Oh No! Another Imaging Publication! Yeah, but, this ones got me in it. How bad can it be?

Imaging Solutions Reseller launched its site today.

Scott Cullen, the Editor, says, "...we like to think that Imaging Solutions Reseller is more than just another imaging publication.

We’re exclusively an online, interactive publication that is written, edited, and managed by industry insiders. Our audience is anyone who sells and services imaging solutions (hardware, software, parts, consumables), including independent dealers, VARs, and manufacturer direct branches.

Content is determined and created by our editors, bloggers, and an editorial board consisting of dealer principals and feet-on-the-street sales reps..."

Ok - should be interesting.

The Death of Managed Print Services : Photizo Identifies The Fourth Horseman

Sept, 2009

TheEndOfTheWorld as WeKnowIt 

It was a free Photizo webinar about vendor-provided MPS programs and how somebody looking to get into MPS could evaluate all the choices. 

A simple, straight forward, easy to understand theme. Attending would be a good way of keeping up with what others think. 

Besides, I could work some spreadsheets and email while keeping one eye on the slide deck. The presentation was interesting, the questions posed engaging - the answers even more gripping. 

For instance, when asked about the future market growth for MPS, Ed responded by saying copier sales may increase by 3% by 2013, contrasted against a 28% growth in MPS. 

More importantly, of the 80% of dealers NOT providing MPS, 50% will disappear. 

 Ominous? Yes. 

But there is something more - a darkness slowing creeping over the MPS Ecosystem. 

At first, it's just the feeling that someone is watching you, then that slight prick at the back of your neck, the sudden chill - a kick in the breeze, movement at the edge of your peripherals - are those...hooves...I hear? 

---------------- 

A question was posed by somebody trying to reconcile the "box moving" mentality with this new MPS paradigm; Transactional vs. Relationship. And Ed hit it, 

"...whoever owns the service levels, owns the customer..." - makes sense and is self-evident. 

But then the question turned to the future of MPS - I think somebody actually asked Ed to define the 3 Stages, Control, Optimize, Enhance - "what would be the fourth stage?" was the follow-up question, it seemed to be a rhetorical one. 

But Ed has an answer. The Fourth Stage. 

The first board meeting of your Managed Print Services Association was held this past Friday. This is a significant event and trumpets in MPS as a real, defined philosophy and business niche. In order for the MPSA to begin, MPS needed to have some sort of definition - vague or otherwise, there had to be a common idea to rally around. 

Part of the definition formed around the three stages of MPS, observed by the Photizo group. To be certain, HP, Xerox, and all the other players in MPS either had or developed their own definition in "stages" or "phases" - but the basic 3 stages, Control, Optimize, Enhance apply to most MPS programs. 

As observed here on DOTC, the first two stages are sufficient and fall nicely into the traditional copier, office equipment model. The Third stage, Enhance, is a bit more advanced and demands more expertise. But the Fourth Stage is purely mind-blowing. 

Ed defined the fourth stage a managed print services Practice, managing the entire network. 

Imagine your remote monitoring software reading supply levels, meter reads, service events as well as network traffic, power consumption, and desktop PC usage. Imagine being hired by your client to optimize the network completely. Asset management, service calls, data flow - everything - managing the dynamic IT infrastructure. 

Yes, the Fourth Stage will take the "P" out of MPS - or will it? It is my opinion, that the Fourth stage will see the end of MPS. Hybrid firms swallowed up by the likes of EDS/HP, IBM, InfoPrint, and print devices showing up on Tivoli, UniCenter or MainView not PrintFleet, or Print Audit. The Fourth Stage is the Fourth Horseman - you know who rides and you know what follows. 

Have a nice day.

Ricoh can monitor Copier Power using IBM software

Ricoh's Embedded Intelligence System works with IBM's Tivoli Monitoring Networked Multifunction Products- And Why is This Important?

HP, Xerox, Ricoh and Dell: Something Wicked This Way Comes

Toshiba Announces Elite Partnership with Hewlett-Packard

It's official.

One more arrow in the Toshiba MPS quiver, this alliance let's Toshiba dealers sell HP laser printers directly to customers.

This should fill some of the A4 gaps in TABS hardware line. And HP opens another channel for it's IPG.

I wonder if Toshiba will maintain MPS agreements with genuine HP toner or it's Encompass brand?

And I wonder if now all Toshiba dealers will be sending technicians to the HP site for laser training?

The complete press release:


New Agreement Enables Toshiba to Sell HP Laser Jet Printers Direct to Customers
IRVINE, Calif.--(Business Wire)--

Toshiba America Business Solutions Inc. (TABS) today announced a strategic agreement with Hewlett-Packard (HP) that allows Toshiba to sell HP`s laser jet product line to customers. This agreement expands and strengthens Toshiba`s overall product offering while also meeting the needs of HP-loyal customers.

Toshiba`s elite partnership benefits both dealers and their customers, with dealers receiving pricing discounts that translate to cost savings for the customer. Additionally, access to HP`s line of laser jet products allows dealers to further strengthen their Managed Print Services (MPS) program offerings for customers who already have HP as their single-function printer provider.

