Friday, December 31, 2010

Strategy Development Does Not Work For THE Death of the Copier(DOTC)

*** THE DOMAIN NAME IN QUESTION, HAS BEEN PARKED...first noticed, January 12, 2011. ***
-----------------
There has been something on my mind, bugging me for a few months - well not bugging me.

More like lurking.

You see, my livelihood is tied directly to Managed Print Services as an MPS Practice Manager.

Interesting little tidbit, 12 months ago I was selling MPS - today I am responsible for the full P/L.

Everything from hiring technicians, hiring MPS Selling Professionals, forging and maintaining MPS partnerships, building an MPS team. Continuously, every-single-day, selling MPS internally to other practice managers, Business Development Managers, Executive management and Ownership.

And as I continue on this particular odyssey, it is my responsibility to evaluate all things MPS; new and interesting Data Collection software, EAutomate Add-ons, supplies fulfillment programs, devices, OEM MPS Programs, etc.

I attend as many MPS Webinars and read/consume every article I can find - from MPS to Change Management to EDM to ECM to BPO.

I try to get as much exposure to every MPS Selling webinar, class or program I can find.

The results of this analysis can fill a dozen manuals - perhaps someday I will put my findings in "print".

All this accumulated information, I apply were relevant in my little MPS practice.

My point here is simple - although I know a good deal about MPS and the internal MPS programs, I do not make a living pontificating or selling training classes.

I do not compete with the likes of Water, or Print Management Solutions Group. And even though I feel I have an above average understanding of the global MPS market, my research does not go toe to toe with the likes of InfoTrends, IDC, or Photizo.

Am I opinionated? Yes.

Is this blog followed by many people of like opinions? Yes.

Do I see bad training, stunted vision and archaic selling techniques? Yes.

Will I continue to point out blaring inadequacies in our industry? Yes.

With this in mind, do me a favor...open a browser and type in www.deathofthecopier.com - just promise to come back...and read on....


##### THIS POST FIRST PUBLISHED 12/29/2010. ON 1/21/2011, THE DEATH OF THE COPIER FIRST NOTICE, DEATHOFTHECOPIER.COM HAS BEEN PARKED AND NO LONGER POINTS TO STRATEGY DEVELOPMENT'S SITE #####

Tuesday, December 28, 2010

Monday, December 27, 2010

Friday, December 24, 2010

Merry Christmas...



1980-84ish.

Every Christmas season, blasted out of the dorm room window, on the top floor, the ninth floor, Oakland University, Rochester, Michigan.

The name of our floor, "Penthouse" - is it any wonder?

Merry Christmas to all!

Wednesday, December 22, 2010

Managed Print Services is Dead - "...alas poor MPS-Guy...I knew thee well..."

12/2010

I love it.

Just as everyone figures out how to spell MPS, industry pundits kill it.

Photizo called heavy growth rates in MPS Engagements through 2015 - of course this was back in the "olden days" - 2009!

Last year at Lyra, consultants and statisticians explained that we will never return to the same levels of units (copier) sold, pre-2009.

Do you get that? Does anyone?

Why yes, some do...some have all along. HP buys EDS, Xerox takes ACS.

Why paint MPS all black? Why kill MPS after just three short years? Why blacken the Sun?

I've said it before. Change releases fear and fear motivates.

Contrary to what the Imaging Intelligentsia bloviate, we are not witnessing the beginning of the End Managed Print Services - we are seeing the last gasp of "Print Services"(it's the "M" - stupid)

Two informational items released this month:

1. The BTA revealed the results of their "MPS Survey" and

2. InfoTrend releases a teaser for their MPS Market MPS Study, "Managed Print Services Revenue to reach market saturation by 2014."

BTA Study -

What is interesting to me about the BTA study is the small size of the sampling - 93 respondents - and the quotes.

At this time in our MPS evolution, one would think more positive feelings would abound. Yet there aren't and I know why.

Here are a few quotes, from some of the 93 people who responded:

“I am not impressed with the MPS concept. It requires too many resources
with little, if any, payoff. The traditional A4 strategy has more hope for a small independent dealer.”


“MPS is the same thing copier dealers have been doing for years. The printer guys are just trying to steal our business with a different name than CPC. The only way to win (printers) in a competitive situation is with third-party toner and parts.”

“I think that the MPS companies are selling the program short and doing themselves a disservice. The initial sales pitch for MPS is that it will make us millions on printer revenues.

We are not finding that to be the case today.

However, the MPS program is great for gathering information on potential accounts and for developing a copier/MFP/MPS sales pitch. It may also prove to be a money-making venture for printer-only business down the road. As with all new opportunities, you need to separate the steak from the sizzle.”


To quote Photizo, again - 50% of the people who get into MPS, fail. There is a BTA figure floating around closer to 75%. Is it any wonder?

Why?

Many reasons, but two for sure.

1. The definition of MPS
2. Those asked were simple, copier dealers

What is MPS, again?

When you define MPS as CPC, as the "same thing copier dealers have been doing for years...", you're in the dark and will be left behind.

If you define MPS as a new marketing method leveraged to land more equipment, you're in the dark and will be left behind.

Copier Sales People Destroy Managed Print Services Opportunities:Daily

I wrote the above post over a year and a half ago, June, 2009 and was based on a real-world, in the field occurrence. I was in the same situation back in August with a different prospect and recently signed a client after a failed PagePack experience.

All anecdotal, but the above quotes bear out my belief - the copier channel is not capable of supporting Pure MPS.

Most the existing copier guys expected to easily "roll" MPS into or "bolt" MPS onto existing sales/support infrastructure.

Less than half-way in, they discover, "...It(MPS) requires too many resources
with little, if any, payoff..." and are probably in the 50% failure group.

Here's the clincher - if MPS is the same as CPC, then shouldn't a copier rep get commissions on service agreements? Recurring commissions, no less?

This, to me, is one of the biggest hurdles copier-dudes have - supporting MPS engagements with the same, decade old, CPC sales/infrastructure/commission structure.

Huh.

INFOTRENDS

So, people talk "offline" about MPS - people who actually DO MPS vs. comment on MPS.

Friends of mine.

And of course when anything really big hits the MPS market, we talk.

So we talked about the 'new' findings displayed in the INFOTRENDS report.

Below is a collective response to and discourse around, the report:

"...I've had a chance to digest this and its just not sitting well with me at all.

How does an industry go from 5% adoption at the end user level at the beginning of 2010 to saturation in 4 years? This isn't the iphone right?

The premise is supplier availability creating market saturation in 4 more years.

If you run with that premise you can discern only one of two things:

1. demand is lower than these guys have originally projected
2. the channels who were totally clueless, all of sudden get a clue

The MPS Solution Product Life Cycle is in its early stages, particularly in the SMB Market.

Overall its still classified as:


Upward revenue trend


  • High competitive differentiation



  • Margin preservation



  • Solution/sophisticated based sales cycle



  • Technologies and framework still in early stages as demand evolves and becomes more defined


  • So in 4 years this will all invert?

    How will this happen when:


    Adoption rate at the reseller level is low


  • Channels dont know how to provide this solution on a global scale



  • The diffusion of this solution information at the end user level is still low



  • What event is going to occur that changes this?  


