Apr 28, 2011 eMPS

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28 Apr, 2011
Parts Now
Parts Now
ECi OMD & La Crosse
ECi OMD & La Crosse
Supplies Network
Supplies Network
DocuWare
DocuWare
EFI Electronics Corporation
EFI Electronics Corporation
SP Richards Co.
SP Richards Co.
PROS Elite Group, Inc
PROS Elite Group, Inc
Digital Gateway/e-automate
Digital Gateway/e-automate
Printer Essentials
Printer Essentials
FM Audit
FM Audit
PrintFleet Inc.
PrintFleet Inc.
Compass Sales Solutions
Compass Sales Solutions
GE Capital
GE Capital
Print Audit
Print Audit
Union Technology International (MCO) Co Ltd
Union Technology International (MCO) Co Ltd
Building the (MPS) Sales Force of the Future
 

In the document imaging industry, we consistently leverage data and technology to establish benchmarks and best practices to effectively help our customers and prospects improve, manage, and control their print environments.  And yet the question must be asked, “Are company leaders utilizing and leveraging available information and technology to build the sales force of the future?”   We must ask ourselves, are we hiring and training MPS consultative sales professionals based on experiences, criteria, or possibly perspectives from the past? The reality of change in our industry is no longer an issue of choice or perception. The experts agree that transitioning your organization from the sales model of the past to a more contemporary, productive, and customer centric Managed Print Services go-to-market plan is not an option but a necessity of survival and growth. And yet many leaders today are struggling with developing a clear snapshot of what their future
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Marco Dealer Case Study with BankVista
 

PROVIDER: Marco CLIENT: BankVista From providing printers, multifunction devices, and supplies...to tracking toner usage and document output...to supporting your applications, Marco helps manage their clients’ print environment through three tiered levels of printer service and support.  Marco's Managed Print Services give flexibility to adjust plans as the client’s needs change and to stay current with changing technology. Client Overview BankVista, based in Sartell, Minnesota, is an independent, community bank located in Sartell, Minnesota. From personal and business accounts to lending and employer services, BankVista provides a complete range of financial services to meet the needs of growing businesses and consumers. BankVista also demonstrates a strong commitment to the community by providing more than 600 employee hours to charitable organizations and causes a year. "We were happy with our previous contracts but when the Managed Print Services (option) was
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Basic Analysis: Is Your Service Team Prepared for MPS?
 

It is no secret that most office equipment dealers have experienced a decline in service margin and aftermarket revenue relying on office equipment sales alone.  However, the most successful organizations have incorporated an MPS strategy to help carry the baton over the finish line of increased service margin and revenue growth. Client Analysis A good example today is the Ohio-based dealership Modern Office Methods, which monitored 400 printers 18 months ago and today monitors over 9,000 printers producing over 11 million monthly clicks, and has attributed their phenomenal MPS growth to a few basic principles.  “The basics of an MPS service strategy are very simple.  A dealer must overcome the fear of something new. They must have a plan of execution in order to provide a profitable solution to their clients’ printing needs, and the dealer must be positioned to address client concerns in a timely way,” explains Rod Randall, Vice President of Strategic
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For MPS Success Choose Partners with Experience and Training
 

Everyone’s looking for new and creative ways to meet their goals this year. Do your objectives in growing your own company include making MPS a core part of your business? Or finding new ways to motivate your staff to find MPS opportunities while keeping your manufacturers satisfied by selling lots of new hardware?  Or even partnering with key companies that will help you achieve your objectives?  What do you look for when finding a partner to fulfill all of these needs?  Hopefully, Industry Experience, Real Life Industry Education, Comprehensive Solutions, and most importantly, Great Training!  After all, if your team doesn’t truly understand your vision, where the industry is headed, and how to use the new tools you are providing them, how can they possibly contribute to reaching your companies goals?  Well, there are good companies that have found this perfect combination; a few are highlighted in this article.  With technology in the
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MPSA & ITEX - The Start of a Productive Relationship
 

Among the many highlights of the recent and successful ITEX 2011 National Expo & Conference, was the inaugural appearance of the Managed Print Services Association (MPSA) at this event. The MPSA, as many are aware, is the independent association dedicated to development of managed print services (MPS) standards and industry guidelines, and uniting the various segments of the MPS industry. The goals of the MPSA are a natural fit with the objectives of the ITEX community, as Conference conversations revealed. “At our welcome reception and in our booth, we had non-stop discussions with both corporate executives and individuals who have a strong interest in participating in the MPS opportunity,” said Joe Barganier, president of the MPSA.  As Barganier made the rounds of the show floor and manned the MPSA booth, he heard a number of attendees voice interest in having a place they could turn to for on-going MPS knowledge-sharing and networking. “There are many strong
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