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11 Aug, 2008 By: Sand Sinclair with Trevor Hofer imageSource


Around the globe individuals, businesses and manufacturers are embracing
green environmental initiatives to thwart the advancing eco-challenges underway,
ramping up more efficient products, methods, and common sense energy programs
for sustainability.  Notably, this transformation includes unveiling more
eco-friendly office equipment and user friendly “office instructions” for all of
us to do our part to help save energy, the world, our business.

This is all good, no doubt about it. But when we get past global philanthropy
and plug into the other reality of living and working in a down-turned economy,
how do we combine that “big green hope” with the reality of making those big
green dollars in order to survive at all?

Many dealers as well as OEMs are taking part in this vital movement by making
a commitment to their customers to provide products and services that take into
account the need for low-impact living, and practical information on how to
conserve supplies and convert their workflow methods.

When dealers’ sales reps learn more about the green designed products that
their manufacturers are providing, and use eco-terminology to enhance
credibility, selling energy saving devices to customers will lead to greener
pastures in every way, including those ever green dollars.

Make your PC Green

Customized settings to make your office, dealership or home PC’s more energy
efficient & reduce environmental impact, a.k.a. reduce your carbon footprint,
are here now.  Companies like iYogi are  doing their part to help conserve
energy and to be more environmentally friendly. iYogi's service can help you to
operate your PC in a more environmentally friendly manner. Their green technical
specialists will configure your PC settings so your computer runs using less
energy over the short and long run. This will enable you to be green and to SAVE
some green at the same time!

With all the talk of green in almost every sector imaginable, more and more
businesses are influenced to become “green offices,” which fuels demand for
green products from manufacturers, as well as information from our government.
The Feds have put into place compliance and regulatory standards, along with
Energy Star, a joint program of the U.S. Environmental Protection Agency and the
U.S. Department of Energy that helps save money and protects the environment
through energy efficient products and practices. This is becoming more important
to your customers today, and who can view Energy Star’s website to see a list of
products that comply and are referred to purchase (along with energy saving tips
of their use).  Definitely a website that needs reviewing: 

To be sure that your customers get energy efficient products that best suit
their business, evaluate their needs carefully to avoid overcompensating of
device-type needed. Provide what’s adequate to get the job done with using less
power but still high in efficiency. This holds true for all office equipment.
The energy penalty is higher for copiers which, if improperly sized for the
office load, can waste considerable energy.

Green friendly office equipment will help save cost, time and energy to
improve, maybe “save” many businesses today as well as our planet. A great
caveat (perk) is having that result in another type of green (dollars) when you
act smart by addressing the increasing demands for eco-sustainability.

How green print management solutions sell more hardware    

Why Green?

Trevor Hofer of Print Audit has much to say on embracing green as well as
print management, such as:

Today most companies are looking to decrease their environmental footprint. Many
office equipment dealers have been reluctant to adopt green technologies due to
the fact that they associate environmental initiatives with a potential loss of
income due to a reduction in printing.

However, as more and more organizations are starting to embrace
sustainability, office equipment providers are feeling increasing pressure to
offer greener solutions.

Fortunately, print management software can be used to create a win-win
scenario for dealers and their clients. Dealers can sell more hardware and
increase the volumes going to their devices, while reducing their customer’s
environmental impact. 

Green faxing

A good reason for managing fax traffic is obviously the ecology. According
to business consultant Heather Clancy, the best thing would be for everyone to
convert to scan-to-email. But many small businesses, in particular, still have
customers and business partners that are still very much wedded to the fax age.
But traditional fax machines, as Clancy points out, “are notorious paper wasters
and energy drainers to boot.” U.S. government stats show that “paper production
is second only to petroleum in terms of energy used by U.S. industries.” And if
your fax machines are like ours, sometimes they print almost as many ads for
replacement toner, software bargains, and deli menus as they do real faxes. Even
more wasteful is the cost of just sitting there waiting, according to Clancy.
The solutions are more scan-to-email and high-end network fax software that can
intercept faxes, digitize them, store them in a secure environment, and perhaps
reroute them by email. Being green may not be a priority of your business, but
when being green means saving money and increasing security, it makes sense.

What is Print Management?

Despite the fact that print management has become a ubiquitous term, there
is still considerable confusion about what exactly it is and what its benefits
are. Many people confuse print management and fleet management solutions, but
the two perform very different functions.

Fleet management (or device management) solutions are used to collect meter
reads on imaging devices and perform service functions such as supplies
management and service history tracking. 

In contrast, a comprehensive print management solution allows organizations
to capture and control every print job that occurs in an environment. Print
management solutions enable organizations to control who can print to which
machines. They can also be used to alter user behavior by setting printing
limits, restricting color usage and forcing users to print on both sides of the

Positioning Green

When prospecting new customers, it is important to learn about an
organization’s sustainability programs to uncover new equipment placement
opportunities.  For example, dealers should ask potential clients the following
questions: Do you have any environmental programs? Do you know how much paper
you’re currently using? Are you interested in reducing your paper usage? Are you
interested in reducing your toner and energy consumption? 

Most organizations will answer yes to these questions. Dealers can offer
solutions that will not only help them reduce their costs dramatically, but
which also helps the environment. 

