5 Money-Making New Year’s Resolutions for MPS Sales Managers

Posted by LMI Dealer Content Team on Wed, Dec 21, 2016 @ 03:19 PM


One of the quickest ways to grow your sales results and your income next year is to strengthen the competency of your sales managers. With turnover rates in the imaging industry red-lining now in the 60% range (mostly metro centers), it’s hard to argue with the need for a strong sales leader. A recent survey of sales professionals also revealed that the number one reason people quit a sales position is because they don’t like the person they work for. If you have ever worked for a great sales manager, you know what a difference they can make.

To help you and your sales managers succeed, here are five New Year’s resolutions to consider:

1. Focus on sales skill development – not just results. 

It’s hard not to focus solely on the numbers, but if you don’t teach your salespeople the art of selling, they may never become self-sufficient – and stay! Most adults learn by doing, so the key to building selling skills is ongoing reinforcement. Try to create some form of ongoing weekly sales skill development exercise as part of every sales meeting agenda.

2. Create individual rep development plans – focus on the person. 

Every sales rep is different. Each has their own selling style, their own unique motivations and certainly their own expectations. This is why successful sales managers have a specific plan for each rep on their team. The plan is based on their profile including a realistic view of their strengths and weaknesses. Coaching everyone the same may work for some, but not all.

3. Make sales meetings productive – don’t waste people’s time.

Have you ever attended a sales meeting that could have been handled in an email? If you’ve sold for more than three months, chances are you have seen your share of wasted selling time: long, boring PowerPoint presentations, product info that could have been emailed or meetings that lack a structured agenda. Elite sales managers have a meeting agenda, a meeting plan and then they execute on that plan. Think about it, in professional sports would you ever catch a coach without a practice plan?

4. Inject some FUN in the job – keep things positive.

Customers can be extremely challenging and common sense suggests that people will endure more and try harder if they enjoy going to work. That’s not always an easy task which is why the culture of the sales department must be upbeat and positive. Great sales managers have a way of creating fun contests and humorous challenges that make work fun while generating bigger sales results! 

5. Spend more time in the field – but be prepared.

We all act differently in front of a customer. Some can act good...and some, not so good. Take the new hire for example. Who really knows what they’re saying (or not saying) to a customer. Sometimes it can be scary for sales managers to see how their reps engage with a real live customer. Spending more time in the field allows the sales manager to impact more deals, observe the rep's selling skills first hand and coach better than they could behind their desk. If job shadowing isn’t part of your current sales management process, you may be missing a big opportunity to develop people and achieve bigger sales results.

Do you need help with MPS sales training or new hire selling skills? Now may be the time to view what North America’s top Managed Print providers are doing to grow their businesses and their profits.  Engage us today to learn more!



Tags: Sales strategies, MPS, how to grow MPS business, sales tips for MPS

How to Generate MPS Sales Leads by Partnering with Managed IT Providers

Posted by LMI Dealer Content Team on Tue, Nov 22, 2016 @ 11:53 AM


If you’re a Managed Print Services provider that doesn’t offer IT Services, this blog is for you. 

Here’s why: most Managed Service Providers (MSPs) tend to focus on their core competency which they call their stack of technology services. Each layer of that stack is a specific service they offer clients such as desktop management, remote monitoring, cloud services and the list goes on.

The gap that exists in many MSP stacks is Managed Print Services. This is because repairing printers and managing a complex stream of consumables isn’t exactly their strength. And as most IT people will admit, printers tend to be a nuisance that distracts valuable IT resources from focusing on higher value tasks. 

Why IT Services companies need Managed Print Services providers like you:

  1. Easy Revenue Generation – If they own the network but their revenue stream stops before the printer, you can help them expand their share of the customer's spend by having you manage the printers for them as part of their SLA. They introduce you as an extension of their service stack and you cut them in on the recurring revenue. Before you wince at giving up your margin, think of how their relationships can get you in front of the right people faster and shorten your MPS sales cycles because of their existing relationships. 
  2. Account Protection / Acquisition – Many Managed IT Services providers don’t offer Managed Print Services which means they may be exposed if another Managed IT Services provider does. By adding your MPS offering to their stack of services they are in a better position to defend against traditional IT competitors and / or an Imaging dealer that uses MPS as a seed strategy to get their foot in the door and then go after the IT Services spend.
  3. Reduce Print-Related Distractions – Depending on what research you read, between 30 to 50% of all IT help desk calls tend to be printer related. Printer jams, print driver issues and toner replenishment tend to top the list. These are all perceived as low value tasks for expensive resources like IT technicians to respond to. By removing the burden of print with your talents and capabilities as a Managed Print Services provider, you can create tremendous value for the end user and the IT Services provider because they can keep their precious resources focused on higher value tasks while you make money managing their print environment for them.

