The leading information resource for the document printing industry aftermarket.

Capturing the Color Opportunity

May 17, 2011

In this webinar presented by industry veterans Luke Goldberg and Gil Wazana of MSE they will detail the vast untapped opportunities presented in the color laser aftermarket and propose action plans to finally start wresting some share from entrenched OEMS.

This webinar will first describe market pitfalls when dealing with color and pose corrective measures from a commercial and technological perspective. We will also look at OEM methods to discredit the aftermarket as a viable alternative and propose countermeasures to combat customer objections which arise from OEM efforts to maintain their grip on this profitable segment.

This webinar is a must for any reseller or remanufacturer who is presently mirroring the aftermarket's sub-10 percent color share and is looking to capitalize on the margins and revenues that have eluded us for so long.

What you'll learn:

  • How to finally start capturing market share from the most profitable customer segment, the OEM customer
  • How to overcome consumer objections related to the market's legacy of poor cartridge quality
  • How to overcome OEM negative marketing propaganda related to aftermarket cartridge quality and green practices
  • How to incentivize and train your sales teams to convert OEM customers to aftermarket
  • How to market and position your product versus the OEM and the competition
  • How to decide between make or buy on color laser cartridges

REGISTER BELOW

Cost: FREE!

Speakers:

Luke Goldberg
Luke Goldberg is the senior vice president of Micro Solutions Enterprises (MSE). He is responsible for developing worldwide market analysis, examining sales trends, and expanding and analyzing emerging sales channels and opportunities for the industry. Goldberg also is responsible for MSE's worldwide sales effort, marketing, tech support, product management and customer service. With more than 19 years of experience in the imaging supplies industry, Goldberg has served as SVP at Future Graphics Imaging Corp./Nu-kote Components Division and vice president/partner Imaging Division. He has extensive industry knowledge and expertise in sales and marketing techniques, industry trends and developments, market analysis and sales channel development. Goldberg has been a long-time speaker at global trade shows and contributor to industry trade magazines.

Gil Wazana
Gil WazanaGil Wazana is a 13-year-veteran of MSE and is currently the VP of sales for the Americas. He is responsible for managing the regional directors and for growing sales in the Americas. Wazana also interfaces with all of MSE’s strategic accounts and is an integral component of all MSE corporate initiatives and global strategies. Wazana began his career at MSE at the age of 18 and worked his way up through departments such as operations and customer service before joining the sales team as a junior rep. Wazana has since then been promoted from sales manager to regional director to his current position of VP of sales.

Duration: 1 hr