october 2009 office technology

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SOMEWHERE BETWEEN A ROCK AND A HARD PLACE…

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A Buyer’s Market

The timing is right

to make an acquisitionby Chip MiceliDes Plaines Office EquipmentDespite the current sluggish econo-my, that old adage, “You have to spend money tomake money,” could be right on the money for officetechnology dealers by way of the acquisition ofother companies.

Running on Biodiesel

Atlanta dealership adopts

eco-friendly approachby Elizabeth MarvelOffice Technology MagazineImagine running your dealership’svehicle fleet without having to buya cent of traditional gasoline. One Atlanta, Ga.-baseddealership, BTA member Gordon Document Pro-ducts, is doing just that. As the price of gasoline rose,John Gordon, president of the dealership, began look-ing for solutions to this ever-growing problem. Andthanks to his son, Spencer, Gordon found a solution— biodiesel fuel.

4 | w w w . o f f i c e t e c h n o l o g y m a g . c o m | O c t o b e r 2 0 0 9

CONTENTS

2009 Software Buyer’s Guide

Helping you find the

right vendor partnersCompiled by Brent HoskinsOffice Technology MagazineAlthough there is a seemingly end-less number of independent soft-ware vendors (ISVs) whose prod-ucts work to further enhance the use of MFPs, dealersare generally advised to select and market only a few ofthese products. Become the local expert and source forthe software products that best serve the needs of yourcustomer base. To help dealers better understand thecapabilities of the various software products now avail-able, Office Technology invited a number of vendors tosubmit brief overviews of their products.

Volume 16 � No. 4

20

10

F E A T U R E A R T I C L E S

24 Severance Agreements

Present a properly prepared

release to employeesby Robert C. GoldbergBTA General CounselEmployee reductions and termina-tions have been an unfortunate result of the currenteconomic downturn. Even in good times it is impor-tant to review your employees and determine theircontribution and value to the company.

P R I N C I P A L I S S U E S

Are You Pursuing MPS?

If not, time may be running

out to enter the spaceby Tom CallinanStrategy DevelopmentI believe it is a lot more fun to get intoa growth industry than it is to enter a mature indus-try. Today, MPS is a growth industry, but that will notlast. Now is the time to launch a well-conceived MPSstrategy or to fix what you have already launched.

29

D E P A R T M E N T S

6

8

30

Executive Director’s Page

BTA President’s Message

Advertiser Index

26

22 Sharp’s Align ’09

Manufacturer hosts

national dealer meetingby Brent HoskinsOffice Technology MagazineAt its recent national dealer meet-ing, with the theme “Align ’09,” thecomments of Sharp Imaging and Information Companyof America (SIICA) officials focused, in part, on thecompany’s recent strides along with an emphasis on theimportance of more dealers pursuing the A4 opportuni-ty. The meeting, which drew approximately 800 atten-dees, was held Aug. 31-Sept. 3 at the Gaylord NationalHotel & Convention Center near Washington, D.C.

C O U R T S & C A P I T O L S

Business Technology Association� BTA Highlights25

M P S S T R A T E G I E S

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Docuware ad Aug 08 Member logo:Layout 1 7/24/08 4:53 PM Page 1

Executive Director/BTAEditor/Office Technology

Brent [email protected]

(816) 303-4040

Associate EditorElizabeth Marvel

[email protected](816) 303-4060

Contributing WritersTom Callinan, Strategy Development

www.strategydevelopment.org

Robert C. Goldberg, General Counsel Business Technology Association

Chip Miceli, Des Plaines Office Equipmentwww.dpoe.com

Business Technology Association12411 Wornall Road

Kansas City, MO 64145(816) 941-3100

www.bta.org

Member Services: (800) 505-2821BTA Legal Hotline: (800) 869-6688

Valerie BrisenoMembership & Marketing Manager

[email protected]

Mary HopkinsDatabase Administrator

[email protected]

Teresa LeerarBookkeeper

[email protected]

Brian SmithMembership Sales Representative

[email protected]

©2009 by the Business Technology Association. All RightsReserved. No part of this publication may be reproduced by anymeans without the written permission of the publisher. Everyeffort is made to ensure the accuracy of published material.However, the publisher assumes no liability for errors in articlesnor are opinions expressed necessarily those of the publisher.

EXECUTIVE DIRECTOR’S PAGE

Ihad the privilege of

attending the re-

cent Office Docu-

m ent Strat eg y Con-

ference, held Sept. 30-

Oct. 1 in Boston, hosted

by InfoTrends (www.

infotrends.com), the

market research firm. There were many

great sessions presented by InfoTrends ana-

lysts and several guest speakers. Of partic-

ular interest to me was a session titled

“Office Document Technology — Current

State of the Independent Dealers.” The

session was presented by Jon Reardon, a

group director with InfoTrends.

In his presentation, Jon shared some

recently gathered information from

InfoTrends’ database regarding 1,504 inde-

pendent dealerships from across the United

States, representing 2,750 physical locations.

It is with Jon’s permission that I share some

of that information in this space. You may

find that it includes a few surprises.

� Number of hardware brands actively

promoted: single brand only, 33.1 percent;

two to three brands, 41.8 percent; four to

five brands, 18.7 percent; six to seven

brands, 5.3 percent; and eight or more

brands, 1.1 percent.

� Number of dealership main office/

branch locations: 1,131 have one to four

locations; 321 have two to five locations; 42

have six to nine locations; seven have 10-14

locations; and three have 15-plus locations.

� 7.2 percent of the 1,504 dealerships

actively promote managed print services

(MPS); 16.1 percent of all 2,750 physical

locations represented by the dealerships

promote MPS. (Note: In a conversation with

Jon, he emphasized that these numbers

indicate that the dealerships that are larger

in size [i.e., those with multiple locations]

are those that are more often actively pro-

moting MPS, hence 7.2 percent of the dis-

crete dealerships promoting MPS represent

16.1 percent of all the 2,750 locations. This

same connection to dealership size would

be true with the numbers listed below.)

� 11.1 percent of the dealerships actively

promote that they provide customers with

assessment/consulting services; 20.8 per-

cent of all locations represented by the deal-

erships do so.


promote that they use device remote moni-

toring products; 5.4 percent of all locations

represented by the dealerships promote

that they use remote monitoring.


promote that they offer document manage-

ment products; 22.4 percent of all locations

represented by the dealerships promote

such products.


promote that they are providing market

solutions vertically, such as a promoting a

focus on the healthcare industry or govern-

ment; 13 percent of all locations repre-

sented by the dealerships do so.

Do you see any surprises? For example,

would you have expected that only 7.2

percent of the 1,504 U.S. dealerships from

across the United States in InfoTrends’

database are actively promoting that they

offer MPS to their customers? I suppose my

question reveals my surprise at this particu-

larly low percentage. It would be interesting

to see how this number changes in the

coming year. In any case, thanks again, Jon,

for sharing your database information. �

— Brent Hoskins

Dealer Data RevealsInteresting Numbers


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BTA PRESIDENT’S MESSAGE

As a long-time resi-

dent of the New

O rleans area , I

always enjoy a good bowl

of gumbo. What makes

gumbo special, of course,

is not any one ingredient

but the sum of all of its

ingredients. Beyond the shrimp or sausage,

you usually find celery, onions and green

peppers. Most gumbos also use two distinc-

tive ingredients to thicken and flavor them:

roux and either okra or filé powder.