Have you thought of partnering with a Managed IT Services provider to generate Managed Print Services sales leads?

How to Engage with Managed IT Services Providers

Some MPS providers start by contacting the owners of IT Services companies in their area. Others find out who their top salespeople are and request a meeting to discuss how they can exchange leads and leverage one another’s contacts. In some cases, a spiff for leads and a big payout when a deal happens can be very attractive to technology salespeople if all they need to do is arrange a meeting with the right decision maker.

In summary, chances are the Managed IT Services providers in your area have relationships with the people who would buy Managed Print Services. So why not reach out to them to share contacts, gain access to their network of decision makers and generate more Managed Print Sales leads?



Tags: managed print sales

5 Bottom Line Benefits of Printer Service Training

Posted by LMI Dealer Content Team on Tue, Nov 08, 2016 @ 12:18 PM


Having an untrained employee at any position in your company can be a scary thought. Elite companies have already awoken to the fact that their people are in fact their biggest competitive advantage. This has led to more emphasis being placed internally on effective recruiting, ongoing employee education and something HR people call “talent management”.

“If you think it’s expensive to train a technician, wait until you pay for the mistakes of an amateur.”

Effective technical training programs are designed to ensure your printer service technicians are knowledgeable, efficient and cost effective in the field. In most cases, a trained tech should be able to avoid common guesswork when servicing printers allowing them to save you and your customers time and money.

Here are five things a trained printer technician can do better to drive bottom line benefits:

  1. Diagnose printer issues quicker and more accurately. 
  2. Shorten service call times to achieve more calls per day.
  3. Save on part costs with the appropriate parts ordered – only when needed.
  4. Less call backs or repeat service calls to resolve the original issue.
  5. Improve customer satisfaction and retention of recurring revenue.

There’s an old saying “if you think it’s expensive to hire a professional, wait until you hire an amateur”. That’s is so true, isn’t it? Especially when it comes to untrained service people that may be spending hours in a customer’s office trying to figure out how to correct a problem and then ordering hundreds of dollars in parts that may not be needed. Can you relate? 

Perhaps now is the time to rethink your service training strategy for A4 devices within your Managed Print program or for your T&M customers. Whether you provide access to online service training courses or you send your technicians to attend a hands-on training class, chances are your ROI on service training could surpass your training investments elsewhere in your organization. Often service technicians stay with an organization for several years so the investment tends to have long term benefits.   

Ask us about our online and live service training programs to get an idea of what you can do with your people and your bottom line.


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Tags: printer service


Posted by LMI Dealer Content Team on Thu, Oct 27, 2016 @ 10:23 AM


If you ask most copier dealers, they will admit that roughly 7 out of 10 transactions are still hardware transactions. Most will also tell you that they wish they could do a better job expanding their multifunction printer sales cycles into a Managed Print Services opportunity. The benefits of expanding any sales cycle from a hardware transaction to a Managed Print program include:

  • More print volume
  • More recurring revenue / profit 
  • Account control / protection 
  • Increase the value of your business

To help you and your people turn more MFP deals into Managed Print opportunities, here are some strategies that are working for other dealers.

1. Insist on a Print Assessment Before Giving an MFP Proposal

To properly quote on an MFP, it’s usually best for you and your customer to understand the print environment around the MFP. By completing a quick assessment before each quote, you may be in a better position to show savings beyond the MFP or pack more value and more margin into your MFP deal with an overall print strategy. 

2. Include an MPS Quote in Every MFP Proposal

Even though the customer only asked for a copier or MFP proposal, at least give them the chance to say no to your Managed Print program. In this case, offer the customer the opportunity to leverage their MFP investment and relationship with you to reduce their cost per print on all print devices. This means they can save money, simplify their number of print related vendors, and eliminate the IT burden of dealing with printers. If you don’t have time to do a print assessment before quoting the MFP, try placing an estimated cost per page for monochrome and color prints contingent on a quick assessment to confirm current printer hardware and volumes. 

