Tom Callinan, Strategy Development

I have extoled the benefits of territory design since I started consulting eight years back for the independent channel. In those eight years a lot has happened in our industry, including the decline of unit placements and prints and the more widespread adoption of industry developed applications...more >>

I get asked all the time, “Can you help my team close more sales.” When I then ask the person to tell me what they are looking for the emphasis is always on closing as an event. This belief would lead the average business owner to believe there exists a superstar closer; you simply “wheel...more >>

By now you are fully aware that our industry is changing, and rapidly. Nobody needs to tell you that images are decreasing along with equipment placements. And compounding the decline is that the revenue per image and per device is also declining. Why is it now, after years of decline that just...more >>

With 28 years in the imaging industry, I’ve seen my share of the “latest trends” as espoused by the “experts.” In the mid 90’s, all of the experts were stating that if you were not in the networking space you would be out of the copier space. The slogan was: “whoever owns the network...more >>

Consultants can help business leaders achieve greater success than they could have achieved on their own - or be a tremendous waste of money. If you are a principal of a company or a senior manager, you’d probably stand in line for the former but the thought of hiring the latter scares you to the...more >>

In the past few months, you probably made some type of resolution to “grow your business in 2012.” You may have decided to add some sales professionals, change your sales manager, make an acquisition, or open a branch in a new territory. For some, you’ve decided to expand your product and or...more >>

One of the largest and most overlooked issues within dealerships/VARs is sales productivity.  For one, it usually isn’t measured.  It is rare that a prospective client knows their sales productivity (average revenue per sales rep).  That figure is as rare as the same dealer knowing...more >>

The team that makes up our management consulting company (Strategy Development) is frequently contacted by a Dealer / Reseller for help in addressing a perceived issue, i.e. equipment revenue growth; to improve an MPS program; increase service margins; achieve more net income. Almost universally,...more >>

Yes, equipment placements are still falling in our industry so therefore, you do have a legitimate reason to point to that if you are experiencing equipment revenue declines.  Yet, there are dealerships that are actually growing their equipment revenue - isn’t it a lot more fun to be...more >>

Many commentators in the MPS space like to talk about the 30% savings companies receive through an MPS agreement. I guess it helps them sell research, advance the theory of displacing printers with departmental MFDs, or helps the weak sales person generate some commission and retain his (her) job...more >>