MPS

What’s Hot & What’s Not?

This week Casey Stewart, business development and market manager for OFFIX in Richmond, VA, shares what’s hot and what’s not in her market. What’s Hot? Stewart: SOLUTIONS!  Each customer usually needs something more than just a copier. We are finding our customers are loving
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Creating Sustainable Opportunity

Each month I receive calls, questions, and inquiries asking about best practices surrounding sales forecasting and driving a sales funnel that is real. It seems there is a significant challenge in trying to produce an accurate sales forecast. Our sales operation reviews find that
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5 Challenges Facing Today’s Office Imaging Service Techs

It wasn’t that long ago when service techs were forced to make the transition from servicing analog equipment to servicing digital equipment along with all the headaches associated with what was then new digital technology, including connectivity. What was once a challenge has
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Between the Lines: The Customer’s Not Always Right

I was speaking with Mike Lamothe, president of Office Document Consulting, Inc. the other day for another article I’m writing and he shared an interesting anecdote related to MPS that I can’t resist sharing. Wait, wait, before you tell me MPS is so yesterday, I’m not convinced
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Are You Recommending the Right MPS Approach?

There are two distinct approaches to MPS and they don’t mix well.  In accounts with fewer than 30 total devices, copier and print centric devices, selling an outsourced version of MPS is detrimental.  An outsourced MPS program involves a company putting the laser printers under a
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Between the Lines: Speaking Our Language

Lately I’ve had solutions on my mind. I just completed an article on data collection solutions for the September issue of ENX and am currently writing an article on document management solutions for the October issue. I remember a time when no one talked about solutions in the
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What’s Hot & What’s Not?

This week Sherrié Lucas, director of marketing with Copiers Plus, Inc., in Fayettville, NC, shares what’s hot and what’s not in her market. Copiers Plus represents Kyocera, Canon, Muratec, and OKI Data. What’s hot? Lucas:  Our inPrint www.inprintmps.com Managed Print Services
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Between the Lines: Puzzling Over MPS

I’m reading Mitchell Filby’s book, Rest In Print: from office printing to The Rise of Managed Services. He was one of the speakers at Photizo Transform Global 2014. Even though his book targets end user decision makers in mid-size and large businesses with concerns about what’s
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The 25 Most Significant Events in the Office Imaging Industry of the Past 25 Years Part 2

Welcome back to another round of the office imaging industry’s most significant events of the past 25 years. It’s been quite the ride, a ride that shows no signs of abating. No doubt about it, the past 25 years have been some of the most exciting in the industry with ups and
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What’s Hot & What’s Not?

This week we check in with Brian Gertler, vice president of LDI Color Toolbox based in Jericho, NY about what’s hot and what’s not in LDI’s markets across the country. What’s hot? Gertler: MPS, production print, and visual communications. From a MPS perspective we just signed one
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Why I’m Attending Transform 2014

So when you’re at a dinner party with friends and they ask “How’s business?” how do you respond? Do you say, “I couldn’t be happier! I’ve seen revenue increases of 50 percent or more year after year and my margins couldn’t be healthier! MPS has really come into it’s own and
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10 Ways to Make Your MFP & MPS Proposals Stand Out

Over the years I’ve seen a lot of really bad Copier and MPS proposals and some very good ones. The very bad ones far outweigh the very good ones. You’ve seen them, we call them, “hack proposals,” very vague, a price per month, nothing about delivery,
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MPS? Is It Right for You?

(Editor’s note: This article, which I authored, appears in the February issue of Independent Dealer magazine www.idealercentral.com, a publication focused on the office products dealer channel. I thought you might enjoy reading my treatment of MPS for that channel. I recommend
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Three Trends Driving Nuance’s Growth in 2014

Nuance expects several trends to drive growth for our business in 2014. First, MPS continues to grow and evolve, and is moving up the organization to the point where it is increasingly viewed as an IT management issue, not just a hardware issue. Specifically, IT administrators
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