Copiers & Bourbon - Whiskey for the Ages Show

Okay, my friends - first The Greg Walters Show interviewed wine experts in France and Oklahoma, Edwin and Kevin.  We talked wine, bourbon, copiers, managed print services, and wine...and bourbon.

Then, Brian, the Ladies, and I talked for almost 3 hours about the copier industry, his journey from output to Bourbon, and lessons learned from each niche.

That wasn't enough -

I was most fortunate to be invited to share my bourbon adventure as it stands today, taste great pours with Brian, Hannah, and Elora and talk more about bourbon and #copiers.

From 2013. DOTC Prime - TheDeathOfTheConsultants, Remastered

Wandering the Wild Terrain of MpS: An Adventure Beyond Consultancy

...and here's a tale as old as the copier itself, from the summer of '13...

Quick Summary

1. Embracing a role beyond the traditional consultancy, we engage in a shared journey in the Managed Print Services (MpS) industry, aiming for partnerships rather than vendor relationships.
2. Proposing a fresh consulting model, we invite a joint venture where risks and profits are shared, challenging the conventional wisdom of industry benchmarks and highlighting the importance of unique, self-created standards.
3. Recognizing the need for continued relevance, we embed into the business culture to maintain a fresh perspective, acknowledging that providing value to others from outside can be challenging, but ultimately rewarding.

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"Space, The Final Frontier of Copier Sales"

 

- by James T. Kirk, Captain of Starship Enterprise

Navigate the Universe of Copier Sales - Propel Your Sales Career to Stellar Heights

Stardate 9678.3. 

Over a glass of Saurian brandy in the lounge of the starship Enterprise, I found myself engaged in lively discourse with a few dealers and sales personnel about the current trajectory of sales and trading across this vast quadrant of space.

"...they(your prospects) entrusted me with the responsibility to generate a scope document, examine vendor proposals, participate in sales conferences, provide feedback on candidates, and oversee the implementation of the chosen solution..."

It was like a temporal loop - similar conversations had taken place light years before.

For more than a decade, I have been heralding change, echoing through the cosmos to dealers and original equipment manufacturers about the course ahead. It isn't about creating patterns of light on a page, or the latest software from the Daystrom Institute. The route to successful selling lies in the wisdom of our ancestors:

• "I seek to be your trusted counselor."
• "We must trade solutions."
• "We need to heed the needs of our customers."

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The Copying Conundrum: Navigating the Intricacies of Copier and Managed Print Services - West McDonald, The Cannata Report

Greg's Words

Artificial intelligence is all the rage right now; bigger than the digital copier, the laser printer, Xerox's, Sharp's, and HP's dealer conferences and earnings calls.  It's bigger than the first calculator, the PC, Novel networks, the cellphone, and the smartphone.

AI, in 2023, is bigger than the discovery of fire or the invention of the wheel - this is not hyperbole and I know hyperbole.

West takes on the initial tremor of AI in our little niche.  Good stuff.

Here is a ChatGPT-generated summary of the great, human-created article over at the Cannata Report.

The prompt, 

"Write a concise summary of the article, covering the main points, context, and any relevant details in a business casual style, in 500 words with a 3-point highlight paragraph. Write a LinkedIn post of close to 1350 characters and pull one quote from the article, and write a tweet.

Write a title and a funny tagline, a search question, comma delimited keyword list, and an introduction paragraph based on SEO for the copier industry and copier and managed print services resellers.

Do not use the phrase, In conclusion."

Irony. Enjoy.

Notable Trends in Print Management and MPS - The Cannata Report and Me.

Greg's Words

Scott was the first writer, a real writer, to interview me back in 2009ish.

This piece is an accumulation of interviews by Scott, outlining a good, collection of views and trends within the managed print services niche.

Managed print Services 'died' the day the OEMs reanimated MpS in their own likeness. 

"What is dead, may never die."  The most notable trend in Managed print Services is that it is alive and kicking.

Check it out.

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Harnessing AI: A Game-Changer for Managed Print Services

Where AI meets ink – redefining the print management landscape.

