Who Has One Billion Pages a Month Under Managed Print Services Engagements?

Toshiba, that's who.

HUH?

A well kept secret would be an understatement. Especially with the latest rash of MPS announcements grabbing headlines all over.

It's true, Toshiba knows Managed Print Services. Effectively starting real, honest to goodness Managed Print Services some six years ago. Last week and this week, Toshiba is announcing to it's dealer channel the latest iteration, Encompass 3.0.

But wait, there's more.

During the 2009 Regional summit, Mark Mathews, President and Chief Operating Officer of Toshiba America Business Solutions, Inc. (TABS), announced that Toshiba and HP have entered into a "Strategic Agreement". According to Mathews,

“...This will include: Special Programs, Dedicated support, Aggressive pricing, and a Full IPG product catalog of hardware and consumables...”

I am told that this Strategic Agreement will allow Toshiba to "fill the A4 holes".

Who needs Canon?

Encompass 3.0 -

I spoke with Jon Hafey, Director Program Management and Service Delivery for Toshiba Managed Print Services last week detailing out Toshiba's Encompass 3.0 program.

It's a simple story really.

Toshiba has been providing MPS programs to it's larger, enterprise, global clients. Over the years, a great deal of infrastructure has been created to support these clients.

All the processes, policies, procedures, logistics, software, support, billing, etc. have been created and improved over the years into a finely tuned machine.

Today, this machine is available to Toshiba dealers as a "Touchless" system. Which simply means, a closed, MPS ecosystem where a Toshiba dealers can "plug" into an existing MPS practice; analysis, design, pricing, implementation, monitoring, to billing.

Encompass 3.0 and the Assessment- Uber-Green

In addition to the standard, volume and click gathering, Encompass has a feature that allows the fleets carbon footprint to be monitored. And get this, it will take in to consideration the geographic location of the printer/MFP to correctly calculate Kw/hr charges.

IBM/Toshiba - The Global Service Portal

This is a dealer/customer portal allowing complete control and management of costs and fleet monitoring, 24/7/365.

Page Smart Express

This is a Fully automated either OEM or non-OEM toner replenishment program which is scalable for any size dealer or MPS engagement.

By the way - a few months ago I toured a VERY large, third-party toner manufacturing plant out here in Van Nuys. I was impressed, this was not a couple of toner filling machines in some schmoes garage.

This was a 14,000 square foot, humming, manufacturing plant. Dozens of lines and nearly as many quality control stations along those lines. Ultrasonic Lasers, their own R&D, specialized packaging, and patented, customized equipment pumping out 1,000's of cartridges a week.

MSE has the ability to custom package any of their product.
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The Toshiba managed print services program looks to be as good as any in the "infrastructure" area - and like most of the recent announcements, this program can be utilized at different levels, depending on the dealer's level of MPS commitment.

The tools are there, the philosophy is sound - it is all up to the dealers, now.

There is also Monozukuri.

GreatAmerica Leasing Improving on a Good Thing - Managed Print Services

2009

GreatAmerica Leasing, enhanced its position as a provider of customized Managed Print Services leasing options by announcing a strategic partnership with Steven Power, (Sales & Marketing Solutions International) a proven sales training organization. - that's right a LEASING COMPANY - is going to help its clients, dealers, and VARs, sell MPS. One of the many "MPS" friends of Death of The Copier, Greg Vandewalker, Sr. Vice President of Strategic Relationships at GreatAmerica Leasing, said, Mr. Power

“can help fill a void we see in the marketplace with our dealers. Seminars and software are not enough to create and implement an effective MPS program. Dealers need an ongoing and thorough strategy to be successful and that is what we will deliver.”

GreatAmerica will license training content and implementation tools developed by S&MSI President, Steven Power and will also train GreatAmerica representatives to assist their customers in implementing a Managed Print Services initiative. I have attended two of Power's seminars. One back "in the day", 2003-ish in NYC. 

