Tagged With "Ray Stasieczko"
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How Far Out On the Pier Are We?
Recently I had an opportunity to speak to industry peers at the RT Imaging Summit-Americas in Cancun This article shares my thoughts of the event. As the Summit in Cancun, Mexico got under way, my mind went to the pier across the road, right off the beach. I began thinking how far down the “pier” the imaging channel has gone over its decades-old life. Just how much longer can we walk the planks of the pier? Using this analogy, the planks are the customers of print. How many new planks, if...
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Imaging Channel, Let's Become the Innovation Channel!!
I was getting ready to publish this article as the news broke Amazon was adding At-Home Tech support to their deliverable. This development is important to the future of commodity technologies and how they will be supported whether in the home or the office. As the print equipment becomes less and less expensive, and less and less service intensive. The buyers will be presented options. These new options were unimaginable a decade ago. Today defeat will come quicker to the unimaginative, and...
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Are we Lying to Ourselves?
Do you ever wonder why, during a dying industry, or the collapse of a deliverable many continue selling themselves on their relevancy while their evacuating customers define them as irrelevant? Think about this. Innovative organizations understand the importance in selling relevant products, while dying organizations stay obsessed with selling the relevancy of their soon obsolete products’. Look at Sears, just one of the many brick and mortar retail organizations which continue the delusion...
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Imaging Channel, It’s also about a Lease-less Future!
Over the last year or so those in the Imaging Channel or as I believe it should strive to be called “The Innovation Channel.” Have realized many shifts within the marketplace. Everyone associated with this industry realizes that printed pages are decreasing, and Printing Equipment is becoming less and less as important to those who use it. The world around Print is most definitely changing and shrinking. We all heard the “Paperless argument” some agree and some disagree. So let me say this...
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Are you Customer Centric or Product Centric?
Most in business would say “Of Course We Are a Customer Centric Business.” However with today’s rapid rate of disruption caused by organizations and Industries who continuously out innovate legacy organizations. I would say they are lying to themselves and here are my reasons for saying this. A company is built to sell a product which solves a problem. What happens when the problem the product solves is not an issue anymore? Or what happens when someone else circumvents your products...
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A Customers’ Experience is what determines their Satisfaction.
The old days of vendor complacency based on relationships are over. Today customers put more value on their Experiences , not only from the things they buy but those they engage to buy them. In a fast moving digital world, our customers can determine what they want, or believe they need long before they engage with those who deliver it. Organizations must learn how to monetize their Customers’ Experience , and then put the structure in place to exceed in providing a better experience than...
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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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What China Showed Me
I had the honor of speaking at the RemaxWorld Summit held Oct. 12- 14th 2017 in Zhuhai China. In describing the expo size, one could only say huge; some might say, Bigley, this event was incomparable to any Imaging Channel focused event I have ever attended in my 30-year history in the Imaging Channel. There were booths, and when I use the term booth, I don’t mean a table with a colored cloth draped over it. These expo booths some the size of small apartments. Spread across five football...
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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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Taking Back Control of the Leash
I was looking out the window to the small dog park below. In the park, a Boston Terrier was running after a squirrel. His leash was free from his owner’s hand, his owner running in a zigzag manner after him trying desperately to catch the leash. The Leash flying in the wind as the dog ran faster and faster toward the squirrel, a squirrel who was quickly reaching the busy downtown roadway at the edge of the park. Sometimes the leashes business owners have on their Operational Cost are...
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MSP's "FREE ASSESSMENTS" are you Kidding?
Some Managed Service Providers believe that giving things away will lead to sales. Why do some Managed Service Providers give away technology assessments? Who was the consultant that charged these service providers a fee and then told them to give away their services? Or was this decision self-inflected? Are they convincing themselves a “free assessment” as an application process towards acquiring customers makes sense? Simple Answer It does not. It cost Cents and lots of them. Don't be the...
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MSP’s Saying No to some, is the Reward to those you say Yes to.
