Xerox Managed Print Services: In The US, Q3 - The Big X is In The Game

Xerox Unveils New Ways for Channel Partners to Save SMBs Money and Maximize Office Productivity.

"To simplify for our customers how to better manage their printing, we're taking a brand-agnostic approach to the value we provide to SMBs. Regardless of the type of document device or brand, Xerox Print Services can help lower print and copy costs, reduce IT support and increase office productivity."

Looks like the big X is taking their Managed Print Service programs, the same ones they used to secure the P&G deal, and allowing their channel partners to utilize training, infrastructure, supplies, software and technology in pursuit of the SMB market.

These are the same tools and ideas and programs that helped place Xerox in the best position, in the Magic Quadrant.

Having reviewed PagePack, and the supporting program, I see this as a major advantage for Xerox partners who want to get into Managed Print Services.

What's With Xerox and Buffalo?

Back in December I wrote about the Buffalo Bills committing to Xerox and today, thanks to Art over at P4P another interesting tid bit:

Xerox gets to bid for the Buffalo School district all by themselves...how nice.

Lately I have been railing against responding to any government/education based RFP that requests a Managed Print Services component. I will not get into the reasons here, perhaps at a latter date.

But - according to an news cast out of Buffalo, seems one can be the lone bidder on 300 copiers, unless a competitor gets wind of the shenanigans.

Oce plays the spoiler, claiming they can "compete head to head with Xerox..." except Oce is an off-shore concern and does not manufacture a product line as deep as Xerox. And apparently, the district was so happy with Xerox service and cost savings the CEO felt no need to "go to bid".

Now, of course, the district is required to go through the wasteful bid process and another Xerox rep's sales funnel gets clogged again.

You gotta love this stuff.

E.P.A. Clears the Way for Regulation of Warming Gases - Bad News for Trees

The New York Times
By JOHN M. BRODER
Published: April 17, 2009

WASHINGTON — The Environmental Protection Agency on Friday formally declared carbon dioxide and five other heat-trapping gases to be pollutants that threaten public health and welfare, setting in motion a process that for the first time in the United States will regulate the gases blamed for global warming.


---- Because Trees breath Co2 -----


The E.P.A. said the science supporting its so-called endangerment finding was “compelling and overwhelming.” The ruling triggers a 60-day comment period before any proposed regulations governing emissions of greenhouse gases are published.

Lisa P. Jackson, the E.P.A. administrator, said: “This finding confirms that greenhouse gas pollution is a serious problem now and for future generations. Fortunately, it follows President Obama’s call for a low-carbon economy and strong leadership in Congress on clean energy and climate legislation.”

She said that combatting the emissions that create greenhouse gases would help create millions of new jobs and lessen the nation’s dependence on foreign oil by fostering a more fuel-efficient transportation industry.

As the E.P.A. begins the process of regulating these climate-altering substances under the Clean Air Act, Congress is engaged in writing wide-ranging energy and climate change legislation that could pre-empt any action taken by the agency. President Obama and Ms. Jackson have repeatedly said that they much prefer that Congress address global warming rather than have the E.P.A tackle it through administrative action.

The United States has come under fierce international criticism for trailing other industrialized nations in moving to regulate carbon dioxide and other global warming pollutants. With this move, and the parallel action by Congress toward a cap-and-trade system for greenhouse gases, the American government can now point to concrete progress as nations begin to write a new international climate change treaty.

However, the E.P.A.’s announcement on Friday did not include any specific targets for reducing greenhouse gases or new requirements for energy efficiency in vehicles, power plants or industry. Those would emerge after a period of comment and rule-making or in any legislation approved by Congress.

Two years ago this month, the Supreme Court, in Massachusetts v. E.P.A., ordered the agency to determine whether greenhouse gases harm the environment and public health and, if not, to explain why. Agency scientists were virtually unanimous in determining that they do, but top officials of the George W. Bush administration suppressed the finding and took no action.

In his first days in office, Mr. Obama promised to review the case and act quickly if the finding were justified. Friday’s announcement is the fruit of that review. The E.P.A. action was approved after two weeks of scrutiny by the White House Office of Management and Budget’s regulatory affairs arm.

