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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Strategy Development Launches Strategic Selling Course

Posted by Kelli Jones on Tuesday, September 21, 2010

Strategy Development is launching a strategic selling course designed for beginning and intermediate sales professionals. This course is available as an eight-week webinar series, or as an on-site, two-day workshop.

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Scarcity of Empties Causes Big Problems For Remanufacturers

Posted by Guest Blogger on Monday, September 20, 2010

By Charles Brewer

For the remanufacturing industry, a reliable supply of high-quality, empty cartridges is essential. Simply put: without a good source of empties, there can be no “remanufacturing.” For a variety of reasons, however, the supply of empties is drying up. The situation is serious and has already resulted in spot shortages and price increases. And it’s bound to only get worse.

All the complicated physics and chemistry involved in electrophotographic printing make remanufacturing toner cartridges technically challenging.

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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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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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