Paul Schulman leaving Global

Posted by Tom Callinan on Wednesday, December 16, 2009

In an e-mail dated December, 9 to the Global leadership team, Michael Shea announced that Paul Schulman has decided to leave Global effective December 31.

Paul was one of Global’s most visible leaders as President and COO and in his previous position as SVP of Business Development. Paul was well known and respected in both the dealer community as well as within Global. I know his leadership will be missed at Global.

I got to know Paul on a dealer trip almost 15 years back. He is engaging, intelligent, and passionate about the business.

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Posted in Sales

MPS: The 30% Catastrophe

Posted by Tom Callinan on Tuesday, December 8, 2009

Many commentators in the MPS space like to talk about the 30% savings companies receive through an MPS agreement. I guess it helps them sell research, advance the theory of displacing printers with departmental MFDs, or helps the weak sales person generate some commission and retain his (her) job for a period.

But I have to ask a simple question, what is the rational to deliberately taking 30% of the revenue out of our industry?

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Posted in Sales

Where’s the Silver Bullet

Posted by Tom Callinan on Tuesday, December 8, 2009

I talk to many business owners that are looking for the cure to their ailment—and they would prefer something that cures them quickly. What is the ailment? Lower revenue and operating income. Some want to recreate the good old days of growth and can’t understand why that would be so difficult. Heck, in the 80’s we just worked hard and revenues increased: Why can’t we do that now? Are the new Generation X, Y, or Z kids simply lazy? My experienced reps just can’t seem to get the appointments they were once able to achieve.

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Posted in Sales
 
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