  • I think this is a fear based ... that is loosely founded. I could go on but I question the motivation of this report..."
    - Kevin DeYoung, President and CEO, Qualpath

    Succienct -

    Bottom line, it's the 'M' in MPS that is most difficult and makes the difference.




    Click to email me.


    Tuesday, December 21, 2010

    Monday, December 20, 2010

    OEM vs. Reman Cartridges: The Battle of the Green



    Interestingly, many clients are increasingly contemplating Remanufactured (Reman) vs. Original Equipment Manufacturer (OEM) toner cartridges. According to an InfoTrends webinar from September 2009 here, the trend is showing a lean towards Reman.

    Really? Who wants used...anything?

    Um...everyone. It's the new Green.

    Let's take a look across the vast sea of possibilities.

    Saturday, December 18, 2010

    MPS Vision Quest: You Got Yours?



    Before having sex with older women, possibly a teacher, was considered a bad thing, and when being touched by a sports gear sales person was criminal, yet could still make it into a movie - Vision Quest.

    The music was great.

    The visuals familiar. The theme, every red blooded American boy's dream(wet or not)

    And then there was John Waite...



    Thursday, December 16, 2010

    Managed Print Services and Quarterly Business Reviews - "Kicking Off With Sales Figures..."



    The latest "buzz" in The Ecosystem orbits around "the Quarterly Business Review".

    Be certain, if the phrase is new to you, you are a newbie. Period. No question.

    It's okay. Everyone was a "QBR Virgin" at some point. And I promise to be...gentle...

    First recommendation, never kick-off with Sales Figures.

    Wednesday, December 15, 2010

    Managed Print Services: What if the Copier OEM's Threw a Party, and Nobody Came?

    I had, yet another, epiphany the other day, while sitting in front of a prospect, reviewing his fleet over my 8 page "Approach Document", poking through the pain, and proposing an MPS S1 Engagement.

    I realized that this and every, single, assessment has had one thing in common - over capacity.

    11x17 at 1% of volume; duplex 4% of volume; fax machines physically next to MFP's with fax capability next to laser printers; 5 year leases; fuser assemblies and toner sitting next to oh so many client's Canon/Xerox/Ricoh/Konica/Copier-De-Jour.

    I thought to myself,

    "What's going to happen when everybody realizes they don't need a copier?"

    Friday, December 10, 2010

    TheDeathOfTheCopier - New Leopard: "LivingOnTheEdge"


    This MPS universe teems with interesting folks and unique stories. Straight-laced suits, drunk service technicians, leaders with vision, Sales Managers who don't know Steve Schiffman.

    In general, I have met great personalities and people out here - sales people, owners, CEO's and shipping clerks.

    All with one common thread: we didn't grow up telling our mothers we wanted to be copier or MPS Sales people.

    - Wow -

    Wednesday, December 8, 2010

    May is just around the corner...sorta...MPS and Orlando!

    European Managed Print Services Industry Shows Its Vitality at Major Industry Conference

    Record attendance indicates Europe on track to become largest MPS market


    Lexington, KY – December 6, 2010 – The success of the recent European MPS Conference signals strong and growing interest in managed print services, the business model sweeping the imaging industry. The European event drew 162 attendees to Barcelona, Spain from November 10-12. Germany, the Netherlands, Spain and the United Kingdom were among the most represented markets, with participants traveling from 18 different countries as far as South Africa and the United States. HP, Ricoh, FMAudit and DocuAudit Europe were Platinum Sponsors of the 2010 European MPS Conference.

    Archived footage of the European MPS Conference Webcast can be found at http://www.mpsconference.com/wrapup/ondemand.html.

    “We keep hearing from our attendees that the MPS Conferences hosted by Photizo Group are becoming a watering hole for the industry--a true source of education and networking with peers and experts. That is so important, because with organized, focused resources like these, MPS professionals and users increase their chance of success,” said Photizo founder and CEO, Ed Crowley. The highly acclaimed Barcelona keynote and presentations inspired attendees with stimulating insights and ideas:

    Know Thy Self: Epson not getting into Managed Print Services anytime soon...

    It is the hottest thing going on our little industry.

    Secular, paradigm shifting, and a defining moment inhabited by both players and posers - there is plenty of room.

    Who in the world would NOT get into this?

    How could anybody rationalize not having a Managed Print Service offering with a statement like, "...I don't think we can be that bullish, I think we have to react to what the market wants..."

    Who could do this?

    Epson, that's who.

    Tuesday, December 7, 2010

    The Day I Had Drinks with a Hero...

    April 1941, Pearl Harbor.

    The newly wed couple fresh from the states live in a one bedroom house.

    They share the shower, and toilet with 2 other couples. He a Naval corpsmen, his beautiful young bride the homemaker.

    After being married a few months and living with family in a small, cramped California house, they journey thousands of miles and half an ocean's distance to finally live together alone.

    Together in Paradise.

    This is Oahu, April of 1941. Cane fields surround the lazy, sleepy town of Honolulu. Soft, tropical breezes stir through the palms drying out remnants of morning showers. The island was home to 50,000 service men but it still had jsut one traffic light.

    Hawaii a US Territory, statehood nearly two decades away. The town has one road in and out; no skyscrapers, mega-resorts, or miles of lights, to wash out the stars of the night sky.

    A time as foreign to us contemporaries as the surface of Mars.

    On the morning of December 7th, eight months after arriving in Paradise, and a mere 30 minutes before "all hell breaks loose", a sailor gives his new bride a kiss on the cheek and heads of to another day doing whatever a corpsman does. She expects to greet her husband at day's end, with a home cooked dinner.

    At work, a line of gray battleships - the might and power of the United States Navy - are tied off - "Battleship Row". They carry names of honor; Nevada, California, Tennessee, Maryland, West Virginia, Oklahoma, Utah and Arizona.

    This sailor will be late for dinner.

    Monday, December 6, 2010

    Strategic Realignment of Managed Print Services Association, YourMPSA.org

    Focuses Supporters on New Challenges Facing Dynamic Marketplace

    Leadership and volunteers recalibrate assignments to evolve with fast-growing association

    December 6, 2010 -- Key volunteers and leaders within the Managed Print Services Association executive committee and board of directors have realigned their roles to focus their experience on other areas of the MPSA. This will help keep fresh ideas and new perspectives flowing across all aspects of the association.

    “In an effort to improve our effectiveness and support the ideas of our volunteer leadership team, the MPSA Board has approved these changes,” noted Joe Barganier, who was elected Interim President of the MPSA. “This coordinated transition ensures members can benefit from the diversity of experience we have to offer at the leadership level. We are all very excited about taking on our new challenges.”

    More Copier Crime from the Big Apple

    “An office worker at Memorial Sloan-Kettering Cancer Center is accused of stealing as much as $3.8 million from the hospital by ordering toner-ink cartridges in bulk, diverting their delivery and then selling them elsewhere, authorities said Wednesday…” - The Wall Street Journal, Digital Network

    There must be at least 2 dozen motivators for implementing a Managed Print Services program – but fear should not be one of them. As a matter of fact, fear should rarely be a motivator.

