Thursday, March 31, 2022

Accelerate Managed Print Services with the New Model



There is a bounce, a resurgence, a renaissance in managed print services. As the fear of Covid fades and offices around the world repopulate, albeit, by 40-60% of pre-Covid numbers, print and copy functions are grabbing temporary attention. But this uptick is fleeting and short-lived and not based on increased volumes or growing fleets of devices. Today's rekindled interest is based on managing the reduction of print and the increase of digital workflows.

Our traditional business theory of pivoting into managed IT or an adjacent niche was an idealistic idea in the MPS Model 2 (see below, Photizo

Today, expanding or diversifying services is less of an option and more of a survival tactic and a foundational plank of the continuing generation of Managed print Services (MpS).  

The circa 2012 model is still relevant, we just need to refocus and recognize new opportunities.

Photizo MPS Model - Great Stuff!
With this in mind, I've updated the model to include new innovations and directions for office technology.

Monday, March 28, 2022

Call for Speakers: UFOs, Mandela, Strings and Selling

 
Why I'm I looking for guest speakers/writers familiar with the following subjects to speak to a select group of my closest colleagues, during one of my Happy Hours?
  • How could the supposed 'Mandela Effect' impact copier sales?
  • Does the existence UFO/UAPs influence your prospects' buying decision?
  • Is there such a thing as a "war in distance lands"?
  • When strings are observed, is your sales funnel modified?
Nobody can deny the world is connected more than at any time in history.

Thursday, March 24, 2022

Innovation in the Managed print Services Niche...


In most ways, the Managed Services and Managed Print channels look a lot like they did 5 years ago. 

Or do they? In this episode, we’ll explore innovation with two exceptional thought leaders on channel diversification. 

Listen in to get expert advice on how you can innovate and grow your business more while pushing back on stagnation and old thinking.

Tuesday, March 22, 2022

12 Aspects of Leasing a Copier - No You Can't Break a Lease


Leasing is math under contract. The dealer buys a device from distribution or manufacturer. The leasing company pays the dealer his cost, all upfront.

The leasing company bills the ultimate customer periodically until the cost of the machine to the dealer and profit is covered.  

Benefits to each player:

  • Lease company - profit
  • Dealer - profit all upfront
  • Customer - monthly payment instead of a large, one-time outlay

Example:

A customer wishes to 'own' a large piece of equipment.  The purchase price is $20,000.00.  Instead of paying 20k all at once, the customer would like to pay over time.

The dealer would like to sell the customer equipment, installation, and software needed for the device to function.  The dealer cannot offer pay overtime to the customer directly.

The leasing company approves the client and the sale moves forward.

Thursday, March 17, 2022

The Stages of Managed Print Services, 2007. The Model Still Works.

Back in the olden days, 2007 or so, I came up with three stages of managed print services.  This model was designed for my MPS practice, not necessarily for the industry, and I used it to help explain the MpS procedure to clients and co-workers.  In less than five minutes, the prospect had a basic idea of the stages, procedures, and expectations of our program.

As time went by, every OEM, MPS dealership, and software provider had their version of the MpS process. 

HP had a similar idea but the one from Photizo matched and improved upon my vision of the stages.  Photizo even came up with a more detailed approach reaching into a Fourth stage.

I'm not saying this is the ONLY managed print services model, it was mine.  There are just as many MPS models as there are definitions. All of them are good, each has shortcomings.

Ideally, I was trying to design a process that could be applied to more that managed print services like workflow solutions and business process optimization.  I figured every opportunity can be broken down into three stages, Control, Optimize, Enhance.

That makes sense, right?

Unfortunately, many of the models ended up being pure marketing as deliverables rarely matched the original plan.  Like most innovations in the industry, we first argue “it will never work for me…” then jump on the bandwagon. We then focus on price, commoditize the service into a box and accelerate the race to the bottom, dumbing down the concept and cutting pricing.

MPS became little more than automatic supplies delivery and on-site service, billed per usage.  Managed print services devolved into “managed toner delivery, at the lowest price…”

Regardless, today the industry seeks out pivot points with many players getting into managed services - something I've been a proponent of for a decade.

