Print Management Insider Blog

5 Reasons Not Tracking Every Device Could Cost You A Fortune

Posted by West McDonald on Jun 25, 2018 10:42:07 AM

I’ve worked with a ton of dealers over the years helping them with their managed print programs. One of the cornerstones of any good managed print program is a good remote monitoring and management platform. Compared to other expenses in the business, remote monitoring is extremely inexpensive yet many dealers insist on only monitoring and paying for the devices they are managing. As soon as the assessment is over, they “clean” out the unmanaged devices and only continue to pay to monitor the devices under contract. Here are 5 reasons that decision could be costing you a lot of business:

Read More

Topics: selling, sales tips, sales, premier members, Managed Print Services, managed print, assessment, intel, device monitoring, infinite device management

Convergence Radio Episode 7: The Winners’ Guide To Assessments and Becoming The Office Equipment Dealer of Tomorrow

Posted by West McDonald on Mar 22, 2018 8:16:00 AM

For 6 years of my life I conducted assessments and trained sales reps on how to use them to win more business.  Assessment selling works. We saw close rates go from 3 out of 10 to 7 out of 10. Margins were also richer and customer satisfaction always higher.  One of my favorite things was seeing a sales rep become an assessment selling convert. The look on their face when they win a deal that they would have otherwise lost.  Pretty cool stuff.

Read More

Topics: office equipment channel, print industry, assessment, print management, Printing, docassess, convergence radio, Managed Print Services, managed print

Office Printing By The Numbers: Winners and Losers By Vertical

Posted by West McDonald on Nov 15, 2017 10:15:36 AM

In our first “By The Numbers” blog we learned some surprising things about how office printing habits are changing.  Average pages per user were down from 2015 to 2016.  Color printing for email and web print are on the rise.  And that’s just the tip of the iceberg.  You can read the original By The Numbers blog HERE to see all the surprising findings.  If you make your living as an office equipment dealer principal or if you are in sales in this channel you should definitely read that blog.

Read More

Topics: Managed Print Services, Printing, print trends, assessment, print audit insight, insight, vertical markets, Office Equipment Dealers

5 Free Printing Hacks To Save Money and The Planet

Posted by West McDonald on Aug 17, 2016 11:39:02 AM
A printer/photocopier covered in unnecessary notices urging people not to waste paper etcOffice print and copy is essential to running our businesses but takes a huge toll on the environment.  From the power printing devices consume to the paper they print on, the cost to both our pocket books and our planet are considerable.  Whether you’re a Fortune 500 Company or a 5 person SOHO operation, most of us would like to do more to decrease our environmental footprint.
Read More

Topics: assessment, business, business strategy, Business Tips, environment, environmental impact, green, managed print, Managed Print Services, Mobile Print, MPS, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, sales, strategy, success, Technology, technology, tips

Not So Mobile Printing

Posted by Print Audit on Aug 4, 2016 10:23:42 AM
Young Businesswoman With Mobile Phone Showing Graph Connected To Printer At Desk


 By Petra Diener: Talent and Communication Specialist / CEO, 3 Across The Sea

Don’t you love these moments in your day when the latest newsletters come into your inbox? You’re totally excited about a headline, Like “XYZ to set another milestone in mobile printing”. Overly excited you click on the link and what do you see?

Read More

Topics: assessment, business, business strategy, Business Tips, managed print, Managed Print Services, mobile, Mobile Print, mobile printing, MPS, office, Office Equipment Dealers, paperless, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, strategy, success, Technology, technology, tips

Data Breach Got You Down? 3 Proven Document Security Tips For Office Copy & Print

Posted by West McDonald on Jul 19, 2016 10:24:56 AM
comphackYour company data is valuable, and unfortunately, you’re not the only one who thinks so.  We live in a world where data theft is becoming a bigger issue every day.  Here are some alarming statistics:
Read More

Topics: assessment, business, business strategy, Business Tips, data, data breach, IT, managed print, Managed Print Services, MPS, office, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, printing trends, Revenue, sales, security, selling, Service, strategy, success, Technology, technology, theft, tips, weaknesses

Still Selling Software? Stop It!

Posted by West McDonald on Jul 12, 2016 9:57:26 AM
keyboarddollarAs a consultant and trainer, one of the most common questions I get asked is “What is the best way to sell software?”  Usually I’m being asked this question because one of my clients is having a hard time competing against competitive software solutions.  My usual response: Stop selling software.  It’s not the answer you’d expect, but hear me out: There are far better ways to make money with software other than selling it as a sku.
Read More

Topics: assessment, Billing, business, business strategy, Business Tips, Cost Per Page, CPP, managed print, Managed Print Services, MPS, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, Revenue, sales, Savings, SBB, seat based billing, selling, Service, strategy, success, Technology, technology, tips

The War For The Modern Office Has Begun

Posted by West McDonald on Jun 29, 2016 8:14:49 AM
AvenVSSin

In 2015, Print Audit was proud to introduce you to The 7 Deadly Sinners of the Office Equipment Industry.  They shared the good, the bad, and the exciting issues facing our channel.  From e-books to comics, the Sinners gave us lots to think about and fresh ideas for growing our dealerships.

Read More

Topics: 7 Deadly Sins, assessment, avengettes, Billing, business, business strategy, Business Tips, Cost Per Page, CPP, IT, managed print, Managed Print Services, MPS, OEM, office, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, printing trends, Revenue, sales, sales cycle, Savings, SBB, seat based billing, Service, strategy, success, Technology, technology, tips

Diversifying Your Business? 3 Reasons “Unified Billing” Should Be On Your Mind

Posted by West McDonald on May 4, 2016 1:54:26 PM
complex_to_simple

As the Office Equipment industry continues to mature, one thing is certain: Progressive dealers are spending a lot of time researching and investing in diversified business practices.  For some that means creating or buying a Managed IT Services company.  For others it means providing document management and BPO solutions.  For fewer yet it means doing all of the above.

Read More

Topics: assessment, Billing, business, business strategy, Business Tips, Cost Per Page, CPP, Customer Service, IT, managed print, Managed Print Services, MPS, office, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, Revenue, sales, SBB, seat based billing, selling, Service, strategy, success, Support, tips

Is Office Printing Increasing or Declining? Answer: YES

Posted by West McDonald on Mar 23, 2016 10:12:21 AM
iStock_000004327361_Medium

 If you are in the office equipment industry one of the things you rely on is people printing.  As your primary revenue source relies on the equipment and supplies that allow people to print you need to ask a very important question: Are people printing more or less than they used to?

Read More

Topics: assessment, business, business strategy, IT, managed print, Managed Print Services, MPS, Office Equipment Dealers, print audit, Print Behavior, print management, print tracking, printers, printing, Printing, printing trends, Revenue, sales, selling, strategy, success, technology, tips

Add comment