Managed Print Services Engagements vs. Copier Service Agreements - Tell me Again, why we don't comp copier Reps on Service contracts?

2011

The copier dudes are going to love this one.

Why don't we get residuals on the traditional, Cost Per Copy, service agreements for copiers?

If an MPS rep gets a cut of the volume, why shouldn't a straight copier rep get residuals on the service agreements?

And by 'copiers' I mean standalone or connected, copiers, printers, fax, MFPs, MFDs or whatever the heck else you call them.

Are you selling Konica Minolta copiers?

Kyocera copiers?

Ricoh's for an independent? Canon?

Or how about all my peeps @ RiKON?

When you sell a copier, how much flexibility do you have in adjusting the CPC sell price? Are you forced to "move the jello" by shifting some of your hardware profit over to make up for the service rate discount? (Even though you need to slash your margin to "stay competitive", forget all those back-end rebates. The ones you never see.)

How easy is it to sell a straight machine, WITHOUT a service agreement?

Why haven't we ever compensated the rep on the number of copies/images produced on the copiers they sell?

Ever wonder why you haven't been paid on service agreements?

No, really. Why not?

No wonder the copier guys are killing MPS.

Managed Print Services: Its ShowTime! Lyra in January, Photizo MPS Conference in May

This will be my third year attending the Lyra conference, in Palm Springs.

With at least half-dozen shows scattered around the country and globe, I really only like two: Lyra and Photizo's MPS Conference.

Photizo because they (and I) have been in the MPS ecosystem since the beginning.

Lyra, because of all the spaghetti graphs.

Printelligent Picks Up DirectPointe's MPS Practice

Last year, Lawton Smith and DirectPointe received the MPSA's Corporate End User Implementation Leadership Award.

That was great.

One of the best stories Lawton will ever share is the one about him sitting on his couch, at 3AM, in a leopard thong(that is not true, but it paints a picture) remotely configuring dozens of devices all over the country.

Lovin that WebJet Admin!

I am guessing, thong aside, that Printelligent recognizes expertise as well as the MPSA - so much so, they bought them.

I a very interesting move, Printelligent purchases DirectPointe's(an integrator)MPS division.

A sign that integrators are getting out of MPS?

Combine this with all the copier dealers failing, I mean, "getting out of" MPS and perhaps there is something to this.

Too bad there aren't any MPS consultants out there helping both sides get their heads around MPS Purity.

MPS isn't going away - the future of copier manufacturers, hardware dealers and printed business workflow is.

See more here.


Click to email me.

Strategy Development Does Not Work For THE Death of the Copier(DOTC)

*** THE DOMAIN NAME IN QUESTION, HAS BEEN PARKED...first noticed, January 12, 2011. ***
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There has been something on my mind, bugging me for a few months - well not bugging me.

More like lurking.

You see, my livelihood is tied directly to Managed Print Services as an MPS Practice Manager.

Interesting little tidbit, 12 months ago I was selling MPS - today I am responsible for the full P/L.

Everything from hiring technicians, hiring MPS Selling Professionals, forging and maintaining MPS partnerships, and building an MPS team. Continuously, every single day, selling MPS internally to other practice managers, Business Development Managers, Executive Management, and Ownership.

And as I continue on this particular odyssey, it is my responsibility to evaluate all things MPS; new and interesting Data Collection software, EAutomate Add-ons, supplies fulfillment programs, devices, OEM MPS Programs, etc.

I attend as many MPS Webinars and read/consume every article I can find - from MPS to Change Management to EDM to ECM to BPO.

I try to get as much exposure to every MPS Selling webinar, class, or program I can find.

The results of this analysis can fill a dozen manuals - perhaps someday I will put my findings into "print".

All this accumulated information, I apply was relevant to my little MPS practice.

My point here is simple - although I know a good deal about MPS and the internal MPS programs, I do not make a living pontificating or selling training classes.

I do not compete with the likes of Water or Print Management Solutions Group. And even though I feel I have an above-average understanding of the global MPS market, my research does not go toe to toe with the likes of InfoTrends, IDC, or Photizo.

Am I opinionated? Yes.

Is this blog followed by many people of like opinions? Yes.

Do I see bad training, stunted vision, and archaic selling techniques? Yes.

Will I continue to point out blaring inadequacies in our industry? Yes.

With this in mind, do me a favor...open a browser and type in www.deathofthecopier.com - just promise to come back...and read on...


##### THIS POST WAS FIRST PUBLISHED ON 12/29/2010. ON 1/21/2011, THE DEATH OF THE COPIER FIRST NOTICE, DEATHOFTHECOPIER.COM HAS BEEN PARKED AND NO LONGER POINTS TO STRATEGY DEVELOPMENT'S SITE #####

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