(Pictured left to right: John MacInnes, CEO, Print Audit / Laryssa Alexander, President Field Service Division, ECi Software Solutions / Trevor Gruenewald, President & Chief Operating Officer, ECi Software Solutions / Sean Halliday, President - PlacePoint Division, Print Audit)
As I write this blog I’m doing some prep work for Print Audit’s annual Strategic Planning week. Soon, I’ll be with fellow executives at Print Audit, and we’ll be locked up in a room together for 2 days as we reflect on the year that was and plan for the year ahead. Next to spending Christmas with my family, it’s one of my favorite things about December.
The week that I get the most work done is the one where my American friends celebrate Thanksgiving. I’m Canadian you see, and we celebrate Turkey day much earlier, so for me this is a work week. Canadians are expert at taking more holidays than almost any other nation (with the exception of those in France, no contest!) but there is one time of year that our American neighbors take the cake (or the Turkey): Thanksgiving. It is likely the longest holiday in the U.S. and the week is pretty much a write off. I don’t mind, really. Thanks for helping me and my other Canadian friends to get caught up on our inboxes and to-do list during this time!
Topics: print management, print industry, managed services providers, Managed Print Services, managed print, Managed IT, managed services, thanksgiving, office equipment channel, Office Equipment Dealers, office equipment
As a senior manager or business owner, I get it, there aren’t enough hours in the day. You want to spend more time reading up on new ways to take your business or department to the next level, but best intentions are dashed by the hour-hand on your clock moving way too fast. In the words of Peter Drucker, “Time is the scarcest resource.” If he were alive today he would know that this truth is more relevant than ever before in the history of business.
Topics: digital transformation, digital collaboration, office equipment channel, Office Equipment Dealers, print industry, print management, managed services providers, Managed Print Services, Managed IT, convergence radio, convergence
As we move into November it’s hard to believe that the final SBB Road Show of 2018 has come and gone! These road shows are among my favorite events of the year and I’m kind of sad that another one isn’t just around the corner. Oh well, 2019 isn’t that far away and we’ll be doing 2 or 3 next year too!
By the time you read this blog the final SBB Road Show for 2018 should be well under way. It’s being held at the Renaissance Hotel in Asheville, North Carolina, in conjunction with the BTA Fall Colors event. For those that know me, I live a long way from there. I live on the Canadian side of Lake Erie. I had a 12 hour commute because I decided to drive down.
The pace of change in the office equipment channel is happening faster than ever before. Users are printing fewer pages and customers are looking to digitize and automate as many of their workflows as possible. Some people call this Digital Transformation (DT), and truth be told, what that means is about as clear as the word “solutions,” or mud.
One thing we know for certain: Margins for managed print, especially programs that employ Cost Per Page billing, are under attack. We could just increase the Cost Per Page price, right? Yeah…
One thing I have absolutely loved about being in the Office Equipment Channel for the last 15 years or so is just how innovative the people in this channel can be. When I started out in this channel, MPS (Managed Print Services) was just being born. Today, around 30% of every page printed is under an MPS contract. When our channel wants to change the way people do business nothing can get in our way.
As we move through our sales careers there is usually a strong correlation between the complexity of a sales cycle and our earnings. We might start out as an inside sales representative responding to requests. We may then progress to outside sales with a limited subset of products to sell. If we’re good, we’ll probably end up as a National accounts manager selling more bundled solution offerings. The ugly truth, however, is that like all ascensions, not everybody will make the cut and most people will burn out before they really start enjoying the fruits of a senior sales role.