Measuring Sales Performance

Posted by Ed Carroll on Sunday, June 19, 2011

The methods for evaluating sales performance can take many different forms.  You can look at performance on a company basis and compare it to the previous year (hopefully your revenue is growing).  You can look at sales performance on segment basis and compare it to a plan.  If you are looking at resource performance you can look at the sales team performance to quota.  And you can drill down to an individual level to measure how individuals are doing compared to quota. 

All of the methods mentioned will allow you to measure sales performance.  And depe

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TGI Transforms Itself into an MPS Provider

Posted by Guest Blogger on Wednesday, April 27, 2011

By Scott Cullen

If Frank Grasso, CEO of TGI Office Automation, could turn back the clock, he’d have hopped on that managed print services train sooner rather than later.

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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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Details of the HP / Canon Alliance

Posted by Tom Callinan on Monday, September 28, 2009

Canon announced it will allow Hewlett Packard to sell most of its copier product line.


  • Expansion of 25 year relationship between Canon and Hewlett Packard
  • This is a one-way agreement, as Canon will not have access to HP devices
  • HP will sell Canon branded B/W and color copiers from segment 2 up through segment 6
  • Initially, HP will market the Canon brand, but then will switch to offering the Canon copiers with the HP name on them as soon as it develops HP JetDirect based print controllers for them
  • All current HP LaserJet

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Global Printer, Copier, MFP Market Sees 20 Percent Decline In First Half Of 2009

Posted by Tom Callinan on Saturday, September 26, 2009

Office printing devices drove the overall decline in the global print market, with a 24.5 percent decrease in the first half of the year compared to the first half of 2008.

Some great information for you to use in your FY2010 planning. With units declining how do you increase your market share and find other sources of revenue--like MPS.;jsessionid=KFQSF1LOTLXB1QE1GHOSKH4ATMY32JVN?cid=CRNFeed

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Culture: A Key Ingredient to Success

Posted by Tom Callinan on Thursday, September 24, 2009

The consulting team at Strategy Development works with scores of dealers and resellers throughout North America. One frequent question I get when speaking at a conference is “what makes a company successful.” I could spend a year of articles on this subject—and you would want to start with having a solid business plan—but even with that plan you need a positive culture.

Whether you plan for it or it happens by happenstance you have a company culture.

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Attention Copier Dealers: You’re Not Dying, But I would Adapt

Posted by Tom Callinan on Sunday, September 20, 2009

In the mid 90’s industry research firms were “screaming” that if you didn’t own the network you would be out of the copier business. Their mantra was “Whoever owns the network will own the output.” Boy were they wrong.

You have always been able to find a researcher that predicted the demise of the copier dealer. Digital was the end of the dealer, but it resulted in growth. Production was going to put the dealer out of business as direct operations were the only business that could afford to support and sell production.

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MPS Programs: Where’s the Value

Posted by Tom Callinan on Sunday, September 20, 2009

I don’t hear much from the channel regarding MPS programs but the manufacturers seem to be spending an inordinate amount of time promoting their programs. Read my post below titled: MPS, Growth Strategy or Harbinger of a Smaller Pie to gain some insight into a possible reason.

If you were a low market share printer OEM and you see the dynamic market shifts detailed in that blog post wouldn’t you come out with an MPS program? Your survival could depend on successfully positioning yourself as an MPS solution.

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MPS: Growth Strategy or Harbinger of a Smaller Pie

Posted by Tom Callinan on Thursday, September 10, 2009

My opinion is both, depending on your current position and how well you leverage the MPS opportunity. To understand my feelings I will share my thoughts.

Fewer printers and copiers are being sold year on year. Gartner recently reported that worldwide combined printer, copier and MFP shipments totaled 51.3 million units, a 20.2 percent decline in shipments from the first half of 2008.

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Xerox Results: MPS Bright Spot and HP Comments

Posted by Tom Callinan on Friday, July 24, 2009

Xerox provides great information in their quarterly reports and their conference calls. The links to their slide deck and transcripts of their conference call on quarterly results are below. I encourage you to read them.

Some of the highlights of the presentation and call:
· Segment 2 – 5 installs up 10%
· Service annuity revenue down 4% in constant currency (CC) Note :(Xerox is global, and therefore has currency risk.

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