QualPath Regains Relevancy by Retooling Its Business Model

Posted by Guest Blogger on Tuesday, February 15, 2011

By Scott Cullen

It wasn’t long ago that QualPath was known primarily as a top provider of office equipment in Pompano Beach, Florida. They had a solid business, a nice base of customers, and could have easily remained complacent and continued pushing hardware like so many of their competitors. But owner Kevin DeYoung had other ideas and two years ago the sun set on the company’s copier business and rose on its new business model—that of a managed services provider. Sure QualPath still sells and services office equipment, but that’s not the primary focus.

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Strategy Development Schedules BTA Workshops for March in Chicago: SMU, MPS Sales, and MPS Operations & Service

Posted by Kelli Jones on Monday, January 24, 2011

We are conducting the BTA Service Management University on March 10-11, along with the award winning BTA Managed Print Services (MPS) Sales Workshop on March 8-9, concurrently with the BTA MPS Operations and Service Workshop on March 8, 2011.  All of the classes will be held at the SpringHill Suites Chicago O’Hare. 

BTA Service Management University is designed specifically for service leadership (vice president, director, service manager, or service supervisor), to learn how to s

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Debunking the Myth: MPS Needs To Be Sold On TCO Not CPP

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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BTA MPS Sales, BTA MPS Operations & Service, and BTA Sales Management Training Scheduled for February in Las Vegas

Posted by Kelli Jones on Wednesday, December 29, 2010

BTA Managed Print Services (MPS) Operations and Service Workshop on Feb 7, will run concurrently with BTA MPS Sales Workshop on Feb 7-8, 2011.  On Feb 9-10, BTA Sales Management will follow the MPS classes.  All of the classes will be held in Las Vegas. 

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.  Uncover new revenue streams, significantly increase the quantity of captur

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Center for Business Innovation Profile: Meet the New Breed of Dealer, Not the Same as the Old Breed of Dealer

Posted by Guest Blogger on Thursday, December 9, 2010

By Scott Cullen

Here’s a new take on an old story; a technology company buys a copier company and then makes a move into managed print services (MPS). You don’t see that happen every day, but that’s what happened in 2006 when D.A. Rainsberger Co. purchased CBI, Inc., a long-time Kyocera Mita dealer and a technology solutions client of D.A. Rainsberger Co.

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Strategy Development Schedules Award Winning BTA MPS Back Office and Sales Training Classes for December in Philadelphia

Posted by Kelli Jones on Tuesday, October 19, 2010

We are conducting our award winning BTA Managed Print Services (MPS) Operations and Service Workshop on December 8, concurrently with BTA MPS Sales Workshop on December 8-9, in Philadelphia. These courses meet the training requirements of the Kyocera Certified MPS Dealer Program.

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Sales Education Focus

Posted by on Sunday, October 17, 2010

Sales education can help your sales force achieve greater success. To be successful in our industry or any industry, our salespeople need to be more than just subject matter experts on products and services. Whether they are just learning basics or getting back to them, a good foundation is a pre-requisite to success in sales. Without the proper balance of training, your sales people are at risk of failing on the job.

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When the Going Gets Tough, Somehow or Other Perry Corporation Gets Growing

Posted by Guest Blogger on Thursday, October 14, 2010

By Scott Cullen

Forget the doom and gloom and crying about the economy. You’re not going to see any of that at Perry Corporation in Lima, Ohio. No sir, Perry Corporation is rocking and rolling from every conceivable angle. Consider that its traditional MFP and service business is up about six percent over last year. How many dealerships in this day and age can lay claim to that?

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How Do We Help Our Sales Force Become More Effective?

Posted by Tom Callinan on Wednesday, October 13, 2010

I recently read a great article in B to B Magazine titled “Been there sold that.” It wasn’t that a single sentence of the article was new information—as a member of a consulting and advanced training firm that spends a lot of our time helping technology companies improve their sales effectiveness we have great visibility into the sales practice

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Does your MPS program focus on CPP or TCO?

Posted by Ed Carroll on Monday, September 27, 2010

What’s the difference? It depends on who you ask.

In recent months there have been a number of blog postings focused on the subject of TCO (total cost of ownership) for MPS opportunities. In most cases the author’s belief is focusing on TCO, and not on CPP, is the best way to distinguish yourself from your competition. Most articles will compared the components of both CPP and TCO, and some will suggest that CPP programs only focus on supplies, parts and service and TCO focuses on all the true costs of managing the fleet: Items like paper, IT support, network cost, etc.

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