Tagged With "BEI"
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Re: Managing By The Data, It’s What Leaders Do
Totally agree. Among the benefits of KPIs (Key Performance Indicators) are the facts that they boost the employee motivation and create an educative atmosphere.
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Re: A Growth Strategy or an Exit Strategy both take an EBIT Strategy
As you've said for years, the Imaging market is at crossroads. - Acquire other dealerships and achieve economies of scale? - Position the dealership on other markets? The only bad solution would be to deny the reality. Therefore, the accountancy is always right. And your EBIT definition makes sense.
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Re: Imaging Channel!! Here’s Why I am Excited to be part of the BEI Services Inc. Team
Geesh, you're a quick learner!! Didn't you just hook up with BEI a few weeks ago?
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Re: Imaging Channel!! Here’s Why I am Excited to be part of the BEI Services Inc. Team
Proud to be the first to wish you all the best!
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Re: Imaging Channel!! Here’s Why I am Excited to be part of the BEI Services Inc. Team
Thanks JF
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Re: Imaging Channel!! Here’s Why I am Excited to be part of the BEI Services Inc. Team
Thanks Art, today you gotta be fast
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
Wes also stated that early adopters will see greater profits with flat rate billing. Laggards will get in last and see the least amount of profit. Your statement about flat rate billing on RFPs will be more frequent in 2019. I receive many copier RF's Ill have to read them more closely to see if the flat rate is in the t's & c's
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
Will somebody please explain to me how you can offer unlimited prints at a fixed price, when your cost varies with the actual volume of prints? The only way flat rate is possible is the fact that print is declining, and you use that as a smoke screen. Flat rate is, as I understand it, like leasing or selling a car to a customer with free limitless gas and miles at a fixed monthly price. Obviosly you have to have escape doors in your t&c's - my customers will find out right away. When we...
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
I was hoping some one could chime on this. Let me see if I can get Ray's attention on this
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
Anders good questions. Flat Rate billing is simply a billing method. The most vital component is understanding cost. Our industry has known customer volumes for decades. We also know it’s declining. Customers’ will not change printing behaviors based on billing. Obviously, each dealer will determine their T&C. The smart ones will focus on controlling cost of labor and increase their FCE, they will sell the right equipment in the right volume band, and they will understand the importance...
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
I believe it's location, location,location. What is usually hot in the city is not always taken up as practice in rural areas. With the help of units being able to email meter reads it removes the "annoying" part of collection meter reads. I am with the first guy as I am a long timer(35 years) and agree with his assessment
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
Well, I am old timer too my friend. However, I learned along time ago geography does not stop progress. The new competitor who comes to the rural landscape won't deliver by the rules of the old way. I would image back when C.P.C took the place of the previous contract type. Many in the rural areas thought well, that will never happen out here. Well it did.
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
Thanks for commenting I am not worried about labor, I am more worried about consumables and yield parts. Our mif (mostly SMB) is producing less b/w and more color. And we have many customers who has outsourced large print jobs - fx. real estate agents who prints flyers. I am sure that they would bring that back home if the only cost is time and paper. So, some may change their behavior. Collecting counters is not a big deal any more - we are a Ricoh reseller (since 1980!) - and most of the...
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Re: Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
The difference in our iDaaS model is that volume DOES impact cost. Other flat rate model offer a rate with no impact on volume. Our program uses the current customer volume, service efficiency, margin expectations as well as our data on over 4 million devices to help remove the variables and concerns over switching to a no meter billing model. We can also adjust for color ratio's. So with the possible exception of print for pay, production and maybe some schools there is no reason not to...
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Imaging Channel, 2019 the year of DaaS - My suggestions to help you Implement.
Well, it happened some pioneers in the print industry are delivering an as a Service model. The Participates of the Imaging Channel must respond and deliver print equipment, its supplies, it’s parts, and its labor to repair in this as a Service model. A fixed cost for a product which eats consumables. Some in the industry are beside themselves and will more than likely lose control in how they proceed unless of course, they move forward timely based on knowledge over desperation caused by...
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How to Implement Your Own Flat Rate Program "registration link"
We're pretty excited about the response from P4P'ers. As of today we have 52 RSVPs. If you're interested and have not RSVP'd we can add another 23 members now. I expect this to be a max event so please make sure you RSVP here and I'll send you the registration link. For those that have RSVP'd the registration link is below. The date is set for November 19th at 4PM Eastern Standard Time. I copied the below content from the Webinar registration page. " In this highly anticipated webinar event,...