    So when I read this article about a 32 year old receiving clerk, bilking some hospital out of $3.8 million by ordering and fencing toner-ink cartridges over the past 6 years, I was reminded of the Great Governor French Copier Lease Caper and the Missing Copiers in Cleveland Swindle, The Beaverton Ink Bandit and the Funky New York City Department of Education 6,759.33% contract overrun.

    From Detroit to Washington State, crime and shenanigans around copiers and supplies abound and are timeless.

    Of course, like you, my initial response was “they should get MPS…”

    Before you email this article to your sales staff and all the hospitals in your territory, slow your roll, chisel chest.

    Tuesday, November 30, 2010

    More Than Managed Print Services - Born Free, You and Me


    2010

    ********

    "Fast, on a rough road riding

    High, through the mountains climbing
    twisting, turning further from my home.

    Young, like a new moon rising

    Fierce, through the rain and lightning

    Wandering out into this great unknown. "


    --

    It's strange, this thing called MPS is really more than an industry, a niche, an occupation.

    And then again, it isn't all that different from times long past - one more step towards office/business/process Nirvana.

    A new moon rising. No paper, toner, toner bombs, copiers, 60 month leases or auto-renewals.

    A world without Sin.

    Yeah, I know...dream on.

    Sure, printing is not sexy but that doesn't stop MPS/BPO/BPM/Systems Analysis from becoming a LifeStyle.

    Uh huh. That's right, I said it. I meant it. I'm here to represent it.

    Not just an industry, MPS is a LifeStyle.

    ********

    Free, like a river raging
    Strong, if the wind I’m facing.
    Chasing dreams and racing father time.
    Deep like the grandest canon,
    Wild like an untamed stallion.
    If you can’t see my heart you must be blind.

    You can knock me down and watch me bleed
    But you can’t keep no chains on me.


    --

    Some call me an MPS Expert - I don't really want to be an expert. Some say that I'm disruptive, radical, a "John the Baptist" type. (not sure about that one, what happened to John's head?)

    Other miscreants, have called me disgruntled - out loud, during an MPS Sales Training session - projection at its best.

    If anything, I prefer Defiant Idealist. The shame of it is, today, "Defiant Idealist" is considered redundant.

    I see MPS as a secular change, not cyclical. I see MPS to the imaging industry today as technology was to the music business a decade ago.

    The music didn't die - we changed the way "we" acquire it. The "Control" of the music industry shifted from the fat-cat record companies(establishment) to the individual listener; the ultimate consumer. The Big Guys could no longer control the creative process, the distribution channels, or the DEFINITION of the industry.

    Did they fight? Yes.

    Did they continue to throw their diminishing weight around, until the very end? Yes.

    Did many change? No.

    Are most of the players, and their advisers around today? Negative.

    The pure "providers" of music(bands, song writers, etc.) shifted their attention from pleasing the record producers to pleasing their ultimate audience - themselves.

    You and me, out here in the listening audience simply choose to tag along and enjoy.

    In a broad sense, this meant these creatives could once again, produce content they actually wanted to create. No more "Johnny Cougar"'s(the record company changed his name for Mellencamp to "Cougar").

    And as the Titanic-like music moguls rearranged the deck chairs, they never hesitated to mock the young upstarts and deride the agents of change, the Defiant Ones.

    (Are we having a Glenn Beck moment yet? Please, not tears.)

    ********

    "Calm facing danger
    Lost, like an unknown stranger
    Grateful for my time with no regrets.

    Close to my destination
    Tired, frail and aching
    Waitin patiently for the sun to set."


    --

    For us, now is that point in time when the entrenched authority has begun to crumble, their influence over the MPS ecosystem fading.

    This is part of the reason some think me disgruntled - the establishment, if there is one in our industry, wants to, like the music industry once did, make the rules, create the definitions and they abhor "uncontrolled" change - especially change that starts in the grass roots. Down here with me and you.

    I am "of" the grass roots and am not afraid to point out, to you, the naked Emperor. So I must be crazy, unqualified, "disgruntled".

    This is heady stuff - the "Imaging Intelligentsia" do not want "us" to be independent in thought or action. The OEM's don't want us looking outside of their box.

    Neither seems to be the least bit concerned with the client.

    And by "we", today, I mean we in the field selling MPS on a day to day basis. We in the trenches who (hopefully) are strong enough to partner with those prospects who deserve our company.

    We who are sent to those "sales training classes" and attend the weekly mentoring sessions only to find little guidance or relevancy when across the desk from a prospect.

    We who recognize our own short comings and now have a growing suspicion of those who say they know the way.

    ********

    "And when its done believe that I will yell it from that mountain highhh!

    I was Born Free!
    I was borrrrrrn free
    I was born free, Born Free.

    And I will vow to the shining seas and celebrate God’s Grace on me.

    I was Born Free!"


    --
    There is more to our world. More than OEM's, toner delivery, technicians, proposals, assessments and quota's - More than Managed Print Services.

    And yes, this too shall pass.

    So what?

    If you are just getting into MPS or have been slugging it out since the beginning, every turn, every setback and every success is yours.

    Yours Personally.

    Hopefully revenue enhancing but most certainly, resume enhancing.

    This journey is all about you. Today's MPS "grunt" is tommorow's MPS Leader.

    Explore your boundries, try MPS things that haven't been tried - right now, THERE ARE NO STANDARDS, no benchmarks, no "provens".

    We're free.





    Click to email me.


    Saturday, November 27, 2010

    Managed Print Services - Assessment or Marketing Piece...?


    11/2010

    I guess it isn't any wonder. As we traverse the MPS path, the once vaulted solutions, seem tainted and unfulfilling.

    How many of you host your own server in order to capture the everyday activity from your MIF?

    Sounded like a great idea at the time didn't it?

    Do you use 100% of the capacity available? Are you, today, utilizing all the functions and tools of this solution; the same ones that triggered your purchase decision in the first place?

    Really? Sure, I bet you don't even use the F7 key in Word, let alone the other 99% of functionality MS-Word "empowers" you with - in theory. And let's not get started on why your 7 year old can out run you, smart-phone to smart-phone.

    With more and more MPS providers getting smarter about what works and what doesn't, some, well many, are questioning the effectiveness of the "assessment" and re-visiting the purpose of Quarterly Business Reviews(QBR's).

    Evolving takes time.

    The Assessment is the beginning of every MPS engagement. There are dozens of philosophies, ideas, angles, and tools in the MPS ecosystem at our disposal.

    And still, plenty of questions...Billable or non-billable, custom or generated, abound.

    It is just a starting point. To bill or not to bill, depends greatly on your definition of MPS. Worse, there really isn't a right or wrong answer.

    Here is the secret - if you are confident your MPS expertise in will bring value to your prospect, go forward and bill for your time.

    This takes guts. This means the result of your toil will belong to your client, not you.

    This also demands you provide a value equal to the amount you charge. And there's the rub.

    It's easy to do free assessments, there is no demand for value - one gets what one PAYS FOR. I mean, does Xerox charge customers for brochures?(or Konica or Lexmark or anyone) So why should we expect a prospect to pay for nothing more than one of our "buy from us" slicks disguised as an Assessment?

