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Monday, November 30, 2009

The Word From Hurd: IPG Growth Includes Wal and K*Mart

One word kid, one word..."Kiosk...Kiosk...Kiosk..."

Ok, that's three words.

I have seen the future of Edgeline and it is at K*Mart.

HP's notorious inventory challenges are reportedly behind them, and 2010 looks to be a year of "recovery...and attack..."

IPG is leaner, meaner and looks "...to drive further share in installed base gains with double digit printer unit growth in Q1..."

Hurd's remark about IPG expansion around "100's of photo kiosks..." piqued my interest.

Somebody, somewhere, somehow, is manufacturing EDGELINE engines. The Final Destination just isn't a department in your corporate accounts, it's underneath a blinking, blue light, in isle 13.

Hurd-

"...IPG is poised for recovery and is getting on the attack. As we enter fiscal year 2010, the headwinds in channel inventory are behind us. We expect supplies growth to improve with economic trends, and employment levels and project a flattish result in Q1.

Demand is also improving for our printers.

We gained share sequentially and we expect to drive further share in installed base gains with double digit printer unit growth in Q1. Due to improvements in our cost structure we can do this while remaining within the 15 to 17% operating margin that we laid out at our analyst meeting in September.

IPG is also gaining significant traction with its growth initiatives. We deployed hundreds of photo kiosks this quarter at Wal-Mart and look forward to further expansion in 2010.

Recent studies released by market analysts highlight HPs leadership in managed print services with more signings than any of our competitors. We're encouraged by our Managed Print Services funnel, which is at record levels, these deals are generally for multiple years and have a high attach rate of supplies.

In commercial print the analog to digital page shift is occurring and we are leveraging our technology to accelerate the transition. Partnerships with industry leaders like Pitney Bowes, RR Donnelly, and web press purchases from communication leaders, Omnicom demonstrate the power of our portfolio and capabilities. We expect you will hear more partnerships from us shortly.With our significant market leadership and broad patent portfolio, we are well positioned to capture this significant page opportunity..."

For a good re-cap, check out Jim's blog, here.






Your Managed Print Services Association International Board Member Election: It's Your Association - Globalized


As part of the MPSA, it is my duty to promote the MPSA and it's events.

I have never considered this a "duty" - and it is was great pride, I cut and paste this announcement from the site.

In less than eight months, the MPSA has now expanded international, with seven candidates vying for two international board member openings.

A listing of complete bio's here.

Hakam Abu-Risheh: Gulf Commercial Group

Mr. Hakam Abu Risheh has been at the helm of GCG since 2003 and has played a pivotal role in establishing the position of market leader that GCG enjoys today. He was previously with El Ajou group in Saudi Arabia as General Manager for its Canon operations, and also had additional responsibilities for the Unisys and Pitney Bowes product lines. He holds a Bachelor Degree in Electronics from the University of Manchester in the UK.

Ravi Balaguragi: Mustafa Sultan Office Technology Co LLC

Johan Kosters: DOCplus

Mr. J. Kosters has been an industry expert and ‘docaholic’ for more than 20 years. Since 2002 he is an independent consultant in the imaging, print and mail industry. Before this he has held several positions within OcĂ©'s research, sales, training and business services. In 2004 he founded DOCplus Consultancy, supporting clients with improving their document infrastructure and processes. DOCplus Consultancy has built an independent leadership position for document output management strategy development, purchasing support and ongoing end-user service level management of MDS/MPS engagements.

Graham Mann: The Danwood Group

In standing for election to the MPSA board I have put together the following profile with highlights of my industry background, significant accomplishments and what I can offer the MPSA and its members.

My name is Graham V Mann. I was born in London in 1959 and currently hold the position of corporate accounts director working for Europe’s largest independent print management services company – The Danwood Group. http://www.danwood.co.uk/. My background is mostly sales, however I am trained in marketing with Institute of Marketing Qualifications. More recently I have learned an appreciation for project management skills and understand the value this brings to a successful MPS offering. Outside of work I enjoy spending time with my family and am actively involved with local community cricket and football clubs.

