ITEX 2012: 3 Key Themes and Observations from the Show

Posted by LMI Dealer Content Team on Tue, May 01, 2012 @ 12:51 PM

ITEX observations

If you didn’t travel to sin city this year to attend ITEX 2012, we thought we would let you know what you missed, so you can keep your print business headed in the right direction.

Here are the 3 primary themes and opportunities we picked up on for you.

1. Managed Print Services is still a huge opportunity.

In one of the breakouts a consultant stated that 85% of all printers in North America are not yet under some form of contract. Another industry personality stated that up to 50% of printers will be under contract by the end of 2015. Even if the so called “industry experts” are off a bit, there certainly seemed to be consensus amongst the dealers that visited our booth; MPS is still in the rise. On the rise in both mono and color pages now that aftermarket color products are becoming more and more accepted. If you’re still unsure about getting into managed print or would like to see your growth potential in MPS, check out our free MPS Opportunity Calculator where you can see how much money you can make in seconds!  

2. Managed Network Services are where things are headed.

Most of the nations top MPS providers have come from a “copier” background and are seeing the writing on the wall is thicker than ever; “He who owns the network, owns the account”. Perhaps this is a little aggressive, but when you see so many successful MPS companies expand or partner with IT Providers to offer MNS (Managed Network Services), something has to be up. Have you been watching some of the OEMs buying IT companies recently? You have to assume, people will eventually start bundling MPS as a line item within some form of “Managed Services Master Agreement”. We suggest you keep an eye on your competition and start to look at the IT Service Providers in your area as potential partners or acquisitions.   

3. SMB is where the immediate opportunities are

From the panel discussions we sat in on, most agreed that you need to be hunting in those upper-mid size accounts that are just a rung down from the enterprise space. That seems to be where everyone is headed to either protect what accounts they have or take somebody else’s. If you’re not already headed there, you might want to rethink your SMB strategy sooner than later. The findings seem to suggest a shorter sales cycle with higher margins because there is less competition and the OEM direct sales organizations haven’t attacked yet. Please note that we did say ‘yet’ in the last sentence. It is only a matter of time.

Of course there is always a lot more that happens in Vegas, but if you didn’t make it to the ITEX Show this year, you now know what the buzz was all about. And if you really need your fix of a Las Vegas Trade Show, join us at the upcoming World Expo Show on July 17th for the exciting launch of Technology United, a breakthrough collection of elite MPS providers who are forming something very special for today’s progressive MPS provider – might be worth checking out!

Did we miss a key message you heard at ITEX? Let us know about it and we will extend our ITEX SPECIAL to you and your company!

Tags: MPS, ITEX, managed print services, ITEX2012, printers