    So, know thyself.

    If you refresh fleets 1:1, churn older machines and schedule follow up calls around lease expiration dates, don't bill for assessments. Don't even try.(forget about non-disclosure agreements too) And that's ok.

    On the other hand, if all your ducks are in a row, if you staff a level of MPS expertise the copier dealer down the street can only dream about, go for it.

    One More Thing: The "M" in "MPS": Management not Marketing

    Assessments are the first step in revealing your MPS practice as detailed and results oriented. It is the first step in MANAGING the engagement - not capturing clicks inside a service agreement.

    Simply put, the assessment shows how committed you are to keeping the 'M' in MPS.

    What a concept. I know, life is so strange, Destination Unknown...


    *** UPDATE, 2016 ***

    I'm fortunate to have found a product and a company willing to allow me to build a tool I would use, every day in my MpS practice.

    From assessments to service dispatch to business reviews, Atlas-MpS embodies my philosophies around assessments(for print or ANY other niche) and running a profitable practice(for print or ANY other niche).

    Check it out, or contact me for details.


    Click to email me.

    Friday, November 26, 2010

    What is ElectroWetting: Dipping a Toe into the Future of "Print"?


    "...Electrowetting involves modifying the surface tension of liquids on a solid surface using a voltage. By applying a voltage, the wetting properties of a hydrophobic surface can be modified and the surface becomes increasingly hydrophilic (wettable)..."

    HUH?

    Right. Ok then.

    I didn't think "wettable" was a word. Then I looked it up...in a book.

    Electrowetting is the science behind low cost, flexible video-rate "e-paper". So cheap as to be considered disposable.

    Wednesday, November 24, 2010

    Thursday, November 18, 2010

    Managed Print Services Blogging - "...What do You Get Out of This?"


    Speechless...almost.

    Part Two of the world famous, PHOTIZO 2010 Managed Print Services Conference interview with Ken Stewart and me, Greg Walters.

    Burning up the Internet? The latest viral phenom?

    Negative.

    Fun. That's all.

    This was at THE 2010 Managed Print Services Conference in San Antonio - not a Trekkie or Comic or Dragon Con.

    Copiers, printers, output.

    Is there any reason at all that could possibly prevent us from having a little fun, celebrating our unique position in history AND learning from our peers, our fellow MPS Pioneers?

    "No, Greg, there is absolutely no reason we shouldn't have fun..." - good answer.

    The 2011 Managed Print Services Conference is slated for May 2, in Orlando. After the show in Barcelona, the Orlando buzz is starting.

    One question - Will Orlando ever be the same?

    Here is part 2 and 3. Part one is here.

    If after viewing you need to wash your brain, check out the Kings of Leon vid. Great shots of LA at night.

    Enjoy.

    Faces of MPS Media (Part 2) from Misty Hamel on Vimeo.


    Monday, November 15, 2010

    Managed Print Services: Cost reduction or 30-40% WASTE Reduction

    Here's a quick notion.

    What's the difference between "cost" and "waste"?
    (Not that this question would be part of any DOTC MPS Professional Certification)

    Cost - "An amount paid or required in payment for a purchase; a price..."

    Waste - "To use, consume, spend, or expend thoughtlessly or carelessly..."

    Cost is the 'acceptable' amount of money you will pay for the water bill each month; waste is the act of leaving the water hose on over the weekend.

    Do you see the difference?

    Let's continue.

    Consider: did all this 30-40% savings simply show up with the advent of MPS?

    Weren't there closets full of toner cartridges, back in 2006?

    Weren't companies leasing machines with 11x17 capacity, and never using 11x17, back in 2005?

    How long has scanning been available? How about ECM and EDM? Or fax servers?

    Waste vs. Cost.

    Friday, November 12, 2010

    Wednesday, November 10, 2010

    Happy Veteran's Day - Find a Vet, Buy him/her a drink and say thanks...



    This is getting disturbing - fewer and fewer people, Americans, don't know the difference between, Memorial Day, Veteran's Day, December 7th, VJ Day, VE Day and the Fourth of July - we forget what happened on Monday, August 6, 1945 and again six days later (Google-itize it for God's sake).

    How long until 911 and the Towers fall away - out of the American History text books - hell, do we still teach AMERICAN HISTORY???

    Vietnam vets returned home to be spat upon.

    Today, some of our fallen come home for their final rest, only to have their families assaulted by the likes of Code Pink and crazy, whacked-out, 6 person congregation, churches.

    The F is wrong with this picture?

    Because of what they, and generations before them did, we get the honor of being beaten down by goofy Purchasing Agents as we try to save the world with MPS.

    Anyway - find a vet and tell him you remember.

    'Nuff said...take it away, Kid...






    Click to email me.

    Who The Hell is Peter Sheahan and what does HE know about MPS?

    Peter Sheahan: Keynote MPS Conference Barcelona from Misty Hamel on Vimeo.



    I'll tell you who - this guy is from outside our industry, heck outside every industry - HE GETS MPS! MPS is 'anchored in the experience we've garnered to date...'

    Somebody, and by 'somebody' I mean PHOTIZO, recognizes that MPS is not all that different from any other disruptive event; not specific to the imaging industry.

    Outside perspective, it is not all about us - it’s all about me. (J/k)

    I will miss Barcelona and will suffer for it.

    Click to email me.

    Tuesday, November 9, 2010

    Monday, November 8, 2010

    Are You Looking For a Good Managed Print Services Provider? How Would you Tell?

    Congratulations, you see that you can reduce the costs associated with printing by 30-40% - now what?

    Nestled out here, are some very good MPS providers.

    Behind the device manufacturers' flowery marketing and dense poser-like foliage, the real MPSr's are here.

    Here holding true to customer-centric values - evangelizing MPS as a process not a collection of machines.

    Your search is challenging.

    Should you call your current IT VAR, have purchasing get with your office supplies vendor, or, god forbid, call the copier dealer who roped you in for 60 months?

    Do you really want to be negotiated into an agreement?

    How about product demo's or assessments worth exactly what you pay for them?

    Honestly, should Purchasing, who is probably responsible for the 30-40% waste in the first place, be in charge of an MPS project? Really?

    No - REALLY?

    Saturday, November 6, 2010

    HP's Hurd - Wall Street Journal Timelines the Fall...

    In an article by Rubert A. Guth, Ben Worthen and Justin Scheck, at WSJ.COM, new details of the Fall Of Hurd are exposed.(yes, the above is a picture of Jodie, Playboy, 1980)

    Even though we are at the tailend of the escapade, the WSJ story is a great summary revolving around the letter sent to Hurd on behalf of Ms. Fisher, from her lawyer, the one and only, Gloria Allred.

    Some felt the HP bent Mr. Hurd over, but the seriousness of the allegations apparently made the board stand up and notice.

    Ms. Fisher claimed Mr. Hurd revealed to her, HP's intention to purchase EDS prior to publicly announcing - an obvious premature release.

    Additionally, Mr. Hurd claims he and Ms. Fisher watched a Minnesota/Green Bay football game, first in the hotel bar and later together in his hotel room. Scurrying off at the "two minute warning."

