LMI BLOG

The LMI News! Year-In-Review Now Online!

Posted by Gary Willert on Thu, Nov 06, 2014 @ 10:44 AM

LMI News

NOW PLAYING!.....Click below to view the LMI NEWS, a quick 2 minute video recap of 2014 activities and events that will give you an unfair advantage over your competition as an LMI partner.  Enjoy – we’d love your feedback on this new medium!

Read the LMI News!

Hello I’m Shannon with the LMI News. It’s been a positive year of growth for the company and our dealers this year starting in January with the launch of our all new MPS Peak Performance 2.0 system. A turnkey MPS Sales Training and Marketing system that’s now trained almost 3,000 sales people and helped hundreds of LMI dealers to generate more leads, win more deals and make more money.

In March, LMI was awarded an elite level of R2 certification that’s helped LMI dealers differentiate themselves when selling to MPS prospects and vertical markets now demanding advanced sustainability and zero landfill recycling services.

In April, LMI was the proud recipient of INTEC’s "Supplier of the Year" and as you may recall June and July was when LMI President Gary Willert formally announced the acquisition of Global Printer Services and Printersdirect, arguably two of the most respected printer remanufacturers in North America positioning LMI as the industry’s first manufacturer direct relationship for top quality remanufactured printers and consumables.

To meet the increase in dealer demand, LMI responded in September with a new state of the art distribution center in the Chicago area to serve dealers and their customers faster than ever before.

And in October, LMI continued to demonstrate their commitment to partner success with the recent launch of the brand new partner website at RayMorgan.com. Recognized as a national leader, RMC has immediately improved their ability to get found by today's online buyer and convert those site visitors into potential customers that will grow their business.

And that’s the LMI News. I’m Shannon signing off now. Thanks for joining us!

Click below to get your 7 Myths vs Realities Remanufactured Printer Whitepaper or find out about our MPS Peak Performance 2.0 - Training & Marketing Solutions.

7 myths vs realities                 What is PPS 2.0?

            


Tags: remanufactured printer, toner cartridge recycling, how to grow MPS business, print assessment, remanufactured cartridge, toner cartridges

Official Managed Print “Win Rate” Checklist - How Do YOU Stack Up?

Posted by Gary Willert on Thu, May 15, 2014 @ 09:55 AM

lmi checklist1 resized 600

In today’s tough economic climate, your business needs to stand out from all of your competitors. There are a lot of companies selling Managed Print Services, what makes your company different? Here’s a breakdown of five areas that are often overlooked, but play a huge role in making your business shine!

1.  As more business now begins online, you’ll need a strong website.

Today, your website is your new storefront. Study after study has found that 80% of customers search online before engaging a seller. Customers have already researched and formed a strong opinion before ever engaging. If you’re selling MPS, it needs to be prominently placed on your website, noticeable and easy to find on your home page.

2.  You need to have a persuasive presentation online and off.

Today’s consumer is more savvy and educated than ever before. You need to convince them that you have the solution to resolve their pain point. Keep the message simple avoid text laden PowerPoint slides. Explain the benefits of Managed Print Services and offer to schedule a print assessment.  You are your presentation, your props, your voice, your body language and your message. This combination leads to success!

3.  Be prepared for objections, be ready to respond.

Is your sales team ready for objections? Practice makes perfect. Try teaming your sales reps for a little role playing. Have one assume the role of customer and hit the other with the real life resistance that they’d encounter on a pitch. How did they do? Prepare your team to deal with objections.

4.  Put your suppliers in place. Have manufacturers access to high-quality remanufactured cartridges.

The cornerstone of any Managed Print Services program is access to high-quality, low-cost toner supplies. Toner is only one aspect of consumables in a managed print services program, but it makes up to 70% of cost per page and 70% of your profit opportunity as well.  Your toner partner is critical to your profit. High-quality cartridges can minimize service costs due to poor quality toner.