Robert Newry: NewField IT

This is an exciting time to be in the industry as we transform from a box led proposition to a service led one. There are many choices and challenges to address and the Managed Print Services Association (MPSA) provides a much needed independent source of advice, discussion and standardization. My experience at NewField IT where we have been involved in 100+ MPS type projects in 31 countries is why I feel I can bring a knowledgeable and independent view to this diverse and fast evolving area.

Uwe-Jens Nonnsen: Self employed Consultant

My experience in this industry goes back to the 70’s. As Managing Director of the German subsidiary of Nashua Corporation, Nashua, N.H. I established mid of the 80`s the foundation for an ever growing and prospering organization. I stayed Managing Director throughout the acquisitions and mergers performed by Gestetner in 1990 and followed by Ricoh in 1995. In 1991-1993 I also was as MD in charge for Gestetner Denmark and Sweden. 1995 was the start of NRG Group Plc. (Nashuatec/Rex Rotary/Gestetner) – a 100 % owned subsidiary of Ricoh Tokyo. All subsidiaries of NRG operated parallel and competed with Ricoh’s own subsidiaries.

Peter Strohkorb: PS Consulting

Peter is a hands-on Consulting, Sales & Marketing professional with over 20 years senior management experience in B2B Solutions. He enjoys coming into organizations to either start new lines of business, or to take existing businesses to the next level.

Peter is a specialist in Managed Print Services. He recently joined CSC Australia to build the Enterprise Print Solutions business. Previously, he spent seven years at Canon where he started and built the Solutions and Managed Document Services business from zero.

---------------------
Become a member, vote here.








Friday, November 27, 2009

Obama Taps Ursula: Go Science!

President Barack Obama today named Ursula Burns , chief executive officer of Xerox Corporation (NYSE: XRX), to help lead a national program aimed at honing students’ skills in science, technology, engineering and math (STEM).

The education initiative is expected to help the country sharpen its competitive edge in innovation and regain dominance in the technological revolution sweeping the globe.

The project will be led by Burns; Craig Barrett, former chief executive officer and chairman of Intel Corporation; Glenn Britt, chief executive officer of Time Warner Cable and Sally Ride, former astronaut and president and chief operating officer of Sally Ride Science, in conjunction with the Carnegie Corporation of New York, and the Bill and Melinda Gates Foundation.

"Companies like Xerox succeed through innovation, collaboration and the fresh ideas of our people. If we inspire young people today, we secure our ability to innovate tomorrow. Innovation is central to our nation’s overall growth, to our quality of life and to our success in the global marketplace" said Burns, whose own personal journey from the classroom to the C-suite reflects the benefits and opportunities of a STEM education. Burns is a mechanical engineer who joined Xerox as student intern nearly 30 years ago and progressed through the company in a variety of engineering, product development and management roles. She was named president of Xerox in 2007 and became chief executive officer of the company on July 1.

An important first national step to improve math and science achievement, the initiative plans to broaden job opportunities and quality of life for more Americans. The team is expected to work at a rapid pace similar to the space race 50 years ago and focus on mobilizing the resources needed to raise the level of math and science learning for all students. The program will explore how new technologies, social networks and other resources can be used to connect teachers with professionals and companies and improve student performance in science, technology, engineering and math education.

Burns serves on the board and works with a number of institutions and organizations that are advancing STEM initiatives. Among them are the National Academy Foundation, MIT, and the University of Rochester. Burns is also a member of the advisory board for FIRST - (For Inspiration and Recognition of Science and Technology), an organization that, through robotic competitions, fosters student interest in innovation and engineering. Xerox was a founding member of FIRST and continues to support the organization today.

