70 Years of Xerography -

I caught this article from The Sunday Times by Benjamin G. Defensor

- "A few weeks back, the Xerox process celebrated its 70th anniversary at the Drupa 2008..."

The author summarizes Xerox copier history fairly well.

E-Automate and PrintAudit

Most copier dealers know e-automate but what about PrintAudit?

Nice post here about the integration of these two tools.

A Week In The Life of Managed Print Services

June 2008.

One thousand miles and so far, yet to go.

Day One Victorville, California

Pre-Proposal Meeting - To review an RFQ for a small (30) fleet of copiers. Imagine if you can, a room full of copier people, all of them competitors asking questions relating to an RFQ. I sat in the back of the room and bit my tongue so many times I still talk with a lisp.

I swear, the copier guys still don't get it - but unfortunately, I don't think the prospective client gets it either - so it could be a match made in heaven for someone other than me. No worries.

Day Two - Santa Barbara, California - Initial Client meeting and printer fleet survey -

Ok, this is the "eat your heart out" part.

The drive to this client takes me past the Rose Bowl - yeah, the one you see around New Year's Day when Michigan comes out here and loses. Seeing the stadium always kindles something inside me - I remember watching the Rose Bowl on TV in Michigan looking at the sun and the short sleeves and shots of the bright, warm beach. Then looking out my window at the cold, post-x-mas, snow. LOL!

And then I remember the drives into Detroit or Flint in February - these cold, delayed stress-inducing visions are scattered as the turn in the road reveals the shimmering sunlight dancing off the Pacific Ocean! (yeah, that the Pacific Ocean).

Up the PCH to talk about Managed Print Services. 

The meeting is with all the right people - C-Level, facilities, operations.

During the meeting, I was instructed to "just inventory the fleet, so I can get a handle on what we've got here". Simple.

Same Day - Onward to Diamond Bar

Stopped in to review an Edgeline install. The client is 'stuck in a lease for a Konica - the Konica has never performed to spec, and for the last few months, prints with a "pinkish hue". Unfortunately, most of the reports printed are customer-facing documents reflecting important and revenue-generating information.

The lease has around 20 months on it still and of course, there is no easy way out. So the client is taking the Edgeline and moving the Konica off to the side as a backup that will act as a reminder to never do business with a copier dealer again...delicious.

Day Three - Imperial/El Centro, California. Four miles from the Mexican border.

Driving past the Windmills - you've seen them on MI:3 and many other movies and to the 86. The highway winds through the desert next to the Salton Sea. Point of fact, the Salton Sea was formed by accident; I have never seen swimmers in or boats on the Salton Sea.

I am currently engaged in a study of approximately 30 machines. This is a Mini-Assessment - a partial look at a subset of 400 copiers and nearly 100 single-purpose laser units. At the first look, we may be able to save 10's of thousands of dollars the first month after initiating a program.

Day Four - 210-bed Hospital - Mini Assessment

Meeting with IT director to interview and survey two departments. We end up looking at 4-5 departments and discussing strategy - the appointment takes 3 hours. Interviews with nurses uncover volumes of issues some out of scope but influential on the overall possible Managed Print Services project.

Primary findings indicate an "over-exuberance of selling prowess" in the last copier salesperson's delivery. The current fleet is over spec'd and underutilized - and machines are just too big(physically).

Same Day - The Hurd Meeting
After spending time at a local Starbucks sending emails and making phone calls, I head out to Hollywood(yes, that Hollywood) to meet a colleague before he meets with Mark Hurd and one of my clients.

We decide to meet at the Beverly Hills Hotel(yes...the hotel that inspired the Eagles', Hotel California) in the bar, The Polo Lounge.

Point of Fact: The Beverly Hills Hotel was built before the city and the city was named after the hotel. The hotel is nestled in a residential area and is the heart of the city.

The Polo Lounge is world-famous - with celebs sipping Martini's almost daily. It's four o'clock in the afternoon - ordering a Martini I ask the bartender to "surprise me" - she delivers the best adult beverage I have had to date - I have no idea what is in it. Prior to walking in, I had never heard of the Polo Lounge - I am such a cad.

My colleague walks in and promptly orders water - oh 0h - I tell him, "don't feel uncomfortable with me drinking a Martini", he responds, "Please don't feel uncomfortable with me ordering water." we laugh and get down to business. We are reviewing the RFQ from our meeting four days ago.

