I just returned from a meeting in Las Vegas for sales executives. It was sponsored by the “Copier Dealers Association”, an organization that Thermocopy has belonged to since 1996 (how is that as an outdated name for an organization of the best, most forward thinking, and largest independent technology companies in the U.S.). There are some very interesting things happening in our industry.
There is a lot of talk about providing “Managed Network” services. This includes remote monitoring of networks, off-site backups, virus protection services, VCIO reviews, etc. I can argue both sides of the question as to whether this is a service we need to offer. I have not heard any convincing evidence that anyone in the organization has been successful, or is making a profit selling these services. I am afraid that by the time this product is accepted as main stream by the East Tennessee business community the margins will have fallen to a point that you can’t make a profit. We will continue to evaluate the offering. so for now, this idea will stay in Vegas.
Also, lots of discussion about MPS, managed print services. It is interesting that there are a number of companies in the CDA that are just cutting their teeth on this offering. We have been very successful offering MPS through our Printworks, now Printworks+, program since 2005 (see an earlier post for more info). Our program has seen steady evolution in the breadth and scope of what is offered. Of course, we will always listen to what other companies are doing and their success stories (and failures) so that we can modify and improve our program to the client’s benefit. So some of these ideas will not stay in Vegas, but migrate back to Knoxville.
There were some very good presentations concerning account executive productivity and education requirements. There were definitely some ideas that will be implemented at Thermocopy over the next year.
So, contrary to the saying, not everything stays in Vegas!
Convergence 2011
I will be attending the annual Ricoh dealer conference, Convergence 2011, in Orlando next week. The conference is for all of the independent dealers that sell Ricoh Family Group (Ricoh, Savin, Lanier) equipment. Last year there were over 800 in attendance.
It will be interesting to hear more of what the short term affects to our supply chain will be due to the earthquake and tsunami in Japan. We are already experiencing some  disruption in the form of longer delivery times for equipment and supplies. Also, it is difficult to get any eta’s for orders as the manufacturers are not allowing us to see inventory levels and picking orders in their ordering systems.
There will be several new equipment models introduced and a number of educational seminars to attend. I am always ready to listen for better ways of executing programs and compare our programs with other company’s programs. Scheduled seminars include:
I am really interested in the A4 product line. I have discussed the possibilities of A4 equipment with Ricoh executives for several years and am finally seeing some movement. There is a very real place for A4 equipment in our Printworks+ programs.
Another seminar of interest is the Total Green Office Solution. Environmental initiatives have come to have a special place in my heart and I believe that we are doing a great job of educating our clients and prospects as to the benefits of adopting our environmentally friendly suggestions and recommendations. Â
I will provide an update and my thoughts about the conference next week upon the conference completion.