    Well, judging from this shot, she likes Texas, and everybody in Texas is a football fan - correct?

    Wow.

    Friday, November 5, 2010

    The Faces of MPS?

    I have had this linked here for a few weeks now.

    To be honest, I find it a bit puzzling. People seem to like this kinda stuff, this banter.

    Ken is a great guy - one of the first and best - he is greatly involved over at Photizo working on the dealer channel program and contributes to the positive advancement of Managed Print Services, as an MPSA board member.

    As for me, I am still scratching out an existence as an MPS Practice manager and scheming ways to move DOTC from PG-13 to R.

    For now, "continue...please, with your mockery..."

    Click to email me.

    Saturday, October 30, 2010

    Printer Bomb: An HP, Single function Device: Video

    A rather dry report from Rueters talks about the toner bomb without getting into too many details.

    By looking at the video, we in the bussiness can tell a great deal.

    The toner cartridge was installed.

    The cell phone and other electronics as well as wiring, are contained within the HP LaserPrinter.

    Friday, October 29, 2010

    MPS, Terrorism and THIRD PARTY TONER: If by Third Party, You Mean "Manipulated"


    Somebody get Mulder and Scully out of retiremnet.

    Ok, forget Fox - let's just put Scully on the case, eh? She is obviously a follower of DOTC - Being the Leopord. Love those chunky shoes...anyway...

    CNN:

    "At least two U.S. airports were on high alert Friday after investigators found a suspicious package on a plane in the United Kingdom the night before, a law enforcement source with detailed knowledge of the investigation said."

    The suspicious package, which contained a "manipulated" toner cartridge, tested negative for explosive material, the source said, but it led to heightened inspection of arriving cargo flights in Newark, New Jersey, and Philadelphia, Pennsylvania, and a UPS truck in New York.

    Tuesday, October 26, 2010

    Thursday, October 21, 2010

    HP service takes toner direct to enterprise - Singapore, Melbourne and Perth

    "The delivery and the implementation is done directly by HP, but we do take into account situations where there are value-added services from the reseller."

    According to an article in CRN, here, HP is ratcheting up the "Enterprise" MES with managed supplies services (MSS).

    First Canon, then Clip, then Toshiba, now this...

    It's upside-down world.

    --More--

    Monday, October 18, 2010

    HP To Offer Toshiba's to Enterprise Accounts - In Asia

    More "strange bedfellows" news:

    HP has formed an alliance with Toshiba as part of its managed print services (MPS) strategy.

    At the HP Innovation Summit at Singapore, the vendor revealed that key high-volume MPS enterprise customers will have access to a select range of Toshiba multifunction devices.

    HP already has a similar agreement with Canon announced last year.

    Sunday, October 10, 2010

    Managed Print Services: The Summer of 2010 Rising Stars - Constellation One

    When I was a kid back in high school, I remember being told that humans were the only species on the planet that could crane their necks and face the sky.

    I have since learned this is more a romantic notion than factual as birds are thought to navigate via the stars

    To me, the real difference is our ability to assign patterns to the star filled sky and create stories around those pictographs - a uniquely human quality.

    In this spirit, I present to you dear reader, my Summer of 2010 Constellation of MPS Rising Stars.

    These few are in my opinion, walking the walk and talking the talk when it comes to MPS.

    Does this mean that everybody else sucks? No, not at all.

    What it does mean is that we who play in the MPS sandbox, can look to this pattern in the sky, and study. Learn. Adapt. Improve.

    Alas, it is a shame that I need to even mention this, but, as with everything else I have ever posted, this is MY opinion only.

    NOT the MPSA.

    And this is not a scientific study.

    Also, I don't take money from any of these stars, so it's not like the "quadrant".

    I am not part of a multi-national, media conglomerate, so these stand-outs don't pay to be in any of my trade shows or "published" in any poser magazines.

    I am not carpetbagging "How to Sell MPS" classes.

    You are free to disagree but please remember, I write for an audience of one: me.

    Submitted for your review, off the Shoulder of Orion, the DOTC Summer of 2010, Rising MPS Stars:

    Saturday, October 2, 2010

    Waking Up in Vegas

    So.

    Yeah...um...I will be "off line" but not in the middle of nowhere.

    Let's call it a trip in search of inspiration, the meaning of MPS, and the physics of pole dancing.

    Hell, it's only 3 hours away by Rover.

    Enjoy.

    Friday, October 1, 2010

    Managed Print Services: Kyocera enhances, Sharp getting in, Brother waiting for MPS to go Mainstream(?)

    That's right.

    More straw MPS training, a late to the game player and an organization waiting for MPS Industry to "open up".

    Press releases and reflection follow:

    FAIRFIELD, N.J.--(BUSINESS WIRE)--

    Expanding its industry-leading Managed Print Services (MPS) training offering, Kyocera Mita America, Inc., one of the world's leading document solutions companies, today announced that the Company has authorized the Business Technology Association’s (BTA) “MPS Sales Workshop” and “MPS Operations & Service Workshop” for meeting training requirements of the Kyocera Certified MPS Dealer Program.

    These two programs are taught by Tom Callinan, Ed Carroll, David Ramos and Mike Woodard of Strategy Development, a management consulting and advanced sales training firm.

    The BTA MPS training program and Print Management Solutions Group (PMSG) are the only organizations with authorized educational offerings within the Kyocera Certified MPS Dealer Program.

    “Kyocera is committed to enabling and supporting its certified dealers in their development of the MPS business model, and we’re identifying resources which bring the best MPS training programs for sales, services and operations to our dealers,” said Peter Hendrick, vice president of marketing, Kyocera Mita America.

    “We believe MPS is the future of our business and we understand that education is the key to a successful MPS strategy. We’ve partnered with BTA and PMSG, two of the industry’s leading Dealer and Training organizations, to deliver the training that certifies Kyocera dealers into our national MPS network.”

    The following BTA MPS training programs are authorized for certification to Kyocera’s MPS Dealer Program:

    BTA MPS Operations & Service Workshop

    The MPS Operations & Service Workshop is designed to jump start the dealers’ understanding of how to set up and manage all service related aspects of an MPS agreement.

    BTA MPS Sales Workshop

    Designed to provide dealerships with the tools they need to establish a managed print services strategy, the MPS Sales Workshop will educate dealers how to increase the quantity of captured prints, lock in customers, distinguish themselves from competitors, sell more document imaging devices and, ultimately, become the end-user's "single source" for managing printed pages and hardware.

    Press Release, here.
    ---------------------------------

    DOTC, I'm calling BULLSHIT.

    Tuesday, September 28, 2010

    Managed Print Services, MPS Training and Best Practices: I'm Calling Bullshit

    Ok, we all know anyone who claims to have been "doing MPS for 15 years" is nothing but Bravo Sierra - how was anyone trying to reduce costs associated with output back in 1995, re-inking ribbons on an Epson LQ-1050?

    Really? Copiers were not even DIGITAL in 1995! Whiskey, Tango, Foxtrot!

    And if one more ding dong sales consultant tells me that "...MPS is all about TCO..." - but doesn't include costs incurred in the Third Stage of MPS, I may just hurl right then and there.

