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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An SOS from AOS Raises the Performance of its Service Operation to the Next Level

Posted by Guest Blogger on Wednesday, August 25, 2010

By Scott Cullen

Ask any office equipment dealer what sets them apart from competitors or why customers like doing business with them and service will inevitably be one of the first things mentioned. Having an efficient service operation is critical to the success of every office technology dealership, including American Office Solutions (AOS) in Clarklake, Michigan.

Founded in 1969, AOS serves Lansing, Jackson, Adrian, and the surrounding areas and has a reputation for placing customers first.

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From Printer Cartridge Recharger to MPS Provider

Posted by Guest Blogger on Tuesday, August 24, 2010

By Scott Cullen

Why rock the boat when you’ve got a nice printer cartridge recharger business going for you? That’s a question we just had to ask Frank Topinka, president of Page After Page in Shrewsbury, Mass. after taking his successful recharger company and transforming it into a successful provider of managed print services.

What initially set Page After Page apart in the greater Boston market as a recharger was its ability to provide an ever-expanding customer base with desktop delivery.

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Want an Award: Send a Check

Posted by Tom Callinan on Thursday, August 19, 2010

If you are a manager and have attended any event using your e-mail address and title you probably found yourself on a SPAM e-mail list. If that be the case I am sure you have been notified of the great honor of being nominated for the Who’s Who of (prestigious name). I remember the first time I received this exciting e-mail: I quickly clicked through to complete my biographical information for the listing, and just as quickly discovered the $50 “listing fee.” Wow, I looked around to make certain nobody saw me click through to what was now obviously a scam.

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Poll: Managed Print Services – Are you on board?

Posted by Kelli Jones on Wednesday, August 18, 2010

To keep your finger on the pulse of what your peers are thinking and doing, Strategy Development will be conducting monthly surveys, on hot topics in the imaging industry. Results will be published in our monthly newsletter: sddigest. Not registered for our newsletter?

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Introducing ClearView, a tool to properly price and position MPS opportunities

Posted by Kelli Jones on Tuesday, August 17, 2010

Strategy Development has worked with a leading software developer to translate their knowledge and insight of proper pricing of managed print services (MPS) engagements into a comprehensive Excel-based pricing tool: ClearView. ClearView is user-friendly and easily blends expenditures for mixed fleets, related consumables, and services into a single cost-per-page (CPP). The blended CPP can enable a customer to reduce costs and/or allow print providers to improve margins.

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