Print Management Insider Blog

The Twelve Days of Turkey

Posted by West McDonald on Nov 20, 2018 11:35:27 AM

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!

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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

Printer Reliability and the True Cost To Your Managed Print Offering

Posted by West McDonald on Sep 18, 2018 11:34:52 AM

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…

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Topics: print audit insight, print management, Cost Per Page, printers, printing statistics, Printing, office equipment channel, Office Equipment Dealers, office equipment, managed print

We are Living in a Technology World and I am a Technology

Posted by Jay Sapirman on Sep 5, 2018 2:26:10 PM

We are living in a technology world and I am a technology…. Boy…. (sorry Madonna, but when the words fit wear them).

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Topics: sales tips, selling, sales, office equipment channel, Office Equipment Dealers, office equipment, Business Tips

The Ugly Truth About Value

Posted by West McDonald on Aug 14, 2018 2:13:25 PM

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.

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Topics: sales tips, selling, sales cycle, sales, Office Equipment Dealers, office equipment channel, office equipment, value, value proposition, sales value

Convergence Radio Episode 11: The Media Speaks Up On Convergence

Posted by West McDonald on Jun 12, 2018 8:00:00 AM

For those that tune in faithfully to our program, you know that we’ve interviewed a ton of industry pundits, office equipment dealers, and other folks.  They all have their own perspective on the changes facing the office equipment channel and the insights we’ve gained from them sharing has been invaluable to the future of all our businesses.  But what if we got to interview somebody who works with dealers, pundits and OEMs on a daily basis? What if we got to speak to three of those people?! Powerful, right? Well we have power for you in this episode!

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Topics: convergence radio, convergence, Managed Print Services, managed print, office equipment channel, Office Equipment Dealers, office equipment

The Math Around Channel Convergence (And why you should be excited!)

Posted by West McDonald on Apr 12, 2018 1:51:25 PM

 

In our podcast series “Convergence Radio” we have an episode titled “When Worlds Collide” which features startling conversations between an OED (Office Equipment Dealer) and an MSP (Managed Services Provider) on the topic of channel convergence.  Our guests; Preston Woolfolk of DOCUmation and Taylor Toce of Velo IT Group; talked about why they have crossed into each other’s channels and what it’s going to mean for the future of both our spaces.  This interview convinced me more than ever that channel convergence is happening and the pace is accelerating.

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Topics: managed services, Document Manager, MPS, NeoStream, convergence, office equipment channel, Office Equipment Dealers, office equipment, convergence radio

Grow, Sell, or Dwindle Away: The Top Trends of 2018 in the Office Equipment Channel

Posted by West McDonald on Mar 6, 2018 9:00:21 AM

In today’s episode of Convergence Radio we will be chatting with an old industry friend, Norm McConkey.  I actually started my managed print career with Norm back in the day when device monitoring and management for the humble printer was new and exciting. Times have certainly changed since then!

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Topics: office equipment, Office Equipment Dealers, print industry, Managed Print Services, managed print, Managed IT, office equipment channel, seat based billing, SBB, SBB Road Show

Does The Office Equipment Industry Need Saving?

Posted by West McDonald on May 3, 2017 10:04:22 AM

Print Audit's mission is to “save the office equipment industry.”  A pretty bold statement, right? Question is, does the office equipment channel really need saving? And if so, what kinds of things is Print Audit doing to make good on its mission statement?

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Topics: print audit, print tracking, seat based billing, Per Seat Billing, SBB, SBB Road Show, print management, office equipment, Office Equipment Dealers

The Office Equipment Dealer’s Guide To Selling In Changing Times

Posted by West McDonald on Mar 1, 2017 9:01:48 AM

I don’t know if you noticed but the world of Office Equipment sales is changing at lightening speed. This isn’t new: Change is constant. But sometimes we’re left wondering how we can change our own sales process to keep up or simply to keep improving.

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Topics: print audit, printing, print tracking, selling, sales, office equipment, Office Equipment Dealers, office, sales cycle, sales tips

Shattered Glass: Women of Influence in the Office Equipment Channel

Posted by West McDonald on Dec 14, 2016 11:41:09 AM

I don’t know if anybody noticed, but in the most recent US election we had a woman running for the highest office in the land. Hillary may not have won but history was still made in a big way. In our own industry, the office equipment channel, the old boys club is getting a shake up too. There are more women in positions of power than ever before.

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Topics: print audit, print tracking, managed print, Managed Print Services, print costs, women, leaders, Office Equipment Dealers, convergence radio, convergence, office equipment

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