It’s Time to Grow Your Equipment Revenue

Posted by Tom Callinan on Monday, June 28, 2010

You survived a tough economic environment; let’s hope the toughest you’ll need to endure in your career. You made the necessary expense cuts and hopefully, you’ve optimized your service operations so you are experiencing returns greater than 52% (if not contact Mike Woodard at Strategy Development) and invested in an MPS program. Stay that course: keep driving down expenses, improving service returns, and growing your MPS program.

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Understanding the Language of Sales

Posted by Tom Callinan on Thursday, June 10, 2010

Business acumen, a critical area when selling in complex environments, with complex in this situation defined as multiple decision makers that can span functional areas within your prospect.

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Why CIOs Are Last Among Equals

Posted by Tom Callinan on Thursday, June 3, 2010

A fairly sensational title but not one that I penned; The Wall Street Journal, on May, 24, 2010, published an article under this title with the subtitle: Their perceived shortcomings are often real.

The title of the article wasn’t a surprise to me as the Strategy Development team has to spend time with most of our clients, and in all of our training programs, educating participants that the CIO is an executive of the company, just like the CFO or senior vice president of sales and marketing.

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MPSA Board would Benefit from a Service Perspective

Posted by Kelli Jones on Thursday, June 3, 2010

The ability to market and sell managed print services (MPS) is clearly important; but it is the service operations that holds the key to a successful and ongoing MPS program.

Are you a member of the MPSA?

If so, our own Mike Woodard has been nominated to run for the Managed Print Services Association board. Please take a moment to vote for Mike.

<Voting closed, button removed> 

Please hurry!

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Thoughts from the ELFA

Posted by Tom Callinan on Saturday, May 29, 2010

I recently read an ELFA presentation (Equipment Leasing and Finance Association) titled, “As the drum turns….The World of used Copiers.” Can you picture 300 – 400 leasing company representatives in a large room listening to this stimulating presentation? The world of used copiers—where was I for this one!

IDC’s research was referenced throughout the presentation—and along with InfoTrends and Gartner—I consider IDC a reputable research firm. Clearly the point of the presentation was to highlight changes in the used copier space.

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Are You Maximizing Your Business Potential?

Posted by Tom Callinan on Wednesday, May 26, 2010

Greece’s fiscal crisis is a clear indication that the global economy is not totally out of the woods. The “Great Recession” came in with a roar after Lehman Brothers filed for bankruptcy in September, 2008, and by most economists and Government accounts ended in the second half of 2009.

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Should You Acquire Companies To Grow

Posted by Tom Callinan on Tuesday, May 18, 2010

There is a common belief that acquisitions are the sure fire method to growth: Are they?

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Hard Drives Could Lead to Hard Times on Digital Output Devices

Posted by Kelli Jones on Wednesday, April 28, 2010

There was a recent interview on CBS News linking the relatively unknown dangers of sensitive data and digital output devices. In the segment, used multifunctional devices were being bought and sold through a warehouse in NJ. Sounds harmless enough, right? Wrong!

Since 2002, nearly every digital printer contains a hard drive, similar to that of a computer. Every time a page is printed, emailed, scanned or faxed from that device, a digital copy is stored.

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Is cartridge spend and toner usage one in the same?

Posted by Ed Carroll on Wednesday, April 28, 2010

One of the areas I see MPS professionals struggle with in managed print services is the area of explaining the difference between what a prospect has spent on cartridge for a period of time, versus what the professional has determined to be the toner expense based on usage. Many times they want to use the prospect’s spent amount in their assessment /review as the basis for calculating current output costs.

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Private Equity Jumps Into Recharge Business

Posted by Tom Callinan on Thursday, April 15, 2010

Below is a press release from our friends at West Point Products.

In case you haven’t heard, we are excited to inform you about the acquisitions of West Point Products and Clover Technologies by Golden Gate Capital, a San Francisco-based private equity firm. These acquisitions are the beginning of a portfolio of companies focused on aftermarket imaging supplies.

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