    Do not even get me started on re-hashed IKON Circa 1990 leasing, "Image Management Plus", customer for life, schemes - exactly how many law suits did IKON fend off back then?

    100's?

    So this is what we've come to: years of usage statistics, decades of observed business behavior, so much data about how the world prints, stores and creates documents yet we still do not have any real world benchmarks. No guideposts.

    Hell, we don't really have any Guides.

    Correction, "guides" do exist. Most just don't know shit about shit and keep telling us they do - that is if you pay them. And the more we pay, the more horsepucky comes out.

    Welcome to MPS.

    Friday, September 24, 2010

    Steve Reynolds: Battled to the End, Passed Away Wednesday

    Steve Lost this battle. I met Steve a few times, at two Lyra conferences and the MPS North America Conferences.

    He knew his stuff, he will be missed.

    Also, there will be a memorial service for him at the AGH Art Gallery in Hamilton on Monday night from 6to 9 PM.

    http://www.artgalleryofhamilton.com/aa_index.php

    ------------------------------------
    Lyra Establishes Reynolds Family Support Fund to Help Colleague and Friend, Steve Reynolds, in His Battle Against Colon Cancer

    Lyra Research announces the establishment of the Reynolds Family Support Fund to help Lyra Senior Analyst Steve Reynolds and his family in his battle against Stage 4 Colon Cancer.

    Since 1998, Mr. Reynolds has been one of the prominent faces of Lyra—first as an editor for The Hard Copy Observer and then as a senior analyst for Lyra’s Hard Copy Industry Advisory Service. Diagnosed in June, Mr. Reynolds is meeting this grim news with the same direct, fearless attitude that he brings to his professional career.

    Monday, September 20, 2010

    The HP OPS Elite Managed Print Forum - "Indulge the Spirit"

    Big conference in AZ this week. The surviving OPS dealers.

    I am sure there is an NDA in my history that precludes me from sharing very much...but whatever I can get on the record, I will.

    I do look forward to hoisting a few (I mean, taking copious and voluminus notes) with some of the "MPS IronMen"...you know who you are.

    Not sure who else will be in attendance. Looks like there will be some MPS101 stuff; after 3 years, its good to see, I guess.

    Looking forward to seeing Synnex, and SNi. As I have seen the presentations before, I will be more interested in the attendees' response to the MPS material.

    One blaring deficit - I don't see a valid MPS research firm on the agenda.

    Most of the HP MPS talk track has that familiar, Photizo-ish angle - "...Chaos...", "...the cheapest image is the one you never print...", "...let's take paper out of the business..." and if they whip out the Three Stages slide, wow.

    I do not expext to hear any mention of a "Hybrid Dealer" - but we will see.



    Click to email me.

    Sunday, September 19, 2010

    A DOTC Shout Out to All the Managed Print Services Peeps in and around Detroit: Kid Rock - Roll On

    Coleman Young and the People Mover.

    COBO to Joe Louis, Devil's Night, FoMoCo in the RenCen, GM in the RenCen.

    Greek Town, Woodward and Eight Mile, Boblo, the Big Fist, to the Uniroyal Tire - The Dirty D.

    Times are bad - they've been worse, well maybe not.
    Its all just a big roller coaster, like the ones at Cedar Point.

    Some day, the boys in Honolulu blue will be in the superbowl, someday.



    Sitting here alone
    I'm looking back on where I've roamed
    And laughin, now I swore
    I'd win and not get burned
    Left my family, left my home
    I worked my fingers to the bone
    And there was not a stone
    I did not leave unturned..."


    Enjoy-




    Click to email me.








    Friday, September 17, 2010

    Monday, September 13, 2010

    Managed Print Services:Benchmarks and Approaches From Everything Channel

    Sponsered by the Big "X".

    We here at tDOTC do not regularly blow sunshine up the "big-guys'" skirts(ew) - but this 11 minute video at first caught my eye and then delivered.

    Benchmarks, derived from PagePak activity, on revenue, margin and length of term are packed into this small video.

    It is not bad - I cannot vouch for the accuracy, but, the numbers match what I have seen in the field, and I am not a Xerox-head.

    Learn and enjoy.

    Saturday, September 11, 2010

    Thursday, September 9, 2010

    Managed Print Services: The Case Against Auto-Generated Proposals

    4/2010

    "The heaviest proposal wins..."

    "We gotta have the company history in this proposal..."

    "And don't forget the spec sheets..."

    "This will be easy, I can just use the last proposal we did, and search and replace..."

    Sound familiar?

    Let me ask you something, do you read books?

    What keeps you interested?

    It's the story isn't it?

    Somehow, your favorite writer or a nice article you spend time with, engages you, tells you something new, yet familiar.

    Now, do you think that article or book was boiler-plated into existence?

    Do you think Stephen King, goes out, asks bunch of potential readers what they like and what scares them, imports all that "data" into a tool, clicks "go" and out pops the next best seller?

    "No, Greg, I don't think Stephen King clicks on "go" and a best seller pops out." - good answer.

    Wednesday, September 8, 2010

    Tuesday, September 7, 2010

    HP sues ex-CEO Hurd over new job at rival Oracle

    Hewlett-Packard (NYSE:HPQ) Tuesday filed a lawsuit against former CEO Mark Hurd over potential damages he could cause in his new position as co-president of Oracle (NSDQ:ORCL).

    HP alleges in the lawsuit that Hurd, in his new role at Oracle, would not be able to avoid using HP trade secrets to compete with HP, and that "HP has been injured and faces irreparable injury."

    More Here.

    Monday, September 6, 2010

    tDOTC Managed Print Services PowerPlayer of the Week: Bruce Dahlgren

    9/6/10-

    With Lexmark in his pedigree, Bruce understands what it means to be fighting for market position. Is he as comfortable working as a leader, fending off pursuers?

    True to leadership form, ignore the competition and focus on the customer.

    "The cheapest page is the one you don't print" - An utterance credited to Mr. Dahlgren and a phrase sure to run a chill up all the third party toner guys, copier dealerships and printer manufacturers.

    Actually, a more accurate application of that sentence is, the cheapest page is the one not copied.

    "...In the office environment, 50 percent of pages are printed, and 50 percent are copied,” he said. “I know that pages are going to decrease, and I want to help my customers do that. But there are 50 percent of the (copied) pages that I can go out there and get.”

    HP is converting existing accounts into MPS Engagements - at the Enterprise level. The EDS acquisition, Canon alignment and the "strategic" approach to MPS over existing infrastructure. Infrastructure that includes lots and lots of HP Blades, storage, servers and laptops.

    Great quote, "...let's take paper out of the business..." - wow.

    Bruce, DOTC PowerPlayer of The Week.


    Bruce talks here.


    Click to email me.

    Sunday, September 5, 2010

    Managed Print Services, the Class of 1980 and The Boys of Fall



    Fall, 1979.
    35 Fullback, 24 Tailback.
    First published, Fall, 2010

    As an avid reader of DOTC, and not my mother (hi Mom), you know I occasionally use Football as a metaphor - for MPS, Selling.

