Contributions and insights from leading voices in the MPS, document management and office technology industry.

Is Print Really Dying? Read the Numbers, Not the Headlines

Luke Goldberg

by Luke Goldberg | 09/06/2016

If you have been in the imaging industry for any length of time or follow it as closely as I do, you know that on any given day a Google search will yield a vast number of articles predicting the death of printing. However, the fact that this has been true for several years now leads to the question: is print really dying?

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HP’s Q3: The (Down) Beat Goes On

John McIntyre

by John McIntyre | 08/31/2016

For those who have watched HP Inc.’s performance for a while, especially since last year’s separation from what became the Hewlett Packard Enterprise entity, not many would expect the firm’s low-margin PC operation to be its shining light in a quarterly report during a period when the overall PC market continues to be mired in the doldrums – but go figure.

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Services Interference

Eric Stavola

by Eric Stavola | 08/31/2016

In my daily conversations with business owners and decision makers, I am amazed at how in touch most of them are with their key initiatives for their business. Just ask them what their key initiatives are, and they will go on and on listing their goals and objectives for the fiscal year. What is very interesting, though, is that when I ask a follow-up question about what interferences will hold them back from hitting those initiatives, most of these key leaders struggle with the answer.

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Managing Millennials: How to Become a Millennial Whisperer Pt. 3

Ericka Gordon

by Ericka Gordon | 08/29/2016

There’s nothing better than having a company court you in an effort to bring you on to their team. Welcome to the land of FREE.99, price on everything: FREE!

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The Path to Quality

Ken Bechard

by Ken Bechard | 08/22/2016

Quality document processing is not as simple as pushing the print or scan button or fixating on ensuring that each project meets production standards. This narrow focus can have the reverse impact on quality, leading organizations to miss the mark. What elements are key for delivering quality? Here are three strategic steps you can take to put your organization on the right path.

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Canon’s Holistic Approach Extends Beyond Products

Amy Weiss

by Amy Weiss | 08/17/2016

Canon U.S.A. recently invited industry analysts to a two-day event at its Melville, New York, headquarters to preview its vision for the future, its current offerings, and its new company structure. The same week, the firm issued a slew of new announcements that it had previewed with analysts in a briefing in late June.

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Is Hardware Limiting Your Sales?

Christina Robbins

by Christina Robbins | 08/09/2016

Sometimes imaging resellers only think about selling hardware, but a simple shift in thinking helps to increase the size of each sale leading to business growth. Rather than simply considering which scanner a customer needs, think about the larger challenge they’re trying to solve. Frequently, you’ll find that pairing enterprise content management (ECM) with your scanning services is a simple, effective upsell that adds value for your customer. Best of all, technology innovations are making it easier than ever to start selling these solutions.

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Is It Time to Outsource Your Content Creation?

Aaron Dyck

by Aaron Dyck | 08/04/2016

Blogging and social media are proven web traffic drivers that are here to stay. Both of these inbound marketing channels offer you the ability to engage with your website visitors and followers in a deep and meaningful way that can add value to your business. Today’s online business buyers are interested in useful information, not sales talk. Blogging and social media allow you to tell your readers about who you are, what you do, and why they should work with you, without the high-pressure sales talk of traditional media.

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Looking Back at the MSP/MPS Connection — Where Have We Been and Where Are We Headed?

Amy Weiss

by Amy Weiss | 07/29/2016

CompTIA recently released its “5th Annual Trends in Managed Services” report, which surveyed 400 U.S. managed services providers in March 2016, tracking questions it has asked over the years to get an overview of the trends in today’s MSP space.

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We Know, We Know You Know, and What You Need to Know

Jon Souders

by Jon Souders | 07/29/2016

There is an elephant in the room so to speak, and quite frankly, I have no problem addressing it.

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Q & A With Gil Pekelman, CEO, Atera

Patricia Ames

by Patricia Ames | 07/25/2016

Atera recently announced the availability of "The Benchmark," a service that provides comparative data for IT professionals worldwide so they can understand how they perform compared to colleagues and be better prepared for future trends.

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Are You Asking the Right Questions When Buying Technology? The ‘Why’ is What Matters

Lance Elicker

by Lance Elicker | 07/21/2016

Have you ever seen a great sales presentation about a software or technology and thought, “My business needs to have this”? You make the purchase, and then three years later the software you had to have to help run your business better isn’t being utilized the way you had hoped it would, or even worse, it’s not being used at all? Unfortunately, that is an all-too-common theme that I have seen over my years in this industry.

