Frequently, the independent dealers we work with express concern about the financial investment required to launch a successful managed print services (MPS) operation. While the costs of training and recruiting employees, hiring MPS consultants, and developing new strategies for selling and servicing printers and MFPs is nothing to scoff at, it also isn't the barrier to entry that many dealers fear it is. Rather, as MPS expert Teri Dunn explains, the real investment isn't financial: it's psychological.

“Becoming involved in managed print services doesn't require a huge investment, especially when you compare it with the cost of, say, taking on a new product line or even a new product, which is a huge capital investment for the dealer,” says Dunn. “But it is a big investment in the areas of training, adaptation, and developing a solid go-to-market strategy—the dealership must be willing to mentally and emotionally invest in a process that they're going to manage going forward.”

Dunn, a former Global executive, is now Director of Consulting for Print Management Solutions Group, a Florida-based company that helps dealers, resellers, and OEMs develop and implement profitable MPS programs. She believes that for dealers to succeed at MPS, they need to revisit many of their preconceived notions about success, competition, and selling. Rather than concentrate on gaining greater market share, for example, dealers should instead focus on managing a greater portion of “customer share”–the total number of prints made on all the devices at a customer's site. Gaining greater customer share requires a newer, smarter approach to copier sales and service. These challenges, however, are precisely what Dunn predicts will make working in this industry a more fulfilling experience in the future.

“The biggest benefit of having a go-to-market strategy, of having a process that salespeople can follow and that managers can manage to, is that it improves the relationship between managers and salespeople,” Dunn says. “It allows the managers to move into the position of strategist as they work with their salespeople, and it also provides a more solid career for the salesperson, who is able to take on a more consultant-like role. It's so much more exciting than the career we had years ago.”

“For service, as well, there are tremendous benefits,” adds Dunn. “I think dealer principals can take service technicians right out of technical school and have them service MPS accounts. Not only does this provide a growth track for those technicians, but it also allows the dealership to become more efficient from a financial standpoint.”
 

For both job seekers and those who are currently employed, online social networking applications like Facebook, MySpace, LinkedIn, and Twitter can be powerful weapons in the ongoing struggle to get noticed and get ahead. But, like any weapon, social networking can be dangerous if used carelessly. Avoid shooting yourself in the foot by being aware of these seven common social networking mistakes.

1. Failing to use your privacy settings. For every job seeker whose social networking activities have led to a job offer, there are many more whose online presence has knocked them out of the running. It's fine to use sites socially rather than professionally, but if you do, make sure to restrict access to your profile by making use of your site's privacy settings.

2. Posting under the influence. This is surprisingly common. If you've had a few drinks, stay off the internet. It's for your own good.

3. Posting unbecoming photos. A decent rule of thumb is "don't post any photos you wouldn't want your boss or your grandmother to see." Many sites also allow friends to "tag" you in photos they've posted. Be aware of what other people post, and don't be shy about untagging yourself or asking friends to remove photos that you're uncomfortable with.

4. Making typos. While typos, poor grammar, and misspelled words won't hurt you as much on Twitter as they might on a resume or cover letter, they won't do you any favors, either. Be smart. Proofread before you post.

5. Allowing friends to bring you down. Your online activity may be blameless, but beware the company you keep. The stuff your drinking buddies post to your Facebook page could reflect poorly on you. Make sure to keep tabs on your profile, and remove any offensive or unprofessional photos, links, or comments from your page, regardless of whether you're the one who put them there.

6. Using unprofessional language. Unless you are a sailor, you shouldn't swear like one, at least not on the internet. Keep it clean, people.

7. Spilling secrets you shouldn't spill. If you want to call in sick and spend the afternoon watching television, that's your business. But don't go bragging about it on MySpace, unless getting fired is your goal.

Last month, we asked you to respond to the following question: "What impact, if any, has industry consolidation had on your career?" We received nearly two-hundred responses to the poll; these are the results:

Do you believe that MPS is...

1. A passing fad
2. The future of the copier industry
3. Already here — the time to adapt is now
4. Other