SEPTEMBER 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 (53,000 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.
 

IN THIS ISSUE:

The Feed  - HP to spin off personal computing business
 The Top 7  - Opinions about America’s economy
 News In Brief  - Announcements from Ricoh, Sharp, Canon, Kyocera Mita, and HP
 Sound Off  - Our readers respond to last month's poll
 Poll-of-the-Month  - Are you happy with your sales compensation plan?
Featured Job Listings

  
 
  THE FEED

HP To Spin Off Personal Computing Business

HP, the world’s biggest computer maker, shocked the tech world on August 18th when it announced it would stop producing tablets and mobile phones and was considering selling its personal computing division or spinning it off into a separate company. The announcement came only two months after the launch of the HP TouchPad, a tablet designed to compete with Apple’s iPad.

According to the company, HP has decided to stop producing these low margin electronic commodities so it can concentrate on the higher margin areas of its business, including corporate software, security, storage, and networking.

HP president and CEO Leo Apotheker told media outlets that the company is focused on improving performance and responding to changing customer needs. “HP is taking bold, transformative steps to position the company as a leader in the evolving information economy,” Apotheker said. “[Our] plan will allow HP to drive creation of long-term shareholder value through a focus on fewer fronts, thereby improving its ability to execute, invest in innovation, and drive a higher margin business mix.”

While HP’s abandonment of its tablet and mobile phone business is seen largely as an admission of defeat (the word most closely associated with “TouchPad” is “fiasco”), the possible spinoff or sale of the company’s PC business has been received in a more positive — or at least a more nuanced — light.

Michael Cusumano, a professor at MIT’s Sloan School of Management, says, “[HP’s] DNA never included being a commodity consumer products manufacturer, which is what the PC has become. It’s certainly not where the action and innovation is in the business these days. They can reinvent themselves. They may have the capability to do it.”

Reinvention is always a risky business, of course. Whether this particular risk will pay off for HP remains to be seen. “Giving up a third of your revenue, even if you end up being more profitable, it’s still a big chunk,” says Cusumano. “As the biggest PC manufacturer, they were in a lot of people’s homes as well as offices. They will lose that.”


 

THE TOP 7... Opinions About America’s Economy

Tips from the trenches to keep your copier career on track  

According to a recent survey of over 5,000 American workers by BIGresearch, most people in this country expect the economy to (continue to) get worse before it gets better. Here are the top seven findings from the survey:

  1. Eighty-nine percent of workers believe they won’t get a raise this year. Only 10 percent of Americans think their pay will keep up with cost-of-living increases.

  2. Seventy percent of workers are either “very” or “somewhat” worried that the U.S. will slip into a second recession. Eighteen percent of workers surveyed are neutral on the question, and only 12 percent say they’re not at all worried that another recession will begin this year.

  3. Women are slightly more worried about recession than men. Seventy-two percent of female workers are either “very” or “somewhat” worried about a double-dip recession, compared to 68 percent of men.

  4. Most people are planning to cut back on spending to offset rising costs. Only 7 percent of survey respondents said they do not plan to change their spending habits. Seventy-one percent of respondents say they’ll control spending by buying only what they need; 63 percent plan to lower expenditures by driving less.

  5. Female workers are better prepared to cut back on household spending than male workers. More women than men say they are willing to deal with rising costs and stagnant salaries by buying only what they need, driving less, spending less on clothing, comparison shopping, sticking to a strict budget, buying generic products, and spending less on groceries.

  6. Three out of four Americans have little or no confidence that the government’s economic policies will have a beneficial effect. Confidence in government measures was lowest in March, and has been declining steadily since June of 2010.

  7. The Federal Reserve’s suggestion that printing more money will help the economy is not popular. Over 60 percent of respondents believe that printing more currency will hurt the economy in the long run; only 18 percent think this move would boost the economy.

 		 
 

NEWS IN BRIEF

Ricoh Releases Free Image to Text App for iPhone. “Image to Text” is a free iPhone app that allows users to extract editable ASCII text from captured document images taken with an iPhone. It was released by Ricoh Innovations, Ricoh’s R&D subsidiary, in April. Within two months of its release, the app gained more than 60,000 users in English-speaking countries. The app is available for download from the iPhone app store.