In some ways, the Business Technology

Association (BTA) is like a gumbo. It has

always taken the full “ingredients” to make

it special. Start with our Dealer, Vendor and

Service Associate members. Add to that our

hard-working, knowledgeable staff. Pour in

the champions and supporters of BTA like

our general counsel, Bob Goldberg. And, top

it off with the “magical” ingredient that

truly makes BTA the special organization

that it is today — our volunteers. These are

the men and women who have given of

their time and knowledge to lead BTA.

Recently, at the BTA East “Grand Slam”

event in White Plains, N.Y., I had the oppor-

tunity to share this analogy with the atten-

dees. I did so, in part, to recognize an

individual who is a part of that volunteer

ingredient, someone who has truly distin-

guished herself among her peers — my

predecessor, Ronelle Ingram, who served as

2008-09 national president of BTA.

While you will recall Ronelle’s service as

national president, you probably have also

seen her among the presenters at district or

national BTA events. There is also a good

chance that you or someone in your dealer-

ship has attended the association’s “FIX: Cost

Management for Service Workshop,” for which

Ronelle has served as an instructor since 1983,

and as the sole instructor since 1999. In fact,

she has taught or co-taught more than 125

FIX workshops over the past 26 years.

Given Ronelle’s commitment to helping

others, it came as no surprise when I heard

that she wanted no money spent on a gift for

her as our way of thanking her for her year of

service in the national presidency. That leads

me to a second topic that is near and dear to

my heart — the BTA Scholarship Foundation.

Perhaps you are not fully familiar with this

member benefit. Each year, the association

awards $1,000 or $1,500 scholarships to a

number of the sons and daughters of full-time

employees of member dealerships. These

scholarships are awarded based on inde-

pendent, objective evaluations of the applica-

tions. For the current 2009-2010 school year,

the association awarded 21 scholarships.

Given her desire to help others, I an-

nounced in White Plains a $1,000 contribu-

tion to the BTA Scholarship Foundation by

BTA for a scholarship to be presented for the

2010-2011 school year in Ronelle’s honor. I

was also the first to make a personal contri-

bution to this cause. Will you join me in hon-

oring Ronelle? Ideally, we will be able to

create a perpetual scholarship in her honor.

You may send your tax deductible contribu-

tion to: BTA Scholarship Foundation, Busi-

ness Technology Association, 12411 Wornall

Road, Kansas City, MO 64145.

Incidentally, you can see photos of many

of the recent BTA scholarship winners on

the association’s Web site, www.bta.org.

Click on “Member Benefits” and then “BTA

Scholarship Foundation” in the left-hand

column of the home page. �

— Bill James

Join Me in HonoringBTA’s Ronelle Ingram

®

2009-2010 Board of Directors

PresidentBill James

WJS Enterprises Inc.3315 Ridgelake DriveMetairie, LA 70002

[email protected]

President-ElectRock Janecek

Burtronics Business Systems Inc.216 S. Arrowhead Ave.

San Bernardino, CA [email protected]

Vice PresidentTom Ouellette

Budget Document Technology251 Goddard Road

Lewiston, ME [email protected]

BTA EastTodd J. Fitzsimons

Network Imaging LLC122 Spring St.

Southington, CT [email protected]

BTA Mid-AmericaRon Hulett

U.S. Business Systems Inc.3221 Southview Drive

Elkhart, IN [email protected]

BTA SoutheastTerry Chapman

Business Electronics Corp.219 Oxmoor Circle

Birmingham, AL [email protected]

BTA WestLokke PatrickDocutxt Corp.

11110 E. Artesia Blvd., Ste. BCerritos, CA [email protected]

Ex-Officio/ImmediatePast President

Ronelle IngramSteven Enterprises Inc.

17952 Sky Park Circle, Ste. EIrvine, CA 92614

[email protected]

Ex-Officio/General CounselRobert C. Goldberg

Schoenberg Finkel Newman & Rosenberg LLC222 S. Riverside Plaza, Ste. 2100

Chicago, IL [email protected]


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Compiled by: Brent Hoskins, Office Technology Magazine

2009 Software Buyer’s GuideHelping you find the right vendor partners

Although there is a seem-

ingly endless number of

independent software

vendors (ISVs) whose products

work to further enhance the use

of MFPs, dealers are generally

advised to select and market only

a few of these products. Become

the local expert and source for the

software products that best serve

the needs of your customer base.

To help dealers better under-

stand the capabilities of the

various software products now

available, Office Technology invited

a number of vendors to submit

brief overviews of their products.

Most offer software for the end-

user’s use. Some offer software for

use within the dealership. Perhaps

it is time to further enhance your

product offerings or use a new

software product to improve your internal processes.

A2iA www.a2ia.com

A2iA is a cursive extraction and recognition software

company proven to reduce data-entry costs and improve

automation. For nearly 20 years, A2iA’s proprietary toolkits

have automatically processed, structured and unstructured

documents in the payment, mail and forms processing

markets. A2iA’s toolkits are available in versions for 23 coun-

tries and six languages.

ABBYY www.abbyy.com

ABBYY is a provider of document recognition, data

capture and language software. Its products include the

FineReader line of OCR applica-

tions, FlexiCapture line of data

capture solutions, Lingvo dic-

tionary software and develop-

ment tools. The company li-

censes and OEMs its solutions to

industry leaders including Can-

on, EMC/Captiva, Epson, Fujitsu,

Fuji Xerox, Hewlett-Packard,

Microsoft, Panasonic, Samsung

Electronics , Toshiba , Xerox

and more.

American PrintWare Inc. www.apwi.com

APWI has been servicing the

network and high-volume print

market for more than a decade,

offering a broad range of soft-

ware products and custom engi-

neered solutions that manage a

broad array of printing needs.

APWI products effectively manage print networks, lowering

end-user cost, increasing employee productivity and

increasing dealer revenues. It provides free technical

support to its authorized dealer partners.

Apago Inc. www.apagoinc.com

Apago Inc. is an innovative software technology company

changing how people use and profit from electronic docu-

ments. Consumers and businesses of all sizes use Apago’s

workflow tools to transform, optimize and automate elec-

tronic documents for print-on-demand, publishing, rich

media and archiving. The company provides retail products,

custom development, OEM solutions and consulting serv-

ices to industry leaders, including Hallmark Cards, Crane &

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Co., Hewlett-Packard, Bondi Digital, MOD-PAC Corp.,

OneVision and Pindar.

Artsyl Technologies www.artsyltech.com

Artsyl Technologies™ develops a full range of document

capture software that reduces the cost of processing forms

as well as the storage, search and retrieval of documents for

customer service and regulatory compliance. Artsyl’s Sim-

pleCapture and docAlpha applications integrate with a wide

range of scanners, MFPs and fax servers.

Bull Valley Software www.bullvalleysoftware.com

Scalable for organizations of any size, DocumentLOK

from Bull Valley Software combines secure document and

content management, compliance management and busi-

ness process management in one application, and inte-

grates with virtually any Windows or Web-based application

to provide immediate, single-click access to documents and

electronic content from within an organization’s primary

business application(s).

