Current Issue


by Henning Volkmer   

In the office equipment dealer (OED) community, the term managed print services (MPS) is more commonly known than the term Printing-as-a-Service (PaaS). Some of the most storied names in printing fully embraced the term MPS. The definition is broad, but the end result is simple: gaining visibility and control of your printing to save you money and boost productivity. Managed print also helps you improve environmental sustainability and document security.

Toshiba America Business Solutions and Toshiba Global Commerce Solutions teamed up for LEAD (Learn, Engage, Act and Deliver) 2018. More than 1,600 LEAD 2018 attendees – comprised of customers, resellers and technology partners as well as industry media and analysts — gathered Sept. 5 and 6 at the Bellagio in Las Vegas. 

sarahcuster2016 sqby Sarah Custer 

I often hear businesspeople lament over the difficulty of working with millennials. This usually results in an eye roll and sigh from me. Maybe it’s because I personally have a bit of an identity crisis over what generational group I fit into. I’m on the border of Gen X and Gen Y (gasp! Shall I dare admit I’m a millennial?), but most of my closest friends and colleagues are Gen X and boomers. They’ll say things to me like, “What?! You’re a millennial? Don’t worry! You act far more like Gen X.” I assume it’s intended as a compliment, but honestly, I think I simply act like myself.

Dan Pugaby Dan Puga   

Office print environments have made incredible advancements in technology over the last 10 years. Bluetooth, secure pull printing, and cloud printing, just to name a few, are now prevalent in the office. Yet many of the tools used to discover and design the print fleet are still largely running on old, outdated technology. This creates a print fleet discovery and design experience that can often be cumbersome, costly and slow. As an example, technicians and designers use spreadsheets to list existing printing assets, then plot assets on a physical or digitized map, then go back to another spreadsheet to calculate current costs and future savings, then to another map to design the future print fleet, and finally create a client-facing document to show the plan. In between each step, a file-sharing program is often used for collaboration with the team and the client.

GregWalterscolorsqby Greg Walters 

The following content is intended for new copier representatives. But if you’ve been around the copier block a couple of times, participated in demo-ramas and are considered a seasoned selling professional, I implore you to read and comment. Not for my edification - you owe it to the industry to help fix the future and advise the next generation.  So let them know what’s up, the good, the bad and the ugly.

GregBuschmanwebby Greg Buschman and Larry Buschman   

In our modern fast-paced society, it seems that few are willing to volunteer to take a leadership position.  When asked, however, people are willing to do much as a follower.  There are many reasons for this, but as it relates to leadership, the single largest step toward being a leader is the willingness to say, “I will.” Try it the next time someone says, “I need someone to … .”

PA 2018 120by Patricia Ames  

Recently, Lexmark took their roadshow to Las Vegas, where they met with more than 40 dealers from the region. The event — one of six the company hosted across North America this year — featured networking sessions, briefings and breakout sessions, and in Vegas, the opportunity to drive a high-end racecar (Lexmark proved their wisdom by not letting us drink adult beverages until we safely returned the cars to their stalls).

KenEdmundsby Ken Edmonds   

In the last post, we discussed some of the differences between seat based billing (SBB) and managed print services (MPS). In this post, we will look at how the differences affect the profitability of service, and why SBB can be more profitable and makes it harder for the competition to undercut your pricing.

Brian Suerthby Brian Suerth, TAG  

“I got this,” Ryan reminds himself. He rehearses his value proposition, visualizes himself handling objections flawlessly and knows how badly this customer needs cybersecurity. 

Patricia Amesby Patricia Ames   

As customer demand for digital production printers continues to climb, manufacturers have been in an arms race, developing machines that can help customers differentiate their offerings and achieve more with less. Today’s digital production presses are designed to be easy to maintain and even easier to use, and deliver fast, affordable, high-quality output using a wide variety of inks and substrates.