Download
1 / 25
250 likes | 376 Views
Every Industry Changes Jan De Kesel, FM Audit Europe & InMap Ltd. Every Industry Changes. courtesy of. Every Industry Changes. courtesy of. Every Industry Changes. courtesy of. So is ours. courtesy of. 危机. 危机. = . crisis /danger + OPPORTUNITY. 1987. Opportunity for Reman industry.
E N D
Every Industry ChangesJan De Kesel, FM Audit Europe & InMap Ltd
Every Industry Changes courtesy of
Every Industry Changes courtesy of
Every Industry Changes courtesy of
So is ours courtesy of
危机 = crisis/danger + OPPORTUNITY
1987 Opportunityfor Reman industry = Crisis : High supply prices for new laser printers
2004 the next crisis A dealer tells us he wants to sell pages instead of supplies because customers don’t believe him when he says he can deliver quality = Give me a system so I can prove to my customer what his problem is and how I will solve it with the necessary means of control for him Opportunity : Cost control and tracking systems = CPP Customers and Resellers want to cut cost further and control environment
99 % of you ? Who lost customers to competitors who deliver “everything under contract” ?
Who sells CPP contracts ? Who has these contracts fully automated ? (billing & deliveries) ?? % ? ?? % ?
?? % ? Who is selling MPS, full service, including some software with it – and has a fleet management system ?
THE PROBLEM From transaction model – selling the cartridge THE SOLUTION To Solution type selling to
From Box moving (+ maybe maintenance contract) Full Consulting by delivering CURRENT/PROPOSED SITUATIONS to
Change in the print and consumables industry in the last 10 years Different players collide in the same accounts OEM direct Sales- Organisations Independent Copier Resellers From Co-Existing in Accounts to Colliding Aftermarket sales channels for toners, supplies and repairs VARS + Printer Resellers MSP’s : Managed Service Providers (IT)
MACHINES AND TONERS MPS : Managed Print Services Purchasing, IT, Facilities management CFO CIO Customer request, I need : … Financial Sales. Initiative for analysis Existing Demand Current budget Pre-defined purchasing process Salespeople create demand after an analysis NO Budget NO PRE-DEFINED PURCHASE PROCESS TCO (Total Cost of Ownership): Approach BEFORE NOW BOXES TCO / pages Contact Type De Vraag
Taking Action Most sellers see print management as a way to bill their customers per page. And most of them are scared of billing in a cost per page format because they have trouble understanding how they can make money at it.
PROBLEM MPS makes it more challenging for the dealer channel A lot of services and added value activities are now becoming available. It moves the responsibility from a low level, maybe not so organized situation at the customers site Towards the reseller
BUT HOW ? LEARN HOW TO • Detect the opportunities in your dealer channel • Which end-user this fits best
OPPORTUNITYMPS for End Users and Resellers Projection : MPS market will grow from € 20.5 Billion in 2012 to € 34 Billion in Western Europe by 2015