Naturally, because I was building an MPS practice inside a VAR, I was looking for a way to ease copier dealers into the IT realm, to include IT salespeople in the MPS equation, and fold managing output devices, business processes, and IT assets in one agreement. 

MpS deserved a screen in the N.O.C. Managed services was the future and MPS was the way to get there. 

The MPS Model.

Wednesday, March 9, 2022

Talking a Managed Print Services Renaissance with Greg Walters





From Carl Schell, Keypoint Intelligence.

Four quick questions about managed print services:

"The concept of managed print services (MPS) has meant a lot of different things to a lot of different people over the years, by definition and in revenue. Is it just about A4? Auto-replenishing of supplies? How deep and wide can it go? MPS has evolved to be anything a dealer wants it to be, for lack of a better way of putting it. It’s elastic, flexible. One thing we can all agree on, though, is that taking a consultative approach with customers leads to better relationships and greater financial success for all parties.

And because of that, it takes an exceptional listener to execute and deliver on managed print services. Greg Walters is that exceptional listener. While he started his career in IT, he’s been immersed in the print industry for a while now and currently finds himself working with clients on MPS deals, specifically—surprise, surprise!—A3. All of this is quite ironic seeing as, in 2008, Walters created The Death of the Copier, a website that’s still going strong."

Read the rest, here.

Tuesday, March 8, 2022

The Managed Print Services Renaissance is here.

Managed Print Renaissance

"Whereof what's past is prologue; what to come,
In yours and my discharge..."
The die was cast a decade ago; the rise, fall, and rise again of managed print services was foreseen.  Even as office printing wanes, and withers, we are amid a Managed Print Services (MpS) Renaissance and age of enlightenment.  

Those who survivors stand at yet another precipice:

Do we move forward with managed print services, or do we leave it in the dustpan of history?  

This is a valid question.  Output will never return to the 1999 levels.  Covid shifted workers to the countryside, miles away from our big scanners, printers, fax boards, 3-hole punches, and embedded applications.  

So, what now, sell vacuum cleaners?  Maybe?  Look into EV Charging stations? Yup.  Pivot into managed IT?  You haven’t made that move, yet? Oh boy.

Before you make that investment into water services or vending machines – consider revisiting managed print services.  I know the MpS movement appears to be running on fumes and I know there are anti-MpS prognosticators filling the cyber-sphere with emotional appeals to reject managing output devices and business processes associated with print.  They are shills criticizing the old definition all while they bemoan the status quo, they’ve become the status quo.
Ignore the naysayers and managed print services haters – let not their poison find your ear.  Put aside the fact that fewer people are printing and copying. 

“As long as there are documents being printed there will be a need to manage the output.  Whether it be insourced or outsourced, small or large, efficient, 
or not. The question has never been about MPS 'existence now or later; it's about who does it and why. 

Virtualization has not removed printing it's just added an inefficient wrinkle that this industry hasn't yet efficiently scaled to. High cost per print renewable solutions from OEMs for the remote worker will ultimately get replaced by indirect providers as long as there is an efficiently developed model to monitor on a decentralized scale. Rinse and repeat.” 

MpS is not dead, but it is NOT a panacea.

Monday, March 7, 2022

How to Sell


This is great.  Start at 9:26 or listen to the entire piece.

It is the first time I've heard an academic explains how sales really work.

Give it a listen and take notes.

 
  

Click to email me.

Friday, March 4, 2022

How Will Work From Anywhere Affect Copier Sales?


I've been a work from anywhere person since 2009ish - I've presented from Sydney, Starbucks' parking lots, and poolside in Vegas.  I've evangelized the lifestyle from Detroit to LA to Charlotte to Oconomowoc, Wi. and points between and beyond.

So when the fear of Covid sent everybody home to work, my environment didn't skip a beat.  Remote selling, online marketing, virtual meetings, and Zoom sessions became second nature to the rest of the world. 

Welcome to my world.

As #WFH becomes standard, the powers that be will attempt to define, moderate, ultimately fashioning the model into their likeness.  That will not work.

This concept is bigger than this small tome.  Today, we'll talk about selling copiers(or anything else) in this new land of  "work from anywhere". - GW

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