With Earth day fast approaching on April 22nd, now may be the perfect time to revisit the sustainability attributes of your company’s Managed Print program. Without question, a well managed print environment complimented by a robust Zero Landfill Cartridge Recycling process can be very appealing to SMB and Enterprise clients.
By now you’ve probably delivered the sustainability advantages of your MPS program on more than a few sales calls. How is it going? If you don’t seem to be getting the responses you’d like, maybe now is the time for a look in the mirror to objectively evaluate how compelling your sustainability sales pitch really is.
To support the need for your MPS business to prosper with a strong sustainability value proposition, here are some recurring comments we hear from other managed print providers on a regular basis.
“The higher the level of our contact in an account, the higher sustainability rises in the buying criteria”
Studies show that the higher the level of contact you’re selling to within an organization, the greater the importance of partnering with responsible partners that can complement a C-Level leaders carbon footprint reduction strategy. Conversely, when you sell to the mid to lower level stakeholders within an organization, price focused discussions tend to supersede a vendor’s ability to help the prospect “go green”.
So our first green question would be - Are you and your reps calling high enough in accounts for your MPS sustainability pitch to stick?
“In addition to cost savings, our ability to present a greener print strategy wins us a lot of deals”
From what we see in the field, today’s economy absolutely demands price competitiveness to win monochrome and color pages under contract. That being said, a strong Managed Print value proposition that includes the combination of a fair price, quality service, ease of doing business, vendor accountability and a compelling sustainability program seem to be a winning formula for many of our dealers.
So our second green question is - Do your MPS proposals showcase specifically how you will reduce a prospect’s carbon footprint once your managed print program is implemented?
“More and more RFPs require imaging vendors to articulate the sustainability attributes of their MPS programs”
If you’re like most successful MPS providers, you’re approaching larger accounts that use a formal tender process to evaluate potential vendors. When we assist our dealers responding to RFPs; we consistently see specific language asking the dealer to describe and validate how their managed print solution can help reduce an organization’s carbon footprint.
So green question number three is – Do you have MPS sales collaterals such as videos, brochures and case studies to showcase your sustainability story?
With few exceptions, here are the top 4 business benefits your business will enjoy with an effective sustainability component within your MPS value proposition.
Benefits of a Greener MPS Program
- More C-Level Engagements
- Competitive Differentiation
- Higher Margins
- Quantifiable Carbon Footprint reduction
Are you looking to make your MPS program greener? With Earth Day quickly approaching, maybe now is the time re-evaluate whether or not your current managed print offering is as green as it can be.
Thinking MPS? THINK LMI.