What is MPS
•Supplying some copiers under contract?
•Having a service contract on some devices?
•Selling hardware on a cost per page contract?
True MPS definition
•How many devices does the end user have
•Is their estate being utilised correctly
•Is the fleet reliable
•Are they getting the best deal on consumables
•Do you have competition in your accounts
•Using previous knowledge gained to optimise the fleet
•Take away printing pain points
•Service existing hardware
•Standardise hardware and user experience
•Offer new hardware
•Standardise billing and allow end user to budget for future print costs
Keep in contact!!
•Don’t abandon the end user when the deal is done.
•Offer further solutions
•Review your proposals and check they are performing on both sides
•All of this will Lock in your customer
Why move to providing MPS?
•Identify consumables leakage through your customer base
•Identify all potential revenue from your customers
•Control stock ordering consistency at your customers
•Fight loss of business to competition finding new ways of pushing out smaller printers
•Provide a single ordering point
•Ship consumables when needed (just in time)
•Provide service and break fix for your customers
•Provide hardware to your customers on a CPP model
How to move to an MPS business model
•Move in small steps,
•Don’t plant the MPS seed in your customers mind before you have control
•Talk about controlling the printing and ordering environment
•Utilise available industry knowledge with ISN’s CPE (Controlled Print Environment) solution
Utilise a data capture tool.
Automate leads based on low toner warnings
Customer gets call each time the device is near empty
Meanwhile you are gathering knowledge of the fleet, printing volumes and increasing revenue
•Walk in Take over service
With the knowledge gained installing the DCA and monitoring the fleet for the consumables, ISN can work with you on profiling accounts that could benefit from a fleet review and Walk in Take over approach
We can make a full assessment with floor plans on your behalf
Calculate current TCO of the existing fleet
Suggest a service proposition on the existing fleet
Either transfer the customer to CPP or keep service and consumables transactional
You add your margin and present to the end user
•Optimise and improve
As we gain more knowledge ISN will also assist in profiling devices and accounts where the fleet is not in the best condition and a fleet refresh should be considered
Working with partners and manufacturers we can propose competitive deals in new hardware that can be supplied and maintained on a contracted CPP model, locking your customer in.
You keep ownership of your customer at all times !
Benefits of working with CPE
•You own and manage the client
–100% channel only.
•Unique Hardware innovative h/w
•Service heritage ( 7*365)
•Full demonstrability on a variable cost base
–Free pre sales
•Software IP owned not licenced
All Toner Cartridges is not affiliated with any OEM manufacturers. All manufacturer names and logos are registered trademarks of their respective owners and are used here for identification purposes only.
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