Sharp gave out more details on its recent dealer meeting in Washington DC

Posted by Tom Callinan on Saturday, October 31, 2009

  • Total US revenue was down 3%
  • Has self-financed leases on a few major account deals, but has no plans to open up
    its own leasing company
  • Has a total of 440 dealers in the U.S.
  • Is adding 20-40 new dealers per year, but also losing about half that many per year
  • Has 10 factory direct branch operations from 13 acquisitions
  • Has temporarily halted acquisitions, until economy improves, but still hopes to have 25 locations total in next few years
  • Goal is for branches to account for 45% of sales in U.S.
  • 4 of its 10 larges

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Canon stated that since Ricoh bought IKON, it has signed up only 23 new dealers in the U.S.

Posted by Tom Callinan on Saturday, October 31, 2009

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Lexmark announced a new program for copier dealers

Posted by Tom Callinan on Saturday, October 31, 2009

  • Has created a line of 15 models that will not be sold on-line or through retailers
  • These “XS” models will only be available through copier dealers
  • 5 are A4 b/w MFPs, 3 are A3 b/w MFPs, 2 are A4 color MFPs, 2 are A3 color MFPs, 2 are A4 b/w printer, and 1 is A4 color printer.
  • Speeds range from 35 to 55ppm
  • All have a published MSRP, but not a published street price
  • All have large touch screen LCD display
  • Offer eTask software for embedded application ability
  • Have high yield cartridges so they are ideal for managed pri

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More details on the new alliance between Canon and Hewlett Packard

Posted by Tom Callinan on Saturday, October 31, 2009

  • HP will begin advertising Canon copiers on its website on 11/1/09
  • HP will resell imageRUNNER, imageRUNNER ADVANCE, and imageRUNNER ADVANCE PRO series
  • Speed range from 23ppm to 105ppm devices
  • According to Larry Trevarthen, HP’s Worldwide Director of Market Development, HP also has access to the imagePRESS production print products
  • All the devices will initially carry the Canon name
  • The products will be identical to what Canon dealers sell, including supplies
  • Service will be provided by a Canon factory direct branch primarily.

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Hewlett Packard launches three new laser MFDs available exclusively for its PartnerONE dealers

Posted by Tom Callinan on Saturday, October 31, 2009

  • LaserJet M9059 is a 50ppm, b/w A3 unit, based on existing M9050
  • LaserJet M4349x is a 45ppm, b/w A4 unit, based on existing M4345
  • Color LaserJet CM6049f is a 40ppm, color A3 unit, based on existing CM6040f
  • All are actually made by Canon

The only difference of the new models, versus the units that they are based on, is that they have toner cartridges that are keyed, so end users have to buy the toners from the HP PartnerONE dealer, and not on-line, or in a superstore.

This appears to be an effort by HP to provide their channel with pr

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The importance of business planning

Posted by on Thursday, October 22, 2009

At several recent workshops, I asked the workshop participants how many of their companies prepared an annual business plan. I was surprised that in both workshops, only 20% of the companies represented actually prepared a business plan. It was interesting to note that at a follow-up question where I asked how each company was coping with the economy, they all admitted to their business being tougher than ever but the ones who earlier acknowledged that they prepare a business plan also indicated that they were doing reasonably well in a tough economy.

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