In addition to FIRST, Xerox traces a 50-year commitment to the power of education, investing in a number of programs. The Xerox Science Consultant Program is one of the longest running industry-education partnerships in the country. For the past 40 years, Xerox scientists and engineers have worked in the class room to make science fun for hundreds of thousands of elementary students.

Xerox has also invested several hundred million dollars in educational grants to fund programs and scholarships at universities and science centers throughout North America. Thousands of students have received educational assistance through Xerox’s Technical Minority Scholarship Program.








Tuesday, November 24, 2009

Happy Thanksgiving: Here's The Waiver Your Guests Should Sign.


Happy Turkey Day.

Be thankful.

And have your guests sign off on this document, before they enter your abode.




Click to email me.

The Game Continues - Big Copier Players Battle for 3 Point Business: Sign on To Be Premier Purchasing Partners' Whipping Boy


You're perched in a crowded lobby waiting for the appointment you landed two weeks ago.

Next to you is your Sales Manager, on your lap, your Pitch Book.

Across the lobby, a large, disheveled man is torturing the circa 1950's plastic chair; a desperate example of the ultimate carpet sales person.

Next to him, a hot little number with what appears to be floor covering samples by her side.(resilient)

A thought flashes through your mind as the receptionist calls your name, "thank goodness I sell output solutions and not floor wax..."

The dirty secret?

You are all waiting to pitch the same person.

Good Luck with that.

Announcements, from the "wire":

CHARLOTTE, N.C. - (Business Wire) Premier Purchasing Partners, LP, today announced new agreements for flooring carpet and resilient.

New agreements for carpet have been awarded to J+J/Invision of Dalton, Ga.; Mannington Commercial of Calhoun, Ga.; Masland Commercial Inc. of Mobile, Ala.; Mohawk Industries of Marietta, Ga.; Shaw Industries Inc. of Dalton, Ga.; and Tandus US Inc. of Dalton, Ga.

New agreements for resilient have been awarded to Amtico International of Atlanta; Armstrong World Industries Inc. of Lancaster, Pa.; Mannington Commercial of Calhoun, Ga.; Mohawk Industries of Marietta, Ga.; and Shaw Industries Inc. of Dalton, Ga.

Premier Purchasing Partners has signed supply contracts with Konica Minolta Business Solutions U.S.A. Inc. and Ricoh Americas Corp., both of New Jersey, and Connecticut-based Xerox Corp.

Under the agreements, the companies will supply printers, copiers and facsimile machines to members of the Premier health-care alliance.

Premier Purchasing Partners is a unit of Premier Inc., the largest health-care purchasing alliance in the United States. The parent company recently announced it would make Charlotte its corporate home, moving its headquarters from San Diego and adding 300 jobs here over the next five years.

Premier currently employs 750 in Charlotte.

The company represents 2,200 nonprofit hospitals, including Carolinas HealthCare System, Gaston Memorial Hospital and Stanly Regional Medical Cente.

Go Copiers!
----------------------

You and I both know that somewhere in the bowels of Konica Minolta, Ricoh or Xerox, some poor schmoe is "high five'n" another schmoe, congratulating each other on "landing the Premier deal" - you just know it.


Pity the newbie-rep who gets to respond to the RFP.







Monday, November 23, 2009

HP Profits UP 14%, IPG Revenues Decline 15% but Profit Remains Steady

Fresh after last weeks stunning numbers, Canon Down 54%, Ricoh Down 69%, Xerox Down 50% - Profits? We Don't Need No Stinkin Profits..., HP and IPG, make the scene in a relatively rosey manner.

If by "rosey", you mean a 15% decline in revenue...


From the transcript, Catherine A. Lesjak - HP Executive Vice President and Chief Financial Officer:

"...Turning to imaging and printing, IPG continues to deliver over $4 billion in operating profit annually with Q4 operating profit totalling $1.2 billion or 18.1% of revenue. In Q4, revenue improved 14% sequentially to $6.5 billion as printer demand begins to pick up. We are reinvigorating the core business by driving adoption in high page output areas such as wireless printing, office jet pro, and multi-function printers.

