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StrikeForce: ITEX 2010

21 Jan, 2010 By: Sand Sinclair imageSource

StrikeForce: ITEX 2010

Each year, the mega tradeshow ITEX undertakes acquiring and
delivering the best information available to address the current state of dealer
needs at their annual show at the Las Vegas Convention Center. In its tenth
year, ITEX remains the leading cross-mixed office technology event of its kind.
Intended to arm the dealers and business professionals in the channel, ITEX
consistently delivers quality information to help organizations widen their
knowledge on the newest innovations for office product, supplies, service,
information technology, software developments and emerging programs (think MPS
among others) to assist providers in repositioning their business models to
magnify profit margins.



The 2010 show is currently in motion and without question will bring the
channel’s best leaders and innovators forth (analysts, consultants, dealers,
manufacturers, etc.) to present pivotal programs, strategies and methods to
reposition current business models. Quality education tracks, special pavilions,
and ramped up forums including those for MPS will be underway with a roster of
nearly 130 leading manufacturers; most launching new product. ITEX is confident
that while most dealers face challenges to maintain profit levels, the
information acquired at the show is a dream toolkit strategically assembled with
invaluable resources to change the course of their existing business.


In just a few days, the all-encompassing show will provide
a wealth of information to embrace and take back home to launch better business
practices.  ITEX provides the opportunity to learn quickly and network broadly
for new partnerships meant to advance profitably, the bottom line. The annual
event keeps its shape with consistent, practical “directives” that are useable,
and the show remains an integral resource for providers to rely on. ITEX hands
you the roadmap – it’s up to providers to implement it.


At the Power Hour education tracks, you will find available tools that offer
ideas and training on each of the topics you attend. Learn how to reposition
your offering in your market or how to identify (and defy) the strategies your
competition uses to contact the same base of accounts. See what software
programs offer innovative ECM/EDM, or the latest trends in technology and
supplies. Do you really know how to demonstrate the value of your offerings to
your clients? Today, the key lies with how you differentiate yourself and your
company’s services that retain or lead customers back to your business, let
alone improve your organization’s own functionality. The type of business you
have, the components you offer, your product line and pricing, your coverage
area, how you  aggressively market (or not), and your service model all form the
process you must execute well in order to profit.

To address learning new and better methods, five education tracks totaling 25
sessions (along with two MPS dealer business forums) address topics such as: The
Roadmap to Reposition Your Business Model, Toolkit of What Makes a Dealer a
Hybrid, Why You Need to Be in MPS Today, are there for the taking. Along with 
Create Self-Managed Sales Teams, The Profits Found in Color and Network
Services: Build a World Class Help Desk. Dealers can get knowledgeable answers
on the differences between OEM vs. Remanufactured Supplies or learn the Common
Pitfalls in ECM & How to Avoid Them along with Trends to Capitalize on in
Document Management. The catchy title of There’s Gold in Those MIFs... or
Creating Compensation for Sales Reps in a World of Declining Margins are but a
taste of what’s in store  Yes, there is a good session on capturing the clicks,
wide format, compatible mail room solutions, scanning as a service, and how one
should sell the vertical markets. Then there’s social networking & SEO to market
your business, as well as mapping a successful document assessment. And plenty
of service classes to glean from including those on key service benchmarks and
the investments needed that give huge advantages, along with creating the ideal
service & IT teams for strategic restructuring. Wanting to fully cover the
business needs of dealers today, topics also include the legal aspects of
preparing for email compliance or succession planning, even exit steps to
selling a business. Basically, ITEX has you looking under the hood of your
dealership or company, checking against current “best practices” that will lead
to optimum performance. Classes are intended to give you the keys to a better
business ride.



The hot button today is Managed Print Services. Identifying & implementing
the right MPS program for your business is one of the most important initiatives
that dealers can undertake to increase revenue. To effectively  launch  or 
reinforce  a  good  MPS  program,  including  strong sales, sales, operations
and service areas, dealers first need to learn how to effectively manage the
proper MPS Business Models to bring in higher margins.


