MPS

The other day I read an article by Tom Callinan titled “Close More Sales” on The Week in Imaging.  I found the article enjoyable and a good read, in closing the article Tom presented this paragraph. How do you actually close more sales? That’s easy; uncovering a solid Read More

It looks like we’re going to beat this dead horse a little longer or at least until there’s nothing left to say on the subject. Last week I interviewed Rob Sethre of Photizo Group who disputes claims that MPS has become a commodity. Click here to read that article. This week Read More

I loved this response I received on Monday to my subject line, “Seriously, Let’s Not Commoditize MPS” in last week’s newsletter. “Seriously, it’s too late.” Read More

This week Al Aaron, president of Saxon Office Technology in Morrisville, NJ, shares what’s hot and what’s not in his market. CBE sells Kyocera and Panasonic equipment as well as Kodak scanners. What’s hot? Aaron: Scanners. We’ve been selling Kodak scanners and everybody wants a Read More

How long have I been in the business writing about the imaging and office technology industry? It’s going on 27 years yet I can’t believe I’ve made it this far without crossing paths with Gary Willert, president and CEO of LMI Solutions. Willert acquired the company, which was Read More

How long have I been in the business writing about the imaging and office technology industry? It’s going on 27 years yet I can’t believe I’ve made it this far without crossing paths with Gary Willert, president and CEO of LMI Solutions. Willert acquired the company, which was Read More

After running these short pieces on whether or not MPS has become a commodity in The Week in Imaging the past few weeks I received an e-mail from Rob Sethre, senior consultant for Photizo Group a little over a week ago. He had recently written a blog post on a similar topic and Read More

What do you say to people who say that MPS has become a commodity? In our continuing series, Sarah Henderson, director, MPS operations for West Point Products offers these comments on the subject. “Don’t sell on price, sell on value. If you follow a consultative sales process and Read More

Last year I attended Photizo’s Transform conference in Orlando, FL for the first time. I found it a terrific networking and educational event—an event with a full menu of seminars that created quite the dilemma for attendees who had to make some tough decisions as to which Read More

In the world of MPS, commission for clicks is the common method pay compensation for reps. Most of the time commissions are paid off the monthly revenue click from systems that are under a MPS agreement, and in some cases commissions are paid one time for the first month’s worth Read More

  Fred Carollo, general manager, Office Products, EverBank Commercial Finance, Inc. shares his views on the trends that will be shaping the industry in 2013 and what Everbank Commercial Finance is doing to ensure their office technology dealers are successful. What are some Read More

Xerox believes the more simplicity partners can bring to customers, the better. Staying connected and offering value-added services are basic techniques, but they are the most effective ways for dealers to grow their business in a very competitive marketplace. Managed Print Read More

It’s that inevitable time of year again, when we review the events of the previous year and look ahead to the next one. The imaging industry was clearly a mixed bag in 2012.  It almost felt as if the industry collectively held its breath as signs of a major industry shift Read More

This week Larry Weiss, president of Atlantic, Tomorrows Office, in New York City, shares what’s hot and what’s not in his market. Atlantic sells Ricoh, Toshiba, Konica Minolta, and Kyocera devices and offers a range of services, including Managed IT, Document Management, MPS, and Read More

In 2013 we will see an acceleration of changes in our industry. When you have the leadership of public companies in the print space make a point of saying, “Paper is not disappearing,” that’s telling. Look at the stock price, P/E, and enterprise-to-book value of Read More