Features

Independent editorial coverage on the latest hot topics in managed print.

SpeakEasy: Doug Albregts, Sharp Imaging and Information Company of America

The Imaging Channel

by The Imaging Channel | 01/04/2015

by Patricia Ames

The Imaging Channel sat down with Doug Albregts, president of Sharp Imaging and Information Company of America (SIICA) at the Executive Connection Summit in Scottsdale and learned that “laid back” can be quite irresistible. Join me in the SpeakEasy.

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Force Multiplier: Technology United Represents at the ECS

The Imaging Channel

by The Imaging Channel | 01/04/2015

by Amy Weiss

Among the many articles written about the Executive Connection Summit last October (and there were many, many articles, recaps, blogs and more), there was a great deal of focus on the bigger concepts, connections and companies highlighted at the event. And all of that was well worth the focus — companies like Cisco, SAP, Samsung, Sharp, and OKI are huge, and their presenters were excellent.  But also key to the Executive Connection Summit is a group of companies known collectively as Technology United (TU), and it was this group that perhaps best exemplifies what can be achieved when thought leaders, movers, and shakers come together.

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Office-Printing Market Year in Review: Steady Progress in the Face of Change

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Robert Palmer

In some respects, the office imaging and printing business in 2014 was not so different from any other year recently. Hardware prices declined steadily. Print volumes in most segments waned as paper gives ground to digital display. Inkjet continued its persistent march into the office workgroup. The transition to solutions and services fueled by a steady diet of mobile and cloud-enabled applications leads the industry’s efforts to expand beyond hardware. Everyone is dealing with the impact of mergers, acquisitions, and various market entrants and exits.

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Despite Declines, OEMs Hunt for Opportunities In Lower-Market Tiers During 2014

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Charles Brewer, Actionable Intelligence

While some higher-tier market segments have snapped back to life since the recession, the low end of the market has never fully recovered, and it’s doubtful it ever will. The reasons why are well documented and they’re hardly new: Wireless technology has driven down hardware shipments by putting an end to the requirement that each home computer be tethered to its own printing device. Other new technologies like smartphones and tablets have helped eliminate — or at least greatly reduce — the need to print many documents, which has lowered cartridge consumption.

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Optimize Your IT Environment to Prepare For New Opportunities and Threats

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Michael Howard, HP

A company’s IT environment is an often-overlooked gold mine for increasing productivity and enhancing workflow.  An effective IT environment offers the foundational organization every business needs, from document management to data information sorting and storage. And underutilizing it isn’t just ineffective – it’s costly. An enterprise employing 1,000 knowledge workers wastes $48,000 per week, or nearly $2.5 million per year, due to an inability to locate and retrieve information.

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Getting Cost Information for Your Assessment When the Customer Says ‘No’

The Imaging Channel

by The Imaging Channel | 01/03/2015

by West McDonald, PrintAudit

I’ve trained a lot of sales reps over the years in the art and science of conducting assessments. One of the biggest complaints I’ve heard from my students is how hard it is to get any real cost information when you’re doing an assessment. Everything up to asking for pricing tends to go pretty smoothly, and then bam! The cost wall comes out of nowhere. It can sometimes feel like you are asking for their first born child or doing something illegal. The worst part is that real cost information has such a huge impact on whether or not a customer will buy into the results of your completed assessment.

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New Technologies Take Cues From the Past

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Jordan Darragh, PrintReleaf

When I sat down to both research and outline my thoughts in preparation for writing this article, I looked back at all the recent blogs, news articles, and industry magazine columns I had saved, bookmarked, or read in the last six months. I figured this exercise would give me a pulse and representation of “new technologies” in our industry … and it did. However, while combing over headlines and digging into details I kept coming back to one simple question: What is “our industry”?

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People: The Driver for the Future of MPS

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Toni DuGal, Novitex

With major computing trends today’s norm – Mobile, Internet of Things, Big Data – it’s hard to imagine the Managed Print Services (MPS) of the past and how MPS revenues reached $18.9 billion in 2013, according to the Photizo Group. Over the past 15 years, the MPS market has changed dramatically from the number and types of vendors who offered MPS to how those vendors systematically removed the human element from MPS – severely hampering client relationships. To understand why the market took that drastic shift and the steps it needs to take to become human again, we first need to take a trip down memory lane.

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Using LinkedIn to Grow Your Dealership’s Sales and Learn the Digital Language of Your Buyers

The Imaging Channel

by The Imaging Channel | 01/03/2015

by Lindsay Kelley, Dealer Marketing

Let’s explore practical tips you can implement right now to engage prospects and convert them into highly qualified leads. What do you do once you’re on LinkedIn? Evolving from a copier dealer to a managed IT services dealer is no small feat. The industry as a whole is in transition. That transition makes sense to those of us inside the industry; however, to the outside prospect, there is a perception and stigma that comes with a copier dealer. What does that mean for you as a dealer owner? It means that you need to quickly make that transition from a company that has traditionally sold a box to one that provides valuable IT services that, oh by the way, offers copiers as well. Copiers may be the dealer’s bread and butter, but IT services are the future.