"Hewlett-Packard is without question the preferred printer provider for a large
number of the companies we do business with, and by bringing HP to the table
along-side Toshiba`s line of award-winning multifunction products, Toshiba has
succeeded in establishing a competitive advantage that will have a significant
and positive impact on our dealers` ability to succeed in this competitive
market,"

said Mark Mathews, president and chief operating officer, TABS.

Managed Print Services

This agreement extends the benefits of Toshiba's MPS, which helps dealers develop additional revenue streams while simultaneously helping customers decrease inefficiencies and reduce costs. The program helps dealers reduce and sometimes eliminate the need for new equipment while simplifying service contracts and decreasing imaging consumable costs.

With its elite partnership with HP, Toshiba can now provide dealers with more options for their customers in both the areas of service and product offerings. The HP laser jet line will be available through dealers to all Toshiba customers, not just those utilizing the Managed Print Services program.

About Toshiba America Business Solutions Inc.

Toshiba America Business Solutions Inc. (TABS) manages product planning, marketing, sales, service support and distribution of copiers, facsimiles, multifunction printing products, network controllers, and toner products throughout the United States, Mexico, Brazil, Latin America, and the Caribbean.

Headquartered in Irvine, Calif., TABS has five divisions: the Electronic Imaging Division; the Toner Products Division; the Document Solutions Engineering Division; the International Division; and TOPAC U.S.A., Inc., dba Toshiba Business Solutions (TBS), a wholly-owned subsidiary corporation of TABS, that operates a network of wholly-owned office equipment dealers throughout the United States.

Rueters

Click to email me.

More Copier Leasing Crime: How Would You Like to Be Sued By SEVEN Leasing Companies?

There is plenty of blame to go around.

I am starting to get Deja Vu with all this.


Just for kicks, here is a list of some of the articles here on DOTC dealing with "wrong turn leasing":

Governor French Academy files another suit alleging fraud in copier lease: Marlin Leasing

Another "GACKED" Sales Forecast: Idaho School District Reneges on Xerox Deal

Why Your Customer Should Re-Write Your Lease Agreement: It's About Them, Not You.

Managed Print Services Appointment - Another Ticked Off Konica/Minolta Client:Leasing and "Integrity"

New York City Dept of ED. - Xerox Contract Starts at $36 million - ends up at more than $67 Million - UPDATED 4/6/09

Copier Selling to Schools- Let's Get Down and Dirty in the Mud!!!!

Bad Experiences with Leasing - Toshiba, IKON, Canon, Saxon

WOW -!

The Governor French Academy is on the "list" of SEVEN leasing companies - and you think you have problems?

According to school founder, Phillip Paeltz, the school's next step is to reach out to the seven companies to settle the dispute.

"If they accept it, then I guess this is over," Paeltz said. "If they don't accept it, we will file for Chapter 11 protections."

OMG! You mean to tell me that a copier deal gone bad may bring down an educational institution?

Let's look at Governor French.

Mission Statement:

Governor French Academy's mission is quite simple. We provide:

1. The finest preparation for college-level educational work
2. Complete preparation for college testing procedures, including interviews
3. Thoughtful assistance in obtaining financial aid for college-level education

They bill themselves as a college preparatory school complete with a challenging curriculum, "...young men and women in their crested blazers..." and their site exudes a quiet professionalism.

So how could something like this happen? How could an organization charged with molding these young minds full of mush end up in such a predicament?

They just weren't paying attention - happens all the time.

Full, latest article, cut and pasted to follow.








BELLEVILLE -- Governor French Academy may have to file for bankruptcy to protect itself financially from a dispute involving copy machines, the school's headmaster said Thursday.

"We started to receive bills out of the blue for copiers we don't have," said Governor French founder Phillip Paeltz.

Paeltz said the school has done business with Kevin Welch, of Okawville, for nine years, leasing copying machines from various companies the school staff thought Welch represented. The school staff was under the impression the leases were terminated when they returned the copiers to Welch but discovered later that some of the machines were never returned to the companies, according to Paeltz.

Welch could not be reached for comment Thursday.

Now seven leasing companies are suing the private K-12 school, accusing it of being in possession of 14 copiers. Paeltz said the value of the leases and the machines comes to an estimated $500,000.

Paeltz said the school tried to work through the situation with Welch in April, when school officials first started getting erroneous bills from the copy machine companies, and Welch, according to Paeltz, told the school he would take out a loan to pay the money owed. When he failed to do so, the school filed a civil fraud lawsuit against Welch in July. The lawsuit is pending.

Paeltz said he knows of at least two similar incidents occurring in Illinois, one at a church in Madison County and one at a senior citizens center in Okawville.

Paeltz said the school's next step is to send proposals to the seven companies to settle the dispute.

"If they accept it, then I guess this is over," Paeltz said. "If they don't accept it, we will file for Chapter 11 protections."

Paeltz said a judge will determine the exact amount of the damages in court Wednesday.

