Do you remember the day you started selling Managed Print Services? It may have been a decision that you thought through for many years or one you pounced on the moment you first heard about it. It could even be one you are trying to figure out right now how to make real for your business.
Whether you were the first to market in your area or just joining this great profit opportunity, the key to successfully closing an MPS deal in a competitive environment is and always will be bringing unique value to your prospect so they confidently become a customer.
To stand above the fray of MPS offerings, you can add services, products, ideas, strategies, logistics, or any other service that will increase value and close the deal. One area that is virtually untapped in the MPS market is the large number of copies being produced in the back office operations of many current and prospective customers.
This large volume of prints and copies is being produced on a wide variety of products and focus on applications that number in the hundreds of thousands. How many printers would you need to place in the front office of your current MPS accounts to capture an extra 150,000 copies per month? By targeting the back office in your MPS accounts, one single placement of the right technology can capture all of these copies and many more. The first step is to understand the applications found in this space and the second is to put the right technology in the account to meet the customers’ needs.
If you could design a product to fit in this space, what would it look like? How would it operate? What would you expect for serviceability? Before you break out your engineering degree and start up the manufacturing process, you should take a look at RISO. The latest inkjet printers offer a small footprint that can handle up to 500,000 copies/prints per month. The printer combines this productivity with the ability to print in full or spot color as well as black and white at prices that are resetting industry standards. This means your MPS strategy can expand capabilities for your customers, increase the number of prints you capture, and offer your business profit margins that set new standards.
RISO inkjet technology allows a wide variety of applications to be printed in color at speeds up to 150 pages per minute. Whether your customer is printing invoices with a TransPromo message of simple needs an envelope to get the attention of their customers, RISO inkjet technology is the answer.
For more information, contact:
Harold Zuckerman
Director, Business Development
RISO, Inc.
310-903-2438
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Last Updated on Saturday, 07 August 2010 11:26
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