3. Offer Your DCA (Data Collection Agent) Software or Print Assessment as an MFP “Bonus Offer”

Most customers have no sightlines into their print volumes and costs. By positioning the DCA or print assessment as a “bonus”, you will likely create more perceived value connected to the MFP deal and increase your chances of gaining insight into the account beyond the MFP requirements. Some reps will place an actual dollar value on the print assessment in the range of $500 to $1,500 to show more value attached to their MFP and distinguish their offering from competitors quoting only on the MFP.

Transitioning from hardware-centric transactions to service-centric recurring revenues has proven to make imaging dealers more profitable and more valuable.  Making the shift can be challenging and we’d love to hear how you’re doing it at your dealership.

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Tags: Sales strategies


Posted by LMI Dealer Content Team on Tue, Oct 18, 2016 @ 09:56 AM


The scene: you’re meeting with a person who has the authority to make a buying decision for their company and you want to find out if there’s an opportunity to sell them Managed Print Services

Here are five field tested questions to ask, and why they are so effective:

1. Do you have a formal “print policy” in place for your office workers?

By definition, an office policy is usually a proposed and agreed upon way to act or conduct oneself as a member of an organization. Most businesses have established policies for cellphone usage, travel expenses and other operating expenses, but not office printing. In fact, according to a recent study of small and medium-sized businesses, 90% of them admitted they have no policy pertaining to office printing. With no policy in place, it’s fairly obvious that office printing volumes, abuse of color print and other issues may be happening. 

2. Do you have user print restrictions in place?

With no restrictions on what you can print or how much, companies are undoubtedly printing more and spending more than they need to. Implementing user restrictions is a very compelling reason for companies to make the shift from an unmanaged to a managed print environment. Without user restrictions, print-related budgets become unpredictable and office workers tend to print without thinking, causing avoidable waste and expense.  

3. Do you use OEM print cartridges?

In today’s value driven business climate, offices that still use only print cartridges made by the printer OEM (original equipment manufacturer) are great targets for Managed Print Services on toner savings alone. In most cases, the customer can save anywhere from 20- 60% using remanufactured toner cartridges instead of paying the premium for the brand name on the box. Most customers have made the shift from OEM to remanufactured cartridges on their monochrome printers, but too few are purchasing quality color toner alternatives. This is where the biggest opportunity is; be sure to ask about their color toner purchases.

4. Do you have a print cartridge recycling program in place?

Most organizations don’t know what to do with their empty toner cartridges so they simply place them in the trash can. In fact, a recent study of US businesses showed that 7 out of every 10 empty print cartridges go directly to landfill sites. If a company doesn’t have an easy way to recycle used print cartridges, this can be an excellent way to introduce your Managed Print Services with a sustainability advantage called “Zero Landfill Recycling” most customers will be interested in and appreciate. 

5. How do you currently track usage to control expenses?

There’s an old saying, you can’t manage what you can’t measure. It’s so true when it comes to office printing.  According to research conducted by Gartner, office printing has been ranked a top four business operating expense behind payroll, rent and utilities. When you ask customers if they track their printing expenses, be prepared for them to wander on their answers; again this is another opportunity for you to show the merits you can deliver in the areas of cost visibility and user activity.   

There are plenty of great questions you can ask to create the need for Managed Print Services. These five seem to consistently rank as the most effective because they are easy to ask and they expose areas of opportunity you can help with as an MPS provider. 

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Tags: MPS

10 Ways to Create More Demand for Your Managed Print Program

Posted by LMI Dealer Content Team on Fri, Sep 23, 2016 @ 11:05 AM


Could you use more prospects in your MPS sales pipeline?

Experienced salespeople and business owners know that the months of October, November and December tend to host a tremendous amount of buying decisions. This is largely due to the fact that most “buyers” are looking to spend whatever remains in their capital or operating budgets if their fiscal year end is December 31st. In fact, according to a recent interview with a nationally recognized accounting firm, December 31st is the fiscal year end for seventy-five percent of small and medium-sized businesses. Aren’t these your prime targets?