ColumbiaSoft www.documentlocator.com

ColumbiaSoft is a provider of enterprise document man-

agement solutions deeply integrated with Microsoft Windows

and Office applications. Users can capture, manage and share

electronic and paper documents, e-mail and faxes to improve

efficiency and collaboration, and reduce risk by meeting

higher standards of compliance and business continuity.

Compass Sales Solutions www.compasscontact.net

Compass Sales Solutions offers advanced sales-force

automation, solution selling and fleet management software

systems, along with in-depth consultative services provided

by industry-recognized experts. Designed from a sales per-

spective, Compass merges the abilities to manage your

prospective database, complete detailed TCO analysis, price

service contracts, generate thorough, professional proposals

and sales paperwork, all at the touch of a button. Compass

offers complete integration with your ERP and Outlook.

Computhink www.computhink.com

Located in Chicago, Ill., Computhink Inc. provides docu-

ment management/content management solutions for

secure information sharing and compliance, targeting small

and medium-sized organizations. Computhink’s ViewWise®streamlines business processes, improves customer service,

reduces costs and ensures compliance.

Digital Gateway www.digitalgateway.com

Digital Gateway is a leader in dealer management soft-

ware. Its flagship product, e-automate, empowers dealers to

more profitably manage common business processes like

sales, service, accounting, commissions, inventory and more.

The recent release of e-automate Managed Print Suite pro-

vides a complete end-to-end MPS solution that gives dealers

every tool and integration needed to gain and maintain

pages under contract. Digital Gateway’s e-automate system

gives dealers the visibility, connectivity and automation tools

to give independence back to independent dealers.

docSTAR www.docstar.com

docSTAR has delivered document management products

for the past 13 years. Eclipse by docSTAR leverages MFP

sales, delivering competitive advantage and builds an

impressive recurring revenue engine. docSTAR 3ten is the

latest version of docSTAR with redesigned workflows, an

intuitive user experience and enhanced OCR capabilities.

docSTAR’s comprehensive reseller success plan helps

resellers quickly add document management to their

existing offerings.

DocuLex www.doculex.com

Inc or p orat ed in 1996, Wint er Haven , Fl a . -based

DocuLex creates non-proprietary enterprise content man-

agement software. Through an extensive worldwide

reseller channel, the company offers network-enabled doc-

ument capture and image processing software for use with

multifunctional copiers/MFPs, production scanners, fac-

simile and wide format units. DocuLex also provides

browser-based document and content management pro-

grams for collaboration, e-mail archiving and compliance,

knowledge management, workflow and records retention,

offered as Archive Studio. Archive Studio is easy-to-use,

productive electronic document management software for

any business environment seeking secure instant docu-

ment access.

DocuWare www.docuware.com

DocuWare’s integrated document management solutions

help you improve customer service, increase productivity

w hi le control l ing costs and increase cash f low by

automating daily business processes through electronically

managing and sharing documents, regardless of their format

or source. Whether personnel are at headquarters, across

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Cover Story Oct 09:Cover Story Oct 09 10/7/09 8:41 AM Page 11

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easy and secure via the Web. DocuWare, available in 15 lan-

guages, is known for easy installation, integration, adminis-

tration and usage, as well as an exceptionally low total cost

of ownership.

ECi www.ecisolutions.com

For more than 25 years, ECi has specialized in dealer

management software solutions that fuel the efficiency and

profitability of office equipment dealers. Whether your deal-

ership is managing toner usage, tracking meter clicks or

wanting to operate a profitable service department, ECi has

the right solution for you. Fifty of Office Dealer magazine’s

Elite Dealers use ECi software.

eCopy www.ecopy.com

eCopy is a provider of document imaging software that

easily integrates paper-bound information into existing

business processes and applications. Office workers can use

eCopy ShareScan® and eCopy PaperWorks™ and their MFPs

or scanners to quickly incorporate paper documents into

their existing electronic workflows.

emFAST Inc. www.emfast.com

emFAST Inc. is an industry pioneer in network fax com-

munication. Its FACSys® fax messaging suite of products

ranges from easy-to-install appliances through enterprise-

class fax messaging software. FACSys® fully integrates into

areas requiring communication capabilities including MFPs,

business process workflows and major ECM and resource

planning systems.

Equitrac www.equitrac.com

Equitrac Office® is an intelligent print management and

document cost control software solution that enables com-

panies to minimize printing expenses and maximize effi-

ciency from every printer, copier or MFD (multifunction

device) while eliminating waste and boosting their bottom

lines. Equitrac Office tracking and reporting capabilities

give organizations the information they need to understand

their true output expense and make informed print manage-

ment decisions.

FabSoft www.fabsoft.com

FabSoft’s Reform streamlines workflow by automating

the output, capture and distribution of documents. Reform

will capture scanned images, print streams or user data

from any operating system, application or device. Reform

enhances the capture information and intelligently distrib-

utes to printers, fax, e-mail and archive systems.

Falcon Technology Solutionswww.efalcontech.com

Falcon Technology offers the Soaring suite of SQL server-

based sales and business management software designed

specifically for the office equipment industry. With more

than 7,000 users, Soaring Sales is a leading sales force

automation program in the copier industry. Soaring Busi-

ness Management is a complete ERP software program

encompassing accounting, dispatch and field service, inven-

tory management, contract management, managed print

services and online tools.

FMAudit www.fmaudit.com

FMAudit provides software technology to enable dealers

to profitably compete in managed print services. Today,

FMAudit helps more than 900 dealers manage more than 2.5

million devices monthly. FMAudit’s software is easy to

deploy and maintain, collects data from both networked

and local devices, integrates with e-automate, OMD and La

Crosse for automated meter billing, and provides consum-

able level monitoring, service alert filtering and complete

TCO analysis.

Hyland Software www.onbase.com

One of the largest independent software vendors in the

world of enterprise content management (ECM), Hyland Soft-

ware is the developer of OnBase. A suite of document manage-

ment and content management solutions, OnBase has a

proven record of solving problems resulting from time con-

suming, costly and error-plagued manual tasks.

InfoDynamics www.infodynamics.com

InfoDynamics is the author of a line of document-centric

applications for organizations of every size. The company has

been creating powerful, robust and user-friendly document

management systems since 1989. Intact SMART is feature-

rich and includes broad scanning support, barcode and zone

recognition, application integration, advanced searching in

and out of Intact SMART, version control and much more.

Intact SMART can work with desktop scanners and has MFP

control panel integration as well. It is directly tied in with the

top accounting systems for small to mid-enterprise. Cus-

tomers can view their documents and relationships directly

from their accounting system and have the full functionality

of a complete document management system.



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ECi ad Oct 09:Layout 1 9/9/09 2:55 PM Page 1


KnowledgeLake Inc. www.knowledgelake.com

KnowledgeLake Inc. develops document imaging,

document capture and workflow products and solutions for

Microsoft SharePoint. KnowledgeLake extends the electronic

content management (ECM) capabilities of SharePoint,

enabling businesses to reduce mailing costs, streamline

operations and achieve regulatory compliance using

familiar Microsoft products that most businesses already

own and use.