    Of course, there is more to life than Selling MPS(when you find it, let me know) and it seems that football, American football(I can't believe I need to make that distinction) is and always has been, a metaphor for this American Life.

    Friday nights in America during the fall, 22 young men gather on a North/South patch of grass or dirt or mud or turf - 100 yards long, 53&1/3 yards wide - challenging each other.

    On those nights, under artificial glare, in the middle of it all, you never really hear the crowd - for me that was mostly true. We were simply out there doing what we had been doing since we were 7 years old. My Tailback had been there, in his position, next to me since the third grade. Buds.

    On game night, the hundreds of laps, the two a days, heat, the dust, the dirt, the fame, the coaches, all melt away. The Band, your parents in the stands, the Glee Club(hurl) and even the cheerleaders, fade into the background - you see, they are all on the sidelines.

    On the Sidelines, so many living vicariously through us.

    Those Friday nights were short - how fast 30 years goes by. In the fall of 1979, the John Glenn class of 1980 football team clicked off each Friday night, Kings of the School, the boys of fall, measuring up and learning timeless lessons.

    "They didn't let just anyone in that club...get to wear those Game Day Jersey's down the hall..."

    But not unique.

    Thousands of us, we who played, victorious some nights and losers on others, we played for more than fun. Unless you were there, you can never get it.

    The biggest lesson learned, hell the only lesson and one I am finding uniquely American, is when the scoreboard says you lost, get back up. Watch game films on Monday and get back to work.

    The lessons of football weren't simply how to block, run fast, catch a pass, score touchdowns - it was how to win with honor, face defeat with grace.

    And when you do lose, get back up.

    When that 250 pound linebacker, stops you cold, rings your bell, leaving you staring through your face mask, up at the black, starless, autumn Michigan sky - get the hell back on your feet, huddle up, call the play, and do it again.

    "Football lessons we learn as kids continue to apply for the rest of your life. Life's a team game, the big game." - Joe Namath.

    In America, failure is a process towards success. Not another opportunity to blame your parents, ex-wife, or George Bush for your actions. Unfortunately, we see more and more blame and less responsibility.

    I blame the idiots who protect their kids' self-esteem by not keeping score. What the heck is that? No, really...what in the world is that?

    Right now, today, you and I, we get our bells rung. And it seems that while we out here keep huddling up, the folks in the stands are getting all the points. The guys in the press box are telling us how wrong we are. Telling everyone how little we know about what it is we've been doing forever and they've NEVER DONE. Worse, they are making a living doing it.

    My coach had a good way to handle that - he would simply say, "don't listen to them..they don't know shit..." - yeah, pretty simple.

    You see, most critics and even lots of "experts" on the game, had never been down there in the huddle, or on the line across from that 250 pound linebacker.

    What's more, they weren't there during two a days in August.

    They never did a down-up in their life let alone set the school record. They weren't ever on a snow covered field as a 12 year old, the wind whipping through the ear-holes of your helmet. They've never had their nose broken in the 1st quarter, and continued to play with the blood. Nor have they ever heard the sound of a leg being broken at the fifty yard line. (imagine the sound of a thick, dry, tree branch snapping - yup, just like that).

    No, these blow-hards, these experts didn't know shit.

    That was High School football - and in Managed Print Services?

    You've heard it before, the "dumb jock" labels. And you see athletes sometimes mocked on TV and in movies. Sometimes, the mockery is just - Tiger Woods.

    So it is with salespeople. Pushy, over talkative, uncaring, fake. Stereotypical. Yes, some of that is deserved, but not for all of us.

    Fake? What's with those industry pundits who last year provided copier sales training suggesting MPS was a fad. Today, all of a sudden, "MPS Expert" magically appears next to their name?

    And how about that MPS Director insisting that MPS is a 30 day close and should include devices.

    Or the distributor touting "We ARE MPS", give me a friggin break.

    Coach said it best, "don't listen to them, they don't know shit..."

    At best, there may be a half dozen firms who may have 6-12 months experience in a "higher" level of Managed Print Services.(beyond toner, service, meter reads and clicks...)

    Today, MPS best practices, benchmarks and "certifications" are being created in the field, on the scrimmage line - no consultant, no manufacturer, or third party toner person has ever done this before. They've never followed a pulling gaurd off tackle. Ever.

    This is not a bad thing - tomorrow's experts are selling today's MPS. Think about that.

    There was a time when passing in football was not considered. Some guy in the field on the gridiron came up with the idea of throwing the ball(1905). Bach then, there were no football experts making goofy suggestions from the sidelines. And you can bet the first 100 times the ball was thrown, it was ugly.

    All I am saying is the experts, the real life experts, are in the field, trying new plays, getting their bell rung and creating success where once there was none.

    All on their own; all on your own.

    Over the top? Too emotional?

    "...you can't be quiet, you can't be unemotional...this is an emotional game..."

    ----------

    So, how did I come up with this goofy idea for a post? Kenny Chesney - blame him.





    ---------------- Watch this: Westland John Glenn Rockets - Homecoming, 2009, Irma E. Kionka stadium - NEVER GIVE UP.


    Click to email me.

    Saturday, September 4, 2010

    Canon to set up office equipment solutions unit in US - Nikkei

    (Reuters) - Canon Inc (7751.T) will create a U.S. subsidiary next spring to provide services to businesses that use its office equipment, the Nikkei business daily reported.

    The new firm, to be set up in New York as a wholly owned unit of local arm Canon USA Inc, will begin operations with a workforce of 100-150, the paper said.

    The new unit will help corporate clients boost efficiency by constructing document-management systems and operating their office equipment, the daily reported.

    In starting a dedicated business solutions unit, Canon hopes to strengthen its presence in an area where both U.S. firm Xerox Corp. (XRX.N) and Ricoh Co. (7752.T) have already staked claims, the paper added. (Reporting by Rachel Chitra in Bangalore; Editing by Vinu Pilakkott)

    Friday, September 3, 2010

    Wednesday, September 1, 2010

    Monday, August 30, 2010

    Sunday, August 29, 2010

    tDOTC Managed Print Services PowerPlayer of the Week, Month or Year...

    It's not the upper right quadrant.

    Nor is it a distinction hashed out between the twelve members of the MPS StarChamber.(if there were such a thing, which there isn't)

    Nobody mentioned will advertise on DOTC. No PowerPlayer will sponsor studies with DOTC.

    It is an idea born out of cool contemplation; Sunday morning reflection.

    The recipients will by be of my choosing - my judgement alone, my opinion, my calculations, and my view of how they either determine or voyage along, the MPS Path.

    Good or Bad, Positive or Negative, a DOTC PowerPlayer may effect for good, or impact from evil.

    I'll call em out, and serve em up - with Sprinkles.

    This week - Robert Newry, co-Founder at newField IT.

    Friday, August 27, 2010

    The Autumn of Managed Print Services: Out with the Old, In with the "new"

    Summer of 2010 is waning, Q4 quickly approaching.

    One season ends as another begins.

    Here in the US, autumn is a time of new beginnings - schools start up again, the leaves begin to change, the nights get cooler.

    Football stadiums around the country light up each Friday night, crowds file in, Saturday afternoon and all day Sunday.

