BTA MPS Sales and BTA Sales Management Training Classes Scheduled for October in New Orleans

Posted by Kelli Jones on Tuesday, August 31, 2010

Strategy Development is conducting the award winning BTA Managed Print Services (MPS) Sales Workshop on October 11-12, followed by the BTA Sales Management Workshop on October 13-14, in New Orleans, LA at the JW Marriott.

BTA MPS Sales workshop teaches sales leaders (dealership principals, sales managers, vice presidents of sales, and print specialists) a systematic and proven methodology to establish and maintain a profitable MPS program.

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Posted in Events

Frank Gaspari Looks to Separate FlexPrint from the MPS Clutter

Posted by Guest Blogger on Monday, August 30, 2010

By Scott Cullen

Frank Gaspari, CEO of FlexPrint, a national provider of document management and managed print solutions, is a straight shooter. Ask him a question and he doesn’t mince words.

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Posted in Sales

An SOS from AOS Raises the Performance of its Service Operation to the Next Level

Posted by Guest Blogger on Wednesday, August 25, 2010

By Scott Cullen

Ask any office equipment dealer what sets them apart from competitors or why customers like doing business with them and service will inevitably be one of the first things mentioned. Having an efficient service operation is critical to the success of every office technology dealership, including American Office Solutions (AOS) in Clarklake, Michigan.

Founded in 1969, AOS serves Lansing, Jackson, Adrian, and the surrounding areas and has a reputation for placing customers first.

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Posted in Sales

From Printer Cartridge Recharger to MPS Provider

Posted by Guest Blogger on Tuesday, August 24, 2010

By Scott Cullen

Why rock the boat when you’ve got a nice printer cartridge recharger business going for you? That’s a question we just had to ask Frank Topinka, president of Page After Page in Shrewsbury, Mass. after taking his successful recharger company and transforming it into a successful provider of managed print services.

What initially set Page After Page apart in the greater Boston market as a recharger was its ability to provide an ever-expanding customer base with desktop delivery.

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Posted in Sales

Want an Award: Send a Check

Posted by Tom Callinan on Thursday, August 19, 2010

If you are a manager and have attended any event using your e-mail address and title you probably found yourself on a SPAM e-mail list. If that be the case I am sure you have been notified of the great honor of being nominated for the Who’s Who of (prestigious name). I remember the first time I received this exciting e-mail: I quickly clicked through to complete my biographical information for the listing, and just as quickly discovered the $50 “listing fee.” Wow, I looked around to make certain nobody saw me click through to what was now obviously a scam.

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Posted in Sales

Poll: Managed Print Services – Are you on board?

Posted by Kelli Jones on Wednesday, August 18, 2010

To keep your finger on the pulse of what your peers are thinking and doing, Strategy Development will be conducting monthly surveys, on hot topics in the imaging industry. Results will be published in our monthly newsletter: sddigest. Not registered for our newsletter?

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Posted in Sales

Introducing ClearView, a tool to properly price and position MPS opportunities

Posted by Kelli Jones on Tuesday, August 17, 2010

Strategy Development has worked with a leading software developer to translate their knowledge and insight of proper pricing of managed print services (MPS) engagements into a comprehensive Excel-based pricing tool: ClearView. ClearView is user-friendly and easily blends expenditures for mixed fleets, related consumables, and services into a single cost-per-page (CPP). The blended CPP can enable a customer to reduce costs and/or allow print providers to improve margins.

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Posted in Sales

Never Listen to Anybody Worse Off Than You

Posted by Tom Callinan on Monday, August 16, 2010

Words of wisdom I learned from the great sales trainer Tom Hopkins when I attended his three day boot camp in the 1980s. I was in my twenties and new to the outside sales game, but they are words I have lived by throughout my business career, and not simply as a sales professional. The words are so simple and logical, yet have such profound implications.

Would you take medical advice from the guy who failed high school biology and works at the tire store installing your new tires? Would you listen to the doctor who thought you could install your own tires with two crowbars?

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Posted in Sales

Introducing WebEd: A monthly educational webinar series

Posted by Kelli Jones on Monday, August 16, 2010

This month Strategy Development is launching WebEd, a free educational webinar series to provide monthly training for sales, operations, and service professionals.

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Posted in Sales

For U.S. Remanufacturers, MPS Is Both A Blessing And A Curse

Posted by Guest Blogger on Thursday, August 12, 2010

by Charles Brewer

It’s increasingly difficult to make money marketing remanufactured toner cartridges in the United States. Remanufacturing cartridges that perform well consistently has always been a challenge and that challenge has been compounded significantly with the introduction of new imaging technology, particularly color. Finding vital supplies has also become an issue. The supply of empty cores--the remanufacturing industry’s life blood--has been drying up for the past few years and the price of empties has skyrocketed.

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Posted in Sales
 
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