This week Bill Fraser, president of Fraser Advanced Information Systems in Reading, PA, shares what’s hot and what’s not in his marketplace.
What’s hot?
Fraser: What’s hot is your high-end color where you can get more volume and more clicks and more revenue. When you’re selling a $3,000-$4,000 box and you have to sell seven of them that’s not hot. That’s downright painful and that’s called career ending for your sales force. To get enough revenue to support your sales people to make a living that’s also a concern.
What’s not?
Fraser: Managed services is where you need to be. Is it hot? No, it’s not hot. We’re learning every day. We’re trying our best to move from managed print where we’ve done okay. We were one of the first adopters but kind of dropped the ball. Where we’re going as a company is trying to max out on managed services although I think that’s the wrong name—it’s more like IT services. We’re trying to evolve towards the network and position ourselves to take our copier people and our service people to the next level on their career paths.