This session was built around Solution Selling and copiers(Document Management). And more recently, last year, here in Huntington Beach - the day-long seminar revolving around selling Managed Print Services. Indeed, as I look to my right, The New Strategic Selling is flanked by Power Selling and The $50 Dollar Ice Cream Cone. 

So I must agree with Power's ideas. 

 But a leasing company providing an avenue to Managed Print Services training? A leasing company training its employees on MPS? 

 Inconceivable! Or genius? 

 I think it's stellar. Full release.

Canon Establishes Comprehensive Document Management and Consultancy Business - In INDIA

“Canon has formed a new business group of MPS-Managed print services, where key account managers are being developed as consultants capable of undertaking large scale projects involving print health check ups, designing optimal fleet, deploying & helping clients monitor & manage entire process of printing more effectively”

- Alok Bharadwaj, Senior Vice President- Canon India

Canon India has built 3 Business Solutions Lounges in Mumbai, Gurgaon & Bangalore where various simulated solutions can demonstrate applications to business users.

Oki, Toshiba, Xerox, HP, Konica/Minolta, Samsung, Ricoh, Kyocera, have all announced their Managed Print Services programs - many have been asking,

"Where is Canon?"

Have they been meranding around in stunned silence, a year long fugue state, triggered when IKON was gobbled up by Ricoh?

Apparently not.

While the MPS bus has gotten more populated here in the states, Canon has been toiling away, initiating it's MPS World Domination plan in India - not Indiana.

Press Release Follows:

New Delhi, Delhi, India, Tuesday, August 04, 2009 -- (Business Wire India)

-- Strong proposition on enterprise cost savings up to 30% and end to end single window approach

-- Aims at handling 500 million documents under Managed Print Services in 2010

-- Canon BIS Direct Sales Division renamed as Enterprise Solutions Division

Canon India Pvt. Limited, India's No 1. Complete Digital Imaging Company today announced its venture into the managed document services space.

The CIOs of Indian Enterprises have recognized the need to reduce costs and optimize resources, so that they can build higher competitiveness for their organization. They are also realizing the need for domain experts to manage processes and activities more effectively.

Thus outsourcing has gained importance in document management. The service which Gartner calls” The last great area of uncontrolled & invisible cost is Print.

The way to do is through deployment of Managed Print Services. This essentially consists of three simple stages that work in continuous cycle.

These are:-

1. Assessment
2. Optimization
3. Monitoring and Management

Canon, brings to the CIOs, a holistic approach for providing expert consultancy and solutions on all the three areas.

Canon is a dynamic company which always has aligned its strategies towards the need of its customers. The enterprise segment is one of the crucial engagement areas for Canon and we realized that in the slowdown phase, each enterprise would look at saving costs by shifting from Capex to Opex models and bringing in operational excellence.

One of the major areas to look at it is the print infrastructure. This is the area where Canon is the technology leader and continues to innovate and deliver what it promises to its customers, said Mr. Kensaku Konishi, President & CEO- Canon India.

In phase-I, Canon India would be partnering with its customers to optimize their print management. In the second phase which may be a year later Canon India would take lead in adding input site which covers digitization of hard copies, archival, indexing, retrieval and workflow to provide end to end document imaging solutions. These would ensure minimal paper usage and flow within the organization to bring higher efficiency in speed.

Speaking on the Occasion, Mr. Alok Bharadwaj, Senior Vice President- Canon India, “With our core technology strength in digital imaging, we are present across complete business product categories of printers, copiers, faxes, MFDs, high speed scanners, Cheque scanners, large format printers & digital presses. We have also introduced various software solutions which are device neutral. Our 10 years of experience in deploying 250 direct sales & service teams has prepared us to move to next higher orbit of offering comprehensive document management & consultancy”.

“Canon has formed a new business group of MPS-Managed print services, where key account managers are being developed as consultants capable of undertaking large scale projects involving print health check ups, designing optimal fleet, deploying & helping clinets monitor & manage entire process of printing more effectively”, Mr. Bharadwaj added.

