On June 24 Norio Sasaki, 60 years old, was appointed president and CEO of Toshiba Corporation. Toshiba lost $3.61 billion for the fiscal year ending March 31. In an attempt to shore up its balance sheet the company issued $5 billion in additional debt and equity.
Mr. Sasaki immediately set a goal of boosting the shareholder equity ratio from 19% to 30%. As noted by Daisuke Wakabayashi and Yuzo Yamaguchi in the WSJ, In order to meet the target, Toshiba not only needs to return to profitability, but might also have to exit unprofitable or weak businesses, as well as overhaul its capital-intensive chip operations. In the past, the company has been reluctant to take such steps.
In discussing business units, the article focused on semi conductors and nuclear power plants. Mr. Sasaki started in Toshiba’s nuclear power plant business and expects “significant growth” in revenues over the next two years. There was no mention of the office equipment business in the article.
Saturday, June 27, 2009
Sunday, June 21, 2009
Strategy Development Launch MPS Mentoring Program
Bryn Mawr, PA (June 2009) — Over the last four years, Strategy Development has helped hundreds of dealers enter the managed print services (MPS) space through their industry leading consulting and training practices. The Strategy Development Team leveraged their significant experience leading large outsourcing, professional services, and equipment focused businesses to develop the services led MPS approach now advocated by most industry players.
Based on the Strategy Development Print Management Processes, the MPS Mentoring Program offers a Sales Track and Operations Track to help channel players enter the fast growing MPS space.
MPS Mentoring Sales Track
Dedicated Print Management Sales Professionals participate in a 13 week webinar series covering every aspect of the print management / MPS sale. Each weekly training event is paired with a weekly best practices call so that participants have the opportunity to learn from the other participants in their cohort. The Strategy Development consultants facilitate these calls and hold monthly update calls with the participant’s manager to ensure the learning’s are being applied and reinforced.
MPS Operations Mentoring Track
With the industry leading service and financial operations consultants on staff, nobody is better positioned to help you understand the processes and requirements to effectively support an MPS business. Over this 12 week program, with offsetting biweekly webinars supported by biweekly individual dealer calls, your team will learn how to build a business plan, developing a compensation plan, profitably price and manage MPS transactions, and handle all of the intricacies of installation and service, among other operational areas.
Participants in the mentoring program receive a toolset that includes:
• Sample contracts
• Web based employment ad
• Power Point scripted value proposition
• Power Point strategy session template
• Power Point proposal template
• Pricing tool
“We have encountered numerous VARs and BTA Dealers that sought the level of expertise that they could only get from Strategy Development and our team of employee consultants, but who did not have the resources to commit to a full consulting engagement,” commented Tom Callinan, managing principal. “Our mentoring program will provide a strong foundation for a VAR, BTA Dealer, or OEM Branch to launch a successful MPS strategy.”
Callinan continued “Our consulting engagements have helped channel players add millions of dollars in monthly reoccurring revenue, which I think is the correct way to measure an MPS program. You can extrapolate monthly clicks into multimillion print agreements over a three year period, but marketing spin doesn’t pay the bills so look at reoccurring revenue to drive your program.”
In addition to the consulting and mentoring programs, Strategy Development developed and instructs the BTA Print Management Workshop, open to all channel players. Ed Carroll, principal of Strategy Development, commented “An industry trainer recently commented that his MPS training doesn’t work. After having over 100 companies represented in our BTA training program, I can tell you unequivocally that our training program produces measurable results. The choice seems clear.”
You now have a choice on how to use the industry leading expertise of the Strategy Development Team: Consulting engagement, mentoring program, or training in partnership with the BTA.
For information on the MPS Mentoring Program or to request an complimentary assessment contact Tom Callinan at callinan@strategydevelopment.org or 610.527.3317
Strategy Development, a management consulting firm focused to the technology and outsourcing space, specializes in business planning, sales effectiveness, advanced sales training, and operational and service improvement. For more information visit Strategy Development at www.strategydevelopment.org
The Business Technology Association (BTA) serves office technology dealerships, manufacturers, distributors and service companies. Its members manufacture and/or sell and service hardware, software and supplies that help businesses be more efficient and save money. Through education, information and guidance, BTA members are the premier source of the technology used by businesses throughout the United States every day.