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Five Reasons Why Copier Dealers Need to Implement Their Own Flat Rate Program
On Saturday I received an email from a Print4Pay Hotel member stating that one of his largest accounts is under siege with Konica Minolta's new unlimited click program. The KM unlimited click program is hot with the KM sales team because it gives them a different talk track with the client. The KM reps will be pitching unlimited clicks, simplified billing, no overages. The competition will have their old out dated legacy cost per page program. Can you guess who will win the majority of the...
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BEI Services and Business Systems Consulting Join Forces
BEI Services and Business Systems Consulting Join Forces Cody, WY – January 14 th , 2019: BEI Services and Business Systems Consulting have merged their unprecedented suite of offerings to more fully support independent dealers and industry manufacturers under the BEI banner. The merger will provide an all-inclusive data integration for the dealer community encompassing sales, service, finance and administrative management. Manufacturers will benefit from the depth of resources of BEI’s...
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A Great Merger BEI and BSC
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Overstock Parts Network Doubles Its Size
Overstock Parts Network Doubles Its Size CODY, WY – October 26, 2015: The Overstock Parts Network (OPN), positioning itself as a new industry leader for parts purchases, today announced that the company has doubled its warehouse size to keep up with increasing dealer membership and customer demand. Once touted as the ‘ match.com ’ for parts, this innovative way to buy and sell inventory has proven to be a run away success, and dealerships nationwide are reaping the benefits. The OPN...
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BTA East Grand Slam Event in Baltimore "A Don't Miss Event of the Fall"
I'm going to Baltimore again this year for BTA East Annual Grand Slam Event! I'll be bringing the wife along again this year, since it's a rather short ride from Central New Jersey. We'll be driving in Saturday morning and we'll...
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BEI Services Adds Full Automation to AIM for Overstock Parts Network
BEI Services Adds Full Automation to AIM for Overstock Parts Network Cody, WY. January 13th, 2014: BEI Services Inc. announced the completion of their integrated user interface for the Overstock Parts Network (OPN). BEI’s Advanced Inventory Management (AIM) product, released earlier this year gives dealers a quick view and understanding of their inventory, specifically their aged and obsolete parts inventory. The OPN integration allows dealers to login to AIM at anytime to view obsolete...
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Loffler Companies honored by BEI and ENX Magazine with Office Technology Service Excellence Award
Loffler Companies has been named a recipient of the Office Technology Service Excellence Award, presented by BEI Services, Inc. and ENX Magazine. This honor is presented to the top 5% of dealers nationwide who stand out amongst their peers in service quality. Launched in 2015, the program uses key performance metrics to measure customer satisfaction including the quality of both technician and machine performance. This year 28 Loffler technicians were individually recognized for superior...
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BTA West to Host Capture the Magic Aug. 4-5 in Las Vegas, Nevada
NEWS RELEASE For Immediate Release For More Information Contact: June 23, 2016 Brent Hoskins Executive Director Business Technology Association (816) 303-4040 BTA West to Host Capture the Magic Aug. 4-5 in Las Vegas, Nevada BTA member dealers receive 2-for-1 registration & can use their $150 coupon code Kansas City, MO — Planned and hosted by the dealer volunteer leadership team of BTA West, the Business Technology Association’s (BTA’s) Capture the Magic event will be held Aug. 4-5 at...
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BEI Services, Inc. Announces REACH Leadership Development Academy
BEI Services, Inc. Announces REACH Leadership Development Academy CODY, WY – June 27, 2016 – BEI Services, Inc., the world’s only source of imaging equipment and service performance standards and an established leader in service profitability improvement proudly announces a new level of leadership training, the REACH Leadership Development Academy. REACH is an acronym that stands for Respect, Expectations, Accountability, Coaching and Humility. These principals paired with BEI’s exclusive...
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Industry Veteran Jack Duncan Joins BEI Services
Industry Veteran Jack Duncan Joins BEI Services CODY, WY – July 5, 2016 – BEI Services, Inc., the world’s only source of imaging equipment and service performance standards and an established leader in service profitability improvement is proud to announce that industry veteran Jack Duncan has joined the team. Jack will be responsible for heading up the recently announced REACH Leadership Development Academy, the next level of leadership training. From the start of his career, Duncan has...
