COPIER CAREERS NEWSLETTER


FEBRUARY 2012 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 (55,000 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 - Research shows Americans still prefer print and paper
The Top 5 - Strategies for retaining top talent
News In Brief - Announcements from Copier Careers, Kyocera, Eastman Kodak, HP, Xerox and Canon
Sound Off - Our readers respond to last month's poll
Poll-of-the-Month - What is the most difficult position to fill in a copier dealership?
Featured Job Listings

THE FEED
Research shows Americans still prefer print and paper

Over the past few years, many dealerships have seen their clicks decline as an increasing number of business users have begun to favor scan-to-file over copy and print. While dealers will certainly need to adjust their offerings to serve users who prefer a paperless workflow, the good news is that print isn’t dead yet. Not even close.

According to a recent survey commissioned by Two Sides, a nonprofit organization that promotes the responsible production, use, and sustainability of print and paper, 70 percent of Americans say they prefer print and paper communications to reading on a screen. Most of those surveyed also believe that paper records are more sustainable than electronic record storage (68 percent) and that paper is more pleasant to handle and touch than other media (67 percent). However, survey results also show that many Americans hold misconceptions about the environmental costs of print and paper.

“Even though most Americans still prefer print over electronic communications, they also have misconceptions about the effects of paper-based communications on the environment,” says Two Sides president Phil Riebel. “In fact, print and paper have a great environmental story to tell, and Two Sides is committed to setting the record straight using factual information from well-known, credible sources.”

In January, Two Sides launched its U.S. website, www.twosides.us, as a resource for factual information on the environmental sustainability of print and paper.

THE TOP 5... Strategies for Retaining Top Talent

Tips from the trenches to keep your copier career on track

Now that the economy has started to bounce back, recruiting talented new salespeople, technicians, and back office staff has become a high priority for many copier dealerships. Successful dealers know that finding good employees requires an ongoing investment of time and money, and most of them have some sort of system in place to address their need for new recruits. (Need a better system to fullfil your immediate and long-term staffing needs? We recommend our Adaptive Retainer Recruiting® service.)

Unfortunately, most companies don’t give nearly as much attention to retaining existing employees as they do to recruiting new ones. The reason for this is simple: keeping good employees happy and motivated is a difficult and complex undertaking, which is why so few businesses excel in this area. The following five suggestions are by no means a magic formula for better retention, but they’re a good place to start.

Stay on the cutting edge of technology. Since the dawn of digital, the document imaging industry has undergone a swift transformation from low to high tech. Today, the best technicians and salespeople don’t merely understand the technology — they embrace it. Each new development offers them an opportunity to try something new and provide better value to their customers. They want to sell and service the newest machines with the most advanced capabilities. If your dealership falls behind on the IT curve, your best and brightest are likely to fall away. Stay current, and you’ll have a better shot at hanging on to your valuable technophiles.
Cultivate “A players”. Visionary CEO Steve Jobs built Apple into America’s most valuable company by paying attention to what made his top talent tick. He realized early on that A players like working with other A players and that they find it frustrating to work with a team of B or C players. Rather than hiring the first available candidates who meet your minimum criteria, hold out for the real superstars. Not only will they add major value to your team, they’ll also help you retain your existing talent by providing the level of performance and competition that A players thrive on.
Discuss career development early and often. Top talent thinks ahead, and they want to work for companies that will allow them to advance and grow. In addition to investing in ongoing training and education for your staff, schedule time to discuss succession planning and career development. As Forbes columnist Eric Jackson writes, “If your best people know that you think there’s a path for them going forward, they’ll be more likely to hang around.”
Involve your top talent in planning and decision making. Exit interviews and surveys reveal that “bureaucracy” and “management” are among the most common reasons people leave their jobs. When top talent complains about management or red tape, it’s usually a sign that they felt they didn’t have a voice in the direction the company was headed. Before making major decisions, solicit feedback from trusted employees and be open to letting their suggestions inform your choices.
Don’t micromanage. While everyone can benefit from regular constructive feedback and performance reviews, nobody likes to be micromanaged, and top talent often finds it insufferable. Another management lesson from the Steve Jobs playbook: “I’ve learned over the years that when you have really good people you don’t have to baby them. By expecting them to do great things, you can get them to do great things.”

