Fall Colors Retreat Educational Sessions
MPS: It's Changing. Are You?
Mike Lecak, founder and president, Collaborative Consultant Group LLC
No longer is "good enough" good enough. As the field in front of you changes, you must too. Is your company prepared to deal with "disruptive technology"? Terms like "remote monitoring," "auto toner replenishment" and "equipment refresh" are being replaced by "workflow analysis," "business process optimization," "cloud services" and "digital transformation." In this new space, value trumps all. This session will open you up to strategies and tactics designed to help your company bridge your offering to speak to the "new MPS" and give you insight into what decision makers are looking at every day.
Lecak is the founder and president of Collaborative Consultant Group. An industry veteran of more than 33 years, his experience with both OEMs as well as the dealer channel contributes to his unique view of the MPS space. Lecak consults with both dealership owners and manufacturers on a wide variety of topics designed to move their businesses forward by designing processes around strategy, people development and sales execution. He is a regular writer for several industry publications, as well as a speaker at many national events. Lecak has experience as a copier/MFP sales rep in the highly-competitive Los Angeles, California, marketplace.
Six MPS Mistakes Most Dealers Make
Frank Topinka, president, National Printer Repair Network
How successful has your dealership been with its managed print services (MPS) program? Is there room for improvement? This session will outline the basic steps of an effective MPS strategy in today's marketplace while revealing mistakes that may inhibit MPS growth in your office technology dealership. Topinka will address, in part, the "strategy session," sales mission, the role of an MPS provider's website and more. In addition, a compelling MPS close document will be introduced and discussed.
Topinka has more than 20 years of hands-on experience in all phases of management, operations, production, sales, marketing, quality, and profit and loss. He has held executive positions in retail, manufacturing and office technology. Topinka studied process improvement with Dr. Ed Deming and is certified in TQM, lean manufacturing, design of experiments and more. He is currently president of the National Printer Repair Network, a consortium of office technology dealers providing repair services in North America.
An A4 Complimentary Strategy for Today's MPS Contracts
James Buck, regional sales manager, Impression Solutions Inc.
The printing landscape is changing. More than 98 percent of printing output is produced on 8.5-by-11-inch sheets. Today, it is essential to understand your clients' needs and right-size their printing fleets for MPS contracts. Buck has helped dealerships nationwide achieve higher margins through adding an A4 product line to complement their primary copier/MFP MPS offerings. In this presentation, he will address several topics, including the current market situation for A3 and A4 devices; an understanding of how A4 devices complement current offerings and expand opportunities for MPS clients; and the importance and benefits of right-sizing customers. This is a must-attend session that includes a profitability analysis every dealership principal or owner cannot afford to miss.
Buck was national U.S. sales director of BTA and MPS at OKI Data Americas. He has more than 20 years of experience in both the office technology dealer channel and mid-to-large-size enterprise accounts. Recently, Buck joined Impression Solutions Inc., a full-line national distributor that specializes in printer and MFP-centric distribution, as the sales team's regional sales manager. His responsibility is growth expansion, as well as new dealer recruitment and development. Buck and his team support the sales efforts of Impression Solutions by helping the sales team improve sales opportunities and identify recurring revenue streams in order to increase profitability.