June 30, 2010 eMPS

Imaging Network Tell A Friend Current Issue Contact Editor Subscribe Aug 29, 2011
ImageSourceMag
View this e-mail online   
An e-newsletter brought to you by ImageSourceMag
30 Jun, 2010
Digital Gateway
Digital Gateway
ECi Software Solutions
ECi Software Solutions
FM Audit
FM Audit
Print Management Solutions Group
Print Management Solutions Group
Supplies Network
Supplies Network
PrintFleet Inc.
PrintFleet Inc.
Compass Sales Solutions
Compass Sales Solutions
BEI Pros
BEI Pros
DocuWare
DocuWare
Electronics For Imaging
Electronics For Imaging
Parts Now
Parts Now
Printer Essentials
Printer Essentials
GreatAmerica Leasing
GreatAmerica Leasing
LMI Solutions
LMI Solutions
Xerox MPS for SMB Markets - A Growth Opportunity
 

In an interview with Russell Peacock, President, Xerox North America, initiated by both Randy Dazo, Director, Network Document Solutions for research firm InfoTrends, and Sand Sinclair, Editor of imageSource magazine and eMPS, together they get to the bottom of what’s behind Xerox’s MPS program that specifically focuses on addressing the needs of the SMB market - and the opportunities that dealers and resellers will find there. R. Dazo & S. Sinclair (RD & SS): What new developments are you seeing in the managed print services arena?R. Peacock (RP): The most exciting trend is the explosion of MPS for the SMB market. Xerox has chosen to participate in this market by enabling our network of channel partners to deliver MPS to their SMB customers. This represents a significant opportunity for growth for both Xerox and our channel partners.(RD & SS): Can you briefly explain Xerox's MPS program for SMBs and the key benefits? Why should a dealer or reseller join your program?R. Peacock (RP): Xerox
Read More...  
Share: yahoo Facebook Twitter LinkedIn digg delicious technorati
Dealership Case Study: Modern Office Methods, OH
 

CLIENT OVERVIEW: The Wyoming City School District serves nearly two thousand children in the City of Wyoming, Ohio, a small residential community of 2.8 square miles.  Wyoming is a top district in the state of Ohio and ranks in the top 100 in the nation on advanced placement results.  The district has three primary schools, a junior high and a High School, as well as administrative offices. BUSINESS CHALLENGE: The Wyoming City School District had tried to simplify its print management by using one manufacturer’s equipment however the equipment had been leased from the manufacturer under different contracts at different times and installed in different buildings.  This resulted in multiple bills as well as confusion over service.  Further complicating the billing problem was the matter of the nature of the school year.  The equipment was used heavily from August to May and hardly used at all during the summer.  The billing method offered by the manufacturer penalized the
Read More...  
Share: yahoo Facebook Twitter LinkedIn digg delicious technorati
MPS: The 30% Catastrophe vs. The Reality
 

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 for a period. But I have to ask a simple question, what is the rational to deliberately taking 30% of the revenue out of our industry? Overcapacity and technological improvements are already creating year on year decreases in hardware and aftermarket pricing and A4 is replacing A3 at a lower unit selling price. Those environmental changes should easily drive 10% of revenue per year out of our industry. Over the last two years units sales have decrease by more than 30%; they are gone and probably will never come back. Now we are all going to join in a concerted effort to drive an additional 30% of revenue out of the imaging space? Let’s all go to the jungle and drink some Jim Jones juice!MPS is not new revenue,
Read More...  
Share: yahoo Facebook Twitter LinkedIn digg delicious technorati
Considering a MPS Compensation Plan?
 

The strength of an MPS strategy is that the dealership is now aggressively going after growing their aftermarket revenues without having to rely on new or upgrade equipment placements.  The new aspect of this strategy is that compensation programs now have to shift to pay aggressively on Service & Supplies, where before, the compensation was based on the equipment gross profit with some kicker for including a maintenance agreement.An immediate conflict may exist in that the equipment reps will now ask for a portion of their aftermarket also.  This can be countered with an explanation that these are two different programs and that they can make a choice of which one they want to be in.  There should be a spiff to the equipment rep for any MPS plan put into their accounts to ensure that you get their cooperation in account management and introductions.The prevalent method that dealers who have entered this field early has been to set up an annuity; pay some portion of the revenue or gross
Read More...  
Share: yahoo Facebook Twitter LinkedIn digg delicious technorati
Opening the Door to a Range of Clients - SHARP
 

Developing global business endeavors is nothing new for OEMs today and Sharp Middle East, the fully owned regional subsidiary of Sharp Corporation Japan, has recently unveiled a strategy to grow its printing and business solutions products segment by 20 per cent in 2010 - and double its turnover in five years. At the annual Sharp Regional Solutions Summit in Dubai this year, Mr. Fumio Yamaguchi, Managing Director of Sharp Middle East, outlined the growth strategy devised by the regional management team and expressed confidence that it was achievable despite current market sentiment.Of note: the Sharp Regional Solutions Summit brought together more than 150 regional partners representing over 80 Middle Eastern, African and CIS markets. All parts of the world are apparently watching, waiting, and wanting to evolve this business landscape.The world's second largest manufacturer of Multi-Function Printers and Copiers, Sharp has lined up seven new models for the Middle East market- five in mono and 2 in color -
Read More...  
Share: yahoo Facebook Twitter LinkedIn digg delicious technorati
You are currently subscribed to [-list] - as [-emailaddr-]. Please do not reply to this message.
To update your subscription preferences, click here. If you want to leave this mailing list, simply unsubscribe. Refer to our Privacy Policy.
ImageSourceMag is a division of Questex Media Group LLC.
600 Superior Avenue East, Suite 1100 - Cleveland, OH 44114

© Questex Media Group LLC. All rights reserved. Reproduction in whole or in part is prohibited without written permission.
Home Subscribe Advertise Contact