Before this announcement, Canon carried out Round table meetings with 21 CIOs of large enterprises from various verticals to understand their immediate and long term pain areas. This helped in aligning the offerings & internal organization.

During last six months, Canon has signed up with 3 enterprises with multicity & multi location operations deploying hardware & software solutions. Canon also plans to leverage its global software development centre based in India apart from tie ups with leading solution providers in developing customized document solutions.

Towards this

The entire success of such a deployment is pivoted around convenience and change management for that end user who would in the end use these multifunctional devices on daily basis. Canon understands this as a critical aspect towards such a deployment and has well established processes in place to help enterprises overcome these hurdles.

In the second phase, the strategy is to help enterprises look beyond printing devices and navigate the surplus flow of information in a cost effective manner.

About Canon Inc

With total revenue of about US $ 45 billion in 2008, Canon Inc. is a global leader in photographic and digital imaging solutions. Its global network now employs some more than 165000 people. Five Technology ‘imaging’ engines of Optical, Electro photography, Bubble Jet, Semiconductor and Display drive Canon’s cutting-edge technology products. Canon is the world leader in office automation and digital imaging technologies. The company is dedicated to the advancement in technology and innovation and commits 8% of its total revenue each year to R&D. Canon is ranked 36th on the Best Global Brands for the second consecutive year in Business Week's 100 Best Global Brands 2008 and 189th on the Fortune Global 500 in year 2008. Canon has consistently remained as one of the top 3 companies to have earned the most number of patents over the last decade. Guided by its kyosei philosophy, which focuses on "living and working together for the common good”, Canon delivers high performance and user-friendly products and solutions to improve efficiency both in the office and home environment. More information is available on www.canon.com.

Canon’s product portfolio extends over a vast variety of photocopiers, multi-functional peripherals, fax-machines, printers, scanners, All-in-ones, digital cameras, camcorders and multi media projectors, cable id printers, semi conductors and card printers.

Canon in India

Canon India Pvt. Ltd. is a 100% subsidiary of Canon Singapore Pvt. Ltd., a world leader in imaging technologies. Set up in 1997, Canon India markets over 140 comprehensive range of sophisticated contemporary digital imaging. The company today has offices in 7 cities, warehouses in 11 cities across India and employs over 700 people. Canon products are available in over 300 towns in India. Overall Canon’s presence is expected to increase to 4000 outlets by December 2009.

Canon India closed 2008 with revenue of Rs. 665 crores, which marked 31% growth over 2007. Overall, Canon expects to touch revenue of more than 800 crores in 2009.

Oki Data CEO To Exit Company - After 12 Years - Sights "204 mile" Commute as a Factor

"I actually began this discussion with senior management in late September 2008 and we finalized a transition plan this past March," Krentzman said. "While I will miss the people here at Oki Data Americas, my 204-mile daily commute to the office is something I will not miss."

In a letter sent to Oki employees, Krentzman said, "We have remained true to our selling strategy, utilizing solution providers as our basis for growing our business..."
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DOTC - Not sure how this development will influence the Oki Managed Print Services program. Most likely this will have no effect at all.

The article here.

First Magic Paper, Now Magic Fabric - One more nail(futuristic) in the Coffin of the Copier

One step closer to the Death of the Copier - "Magic Fabric"

The Propeller-Heads at M.I.T. are perfecting an "optical fabric" that can be used to "gather and image".

These professors have created a polymer fiber that can detect the angle, intensity, phase, and wavelength of light hitting it, information that can be used to re-create a picture of an object without a lens.

Without A Lens.

Digital or analogue. A4 or A3. Copier, Fax, MFP, MFD, Mopier, plotter, scanner, Edgeline or ColorCube - they ALL HAVE A LENS.

When we remove the lens, we kill the copy part of a copier - or do we?

Original article, MIT, here.

Greenpeace Trespasses, Paints and Decries HP's Environmental Stewardship

I almost joined Greenpeace as a freshman in my college days.

Back when Springsteen was on the "No Nukes" tour and Greenpeace was out saving the whales.