Same Day – After 5

My client’s meeting with Hurd is concluded and as a special treat, one of my peers has invited a select group to accompany him and our client to the Magic Castle. I had heard of this establishment before – lots of magic, exclusive, club members only, great food, and libation.

But before we meet for dinner, my peer inflicts upon our small convoy “Mr. Toad’s Wild Ride” through the Hollywood hills (Bob Seger). Just when I think all is lost, we pull off into one of those “scenic” view spots. We scramble out, jog up a few steps, and BAM! The view is of the complete L.A. basin.

Starting on the left and rotating clock-wise we first see the Hollywood sign, then Madona’s old house,  Griffith Observatory recently seen in Transformers, the L.A. skyline dominated by The US Bank Tower they blew up in Independence Day, the Capitol Records building that was destroyed by tornadoes in The Day After and over to Century City and Santa Monica the areas destroyed in the movie Volcano.

And now - to the Castle. The dinner was great, the entertainment was world-class and business was discussed – a good time was had by all.

and with that...another week in the life fades to black...Ho Hum…

Did you enjoy this post? Subscribe - 

Your email address:


Powered by FeedBlitz

Click to email me.

IKON and Accenture, Ltd - Huh?

Everyone is waiting for the other shoe to drop. Canon looks to be the most lik ely - according to rumor - but why would a investment adviser like Revere sell a report titled, Merger and Acquisition Scenario Accenture Ltd. (ACN) and IKON Office Solutions, Inc. (IKN)


Well the site says, "... Revere Data's Merger & Acquisition Scenario Report offers independent, objective and insightful analysis into a hypothetical combination of..."

Perhaps this is just an excersise of some sort...

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

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



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

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

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

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

"Tis the season" - for Sharp renewals-

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

Berney, Sharp Renew Sales Partnership for 5 Years -

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

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

----

My point?

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

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

Managed Print Services - Everybody Sells

Mr. I.T Director, You are now in Sales. 

One of my favorite quotes(I have hundreds) is "Everybody Sells". If you're married, you sell a night out with the boys if you take the kids to school...

If you have kids, you sell a quiet trip to school for ice cream at the day's end...

If you have a "boss", you sell your reason for being late to the 8:00 meeting(to get a boys' night out)...

If you support end users, you sell the idea that printing down the hall is much better than printing at your desk...
.
If you meet an MPS professional, and like what he/she says - get ready - you Sell!

There are only two types of people in the world.

Those who sell and those who support those who sell. Sales make the world go around - look around you this very second and find an object that has not been sold...I dare you. You won't. Everybody Sells.

Why do I bring this up? Your I.T. contact does not and can not sell your plan as well as you can. Although they think they can. They think they know "just the right time" to approach him with the idea.

Managed Print Services is the hottest IT issue right now. If you can get in front of an IT Director and start telling him how he can save money, diminish end user complaints and reduce his "headaches" related to printing he will buy into it.

Now all you need to do is wait for your IT person to "Sell it up". Well pitch a tent and heat up the coffee, because if he is like most other IT people he hates salespeople and can't stand selling, so you will be waiting a very long time.

Back to "Selling with High Intent" -

You know your programs will save this company money. Your IT contact knows this as well. If you are selling with High Intent, you know at your core that your solution is the best for the company - so how can you allow one more day to go by without screaming at the top of your lungs - "LOOK AT THIS...BUY THIS NOW!"? How can you fail your partner by enabling him to lose money every minute of the day?

Back to "Partnership vs. Vendorship" -

What? You're afraid of "going over your contact's head"?

Are you afraid of "stepping on peoples' toes" or "going around the contact and directly to the CFO"? Yes?

Oh, ok, so you're like all the other small and insignificant Enablers we call "Vendors". Move along and sell your hot dogs to someone else, let the real business partners talk, plan, implement and get something done.


How do you forge a Partnership with your Client? -

I can not answer that in one simple post, but I can tell you forging partnerships instead of vendorships relies on these points:

Your Outlook on your client and YOU
Your Attitude
Your Wisdom
Your ability to manage your process
Your ability to disconnect from the tendency to want to manage your client

- Attract
- Solve
- Lead
Click to email me.