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Remanufacturing Managed Print: LMI’s Total Solution Evolution

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Amy Weiss

If you watch enough
Animal Planet you’ll learn that certain creatures have amazing skills of adaptation, allowing them to excel in any environment, no matter how harsh. Extra-long limbs to access food sources out of reach to competitors, extra-large ears to hear both predators and prey better than the rest, the ability to store reserves of water or food — these adaptations are not about mere survival. Rather, these animals have developed in ways that allow them to excel, to thrive, and to gain an edge over their competitors.

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Nashville Schools Adopt Comprehensive Document Output Strategy

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Tom Bayersdorfer, MNPS

Education: easily one of the hardest professions on the planet. On top of the enormous challenge of preparing students for productive, rewarding lives for decades to come, every school district faces the same mundane operational challenges that any organization does. One of those operational challenges is cost-effectively managing people, processes and equipment — especially when it includes thousands of users in dozens of locations. 

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The Prospects in Our Industry Have Learned A New Language — Do You Speak It? 

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Lindsay Kelley, Dealer Marketing

We are in the middle of an evolution. Not only are we transitioning our businesses into reputable managed IT services providers, but our customers are evolving as well. More and more, buyers are rejecting our sales team’s offers to educate and inspire with meaningful insight, but why? It’s because we’re not sharing our message in the same language the prospects are speaking … digital. In this two-part series, we’ll examine the top B2B social business tool you can use to gain market share and grow your bottom-line sales. 

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HP’s Supplies Business Adapts To An Evolving Print Industry

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Robert Palmer

The printing business soldiers on despite a continued onslaught of dire predictions from pundits and naysayers — both inside the industry and out. A quick Internet search today reveals hundreds of articles forecasting the death of paper, the death of printing, or the paperless office. Most of these predictions deal with issues surrounding a rapidly evolving workforce that is increasingly younger, more mobile, and technology savvy. Digital and mobile technologies have fostered more efficient and effective ways for working with information, and knowledge workers have become less dependent on paper. 

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Adopt Corporate Social Responsibility And Adopt More Customers

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Jordan Darragh, Print Releaf

As businesses become more conscientious about how to contribute to the common good, corporate social responsibility (CSR) best practices make their way into the conversation. A growing trend, CSR still remains relatively ambiguous to many business decision-makers. It is time to unpack the highly popular term “CSR” and understand where best practices are headed, how they’re evolving, why CSR is growing in popularity, and perhaps most importantly, how it benefits customers in the imaging industry. 

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Who’s Winning, Who’s Losing as Demand For Color Keeps Growing?

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Charles Brewer, Actionable Intelligence

Ask a printer-industry geek “What’s hot right now?” and the answer will be “Color.” Or, at least it should be. After all, the low-hanging fruit for MPS practitioners is now as abundant as water in a California reservoir and the 3D market is as far away from maturation as I am. But while growth in 3D and MPS rises and falls, respectively, the market for color devices is looking pretty good at present. Listening to the OEMs’ earning calls this summer and reading their quarterly financial results for the past couple of years, it’s clear that hardware manufacturers are experiencing some level of revenue growth from the sales of color hardware and supplies. While some have been more successful than others, in general, the OEMs have reported that they’ve been selling more color devices over the past couple of years.

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Best Practices for Assessing Your Customers’ Printing Needs 

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Thomas Jensen, HP

One of the most reliable ways to ensure a long, successful and mutually beneficial customer relationship is to provide offerings and services that scale to fit each customer’s needs. By serving customers well and generating a relationship built on trust, your business will be rewarded with steady profits over time. A key first step to creating this type of mutually beneficial relationship is assessing the business needs of your customer. By properly diagnosing a business challenge and providing the correct equipment and services to overcome that challenge, you will plant the seed of trust necessary in the best partnerships.

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Speakeasy: Scott Maccabe, President and CEO, Toshiba America Business Solutions

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Patricia Ames

The Imaging Channel had the opportunity to sit down with Toshiba America Business Solutions President and CEO Scott Maccabe and have a fascinating discussion involving buffaloes, unicorns, big stadium deals and the changing world of information consumption. Join me in the SpeakEasy.

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Executive Corner With Hiro Kataoka, CEO of HoGo

The Imaging Channel

by The Imaging Channel | 10/01/2014

by Jim Lyons

For my September “Jim Lyons Observations” column, I looked at some of my recollections and analysis of document digitization — a process that has been with us quite some time, but still in some ways has not yet reached its “tipping point.” As is my habit, I combined a look at the past and present, while seeking insight into a future outcome.

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The Challenge of Recruiting and Retaining Top Talent

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Steven Branstetter, Crawford Thomas

Good help is hard to find. This is a saying that we have all heard before and most likely will all agree with. This problem is magnified when it comes to finding great employees in any technology-based business. The IT world is constantly evolving and there are always new companies on the rise, just waiting to steal away your top talent.

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The Effects of Voltage Sags On Electronic Equipment

The Imaging Channel

by The Imaging Channel | 06/30/2014

by Vince Luciani, Innovolt

Do voltage sags damage my MFPs? While much has been written in technical journals on the causes of voltage sags — momentary reductions or loss of voltage — this article will focus on the effects that voltage sags can have on electronic assets.

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