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Building MFP Page Volumes - A Case For Implementing A “Least Cost Printing” Strategy!

11 Jun, 2008 By: Gordon Hawkins imageSource

Building MFP Page Volumes - A Case For Implementing A “Least Cost Printing” Strategy!

Copier dealers struggle with strategies to capture a greater share of printed
pages and clients fail to realize the cost-savings promised by the digital MFP.
For the first time, both parties can achieve their objectives with a “Least Cost
Printing” strategy built upon a software tool to manage user workflow behaviors.

The Digital Promise

The development of laser printers has challenged copier dealers to maintain
their share of client’s document pages. As copiers transitioned to digital and
then multifunction devices, there was promise of maintaining and increasing
their share of pages.

Meanwhile clients invested in new digital technologies based on the promise
of improved workflow and reduced costs. Very often this promise was not fully
realized due to their inability to train their users to adopt these new

While the capabilities of digital MFP devices remain underutilized in most
enterprises, users continue to print to traditional desktop and workgroup
printers, driving costs high and keeping productivity low. The digital promise
remains to be fulfilled!

Least Cost Printing

Simple in concept, least cost printing delivers dramatic results to dealer
and clients by shifting printed pages from high cost-per-page devices to those
with lower operating costs. Clients can reduce office printing costs by as much
as 35% while dealers can increase pages captured by as much as 60%.

Least cost printing takes into account the actual cost-per-page of individual
technologies within client environments and drives pages to the most
cost-efficient devices. Based on typical client scenarios least cost printing
can direct 40% of pages produced on traditional printers to MFP devices.

While this concept has been promoted by copier dealers for a number of years
to cost-justify digital MFP devices, there was not an enabling technology to
train and manage users to overcome resistance to change.

Enabling Technologies

Today, there are low-impact and cost-effective enablers for least cost
printing, I have used several and for the most part they are easy to install and
maintain, and provide an attractive return on investment for both copier dealers
and clients.

Copier dealers can leverage Least Cost Printing in a marketing strategy that
provides benefits to themselves and their clients. Applicable for small clients
to large enterprises who wish to leverage their technology investments and
realize the digital promise these tools capture those elusive page volumes that
drive copier dealers’ aftermarket revenues.

Dealer Benefits

Adding a Least Cost Printing Strategy in MFP sales opportunities delivers
benefits to the copier dealers:

  • improved closing ratios
  • increased page volumes on MFP devices
  • greater opportunities for hardware placements

Sales professionals build a stronger, differentiated value proposition by
providing a solution that contains a training and management component. While
competitors are promising the client cost savings your solution will actually
deliver on that promise.

Implementation will drive pages from high-cost desktop and network printers
to cost-effective MFP devices. Copier dealers will realize MFP page volumes as
much as 60% higher than those without a least cost printing enabler.

An effective implementation offers detailed tracking and reporting of
clients’ print environments, including asset utilization and user behaviors.
Sales professionals can review these reports to identify opportunities for new
solutions and technology refreshment based on actual client data. Migrating
pages from printers increases the value of MFP devices requiring larger units in
replacement cycles.

Client Benefits

Clients will realize additional benefits from office printing solutions that
include process controls provided by a Least Cost Printing implementation:

  • reduced print output costs
  • improved employee productivity
  • increased utilization of technology investments
  • ability to manage their office printing environment

Least cost printing moves pages from workgroup and desktop devices costing 5¢
to 20¢ per page to MFP devices averaging 3¢ or less resulting in overall client
savings as much as 35%. Productivity improvements will be realized as users
shift from legacy to more productive workflow and output devices.

As workflow behaviors change users will increasingly leverage the
capabilities of existing assets providing a greater return on those investments.
Tracking and reporting asset utilization and user behaviors will enable
proactive and strategic management of print environment for the first time.
Workflow improvements and technology refreshments can be based on identifiable
and justifiable needs.

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