Posted by Guest Blogger on Friday, June 24, 2011
By Scott Cullen
Ken Copeland has been in the copier business for 25 years, 21 at the helm of ASI Business Solutions, a Dallas/Fort Worth dealership. He knows how to sell copiers. He also knows he can’t continue to approach the copier business the way he did for most of those 25 years if he wants to remain profitable and stay in business.
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Posted by Kelli Jones on Monday, June 13, 2011
Be sure to check out the topics for sd|webEd, our monthly free educational webinar series:
Gain insight into the CFO decision-making process regarding managed services and managed print services. According to Gartner Inc, CFOs are playing a bigger role in IT decisions than in the past.
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Posted by Tom Callinan on Tuesday, January 4, 2011
Want to start a riot at an MPS event? Mention MPS, TCO, and CPP in the same sentence. I realize MPS has attracted practitioners from many, formerly different, business models: supply companies, printer service companies, VARs/resellers, managed services company, printer and copier OEMs, and BTA dealers.
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Posted by on Thursday, February 25, 2010
Controlling your G&A expenses is one of the most important requirements not only now, in a difficult economy, but long as the imaging business gets more and more competitive.
For years, it has been business as usual in the back office operations; if processing fell behind, the natural reaction was to add more employees to handle what was perceived as additional workload. Pretty soon, actual headcount grew to levels that could not be supported by the organization. Because employee expenses are the largest controllable expense area, G&A expenses were out of control.
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Posted by on Friday, February 5, 2010
Bob Evans, VP of InformationWeek Global CIO Unit wrote this week on the focus areas for CIOs in 2010. When I read the article I started to think about where MPS fit in allowing CIOs to accomplish their goals this calendar year, and how to approach those regarding MPS.
Top 10 CIO Issues for 2010 per Bob Evans, VP of InformationWeek Global CIO Unit
1. The cloud imperative – Cloud computing takes the top spot because this allows for CIOs to really attack #2.
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Posted by Tom Callinan on Wednesday, July 22, 2009
By 2012, over 75% of all printed bills and statements in the U.S.
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Posted by Tom Callinan on Thursday, July 9, 2009
Below you can find a link to an article in the May, 2009 issue of CFO Magazine focused to savings in the technology area. “Hiring Managed Service Providers” is one of the seven highlighted areas, and managed print services is the example under the MS heading.
But before you leave add yourself as a follower to this blog and to the group “Print Management” on Linked In.
Don’t get hung-up on the source of the article.
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Posted by Tom Callinan on Thursday, July 9, 2009
Consultants, trainers, and authors earn a nice living pontificating about how to sell to the “C” level. If you have spent any time in sales you have heard how only “C” level employees have the ability to weigh the business impact of your product or service; you have also heard that the CFO is the person you want to speak to about saving money.
I believe there are few simple and unilateral solutions to complex problems.
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Posted by Tom Callinan on Saturday, July 4, 2009
Departing chief Anne Mulcahy on why printing less is good business for her company.
NORWALK, Conn. -- Anne Mulcahy came to the leadership position at Xerox in the midst of a financial crisis when she was a little-known sales executive. Named chairwoman and chief executive in 2001, she faced an SEC investigation of the company, a loss of market share, restated earnings and a downward-spiraling stock price. She sold assets, pared debt and rebuilt Xerox's product line to include more services and advanced industrial printers.
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Posted by Tom Callinan on Sunday, June 21, 2009
Over the last four years, Strategy Development has helped hundreds of dealers enter the managed print services (MPS) space through their industry leading consulting and training practices.
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Selling Services to the CFO