DBF 1  MPS Service & Profitability Forum - Tuesday,
March 2

A strike force approach in a full day workshop launched the day before the show,
these leading experts share the important considerations that must be
incorporated into a MPS program to ensure extremely high service margins.
Included will be the “must do” items in service, along with the importance of
effective interaction between service & sales and the unique roles they each
play in order to drive a successful and profitable MPS program. This includes
the sales organizations’ role in providing information from the “Quick-View” to
service to ensure high margins. Presenters will provide details on the necessary
information that needs to be acquired during the audit process, to ensure that
dealers have covered all areas essential to implement a successful MPS strategy
within their prospective customer locations. Key areas will include remote
monitoring of meters, IT tech training for MPS, the “cartridge equation,” what
printer base you should service, the MPS service model, the skill set, the
employees, training, service functions, the key aspects of MPS “start-up” and
more. Presenters include experts from BEI Pros, Print Management Solutions Group
(PMSG), Parts Now!, Compass Sales Solutions, and FMAudit.


DBF 1  MPS STRATEGY FORUM - Wednesday & Thursday,
March 3-4

A comprehensive two-day menu of multiple MPS classes which
are process driven and designed to provide the key steps towards identifying and
implementing the best MPS program for your dealership - AND for those already
engaged in MPS but want to leverage their investment. Industry experts share
actionable formulas that will not only help you close print management
contracts, but give you the right roadmap on how to identify, sell, monitor,
measure, train, apply, service, finance to leverage MPS for higher profits.
Launching or reinforcing a good MPS program requires commitment, training, and
credible education to assist you in identifying resources to accelerate this
growth initiative. From dissecting the anatomy of an MPS deal, to assessment,
implementation, pricing, contract management, marketing, aftermarket supplies
and more. The full spectrum is presented by the best industry experts in MPS
including ECi, PrintFleet, FMAudit, EFI, Supplies Network, LMI, Printer
Essentials, GreatAmerica Leasing, Docuware, Compass Sales Solutions (and Digital
Gateway who jump starts MPS interest in Power Hours with Why You Need to be in



ITEX can help you in a matter of days. It’s a small investment to attend for
the bigger rewards you will find. While many companies in the channel have
similar issues to address in today’s economy, learning how to repackage and
present your organization is critical now, and will make the difference in how
you proceed. Repositioning your company to grow and profit also means changing
the perception of the customer. Perception is like a good first impression. It
better be good, current, innovative, reliable, and fiercely competitive. 


To assist you in making these changes, it takes a truly
credible authority to provide the right office technology information to make a
difference. ITEX, and its sister publication imageSource have the pulse of the
market to do so by delivering actionable methods to drive your business forward.


As companies face the challenge of maintaining profit
levels, it takes “morphing” into a provider who is committed to providing a
broad menu of services to secure market share, while retaining existing customer
business. By adopting new initiatives and

implementing better methods, by adjusting to market demands
and relying on new benchmarks and best practices, industry providers can get the
real advantages they need to win business over their competitors.


The core focus of ITEX is to thoroughly explore, year after
year, the absolute latest industry news, changes and innovations in the market.
Manufacturers, dealers, VARs, service providers and business professionals
understand that the show provides them access to the best “players” and
strategies found to date to help them combat the current market conditions.

ITEX plans to deliver the TKO punch in March by providing the hybrid dealer tool
kit - found in MPS Forums, Power Hours, a show floor full of key exhibitors,
pavilions with resources to address added revenue streams, and partners for the
choosing. Without question, ITEX aims to land a power hit that will enlarge the
business scope of its dealer community - the attendees - the real heart of the
show.  Don’t miss it.

Take control of your business. Attend ITEX at the Las Vegas Convention Center
over March 3-4, 2010. *Special MPS Service Forum March 2 and MPS Strategy Forum,
March 3-4. Visit


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