Yet, by senior year, I was wearing and selling "Nuke The Whales" T-shirts.

Proceeds going to the floor "beverage fund".

I'd like to think I've grown up. It's clear, Greenpeace hasn't.

In a remarkable display if ingenuity - an act of "Mission Impossible" proportions - Greenpeace operatives breached security, scaled the walls to HP's roof and vandalized the technology producers property.

Judging from the large, all capitalized, block font and the lack of South LA-like hieroglyphics, the roof graffiti was most likely produced by young, suburbanite, some-what educated hooligans with excellent penmanship and way too much time on their hands.

We assume the colorant used is water soluble and non-toxic.

All this over PVC and BFR's; elements that HP will remove by 2011 instead of 2009.

A statement from G-Peace -

"Earlier this year, HP postponed its 2007 commitment to phase out dangerous substances such as brominated flame retardants (BFRs) and polyvinyl chloride (PVC) plastic from its computer products (excluding their server and printer lines, (GoIPG!)) from 2009 to 2011,"

Not only did G-Peace scratch out their display for the benefit of everyone above the altitude of 400 feet or so, in a cunning application of high-technology, they also dispatched automated phone calls to HP from non-other than Captain James Tiberius Kirk!

Bill is urging HP to phase out toxic chemicals in its products.

DeathOfTheCopier's DOUBLE-DOG-DARE to G-Peace:

There is a place I hear of, seven to eight thousand miles West of Palo Alto. A land of great growth and pollution and many, many corporate HQ's with roofs - Communist Red China.

The double-dog-dare is simple: go there and tag any one of their roofs - hell, tag a wall or corporate driveway.

And then, if you can, come back home and tell us all your great tale. Like Beowulf and the Grendle.

Most likely, you will be sharing space with Tank Man and his family in a dark, musty cell.

Locked up and forgotten.

Interesting footnote. HP has been "Green" since before it was "hip"(1957), before the word "Green" applied to anything anti-human and well before G-Peace even existed,1971.




LAT

HP Defends

Canon Quarterly Profit Plunges 86% - YIKES!

By THE ASSOCIATED PRESS
Published: July 28, 2009

Filed at 3:10 a.m. ET

TOKYO (AP) -- Canon Inc. (NYSE:CAJ) said second quarter profit sank 86 percent as the global economic malaise weighed on sales of its copy machines, printers and digital cameras while a stronger yen took a bite out of overseas earnings.

The electronics manufacturer said Tuesday its net profit was 15.6 billion yen ($164 million) for the April-June quarter, down from 107.8 billion yen a year earlier. Revenues declined 28 percent to 793.8 billion yen, from 1.11 trillion yen last year.

For the current fiscal year through December, the company cut its revenue target to 3.20 trillion yen from 3.33 trillion yen. It held its profit target steady at 110 billion yen, which would mark a 64 percent yearly decline.

Canon, which brings in three-quarters of revenues from overseas, was hurt by the stronger yen compared to a year earlier. The company said the rise in the Japanese currency has taken about 151 billion yen from its revenue over the first six months of the year, compared to last year.

A stronger yen means sales abroad are worth less when repatriated to Japan.

A lone bright spot for the company was its SLR, or single-lens reflex, cameras, where demand was steady. But its overall camera business suffered as selling prices of cheaper digital models continued to fall rapidly.

Unlike many Japanese companies, Canon's fiscal year matches the calendar year. The company reports earnings under U.S. accounting rules.

Destroy Your Printer Contest - HumanKind Strikes Back

For decades they watched us.

Observing our habits. Infiltrating every aspect of our lives - soon, they determined our happiness and added to life's frustration.

Ignored by IT Professionals, enshrined by 9 to 5 receptionists and personal assistants all over the globe, their presence grew, barely noticed.

Until one day, humankind woke surrounded by millions of life sucking monsters.

Hellions of our own creation - Gremlins/Frankenstein/Desepticons inhabit our corner offices, corporate cube farms, our bedrooms, kitchens and dens.