    There is optimism and change in the air; Out with the Old, in with the New.

    And so it is with MPS - a new season.

    But unlike the leaves that fall victim to the earthly process, some things in MPS don't want to go naturally. Some processes and beliefs are difficult to crack, like the shell of a walnut or the walls of a once mighty arena.

    Older icons of a bygone era, deserving nothing less then the wrecking ball.

    Wednesday, August 25, 2010

    Economic Woes - Can Managed Print Services Save the World? - Get Your Cape, We Got Work to Do.

    The recovery is losing steam, fast
    By Neil Irwin


    Another day, another lousy piece of economic data. The 27.2 percent fall in existing home sales in July was far below analysts' official expectations (though in line with some of the whisper numbers that close watchers of housing data were expecting)...MORE -

    Tuesday, August 24, 2010

    Is there Such a Thing as a Managed Print Services Purist?

    What do you take with your coffee?

    Personally, I take it bold, black and beautiful - Pure.

    I only put ice in my double Jack just to be polite; no reason to keep the barkeep running back and forth.

    They frown every time I tell them them to "leave the bottle".

    Wimps.

    The question is, what is an MPS Purist?

    Monday, August 23, 2010

    Friday, August 20, 2010

    Tuesday, August 17, 2010

    New York Times Article Answers Lots of Hurd Questions

    I was going to follow this one pretty heavily.

    No doubt, in our industry, this little shake up is rivaled only by the RiKon merger in news worthiness - if not gossip value.

    But soon after the separation, more and more information hit the 'net, that gave me pause.

    And when phrases like, "nude pics" and "erotic film star" started to show up, well, I just decided to let the story ride, without much comment - you can not make this stuff up!

    Printers not sexxy? Bravo Sierra!

    From the article by Ashlee Vance, with the New York Times,

    "...The company has uncovered communications between Mr. Hurd and Jodie Fisher, the occasional H.P. contractor who accused him of sexual harassment, that seemed cordial, even after a last meeting in a hotel room in Boise, Idaho, a person with knowledge of Mr. Hurd’s e-mails said...

    Monday, August 16, 2010

    Are You Selling Managed Print Services: One Print Solutions

    August, 2010.

    Over the past year, I have reviewed just about every MPS program out here - either for my own little practice or for articles and organizations.

    I have seen them all.

    Some are better, but all are good.

    The one common theme I keep running into is this: we are all making this up as we go.

    There are no standard processes, no benchmarks and no matter what any training or consultation firm tells you, we have never done this before, this is all new and there are no clear cut leaders.

    No proven methods, only suggestions.

    There is no easy way, or well defined proven path to MPS nirvana - yet.

    Dynamic times like these are uncommon and we who are in them are lucky to be here, in this time. You see, there is no spoon, there are no rules...we can make them up.


    Now, more than ever, we can determine our destiny.


    Speaking of dynamic times, have you noticed all the Self Help programs coming out lately? Have you seen the late night commercials pitching, get rich quick, "like me" schemes.

    Seen all those Scientology ads? And those new Amway Global commercials?

    How about the reprise of one of the greatest motivators ever, Tony Robbins?

    He's got his own show now!

    Tony's good. But when it gets right down to it, everything is up to you and always has been.

    Check this out, I met this guy, Gary a bit back. Now I had heard of Gary before he reached out to me, so I knew he had some sorta wiz-bang thing in MPS.

    A "new" program. Yeah, right...they're all new.

    What impressed me was the "every MPS Sales Person a Tiger" mentality inherent in his system.

    In a nutshell, Gary can provide all the infrastructure a typical, MPS practice needs - more accurately, all the infrastructure an atypical MPS Selling Individual requires.

    Think about that for a second.

    Do you hate training the newest sales manager?

    Has your MPS compensation plan structure changed over the past 8 months?

    Do you still hear the old argument "MPS is just like color was..." knowing that it isn't?

    How are all those MPS training classes working?

    If you are in the trenches, you're doing assessments, cold calling, working leases up, perhaps calling in some EDM specialists (each one adds 30 days to your cycle), managing your funnel, AND meeting a hardware quota - is that really MPS? Should a hardware quota REALLY be part of an MPS compensation plan? Really?

    And what of the mythical 50% GP on MPS engagements? The dealership is not getting 50% on hardware, the dealership still has the same amount of service technicians, meter reads and invoices going out each month.

    Why should your MPS profit margin CARRY the lower margin equipment sales?

    For the back-end rebates?

    The One Print Solution offers up all the backroom infrastructure.

    It is scalable and the system is designed to work with selling professionals who can pull MPS engagements together - all the sales, analysis and presentation - and shift the support to a third party. Splitting the profit.

    No inventory
    No service overhead
    No admin overhead
    No H/R

    Here is just a taste of the services provided:

    Sales Tools & Training

    -Comprehensive Training Program
    -Sales Leadership and Mentoring
    -Formulated and Branded Marketing materials
    -Deal Crafting Services
    -Blending and Deal Scenario Tools
    -Great America Leasing
    -All Deal Docs

    Infrastructure

    -Contract management
    -Creation and document package review
    -Monthly base and Overage billing
    -Device Administration
    -Leasing Documentation, Approval and Administration
    -Accounts Receivable and Cash management/Funding
    -Vendor and Accounts Payable Management
    -Full Account Management
    -All other activities as solution requires/Full Back end Support

    Do not get me wrong - this NOT for everybody.

    This is a very big step and all angles must be considered.

    Go on over to the site and look for some more information here on DOTC.


    Update, 2016.

    Click to email me.

    Friday, August 13, 2010

    Are you Selling Managed Print Services? Are you Good at It? Have I got an Idea for You; If You're Tuff Enuf

    August, 2010

    MPS is driving in all sorts of different directions and forcing everybody into making choices.

    Not just Fortune 500, multi-national copier manufacturers, but the independent, local copier dealers, too.

    And there is more - I am a big believer in the unique problem solving skills and sheer resilience of good, professional sellers.

    Today, if you are selling in the MPS niche, you've already made some choices about your future.

    How's all that working out for you?

    Do you have a Manager? Is he a Managed Print Services Manager/Director?

    Do you attend Monday morning Sales meetings? How about Friday at 4:00PM Sales meetings?

    Let me ask you this, do you know more about MPS than you manager, VP of Sales or dealership owner?

    How do you like your General Manager or Vice President riding with you on sales calls?

    Funnel Planning, anyone?
    Strategic Account Planning?

    Are you successfully selling MPS? How much you bringing into the “house”?

    Here’s the situation and this is not for everyone.

    The MPS model is rife with alternatives – most set up for the dealership – I see no programs designed specifically for the Professional Managed Print Services Selling Individual. And MPS Training is not what I am referring to.

    MPS is the “Wild, Wild, West” – we are all making this up as we go. There are no standards, little benchmarks, no well worn path. Times are perfect for the rugged individual; the self-assured, knowledgeable, MPS Selling Professional.

    Could this be you?

    Is this you?

    How would you like to make ALL THE PROFIT on your MPS engagements?

    Intrigued?

    Email me.

    Are you tough enough?

    Click to email me.