Changeforge To Provide Daily News Flash of Our Industry

News aggregators can be productive - if your interested in getting up to date news around our industry, this looks like a pretty interesting alternative.

I've gone over and checked out the site - it looks decent - the following is a cut and paste from friends of DOTC, Changeforge.

Check it out here.


ChangeForge Announces Partnership to Provide Document Solutions Daily to You!
September 1, 2009 · Filed Under Document Solutions Daily, State of the Blog
Listen to this article. Powered by Odiogo.com
Documents Solutions Daily - KWorks Publishing

Document Solutions Daily - Kworks Publishing

Stop spending valuable time searching through countless industry articles trying to keep up with the industry. Now you can get the latest industry trends delivered directly to you. Document Solutions Daily summarizes an average of 20 document technology events that impact your business and can provide you competitive advantage over your competition.

ChangeForge is pleased to announce a partnership with Kworks Publishing to provide our subscribers daily updates of industry news via Document Solutions Daily.

Who Typically Benefits from Daily Updates?

1. Professionals involved in the office equipment, digital production print and document management industry
2. Senior Management
3. Sales and Marketing Professionals
4. Dealer Principals
5. Advertising and PR agencies
6. … and of course you, the ChangeForge community!

Document Solutions Daily (DSD), from Kworks Publishing, is an up-to-the-minute peek into the complex world of office equipment, document management and production printing.

Starting Tuesday, September 8, ChangeForge provides a DAILY news flash of current events affecting the document technology industry. News flash not enough for you? Then take advantage of the special discounted rate offered to our loyal ChangeForge subscribers.

Dual-screen laptop on sale by Christmas

Dual Screens can reduce the amount of printed materials up to 18% - that's from one study at one client - so percentage could vary.

But forget about the your arbor day pledge, think about the coolness factor you'll command at Starbucks.

More details here.

Does HP Really Need a Channel? Really?

2009 -

The answer is Yes, HP needs a channel. But read on...

What's more, HP just may be "getting" this MPS thing. (tongue in cheek)

As we have witnessed over the past few months, Hurd's herd, has openly marketed their old, tried, and true MPS programs(SPS?).

The HP "guarantee" is the latest salvo.

To be sure, HP has been pushing the MPS program at the Enterprise level for years and any HP IPG VAR has had, in the past, little reason to fear the "mother ship" swooping in on their smaller, B2B business.

Everything changes, that's a fact...

With few new equipment releases, reduction in R&D, and decentralize MPS programs for the channel - through partnerships with Great America, Synnex, Ingram, etc.- comparatively, the HP MPS plan for the channel seems a bit less focused.

There's nothing like the 23 module behemoth from Ricoh, or the easy to use Xerox PagePack 3.0 or entry level, scalable programs from Toshiba, Oki and Samsung.

What gives? Gartner's analysis sheds some indirect light on the subject:

"HP lost 3.4 percentage points market share to total 40 percent market share in the first half of 2009 as it maintained a tighter control over its channel inventory levels amidst weakening demand."

Hardware sales are soft so where does one look to increase revenue in an equipment slump?

Managed Print Services.

HP's existing client base is huge and contains large enterprises that utilize 1,000's of HP printers - MIF.

And what's the number one place to look to for that low hanging fruit? Your existing client base.

Unlike a good deal of VARs and dealers in the channel, HP is not afraid to let their highly trained MPS specialists waltz into an ITG account and start pitching MPS.

That's the easy stuff.

As for SMB MPS channel; if equipment sales are down, why bother working through an unproven, inexperienced channel partner when the plan is to REDUCE the number of units sold?
So,

The best way for HP to dig into the SMB Managed Print Services treasure chest is direct, not through a channel.

Woah...wait, what, huh?


That's right.

The hot, new revenue stream is MPS, and does not require selling equipment - indeed, the exact opposite should happen. There is no reason to work with a VAR selling pure MPS services, services which reduce the number of HP's or xerox, Lexmark, or anyone's boxes.

HP can provide MPS directly on a national, global basis - why not locally? Why not right in your backyard?

So the recharger folks are freakin scared? The rest of us are simply in bliss.

Fear not, dear HP VAR and IPG SVIP OPS reseller - the news is good and it comes from across the pond.

Alan Hatfield, Channel Development Manager at HP, out of Gloucester, United Kingdom, was looking for a UK growth target of 100% between the months of May and September.

To increase ANY type of business by 100%, in only 6 months, is a lofty and seemingly unrealistic goal, but Hatfield expects to see a 90% increase.

And within this growth, Hatfield believes MPS sales are split 50:50 between direct and the channel.

“HP is very committed to having a good platform for our partners because MPS is the future,” he says. “Most of the conversations I have with channel partners are around managed print services.”

Our friends over at Photizo Group estimate the MPS market be more than $50bn by 2013, with more than 50% of all devices coming under MPS contracts.

If the ratio's from the UK/Europe hold true, that's a paltry $25 billion for us in the channel...so who cares if HP needs or doesn't need a channel - figure it out.

One source article here.