Is Paperless-ness a Sexy Result or a Mundane Goal?

Have you noticed an increase in "paperless" talk?

Scuttlebutt generated by folks who make a living selling print/copy devices.  Their argument goes something like, "... I've been hearing about the paperless office since 1978.  It hasn't happened yet.  It's never going to happen..."

On the other side, parties are pushing the paperless office as worthy goal. Headlines like, "...Five Reasons You Should Go Paperless..." and "Go Green, Go Paperless..." haunt news feeds and timelines across the internet.

Who will find themselves on the wrong side of history?  Will businesses start printing like it's 1999 or does digital transformation impact everything BUT print and copy?

I'm going with the folks letting go of the past, challenging the present and riding technology into the future.

The paper less office is here, now.  I've seen it in businesses across the country and in varied industries.  My view is supported by the current standing of our Big 3; Xerox, HP, Lexmark.  If the business world is so enamored  with marks on paper, why are the jewels of our industry experiencing years of decline?

• Is it because the world suddenly realized trees are not a renewable resource?
• No, trees have always been renewable.
• Is it because print and copy services are expensive?
• No, cheaper than ever.
• Is it because managed print services illuminated decades of overselling?
• No. Customers do not care.

Business is moving away from printers and copiers because they are utilizing technology to enhance internal business processes.  Businesses aren't going paperless to go paperless, their continuously improving processes resulting in reduced costs and less paper.

One of my axioms:

"The more paper flowing through your organization, the less efficient your processes."

The past illuminates the future - Green columnar paper.

Not that long ago, company financials were calculated on green paper.  Sales, profits, operations plans were reviewed quarterly - 90 day old data was acceptable.

Then VisaCalc, MultiPlan and Lotus changed everything as hand calculations and mechanical pencils gave way to the QWERTY and mouse.

In an instant, general ledger reports could be generated in days instead of weeks.

In less than a decade, sales of green columnar binder paper dropped off a cliff.

Ask your CFO.

We weren't worried about saving trees or the Chewbacca's; new tools streamlined existing, paper based processes.

As a matter of fact,  output skyrocketed as paper-based workers printed everything from invoices to recipes, financial reports, emails and resumes sat abandoned in output trays around the globe - the salad days of office print.

The Internet of Printers? No.  The internet of Processes

Strange and wonderful things occurred over the last decade - 'clouds' support more efficient distribution of technology.  The internet generation occupy cubicles and boardrooms; continuous improvement collides with digital technology every day. Focus has shifted from faster mechanical devices to streamlined processes.

Information flows from one department to another; from human process to human process. Today, the slowest component of business processes is the conveyance of information via paper.

As technology permeates business operations, organic efficiencies eliminate paper as a mode of information transfer.   This is to say, implementing a paperless movement is not as effective as optimizing business processes when it comes to reducing paper use.  It is an 'inside-out' versus 'outside-in' approach.

The theme is simple:  instead of 'reducing paper usage' or saving trees, focus on increasing efficiency.

Have no doubt, as you eliminate redundancies, your paper, printer, copier, and supplies spend will decrease.

The Selling Professional of Today

"What do you want out of life, kid?”

I remember the first time somebody asked me that question. I hesitated, a 20-something kid, trying to figure my answer and this guy’s angle. In the end, I stammered out an incoherent response; he was recruiting for A.L. Williams.

“More money.”

His answer to me was the best, “I’ll tell you what you want out of life in one word: More."

More work, love, sex, money, cars, kids, toys. More time.

More. Makes sense, in a 1980s kind of way, doesn’t it?

Let me ask you this: What do you want out of the imaging niche? More sales, more contracts, device, software, services sales, MPS, or managed services? More clicks?

Or just More?

Unlike the sustainable and always-growing pool of life insurance prospects...

Read the rest, here.

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Don't Believe the Analysts, Articles or OEMs: Paper Is Not Relevant

3/16/2016

There once was a clever advertisement floating around stressing the futility of going totally paperless. The example was a world without toilet paper.   When the pro-paperless character requests toilet paper, his partner slides a tablet under the door showing a picture of a toilet paper roll.

Cute.

My response to the metaphor is a bidet; no paper is required.

The fight for paper has been raging since 2007 - around the same time, managed print services started going mainstream. Over the last few months, amid the news of Lexmark selling, Xerox diverging, HP splitting, paper plant closures, and the massive consolidation of the dealer channel, it's odd to see more blogs and articles with titles like:

"Print Lives"
"Paperless office remains a pipe dream for many"
"Why paper still rules the enterprise"

Article based on information from as far back as 2009, the year before the iPad.  Oddly enough, manufacturers of devices that scratch marks on paper, fund these studies.  That's right, the people yelling "paper matters" and "the death of print has been greatly exaggerated" are the same folks profiting off the sale of copiers and printers. Huh.

Surveys sponsored by print OEMs are receiving press coverage like:

"According to a new, independent survey of over 3,600 European employees commissioned by Epson Europe, 64% indicated they’d prefer to read reports and brochures on printed paper, citing the ability to ‘share/handout’ (53%), ‘read’ (44%) and ‘edit/annotate’ (41%) as key factors."

-IDM,  January 29, 2015

How can a study "commissioned" by one of the largest printer concerns on the planet be promoted as 'independent'?

Does one need to draw you a picture?

Everything from green printing, security, and print big data, to mobile print, is getting a spike of media attention - artificial buzz created by well-funded marketing departments.

My response to all this "paper is still relevant" talk is Bravo Sierra. Poppycock.  Horsefeathers.  Bollocks.

Bullshit.

I'm saying this to the copier sales folks, the managed print services practice managers and salespeople, the toner crews, and everyone in the trenches - listen deeply to the noise, do not ignore the propaganda, and analyze the content with a dubious eye.

Remember, your prospects DO NOT READ THESE ARTICLES.  Unfortunately, ownership and sales management are consuming this tripe like it's 1999.

Nod your head when these reports are regurgitated during your Friday evening sales meeting and smile whenever one of your colleagues exclaims with glee, "Print isn't dead."

Clients don't want to be tethered to a copier, chained to a printer, or slave to toner cartridges.

"And in your heart, you know I'm right."

The dirty little secret?

Our OEMs knew this back in 2007 and have been concocting it ever since.  Progressive manufacturers are reducing sales acquisition costs with a virtual channel; take a look at HP Instant Ink. 

Considering most of the buying process is completed without a sales relationship, and today's machines rarely require service, how relevant is a local dealership?

Now is the time to side with your prospects - sure, sell the shortsighted ones a copier or two - but keep your eye on the horizon.  Dive into all the training you can and develop your personal brand.

The wave is coming, be ready to jump.

Click to email me.