Perform a workflow analysis & spot environmental wastefulness & cost

Many dealers are currently conducting rapid assessments using scanning
software on USB drives, however they can benefit more from performing a
comprehensive assessment with a client-based print management tool. (Hofer

Rapid assessment is very useful for capturing instant snapshots of a print
environment and this capability is valuable for opening doors. But it only
scratches the surface when it comes to uncovering equipment sales opportunities.
The fact that rapid assessment tools can’t track printing from local devices, or
gather workflow information, makes them less than ideal for this type of an
assessment. Local devices are generally the most costly and inefficient to

There are analysis tools available (such as Print Audit’s Assessor), that are
designed specifically to allow office equipment dealers to perform a more
detailed, time-limited silent print analysis. This is best accomplished by using
software that is installed onto individual workstations at a customer’s site to
enable ongoing tracking.

A comprehensive analysis tool will gather valuable workflow information to
help answer questions such as:  Who is printing the most?  Where are they
printing to?  What applications are they being printed from? What size & types
of jobs are they printing?

Product Conservation

Canon USA  recently introduced its imageRUNNER 3300E line of “Factory
Certified” reconditioned  devices. These   undergo  a more thorough  inspection
& recovery process & employ more recovered parts than factory produced New
Models to  limit  the  environment burden.

Konica Minolta is launching the bizhub  C650 Series & its energy conservation
fusing technology.  The   series features various energy saving qualities
including Simitri (tm) HD color polymerized toner, induction heating fusing
technology, lesser power consumption & reducing C02 emissions.

Panasonic’s C3 Series of MFPs include  IH Technology (Induction Heating) that
allows the C3 model to consume less power than most copiers.  These devices heat
from the outside in rather than the inside out, taking less time for the heat to
reach  its  optimum temperature  for fusing toner to paper, allowing a fast 15
second start up time.

With this information it is easy to spot equipment that is being misused, to
identify possible workflow improvements that can be made, and to recommend new
devices that are better suited to the organization.  For example, dealers can
then recommend placing new MFPs which are more energy efficient, use less toner,
or have document management capabilities built in.

Utilize rules-based-printing to create environmentally conscious users

After a print analysis has been completed and new devices have been placed,
a print management solution with rules-based-printing features should be used to
ensure that the new devices are being used in an environmentally and
cost-friendly manner. 

Many dealers underestimate the volumes that their cost-per-copy program is
losing to the convenience printers that are sitting on users desks. However,
since many office workers are quite fond of their personal printers, it isn’t
always easy to phase out these types of devices. With a print management tool’s
rules-based-printing features, it is not necessary to replace all of the
convenience printers. Rather, the goal should be to ensure that the personal
printers are used for their intended purpose, which is primarily for small black
and white jobs.

Redirect print volumes to the most efficient devices - a print management
tool with redirection features can help to change the printing habits of users
and encourage them to make better printing decisions. For example, if a user
tries to print a large job to their personal printer, a pop up window can
encourage or force him or her to print to a more efficient MFP instead. This can
help organizations save costs and reduce the number of cartridges that they

Print Green

Print Audit Green,
which is powered by Print Audit's flagship software, Print Audit 5, is designed
to educate and assist organizations in reducing both their environmental impact
as well as their printing costs. Print Audit's products have proven to have
substantial environmental benefits. It is estimated that one tree produces
8,333 pieces of paper and that an average employee in the United States prints
10,000 pages per year. This means that a typical office worker consumes more
than one tree worth of paper per year. With the assistance of Print Audit
Green, Print Audit customers have helped save 90,000 trees every year -
approximately enough trees to fill Central Park four times over. These
calculations are based on the fact that Print Audit has been installed on over
500,000 workstations worldwide and companies typically experience at least a
15% reduction in printing.

Offer a variety of tree and cost saving capabilities. Rules-based-printing
gives organizations a variety of cost saving options. For example, the print
management software can be configured to force users to print on both sides of
the page when printing to certain devices or from specific applications. It
could also be configured to disallow color printing from specific individuals or
to disallow black and white printing to color devices.

A comprehensive print management solution will also provide the ability to
utilize printing limits and quotas. These tools can be handy for ensuring that
devices are used optimally. Fact is, companies will be more likely to buy 
equipment if they know it will be used in a green and cost-friendly manner.


ISO - was  ranked  “most green” office
products company by
respondents to the I.T. Strategies survey. They
partnered with the Arbor Day
Foundation to plant 100,000 trees to help replenish national forests damaged by
fires or disease. RISO digital duplicators are ENERGY STAR certified, use 95%
less energy than photocopiers of MFPs, and use 75% less power than models a decade
ago. Their inkjet printers do not use a heat and laser process so consume a
fraction of the energy required to run heat-intensive devices.

Polek & Polek- their green initiative
started in the late 1970’s and consisted of collecting toxic drums for proper
disposal. They also recoated upper and lower fuser rollers, and in the mid 90s
an aggressive core collection and remanufacturing program for fax, copier and
laser printer cartridges began. They recently started resetting some copier
drum units’ chips to prevent early disposal, extending the life of the drum
unit to keep it out of the waste
stream before its life was truly over, and saving
dealers money. Motto: reduce, reuse and recycle!   

HP- the Edgeline imaging process is designed
to be completely recyclable, reducing the machine’s waste impact by 80%. Since
it does not rely on fusing technology which requires intense heat and power and
produces tremendous amounts of ozone, this device significantly reduces office
pollution and power consumption.

Getting Started

All office equipment dealers should be seeking ways to include print
management solutions in their deals. These solutions will not only add value and
create differentiation, but can also help dealers sell more hardware and gain
more volume. Many dealers are discovering that every dollar of print management
software included in a deal results in twenty dollars in hardware sales.   The
green benefits available in print management solutions offer a unique avenue for
introducing print management to new prospects and existing customers.

Print Management information courtesy of Trevor Hofer, Print Audit;
www.printaudit.com. Compiled product
information and article introduction by Sand Sinclair.

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