Based on the Strategy Development Print Management Processes, the MPS Mentoring Program offers a Sales Track and Operations Track to help channel players enter the fast growing MPS space.
MPS Mentoring Sales Track
Dedicated Print Management Sales Professionals participate in a 13 week webinar series covering every aspect of the print management / MPS sale. Each weekly training event is paired with a weekly best practices call so that participants have the opportunity to learn from the other participants in their cohort. The Strategy Development consultants facilitate these calls and hold monthly update calls with the participant’s manager to ensure the learning’s are being applied and reinforced.
MPS Operations Mentoring Track
With the industry leading service and financial operations consultants on staff, nobody is better positioned to help you understand the processes and requirements to effectively support an MPS business. Over this 12 week program, with offsetting biweekly webinars supported by biweekly individual dealer calls, your team will learn how to build a business plan, developing a compensation plan, profitably price and manage MPS transactions, and handle all of the intricacies of installation and service, among other operational areas.
Participants in the mentoring program receive a toolset that includes:
• Sample contracts
• Web based employment ad
• Power Point scripted value proposition
• Power Point strategy session template
• Power Point proposal template
• Pricing tool
“We have encountered numerous VARs and BTA Dealers that sought the level of expertise that they could only get from Strategy Development and our team of employee consultants, but who did not have the resources to commit to a full consulting engagement,” commented Tom Callinan, managing principal. “Our mentoring program will provide a strong foundation for a VAR, BTA Dealer, or OEM Branch to launch a successful MPS strategy.”
Callinan continued “Our consulting engagements have helped channel players add millions of dollars in monthly reoccurring revenue, which I think is the correct way to measure an MPS program. You can extrapolate monthly clicks into multimillion print agreements over a three year period, but marketing spin doesn’t pay the bills so look at reoccurring revenue to drive your program.”
In addition to the consulting and mentoring programs, Strategy Development developed and instructs the BTA Print Management Workshop, open to all channel players. Ed Carroll, principal of Strategy Development, commented “An industry trainer recently commented that his MPS training doesn’t work. After having over 100 companies represented in our BTA training program, I can tell you unequivocally that our training program produces measurable results. The choice seems clear.”
You now have a choice on how to use the industry leading expertise of the Strategy Development Team: Consulting engagement, mentoring program, or training in partnership with the BTA.
For information on the MPS Mentoring Program or to request an complimentary assessment contact Tom Callinan at callinan@strategydevelopment.org or 610.527.3317
Strategy Development, a management consulting firm focused to the technology and outsourcing space, specializes in business planning, sales effectiveness, advanced sales training, and operational and service improvement. For more information visit Strategy Development at www.strategydevelopment.org
The Business Technology Association (BTA) serves office technology dealerships, manufacturers, distributors and service companies. Its members manufacture and/or sell and service hardware, software and supplies that help businesses be more efficient and save money. Through education, information and guidance, BTA members are the premier source of the technology used by businesses throughout the United States every day.
Still Wondering if A4 Will Impact the Industry?
Sharp(R) Frontier Series Powers Company Into the Color MFP Segment 3'S Top Position in Leading Market Research Firm's US Quarterly Hardcopy Peripheral Tracker
First Quarter Shipment Results Show Sharp's Dramatic Market Foray Has Resulted in Increased Market Share as Well as Higher Overall Market Sale
-- 06/05/09 -- Sharp Imaging and Information Company of America (SIICA), a division of Sharp Electronics Corporation, today announced that they have finished with the highest overall United States market share for 31-44ppm* color MFPs** in Q1 2009. This data was made available by IDC, a premier global provider of market intelligence, and shows a dramatic increase in unit sales by Sharp over last year; particularly in the A4 subcategory of the same speed range, where SIICA was able to capture major market gains in less than two quarters.