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Can You Simplify Your Managed Print Services Life?

Greg Walters

by Greg Walters | 07/18/2016

"Life moves pretty fast. If you don’t stop and look around once in a while, you could miss it."

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Even the Mighty Must Bend in the Wind: HP's Printing Sales Model Update Part 2

John McIntyre

by John McIntyre | 07/12/2016

That giant sucking sound you hear in the imaging supplies channel is $450M in HP printer supplies being sucked out of the distribution pipeline as HP re-engineers its supplies marketing strategy in an update to its printer sales model” announced on June 21 (read Part 1 of this series here). By a rough estimate, HP reduced supplies channel inventories by about 25 percent, an unprecedented move in the history of the imaging supplies channel to our knowledge. Yes, this is a big deal, and its effects will ripple through the rest of the industry and the other OEMs for some time. The 25 percent reduction in channel inventories will bring HP’s pipeline from an average of 6- 8 weeks to 4-6 weeks, or roughly a one month supplies inventory ballast. There are numerous possible facets driving this tectonic shift, and we will have to speculate about many of them.

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Toshiba LEAD 2016: Style Meets Substance

Patricia Ames

by Patricia Ames | 07/10/2016

When a dealer announces the launch of 23 new MFPs before its annual dealer meeting even kicks off, your expectations are automatically raised. Such was the case with Toshiba, which issued a press release announcing the new hardware the morning of its LEAD event — its annual conference for dealers and end users, held in Las Vegas May 16-19.

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Seven Ways Millennials Can Make the Next Sales Call Better Than Their Last 

Brandon Gross

by Brandon Gross | 07/06/2016

In today’s saturated world of copier sales, it’s more important than ever that millennial copier sales reps are able to differentiate themselves. For reps entering this industry, the pressure to obtain extensive product knowledge is fierce. Speeds and feeds and knowing them better than your competition is what previous generations of reps hung their hats on for years. However, this will not serve in your best interest. The ability to stand out as someone your clients can relate to and trust, to be a true consultant when it comes to their imaging solutions, is paramount. The up-and-coming group of “millennial” sales reps in our industry are in a special position to learn from the old and bring in the new to position themselves and their dealerships with a clear, competitive advantage.

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Eight Secrets of Powerful One-on-One Meetings

Brad Roderick

by Brad Roderick | 07/05/2016

The concept is simple. Typically weekly, the supervisor and direct report get together for 30 to 60 minutes. The general purpose of one-on-one meetings is to improve communication, build relationships and coach. The meetings are scheduled in advance, include an outline or agenda and are more informal than a full review or a project update/status meeting. Doesn’t sound too tough, does it? Get together regularly, get caught up on personal and professional issues, share some information and offer a little coaching. The fact is, great one-on-one meetings are extremely simple and extraordinarily powerful. They are also rarely done well and generally held inconsistently, if at all. Simple concept, tough execution.

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Managing Millennials: How to Become the Millennial Whisperer Pt. 2

Ericka Gordon

by Ericka Gordon | 06/29/2016

Millennial managers are still dropping knowledge. Last month we talked about how to keep your millennial employees motivated. This time around we’re covering tips and tricks for the management process overall.

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How Predictive are Your Analytics?

Sarah Custer

by Sarah Custer | 06/27/2016

“Predictive Analytics” is a very popular buzzword right now. Many are talking about it as the next big thing for their businesses, and some in MPS are hoping it will be a silver bullet for automated supplies replenishment. I was recently preparing for a presentation about supplies management and predictive analytics and realized, like many things in our industry, there are varying definitions and opinions on the exact meaning.

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HP's Printing Sales Model Update: It's Only $450 Million

John McIntyre

by John McIntyre | 06/23/2016

On June 21, HP Inc., in what the company billed as an “Update [to] Its Printing Sales Model,” announced that it was taking a charge of $225M in both Q3 and Q4 of this year – about $450M in total – that reflects a move to reduce channel inventory of printer supplies; essentially the company is taking back/buying back almost one-half billion dollars in supplies from its channel partners. In Q2, the company reported $3,099B in supplies sales, continuing a declining sales trajectory that has been quite evident:

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