5. Provide an easy to use cartridge recycling program.

You can provide added service and encourage sustainability by putting a recycling program in place. Selling green can be the game changer. Out position your competitor with a turnkey recycling program. Studies have shown that 60 – 80% of all cartridges end up in landfills where they can take up to 1000 years to decompose.

When selling your Managed Print Services program against your competitor, think less about what is different, or what you think is special. Become customer-centric. Think about what they value during all stages of their buying process. Understand and address their pain points. Start by making your website catch their attention and provide them with value. Then prepare a persuasive sales pitch, be prepared for objections, make sure your suppliers are on board and offer value like a turnkey recycling program. If you take these steps, you’ll see your results soar!

Click here for your free e-book on how to jumpstart your MPS sales in 30 days:

Jumpstart MPS sales

 

 

 

Tags: zero landfill program, MPS, print assessment, remanufactured cartridge, Managed service providers, toner cartridges

How you can win more color print deals with aftermarket color toner?

Posted by Gary Willert on Fri, Apr 13, 2012 @ 03:11 PM

How you can win more color print deals with aftermarket color toner

We recently met with the owner of a mid-sized copier/MFP dealership who inquired about our new line of aftermarket color toner. He was complaining about losing out on a color MFP deal because his competition offered color impressions at 4-cents per page. Yes, you read that correctly - people are now selling color impressions for 4-cents per page in the commercial arena. Can you believe it? It’s the lowest price point we had heard of for a commercial deal with less than 100 units for some time – if not ever. This dealer gave us more information about this particular deal and indicated he has noticed that more of the Xerox solid ink printers are offering customers color output for the cost of black and white prints.

Of course you could argue that the cost of color is usually dependant upon the amount of color on a page, but you have to probably agree that the idea of getting color prints for the cost of black and white can sound pretty appealing to cost conscious buyers in today’s economy.

After listening to the additional and all too common details about why this particular deal went south, the dealer asked us how he could improve his chances on the next color deal and protect the long term value of his current color volume from the competitor to whom he just lost, who he referred to as “the 4-cent color guy.”

We talked about two ways his dealership could win more color deals. The first way was to teach his entire sales team how to expand a lower margin hardware deal into a Managed Print opportunity, where the dealer could spread the lower margin device over multiple higher margin units across the fleet. In essence, break even on the color device and make it up on the monochrome printer fleet – sort of like losing the battle to win the war.

Of course, this dealer understood the MPS value proposition and had an MPS page on his website, but the actual competency within his organization to sell and manage a customer’s fleet didn’t really exist. As a result, maybe this sales team shied away from completing a proper print assessment to fully understand the true scope of the deal. Like so many deals that are won today, the company that did the assessment ended up winning the business here as well.

To prevent this from happening again, we recommended this dealer consider the Peak Performance MPS Sales Training System.  We showed him how over 2,000 sales reps have elevated their managed print selling skills and their confidence to compete and win on similar deals.


To compete and win more profitable color pages under contract, another suggestion was for this dealership to leverage the growing popularity of aftermarket color toner. If you’ve been in the industry since the 1990’s, you know aftermarket toners of any color have gone through their growing pains. And as a result, there are still big question marks looming whenever OEM alternatives are discussed in low margin transactions.

As this dealer will soon realize, a lot has changed over the last few years, and if he is serious about defending his base and beating “the 4-cent color guy,” it would make sense for him to rethink his perceptions and learn why more and more of the top copier/MPS dealerships are now reaping the rewards of the latest generation in color toner technology.  Who knows, maybe “the 4-cent color guy” is already using aftermarket color toner, and that is how he achieves his lower cost margins!

Are you winning low margin color deals? Let us know, we would love to hear about it!
Come visit us at booth #613 at ITEX in Las Vegas.

 

Additional Resources

2012 MPS Guide
How to Jumpstart your MPS sales in 30 days

Tags: print assessment, color printing, managed print services, color toner, aftermarket color toner, aftermarket toner, color print volume, color impressions, color toner technology