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Monday, July 5, 2010

DOTC's ReCharger2010 Pre-Show Review: Who To See

January 1, 2010, I was given the honor of trying to pull a messed up, terribly run, unprofitable MPS Practice out of the fire - Operation Phoenix.

It is true that I have been involved, writing about, evaluating, talking, being sold and advised on all things MPS. Not only therotically, but in practice.

What I know about MPS is both utilized and enhanced by my "day job" - I talk the talk, and sell the dream.

There is nothing anybody can say to me now, that I haven't heard or recognized about MPS.

For example, I could go back to articles I created almost two years ago, and repost as new, the content is still, if not more, relevant today.

Since the show in May, I have been inundated with many vendor programs, MPS software, assessment training and "How to" webinars/seminars, they are starting to look alike - not just because of plagiarism.

I think I may be the only person in the world who has seen under the hood of both Canon and Ricoh's MDS programs; evaluated PrintAudit, FMAudit, and PrintFleet - two and three times over the past 3 years and utilize some of the best HP tools ever created.

I have witnessed PagePack evolve from version 1.0 to 3.0(there never was a PPack 2.0). I know the difference between Cabon 6 and Axess; CompTIA and Your MPSA - I remember when Great America was simply a "leasing company" and barrister meant "lawyer".

I am on Managed Print Services 'overload'.

Enter, Recharger 2010, next week in Vegas.

For me, what could be better? Vegas, a scant four hour drive, and Managed Print Services - booze, pole dancing BlackJack and output Geeks - Nirvana.

Next week, during the show, I will be out of cell range, off the grid. No laptop, no phone and barely any GPS and no MPS.

Into the Sierra Nevada's - almost 100 miles of 4x4 only trails behind me.

But - I can't leave without a few words regarding the 2010 Recharger Expo.

LinkedIn has played a role in the propagation of MPS in our world - on this side of the desk - the purveyors. Lot's of providers trading stories, questions and answers.

One such question piqued my interest:

"..The following seminar descriptions are from the upcoming recharger show in las vegas. As all you experts are already aware the cartridge remanufacturing industry players are really pushing Managed Print Services "MPS"

Seminar "A"
In this class, you will see step-by-step how to craft a Managed Print Solutions (MPS) deal, including how to crunch the numbers to make higher profit margins. We will use customer numbers from actual MPS deals. See how dealers across the country are regularly exceeding 50 percent margins.

Seminar "B"
As small businesses look for ways to be more productive and efficient, managed print services can deliver 20 percent to 50 percent savings on printing costs, while minimizing IT resources. Selling MPS into a small business can be straightforward if you can clearly demonstrate the benefits of convenience, simplicity and cost savings. Doug Nash can share program components, how to target potential customers, and ultimately how to turn a proposal into a sale..."

Point of interest here - I have stated many times, that "drill and fills", third party toner, and supplies management IS NOT MANAGED PRINT SERVICES, although it can be a component of a MPS Engagement.

So at first blush, I did not expect there to be all that much value for "real" MPS peeps at the show -

I was wrong.

(And I suspected that like iTEX, this show would have more MPS consultants than attendees. Time will tell.)

As a matter of fact, the speaker line up is the best since the 2010 MPS Conference last May in San Antonio.

Here is who I recommend you should see - but please make note, I am not diss'n the ones I don't mention. I am sure they are all good.


Tuesday, 13th - Managed Print Summit

Doug Johnson - Sales Compensation Models, 11:00 am - 11:45 am

MPS Sales compensation is one of the trickiest and stickiest issues of the day. Doug has a very good handle on the issue - Highly Recommended.

Cortney Kasuba - MPS: Capturing the Vertical Opportunities, 1:30 pm - 2:15 pm
Cortney is one of those statisticians that somebody like me can understand.

Ed Crowley - MPS Moves Mainstream, 4:00 pm - 4:40 pm
Only 40 minutes? See Ed talk, see your future.

Matt McLeish - MPS: The Green Sale, 3:00 pm - 3:45 pm
Matt is in the trenches. Although I don't believe in "green" at all, our prospects may.

Sherry Lachine - Platinum Sponsor Thank You - 5:45 pm - 6 pm
The most interesting and informative conversations occur at the end of the day over adult beverages.

Wedensday, 14th

Greg VanDeWalker - Deal Crafting: You've Done the Assessment, Now What?, 10:00 AM
GA has taken leasing to a new level. They get Managed Print Services and Managed Services.

Doug Johnson - Ten Reasons You Will Fail at MPS, 12:30 PM
There are oh so many more than 10. But Doug can set you straight.

Sarah Henderson - How to Brand and Market Your MPS Program, 3:00 PM
MPS is difficult to sell to IT folks, if you are a "copier dealer". Re-brand yourself.

Thursday, 15th

John Pulley - Why Can't I Find Myself in Google Searches?, 10:00 AM
Barney Kister - Sales Compensation Models, 10:00 AM
If you didn't get the compensation session on Tuesday, see Barney. If you did look into this Google thing. I hear Google-ization is a good thing.

Doug Johnson - Managing Your MPS Business to Profitability, 12:30 PM
Oh, I get it - it's a "Profit" thing...right...

Doug Johnson - Business Planning for MPS, 3:00 PM
Fail to plan, plan to fail.

There you have it.

If you go, hoist one for me.


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