Sharp's strong performance in the category was bolstered by the introduction of the company's award-winning Frontier Series A4 MFPs. According to the report, in just less than two full quarters, Sharp was able to move from having no presence in the color A4 31-44ppm color MFP segment, to a 40% share. This explosive growth, coupled with continued strong sales in the A3 sales, helped Sharp gain the largest percentage of overall 31-44ppm color MFP* sales for Q1 2009. In fact, the entry of the new Frontier Series helped to nearly double the total number of A4 31-44ppm color MFP units sold by all manufacturers between Q1 2008 and Q1 2009.
"Despite a challenging economic climate, Sharp continues to innovate and introduce new products that revolutionize the way companies work," said Ed McLaughlin, president, Sharp Imaging and Information Company of America. "This innovation can not be overlooked, and companies are finding products such as our Frontier Series help them work more efficiently and economically. In addition, dealers have found that the A4 Frontier line is fitting in nicely into their customers' workgroups without taking away from A3 sales. It speaks volumes about how smart our dealers are and the need for truly innovative new products as we continue to move forward."
Sharp introduced the MX-C311, MX-C401, DX-C311 and DX-C401 models as part of the Frontier Series MFPs in Q4 2008 and the DX-C310 and DX-C400 in Q1 of 2009. These units feature digital color copier, network printer and scanner capabilities in a single MFP, and a unique design that makes them aesthetically pleasing when placed directly in the workgroup. Sharp's newest A3 devices include the MX-4100N, MX-4101N, and MX-5001N, which were introduced in Q1 2009.
With Frontier, Sharp has successfully leveraged the Sharp OSA® development platform to change the MFP from a print/copy device into an IT document management system. Sharp A3 and A4 MFPs feature Sharp OSA technology, making them truly customizable; a brilliant 8.5" touchscreen panel for easy operation; and Sharp's award-winning security suite, which provides a multi-tiered system that protects data at every step of the document cycle. Sharp A3 MFPs also feature a retractable keyboard as a standard feature -- something not found on any other A3 MFP.
McLaughlin continued to say, "Sharp remains dedicated to producing a wide range of high quality MFPs that are changing the competitive landscape and giving our dealers the most comprehensive product line available."
For information about the complete line of Sharp MFP products, contact Sharp Electronics Corporation, Sharp Plaza, Mahwah, N.J. 07495-1163, or call 1-800-BE-SHARP. For online product information, visit Sharp's Web site at sharpusa.com.
*Based on letter speeds for Segment 3
**Source: IDC US Quarterly Hardcopy Peripheral Tracker, Q1 2009 for Laser Multifunction (print and at least one other function) and Single-Function Printers shipments.
First Quarter Shipment Results Show Sharp's Dramatic Market Foray Has Resulted in Increased Market Share as Well as Higher Overall Market Sale
-- 06/05/09 -- Sharp Imaging and Information Company of America (SIICA), a division of Sharp Electronics Corporation, today announced that they have finished with the highest overall United States market share for 31-44ppm* color MFPs** in Q1 2009. This data was made available by IDC, a premier global provider of market intelligence, and shows a dramatic increase in unit sales by Sharp over last year; particularly in the A4 subcategory of the same speed range, where SIICA was able to capture major market gains in less than two quarters.
Sharp's strong performance in the category was bolstered by the introduction of the company's award-winning Frontier Series A4 MFPs. According to the report, in just less than two full quarters, Sharp was able to move from having no presence in the color A4 31-44ppm color MFP segment, to a 40% share. This explosive growth, coupled with continued strong sales in the A3 sales, helped Sharp gain the largest percentage of overall 31-44ppm color MFP* sales for Q1 2009. In fact, the entry of the new Frontier Series helped to nearly double the total number of A4 31-44ppm color MFP units sold by all manufacturers between Q1 2008 and Q1 2009.