Laserfiche www.laserfiche.com

Laserfiche® creates enterprise content management

(ECM) solutions that help organizations run smarter. Since

1987, more than 27,000 organizations worldwide —

including government agencies and Fortune 1,000 compa-

nies — have used Laserfiche software to streamline docu-

ments, records and business process management.

Laserfiche provides central control over information infra-

structure, including standards, security and auditing, while

offering flexibility to business units. Laserfiche is built upon

Microsoft technologies to simplify system administration. It

supports Microsoft SQL and Oracle platforms and features a

seamless integration with Microsoft Office applications and

a two-way integration with SharePoint.

Meadows Publishing Solutionswww.meadowsps.com

The DesignMerge Professional Bundle is a suite software

module for Adobe InDesign and QuarkXPress that provides

sophisticated variable data printing and data publishing

features. The software works within the application for ease

of use and is compatible with most popular VDP output

formats. Used by professionals worldwide, it simplifies mar-

keting personalization for both the novice and expert.

Miracle Service www.miracleservice.com

Optimize your service operation with this complete

dealer software solution. Features include: service calls and

technician scheduling; service contracts; inventory; meter

billing; preventative maintenance; management reporting;

QuickBooks and other accounting integration; print man-

agement integration; Web and wireless access; and a whole

lot more. It is easy to use, flexible and affordable.

MWA Intelligence Inc. www.mwaintel.com

MWA Intelligence Inc. (MWAi) delivers enterprise-class

and leading-edge M2M (machine-to-machine) and M2P

(machine-to-people) solutions. The enterprise class solution

is designed to manage a fleet of imaging devices whether

they are networked, locally connected or un-connected. The

MWAi solution automates meter collection, consumables,

and service alerts. MWAi also offers an integrated pre-sale

managed print service (MPS) tool for easy auditing of end-

user networks. MWAi literally connects the people who

service and sell the assets with the actual machines and ERP

systems. Solutions include: Intelligent Service Management,

Intelligent Managed Print Services, IntelliDashboard and

Intelligent Device Management.

nQueue Billback www.nqueue.com

nQueue Billback provides software-based information

accountability, expense management and cost recovery

solutions to more than 30 percent of the 250 largest law

firms in the United States and five of the top 10 globally. The

company assists firms by enhancing the automation and

processing of any operational and administrative expenses

on an extremely powerful platform.

Objectif Lune www.objectiflune.com

Objectif Lune creates software solutions to help organiza-

tions develop, maintain and renew their business by maxi-

mizing the value of their documents. Driven by a passion for

creativity and innovation, Objectif Lune’s state-of-the-art

solutions help create new business by adding the power of

personalization to promotional documents and they

increase revenues gained from existing customer bases by

simplifying and optimizing the creation, production and

delivery of high quality targeted business documents.

Omtool Ltd. www.omtool.com

Omtool Ltd. is a provider of document capture and han-

dling solutions that simplify the integration of paper and

electronic documents into enterprise information manage-

ment systems. Its flagship product, AccuRoute®, streamlines

document capture, conversion compression and communi-

cation processes, and is accessible from any desktop com-

puter or network-enabled scanning device (including MFPs).

Pharos Systems www.pharos.com

Pharos Blueprint Enterprise is a solution for managing

print and copy that enables companies to save money,

reduce waste and easily secure devices and documents. It

incorporates discovery, tracking and accounting technology

that provides a complete picture of print/copy across the

enterprise down to the user level. Blueprint is integrated


with more than 125 multifunction printers from leading

equipment manufacturers.

Print Audit www.printaudit.com

Print Audit develops print management solutions that

enable office equipment dealers to sell more hardware and

increase their post-sales revenue. Last year, Print Audit redi-

rected half a billion pages from high-cost printers to low-

cost MFPs and, to date, the company has helped dealers sell

more than $450 million in additional hardware.

PrintFleet Inc. www.printfleet.com

PrintFleet is an independent software vendor special-

izing in the development of print management software

solutions, training and support programs for dealers and

distributors in the imaging industry. More than 1,000

dealers use PrintFleet software and support services to

manage more than 800,000 devices and 2.5 billion monthly

page counts worldwide.

PrintMIB LLC www.printmib.com

PrintMIB LLC is a provider for managed print services that

provides precise data collection from printers, digital copiers

and MFPs. PrintMIB collects and reports its data to a USB key

or server-based software database. Data can be merged into

backend software or a total cost of ownership calculator.

Prism Software www.prismsoftware.com

Prism Software is a one-stop shop for electronic docu-

ment software solutions. Prism’s products are richly fea-

tured, highly competitive and low cost. Prism’s four

advanced software products are: DocSystem for printing

and document workflow; DocRecord for document manage-

ment; DocForm for variable data communications; and Doc-

Transform for print and data stream transformation.

Red Cheetah www.redcheetah.com

Red Cheetah is a full e-commerce solution and a complete

wholesaler-enabled ordering system designed exclusively for

Unique solutions for dictation, transcription and speech recognition.

Healthcare and Legal markets.

Good dealer margins, marketing support, service contracts.

Call Today for Dealership Opportunities.

800-878-7828 x 167 www.Dolbey.com/dealer

w w w . o f f i c e t e c h n o l o g y m a g . c o m | O c t o b e r 2 0 0 9 | 17


the office products and technology consumables industry.

Red Cheetah’s Savanna Suite combines the sleek e-commerce

of Outpost with the robust backend functionality of Home

Range to bring dealerships a powerful, easy-to-use system.

Ribstone Systems Inc. www.ribstoneusa.com

Ribstone Systems Inc. is a copier-based scanning and

printing software provider with solutions tailored for the

legal profession. Sold with Canon, Xerox, Konica Minolta and

Ricoh copiers, Ribstone has advanced document workflow

for this market with intuitive solutions at a reasonable price.

Rochester Software Associates www.rocsoft.com

Since 1986, Rochester Software Associates (RSA) has

enhanced the print workflow of thousands of enterprises.

RSA delivers on the promise of convergence and an auto-

mated print center through electronic and hardcopy job

submission (WebCRD, QDirect.SCAN), legacy datastream

transform (M.I.S. Print, IPDSPrint, RDOPrint), enterprise

output management (QDirect) and legal solutions (Bates-

Print, CDPrint).

Sagem-Interstar www.sagem-interstar.com

Sagem-Interstar Inc. provides advanced fax server solu-

tions for IP networks. Its scalable XMediusFAX™ T.38 Fax

over IP (FoIP) solutions leverage IP telephony and unified

communications (UC) systems to enhance productivity, col-

laboration and ROI by integrating fax on the desktops of

enterprise and service provider sites worldwide.

SalesChain www.saleschain.com

SalesChain is a provider of sales management software

for office equipment dealers. Its Sales Dispatch workflow

automation programs help dealers to increase customer

retention, improve leased asset upgrade ratios and cus-

tomer base growth by targeting competitor displacement.

SalesChain is the preferred partner for Digital Gateway and

ECi OMD and La Crosse. Its industry experience and dedica-

tion to customer support and sales rep training delivers fun-

damental value for dealers across the country, including

premier dealers like Gordon Flesch, Northern Business

(Mass.) and Blue Technologies (Ohio).