Coming from a background in sales, and growing up in the imaging channel, I admit that saying "no" seems, well, stupid. After all, in the copy/print hardware world, if the price for a new product was a problem, you could always sell used. And if it wasn’t in the budget, they could rent or lease. Everyone with a checkbook and a heartbeat was a prospect, and your job in sales was to sell them something. One of the first things I learned in delivering managed IT services is this: “Delivering...
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The Future and the Past: A Tale of Two Meetings
Seat Based Billing is a concept bringing the future to the present. Last week I attended Print Audit’s Seat Based Billing Roadshow. The Roadshow was held the day before the BTA meeting in Kansas City. I decided to attend both. The SBB roadshow was informative. It is always refreshing when I see organizations bringing the future to the present. A company becomes obsolete when it focuses on bringing the past to the future instead of bringing the future to the present. For that, I give Print...
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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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The Spirits in the Shadows of the Statue
Sitting on the cold marble chair under the canopy of a pillared room, this statue oversees our National Mall a most sacred place. They called him honest Abe he was a great president, a great man and to some an enemy. He died at the hands of a coward and was immortalized by a nation with gratitude. Today as Lincoln sits on his chair under his pillared gazebo his spirit can hear children at play, children of all colors greed’s and backgrounds. Sitting in his chair the spirit of Lincoln has...
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Temporary Growth
Growth through acquisition will always underestimate the need for innovation, and participants will determine that growth by acquiring more of the past is time based, and never leads to the future. Over the last decade, most that pay attention to disruptions and the fallouts they cause will recognize a commonality. That commonality is: organizations of dying industries or deliverables believe acquisitions, over innovation, will save them. The fact is, acquisitions made during a market shift...
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Hardware included A MUST for the MSP
Over the last 25+ years I have participated in the Imaging Channel or what was once called the Copier Business. Over the last few years, I have been focused on helping in the transitioning of a legacy copier company, into a fully Managed IT Services and Managed Security Services Company. The transition for that company is complete and what I learned, is many articles. This article I will discuss the under-utilized program of leasing within the IT services sector. The Imaging Channel...
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XEROX/HP There's a Lesson Here, Let's thank Carl
“Anytime my imagination comes to life; it reminds me to imagine more.” So, it’s been a busy week in the print equipment and its services industry. I say, hang on because the speed of its disruption is going to increase. Thanks, Carl Icahn, for hopefully wakening the industry’s leaders to disrupt themselves. Throughout history, most industries were disrupted by outsiders. So, this move by Carl Icahn is welcomed by those insiders determined to kick the ass of the channel’s complacency and...
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Ray talks with Joanna Sobran
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"Business" Relationships are a Component of the Deliverable! Oh, Deliverables Change
Well, the Image Channel is undoubtedly heading for some needed updates. Over the last couple of years, I have been discussing the future and in search for more of the channel's leaders to help in destroying all that is status quo to a product-centric mindset. Know it's time for the channel to focus on the Customer, not just in words but in their actions. Customer-Centric approaches must replace Product-Centric mindsets. "Those passionate about approaching things differently, based on a...
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Which Awards Should MSSPs Buy In 2020?
IT Security Service Providers? Say No To Refreshing the Award Wallpaper on Websites! IT Security Services is quickly becoming a wallpapering of websites instead of protecting clients. Does anyone else see the lunacy in Managed Service Providers or Master Services Providers loading up their websites with reward logos, rewards which are paid for as marketing ploys? Soon we will see the 2019 awards being replaced with those of 2020. End-users before you buy the noise of the award, ask the...
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Imaging Channel Production Print?? Many should Just Say No
As the print equipment and services industry continues declining it's time to evaluate all aspects of the deliverable. In the days of its growth it made sense for dealers to sell all the industry's equipment. However, today dealers should question that approach. Here are my thoughts on Production Print. There seems to be a lot of talk regarding Production Print. However, if that talk turned into a discussion based on realities, most would listen with caution. The Imaging Channel is chasing...