Key Highlights:

1. Artificial Intelligence (AI) holds the potential to revolutionize print management and Managed Print Services (MPS), adding efficiency, security, and advanced features.
2. AI can enhance print security by providing forensic accounting and intrusion prevention, bolstering the overall cybersecurity profile of the MPS landscape.
3. Intelligent document processing (IDP), a new AI-powered technology, promises to streamline the handling of unstructured data, improving workflow accuracy and efficiency.

Greg's Words

No matter what the innovation, we are always left with a final statement and question:  "This is great technology and really interesting ideas - but, how can I generate revenue, today, with this?"  

With Artificial Intelligence, most of the financial impact is on the cost reduction, and increased productivity side of the equation.  Sure, we can reduce the cost of doing work with AI.  We can interface with prospects and customers with AI ChatBots, with no problem.  The cost benefits are obvious.  But putting together a product based on AI, for my existing Office Technology clients, is a major challenge.

AI is considered a process-enhancing solution.

It's like the inventors of refrigeration - they didn't get rich, but the companies that used refrigeration, like Coke, did.

We need to find that "Coke".

Meanwhile, folks in our niche are beginning to see, and talk about how AI will 'impact' managed print services, and to be frank, it is not new. it's just faster.

I have no doubt that we will see AI 'products' on the market within the next few months, before the end of the year.

We've put together a quick synopsis of the current outlook for MpS as the waves of AI wash onto our shores.

Enjoy.

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Selling Copiers in the Big City - Don't Mind the Maggots

Is there a better picture illustrating NYC's struggles?

Greg's Words

Not to kick someone when they are down, but NYC is in bad shape with crime is a symptom of failed, short-sighted, agenda-driven, and ignorant policies.  

The exodus, the move to remote work, and the hollow, transparent arguments from the mayor to return to the cubicle combined with a deep seeded sense of victimhood, conscious bias, and entitlement, swirl together in a rank, putrid, oozing sense of doom.

Why would ANYONE want to put themselves through this gauntlet, just to 'collaborate in person'?

New York City was on my list of Greg's Top Ten cities in the US - New York, San Fransisco, Seattle, Chicago, Portland, Las Vegas, Laguna Beach, San Diego, South Beach(Miami), and Scottsdale.

Honorable mention: Milwaukee, and Detroit which are dangerous, but manageable.

The sun goes down

The night rolls in

You can feel it

Starting all over again

The moon comes up

And the music calls...

Here's the rub - As you(we) sell and support Office Technology within the city limits, the number of prospects in those cities has tumbled with no possible increase for the foreseeable future.

How are you going to continue to grow and build your book of office technology business when employees don't want to come to an office?  Crime, or the PERCEPTION of possible harm, not only hurts the image of once great(the return to greatness will happen) cities but degrades the opportunity for you to sell more copiers, IT services, managed print, scanners, document management software, etc.

It's just one more 'thing'.  There are great people in Chicago, New York, San Fransisco, and all the other cities on the path Detroit has been traveling since the 70s - they will come back, better, stronger and different.

In the meantime, those who stay may be Champions.  You love The City, your city, "It's in your moves

It's in your blood".  

Hang in there, everything changes.

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Embracing Innovation and Technology for Future Business Growth

Innovate, Adapt, and Thrive: The Future of Business Unfolds

Executive Summary:

1. Office equipment dealers seek growth through ancillary products and services, focusing on cloud-based solutions, managed IT, workflow automation, and digital marketing.
2. South African office technology company Nashua celebrates its 50th anniversary by adapting to market changes and prioritizing customer needs.
3. Adobe Photoshop empowers users to add realistic signatures to digital documents, and the increasing use of AI in the workplace raises questions about its integration and potential implications.

Office equipment dealers and businesses are constantly seeking innovative ways to grow and adapt to the rapidly evolving market. One way they achieve this is by expanding their offerings with ancillary products and services that complement their existing portfolio. As these dealers strive for success, they prioritize recurring revenue, high-profit margins, and leveraging other products and services.

Read the rest, here.

 

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Companies Embrace Efficiency to Tackle Inflation and Economic Uncertainty:Without Copier Salespeople

 

Source: The Wall Street Journal

Date: April 29, 2023

Greg's Words

For decades, we in the copier industry have been telling prospects our hardware "increases productivity and reduces costs". We lied. Well, we defined the narrative to fit our mission of selling 10 copiers a month. (or whatever)

The world is increasing productivity and reducing costs through more efficient workflows - and if you are simply selling copiers, printers, or MpS, they are doing it without you and viewing your relationship as a target for cost reduction.

