You Know Who You Are - You're Not Alone.

What in the hell does this have to do with MpS/Copier Sales?

Nothing...Everything...

DOTC, TheDeathOfTheChannel - More From 2011 Global MPS Conference

I am a big fan of those ad-hoc meetings around the watering hole, in the lounge or on the bus to Harley Davidson.

You never know who may end up sitting next to on the bus ride over.

This year some of the offline talk revolved around the OEMs - indeed, we had Xerox, HP, Ricoh, and Canon all on one stage fielding questions.  I don't think this has ever happened before.

One conversation that struck me was about 'control' or better yet, the lack of control the OEMs have relative to just 2 years ago.  Control over the industry, over the channel, over the customer.

I detected a bit of anxiety, bitterness.  Granted, the relationship between dealer and OEM has always been strained, right?  And over the years, we've all heard the common complaints, the same gripes  -

• "manufacturers quotas are unrealistic and they keep changing"
• "they are shifting their warehousing cost to us"
• "why is your service rate so high"
• "how can I compete when your toner pricing is so high?"
• "CBS vs. the Canon dealer"
• "RBS vs. the Ricoh dealer"
• "direct vs. the dealer'
• "Are they redefining an Enterprise Level Account, again?"
• "thank goodness for back-end and MDF..."

But this time it was different.  This time, as I listened, waftng through the angst was something different.  A bad smell.

Difficult to pinpoint. But then it hit me. It was the stench of fear.

You see, these self-proclaimed 'independents', were not simply complaining, they were scared.  For a second, I felt badly as they seemed to prefer ignorance over fear.

In the end, all I felt was pity.

What Does Harley Sell? "...The ability of a 40 year old accountant to drive through a small town, and scare people..."

MWAi/Intel Reception from Misty Hamel on Vimeo.

"And then, right there, he lit the Harley up..."

"See you in Berlin..."

Pictures and everything....