Lexmark International, Inc. Q1 2009 Earnings Call Transcript

Posted by Tom Callinan on Sunday, April 26, 2009

One of the juiciest place to get information on the industry is in the quarterly presentations provided by the public companies and in the transcripts of their calls with analysts.

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Posted in Sales

Developing An Effective Print Management Sales Process

Posted by Tom Callinan on Saturday, April 18, 2009

Part two of this six part series was recently published in ENX Magazine.

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Posted in Sales

Service Technology Solutions

Posted by on Wednesday, April 15, 2009

A recent industry research report indicates best-in-class service organizations (top 20%) are more than twice as likely as all others to have embraced technology solutions. These leading service organizations, having already placed there bets, are experiencing real savings and operational excellence.

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Posted in Sales

Sea Change For the Copier Dealer

Posted by Tom Callinan on Monday, March 30, 2009

For years making a healthy profit has been a fairly easy formula for the principal of a copier dealership: Increase your unit placements, provide high quality customer service, and reap the benefits of the profitable aftermarket stream (defined as supplies, service and parts). Actually, it is a model similar to many, car dealerships being one that comes immediately to mind.

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Printer Market 4Q 2008: News That Isn't Fit To Print

Posted by Tom Callinan on Sunday, March 29, 2009

ChannelWeb's publication of Gartner's placement statistics for printers and copiers is sobering, although not surprising. The economny--which as of late actually seems to be improving--may be driving the lower hardware investment, but my guess is that the process changes implemented to operate with fewer devices will be maintained by many of the companies when the economy starts to grow. Executives that manage budgets, the CIOs, CFOs, and Chief Procurement Officers (CPO) have now set a new, and lower, bar for output device expense.

The imaging business is still a great business.

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What CEO’s Want From CIO’s

Posted by Tom Callinan on Monday, March 2, 2009

According to Information Week's Global CIO unit:

1) Create new products
2) Create new revenues
3) Deepen the company’s engagement with customers
4) Conserve cash, liberate trapped cash, and understand implications of cash flow
5) Create and enforce global standards for processes and applications
6) Unlock new ways to find, deliver, and assess higher value information
7) Reverse the 80:20 glut to make the first six possible
8) Create massively transparent organizations with all metrics focused on business value

Doesn't that list scream for print managemen

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How Much Will The Copier Industry Change?

Posted by Tom Callinan on Sunday, March 1, 2009


Significantly, if you pay attention to the research companies! I recently read a research report that indicated that mono copier based MFD placements had declined from 1.1 million in 2007 to 900,000 in 2008 and will decline another 20% in 2009. This analysis showed mono copier based MFD placements in the low 500,000s by 2012 (in case you missed it that is less than half of the 2007 placements). Think the answer is a shift to color?

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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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