Thousands of their brethren hibernating in basements, garages, attics, and on the shelves of hundreds of IT rooms.

Waiting.

There are some brave souls refusing to give in to the machines. Armed with little more than axes, log splitters, front loaders, gravity and ...high-explosives, they fight.

Florists, ceramic makers, cottage builders and yes, brew masters - from the grass roots of humanity they carry the banner against tyranny and oppression; mysticism and paper jams.

Recovered from a bunker -"a buried bus out back" - is the video story of one team of hero's - submitted for your review.



More stories of heroism, here.

Age Old American Tradition: Movies About Selling

You know them all by heart:

Glengarry Glen Ross - "...hold this watch..."

Boiler Room - "...done and done..."

Cadillac Man - "...I love the sale..."

Tommy Boy - "...fat guy in a little coat..."

Wall Street - "...greed is good, greed works..."

And of course, on the small screen, The Office - "...that's what she said..."

Yes I like both corny and intense selling based movies - so do you.

I think there is on the horizon, another selling movie classic.

Hell, the title sold me even before I checked out the clips - "...Live Hard, Sell Hard..."

You gotta love a trailer with "Fox on The Run" in the background.


I don't smoke, but I swear, someday a study is going to come out saying tobacco is good for you as long as your don't inhale through a filter - "...Smoke one for America..."

This is the Rated PG trailer, there is more realistic, R rated trailer on the movie's site or here. You gotta love his business card.

Fun with InkJets - No duplexing. Wasted paper, Ink, Electricity and Hopefully a Few Students

Enjoy -

HP - invent from Tom and Matt on Vimeo.

"Building Cars Nobody Wants To Buy..." Ford Posts $2.3B 2Q Profit - Beats Estimates

"The One" has killed 2 of the 3, but FoMoCo is still standing.

And what's this? Profiting?

No Way.

This must not stand!

Not long after Ford tells the government to Pound Sand the boys in the Glass House pull one out for the Dirty D - what next?

Lions in the Superbowl?


The auto maker reported a net income of $2.3 billion or 69 cents a share, compared with a loss of $8.67 billion, or $3.89 a share for the same period a year earlier.

The company refused U.S. federal aid and filing for bankruptcy, which may have created consumer goodwill but has allowed Chrysler Group LLC to merge with Fiat SpA (FIATY) and General Motors Co. to dump about $40 billion in debt.

Precarious is Ford's financial position and for them to be the come back kid, to succeed IN SPITE OF THE OBAMA PLAN, they will need to scratch and scrap for every penny - especially with Canada and the Unions supporting one of their primary competitors, GM.

Sales and Selling...Earth and Water..that's what it's all about..

Full article here.

Why Your Customer Should Re-Write Your Lease Agreement: It's About Them, Not You.

One More Dead Cow, in the Summer of No Sacred Cows - with another List of 22 at the end of the article.

Read on...
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For two decades, I have been helping prospects and clients understand, digest and work around lease agreements.

Cutting my teeth back in the 80's on technology leasing with IBM and Compaq.

I got the gist when working for CINTAS , reviewing uniform service contracts with my prospects.

At CINTAS, I was witness to the most one sided, legal extortion schemes. My competitors, usually, small time, local "linen" service company contracts were stunning.

Evergreen clauses that would never end. Price increases that where arbitrary and whimsical.

And closing statements that go like, "... just sign, don't question, or you will be sleeping with the fishes - ifyouknowwhatImean, andIthinkthatyoudo..."

The companies I sold for implemented decent agreements. So it was always one of my selling approaches to review competitors agreements and compare to mine - line by line, before signing.

That's how it all started.

Fast forward to present day, and it's like Deja Vu all over again. Just last week, I sat down with a prospect to review their existing lease.

We had a very nice discussion, we used lots of nice words talking around the subject when I straight out told him,

"...dude, you're screwed for the next 28 months. How the hell did you let this happen and what are you going to do to insure it doesn't happen again?"