In addition, we are driving growth in long-term, high value annuity businesses such as managed print services and retail publishing. We have been expanding our retail publishing pilot with Walmart. We have begun to deploy our self-service photo kiosks at Walmart and this win, coupled with other major retail publishing wins such as Kesko, Duane Reid and K-Mart Australia represents a significant proof point in IPG's scaling of its contractual businesses.

Operationally, IPG is in much shape as it enters 2010.

It has made significant progress in its cost structure, inventory management, and overall operational rigor. These improvements give us capacity to invest in unit placements while maintaining industry leading profitability. Going forward into Q1, we expect to have double-digit unit growth while at the same time delivering operating profit in the range of 15% to 17% as we outlined at our analyst meeting in September..."
-------

Imaging and Printing Group (IPG) revenue declined 15% to $6.5 billion.

Supplies revenue was down 8% while Commercial hardware revenue and Consumer hardware revenue declined 32% and 17%, respectively.

Printer unit shipments decreased 20%, with Commercial printer hardware units down 38%and Consumer printer hardware units down 14%.

Operating profit was $1.2 billion, or 18.1% of revenue, versus $1.2 billion, or 15.3%of revenue, in the prior-year period.

So, it looks like even with a 32% decrease in revenu(Commercial hardware), Operating profit remained steady at $1.2b compared to $1.2b last year.

Further investigation reveals that HP experienced a 8% increase in services revenue and HP Financial increased 5%.


Good review here.






Friday, November 20, 2009

DeathOfTheCopier Name the Fishies, First winner: Gazpacho


Ok, now honestly, we really do have too much time on our hands, don't we?

"Gazpacho" - a red, Spanish soup. Perfect!

The fishies are red, the name fits.

Nathan Dube thank you for your participation and continued patronage.

Expert Laser Services provides the full range of office imaging solutions from single laser printer repair through comprehensive printer fleet management for clients all across southeastern New England. From Nashua, NH south to Springfield, MA and Providence, RI over to Hartford and the Northeast corner of Connecticut, from metropolitan Boston west and across Worcester County we offer...


Expert printer service with a fleet of fully equipped technician vans on the road daily to provide on-site convenience as well as F-A-S-T response! Laser printer repair and copier service requests can be submitted 24-7 via our printer service page.

Digital black & white and full color copiers from Konica Minolta.

Top-of-the-line laser printers from Hewlett-Packard, Konica Minolta Printing Solutions ( Formerly QMS ) and Xante.

Cutting-edge Muratec fax and multifuntional.

Entry-level and enterprise-wide document management and document capture software.






Thursday, November 19, 2009

Copier Crime Update: John Buonomo jailed for stealing coins from copiers


This guy ran for Mayor of a small town. Twice.

I first talked about this back in August of 2008. The cops got him stealing coins from copiers on video - 18 times.

He has been sentenced to 30 months behind bars.

Buonomo will be eligible for parole in 15 months and could 10 years of prohibition.


Article here.









Wednesday, November 18, 2009

MPS Conference 2010: Oki In The House. Print Audit in The House. RICOH in the House.


And by Ricoh, do I mean IKON?

The list of sponsors continues to grow for the 2010 MPS Conference in San Antonio, May 3-5, 2010.

Mirroring the European version, this session will hold a pre-conference workshop providing the basics of Managed Print Services for folks who have less background in the Managed Print Services Ecosystem.

These tracks are golden.

One track is dedicated to decision makers responsible for implementing MPS engagements in their companies. The other track is specifically for dealers who are developing MPS offerings for their companies.

This conference is specifically geared toward Managed Print Services - the MPS that goes beyond CPC, assessments, Scope documents, etc.

Last year's conference was full of exuberance and mirth, most the advice and back room chatter rolled along the "this is what you SHOULD do" talk track.

