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Bendix Imaging, Inc. Counts on PrintFleet to Optimize Its Printing

7 Dec, 2010 By: CLIENT: Bendix Imaging, Inc.

Bendix Imaging, Inc. Counts on PrintFleet to Optimize Its Printing

GOAL: From Selling a
Commodity to Building Strategic Customer Partnerships 

The Challenge:
 Differentiating Bendix from Competition in a Commodity Driven Market:  BENDIX
began as a re-manufacturer of toner cartridges in 2000. As a typical toner
cartridge re-manufacturer, they naturally evolved into selling OEM products,
equipment and services as additional sources of revenue, although they primarily
focused on the re-manufacturing portion of the business. Always looking for new
ways to differentiate themselves from the competition, and for ways to add value
for their customers, company President Jeff Bendix recognized Print Management
as a critical service differentiators that had the capability to drive revenues
for the company while uniquely positioning BENDIX in an increasingly competitive
and commodity-sales market.  

The Solution:
Partnering with PrintFleet to Deliver MORE than just a Print Management
Solution:  After conducting extensive research, BENDIX integrated Print
Management Solutions as a cornerstone of their service portfolio in order to
better serve their customers and differentiate from their competition. Through
researching various Print Management Solutions, BENDIX identified that
PrintFleet’s value extended beyond Print Management Software to include a
complete Sales and Go-To-Market solution that virtually guaranteed the success
of BENDIX’s newly adopted service offering.  

BENDIX launched their
XPERTVIEW Print Management Solution relying on PrintFleet’s professional support
programs, from technical training to marketing services. PrintFleet’s Integrated
Marketing Services also allowed BENDIX to whitelabel the service as XPERTVIEW as
opposed to simply reselling the solution with the PrintFleet brand. Working with
PrintFleet also enabled BENDIX to easily develop XPERTVIEW branded datasheets,
security documents and presentations which immediately supported BENDIX sales
opportunities. According to BENDIX, this approach was integral as it presented a
professional package validating XPERTVIEW with  customers and prospects.

The Result: Engaging the Customers and Prospects without Engaging the

The XPERTVIEW Print Management solution initially targeted existing BENDIX
customers with over 10 print devices. Based on the initial success of the
program, BENDIX expanded the levels of service based on each unique customer

  • Only monitoring services;
    and operate on a transactional level

  • Only service

  • Only toner

  • Full maintenance and

  • All-inclusive, including
    equipment upgrades

Relying on PrintFleet’s Print
Management Software has allowed BENDIX  to transition from competing in a
commodity-driven marketplace into building true strategic partnerships focused
on their customer’s business.

XPERTVIEW has also been
transformational for BENDIX customers; In one example, a BENDIX customer, which
was rapidly expanding its business to other cities, wasn’t able to find the
level of support, service and convenience for its printing needs in their new
locations. BENDIX was asked to take over these offices and they now provide
service to new locations as the company grows. By providing this level of
support and service BENDIX has enabled this customer to also reduce its IT staff
insome locations by 50% without impacting operations.

PrintFleet has had a
significant impact on BENDIX imaging’s operations, allowing it to secure
business with accounts that previously would not meet with the company. BENDIX
has also generated new business from IT directors and other individuals who will
bring XPERTVIEW into their new companies when they change employers. PrintFleet
has also helped BENDIX improve OPEX costs by proving the resources to forecast
production, ordering and inventory having significant, positive impact on the
company’s net revenue and bottom line operation costs. BENDIX has realized a
solid increase in number of imaging devices they are monitoring across several
different customer locations. Increased revenue from solutions led sales and
generally revenues have increased 30-50%. BENDIX’s larger customer accounts are
consistently producing 50-60% higher annual margins. Revenues are even higher
for deals where hardware includes the XPERTVIEW solution.  

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