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Are Master Service Providers the Key to the Imaging Channel's Success? Short answer NO
Long Answer Follows With the recent ConnectWise acquisition of Continuum, one of the largest Master Service Providers, I thought it was the right time to share some thoughts regarding IT services and the Imaging Channel. It is approaching ten years; where's the momentum? It has been nearly a decade since Master Service Providers started courting the Imaging Channel in an attempt to assist the Channel in delivering IT services to their print services clients. Unfortunately, in this last...
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Managed Print Services! A 59-Billion-Dollar Business by 2025!!! Is MPS still a BAD INVESTMENT?
It seems like those who benefit from convincing resellers of the glories regarding Managed Print Services. Keep raising the outlook. Are people really buying this nonsense? Well, we do hear the testimonials from those who invest or have temporarily invested in the channel's future, putting a whole lot of faith. In what I describe, as the delusion of MPS 2025. I recently attended an event for resellers, and yes, there was a Managed Print Services presentation. The presenter seemed to validate...
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Are Master Service Providers Profitable? Isn't it time MSPs Asked?
I have always believed the Master Service Provider business model to be unscalable in providing the MSPs who use them a differentiator. I also believe Master Service Providers have financially unsustainable models without continuous outside investment dollars. However, If everything is perfect with the Master Service Provider deliverable, it would be an excellent service to the industry for all Master Service Providers to share the financial numbers highlighting their success. I am sure I am...
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Is The Imaging Channel's Whitewashing Threatening Its Innovation?
Well, The Imaging Channel is used to the Whitewashing in explaining how great things are even when common sense disagrees. The channel's ability to whitewash is unprecedented. However, unfortunately, now it's affecting the channel's aptitude to reacting to severe threats and holding back its innovation. Some unfortunately even believe that everything is all right, as the whitewash paints over the market's realities. So, I thought it would be valuable to highlight some severe current threats...
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Imaging Channel, Little Is Changing Because There’s Nobody New
Innovation is a change in the process. It happens when innovators change the means to the desired outcome. Nearly all disruptive platforms are a result of outsiders taking advantage of the insider's complacency and stubbornness. Imaging Channel leaders, it is now time to bring in outsiders and work with new human capital bringing new ideas and the talents to execute. The channel's commonality in human capital is killing the channel from within. There are too many fighting the insecure future...
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BTA’s Capture the Magic Event to Be Held Nov. 4-5 in Coronado, California
For Immediate Release For More Information Contact: Oct. 7, 2019 Brent Hoskins Executive Director Business Technology Association (816) 303-4040 BTA’s Capture the Magic Event to Be Held Nov. 4-5 in Coronado, California BTA member dealers receive 2-for-1 registration; can use $150/$250 discount codes received with membership Kansas City, MO — The Business Technology Association (BTA) will hold its Capture the Magic event , hosted by BTA West, Nov. 4-5, at the Loews Coronado Bay Resort in...
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Keeping the Audience
Today's Over Confidence in Yesterday's Performance Can Empty the Chairs at Tomorrow's Play. Does the Imaging Channel have too much confidence in yesterday's relevance? A diminishing relevance either in a businesses' deliverable or a theatrical performance will lose its audience. It's Relevance, which fills seats. Today some of the Imaging Channel's actors have done an excellent job memorizing their lines in a play written 50 years ago. OK, the script has been updated, been modified, and at...
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Digital Upmanship! The New Competitive Threat
This article applies to all industries, especially those consolidating or declining. Spending nearly thirty years in the Print Equipment and Services Industry; an industry known as the Document Imaging Channel. I have seen the glory days, and obviously, now I am witnessing its most challenging time ever. Today as print equipment, customers' continue in their digital transformations. They are reducing the need for printed paper. As the market shifts and consolidates, I am also witnessing and...
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The Birth of The Imaging Channel's New Competitors
"Innovators rarely have the skills of the industries they disrupt. Many times, the old way becomes overconfident that their abilities to perfecting what was, will defeat the innovator's skills in improving what it should be." Over the last 18 months, I have been on a bandwagon to educate the dealers on the importance of delivering customer-centric solutions. Unfortunately, Today many in the Imaging Channel, are still more focused on outdated processes and products then customers. My friends,...