This year, I image there will be more of the "this is what you SHOULD NOT DO, because I tried and it didn't work..." conversations; over adult beverages, served up by scantily clad, college coeds, at Coyote Ugly.

Not that there's anything wrong with that.



Lexington, KY – November 18, 2009 – Signaling strong interest in the second annual North American MPS Conference, industry leaders OKI Printing Solutions and Ricoh have signed on as Platinum Sponsors for the 2010 event. Print Audit has joined as a Silver Sponsor for the conference scheduled for May 3-5 in San Antonio, TX.

“The MPS market has only begun to take off, and as the opportunity grows, so does the need for real information and ideas to make the most of it. The success of the inaugural 2009 conference in San Antonio and the European MPS Conference in Amsterdam validated the need for ongoing educational forums dedicated to the MPS marketplace. The early commitment of these high-profile sponsors shows the industry is ready to support professional learning venues like the MPS Conference,” said Ed Crowley, founder and president of the Photizo Group.

Photizo Group, leading research firm specializing in the analysis of the printing and imaging industry, hosts the series of MPS Conferences dedicated to decision makers and providers.

About 150 MPS decision makers and providers from as far away as Dubai and India attended the 2009 North American conference to gain insight to the developing trends in managed print services and document output management as strategies for sustainable business practices and organizational cost reduction.

“We are proud to be a Platinum Sponsor and view this conference as a substantial opportunity to listen, learn and enhance our services to meet the needs of MPS Customers world-wide,” said Mark Boelhouwer, Vice President of Strategic Marketing, Ricoh Americas Corporation.

Return of Popular Pre-Conference Workshop for MPS Novices

The 2010 MPS Conference will feature the popular pre-conference workshop providing the basics of Managed Print Services for decision makers and dealers who have less background in the world of managed print.

These sessions will concentrate on providing a solid foundation of the subject and offering practical strategies when selecting an appropriate MPS partner or provider for first-time MPS engagements. A two-track format offers targeted educational opportunities for MPS professionals. One track is dedicated to decision makers responsible for implementing MPS engagements in their companies. The other track is specifically for dealers who are developing MPS offerings for their companies.

The conference also features two tracks, with the first for end users (CIOs, CFOs, IT Managers, Facilities Managers and Purchasing Departments) who have implemented MPS or are looking to implement MPS in the future. This track offers best practices, case studies, how-to guides and more. The second track is targeted at vendors, resellers and infrastructure providers, with information on the emerging hybrid channel, guides on infrastructure, best practices, research data supporting MPS beyond typical anecdotal evidence, projections about the market and more.

“We are delighted to take part in the conference again this year,” said Dena Bernard, Director, Customer Satisfaction and Services for OKI Data Americas. “As a Platinum sponsor, we are able to contribute to a valuable, informative event that will continue to have a positive impact on the MPS industry now and in the future.”

Conference Focused on MPS Success

The Photizo Group estimates that the MPS market is worth over $25 billion globally this year and projects it will be a $60 billion market by 2013. The MPS Conferences address the urgent need for information about this fast-growing managed print services market. Conference content features case studies, panels, exhibitions and interactive sessions that highlight successful approaches and practical ideas from actual MPS engagements. MPS decision makers, vendors and channel partners benefit from a rich agenda of relevant topics.

Registrants can take advantage of the Early Bird rate, with special discounts off the pre-conference workshop and conference, as well as a package price for both events. Details and other conference information are available at http://www.mpsconference.com.




Monday, November 16, 2009

HP Recognized for Leadership in Managed Print Services by Global Industry Analyst Firms


I have reprinted the presser from HP.

In summary, IDC, Gartner, and Photizo all laud HP as a global leader in MPS.

The first line of the release,

"HP today announced its managed print services (MPS) offering has been recognized as the preferred choice for enterprise customers by IDC..."

Key Phrase: Enterprise Customers.

