MWB, Sharp, Global, Xerox - can we fit a customer into this phone booth too?

To say the copier industry is in a "Dynamic" stage is being kind.



This press release is intended to be informational as well as promotional - but...is it?

From the release, "....MWB Business Systems, a regional core company of Global Imaging Systems, serves the southern California market from six offices in key metropolitan locations. Global companies sell and service document management systems such as printers, copiers and multifunction devices; network integration services; and electronic presentation systems. MWB and the other Global office technology dealers sell products from various suppliers including Xerox and Sharp. Xerox acquired Global Imaging in 2007 and operates it as a wholly owned subsidiary within Xerox's North American operations.

Sharp Imaging and Information Company of America, a division of Sharp Electronics Corporation, based in Mahwah, N.J., markets the advanced, color MX Series multifunctional peripheral (MFP) systems that help companies manage workflow efficiently and increase productivity..."

"...Nurse, I need a napkin, a blue pen, a black pen, and a red pen - and boil some water STAT! I need to explain this to my prospect -..." You can not make this stuff up!

"Tis the season" - for Sharp renewals-

Seems it's all over the place, and these dealers must be reading from the same "talking points", from The Earth Times -

Berney, Sharp Renew Sales Partnership for 5 Years -

MONTGOMERY, Ala. - (Business Wire) Berney Office Solutions, a wholly owned subsidiary of Xerox Corporation (NYSE: XRX), and Sharp Imaging and Information Company of America announced a new five-year purchasing contract...

Berney Office Solutions, a regional core company of Global Imaging Systems, focuses on small and mid-size businesses throughout Alabama and western Georgia from seven offices in key metropolitan locations. Global companies sell and service document management systems such as printers, copiers and multifunction devices; network integration services; and electronic presentation systems. Berney and the other Global office technology dealers sell products from various suppliers including Xerox and Sharp. Xerox acquired Global Imaging in 2007 and operates it as a wholly owned subsidiary within Xerox’s North American operations..."

----

My point?

First, how in the heck do you spin this as a positive to your client? If I were selling against this, the XEROX model of FUD would be applied generously.

Second, the few remaining copier dealers remind me of the T-Rex's ignoring the approaching ELE.

Managed Print Services - Everybody Sells

Mr. I.T Director, You are now in Sales. 

One of my favorite quotes(I have hundreds) is "Everybody Sells". If you're married, you sell a night out with the boys if you take the kids to school...

If you have kids, you sell a quiet trip to school for ice cream at the day's end...

If you have a "boss", you sell your reason for being late to the 8:00 meeting(to get a boys' night out)...

If you support end users, you sell the idea that printing down the hall is much better than printing at your desk...
.
If you meet an MPS professional, and like what he/she says - get ready - you Sell!

There are only two types of people in the world.

Those who sell and those who support those who sell. Sales make the world go around - look around you this very second and find an object that has not been sold...I dare you. You won't. Everybody Sells.

Why do I bring this up? Your I.T. contact does not and can not sell your plan as well as you can. Although they think they can. They think they know "just the right time" to approach him with the idea.

Managed Print Services is the hottest IT issue right now. If you can get in front of an IT Director and start telling him how he can save money, diminish end user complaints and reduce his "headaches" related to printing he will buy into it.

Now all you need to do is wait for your IT person to "Sell it up". Well pitch a tent and heat up the coffee, because if he is like most other IT people he hates salespeople and can't stand selling, so you will be waiting a very long time.

Back to "Selling with High Intent" -

You know your programs will save this company money. Your IT contact knows this as well. If you are selling with High Intent, you know at your core that your solution is the best for the company - so how can you allow one more day to go by without screaming at the top of your lungs - "LOOK AT THIS...BUY THIS NOW!"? How can you fail your partner by enabling him to lose money every minute of the day?

Back to "Partnership vs. Vendorship" -

What? You're afraid of "going over your contact's head"?

Are you afraid of "stepping on peoples' toes" or "going around the contact and directly to the CFO"? Yes?

Oh, ok, so you're like all the other small and insignificant Enablers we call "Vendors". Move along and sell your hot dogs to someone else, let the real business partners talk, plan, implement and get something done.


How do you forge a Partnership with your Client? -

I can not answer that in one simple post, but I can tell you forging partnerships instead of vendorships relies on these points:

Your Outlook on your client and YOU
Your Attitude
Your Wisdom
Your ability to manage your process
Your ability to disconnect from the tendency to want to manage your client

- Attract
- Solve
- Lead
Click to email me.

What Is Going On Over At HP?

First saw this on Jim Lyon's blog.

Stirrings at HP IPG -

Started here.

Looks like simple consolidation of some redundant areas - but HP did use the words "significant" and "cost cutting measures".

From the IdahoStatesman -

"...HP Spokesman Ryan Donovan said the restructuring will “impact” Boise, but would not say whether layoffs are in the offing. He said the reorganization will take effect Aug. 1...

The Imaging and Printing Group has traditionally been HP’s most profitable, largely because all of the money that the division makes from selling printer ink.

In the first six months of HP’s current fiscal year, the division earned $2.38 billion on revenue of $14.9 billion. But the operating profit improved only 6 percent compared to last year, a pace lagging other HP divisions Hurd has already reorganized.

Donovan said the restructuring will move HP from strictly a printer company to global provider of hardware, software and printer services.

The three new business units will:

• Specialize in offering Ink jet hardware, supplies and services to individual consumer and small businesses.

• Offer printers, supplies, management software and counseling services to large corporate customers.

• Provide large graphic printing products, supplies and services for everything from architectural blueprints to outdoor signs."