NEWS IN BRIEF

Make your voice heard — participate in the Copier Careers 2012 Salary Survey. Our annual survey measures how well sales and service professionals are compensated, how satisfied they are in their jobs, and how well their employers are meeting their needs. If you haven’t yet participated in this year’s salary survey, please take a moment to make your voice heard: http://copiercareers.com/salary_survey/salarysurveys_form.shtml.

Actor Ben Stein Sues Kyocera. According to a complaint filed in Los Angeles in January, the actor Ben Stein is suing a New Jersey-based arm of Kyocera’s printer business for a $300,000 breach of contract following his dismissal as the company’s pitchman. Stein claims he was passed over for the job because of his conservative views on global warming. Stein is best known for his role as a teacher in the 1985 movie “Ferris Bueller’s Day Off.”

Eastman Kodak Files Chapter 11 Bankruptcy Protection. Eastman Kodak, the pioneering film manufacturer, filed for bankruptcy protection on January 19th. Despite instituting a number of turnaround strategies in recent years, the company has reported only one year of profit since 2004. Kodak is the latest in a series of retail and manufacturing giants to falter after failing to adapt their business models to changing technologies. Last year The Borders Group liquidated after failing to gain market share in e-books while Blockbuster sold itself to Dish Network after losing out to online competitor Netflix.

HP Appoints Bill Veghte as Chief Strategy Officer. Veghte joined HP in 2010 as Executive VP of HP Software after spending two decades at Microsoft in a variety of senior leadership positions. As Chief Strategy Officer, Veghte will be responsible for keeping HP on the cutting edge of innovation. His new role, the company says, reaffirms HP’s commitment to providing customers with the latest platforms, products, and services. “Every 10 to 15 years, fundamental shifts occur in the IT industry that redefines how technology is delivered,” said Meg Whitman, HP president and CEO. “From mainframes to client/server to the internet, companies that identified the opportunity first and developed the right strategy came out on top. As we move forward, HP intends to stay on top, and I believe Bill has the knowledge and vision to keep us there.”

Xerox Acquires LaserNetworks of Canada. Xerox announced that it has acquired LaserNetworks, a leading provider of managed print services in Canada. “Our acquisition of LaserNetworks expands our services footprint in Canada, enhancing our capabilities and distancing us from our competitors. It is further evidence of Xerox’s transformation into a services-led, technology-driven company,” said Mandy Shapansky, president and CEO of Xerox Canada.

Canon Inc. said its president is resigning as it forecast profit will rise this year by less than 1 percent. President and Chief Operating Officer Tsuneji Uchida will step down effective March 29 and be replaced by Chairman Fujio Mitarai, the Tokyo-based company said in a statement.

SOUND OFF: Our readers speak

In January, we asked you to share your thoughts about job growth in the copier industry. The results lean heavily toward optimism, with nearly than 90 percent of respondents predicting strong job growth during 2012. With 1070 total votes here’s how the numbers broke down:

Will 2012 be a year of strong job growth in the copier industry?

Yes: 87% (929 votes)
No: 8% (91 votes)
It’s too early to tell: 5% (50 votes)

Here’s what our readers had to say on the subject:

“Yes, our dealership needs tech reps and back office personnel as soon as possible.”

“2012 is going to be great! I have already written more business than during all of Q4 2011.”

“Copiers are lasting longer and the number of clicks between service calls is increasing. With scanning becoming a bigger priority and less copying being done, I predict more layoffs.”

“Gross sales based on dollar value may increase slightly, but I believe the profit margins will continue to be extremely weak. I’m predicting sales in IT and software solutions will not generate the level of revenue forecast. This will result in a weak job market for salespeople while back office positions will continue to be eliminated.”

“We added two sales reps and three techs last quarter.”

“Judging by the job orders on CopierCareers.com, I’d say growth is on the horizon.”

“Yes, sales are up, so we’re adding more reps, techs, and back office staff.”

