Ecosystems are less about the literal environment but more about building fully leveraged partnership systems that deliver a neatly tied solution to end customers. Learn about the changes taking place within the market and how companies are transitioning their go-to-market strategies to build “green” sustainable growth business models to achieve success in vertical markets while satisfying customer pain-points.

As the industry advances through the classic stages of market evolution today, it’s time for the fourth and final stage - the Solution Sale. The product and even the software to a certain degree are secondary in the value chain to the expertise in consulting & support services that are offered to solve real communication problems. This session addresses the best sales strategies and marketing tactics needed.

Valuable data & document security has worked its way across the business landscape with incredible speed as a result of a plethora of government initiated regulatory compliance measures. Documents contain sensitive data that is protected from unauthorized personnel. Learn of software applications that leverage user authentication, document tracking, auditing capabilities that meet vertical market criteria

Business growth opportunities come in all sizes, big and small; wide format printing diversifies your product offerings and opens up new markets and customers not necessarily served before. The business fundamentals for wide format printers are very similar to the A3 devices you already know – good margins in service and aftermarket. Hear from a panel of dealers who have experienced much success.

Service departments are using technology more than ever to troubleshoot, repair and keep ahead of machine down-time issues. Review the newest tools including wireless technology, meter reading, & advanced vehicle tracking systems that expedite business in a precise & cost effective manner. The results are intuitive systems that better manage employees & devices, regardless of location. Includes strategies & improvement perspectives.

U.S. document capture and workflow solutions accounted for nearly $300 million in revenue in 2007 with an annual growth rate of 23% through 2012. Trends include integrating paper into digital to increase productivity, workflow, improve operational efficiency and address compliance needs around data security. Learn how these software applications pave the way for you to own the electronic document.

This course will provide you with a unique approach to territory design supported by a consultative and highly successful sales management framework. Increasing sales rep productivity is key to growing revenue and market share -  and retaining and developing the sales force is key to increasing sales rep productivity.  A must attend course to grow your market share & profits!

Adding and selling office products and supplies is a good value-add for office equipment dealers, rounding out their portfolio of offerings to clients as well as consumables providing an ongoing revenue stream. Learn the best strategies from SP Richards, a world leading wholesaler of office and computer supplies that works closely with dealers in the channel.

Software as a Service has received much attention in the IT world but has it translated well into the Office Equipment Market?  Some of the benefits for small businesses include: inexpensive startup, no initial investments in hardware, servers, software. A predictable monthly service charge for using the application. Discuss all the economies of SaaS and if these solutions are the right type for your customers.

Today’s dealers are looking for other revenue streams. Many are turning to servicing HP & Lexmark printers & MFPs as the next step. Learn to sell printer service to your current customers & beyond, how to educate your service techs on HP & Lexmark printers, on getting service manuals, with all the right steps. 

InfoTrends research projected that solutions led machine revenue nearly totaled $6.3 billion versus $7.8 for machine only placements in 2008. In 2009, critical crossroads will have been crossed where solutions led sales will account for $8 billion. This session addresses the document solutions market opportunity, trends fueling growth, and a special emphasis on leveraging solutions selling in a challenged economy.

Placements for workgroup color page printers & MFPs and single-function workgroup color printers are up while workgroup color MFP placements grew 23.1%; evidence this segment has entered a rapid growth phase. Complete color lines set the table for the potential replacement of monochrome lines. At stake is the lion’s share of future profits. Examine product, pricing trends, applications driving end user behavior.

A tremendous amount of dealers suffer profits due to equipment being placed incorrectly due to the wrong volume or environment required. Learn to identify & prevent misplacements, how it affects revenue streams when the volume or incorrect environment can not overcome the cost of operation.

As dealers become more specialized in EDM and workflow, often the mailing process is overlooked. Yet consider the number of documents that customers mail:  invoices, statements, promotions, checks.  Imagine offering customers not only better management, storage and distribution of these documents, but automated mailing systems with reduced mailing costs of up to 12 cents apiece, based on  today’s software technology.

The correct service structure is the foundation of your service department. Review methods used to develop territories, the best strategy to take, a process of developing a car stock that’s above 90% accurate for each territory, rebalancing all to maximum productivity from the field, for a high level of customer service. A new Web-based territory creation software that automates this type process is revealed.

Choosing a set of assessment and meter collection tools for your managed print services program can be challenging.  Then, you have to figure out how to use them effectively.  In this session, a panel of dealers that are successfully selling managed print services will discuss how they are using assessment tools to drive their managed print services businesses.

Given the highly competitive nature of our industry and playing in a marketplace where finding new customers in a mixed economy has become increasingly more challenging, retention of your current customers is not only a cost effective and profitable strategy, but in today's business world it's necessary. This session you’ll learn about customer retention strategies that work including key value-added ones!

The purchases of Global, Danka, and IKON has created new and perhaps unfair competition. Maintaining market share & machines in the field is a top priority. Are independent dealerships worth more or less today than yesterday? Should you accept the generous incentives and take on the line that suddenly became available? Get key answers to the latest industry issues. Are you ready for the changing market?

Dealers use non-OEM supplies and parts to either offer users a lower CPC or to strengthen the dealer’s margins, particularly when the copier is under a CPC program. Non-OEM supplies/toners/parts are widely available for monochrome machines but what are the barriers for color? How will dealers know when such parts are reliable enough to use? Which customers are best served using non-OEM vs. OEM?

Service organizations report that virtually every discretionary dollar has been removed from their budgets and manager/employee workloads are nearing a breaking point. Learn from the ground up, how to build a business case supporting any technology investments aimed at improving service productivity.  Implementation steps from a large field service mobile communications initiative are covered.

Most hardware centric dealerships fail to recognize the strategic importance of software applications that have no direct connection to the multi-function print devices they sell today. But it’s not about how many unit placements you have in play but how many total pages you are capturing that defines profitability. Learn of scalable document management applications to meet a wide range of customer needs.

Sales & services are tied to customer relationships, ensuring that the service levels with each organization meet customer expectations. With hardware and even software becoming ubiquitous, professional services has emerged to become the new differentiator in your product portfolio. This session addresses the principal components behind the necessary “promotion” of products; the intangible vs. tangible, etc.