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The Pull-Economy, it is just a Click Away
The pull-economy is gaining momentum across many industries when will the Imaging Channel be impacted? Let’s go back in time. Back when copying and print usage was growing. Everybody was printing everything. The information one read was read from paper, back then things just CLICKED away. Customers leased hardware and paid for service by the click. Print Manufactures sold their A-3 through distribution channels made up of independent dealers; some had direct operations as well. A-4, for the...
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Forces of Change, or Forced to Change. Of Course, it’s about Finding the Money
Taking Control of Operating Cost has never been more critical to the future success of the Imaging Channel, providing the needed resources for budgeting their growth to continuous relevancy. Dealers who sell in the imaging Channel understand the need to diversify they understand continuing to sell and service print equipment based on old lease practices and old service billing models will surely find themselves circumvented by the new or re-invented Innovator. The Imaging Channel is not...
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Managing By The Data, It’s What Leaders Do
In business, everyone is accountable to someone or something. Today our teams want the ability to monitor their goals, and they want their leadership to care enough to help them establish and manage those goals. With all the technology and the abilities, most have in using it. Why are some managing their teams like it’s 1980? Today’s worker wants to succeed just as yesterday’s worker. With today’s management technologies dysfunctional trends, and ways to improve are easily defined. Many...
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Imaging Channel!! Here’s Why I am Excited to be part of the BEI Services Inc. Team
BEI Services has been providing service process improvement metrics for decades. BEI’s experience and the vast amounts of data collected from thousands of service professionals and millions of print devices have positioned itself to offer all the information our partners need to run exceptional service organizations. The hundreds of our current customers have saved millions of dollars. Each day BEI continues providing the intellectual tools for service improvement. With today’s advances in...
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A Growth Strategy or an Exit Strategy both take an EBIT Strategy
Well if you are in the Imaging Channel you were either bought out or at the least been approached to sell. The acquisition frenzy is the buzz these days. The landscape of the Independent dealer is changing. The large venture-backed dealers are buying up more and more of their competition. Most dealer organizations within the channel have already decided on a Growth Strategy or an Exit Strategy, and some have decided on a Maintain Strategy. Global Imaging Systems a Xerox company defines its...
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My Friends in and outside the Imaging Channel, Let’s Congratulate BEI Services on their 25th Anniversary
Recently I had the pleasure to participate in the BEI Services company trip. Being one of the newcomers to the BEI Family, this trip was a wonderful opportunity to see firsthand the dynamics of how both leadership and talented doers collaborate. It became obvious why BEI is so well respected. They truly deliver to market a SaaS which does what it’s designed to do and does it remarkably through remarkable people. This BEI Services trip was indeed special; the company is celebrating their 25th...
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Imaging Channel, Some Questions, Some Thoughts, and Some Answers
Why doesn’t the Imaging Channel’s Owners and Leaders pay sales reps 250k salaries with no accountability or quotas? Why do dealerships have millions in obsolete parts, spend millions on repairs and supplies, have a First Call Efficiencies’ or an FCE rate of less than 72% spend thousands doing Callbacks, spend thousands more on technical staff with very little Owner, or Senior Level executive oversite? Hum, read along and let me know your thoughts. Let’s talk about the sales rep who wants a...
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Ray Stasieczko Joins BEI Services
Ray Stasieczko Joins BEI Services CODY, WY – September 11, 2017 – Today it is with great pleasure BEI Services announces that Ray Stasieczko is joining our Team. We are excited to welcome Ray’s experience, energy, and innovative thinking. “As we continue helping our customer partners grow profitably Ray’s experience and vision will prove beneficial.” Said Wes McArtor, President BEI Services. Ray Stasieczko has been a member of the Imaging Channel for nearly 30 years. From his early days in...
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It’s Year-End, Are You Having A Money Burning Party Again This Year?
What do you mean we have OVER $100,000.00 in parts which haven’t had usage for over 18 months? Well, it’s November the end of the year is just weeks away. Over these next few weeks, many in the Imaging Channel will be writing off obsolete parts. First, let’s define Obsolete parts, all part’s in your inventory with no usage in over 18 months. Of course, no one would expect that they buy parts and never use them. Well obviously, all service industries have parts which become obsolete. However,...