"December 31st is the fiscal year end for 75% of small and medium-sized businesses in the United States and Canada." (Click to Tweet)

With all of this spending going on, here are some tried and true ways to create more demand for your Managed Print Services during harvest season.

  1. Review your Website and Social Media Channels - Do you look like a legitimate MPS provider in the eyes of an objective prospect visiting your website? Is your message compelling enough to have interested parties engage you to take the first step?
  1. Google "Managed Print" in Your Area - Research now suggests that over 80% of people now search online for products and services like Managed Print. In many cases they need to get three quotes or may be searching for additional options if the incumbent copier dealer has created the need for MPS. Make sure your website is properly optimized to come up on Google searches for Managed Print in your area or you may be missing more opportunities than you know!
  1. Create an Email Campaign - Crafting and sending an email campaign is easy to do and can be done for less than $50 in many cases. Email services such as Constant Contact or MailChimp will take your email distribution list and send your message to hundreds or thousands of contacts. Plus, you can see who opened your email and who didn’t. Sometimes hiring a professional to do this can help so you have a strong message and a specific spot on your website to direct people to. Like anything, you get out of it, what you put into it.
  1. Plan a Phone Blitz - Let the salespeople dress casual, put some prizes on the line and create some positive energy that drives lots of sales activities. Effective planning, such as call lists and scripts in advance will also go a long way to creating lots of opportunities and demand for MPS.
  1. Create Target Account Lists - Focus your reps on specific accounts with laser beam focus. Leverage social tools such as LinkedIn to search for contacts within targeted accounts so you’re not calling in cold.
  1. Host an Open House - Yes, there is some effort and expense here, but can anything replace a face-to-face conversation with a potential prospect? Door prizes are great but most dealers find that offering knowledge modules or learning sessions tend to drive higher attendance than just offering a free lunch to lure people into your demo room.
  1. Host a Webex - Scale your message with a compelling WebEx topic! Name your WebEx like a movie or something unique that will make people want to join you online. Record your WebEx and make it a 24 x 7 commercial for your MPS services as well!
  1. Test Your Sales Representatives' Prospecting Skills - Most good tradespeople will check their tools to make sure they are working properly before they begin a job. The question is, do your salespeople need sales training or a skill refresher to tighten up on prospecting techniques and handling objections? Don’t assume your people are ready! Top dealers are inspecting the skills of new and tenured reps to make sure they maximize every opportunity to create more demand with a strong value proposition and rehearsed responses to everyday objections.
  1. Insert Some Invoice Stuffers - You’ve probably done this before to offer a promotion or make an announcement. These are easy to do and can be a tremendous way to let your current customers know you are in the Managed Print business if they don’t know already!
  1. Advertise MPS in your Email signatures - Look at your email signature. Does it have a link to your website or a link for someone to click on and go see your MPS value proposition. If you haven’t done so already, look to add a link below your company email signature for anyone that communicates with customers. Include salespeople, administrators and service personnel. This will give you a chance on every email to make more people aware that you’re in the MPS business.


If there’s a time of year to really focus on boosting your consideration rates, it’s now. Beyond traditional demand generation media such as print ads, radio and television commercials, these ideas are tried and true demand generators now used by elite MPS providers. The key is to pick one or more and execute them well.

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Tags: MPS

How to Prepare Like a Pro For Your Next Important MPS Sales Call

Posted by LMI Dealer Content Team on Tue, Sep 13, 2016 @ 10:06 AM


When it comes to sales, preparation is crucial.  Let's look at a typical sales situation. You've landed a meeting with the key decision maker at a possible new account with tons of potential. They're currently working with a competitor and you need to make this meeting count if you're going to swing them your way. 

Here are three pro tips that can turn you into an MPS sales machine! Use them to make a professional impression and nail the sale!

1. Research the company. 

Today, everything you need to find out about a company or person is at your fingertips. Prior to any meeting, elite sales reps will Google the company name and see what's being said. Next, they'll check the company's website to pick up on the brand identity, image and key corporate messages they can use to link to their product or service. They'll check social channels like Twitter, LinkedIn and Instagram because that's where they'll find the most current info.

Experienced sales reps can get what they need from a prospect's website and their social media in ten minutes. This includes current news, new hires, trends, market position and intelligence they can use to make an impressive first contact.  