Sharp Launches Four New Mid-Volume Workgroup Products. The Sharp MX-4110N, MX-4111N, MX-5110N, and MX-5111N workgroup color document systems combine the simplicity of touch screen menu navigation with robust multi-tasking workflow features. “We are pleased with the incredibly popular reception our document systems’ user interface has generated with dealers and customers,” said George Grafanakis, senior product marketing manager for Sharp. “Our MFPs build on our strong legacy of industry innovations that include advanced security, dual-head scanning, and Sharp OSA Technology, among many others.”

Canon Releases Compact imageFORMULA DR-C125 Document Scanner. The DR-C125 scanner features face-up feeding with top feeding and top eject in an upright design, resulting in a small operational footprint. It also includes a Full Auto mode, through which a single click adjusts multiple feature settings to easily deliver an optimal scanned image, perfect for inexperienced users or users with little time. “The combination of small size and ease of use makes the DR-C125 document scanner the ideal choice for our customers looking for general purpose distributed scanning solutions,” said Jim Rosetta, vice president and general manger, Imaging Systems Group, Canon USA. “From financial offices to healthcare facilities, legal offices to government agencies, Canon’s imageFORMULA technology is facilitating the simple and reliable distribution of information across businesses.”

Kyocera Mita Names New President. Kyocera Mita Corporation has announced the appointment of Norihiko Ina as president of its subsidiary, Kyocera Mita America, Inc. Mr. Ina joined Kyocera Mita Corporation in 1987. From 1994 to 2008 he was president of Kyocera Mita UK and a senior manager with Kyocera Mita Europe in Amsterdam. In 2008, he returned to Kyocera Mita Corporation as manager of the Sales and Planning departments for the American market. Since 2010, he has been with the corporation’s Business Strategy Division where he has focused on the company’s initiatives aimed at further expansion of its document solution business.

HP Works to Simplify Multivendor Delivery Models. HP Enterprise Services has announced a new service to help enterprises and governments gain control of multivendor service environments, improving overall IT performance and quality while optimizing costs. With HP Multi-Supplier Integration (MSI) Services, Chief Information Officers can manage multivendor environment complexities while keeping costs in check. As a single point of contact, the HP MSI Service drives effective supplier collaboration, rapid problem resolution, and workflow process improvements. In the event of a service interruption, the MSI Service provides comprehensive diagnostics, accountability, and timely restoration of services.

 
 

SOUND OFF: Our readers speak

In August, we asked salespeople to tell us how their compensation plans are structured. The majority said they receive a percentage of gross revenue, and most of the rest get a percentage of gross profit. Across the board, however, plans are becoming increasingly complex to the point that many copier salespeople don’t know how much they’ve made until they open their commission checks. Here are the final poll results with 1,280 votes:

What is the majority of your commission based on?

Percent of gross revenue: 60% (746 votes)
Percent of gross profit: 30% (371 votes)
Ongoing annuity (MPS): 5% (58 votes)
No idea—it’s too complex to understand: 2% (31 votes)
Combination of percent revenue and profit: 2% (29 votes)
Other: 1% (7 votes)

A few comments from our poll respondents:

“I have no idea what I made until the check shows up — it’s too complex to understand. Then it takes them a day of meetings to explain it to me. There has to be a better way.”

“I love the 3 year annuity that I can earn with MPS deals, but I do not like the long sales cycle.”

“The company whacked our comp plan by 25 percent this year, yet they continue to tell us how profitable the company is. They just don’t get it!”

“Our comp plan changes every time the wind blows in a different direction — or when someone finds a way to use the plan to his advantage. Change is inevitable, but it will ultimately cause companies to lose their top performers.”

“Our is cut and dry. I just worry that I am getting the best pricing so that I can get the most profit that I can. I never get paid close to what I feel I should based on percent of gross profit.”

“Percentage of gross profit seems to be the best method for fair compensation, and it incentivizes salespeople to sell value. While costs may be somewhat inflated internally to the benefit of the company, your best sales rep may not be the one who sells the most, but rather the one who sells the most value.”

“I have no idea what I’ve earned until I open my check. Then the argument begins.”

“I have been in copier sales for five years. I like getting paid a low base and a percent of total revenue. I know exactly what I’m earning and what I have to do to attain my goals.”

“I have no idea — it takes a team of accountants to tell me what I made. Get rid of the buckets.”