“The economy is still sluggish. People will hold onto their current devices longer and won’t be investing in new technology until the situation rebounds.”

“With MPS, the sky is the limit in 2012 and beyond.”

“While the overall industry looks positive with service-based offerings, it’s going to take a little more time before we see long-term effects.”

“More and more of my customers are going scan-to-file instead of copy-to-folder. Because of that, clicks are down across the board. If this keeps up, 2012 will be a flat or negative year.”

POLL OF THE MONTH

What is the most difficult position to fill in a copier dealership?

1. OEM-trained tech
2. MPS tech
3. 3-5 year sales rep
4. Service manager
5. Sales manager
6. E-Automate/OMD admin

Click Here for our Poll of the Month.

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.

Service Manager - Fayetteville, AR
Service Manager needed for company based out of Fayetteville, AR. Candidate must have extensive knowledge of e-Automate and focus the service department on MPS.

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

Technician - Little Rock, AR
Network trained technician needed for the Little Rock area. Specific OEM training is preferred.

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

Account Executive - Birmingham, AL
Sales Representative needed for an independent dealer in the Birmingham, AL area.

Technician - Phoenix, AZ
Experienced technician needed for an independent dealer in the Phoenix market. Candidate will work on various types of copiers, printers and plotters. Network training is a plus!

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

Technician - Gardena, CA
Trained technician to work in-house for a company that does refurbishing of machines.

Account Executive - Los Angeles, CA
Seeking experienced Account Executive needed to prospect and develop from ground up. Open to LA/OC territory.

Selling Sales Manager - Los Angeles, CA
Selling Sales Managers needed for LA, Orange and Riverside County for an independent dealer.

Account Executive - Orange County, CA
Successful Sales Professionals needed throughout Orange County.

Account Executive - Palm Desert, CA
Sales Professional needed for the Palm Desert area. Candidate must have proven track record of success in the industry.

Technician - San Diego, CA
Technician needed for an independent dealer in San Diego. Specific OEM training is a must.

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 - Union City, CA
Successful Sales Representative needed for the Bay area. Candidate must have a proven track record of success.

Technician - Ventura County, CA
OEM trained and network technician needed for an independent dealer in Ventura and Santa Barbara area.

Account Executive - Walnut Creek, CA
Experienced Sales Representative needed for an independent dealer to cover the Walnut Creek area.

Technician - Denver/Boulder, CO
OEM Trained technician needed for the Denver and Boulder, CO area. Network training is a plus.

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.

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.

Technician - Washington, DC
Independent dealer looking for an experienced collections person. Client would prefer knowledge of OMD and successful collections history.

Selling Sales Manager - St. Petersburg, FL
Experienced and Successful Sales Professional looking to take the next step in their career and manage a team of individuals while carrying a territory of their own. Proven track record of success is a must.

Technician - Port Charlotte, FL
OEM trained technician needed for Port Charlotte, North Port and Venice area. Candidate must have some networking background.

Account Executive - Orlando, FL
Successful and Energetic Sales representative needed throughout the Orlando market. Candidate will have to `hunt` as well as work an existing base of clients.

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.

Account Executive - Chicago, IL
Successful Sales Professionals needed in and throughout Chicago working for a manufacturer.

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
Sales Professional needed for a manufacturer in the Indianapolis market. Candidate must have strong record of success to qualify. Candidate will have small base territory and ability work with multiple levels of accounts.

Account Executive - Bowling Green, KY
Successful Sales Professional needed for a manufacturer with a proven track record of success.

Account Executive - Lexington, KY
Experienced Sales Representative needed to work a current base of clients as well as hunt for new business.

Logistics Coordinator - Lafayette, LA
Logistics Coordinator needed for independent dealer in Lafayette. Candidate will be responsible for parts and supplies inventory, delivery and overall warehouse. Experience with E-Automate is a plus.

Collections - Owings Mills, MD
Independent dealer looking for an experienced collections person. Client would prefer knowledge of OMD and successful collections history.

Account Executive - Detroit, MI
Successful Sales Professional needed for the Detroit area. Candidate must have a proven track record of meeting and exceeding goals/quotas.

