Toshiba Puts Rumors to Rest

Posted by Tom Callinan on Saturday, February 28, 2009

In a memo to “All Toshiba Copier Dealers,” Mark Mathews, TABS President and COO, put to rest the rumor that has been gaining momentum over the last three weeks: That Canon was buying TBS, TABS direct organization.

Quoting Mark’s memo, “As valued Toshiba dealer partners, I felt it was important to address any TABS-related rumors directly and immediately. Toshiba Corp.

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Posted in Sales

Maximize Service Return

Posted by on Thursday, February 26, 2009

Our current economy serves up many challenges; however, there’s never been a better time to take stock of your situation and get your service house in order. If you recognize the need to achieve a service return of 50%+ the best place to focus on is service productivity and staffing: labor is the largest and the most controllable service cost component you have.

There never seems to be the right time to “right-size” the service organization.

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Four Marketing Strategies For VARs In A Down Economy

Posted by Tom Callinan on Sunday, February 22, 2009

Sure, it's a tough economic climate these days, but it's still possible to keep clients and win over prospects.

At a meeting Thursday of The International Association of Microsoft Certified Partners (IAMCP) led by Howard Cohen, NYC IAMCP chapter president and U.S. IAMCP communications chair, marketing experts discussed effective methods that VARs can use to reach, penetrate and win business in the channel.

http://www.crn.com/it-channel/214501984

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Posted in Events

Don't Cut Your Prices!

Posted by Tom Callinan on Sunday, February 22, 2009

I realize that we are in a poor economy and that revenue is one measurement you always want to focus on, but cutting your prices is a death spiral. And don’t give me the cash flow reason either: the cash flow statement starts with the entry for net income. Lower prices results in lower margin, which results in lower net income—all else equal.

There are a lot of reasons for the death spiral comment. One is the cultural change you will instill in your sales force.

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Posted in Sales

Gartner pushes managed print services

Posted by Tom Callinan on Saturday, February 21, 2009

Printer, copier and MFP sales are in a tailspin, but Gartner says end users should be investing in deployment alternatives

Read the article in CRN: http://www.channelweb.co.uk/crn/news/2236608/gartner-pushes-managed-print#Szene_1

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Lexmark: Barclays Downgrades As Printer Biz Weakens

Posted by Tom Callinan on Friday, February 20, 2009

Lexmark (LXK) shares are trading lower this morning after Barclays Capital analyst Ben Reitzes cut the firm’s rating on the stock to Underweight from Equal Weight.

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Posted in Sales

Follower

Posted by Tom Callinan on Thursday, February 19, 2009

If you want to ensure you get the latest industry news click on the "Follow This Blog" under the Follower Widget on the right side of this blog. Each time the blog is updated you will be notified.

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KMBS announces new direct organization

Posted by Tom Callinan on Thursday, February 19, 2009

In furtherance of their one company, one vision, one voice theme, Rick Taylor, KMBS COO, today announced the formation of a new direct organization named Konica Minolta Imaging (KMI). KMI will consist of Konica Minolta’s direct branches and some subsidiaries as well as the former Danka operations.

KMI will consist of approximately 150 sales locations covering 30 strategic market areas.

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It is a great time for the independent dealer

Posted by Tom Callinan on Sunday, February 15, 2009

But just what are you doing to “Shine” in this recession? Here are some tips to help you exit this economic downturn in a better position than when you entered.

Your customers are in a different situation, so offer them new solutions:

For years the copier industry has thrived with a combination of low and consistent lease rates, decreasing aftermarket costs, and equipment with more features for the same price. These three variables have produced an environment where the industry could offer “bigger, better, faster” for basically the same monthly investment.

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Posted in Sales

Toshiba to raise prices April 1, 2009

Posted by Tom Callinan on Saturday, February 14, 2009

Citing the dramatic drop in the yen relative to the dollar, from 107 to 89, Toshiba announced a price increase on their copiers effective April 1.

Historically, manufacturers have hedged currency for six month periods. In August of 2008, six months back, the Yen was at approximately 110/ dollar. For the six months leading into August the Yen averaged 105 / dollar. Today, the exchange rate is 90 / dollar.

Although this announcement was from Toshiba, if the Yen remains at current exchange rate levels you can expect all Japanese manufacturers to raise prices.

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