According to the E.P.A. announcement, the proposed finding was based on rigorous scientific analysis of six gases — carbon dioxide, methane, nitrous oxide, hydrofluorocarbons, perfluorocarbons and sulfur hexafluoride — that have been widely studied by scientists around the world. Their studies showed that concentrations of these gases are at unprecedented levels as a result of human activity, the agency said, and these high levels are very likely responsible for the increase in average temperatures and other changes in the earth’s climate.

Among the ill effects of rising atmospheric concentrations of carbon dioxide and the other gases, the agency found, were increased drought, more heavy downpours and flooding, more frequent and intense heat waves and wildfires, a steeper rise in sea levels, more intense storms and harm to water resources, agriculture, wildlife and ecosystems.

Environmental advocates applauded a decision that they had sought for years.

“At long last, the E.P.A. has officially recognized that carbon pollution is harmful to our health and to the climate,” said David Doniger, director of the climate center at the Natural Resources Defense Council and one of the lawyers in the Supreme Court case. “The heat-trapping pollution from our cars and power plants leads to killer heat waves, stronger hurricanes, higher smog levels, and many other direct and indirect threats to human health.”

“With this step,” he added, “Administrator Lisa Jackson and the Obama administration have gone a long way to restore respect for both science and law. The era of defying science and the Supreme Court has ended.”

Auto companies, utilities and other emitters have long dreaded this day but reacted with caution because the regulatory process has just begun and they hope to address their concerns in the legislation now before the House Energy and Commerce Committee.

Roger Martella, general counsel at E.P.A. during the Bush administration, said the finding marks the official start of an era of controlling carbon emissions in the United States.

“The proposal, once finalized, will give E.P.A. far more responsibility than addressing climate change,” Mr. Martella said. “It effectively will assign E.P.A. broad authority over the use and control of energy, in turn authorizing it to regulate virtually every sector of the economy.”

The E.P.A. said that it was not immediately proposing any new rules and reiterated the administration’s stance that a legislative solution is far preferable.

“Today’s proposed finding does not include any proposed regulations,” the agency statement said. “Before taking any steps to reduce greenhouse gases under the Clean Air Act, E.P.A. would conduct an appropriate process and consider stakeholder input.

“Notwithstanding this required regulatory process, both President Obama and Administrator Jackson have repeatedly indicated their preference for comprehensive legislation to address this issue and create the framework for a clean energy economy.”
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DOTC - how long until they try to regulate the CO2 emissions of output devices?

Xerox, Office Depot Strike MFP Point-Of-Sale Deal

"Xerox has installed AutoPay, a solution from Equitrac, a Xerox Alliance Partner, on some of its MFPs. Office Depot customers can swipe credit cards, store purchasing cards and gift cards. The solution automatically estimates the cost of the job, verifies there are sufficient funds on the card, applies Office Depot Worklife Rewards loyalty points and prints a receipt when the job is complete"

By Michele Masterson, ChannelWeb

11:25 AM EDT Thu. Apr. 16, 2009

Taking care of business, Office Depot (NYSE:ODP) Thursday said its customers will now be able to print and pay for copies directly from certain Xerox (NYSE:XRX) MFPs in its 1,1000 U.S. stores.

Xerox has installed AutoPay, a solution from Equitrac, a Xerox Alliance Partner, on some of its MFPs. Office Depot customers can swipe credit cards, store purchasing cards and gift cards. The solution automatically estimates the cost of the job, verifies there are sufficient funds on the card, applies Office Depot Worklife Rewards loyalty points and prints a receipt when the job is complete.

AutoPay integrates Xerox Secure Access Unified ID system card readers with Equitrac software for secure payments from the device. The solution works on the Xerox WorkCentre 5655, and on its WorkCentre 7655 printers.

Xerox and Office Depot have a 20-year partnership, which includes staffing its retail stores with Xerox Certified Print Specialists.

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I hope Office Depot doesn't apply the same "margin enhancement program" here as it did for all the government and non-profits around the country.

LOL! I found this - I like Xerox, I like the Phaser, alot. But this is Funny

The best line of this little video is "...save...the Chewbaca's..."

Interview: Printing in the SMB market - Lexmark

In an interview with Kevin Goffi, Lexmark international vice-president and general manager of worldwide SMB and printing solutions, Matthew Sainsbury, at ARN, asks abut Lexmark and Managed Print Services.

Here are three questions, the complete interview is here.

Managed print services is an area generating a lot of interest. How is Lexmark involved with its partner in this space?