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.

Sales Manager - Minneapolis, MN
Independent dealer in the Twin Cities market looking for Successful Sales Professional to build a team for a growing dealership. Candidate must have proven track record of sales success.

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.

Technician - Rochester, MN
OEM Trained technician needed for Rochester, MN. Network certifications is a must.

Account Executive - St. Cloud, MN
Experienced Sales Professional needed to manage a territory in St. Cloud market.

Vertical Market Sales Representative - St. Louis, MO
Successful Vertical Sales Representative needed in downtown St. Louis. Candidate must have Prior Litigation Sales expereince to be qualified for this role.

MPS Specialist - St. Louis, MO
MPS Specialist needed for an independent dealer. Candidate will work directly with Sales Representatives to implement Managed Print Services when working with their clients.

Sales Representative - Charlotte, NC
Successful Sales Representative for a dealership in the Charlotte area. Candidate will have access to both major and non major accounts within their territory. Proven track record of success is a must!

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 - Jacksonville, NC
Energetic Sales Representative needed for the Jacksonville market for an independent dealer. Will have a small base of current customers and candidate must have ability to bring in new clients.

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.

National Account Manager - Northern NJ
Experienced National Account Manager needed for the Bergen and Morris County area.

Senior Account Executive - Northern, NJ
Senior Account Executive needed for Northern NJ area. Candidate must have a proven track record of success in order to qualify.

Account Executive - Northern, NJ
Successful and Experienced Sales Professional needed for independent dealer throughout Northern NJ. Position will be a true `hunter` position and will need a candidate that is eager to create a base.

Technician - Central and Northern, NJ
OEM Trained technician needed for independent dealer throughout central and northern New Jersey. Networking training is a plus along with specific OEM training.

Account Executive - Albany, NY
Experienced and Successful Sales Representative needed to work for a manufacturer in the Albany market. Territory is a hunter position so candidate must have a track record of successful start up.

Sales Manager - Albany, NY
Experienced and Successful Sales Professional looking to take their career in the next direction and become a Sales Manager.

Account Executive - Buffalo, NY
Successful sales representative working for an OEM in the Buffalo area. Candidate must be a hunter with a proven track record of success.

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

Technician - Manhattan, NY
OEM trained technician needed for the Manhattan area. Networking ability is a plus.

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

Account Executive - Columbus, OH
Successful Sales Representative to build a territory in the Columbus market.

Account Executive - Tulsa, OK
Successful Sales Representative needed for the Tulsa market. Candidate will work for an established independent dealer. Proven track record of success is a must.

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

Technician - Philadelphia, PA
Experienced OEM trained technician to work on both copiers and printers throughout the Philadelphia area. Network training is a plus.

National Account Manager - Columbus, SC
Successful and Experienced Sales Professional to work with National accounts throughout South Carolina and into Jacksonville, FL. Candidate must have a proven track record of success in selling National Accounts in the past.

Technician - Rapid City, SD
OEM Trained technician needed for an independent dealer in the Rapid City, SD area. Candidate must have network training in order to qualify.

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.

Technician - Sioux Falls, SD
OEM trained technician needed for an independent dealer in Sioux Falls. Network training is a must for this position.

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

Technician - Conroe, TX
Looking for entry level technician for independent dealer. Must have some expereince in the industry as well as good communication skills.

Technician - Corpus Christi, TX
OEM and Network Trained technician for an independent dealer in Corpus Christi.

Account Executive - Houston, TX
Successful Sales Professional needed for an independent dealer in the Houston market. A true hunter is needed for this position.

Technician - Houston, TX
OEM trained technician needed for the Houston market.

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

Account Executive - Salem, VA
Successful Sales Representative to work for an independent dealer in Salem. Territory will include some regular and major accounts as well as require bringing in new clients.

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.

Technician - Eau Claire, WI
OEM trained technician needed for an independent dealer to work throughout the Eau Claire area.

Technician - La Cross, WI
OEM trained technician needed for an independent dealer in La Crosse area. Candidate preferably would have CompTIA, Net+ and A+ certifications.

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