Solimar Systems Inc. www.solimarsystems.com

Solimar Systems Inc. is a developer of enterprise output

management solutions for digital document creation, produc-

tion and distribution environments. Installed in thousands of

worldwide sites, including nearly 40 percent of the Fortune

100, Solimar solutions offer integrated connectivity, datas-

tream transforms, print optimizations, document re-engi-

neering/repurposing and sophisticated print queue man-

agement with secure Web-based document presentment,

distribution and tracking.

Square 9 Softworks www.square-9.com

Square 9 Softworks is a developer of software solutions

for the office equipment industry, including the Smart-

Search Content Management Suite. Square 9 Softworks

designs solutions built on the .NET platform using open

architecture and cutting-edge technologies. With solutions

that are affordable, powerful and easy to use and support,

Square 9 helps dealers to win more of the document man-

agement opportunities they compete in.

Technesis www.technesis.com

Technesis Print Control System is a single solution deliv-

ering three value propositions: automated print assess-

ments, rules-based messaging promoting efficient printing

and cost accounting for MFPs and plotters. Technesis has

API/embedded solutions for Xerox, Ricoh, HP, Canon, KIP

and Océ output devices.

Westbrook Technologies Inc. www.westbrooktech.comServing more than 13,600 customers worldwide, West-

brook Technologies’ Fortis document management software

provides lifecycle management for paper and electronic

documents from capture, indexing and archiving to Web-

based retrieval and automated purging. With Fortis, your

organization gets fully searchable documents and images,

automated workflow and effortless integration with other

business applications.

Xythos Software www.xythos.com

Xythos Software is a subsidiary of Blackboard Inc. and a

leading developer of document management and collabora-

tion software. Its online services and products are licensed

to millions of users at commercial, education and govern-

ment organizations around the world for managing and

sharing content throughout its lifecycle. �Brent Hoskins, executive director of

the Business Technology Association,

is editor of Office Technology magazine.

He can be reached at [email protected]

or (816) 303-4040.



BEI Pros ad Oct 09:Layout 1 9/14/09 12:27 PM Page 1


by: Elizabeth Marvel, Office Technology Magazine

Running on BiodieselAtlanta dealership adopts eco-friendly approach

Imagine running your dealership’s vehicle fleet without

having to buy a cent of traditional gasoline. One Atlanta,

Ga.-based dealership, BTA member Gordon Document

Products, is doing just that. As the price of gasoline rose,

John Gordon, president of the dealership, began looking for

solutions to this ever-growing problem. And thanks to the

knowledge and encouragement of his son, Spencer, Gordon

found a solution — biodiesel fuel.

“ Well , I first heard about it [biodiesel] when I sent

Spencer to college,” says Gordon. “I found out he became a

tree hugger and he started talking to me about this new

concept called ‘biodiesel.’ I tried to be polite, but I gently told

him that I didn’t have the time or inclination to get involved

in biodiesel and he just kept harping on me to read about it.

So, begrudgingly, I went on the Internet and I looked up the

term ‘biodiesel’ and found a wealth of information. And

then, my disinterest suddenly turned to interest, which then

turned to intrigue. And the rest is history.”

Gordon now fuels his five-vehicle fleet (two delivery trucks,

two passenger vehicles and a pickup truck) with biodiesel

created by Perfect Circle Renewable Energy LLC, the biodiesel

processing company he and his son founded two years ago.

Biodiesel is defined by the National Biodiesel Board (NBB)

as “a domestic, renewable fuel for diesel engines derived from

natural oils like soybean oil.” Gordon adds to this definition,

saying that biodiesel is usually created from not only soy-

beans, but from rapeseed oil and waste vegetable oil .

“Biodiesel burns 75 percent cleaner than fossil fuel, helps

reduce our dependance on foreign oil and extends the life of

engines because it has better lubricating qualities,” he says.

“Any diesel engine will accept biodiesel and run better on it

than with regular diesel fuel. The diesel engine was originally

designed to run on cottonseed oil, and so it’s really back to

the future now that we’re producing a fuel that runs on waste

vegetable oil. It requires no conversion, and there are only

benefits both to the engine and the environment.” The only

downside he has found is that it is difficult to find affordable,

adequate supplies of “feed stock,” the raw vegetable oil that is

used to create biodiesel.

“For the most part, restaurants give it (waste vegetable

oil) to us for free because they need to get rid of it,” says

Gordon. “For the large producers, we pay them a nominal

amount. But the real cost (of creating biodiesel) is in the

pickup and the infrastructure, and then your distribution

back to the end users.”

So how is Gordon’s biodiesel made? First, waste vegetable

oil is collected from local restaurants and it is then taken

back to Perfect Circle’s plant for processing. The process of

creating biodiesel from vegetable oil involves several steps

and chemical reactions to refine the oil and rid it of impuri-

ties so that it can be used in vehicles with diesel engines. It

takes about six to eight hours to refine one batch (200

gallons) of biodiesel, and the company can make two batches

a day, on average. Gordon then uses the biodiesel in his

vehicle fleet, as well as sells the surplus to local consumers at

Staff members of Gordon Document Products stand in front of

their biodiesel vehicle fleet. From left: Vincent Smith, deliveries,

Chris Benton, director of service, John Gordon, president and

partner, Perfect Circle Renewable Energy LLC, Spencer Gordon,

partner, Perfect Circle, and Helen Gordon.

Marvel Oct 09:Marvel Oct 09 10/6/09 12:50 PM Page 10

the pump price for traditional diesel fuel.

While the use of biodiesel has not yet

helped Gordon’s dealership save money,

he says that once the initial costs for

creating the infrastructure of Perfect

Circle are paid for, the dealership should

save a significant amount on fuel costs.

In addition to the use of biodiesel, the

dealership has also adopted other envi-

ronmentally friendly habits. Gordon

finds that the use of biodiesel in his fleet has helped to set an

example for the rest of the dealership. “We’re into recycling

and conservation,” says Gordon. “I ’ve noticed that our

employees turn lights out and turn the air conditioning off

before they leave. We have various efforts to recapture car-

tridges and dispose of them in an environmentally friendly

manner, and we also utilize an equipment recycler that

reclaims equipment and assures an environmentally friendly

disposal of the remaining parts of the machine. It [the use of

biodiesel] has made a difference in the

way people think about ecology and con-

servation in our company.”

And while Gordon has not always

been a champion of green initiatives, he

now finds that small changes in be-

havior can make a difference.

“I encourage fellow members of BTA

and other dealers to look for ways they

can become part of the solution,” says

Gordon. “None of us are going to be able to solve the

problem individually, but we can all contribute incremen-

tally and have an impact. I think we can all reduce our con-

sumption [of gasoline] and thereby drive

down the price of foreign supplies of fuel

and oil.” �Elizabeth Marvel is associate editor

of Office Technology magazine.

She can be reached at [email protected].


“None of us aregoing to be able tosolve the problem individually, butwe can all contributeincrementally and have an impact.”