"Despite a challenging economic climate, Sharp continues to innovate and introduce new products that revolutionize the way companies work," said Ed McLaughlin, president, Sharp Imaging and Information Company of America. "This innovation can not be overlooked, and companies are finding products such as our Frontier Series help them work more efficiently and economically. In addition, dealers have found that the A4 Frontier line is fitting in nicely into their customers' workgroups without taking away from A3 sales. It speaks volumes about how smart our dealers are and the need for truly innovative new products as we continue to move forward."
Sharp introduced the MX-C311, MX-C401, DX-C311 and DX-C401 models as part of the Frontier Series MFPs in Q4 2008 and the DX-C310 and DX-C400 in Q1 of 2009. These units feature digital color copier, network printer and scanner capabilities in a single MFP, and a unique design that makes them aesthetically pleasing when placed directly in the workgroup. Sharp's newest A3 devices include the MX-4100N, MX-4101N, and MX-5001N, which were introduced in Q1 2009.
With Frontier, Sharp has successfully leveraged the Sharp OSA® development platform to change the MFP from a print/copy device into an IT document management system. Sharp A3 and A4 MFPs feature Sharp OSA technology, making them truly customizable; a brilliant 8.5" touchscreen panel for easy operation; and Sharp's award-winning security suite, which provides a multi-tiered system that protects data at every step of the document cycle. Sharp A3 MFPs also feature a retractable keyboard as a standard feature -- something not found on any other A3 MFP.
McLaughlin continued to say, "Sharp remains dedicated to producing a wide range of high quality MFPs that are changing the competitive landscape and giving our dealers the most comprehensive product line available."
For information about the complete line of Sharp MFP products, contact Sharp Electronics Corporation, Sharp Plaza, Mahwah, N.J. 07495-1163, or call 1-800-BE-SHARP. For online product information, visit Sharp's Web site at sharpusa.com.
*Based on letter speeds for Segment 3
**Source: IDC US Quarterly Hardcopy Peripheral Tracker, Q1 2009 for Laser Multifunction (print and at least one other function) and Single-Function Printers shipments.
Xerox Joins as Gold Sponsor for the Solutions Summit and Office Document Strategy Conference
(Weymouth, MA) June 18, 2009…. InfoTrends, the leading worldwide consulting firm for the digital imaging and document solutions industry, announced today that Xerox, a leading document management technology and services enterprise, has signed as a Gold Sponsor for their upcoming Solutions Summit and Office Document Strategy (ODS) Conference. The inaugural Solutions Summit will take place September 29-30, 2009, and the Office Document Strategy Conference will follow immediately September 30 – October 1, 2009. Both events will be hosted at the Hyatt Harborside, in Boston, Massachusetts.
http://www.infotrends.com/main/public/Content/Press/2009/06.18.2009.2.html
http://www.infotrends.com/main/public/Content/Press/2009/06.18.2009.2.html
Strategy Development & The BTA Launch Business Planning Workshop
Bryn Mawr, PA (June 2009) — Dealers are seeking strategies to grow revenue and profits in the face of year-over-year industry unit placement declines, a shift from A3 to A4 products, a difficult financing environment and new competition for pages from other channels selling print management solutions.
Although there are many training programs that address different aspects of planning or focus on improving results in functional areas, there is no single program that comprehensively brings together all functional areas into a cohesive plan of action — until now. The BTA Business Planning Workshop is a 2.5 day program developed and instructed by the consultants from Strategy Development. Attendees will learn through a combination of instruction, case studies and class discussion how to build and execute a business plan that becomes a roadmap to achieving business goals.
A snapshot of some of the content from this workshop:
· How to use your financial statements to make good business decisions
· Using the Strategy Development Balanced Scorecard to maximize results
· Conducting SWOT analysis and using the data to grow
· Using industry trends to plan for a profitable future
· Launching new initiatives
· Driving productivity: A key to high profits
· Engineering processes to improve workflow and employee satisfaction
· Cash management
“We have been able to help scores of dealers across North America launch print management initiatives, improve their equipment sales effectiveness and improve back office and service operations,” said Tom Callinan, managing principal of Strategy Development. “But short of a consulting engagement with our team, until the launch of the BTA Business Planning Workshop there has been no single program available that allowed the dealer to get a holistic view of growing their business and profits.”
