Saturday, June 21, 2008

MWB, Sharp, Global, Xerox - can we fit a customer into this phone booth too?


To say the copier industry is in a "Dynamic" stage is being kind.



This press release is intended to be informational as well as promotional - but...is it?

From the release, "....MWB Business Systems, a regional core company of Global Imaging Systems, serves the southern California market from six offices in key metropolitan locations. Global companies sell and service document management systems such as printers, copiers and multifunction devices; network integration services; and electronic presentation systems. MWB and the other Global office technology dealers sell products from various suppliers including Xerox and Sharp. Xerox acquired Global Imaging in 2007 and operates it as a wholly owned subsidiary within Xerox's North American operations.

Sharp Imaging and Information Company of America, a division of Sharp Electronics Corporation, based in Mahwah, N.J., markets the advanced, color MX Series multifunctional peripheral (MFP) systems that help companies manage workflow efficiently and increase productivity..."

"...Nurse, I need a napkin, a blue pen, a black pen, and a red pen - and boil some water STAT! I need to explain this to my prospect -..." You can not make this stuff up!

"Tis the season" - for Sharp renewals-

Seems it's all over the place, and these dealers must be reading from the same "talking points", from The Earth Times -

Berney, Sharp Renew Sales Partnership for 5 Years -


MONTGOMERY, Ala. - (Business Wire) Berney Office Solutions, a wholly owned subsidiary of Xerox Corporation (NYSE: XRX), and Sharp Imaging and Information Company of America announced a new five-year purchasing contract...

Berney Office Solutions, a regional core company of Global Imaging Systems, focuses on small and mid-size businesses throughout Alabama and western Georgia from seven offices in key metropolitan locations. Global companies sell and service document management systems such as printers, copiers and multifunction devices; network integration services; and electronic presentation systems. Berney and the other Global office technology dealers sell products from various suppliers including Xerox and Sharp. Xerox acquired Global Imaging in 2007 and operates it as a wholly owned subsidiary within Xeroxs North American operations..."

----

My point?

First, how in the heck do you spin this as a positive to your client? If I were selling against this, the XEROX model of FUD would be applied generously.

Second, the few remaining copier dealers remind me of the T-Rex's ignoring the approaching ELE.



Reactions:

5 comments:

  1. To me, it seems that the manufacturers forget who their customers are. They tend to write releases more for dealerships than they do for end buyers.

    They don't seem to realize that dealerships mean nothing to them without end buyers.

    ReplyDelete
  2. What's funny is that as these manufactures rush to consolidate their base or open local offices, they are forgetting how strong the dealer channel made them.

    I suppose there are good and bad examples in any story, but it never ceases to amaze me that these companies are all about trying to sell you what's important to them - or telling you what's important to you...

    Admittedly, some companies don't know a good idea when it bings them in the head, but geez... I would love a little creativity everyone once in awhile.

    I always say, "I don't have to look exceptional if you compare me against the other guys out there... they do a great job of making me look smart!"

    ReplyDelete
  3. This is a shady company with deceitful business practices. There office equipment works, but their customer service is atrocious. Beware too of their new company, Socal Office Technologies, the same company with a new name. If this company comes in cheaper than a competitor, think really long and hard before accepting their offer because MWB (and now Socal Office) are terrible at returning phone calls, make suspicious "mistakes" in their invoicing practices and draft very sneaky contracts. If you do decide to enter into an agreement with this company, make sure you read every sentence of the entire contract AND that you mark it up with any questions and clarifications you may have.

    ReplyDelete
  4. Anon - Ouch!

    It's deja vu all over again.

    Copier business model has been the same for 2 decades.

    I hope you requested and received my List of 22 and didn't get burned.

    ReplyDelete
  5. Anonymous - seems you may be a competitor, or someone who got burned, maybe signed an agreement he didn't understand, etc. Yes, there are bad and good in all sales, which begin with the type of sales rep you are dealing with. To say a national company is "shady & deceitful" as a whole is just wrong... Just because you happened to have a bad experience with 1 person. The business model of Global is excellent - large company backing with local service. I've been in this industry for over 15 years, and if you want to talk about poor billing practices and ethics, try buying from Ricoh who is in a 3 year mess since converting to Oracle.

    ReplyDelete