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.

→ Read more

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.

→ Read more

IKON Executives Assume Responsibility for Ricoh Americas

Posted by Tom Callinan on Tuesday, March 30, 2010

The rumors were confirmed yesterday as the executive team from IKON assumed all of the senior roles at Ricoh Americas.

Kevin Togashi announced in a memo to Ricoh and IKON employees

“First, to manage the asset value and to execute governance of all of our sales companies in the Americas, I will be leading a newly formed holding company, Ricoh Americas Holdings, Inc. (RAH), as Chairman and CEO. RAH is a wholly owned subsidiary of Ricoh Company, Ltd. and owns 100% of the shares of Ricoh Americas Corporation.

→ Read more

ITEX 2010—What a Great Event

Posted by Tom Callinan on Thursday, March 18, 2010

Wow, ITEX was phenomenal this year. For those of you that attended, and there were many, I know you agree because I have heard the feedback. What makes ITEX such a great show? To me the number one attribute of ITEX is the networking opportunity; most of the industry decision makers attend the show. When I say decision makers I mean dealer/reseller principals and senior management.

→ Read more

The Road Map to Reposition Your Business Model

Posted by Tom Callinan on Saturday, February 27, 2010

There are untold numbers of industry players “shouting from the roof tops” about MPS. Opinions vary widely on everything from the definition of MPS to what will happen to your company if you do not enter the MPS space today. Regardless of what decision you make to enter the MPS space—or not—or even to continue your business or sell, you should make that decision based on facts and not hype. At this ITEX seminar, taking place Wednesday 11:00 AM – 12:15 PM Tom Callinan, the leading expert in MPS and business planning, will be presenting The Road Map to Reposition Your Business Model.

→ Read more

Control your G&A expenses

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.

→ Read more

How to Make Money in MPS

Posted by Tom Callinan on Tuesday, February 23, 2010

That seems to be the new theme of all of the MPS conferences and road shows. I guess just holding a MPS event is passé so the event coordinators needed a new theme. As a member of the leading consulting firm in the MPS space, I thought the theme was rather humorous. I mean could anybody really be in MPS and not be making money in a 56%+ GP business?

→ Read more

The Obituary is Written: Is the Patient Dead?

Posted by Tom Callinan on Tuesday, February 16, 2010

“Long before digital tools such as listservs, e-mail blasts, and even Facebook enabled us to easily broadcast messages, photocopiers were the most efficient way to distribute information to groups of all sizes. If the boss needed to discuss a new company policy, workers got memos in their (physical) in-boxes or slipped under their office doors.

→ Read more

Top 10 CIO Issues for 2010

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.

→ Read more

What is MPS?

Posted by Tom Callinan on Tuesday, January 26, 2010

Yesterday, Document Solutions Daily, a great publication available by subscription, had a link to a blog post titled “MPS Isn’t Just for the Big Boys.” Although the post details what can be described as an admirable job by a sales person to place a MFD, and that sales person works for a well known and respected copier company—so this commentary isn’t directed at either the sales person or the employer—does the post really describe an MPS agreement?

I ask the question for two reasons.

→ Read more