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Lexmark’s A4 Evolution is now the A4 Revolution
Today, I declare like the patriots in Boston back in April of 1775, The Revolution has begun. So, let the A4 battle for market dominance begin. I had the pleasure to share the BEI Services data at the Lexmark Roadshow in Boston. As the Copy/Print Industry continues to modify, BEI’s data highlights some of the reasons A4 equipment is driving much of the many disruptions coming to the print services deliverable. The battles of this A4 Revolution will be fought in the conference rooms of the...
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Re: Lexmark’s A4 Evolution is now the A4 Revolution
A4 copiers are caught in battle between product quality and low price. Other than lower costs there are no big reasons why you should buy an A4 MFP over an A3 MFP. Many customers prefer A3 copiers because they feel comfortable with the build quality and reliability. Price is not necessarily the highest priority for them. I have yet to see an A4 copier from any vendor that has a document feeder that even comes close to the build quality found on A3 copiers. As scanning keeps on becoming an...
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Re: Lexmark’s A4 Evolution is now the A4 Revolution
I completely agree with the document feeders on the A4 vs A3 devices. Heck document feeders use to be an option and those documents feeder used to cost just as much as a higher end A4 device. A4 will only become popular when manufacturer use the A3 cost per page model along with A3 features such as folding, 200 sheet or higher doc feeders, booklet making, stapling and more
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Re: Lexmark’s A4 Evolution is now the A4 Revolution
I have been replacing A4 copiers with A3 products for awhile now. 3-5 leases are beginning to expire on A4 product and buyers are electing to upgrade (sometimes early) to A3 product because of less than happy experiences with A4 product. A fast A4 print engine is not necessarily better than a slower A3 product with a superior Doc Feeder and a lower cpc charge. Do not get me wrong, a successful copier sales rep has to sell a mix of both A3/ A4 product to earn a decent income these days. I...
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Re: Lexmark’s A4 Evolution is now the A4 Revolution
That's awesome than you can sell the A4 Lexmark's. I'm stuck with Ricoh A4's and we don't have one A4 device with a stapler (color or black). We did, however Ricoh decided that they would re-label the A4 Kyocera (50 & 60ppm). Personally I thinks it's calculated move to keep A3s moving. Ah, maybe one day
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Re: Lexmark’s A4 Evolution is now the A4 Revolution
Oh, it's not the Kool-Aid, it's the data. The world of print is also a world of data. and the data says that over 80% of the market could easily transition to A4. Soon the end-users will decide on A4 through new channels or transitioned old channels. It seems that most of the arguments for not selling A4 are based on legacy sales strategies and outdated sales compensation models. Either of which end-users care about. The reductions in print volumes, and the reduced value of print to...
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Re: Lexmark’s A4 Evolution is now the A4 Revolution
I think it is fairly well documented that A4 product dominates 80% of the marketplace. I just have not experienced it to be growing. I understand you believe in big data but I believe on what is in front of me on the street everyday grinding out cold calls. I just do not seeing A3 product going away anytime soon especially if you are a sales rep who lives on commissions. Why lead with a less robust A4 box and make less money? Customers buy copiers generally once every five years. A4 boxes...
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Re: Lexmark’s A4 Evolution is now the A4 Revolution
Another nice feature of the new Lexmark models is the tiered billing feature for the color units. This feature (similar to some lesser brands) can be set up and used on the full line of Lexmark a3 and a4 mfp's. A great tool to retain and gain customers..
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Re: Five Reasons Why Copier Dealers Need to Implement Their Own Flat Rate Program
Have been employing one rate for many years. Very helpful.
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Re: The Pull-Economy, it is just a Click Away
"We always sold the highest cost equipment and program we could that’s what we were compensated to do." I can't agree with this, there are many times as reps that we need revenue to hit our quota's. In addition, even though my comp plan rewarded me for selling the highest cost equipment. In many instances I did sold the client what they needed and not what I needed to sell. Ty for posting this blog, I just keep on learning and learning, it's awesome!
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers
When an industry is experiencing declines, it becomes an absolute necessity to extract as much cash from current circumstances while possible and reallocate it to diversity and transition. I have absolutely nothing better to say. Btw, Ray, it's the 2nd time I'm the first to comment...
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers
Nice Examples please? Your backround?
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Re: Imaging Channel, Some Questions, Some Thoughts, and Some Answers
Ray, nice, helps me understand the service pitfalls a little better. Also, I'm no fan managed IT.