Managed Print Services Engagements vs. Copier Service Agreements - Tell me Again, why we don't comp copier Reps on Service contracts?

2011

The copier dudes are going to love this one.

Why don't we get residuals on the traditional, Cost Per Copy, service agreements for copiers?

If an MPS rep gets a cut of the volume, why shouldn't a straight copier rep get residuals on the service agreements?

And by 'copiers' I mean standalone or connected, copiers, printers, fax, MFPs, MFDs or whatever the heck else you call them.

Are you selling Konica Minolta copiers?

Kyocera copiers?

Ricoh's for an independent? Canon?

Or how about all my peeps @ RiKON?

When you sell a copier, how much flexibility do you have in adjusting the CPC sell price? Are you forced to "move the jello" by shifting some of your hardware profit over to make up for the service rate discount? (Even though you need to slash your margin to "stay competitive", forget all those back-end rebates. The ones you never see.)

How easy is it to sell a straight machine, WITHOUT a service agreement?

Why haven't we ever compensated the rep on the number of copies/images produced on the copiers they sell?

Ever wonder why you haven't been paid on service agreements?

No, really. Why not?

No wonder the copier guys are killing MPS.

Managed Print Services: Its ShowTime! Lyra in January, Photizo MPS Conference in May

This will be my third year attending the Lyra conference, in Palm Springs.

With at least half-dozen shows scattered around the country and globe, I really only like two: Lyra and Photizo's MPS Conference.

Photizo because they (and I) have been in the MPS ecosystem since the beginning.

Lyra, because of all the spaghetti graphs.

Printelligent Picks Up DirectPointe's MPS Practice

Last year, Lawton Smith and DirectPointe received the MPSA's Corporate End User Implementation Leadership Award.

That was great.

One of the best stories Lawton will ever share is the one about him sitting on his couch, at 3AM, in a leopard thong(that is not true, but it paints a picture) remotely configuring dozens of devices all over the country.

Lovin that WebJet Admin!

I am guessing, thong aside, that Printelligent recognizes expertise as well as the MPSA - so much so, they bought them.

I a very interesting move, Printelligent purchases DirectPointe's(an integrator)MPS division.

A sign that integrators are getting out of MPS?

Combine this with all the copier dealers failing, I mean, "getting out of" MPS and perhaps there is something to this.

Too bad there aren't any MPS consultants out there helping both sides get their heads around MPS Purity.

MPS isn't going away - the future of copier manufacturers, hardware dealers and printed business workflow is.

See more here.


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