A dealer tells us he wants to sell pages instead of supplies because customers dont believe him when he says he can deliver quality = Give me a system so I can prove to my customer what his problem is and how I will solve it with the necessary means of control for him Opportunity : Cost control and tracking systems = CPP Customers and Resellers want to cut cost further and control environment
Who lost customers to competitors who deliver everything under contract ? 99 % of you ?
Who sells CPP contracts ? Who has these contracts fully automated ? (billing & deliveries) ?? % ?
Who is selling MPS, full service, including some software with it – and has a fleet management system ? ?? % ?
THE PROBLEM From transaction model – selling the cartridge to THE SOLUTION To Solution type selling
From Box moving (+ maybe maintenance contract) to Full Consulting by delivering CURRENT/PROPOSED SITUATIONS
Change in the print and consumables industry in the last 10 years Different players collide in the same accounts VARS + Printer Resellers Independent Copier Resellers Aftermarket sales channels for toners, supplies and repairs MSPs : Managed Service Providers (IT) OEM direct Sales- Organisations From Co-Existing in Accounts to Colliding
TCO (Total Cost of Ownership): Approach BEFORE NOW BOXES TCO / pages MACHINES AND TONERSMPS : Managed Print Services Existing Demand Current budget Pre-defined purchasing process Salespeople create demand after an analysis NO Budget NO PRE-DEFINED PURCHASE PROCESS De Vraag Purchasing, IT, Facilities management CFO CIO Contact Customer request, I need : … Financial Sales. Initiative for analysis Type
Most sellers see print management as a way to bill their customers per page. And most of them are scared of billing in a cost per page format because they have trouble understanding how they can make money at it. Taking Action
A lot of services and added value activities are now becoming available. It moves the responsibility from a low level, maybe not so organized situation at the customers site Towards the reseller PROBLEM MPS makes it more challenging for the dealer channel
BUT HOW ? Detect the opportunities in your dealer channel Which end-user this fits best LEARN HOW TO
Projection : MPS market will grow from 20.5 Billion in 2012 to 34 Billion in Western Europe by 2015 OPPORTUNITY MPS for End Users and Resellers