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When Will The Imaging Channel's Customers' Run out of Trust?
It's is 2020 in less than 30 days. Yet some in the Imaging Channel still think its 2000. On the other hand, most of the channel's customers are excited about 2025 and will find vendor partners who can deliver 2025 today. "A company's customers won't be held hostage by those who serve them status quo; today's customers are presented or can find on their own replacements for what they deem obsolete." Customers are no longer at the mercy of those who currently serve them. The ability for an...
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Doesn’t Buy-in And Accepting Change Reinforce Status Quo?
It seems many leaders get stuck waiting on buy-in during times of disruption. A term I define as a fearful leader’s excuse to remain status quo. Leaders who always chase buy-in have the wrong team or don’t understand the importance of job descriptions. It seems that many organizations pride themselves on simply doing common sense things. They are excited by simply doing what is expected, rather than creating the unexpected. Is accepting change anything special? Or does that saying breed...
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Managed IT Services: The Imaging Channel vs. A Lack of Confidence
The Imaging Channel, the home of printer sales and services, is waking up to the reality of transition. Over the last five-plus years, the talk of transition has outweighed the action in transitioning. It seems there are more statistics on what could be than any actual real statistics about what is. The talkers and their good intentions have hijacked the Imaging Channel. It seems that the longer the channel struggles, the more desperate they are to learn. It is in this desperation that these...
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Customer Experience is not discovered in a Survey
So, the leadership decides to survey their customers; please tell us how we are doing? Most all organization perform this exercise some so much it's annoying and some hardly ever. The results are always the same our customers love us, our customers would most definitely buy from us again, and our customers say that they are happy. Oh yes, there is always one or two who complain and wish they never meet us, of course, most of the time we determine the complainers are unreasonable. Yes,...
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Lunch at the Terminal
Well, the day has finally come when what we thought was impossible is now not only possible it’s reality. It seems that things which challenge the concept of normalcy sooner or later prove that normalcy is never defined instead it’s only interpreted. Interpretation is the translation of those whom we collaborate. Today how and who we collaborate with will prove to be instrumental in our success. We can no longer seek only those who think like us in hopes for some improvement. We must instead...
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The Lifeguard on Stubborn Pond
Recently I heard someone say, they were there to save an industry! It was at that second; I realized why some leaders in transitioning industries, are much too obligated to yesterday. For some it's not about saving an industry, it's about saving a deliverable or a process which yesterday’s benefactors have become less appreciative of today. Caution! “During disruptive times self-preservationist may disguise themselves as lifeguards.” So, here’s my thinking. It’s not about saving. Just the...
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Toys R Us, a victim of Memory Management
“Painting your vision of the future requires the ability to paint over your memories with the paint of your imagination.” I am sure many have decided, Toys R Us is just another example of outdated marketing strategies. Most have read much about how they refused to innovate. Well, Here’s my thinking. Toys R Us thought they were innovating. They based their marketing and their customer’s experiences on what they believed to be true instead of what the customer knew was true. The number of...
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Truth or Consequences, In business it’s not a Game
Those as old as I am will remember Bob Barker’s first game show, Truth or Consequences. This article is not about Bob or his game show. However, the title of that famous show is a catalyst to the message. Recently I had the opportunity to speak with a business consultant or business coach as he called himself. This consultant worked in a different industry than the industry I call home. It’s always interesting to explore the thoughts of others too many become static as they live in the...
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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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While you’re marketing to your Customers, Someone is stealing them with their Remarkability
While you’re marketing to your Customers, Someone is stealing them with their Remarkability. Marketing has no power over Remarkability. Why do so many organizations fall victim to the new competitor who through their remarkability delivered a better experience? And why do so many organizations spend more on Marketing, than their remarkability? Or why do all organizations have marketing departments and hardly any have Remarkability departments? Today too many organizations are buying...
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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...