

Account Executive - San Antonio, TX  
Sales Representative needed for a branch of a successful dealership. Proven track record of success is a must.

Account Executive - Waco, TX  
Sales Representative needed to carry a territory in Waco area.

Account Executive - VA  
Reputable independent dealer looking for experienced account executive to take over existing territories as well as pursue new opportunity through various branch locations in VA.

Technician - Southwestern VA  
Technician needed for Rural area in Southwestern VA. Ideal candidate will enjoy the rural, relaxed lifestyle.

Technician - North Eastern, WI  
Technician needed for Northeastern WI. Candidate must be fully network certified and color trained.

Account Executive - Spokane, WA  
Experienced Account Executive needed for an OEM in the Spokane area. Candidate will have a small base of clients, but will need to gather clients for their territory. Outstanding total earning potential.


  
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Copier Careers

Copier Careers®
Minneapolis, MN 55403-3073
PHONE: (888) 733-4868
FAX: (800) 464-3434

  
 

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