Marvel Oct 09:Marvel Oct 09 10/6/09 12:50 PM Page 11


by: Brent Hoskins, Office Technology Magazine

Sharp’s Align ‘09Manufacturer hosts national dealer meeting

At its recent national dealer meeting, with the theme

“Align ’09,” the comments of Sharp Imaging and

Information Company of America (SIICA) officials

focused, in part, on the company’s recent strides along with

an emphasis on the importance of more dealers pursuing

the A4 opportunity. The meeting, which drew approximately

800 attendees beyond Sharp staff and related support, was

held Aug. 31-Sept. 3 at the Gaylord National Hotel & Con-

vention Center near Washington, D.C.

“What does ‘Align ’09’ mean?” asked SIICA President Ed

McLaughlin, as the meeting’s opening General Session got

underway. “When we first came up with the name, I started

to look at the definition of the word ‘align’ — ‘to set things in

order, to line things up.’ In short, it is to utilize all of the tools

available to you … We have become more aligned within our

factory, become more in tune with the things we need to do,

and have started listening more and more to end users and

looking at the market to help create the products that we

have today. This is all part of that alignment.”

Hiroshi Kataoka, deputy group general manager of the

Business Solutions Group of Sharp Electronics Corp., SIICA’s

parent company, emphasized the significance of Sharp’s

alignment as well. “The first step was with factory align-

ment,” he said. “Six years ago, we moved from a traditional

narrow focus with factories focused on low-end products,

high-end products, supplies and software to a combined

factory with a unified direction and strategy to share knowl-

edge and technology across all products.”

The result, said Kataoka, were such strides as Sharp’s re-

entry into higher-speed segments, enhancements to Scan2

(allowing a two-sided document to be scanned in a single pass),

improved product security features and the launch of OSA (the

company’s Open System Architecture development platform).

“An additional benefit was our improved understanding of the

market and a closer relationship with our partners in the U.S.

market,” he said. “We were making better and better products,

and the market acceptance was getting stronger and stronger.

That gave us the confidence to take some bold steps.”

One of those bold steps was the launch of the company’s

Frontier A4 product line. “The Frontier line clearly challenges

the status quo for a copier manufacturer, but it represents a

clear understanding of where the next opportunity lies,” said

Kataoka. “Capturing clicks is the key for our business and the

Frontier line enables Sharp dealers to do it like no other manu-

facturer can. The alignment of an A3 line and A4 line designed

Clockwise from top: The Product Showcase, decorated with

Washington, D.C., landmarks, featured Sharp’s new and pre-

viewed MFPs and printers; SIICA President Ed McLaughlin;

and Hiroshi Kataoka, deputy group general manager of the

Business Solutions Group of Sharp Electronics Corp., SIICA’s

parent company.

Sharp Oct 09:Sharp Oct 09 10/6/09 12:53 PM Page 10

for ease of use and ease of support, with

common capabilities, is unprecedented

in our industry. We are very pleased to see

such strong market acceptance.”

Given that strong market acceptance,

McLaughlin encouraged more Sharp

dealers to embrace the Frontier line. “I

am both excited and pleased with the

results of A4, but I would be dishonest

with you if I told you I am completely

happy,” he said. “There are a lot of dealers who have bought

A4, but we are really not as into A4 as we could be. This is the

time to jump on board with this product.”

McLaughlin cited industry statistics that reveal the size of the

A4 opportunity. One slide he shared revealed that the market for

A4 31-page per minute (ppm)-plus monochrome and color

devices grew 535 percent between 2005 and 2008. “Five years

ago, there were not any products in the 31-ppm-and-up area

that were A4 specific,” he added. “Today, that represents 25

percent of all placements across all segments. It is astonishing.”

A4 is not about placing units, but it is about capturing

pages, said McLaughlin, noting that the product category

can assist dealers with their managed

print services (MPS) initiatives. “We are

the only traditional copier company that

is fully committed to a full line of A4

products,” he said. “You need to get on

board and take advantage. We have

found that dealers w ho have ful ly

adopted the A4 philosophy … are out-

performing everybody else by 5 percent.

It doesn’t take money and profit out of

your pocket. It puts money into your pocket.”

During the meeting, Sharp displayed a number of its

products in the event’s Product Showcase, including pre-

views of four new A4 Frontier products — a 40 ppm color

printer and a 40 ppm monochrome printer, coming in the

first quarter of 2010, and two Scan Pro models (one color,

one monochrome), concept scanning-centric devices that

may be released in the second quarter of 2010, depending on

market and dealer demand. �Brent Hoskins, executive director of the Business Technology

Association, is editor of Office Technology magazine.

He can be reached at [email protected].


+

“Five years ago, therewere not any productsin the 31-ppm-and-uparea that were A4 specific. Today, that represents 25 percentof all placements ... “

Sharp Oct 09:Sharp Oct 09 10/6/09 12:53 PM Page 11

Employee reductions and terminations have been an

unfortunate result of the current economic downturn.

Even in good times it is important to review your

employees and determine their contribution and value to the

company. Pay plans for salespeople can reward results,

however, technicians are dependent upon product perform-

ance or lack thereof. Most companies, regardless of the

number of technicians they employ, find themselves with the

need of less than an additional full-time technician. In difficult

economic times, this need can be avoided by authorizing over-

time for other technicians. However, will you be ready when

the economy recovers or your supplier releases a product with

numerous issues?

Since economic problems are current, many dealers may

wish to terminate that additional technician and worry about

future needs tomorrow. Normally, the safest bet is to let the

last technician hired go. Unfortunately, a formula such as this

may retain a less skilled worker. So what should a dealer do?

An employer’s decision to terminate or lay off a certain

employee, while retaining others, may lead the discharged

worker to believe that he (or she) was discriminated against

based upon age, race, sex, national origin, religion or disability.

To minimize the risk of potential litigation, many employers

offer departing employees money or benefits in exchange for a

release or waiver of liability for all claims connected with the

employment relationship. Federal claims are possible under

the Age Discrimination in Employment Act, Title VII of the

Equal Employment Opportunity Act, the Americans with Dis-

abilities Act and the Equal Pay Act. There are state statutes to

consider as well.

A severance agreement is a legal contract that must be sup-

ported by consideration. The consideration must be some-

thing more than unearned vacation pay or pension benefits

that the employee was already entitled to. The employee is

giving up the right to sue and must receive something of value

for this promise. Entering the agreement must be knowing

and voluntary. For this reason, the employee should be advised

to seek counsel and have a period of time to consider the

agreement. Under the Age Discrimination in Employment Act,

the employee must be given at least 21 days to consider the

offer and seven days to revoke an acceptance after it is made.

It must be noted that although an employee may be giving up

his rights to bring an action, it does not prohibit an employee

from filing a claim with the Equal Employment Opportunity

Commission and testifying in those proceedings.

The release cannot include claims that may arise after it is

signed. As an example, an employee over 40 years of age is told

there is a reduction in force due to the economy. One week

after his departure, an employee under 40 is hired for the posi-

tion. A release will not cover this event, as it took place after it

was signed. Additionally, this conduct may constitute fraud if

the company had always intended to fill the position and

merely stated the termination was a result of the economy.