The same old argument, same result.

"It's Standard For The Industry"

Dozens of times, the poor fellow across the desk from me says, "the copier rep said it was standard leasing procedure...standard for the industry...we all do it..."

Wow, that must have made you feel "special" - as in short-bus special. Did you say, "thank you sir, may I have another?"

Speaking of standard, I pull out lease agreement after lease agreement, guiding my prospect through the labyrinth of "guarantees", automatic renewals, termination and lease end responsibilities, shipping, property tax, processing fees, lease payment dates; on and on and on.

The subject changes to Capital Expenses vs. Operational, 60 Month vs. 36 Month, FMV vs Dollar out and combined lease/service agreements.

Pretty standard stuff.

And then we open up to the philosophical -

"...What, precisely is an equipment lease, anyway?" I ask.

Glazed eyes, a moment of awkward silence and then, "well, to me, it is a way for me to use equipment and not pay for the whole thing all at once..." he responds. Of course, I nearly fall out of my chair - I think he may just get this, there is hope.

Specifically, a lease agreement is a means by which a company (or person) gets to utilize leased items, paying an agreed, recurring amount over a predetermined, agreed period of time.

The benefits can be many, but the primary reason is to use equipment without a huge cash outlay.

The cost of this luxury - a "fee" similar to interest. This "fee" as I call it, is incorporated into each payment. For a lessee, that's lease jargon for "customer", to determine this amount, simply multiply the number of payments by the monthly amount and compare this figure to today's purchase price.

The difference is what you are paying for the ability to utilize equipment, over time.

There are a great many details involved with leasing and lease agreements - I won't go into all of them now - for some clients, just knowing the above can mind-shattering.

So once we agree that the basic function of a lease is for people to use equipment over time without purchasing the gear I ask,

"...should a lease be used as a customer retention device? Or should the quality of the relationship determine the future?"

- again, blank stare and crickets. Just when I think his head is going to explode like in Scanners,

"No Greg, it shouldn't. A lease is not a customer retention technique"

I think he's got it!

Anything more then payment amount and length of term(other than the "if you don't pay us, we will come get you, clause) is marketicture.

Our conversation dwindles to the mundane. I promise to keep in touch with him, he promises to negotiate "very vigorously" over his bloated service agreement and we part ways.

He on his 28 month journey of pain - which will be punctuated by him finding out there is a HUGE amount due at the end of the lease in the form of shipping charges - charges that can magically disappear when he re-ups for another 60 months.

Me, I get to go find someone else to help.
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For those about to get into a lease - take heed, there are many things you can do to maximize your position as a lessee.

Of course I have a list.

A list of 22 steps/insights you can review and ignore before jumping into your next 62 month sentence.

Here are three:

1. Prior to your very first meeting with a prospective copier vendor, request he bring a copy of his lease agreement and service agreement to LEAVE BEHIND for your review.

This will set the tone for the rest of your relationship.

If you get ANY resistance at all, if he doesn't bring the document or let you keep it or uses phrases like, "...it's our corporate/legal policy not to release this information until executing a lease..." or "...I can let you read it, but I need to take it back with me..." or the best ever "...it's standard in our industry..." tell him you don't want to do business with him.

2. Have him explain the benefits of leasing vs purchase.

This will be revealing even though you already know why you want to lease. Most copier newbies don't really know why, they have just read the GE Capital or IKON Financial "Why Leasing is Good" memo.

3. Then ask if he recommends a 48 or 60 month lease and why.

He should come back by saying he never recommends anything over 36 months.

Want the complete, DeathOfTheCopier list?

Hit me up with an email, use that Contact Me button thingie on the left - and I will send the list to you directly.

Want to Learn More?

Managed Print Services Appointment - Another Ticked Off Konica/Minolta Client:Leasing and "Integrity"

de lage landen: Copier Lease Gone Bad - in a city called "Homer"

Leasing Your MFP Fleet -

Bad Experiences with Leasing - Toshiba, IKON, Canon, Saxon