MPSA – Constructive or Divisive?

As I follow the numerous discussions and postings on various blogs and Linkedin groups I cannot help but wonder if this new organization will promote the MPS market space, or divide the participants.

It is a fact that any organization of two or more human beings is subject to politics; the challenge is to rise above them to serve a useful and maybe even noble purpose to its constituents.

• Provide a forum for sharing of ideas
  
• Facilitate learning for the improvement of the industry
  
• Recognize and promote best practices
  
• Create standards for the protection of end-user clients
  
• Promote fair business practices between manufacturers, vendors and end-user clients
  
• Combine resources to promote growth of the entire marketplace
  

There are many personal and corporate agendas being interjected into these communications. Not only should this be expected but the competition benefits all of us in the end. However, with that said there are several underlying themes which I personally find disturbing and disruptive to the value and growth of this association and the market space in general.

Throughout is an arrogance that there is a higher calling to service-centric sales strategy than a hardware- or supplies-centric one. Many of the folks who appear to be central to this new association are setting themselves on a pedestal above "lesser" industry participants. While I personally believe in the service-centric approach and do not wish to go back in time to selling hardware, I recognize there are a lot of value-laden dealers who do business with great integrity, provide their clients with excellent service and create a large number of very good-paying jobs.

Related though somewhat separate is the theme that the traditional copier dealer and their sales professionals are intrinsically dishonest and stupid! Copier dealers have been providing a high-level of managed print services through facilities management programs for many years. In addition, most offer page acquisition models equal to the print management programs I experience in the field. They provide supplies, fix/repair services, technology refreshment and usage reporting for a fixed cost per page. Let me ask how that is significantly different than the vast majority of so-called print management programs? I must also ask the question "if copier dealers should get into MPS for higher margins then how are they currently gouging their clients?"

Both themes were epitomized by the recent discussion about a relationship between the new MPSA and the BTA. The BTA has transformed over the years to accommodate changes in the market it serves; like Tom Callinan I remember when it was NOMDA and largely populated by calculator and typewriter dealers. Over the years it evolved to play a significant role in building the copier industry and continued to change to adopt the transition to digital technologies and yes, even managed print services. I remember discussions with them to develop managed print services training in 2005 and they have actually been sponsoring training events for the past couple of years. The real point I want to make is not about the value of a relationship or association, but the underlying arrogance and divisiveness that arose in these discussions.

It is my honest opinion (IMHO) that if the MPSA is going to promote the MPS market space then it should embrace all industry participants as potential "converts" rather than the continual piling of some less than civil discourse upon them. I certainly hope this type of posting and discussion is no longer commended and recommended by the association leadership! These individuals and companies can be represented as the iceberg below the water line while the "San Antonio" gathering is that small and visible portion.

Rather than forming an inward-facing print-centric circle holding hands and singing Kum Bah Ya I hope the MPSA turns around and puts their collective hands outward to welcome all of the participants in this industry. This is what will enable this association to reach a "noble" purpose.