With the payment of any severance benefit, a release is

essential. Presenting a properly prepared release is even more

important to assure claims have been waived as legally

required. The last thing a dealer wants to do is

to provide the retainer fee for the attorney

about to sue him. �Robert C. Goldberg is general counsel

for the Business Technology Association.

He can be reached at [email protected].

by: Robert C. Goldberg, General Counsel for the Business Technology Association

COURTS & CAPITOLS

Severance AgreementsPresent a properly prepared release to employees


Goldberg Oct 09:Goldberg Oct 09 10/6/09 12:56 PM Page 26

BTA HIGHLIGHTS

The following new members joined BTA during themonth of August:Dealer MembersAmerican Business Equipment/Columbus,

Columbus, GAAutomated Office Systems Inc., Billings, MTCopy R Office Solutions, Burbank, CADigitech Office Machines, Lafayette, LADocutek Imaging Solutions Inc., Deerfield

Beach, FLElectronic Office Systems, Fairfield, NJImpact Office Products, Beltsville, MDKelley Imaging Systems Inc., Kent, WAMarimon Business Systems Inc., Houston, TXMBG Office Systems, Macon, GAUnited Business Systems, Fairfield, NJ

Service Associate MembersManagedPrintMarketing.com, London,

Ontario, CanadaRelevant Automation Corp., Raleigh, NC

For full contact information of thesenew members, visit www.bta.org.

BTA’s ‘Building My Business’ WebinarsFree to BTA mem-

bers, the “BuildingMy Business” WebinarSeries is designed tohelp dealers improve

the management of their companies, takefull advantage of market opportunities and,ultimately, improve their bottom lines. Formore information on upcoming hour-longwebinars or to register for a webinar, visitwww.bta.org/BuildingMyBusiness.

For more information on BTA member benefits,visit www.bta.org.

For the benefit of its dealer members, eachmonth, BTA features two of its Vendor or ServiceAssociate members in this space.

BTA VendorAssociate memberSquare 9 Softworks is a

developer of business-centric softwaresolutions including the SmartSearch ContentManagement Suite. Located in New Haven,Conn., Square 9 is dedicated to makingcontent management available to organ-izations of all sizes. The company designssolutions built on open architecture andtechnologies that drive efficiency andproductivity across all business applications.Through decades of experience, Square 9 hasacquired a thorough understanding ofdocument-driven business processes.

www.square-9.com

BTA VendorAssociate memberAzerty has been in

business for more than 25 years and is aleading printer imaging technology distributor.The company is a division of United StationersSupply Co. Azerty’s mission is to provide itscustomers value in their efforts through a robustmenu of services including: a comprehensivemanaged print services solution, nationwidenext-day delivery, access to the largest imagingand printer portfolio, a dedicated selling teamand a host of other key tools.

www.azerty.com

A full list of BTA Vendor and Service Associate members can be found online at www.bta.org.


Highlights Oct 09:Highlights Oct 09 10/6/09 12:58 PM

Despite the current sluggish economy, that old adage,

“You have to spend money to make money,” could be

right on the money for office technology dealers by

way of the acquisition of other companies.

While today’s challenging financial landscape may have

many dealership owners shaking their heads in bewilderment

over the notion of an acquisition, the potential for increased

opportunity can be great — particularly if the acquisition is an

area competitor with a significant client list. Heads of suc-

cessful companies recognize that times of recession open up a

“bargain hunting” field. That may sound opportunistic and

with good reason — it is! The future success of many small to

mid-sized businesses will be determined by the long-term

decisions they make today. It may seem counterintuitive to

spend money while suffering an anemic economy, but those

who do are more likely to come out winners in the future.

Although sometimes the answer to increased business is

the addition of a new product line, that route can be costly and

does not always increase market share. But acquiring compa-

nies ultimately produces gains in market share, through the

elimination of competition through consolidation.

It is unfortunate that a number of struggling office tech-

nology companies exist; it is a sign of the times when industry

publications must devote space to businesses that have filed

for bankruptcy, laid off their staff and are looking to sell off

their customer bases and remaining equipment to the highest,

or sometimes any, bidder. But one company’s misfortune can

prove to be another’s bounty. Being at the right place at the

right time can ultimately lead to paying the right price. And,

beyond the price of the acquisition may come the added

benefit in the opportunity to add some solid talent to your

company, particularly if you bring the former owner or man-

agement team on board.

That timing alignment can also result in a quick sale turn-

around. However, companies interested in acquisitions should

be aware that the typical time between expressed interest and

signing on the dotted line is closer to four months.

But there is more to a good deal than timing and price; an

acquisition must harmonize with your company’s business

strategy and plans for the future.

Regardless of how quick an acquisition proves to be, a

“bargain” is only a bargain if the product line fits into your

business model. For example, managed print services (MPS)

are a strong focus of many office technology dealerships and

from where a significant portion of revenue is derived. Compa-

nies prepared to make one or more acquisitions would be well

served to consider for-sale businesses with MPS programs in

place, as MPS represents a steady stream of revenue and might

nearly pay for the acquisition through annuity business alone.

While a sound MPS program or another significant element

may make an acquisition appealing, it should not be the sole

appeal for acquirement. When it comes to which dealerships

to target for potential acquisition, it is best to keep an open

mind — and to know your competition. Dealerships that are

openly struggling and have put out feelers for buyers are

obvious choices, but it could also be that your most zealous

competitor has an interest in selling. You may be surprised

with the outcome of a conversation with competition; they

may be looking to expand their territory or perhaps are inter-

ested in an exit strategy — either scenario could work in your

favor as a potential buyer.

Be aware, however, that sometimes things are not as they

seem. You may have the chance to buy a company that previ-

ously held a solid reputation, but hard times might have

altered that good standing. Your association with a company

that has hit the skids reputation-wise will not be to your

advantage. And if the potential seller is unable or unwilling to

A Buyer’s MarketThe timing is right to make an acquisition

by: Chip Miceli, Des Plaines Office Equipment

PRINCIPAL ISSUES


Miceli Oct 09:Miceli Oct 09 10/6/09 2:00 PM

Do you crunch the numbers, or do the numbers crunch you?

he BTA ProFinance course will teach you how to setthe strategy, track critical performance measures and

manage your assets according to a proven business modeldesigned to improve the profitability of your company.

Instructors John Hanson and John Hey of StrategicBusiness Associates take a holistic approach to theredirection of your business — from sales repcompensation and projecting service revenues toinventory management and an action plan forimplementation — with the short-term goal of achievinga minimum of 14% operating income. You can achievethese results by monitoring 24 key benchmarks andmaking strategic shifts as discussed in the program.

Start planning for improved profitability today! Send allof your strategic decision makers to ProFinance — it’s aninvestment in your company that will help you relieve theend-of-the-month crunch.

To register for ProFinance or get more informationon pricing and quantity discounts, visitwww.bta.org or call BTA at (800) 843-5059.

Upcoming ProFinance course:

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T

ProFinance is designed for owners and executive-level staff who make the critical business decisions that impact your company’s success. Some OEMs reimburse forProFinance tuition through advertising co-op or professional development funds. Check with your OEM.

ProFinance thinker full pg:31OT0406 10/6/09 2:04 PM Page 1

supply comprehensive financial informa-

tion, walk away from the deal swiftly.