AI eats workflows 24/7 and will decimate everything from middle management to the C-Suite.

More than how the internet shook things up, bigger than that gift from Prometheus, and vastly more liberating than the invention of the Wheel, Generative AI is shifting our world, changing how we work, chit-chat, learn, and more. 

Hold onto your linen, because the speed of this tech revolution is faster than light. These jaw-dropping tools we're ogling at today? They'll be old news by year's end since they're leveling up like crazy and getting mixed into other gizmos and services at breakneck speed. 

Buckle up, buttercups, 'cause we're in for a wild one...

Key highlights: 

• Companies like AT&T and Meta Platforms are focusing on efficiency and productivity improvements in response to economic challenges. 
• AT&T's Project Raindrops initiative aims to simplify and eliminate unnecessary business processes, saving employees nearly 3 million hours a year. 
• While the impact of small improvements on the bottom line is difficult to quantify, research suggests that saved time is often reinvested in the company as additional work.

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An Open Letter to My Friends and Colleagues in the Copier, Office Technology and Sales World: AI Is Destroying You Right Now

April 24, 2023

Dear copier dealer,  

IT services provider, original equipment manufacturer, software company, service technician, sales manager, service manager, marketing manager, CxO, owner, operator, principal, and selling professional:

If you are not using AI, if you're not talking about it, if your dealership/organization doesn't have "AI", "ChatGPT" or "What are we doing with AI?" written on a whiteboard somewhere, you are doomed. 

I know, I know, you've heard this all before:  

• "Print is dead", 1984, Egon
• "The paperless office", 1975 Business Week
• "Managed Print Services is the Future", 2010 DOTC
• "If you're not offering Managed IT, you will be out of business", 2014, DOTC

I get it, the office print realm has been mostly dead for decades. Yes, there's an enormous difference between mostly dead and all dead, but if your enterprise focuses on transferring information onto paper or providing IT support for companies, you are about to discover the true magnitude of this difference.

"This time it's different." 

Never in our history have we had so many gravitational forces exerted on a single point - recovery from The Fear of Covid, the Work from Anywhere movement, the New Way of Work, realignment of Political structures, the War in Ukraine, are enough - but the mass acceptance of ChatGPT is the biggest force multiplier in history.  

Seriously, folks smarter than you and I are calling GPT AI bigger than the discovery of Fire and the invention of the Wheel.  Even if these statements are 'off' by 50%, it's still the major transformation of the last 200 years.

"Ignore at Your Peril"

Fools 'wait to see' how this 'AI thing is going to shake out', others brag they've been 'doing AI for years' - yeah, right.  At least they are talking about it because the biggest fools in our industry cannot spell "AI" let alone discuss it.

I can't understand why more in our niche are NOT rewriting code and business plans.  I heard a leader in the niche explain how his company is looking for ways to leverage AI.  This isn't the movement from monochrome to color, analog to digital, managed print services, or a pivot into an adjacent industry.  This changes everything and if you don't see the event horizon, you will be out of a job, a business.  But if you jump on now, learning as you go, making it up, you'll be okay.

Do not be the fool who thinks he is in control of AI when he’s being controlled by it.

Owners/Executives/Principals - put down "Gap Selling" and dive into artificial intelligence.  Dare your team to find ways that AI helps your customers grow revenue, shrink costs, and increase profits with AI.  Then turn that dare on yourself, for your dealership.

People in the field and facing customers every day - turn off Netflix and dive into AI.  Use ChatGPT every single day.  Talk to your clients and prospects about the latest and greatest.  

Become the AI Evangelist.  Chose Anarchy.

Like never before, it's the End of the World as We Know It, and the Future Ain't What It Use to Be - Again. 

GET TO KNOW GPTs.

g

The AI Sales Revolution: How Artificial Intelligence is Shaping the Sales Landscape

When AI and Salespeople Join Forces: Unstoppable Sales Machines

Greg's Words

To all my copier, IT, managed print services, and IT services brothers and sisters - The way your prospects purchase is changing right now. 

Your world is going to change; for better or worse, it is going to RADICALLY alter everything you do.  You have a choice, today, that will determine if it is better or worse.

