How to Present Remanufactured Printers to New Printer Buyers - Part 1

Posted by Christian Pepper on Fri, Mar 13, 2015 @ 10:19 AM

Reman printers Pt1As an imaging sales professional, you can relate to customers wanting more value for less money. If you’re currently selling remanufactured printers, you know that you can reduce your hardware costs by up to 50% and add more margin into your deal. And if you’re a Managed Print provider, you understand how selling new printers immediately handcuffs you and your customers to paying more for OEM consumables which decreases your margins and your paycheck.

The top performing dealers in the BTA channel tell us that presenting remanufactured printers to prospects is a competitive differentiator that benefits them and their customers. With this in mind, here are 6 of the 12 best practices dealers tell us are most effective:

1. Show References - Be prepared with reference accounts that are now using, and having great success with, remanufactured printers.

2. Suggest a Pilot Program - Select a printer and pair it with a compatible toner for end user validation.

3. Address the Elephant in the Room! - Explain that they will do less printing in the future due to demographic and technology advancements.  So, why invest in expensive new technology? 

4. Explain that Printing Technology Doesn’t Really Advance - Printer speeds, feeds and resolutions topped out years ago.  New printers are sold with vaporware features like black panels, blue LED lights but few features that mean they actually print better. In fact most printers are designed so that they actually cost more at a CPP level to print than older models.

5. Emphasize Cost Savings - If a customer wants to print less and lower the cost of printing, then remanufactured printers are the way to go.  Not only do they cost about 50% less than new, but they pair immediately with a remanufactured toner. New printers do not have remanufactured toners available for at least one year after they are launched.  Color printers take up to three years before reliable remanufactured toners are available.

6. Show a Side-by-Side TCO - Quote New and Remanufactured Options‏ - The huge difference in cost becomes most apparent when you add up all the elements of TCO (Total Cost of Ownership): hardware cost, toner and service costs. Offer both options and let the customer decide.

Do these 6 presentation ideas make sense to you? In our next blog, we will share the remaining 6 Top Tips to presenting remanufactured printers.

Do you have a question or suggestion on how to leverage remanufactured printers? Please share it with us!

See video below to find out how LMI's remanufactured printers can help you grow your MPS business and your bottom line!

Tags: total cost of ownership, how to grow MPS business, aftermarket printer, aftermarket toner, printers

ITEX 2012: 3 Key Themes and Observations from the Show

Posted by LMI Dealer Content Team on Tue, May 01, 2012 @ 12:51 PM

ITEX observations

If you didn’t travel to sin city this year to attend ITEX 2012, we thought we would let you know what you missed, so you can keep your print business headed in the right direction.

Here are the 3 primary themes and opportunities we picked up on for you.

1. Managed Print Services is still a huge opportunity.

In one of the breakouts a consultant stated that 85% of all printers in North America are not yet under some form of contract. Another industry personality stated that up to 50% of printers will be under contract by the end of 2015. Even if the so called “industry experts” are off a bit, there certainly seemed to be consensus amongst the dealers that visited our booth; MPS is still in the rise. On the rise in both mono and color pages now that aftermarket color products are becoming more and more accepted. If you’re still unsure about getting into managed print or would like to see your growth potential in MPS, check out our free MPS Opportunity Calculator where you can see how much money you can make in seconds!  

2. Managed Network Services are where things are headed.

Most of the nations top MPS providers have come from a “copier” background and are seeing the writing on the wall is thicker than ever; “He who owns the network, owns the account”. Perhaps this is a little aggressive, but when you see so many successful MPS companies expand or partner with IT Providers to offer MNS (Managed Network Services), something has to be up. Have you been watching some of the OEMs buying IT companies recently? You have to assume, people will eventually start bundling MPS as a line item within some form of “Managed Services Master Agreement”. We suggest you keep an eye on your competition and start to look at the IT Service Providers in your area as potential partners or acquisitions.   

3. SMB is where the immediate opportunities are

From the panel discussions we sat in on, most agreed that you need to be hunting in those upper-mid size accounts that are just a rung down from the enterprise space. That seems to be where everyone is headed to either protect what accounts they have or take somebody else’s. If you’re not already headed there, you might want to rethink your SMB strategy sooner than later. The findings seem to suggest a shorter sales cycle with higher margins because there is less competition and the OEM direct sales organizations haven’t attacked yet. Please note that we did say ‘yet’ in the last sentence. It is only a matter of time.

Of course there is always a lot more that happens in Vegas, but if you didn’t make it to the ITEX Show this year, you now know what the buzz was all about. And if you really need your fix of a Las Vegas Trade Show, join us at the upcoming World Expo Show on July 17th for the exciting launch of Technology United, a breakthrough collection of elite MPS providers who are forming something very special for today’s progressive MPS provider – might be worth checking out!

Did we miss a key message you heard at ITEX? Let us know about it and we will extend our ITEX SPECIAL to you and your company!

Tags: MPS, ITEX, managed print services, ITEX2012, printers