Once you have determined that you

have the finances and resources to handle

an acquisition, it is imperative to thor-

oughly examine the company’s financial

statements, client base, industry standing

and employees.

With the list of sellers on the long side

these days, you will likely want to consider

several potential companies before deciding on a purchase. It

can be challenging to conduct the due diligence on more than

one prospective acquisition at a time, but the research will be

well worth it in the end. Ultimately, you want to acquire a

company whose reputation, business model and product line

best fits your own.

The due diligence of an acquisition can be intimidating, but

without it you will not have a clear picture of what you are

acquiring. Fiscal experts recommend examining three to five

years of a company’s financial records —

that includes working capital, inventory,

receivables, capital expenditures, debt

and cash flow.

You will also need to take a number of

other elements into account, perhaps the

most important being customer stability

and payment histories. If you find that a

handful of customers comprise a large

portion of the customer base, it is vital to

speak with them directly and gauge whether they intend to

continue doing business with you, as the new owner of the

acquired company.

Legal issues must also be addressed when heading toward

an acquisition. Become familiar with any contracts, leases,

trademarks, licensing, permits and all other documents that

might have a bearing on the sale. You should also be aware of

any pending litigation against the company.

Another important aspect is the cultural dynamic. It will be

a much easier road if the management style of the company

you are looking to acquire matches with that of your business.

Remember, you are not just acquiring a business — you are

also attaining people whose careers and livelihood will now

be dependent on you and your company.

Once an acquisition has been made, the need for a smooth

transition is fundamental and it all comes down to constant

and honest communication between all parties. If possible, sit

down with each and every employee in the acquired company,

listen to their input, both positive and negative, and be honest

about their place post-sale. Data indicates that roughly 20

percent of employees are either let go or leave of their own

accord following an acquisition, but if you have the need and

they have the desire to stay, the strength of increased per-

sonnel could boost your company ’s performance and

standing within the industry.

An acquisition can prove to be a valuable strategic move,

representing immediate increases in your company’s overall

sales volume and the addition of new product lines and imple-

mentation of additional programs. With today’s increase in the

number of companies interested in selling, now may be the

best time to make this investment in your company’s future. �Chip Miceli is president of Des Plaines Office

Equipment (DPOE), based in Chicago. DPOE is

a leader in the field of print management and

has acquired three companies in the past

three years. Miceli can be reached at

[email protected]. Visit www.dpoe.com.

You will also need totake a number of otherelements into account,perhaps the most important being customer stability andpayment histories.


Miceli Oct 09:Miceli Oct 09 10/6/09 3:04 PM Page 27

There is a little sensationalism in this article’s

headline and subhead. Let’s face it, if you

wanted to start a copier/MFP dealership

today, you could. With year-on-year units sold

declining by 200,000 per year in 2008 and 2009, it may

not be the best use of your capital, but you could

start that dealership. And for years to come you will

be able to start a managed print services (MPS)-

focused dealership or decide that it is time for you

to seriously offer an MPS solution.

I believe it is a lot more fun to get into a growth industry than

it is to enter a mature industry. Today, MPS is a growth industry,

but that will not last. The primary reason it will not last is

because MPS resellers are not selling anything new — they are

simply taking the revenue from other businesses.

Just a short year ago, the consultants at Strategy Develop-

ment rarely ran into a situation in which one of our clients was

in a competitive MPS sale. Today, not a day goes by without a

competitive MPS opportunity. I am not suggesting that they

are all competitive — that is far from the case — but at least

one per day is against a competitor.

The good news is that many companies “selling” MPS are

simply using it as a talking point, but they are muddying up the

waters with prospects. I am not sure it is their fault, as there is

still a good amount of misinformation about MPS in the industry.

Now is the time to launch a well-conceived MPS strategy or

to take a step back and fix what you have already launched,

even if that requires a complete overhaul. The goal is to be effec-

tive at growing a highly profitable new revenue stream and not

to simply update your Web site with an MPS click through with

the same five bullets that your competitor has on its Web site.

How do you know if you are doing okay with your MPS

strategy? The best litmus test is by measuring either how

many devices you have under management or what you are

billing per month in CPP on printers. Sure, you will sell equip-

ment and software into accounts, but measuring what you

control under contract is the clearest snapshot of success.

A single MPS specialist at the end of his (or her) first year

should be billing approximately $25,000 per month in net new

CPP revenue. At the end of his second year, he should be

billing $65,000 per month; this is pure aftermarket — service

and supplies — and does not include equipment

or software. If you measure devices, figure an

average of $25 per device per month — so 1,000

devices at the end of year one. This is for a single

MPS specialist; if you invest in two or three, your

results should reflect a multiple of these figures.

So, at this point you understand you need to get

serious about MPS, that you will run into competi-

tive situations and you have some guidelines of

what success looks like. How do you achieve

success? That is simple. Start with a well-conceived plan and

execute that plan. What will you need to include in the plan?

� Your financial commitment to the new strategy.

� Sales resources; Strategy Development recommends a

company starts with at least two MPS specialists. If you start with

one and he does not make it, you are virtually starting over again.

� Proper selection of specialists. You want conceptual sales

professionals who can handle a complex sale.

� Training for your sales specialists, leadership, administra-

tion (operations) and service personnel.

� An income statement that sets milestones and clearly

demonstrates ramped up revenue, margins, expenses and con-

tribution. You will also want a cash-flow statement that shows

you the required cash investments.

� Vendors; you can learn more about vendors in the BTA

MPS Service & Operations Workshop or you can develop a

checklist on your own.

� Service training on multiple printer lines.

Now is the time to put the plan together, so do not delay. If

you are well trained and focused on driving growth, you will

crush those competitors that simply use MPS as a talking point.

But time is running out because eventually they, too, will be

forced to learn — or maybe they will simply disappear. �Tom Callinan is the founding principal of Strategy Development, a

consulting and advanced sales training firm that developed and

delivers the BTA MPS Sales Workshop and BTA

MPS Service & Operations Workshop to help

dealers enter the lucrative MPS space. He can be

reached at [email protected]

or (610) 527.3317.

Visit www.strategydevelopment.org.

Are You Pursuing MPS?If not, time may be running out to enter the space

by: Tom Callinan, Strategy Development

MPS STRATEGIES


Callinan Oct 09:Callinan Oct 09 10/6/09 2:29 PM Page 26


ADVERTISER INDEX23 • b2b sales coach

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Having trouble finding moneyfor your child’s education?

BTA Can Help.

Mark YourCalendar!

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Scholarships for use at colleges or accreditedvocational trade schools are available to the sons and daughters of BTA retail

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application form, contact Mary Hopkins [email protected] or (816) 303-4031 or write to:BTA Scholarship Foundation, 12411 Wornall

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30OT1009:Layout 1 10/6/09 2:39 PM Page 1

31OT1009:Layout 1 9/29/09 8:32 AM Page 1

800.234.8787 | www.greatamerica.com

“GreatAmerica has proven to be a true partner. They have worked with us to enhance our profi tability by bringing new ideas and programs to the table.

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Great America ad Sept 09:32OT0408 8/3/09 9:02 AM Page 1

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