I've seen transformation before - from typewriters to PCs, from receptionists to voice mail to email to IM to the internet.  I can see patterns only because I've lived through them.  I remember a time before 911, the Great Recession, the Fear of Covid, and the mass acceptance of AI. 

This is the big one. But there is a significant difference.  

This time, instead of change occurring over a decade, like the PC boom; rather than the half-decade-long journey from 'interwebs' to the internet, unlike the four-year turn from no social to everything social, and contrary to a 24-month move from cubicle to the second bedroom, this transformation is measured in hours and days.

Since the introduction of ChatGPT in November of 2022, hundreds of new apps have been developed to work with OpenAI.  Venture capital is pouring into new, AI firms in Silicon Valley, Microsoft threw in 11 billion dollars of its own, and Alphabet issued a "Red Alert" drawing battle lines in the metaphoric sand.

I implore you to use AI in your everyday functions.  Today, you can generate a customized thank you email, a 2-page proposal, a needs assessment survey, and a findings document in less time than it takes to get the copier warmed up.

And they won't be templates.  The documents will contain whatever numbers, findings, and recommendations you discover and generate. From your notes to finished, personalized and specific documents in minutes.

There's so much more, but you've got to get in and wrestle with AI on your terms.  The technology is malleable, like clay, waiting for you to create.

Executive Summary:

• AI is transforming sales by automating repetitive tasks, streamlining processes, and increasing efficiency.
• Sales professionals are adapting to the new AI-driven landscape, focusing on relationship-building and strategic thinking.
• Despite concerns about job loss, many experts believe AI will complement human skills rather than replace them.

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Printing in the Age of AI: How Managed Print Services are Being Transformed

Don't be a printer fool, embrace the AI revolution

It shouldn't be any surprise, that remote working has impacted managed print services - although anecdotal reports say volumes have approached pre-fear-of-Covid levels, how the evolution of the office transpires will impact your MPS contract volume.

The supply chain is almost back to normal, and by some estimates, 60% of businesses are returning to the office.  Again, some data suggest different numbers.  

As the 'office' goes, so does the number of devices and print/copiers produced go - this was evident before 2020.

But now Artificial Intelligence is on the scene - eliminating job functions and if you look closely, when AI is asked to solve a business problem in workflow, the answer does not include the statement, "First print a hardcopy of my recommendations and make 500 copies."  

AI maximizes processes and as you know, the slowest function in any process is the function that involves hard copy output(print/copy) or input(fax/scan).  AI eliminates slow processes and print is the slowest, least efficient.

So what?

Well, we put together a quick reseach project and engaged the great AI in the sky to help illustrate the current environment of MPS and possible influences and outcomes.

Enjoy.

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22 Suggestions To Save Your #ManagedPrintServices Practice 2017 - REMASTERED

Original content, here, from DOTC, 2017.

I took my original story, back in 2017, and had it 'remastered' by AI.  

What do you think?  I like them all, even the dated suggestions number five is significant - and the song choice is subtle and nuanced.

"Integrate MPS into Managed IT services: MPS infrastructure should be integrated into Managed IT services to create a more comprehensive approach to technology management."

Enjoy.

MPS Haiku:

Innovate to thrive,

MPS providers must adapt,

Stay ahead to succeed.

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How the Adult Film Industry Helped Shape Technology as We Know It

Sex sells, but it also inspires: How the adult film industry shaped the tech landscape we know and love.

_________

Ok - here we go... a walk down memory lane and talk about the good old days of VHS and dial-up internet and porn. 

The adult film industry played a significant role in shaping the technology we use today. From the format wars to online streaming, porn was at the forefront of innovation. 

Today, as we enter the age of AI-based personal assistants, I'm left wondering: how will porn drive the evolution and standards? How'd porn impact tech in the past, and what it could mean for the future of AI.

First, we've been here before.  No matter how evolved one might think the human race is, base desires still drive progress in all things.  There's a coined phrase, "erotic technology impulse".  

John Tierney, a fellow at Columbia University studied the cultural impact of technology, traced the “erotic technological impulse” back at least 27,000 years—among the first clay-fired figures uncovered from that time were women with enhanced body parts. 

