Missing the Point With Sharp

Posted by Tom Callinan on Monday, August 27, 2012

There have been numerous commentators providing opinions as to Sharp’s future in the copier business. An article by Nikkei suggested that Kyocera was in discussions to buy Sharp’s copier business. Sharp US has stated that the article is not accurate and that Sharp is not currently in discussions to sell the copier division. Commentators have focused on the fact that the copier business is one of Sharp’s more profitable businesses. That is the correct focus but I think the commentators arrived at the wrong conclusion.

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Posted in Sales

Considerations for entering IT

Posted by Tom Callinan on Tuesday, July 31, 2012

Three weeks back I was at the Microsoft Worldwide Partner Conference (WPC). My desire to get more educated in the “IT space” started about a year ago when many of our clients started asking about entering the IT space.

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Posted in Sales

What’s Your Plan?

Posted by Tom Callinan on Monday, April 2, 2012

If there was a single area I find most entrepreneurs spend too little time on, it's planning. Because they don’t spend the time on planning they spend even less time on research, a necessity of planning. The fact that prints are declining across the business segments of the industry is no surprise to anybody at this point. I’ve been speaking about it for four years now. Some providers have entered the MPS space, albeit with limited success.

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Posted in Sales

Don’t Throw the Baby Out with the Bathwater

Posted by Gary Schwartz on Monday, March 5, 2012

Performance management has gone by many names over the years: ‘On Plan,’ ‘On a Letter,’ ‘Written-Up’, and the most morbid ‘Produce or Perish’ just to name a few. Performance management is one of the key elements of the sales management process. Unfortunately, most managers do only half the job. 

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