KG: We’re involved on a couple of levels, and it really depends on the maturity level of the partner. Some partners are more leading edge, and have already developed the capability to do managed print services. In that case, they’re not really looking at us for expertise – they are after a hardware and supply model that will fi t into the type of solutions they’re creating for end users. At a grander level, we will work with partners to help them understand the business – we have a managed print services offering that we do for very large enterprises and have been doing for a number of years. We believe we understand business well, and we will work with partners to educate them on it.

To what extent do you see managed print services penetrating into the SMB market over the next year?

KG: We see it as becoming significant, and it’s directly coupled with the economy. I see this as an opportunity for partners. If an SMB is looking to upgrade technology, in many cases they might put that decision off until they see how the economic situation pans out. I’m seeing great partners and customers moving more quickly when there’s a managed print services offering than a pure hardware acquisition.

Security in the SMB space around printing – is it much of an issue?

KG: It’s a similar discussion to environmental sustainability. The difference between an enterprise and an SMB is that typically an enterprise is going to have a strict security profi le that they implement through their IT department. SMBs, especially at the smaller end of town, may not have their own IT department or person looking after that. They will generally look to their IT reseller to help provide that. The desire is there, but the SMB’s ability to implement that is not going to be at the same level as an enterprise – and again that’s an area I see as an opportunity for our resellers\

Managed Print Services Selling in One Week, Three different Cycles, Three different Results

April 16, 2009

For your consideration, three, real-world situations:

1. Business Owner - 3 machines, 23 employees. After 3 week evaluation, MPS documents were signed and Level 1 MPS was engaged. Competitive landscape, typical copier Sales person pitching reducing costs with all-in-one functionality.

2. IT Director - 114+ single-function units, 15 copiers, 150 employees. One appointment/week in the past three weeks. Copier and MFP fleet separation achieved, MPS project moving forward; copiers to be dealt with upon lease termination, 12 months out. Executive Management wants the project to provide clear, verifiable, Green friendly results.

3. Purchasing Agent - 98, single-function machines, 14 copiers, 200 employees. After two meetings, multiple emails, and 2 direct phone calls; no forward movement. Competitive landscape, Xerox partner pitching MPS/PagePack.

Can you guess the details of each Selling Situation?

More Crime - Office Depot Alleged to have Over Charged us, the US citizen, by 100 Million

I first caught this story over at the AnswerCo | Office Products and Printer Supplies Cross Reference Guide about how a disgruntled employee is claiming Office Depot had been overcharging the Detroit Public School system for supplies.

Of course, I figured it was just another angry, laid-off, red apron wearing, part time clerk, working the system for some extra attention or cash - I was wrong, way wrong.

From the Detroit News:

"...David Sherwin, a former senior account manager with Office Depot, alleges that the company manipulated pricing on products that government agencies bought through the U.S. Communities Government Purchasing Alliance.

"Nationally, the overcharging amounts are somewhere in the range of $100 million annually to between 4,000 and 5,000 agencies around the country," Sherwin said..."

This accusation is not being leveled by some part-timer, he was a senior account manager, and according to reports, attempted time and time again to alert the authorities to O.D.'s activity. Finally, this whistle-blower, committed professional Hari Kari dispatching a terse communique to Office Depot CEO.

The story could end there in Detroit - but it doesn't.

Florida, North Carolina, Georgia, Nebraska, Missouri and California all have cases, investigations or are expecting refunds from Office Depot.

California received 2.5 million back.

At issue, is Office Depot charging more than what was agreed to, on a national basis.

Apparently, this was easily done when government agencies and non-prof's ordered supplies via the Office Deport web site.

An Office Depot spokesman said the Detroit Public Schools has been buying supplies through the program since 2003.

"We are not aware of any complaints from Detroit Public Schools regarding overcharging," Jason Shockley an Office Depot spokesman said, denying the allegations.

Fact is scarier than fiction.

$100,000,000.00


UPDATE:

Apparently, the accuser threatened the CEO via email, while drunk. He has since gone through re-hab. I hate quitters.

Great read, here.

2009:First Annual Managed Print Services Conference and Association - Oh What a Difference a Year Makes!

4/2009-

The conference is fast approaching. We have had many "Go To Meeting" meetings. The awards have just about been determined, trophy's await the engraver.

I wrote my first article about Ed and the gang, April 15, 2008, one year ago, today.