 
 

POLL OF THE MONTH

Copier Careers is currently in the process of polling over 10,000 copier sales representatives about their compensation packages. A few months from now, we’ll be releasing the information we gather in the first ever Copier Careers Sales Representative Salary Survey. As far as we know, this survey of sales reps is the first of its kind in the document imaging industry, and we’re excited to have the opportunity to publish this information. It’s a major undertaking, and we’ll need your help to make it a success. In the next several newsletters, we’ll be using our poll section to gather extra information about copier sales reps, starting with this month’s question:

Are you happy with your sales compensation plan?

1. Yes
2. No

Please take a few minutes to explain your answer in our comments section. The more information you can help us gather, the more comprehensive our Sales Representative Salary Survey will be!

 
 

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.

Customer Service Manager - Phoenix, AZ  
Customer Service Manager needed for company at a remote location. Candidate will be responsible for a customer service representative and a printer technician. Expereince in MPS, management, and printer repair is preferred.

Account Executive - San Diego, CA  
Energetic Sales Representative needed for an Independent Dealer. Territory will be downtown San Diego and will have an existing base of clients. Candidate must be a team player and work well with full management support.

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.

Printer Technician - Napa, CA  
Strong Printer Technician needed for the Napa Valley area. Candidate must handle both technical side and customer service so communications skills is required.

Technician - San Francisco, CA  
OEM trained technician for the San Francisco area. Independent dealer would prefer candidate to have network certification and color training.

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.

Account Executive - Denver, CO  
Extremely motivated individual needed for independent dealer. Candidate must have strong work ethic and ability to really hunt down new business as well as maintain current business.

MPS Contract Biller - Middleton, CT  
MPS Contract Biller needed for an independent dealer in Middletown, CT. Candidate must have previous contract billing experience in the industry along with experience utilizing other software programs.

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.

Printer Technician - Washington, DC  
Printer technician to work for a rapidly growing company in the Washington DC area.

Technician - Washington, DC  
OEM trained copier technician needed for remote location in the Washington DC area. Printer training is a plus.

Account Executive - Florida  
Experienced Account Executive needed to cover full state of Florida, as well as some customers in GA. Sales professional must have proven record of meeting and exceeding quotas. Knowledge of solution based selling is a must.

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.

Account Executive - Macon, GA  
Experienced and Successful Sales Representative for independent dealer in Macon area. Candidate will have an existing client base to work with as well as bring in new clients.

Sales Manager - Davenport, IA  
Successful and Experienced Sales Manager needed for the Quad Cities.

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.

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.

Selling Sales Manager - Lancing, MI  
Successful and experienced selling sales manager needed for OEM in the Lansing area. Ability to lead and motivate a team is a must.

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

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

Technician - Fayetteville, NC  
OEM trained technician needed for independent dealer. Candidate must have training on at least 2 of the 3 lines the dealer carries.

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.

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

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.

Selling Sales Manager - Buffalo, NY  
Experienced Selling Sales Manager needed for an OEM in the Buffalo area. Candidate will train, manage and motivate of group of successful sales representatives.

MPS Sales Representative - Hudson Valley, NY  
Successful Sales Representative that has proven success in selling MPS is needed for an OEM company in the Hudson Valley area.

Major Account Manager - Hudson Valley, NY  
Experienced Major Account Manager needed for an OEM in the Hudson Valley area. This position could evolve into a Selling Sales Manager opportunity.

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.

Technician - Ulster County  
OEM trained technician needed for a manufacturer. Candidate must have OEM training and be able to really trouble shoot and fix the copiers, printers and fax machines. Office is in Newburgh but territory is in Ulster County.

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 - 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.

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

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.

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.

Technician - Houston, TX  
OEM trained technician needed for Independent dealer in Houston. Specific OEM training is a must. Please inquire for more details.

Technician - Longview, TX  
OEM trained technician needed for independent dealer in Longview. Candidate will have large territory to cover so experience 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 - Bristol, VA  
OEM trained technician needed for independent dealer in Bristol.

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.

Senior Account Executive - Burlington, WA  
Experienced Sales Professional with a proven track record of success needed for an independent dealer in Burlington.

MPS Sales Representative - Milwaukee, WI  
MPS Sales Representative for an independent dealer in the Milwaukee area. Candidate must have prior success at providing MPS Solutions to clients.


  
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Copier Careers

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

  
 

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