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The What’s Happenin’ Report AIndustry Analysts, Inc.
April 2012 
Featured Article
Canon Announces New Market PresidentsCurrent Links…-Konica Minolta Introduces PageScope Mobile App for Mobile Connectivity
-Xerox Survey Shows Color Could Improve Learning & Boost Student Performance
Copier MFP LinkedIn Group Passes 3,000 Members
…This Group Currently Has
3,301Members…We’ve created a LinkedIn group called Copiers, Printers & MFPs. Please feel free to join. We welcome any relevant conversations and will do our best to moderate and keep spam, recruiters and ads from watering things down.
Do You Want to Sell Workflow Apps to Your Customers?
(New Link, Check it out)
Did you know…11,000+
The number of industry subscribers this newsletter reaches twice each week
1974
The year Industry Analysts, Inc. began serving the office equipment industry
20,500+
Average number of visitors our website receives each month125+
The number of countries in which this newsletter is read104,000+
Average number of page views on our website each month549,000+
Average number of hits our website receives each month
The ulitimate app for the copier/MFP/printer sales force
(New Link, Check it out)
Quick Links…Copier Dealer Channel Study
The 475 page report contains critical information broken down by brand, by dealer size and more.Topics include hardware, service, supply margins, dealers using OEM and non-OEM parts/supplies, sales rep productivity and compensation levels, placements by speed category and much more.
Click this link to learn more about this report and to access the Table of Contents.
Sincerely,
Andy Slawetsky
President
Industry Analysts, Inc
Thank you very much for reading our newsletter. We hope you find it helpful and full of valuable information. Please feel free to contact us with industry questions.We Need Partners in Other Markets
If you are outside the US and have good relationships with local copier/printer dealers, resellers and concessionaires, we have a great opportunity for you. IA, Inc. is looking for companies to resell our products in other markets, especially Latin America, Africa, and Asia.Greetings! Thanks for reading our newsletter. We hope you find it informative and interesting. Please feel free to contact us directly with any comments, ideas or if you’d like to contribute to our column.
Industry Rumors…Ex Canon President Tod Pike Goes to Samsung
Sharp US Sends Senior Executives Back to Japan
Ricoh Reorganization Coming in April
US Dealerships on Hiring Sprees
Samsung to Buy Xerox?
The above are industry RUMORS. We heard these rumors from sources deemed to be reliable but we make no claim as to their validity. Some of it may be speculation. This information is not intended to be used as the basis for strategic and financial decisions.
Managed Print Services
What of the Promises?By Lou Slawetsky, CEO, Industry Analysts, Inc.
What happened? Managed print (or, MPS, or MDS, or OPS, or etc.) was to have been the strategy off the millennium. A market with a triple digit growth rate. The ability to lock in your account for three to five years. Gross margins of more than 50%. A natural conduit for the placement of MFPs supplied by your primary vendor. A continuous revenue stream. A stepping stone leading from managed print (or managed printers) to managed IT services. Easy sales, huge upside. Sales reps love the comp plan. MPS is a great plan that benefits both the dealer and the imaging system vendor.
Surprise!! The promises never materialized. We’re in the process of finishing the research phase of our annual Imaging Systems Dealer Strategies Report – a state of the industry snapshot. While not finished, we’re already seeing many dealers being stabbed by thorns in the rose garden.
Some dealers have dropped out of the market after only a few years, citing poor margins and higher than expected costs. One in particular reported negative margins. Ironically, he will be sticking with it, at least for now. He shared the fact that he saw his MPS efforts as a startup and expected margins to turn positive as he achieves critical mass.Available Reports-Dealer Service Manager Survey; Color Devices
-Dealer Service Manager Survey; Monochrome Devices
-Black & White MFP Customer Survey
-Color MFP Customer Study-Black & Color MFP Discount Levels
-A3 Service Margins
-A3 Supply Margins
MFP Reliability Comparison ToolWe are pleased to offer a free trial of our MFP reliability tool.Side by side comparisons
- Days Between Service Calls
- Pages Between Service Calls
- Average Monthly Print Volume
Copier Printers & MFPsThe following discussions can be found in our Linkedin group by clicking on the link. Please feel free to participate:A3/A4 Sales Training Seminar
We help demystify the A3 VS A4 sales process and help your team understand how to educate their customers on the benefits and limitations of A3 and A4 products.Help your reps learn how to inform customers of the pitfalls of buying cheap A4 through alternative channels.
Conducted at your dealership by an industry expert with nearly 20 years experience in the office equipment industry.
Specification, Side-by-Side Comparisons, Test Reports, Solutions
Detailed SpecificationsFinally, an alternative to BLIThe only competitive research service that
includes a customer helpline
It’s like having your own personal assistant!Special Pricing for 2012The best service for your money, guaranteed*DataMaster earns zero revenue from the sale of licenses associated with product ratings certificates or awardsDealer Training Programs
Click image to download details
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