They were the only ones out there talking about MPS - other than myself and a close circle of colleagues.

In that article, I quoted Ed, "“...It is important to note that the decision making process is less collaborative than might be expected. The market is shifting to an IT-controlled, printer-based MFP-centric environment, and study results indicate that IT is winning the battle to make the MPS decision for the entire fleet, including printers, MFPs and copiers..." - spot on.

In the beginning, there was no Xerox sponsorship, no special announcement from Samsung, no MPM (see the cool video, here.) And the idea of an association was months away.

Back then, HP sold Managed Print, Edgeline was "on fire" and IKON was, well, still IKON.

Today, MPS is just entering the "Trough of Disillusionment" on it's way to the "slope of enlightenment" - for reference, Confidential Printing is at the back end, on the Plateau of Productivity. If you don't know what the heck I am talking about, hit me up on email, I will share.

So it seems, today, there are dozens of MPS experts, hundreds of MPS providers and a growing number of consultants, advisers, mentors, blah, blah, blah - I know the real deal.

If you haven't got your seat, go register - it is going to be stellar.

I can say I was there, almost in the beginning.

Check this link.

Purchasers: You Wanna Know How to Work With Them? Read Their Book!

4/2009

In the movie Paton, the good General has read Rommel's book, 'Infantry Attacks' and in doing so, is able to anticipate and defeat the German in a key battle.

As Rommel's tanks retreat, the classic quote goes something like, "...Rommel, you magnificent b*stard, I read your book!"

As far as I am concerned, the Purchaser is the absolute LAST person you want to see, if at all, in the selling cycle.

But, for those of you who insist, I recommend you read their book. Find out what it takes to become a CPM and what exactly Strategic Purchasing means.

In this spirit, I submit to you an article written by Nancy Hitchcock over at Purchasing.com, New MFPs help meet cost-reduction goals and Green concerns.

Ricoh, Toshiba, Konica Minolta, Xerox and Sharp get good coverage - all A4 exposure and the article will give you a flavor for what some Purchasers may find important when considering MFPs.

Take for instance this passage: "...As companies strive to improve efficiencies and cut costs in this economy, office products buyers are taking a closer look at capabilities of new multifunction products (MFPs) which combine printing, copying, scanning and faxing in one device..." - Could this statement be any more "dated" ? Hello, the 2001 called, they want their copier brochure back.

Also:

"..In response to buyer demand, manufacturers of MFPs are designing systems that maximize workflow efficiency by offering faster print/copy speeds and making the systems easier to operate. They are also enabling organizations to add high-quality color to their documents at an affordable price to reduce the time and expense of outsourcing print jobs. High-performance products are packaged in smaller, more affordable machines. More advanced features enable users to automate workflow by distributing scanned documents to e-mail, FTP sites, archived folders and document management applications, for instance..." - Visionary, truly stunning...

Enjoy here:







Click to email me.

Ricoh can monitor Copier Power using IBM software

TOKYO, Apr 13, 2009 -- Japan's Ricoh Co. said Thursday that it has developed a system that can be used to monitor copy machines' power consumption in real time, managing multiple copiers simultaneously via a network to help a company save energy and cut costs.

This system uses Tivoli system management software from IBM Corp. and is the first fruit of the agreement forged by two firms in December to cooperate in information technology systems. Ricoh and IBM agreed to work together in development of products and services and to share global sales networks.

With the new system, the IT manager can use Tivoli to monitor all copiers connected to the network and remotely adjust the usage parameters for each machine in order to help the company meet its cost-cutting goals.

Ricoh said it plans to commercialize the system sometime this fiscal year.
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DOTC - The IT guys are taking MPS.

Click to email me.

Xerox - Contracted Employee Stole Ink. Sold It on EBay

"Xerox Corporation, at its Wilsonville location initiated an investigation into the apparent theft of solid ink sticks.

The Xerox Corporate Security team cooperated with the Washington County Sheriff's Office in this investigation, which concluded today with the arrest of occasional contract worker Ayad Al-Musawi."- Xerox

In reports from news media in Oregon, Xerox has been the victim of an inside job.

Ayad Al-Masawi, 42, a contract employee of Xerox was arrested Thursday.

He had nearly 10,000 ink sticks at his home and was selling it on EBay, under the pseudonym, “dodo_6666".

He reportedly sold over $150,000.00 worth of ink over the past year or so.

News report here.