2. Research key people. 

Google the person you’re meeting with and see what pops up! Popular areas of information include social media channels to see what they have to say. Start by just listening in, then connect and engage them to continue the nurturing process. LinkedIn is an obvious choice, but don't forget to check YouTube! You can learn more about your prospect from a 5-minute video than any text. 

3. Prepare great questions. 

It's always a unique experience when you meet someone new for the first time. It's a good practice to have two or three open ended questions written down before you meet to get the prospect talking. If you’re anxious about meeting someone for the first time, having questions prepared in advance will give you the confidence to make a great entry to the conversation. Their answers will give you all the information you need to direct the meeting on a mutually beneficial course.

Remember the old saying, "failing to prepare is like preparing to fail!" Hopefully these pro tips will help you to develop your sales pitch as well as relax going into that first meeting. Make these tips part of your pre-sales routine and you'll turbocharge your sales results!

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Tips to Reduce Millennial Sales Rep Turnover

Posted by LMI Dealer Content Team on Mon, Aug 29, 2016 @ 02:49 PM



As of 2015, millennials accounted for the majority of the workforce. And the fact is, many employers are still trying to adjust to the attitudes, morals, values and beliefs of this generation. To retain these technologically proficient workers, Managed Services providers need to take a more creative approach to retain them.

The oldest members of the millennial generation will turn 35 in 2016. Think about how many millennials are members of your team. You need to understand them and adopt policies to retain these valuable workers.

Let’s take a look at six ways you can embrace their values and keep them on your team for years to come.

1.  Appeal to their moral standings. 

Participate in socially responsible activities like community clean-ups and charity walks. Unlike previous generations, millennials hold employers who participate in high regard and feel a sense of pride when contributing to the community and/or the environment.

2.  Encourage full team collaboration.

Millennials want to contribute. Encourage it! This generation is the most highly educated group of young adults in US history.  No other generation has achieved the same level of higher education at such an early age. Use this to your advantage by including millennials on team projects to stimulate them and gain their unique perspective!

3.  Hire smarter.

“Hire slow, fire fast” is still the rule of the day. Interviewees are coached on how to excel in interviews and their resumes can make them look like sales superstars. To hire the best people, check references thoroughly, Google the person’s name to see their social profile and make sure to ask thought-provoking situational questions during interviews to help avoid hiring mistakes.

4.  Invest in their success.

Provide sales training that appeals to their ideals; online, on-demand, unique and filled with actionable ideas! Online training provides millennials with the sales techniques and confidence they need to excel. When millennials are engaged and gain the knowledge they need, they are much more likely to perform well and love their job.

5.  Provide them with the sales tools they need to do the job.

New millennial hires appreciate turnkey tools to show and sell when meeting with seasoned buyers instead of having to create their own. Think PowerPoint presentations, company apps on tablets etc. The more collateral you can provide, the more comfortable and confident your millennial seller will feel when presenting your products and services. 

6.  Create “stickier” sales compensation models.

Starting a millennial on 100% commission tends to increase turnover without giving new people time to understand their role. Most MSPs now offer a graduated sales compensation plan that includes a brief three – six months of salary with an accountable draw to ramp new people up in their sales position. The flexibility and accountability of an accountable draw also provides some form of guaranteed income to pay necessary bills and provide an unlimited upside as the person gains experience.

When dealing with millennials, you really do need to think outside the traditional box. By appealing to their values and engaging them in activities they enjoy, you can build a strong sales team of “new age sellers” that will stay with your company for the long haul!

Tags: Millennials

Reasons Why the Fourth Quarter Is the Best Time for MPS Sales

Posted by LMI Dealer Content Team on Fri, Jul 29, 2016 @ 11:45 AM


Experienced B2B salespeople know the months of October, November and December are traditionally THE BEST time of year to make money – without question. They know this because they understand that Q4 is the time when most businesses are in the market to buy something. Something that can help them grow to become more productive and more profitable. Not only does the end of the calendar year represent a natural period of transition for people with new plans and expectations, it’s also a time when capital and operating budgets need to be spent or the money disappears the following year.

Top performers in the document imaging industry know now is the time to increase activity levels to get in on more buying decisions where they can win and make money.