“Sometimes the erotic has been a force driving technological innovation,” Tierney wrote in The New York Times in 1994, “virtually always, from Stone Age sculpture to computer bulletin boards, it has been one of the first uses for a new medium.”

Fascinating.

Replacing Humans with ChatGPT is Happening Right Now

“Overall, most business leaders are impressed by ChatGPT’s work,” ResumeBuilder.com wrote in a news release. “Fifty-five percent say the quality of work produced by ChatGPT is ‘excellent,’ while 34% say it’s ‘very good.'”

- Fortune, February 2023.

“Accountants, factory workers, truckers, paralegals, and radiologists — just to name a few — will be confronted by a disruption akin to that faced by farmers during the Industrial Revolution,”

- Kai-Fu Lee, AI expert, and CEO of Sinovation Ventures, 2018.

A recent article in Fortune talks about the elimination of jobs due to artificial intelligence.

Not in ten years or even ten minutes - it is already happing.  The article starts out, "In the 10 or so days since its grand entrance, ChatGPT has been everywhere:..."

10 Days.

The article goes on to say, "Business leaders already using ChatGPT told ResumeBuilders.com say their companies already use ChatGPT for a variety of reasons, including 66% for writing code, 58% for copywriting and content creation, 57% for customer support, and 52% for meeting summaries and other documents."

Executive Summary:

Streamlining Your Office: An Introduction to Managed Print Services (MPS)

As technology continues to advance, many businesses are finding themselves overwhelmed by outdated and inefficient office equipment. From copiers and fax machines to laser printers, these devices consume valuable space and resources but offer limited value in return.

Enter Managed Print Services (MPS), a solution that helps businesses optimize their printing processes, reduce costs, and streamline their workflows. With MPS, companies can simplify their office equipment, improve their printing security, and increase their productivity.

So how does MPS work, and why is it a valuable investment for your business? Let's take a closer look.

What is Managed Print Services (MPS)?

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ConnectWise FirstStrike: ChatGPT Integration and The DOTC AI in Sales Course

ConnectWise has integrated OpenAI's ChatGPT with its remote monitoring and management (RMM) tools, ConnectWise Automate and ConnectWise RMM. This integration makes ConnectWise the first to release an OpenAI integration in the managed services industry. MSPs will be able to automate customer ticketing and issue-tracking processes to provide faster response times and improve customer service and engagement.

"Things that I know or are rumored to be:

Business last year increased by 34% in some areas and 57% overall

The number of endpoints increased over the past 24 months..."

- GW

gap intelligence Announces Partnership with Greg Walters, Inc. on The Office Tech Tap

– Top executive will lead new office technology newsletter –

SAN DIEGO, CALIFORNIA – December 5, 2022 – gap intelligence and Greg Walters, Inc. have formed an alliance tasked with bringing relevant content to providers and users of office technology.

The Office Tech Tap newsletter informs, educates, and inspires users, providers, system integrators, and decision-makers on business technology, work, and life (subscribe here).

“We’re excited to partner with prolific writer, frequent speaker, and hyper-charged freelancer, Greg Walters,” said Gary Peterson, gap intelligence CEO. “Bringing his unique and provocative view on selling technology to the masses is a big win for everyone in the business of selling to businesses.”

Managed Print Services Was Here: Big Data Business Intelligence

Data in the cloud,

MBI on mobile device,

Decisions are made.

We're moving from marks on paper to the clouds, all the data is moving off the paper files. But raw data alone is not valuable, it needs to be analyzed and transformed into actionable insights. In the past, data analysis was done manually or using tools like spreadsheets. 

The Prints of Life: A week on the road in the world of Managed Print Services 2008

 

On the road again,

Deals to close, clients to meet,

Thrill of the chase lives.

__________

It's another day on the road, 

another week in the wild world of managed print services. I hit the gas on my beat-up Chevy and head towards Victorville, California, where a room full of copier salesmen are all vying for a piece of the action at an RFQ meeting. I can already feel the whiskey burning in my veins and the adrenaline pumping through my body. 

The drive there is a trip, let me tell you. Past the Rose Bowl, the site of many a Michigan defeat, and onto the Pacific Coast Highway. The ocean is a sight to behold, especially after a cold Michigan winter. Up to the client's office, where the C-level execs are waiting for me to inventory their fleet...

This is my element, baby.