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Wary About MPS? Let Us Change Your Mind

19 Feb, 2010 By: Dena Bernard imageSource

Wary About MPS? Let Us Change Your Mind

Today’s technology market is not only challenging, but it is also changing
rapidly as it adapts to current consumer needs. Companies are looking for
cheaper ways to do business without sacrificing quality.  Many of their IT costs
have already been examined and have led to outsourcing agreements for key
services.  This has led to a new focus on printing and the investigation of
outsourcing models to manage the print environment. 

A Managed Print Services (MPS) model brings together the sale of equipment
and the ongoing supplies, service and maintenance of the print environment.  In
many cases, it also involves a more consultative approach helping companies
develop a long-term print strategy that more effectively meets their business
needs while controlling their costs.

Evolving into more of a “service centric” business model might seem like a
daunting task for some partners, however this is nothing new to the BTA dealers,
who have been perfecting the service-orientated sales technique for years.

According to Rock Janecek, Division Service Manager with Burtronics Business
Solutions, “MPS is an area that should be investigated by any type of office
equipment dealer today. Although managed print services may not be right for
every dealership, the concept of adding these offerings should be explored.  MPS
can be used as a door-opening opportunity, as a value-add to an existing client,
or as a complete, separate business.”  

Evolving Market

The market is developing quickly.  Research has shown that by 2012, 70% of
businesses with 250+ employees will acquire print as part of a Managed Print
Services contract .  Without a comprehensive MPS program, partners will be
improperly equipped to handle the changing printing needs of their customers.

Partners with an MPS offering will have the chance to expand existing
customer relationships, take advantage of new business opportunities and
establish a recurring monthly revenue stream on supplies and services they may
have been missing under traditional equipment based selling model.

One of the first and most critical steps in developing an MPS solution will
be evaluating what the different print manufacturers have to offer.  Partners
should do their homework to see which offerings are flexible, reliable and
dedicated to helping them quickly begin selling, servicing and supporting MPS

OKI Data Americas took a consultative approach and worked within the channel
to build the company’s MPS program, Total Managed PrintTM.  The launch began
with the rollout of PageStart™, a turnkey solution exclusively for the channel
that allows partners to begin immediately selling, fulfilling and managing their
customers’ outsourced print and imaging needs. Total Managed Print removes the
risk and investment required for partners to quickly develop a branded MPS
offering that they can take to market and offer to their customers, providing a
positive return to their bottom line.

The market will continue to stay competitive, so partners should take the
initiative to investigate the benefits of adopting an MPS program to grow their
business and secure their future.  It is a proven business model demonstrated in
the BTA dealer segment and will soon become a universal offering among all types
of partners.   

Dena Bernard is the Director, Customer Satisfaction & Services, North
America, for OKI Data Americas.  Visit
for more information.

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