For all of us here in the SMB space, or maybe slightly higher, this means nothing.

As a prospect with 1,110 employees, this means nothing.

As a BTA member, schlepping copiers, this means nothing.

As a IT VAR, venturing into MPS, this means nothing.

And not just from HP, but Xerox too. Remember, they are BOTH in the upper right corner of the Magical Quadrant; and for us, this means nothing.

Why?

Because, Global, Enterprise sized MPS Engagements look nothing like what we see every, single day. The tools, process and "talent" do not trickle down to the channel(s). Case in point, Canon and HP.

Canon through HP is for Enterprise Accounts only. There is no way Canon would jeopardize its small, fledgling channel by allowing the HP behemoth to sell Canon gear through an HP channel.

Canon is smart on this issue, perhaps not becuase Canon is afraid of the HP channel taking business from existing CBS and Canon dealers. But maybe Canon doesn't want to be part of another "Hawk" or "Bear" debacle.

Just my crazy mind working overtime...

Enjoy the PR.


PALO ALTO, Calif., Nov. 16, 2009 – HP today announced its managed print services (MPS) offering has been recognized as the preferred choice for enterprise customers by IDC, a leading provider of IT research and advice.

HP Managed Print Services transforms business processes by optimizing a company’s imaging and printing infrastructure, effectively managing the total imaging and printing environment and improving and streamlining document workflows. It helps customers cut costs, increase productivity and reduce their environmental footprints.

HP was identified as the leader in a recent survey conducted by IDC, “Managed Print Services – Global Market and Provider Analysis.”(1) Within the survey sample, HP had the highest share of new and outstanding MPS contracts among hardcopy manufacturers.(2)

“HP has expanded its capabilities to strengthen the MPS industry with its IT heritage, and we continue to increasingly capture the growing MPS market and surpass expectations,” said Vyomesh Joshi, executive vice president, Imaging and Printing Group, HP. “Our recent momentum is a powerful proof point in HP’s strategy to establish long-term contractual relationships with the world’s top companies as we continue to lead the digital print transformation.”

The IDC report is the latest in a series of third-party studies that show HP’s leadership in MPS. Others include the 2009 Magic Quadrant for MPS from Gartner, which placed HP in the Leaders Quadrant(3) and Photizo Group’s 2009 MPS Market Forecast, which positions HP as the global leader.(4)

“The IDC study, coupled with HP’s recognized leadership in similar reports, firmly demonstrates that HP remains the best choice for customers as they invest in MPS and look for new ways to reduce costs and improve productivity,” said Bruce Dahlgren, senior vice president, Imaging and Printing Group, HP. “Once again, HP’s extensive product portfolio, strength in networking and services, and expert knowledge has positioned the company as a leader, demonstrating that customers continue to choose HP as their trusted partner in managed print services.”

In related news, HP recently announced a Managed Enterprise Solutions (MES) global business unit led by Bruce Dahlgren within the Imaging and Printing Group (IPG), an expanded alliance with Canon, enhanced channel-led programs, hardware and solutions, the HP Payback Printing Campaign and the largest ever rollout of HP printing workflow solutions.

The first of its kind for its comprehensive, demand-side coverage, IDC’s “Managed Print Services – Global Market and Provider Analysis” covers 10 countries in four geographic regions – the United States, Western Europe, Asia Pacific and Latin America.

The analysis shows that cost cutting is the primary motivator of adoption for MPS, with optimizing the printing infrastructure and environmental sustainability as other key motivators. Motivators also examined were regulatory compliance and security, paper document storage, business process transformation, a merger or acquisition, or a services contract extension.

“The results of the survey show HP’s strength in MPS,” said Angèle Boyd, analyst and group vice president, IDC. “With HP’s IT assets and HP Enterprise Services, formally EDS, IPG is a significant force in this growing market.”






Canon to Buy Océ, Biggest Printer Maker in Europe



Interesting...

How in the world does something like this happen? Pennies on the dollar or Euro, I guess.