“Our members have benefited greatly from the expertise of the Strategy Development team and we are looking forward to enhancing our training curriculum with this comprehensive workshop,” added Brent Hoskins, BTA executive director. “Business planning is one of the most requested educational areas from our members, so we are happy that we can now provide that education.”
The inaugural BTA Business Planning Workshop will be held October 6-8. For information e-mail Tom Callinan at callinan@strategydevelopment.org or call 610.527.3317.
Strategy Development, a management consulting firm focused to the technology and outsourcing space, specializes in business planning, sales effectiveness, advanced sales training, and operational and service improvement. For more information visit Strategy Development at www.strategydevelopment.org.
The Business Technology Association (BTA) serves office technology dealerships, manufacturers, distributors and service companies. Its members sell and service and/or manufacture service hardware, software and supplies that help businesses be more efficient and save money. Through education, information and guidance, BTA members are the premier source of the technology used by businesses throughout the United States every day.
Although there are many training programs that address different aspects of planning or focus on improving results in functional areas, there is no single program that comprehensively brings together all functional areas into a cohesive plan of action — until now. The BTA Business Planning Workshop is a 2.5 day program developed and instructed by the consultants from Strategy Development. Attendees will learn through a combination of instruction, case studies and class discussion how to build and execute a business plan that becomes a roadmap to achieving business goals.
A snapshot of some of the content from this workshop:
· How to use your financial statements to make good business decisions
· Using the Strategy Development Balanced Scorecard to maximize results
· Conducting SWOT analysis and using the data to grow
· Using industry trends to plan for a profitable future
· Launching new initiatives
· Driving productivity: A key to high profits
· Engineering processes to improve workflow and employee satisfaction
· Cash management
“We have been able to help scores of dealers across North America launch print management initiatives, improve their equipment sales effectiveness and improve back office and service operations,” said Tom Callinan, managing principal of Strategy Development. “But short of a consulting engagement with our team, until the launch of the BTA Business Planning Workshop there has been no single program available that allowed the dealer to get a holistic view of growing their business and profits.”
“Our members have benefited greatly from the expertise of the Strategy Development team and we are looking forward to enhancing our training curriculum with this comprehensive workshop,” added Brent Hoskins, BTA executive director. “Business planning is one of the most requested educational areas from our members, so we are happy that we can now provide that education.”
The inaugural BTA Business Planning Workshop will be held October 6-8. For information e-mail Tom Callinan at callinan@strategydevelopment.org or call 610.527.3317.
Strategy Development, a management consulting firm focused to the technology and outsourcing space, specializes in business planning, sales effectiveness, advanced sales training, and operational and service improvement. For more information visit Strategy Development at www.strategydevelopment.org.
The Business Technology Association (BTA) serves office technology dealerships, manufacturers, distributors and service companies. Its members sell and service and/or manufacture service hardware, software and supplies that help businesses be more efficient and save money. Through education, information and guidance, BTA members are the premier source of the technology used by businesses throughout the United States every day.
Wednesday, June 3, 2009
Printer Business Drops In Q1: IDC
The economic downturn has taken its toll on the printer business, causing shipments to fall more than 17 percent worldwide compared with last year, with color laser multifunction devices a relative bright spot in an otherwise gloomy market.
Follow the link to read this article: http://www.crn.com/hardware/217701335;jsessionid=PNGJBEKCRPJWGQSNDLPCKH0CJUNN2JVN
Thank you to Joe at Document Solutions Daily for introducing us to this great information www.kworkspublishing.com
Follow the link to read this article: http://www.crn.com/hardware/217701335;jsessionid=PNGJBEKCRPJWGQSNDLPCKH0CJUNN2JVN
Thank you to Joe at Document Solutions Daily for introducing us to this great information www.kworkspublishing.com
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