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Toshiba’s 2010 Services conferences mark beginning of greater MPS dealer training

Tuesday, August 17, 2010

Press release from the issuing company

Irvine, CA – Toshiba America Business Solutions Inc. (TABS) recently wrapped-up an entirely new series of interactive conferences designed to provide office technology dealers with the tools and knowledge to help them succeed in selling and implementing Managed Print and Professional Services (MPS and PS). LEAD 2010, which stands for Learn, Engage, Act, and Deliver, was held at four regional locations this summer, including Washington D.C., Dallas, Irvine, Calif., and Chicago, and drew nearly 700 attendees from all across the country. Bill Melo, vice president of marketing, services and solutions for TABS opened each conference by describing the “new normal” in today’s business world and the office technology industry more specifically. “When you define yourselves as MPS providers, rather than copier dealers, your market of opportunity quadruples,” Melo said, referencing in part the fact that for every dollar spent on A3 technology, customers spend three dollars on A41. After making the compelling argument for why successful dealers must have an MPS program, presentations were then given by representatives from Hewlett-Packard, Lexmark, Strategy Development, Drivve and Capella, and other Toshiba partners.

Multi-function devices (MFDs) and document security, which Toshiba has been promoting to dealers for years as an essential element of a successful MPS program, was a major focus of the conference. While it was mentioned in most of the twenty education sessions that made up each conference’s three course tracks – sales, service, and consulting –Toshiba also held an additional session specifically on security featuring representatives from Digital Copier Security Inc., who recently became well-known in the industry for their participation in the “CBS Evening News with Katie Couric” investigative report earlier this year on copier hard drive security.

Environmental Assessments
One of the most pressing concerns of businesses today is preserving the environment, and as such, sustainability was strategically incorporated into Toshiba’s Encompass MPS program and the LEAD sessions. Announced at Toshiba’s Regional Summits in 2009, Toshiba's proprietary Encompass Green Report builds on the award-winning Encompass analysis system to provide an accurate measurement of a customer's energy consumption, carbon emissions, paper usage and solid waste.

Unlike simplified online widgets that provide only a rough estimate of a company's eco-footprint, Toshiba's Encompass customers receive a customized analysis specific to their business that quantifies the number of trees consumed, waste water produced, energy costs and overall waste generated. Most beneficial, it specifically pinpoints opportunities for reducing environmental impacts while also reducing costs, as the two are often associated. This unique assessment is just one of the ways Toshiba helps customers to reduce their environmental footprint. They also have several toner cartridge recycling programs offered to customers including Close the Loop, a zero waste to landfill program, and advanced product-based eco-innovations and features.

Announcing LEAD Academy
Toshiba made clear at the close of each conference that this was only the beginning of greater, ongoing MPS dealer training and educational opportunities. LEAD Academy, slated to open in the fourth quarter of this year, will provide an ongoing, self-paced, education and certification program for dealers online. While LEAD was designed primarily for executive management, the academy courses will be more tactical information for sales, service and consulting specialists.

Those who were not able to attend one of the LEAD conferences this summer will be able to access a virtual conference on Toshiba eXCHANGE, TABS’ Social Business Network. This interactive online experience brings all of the content that was presented at the live conferences and includes speaker voice-overs. It is easy to use and allows viewing of all content tracks at an individual pace. The LEAD 2010 Virtual Conference platform will also facilitate interaction with TABS MPS and Professional Services specialists, as well as other MPS sales, service and support professionals across the country.




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