Here are a few reasons why the fourth quarter is the best time of year for MPS sales:

  • December 31st is the fiscal year end of most private companies. For you, this represents the best time of year to make a purchase that could be used as a business write off against profits earned.
  • The majority of people who control operating budgets need to spend their money before December 31st. In most cases, if a department leader or senior official doesn’t spend all of their allotted funds, it looks like they don’t need them moving forward – a.k.a “budget cut”.
  • Q4 sees the most shipments of offshore manufactured devices into North America. From desktop printers to MFPs to production systems, historical data suggests that the OEMs do well in the fourth quarter too because there’s so many sales orders to fill.

Managed Print Service providers that understand the fourth quarter opportunity are preparing right now. They’re thinking about demand generation, increasing consideration rates, and reshaping their MPS value propositions to include things like document workflow and Managed IT Services for competitive differentiation. They’re also recruiting and training the talent they need to grow and prosper in the fourth quarter and beyond.

That’s what the top performers are doing. And if you believe success leaves clues, maybe you too need to be thinking about how you and your people can maximize the revenue potential between now and December 31st.

Looking for a partner with Managed Print experience, tools, training and award-winning infrastructure? We’re ready when you are.

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Tags: Q4

The Benefits of Remanufactured Printers Over New Printers

Posted by LMI Dealer Content Team on Thu, Jun 23, 2016 @ 03:07 PM


Printers have become a disposable asset for most organizations today. By discounting the cost of a new printer, Original Equipment Manufacturers (OEMs) are able to restart the end user’s consumable buy cycle of higher cost OEM consumables. Although this “give away the razor to get the blades” sales model seems fairly obvious, if you think of the amount of new printers sold every day, it’s not hard to see why printer manufacturers have been wildly successful at protecting their post-sale profits.

OEMs know that the moment someone buys a brand new laser printer they are guaranteed a profitable stream of expensive OEM consumables for 6 – 12 months before resellers or end users have a quality aftermarket alternative for toner, drum kits and parts. These high quality aftermarket consumables typical save the end user about 30 – 40% and provide heathy recurring margins for resellers as well.

Even at the reseller level, most dealers will admit to “giving away the hardware” to get the recurring post-sale revenue stream from consumables. But are imaging dealers and their customers really winning if a brand new printer is installed?

Our answer is – it depends. It depends on the quality of the remanufactured printer you sell as a dealer. Your end users who work in offices expect you to provide a quality product and support what you sell. They also depend on your recommendation being an affordable and reliable printing solution.

Depending on where you source your remanufactured printers, your experience may vary. This is much the same as with remanufactured toner cartridges. It doesn’t take long for poor quality to show its true colors. Stories of unprofessional remanufacturing procedures have no doubt damaged some dealers’ confidence, whereas others offer new and remanufactured lines as standard protocol based on the product quality they receive.

Done properly, a remanufactured printer will look and perform as well as a new printer, boosting the reseller’s profitability while saving the end user money and offering tremendous sustainability benefits.

Remanufactured Printer Benefits Over New Printers:

  • Best Value  Price / performance ratio is unbeatable vs. new printers
  • Low Cost-Per-Page Aftermarket toner and consumables are readily available
  • Service Readiness Technicians love them because they know how to fix them
  • Fleet Simplification – The same make and model can be used to standardize and simplify
  • Sustainability – 80% of most printer components can be reused or recycled

At LMI Solutions, our people have been remanufacturing printers for years, and our latest line of Certified Pre-Owned printers is backed by one of the best guarantees in the industry. With confidence, you can now offer an alternative to a new printer that will benefit both you and your customer. 

In too many cases, the sad reality is that your experience with remanufactured printers is directly related to the company who performed the remanufacturing process. This is a labor intensive process that requires access to the right skills and technology to do the job right. As such, the quality of the printer is dependent upon the skill, experience, and technology capabilities of the remanufacturer.

If you currently sell remanufactured printers provided by LMI Solutions, you know your customers love them because the units are affordable, deliver excellent quality output and keep avoidable waste out of landfill sites.

In fact, most end users can’t tell the difference between a brand new printer and one of our Certified Pre-Owned printers that has been professionally remanufactured to look and perform like a brand new printer – and operate at a fraction of the cost.

If it’s been awhile since you considered adding remanufactured printers to your product portfolio, we invite you to see how top performing dealers and Managed Print providers are now leveraging the benefits discussed to help their customers and their bottom line.



Tags: remanufactured printers