The press release reads as though Canon is "...driven by the undeniable fact that scale is increasingly important..."

I guess size DOES matter.

Get ready for more - numbers are down for all, times are tough, and perhaps this is the beginning of a consolidation avalanche.

Press Release:

Full press release content here. New York Times article, here.

Managed Print Services: Owners/Manufacturers/Sales Managers DO NOT READ THIS: Selling Professionals Only

The blame game is starting up - and as you know, sh*t rolls downhill.

Are you starting to hear the following:

"How many DCA's are you installing a week?"

"How many assessments are you conducting a week?"

"How many face-to-face, C-Level meetings are you having a week?"

"fill-in-the-blank, say's if you close 50 MPS deals a year, you'll be making over $200k!"

"So and so says to get in front of C-Level's or your deal will never get off the ground..."

"What's her name says forget about C-Level, they don't feel the pain, get to the IT guy..."

"don't worry about the compensation on your MPS deals, we'll figure that out as we go..."

"oh, and how many machines are you installing this month?"

I can count perhaps half a dozen, MPS Specific training programs in the ecosystem - third party trainers and consultants.

Add in manufacture programs and you get to around a dozen different MPS training programs - I calculate that adds up to nearly 1,500 PowerPoint slides - LOL!

Have you been a victim of one of these charades?

The More Things Change, the More Things Stay the Same -

If you are in the field, trying to sell this hot, new thing called MPS - how is it going?

Did the two day training class you sat in on help?

Are your scripts killin?

Is your Value Proposition dead nuts on?

Do you have a SOW? Scope document? Standard meeting Agenda?

Do you still have questions about strategy and tactics when it comes to MPS?

Is your sales manager just as new at this as you are?

How about your principals or executive management, can they even spell "MPS"?

No? Nothing? Nadda?

Huh, that's too bad. Or, is it?

Questions, questions...they're just questions.

The same questions selling professionals asked when the first fax machine came out, or back when the first photocopier hit, the personal computer, spreadsheets, light bulb, automobile, steamship, loom, printing press and buggy whip - all paradigm shifting, business model redefining, hybrid generating, advances.

And as much as we all want to believe this MPS thing is "new", it really isn't. It all goes back to the basics, everything good does.

This is nothing to get alarmed over, indeed this could be a generational opportunity for us - for us in the field.

Here's the deal. Your manager and owners alike are at the same level of MPS awareness you are - actually, they are worse off unless they go into the field as you do, every single day.

Each appointment you have, every call you make, every time you talk about MPS, read about MPS, each of these events add to your personal, knowledge base. Tell me you don't learn something new with every "assessment" you perform? Not about assessments, but about the business you are assessing.

Specifically - these instances are "resume enhancing experiences". Wha..wha..whaaaaat?

The world is changing.

Managed Print Services isn't changing the world, bigger things are. The world of brick and mortar is starting to dissolve - are you still conducting 30 demo's a month in your big, expensive showroom?

IBM figured it out two recessions ago and HP is on it now - the world won't need as many distributed pieces of hardware as it once did.

Cloud computing, the Death of Newspapers, iTunes, Androids, Moore's Law and You -

In the 1950's I guess it took maybe 20 admin's to support one or two sales people. From typists, to accounting clerks, order processing, filing, management, out to production.

I have no idea what the ratio is today, but considering all we can do with a laptop and a Blackberry, I can imagine the number of support staff is or should be,much, much lower. (I still remember an email string containing 74 different people on just one of my orders at IKON...74 people touched one order!)

Everyone is doing more with less.

As the number of non-customer facing employees dwindles, the value of those who do, increases.

Consider that statement again.
.........

Other than you, personally, who else will benefit from your increased value?

Your next "employer" that's who.

A better question might be, "will you even need an "employer" in the first place...?"








Contact Me

Greg Walters, Incorporated
greg@grwalters.com
262.370.4193