LMI BLOG

The Environmental Benefits of Remanufactured Print Cartridges and Recycling

Posted by LMI Dealer Content Team on Wed, Apr 17, 2019 @ 11:40 AM

recycling_print_LMI

Today, we're all trying to live in a more sustainable manner, both in our personal and our professional lives. As a dealer of printing consumables, including a recycling program and remanufactured print cartridges among your offerings will not only add to the value you offer clients, it can help separate your business from your competitors.

Some Scary Facts to Consider

We're consuming natural resources at an alarming rate and as the economy grows, more and more materials are being used and disposed of every day. In fact, in the past six decades, we've produced over 8.3 metric tons of plastic of which 6.3 metric tons is plastic waste. It's slowly filling our landfills and plastic waste is showing up everywhere from the deep ocean to the top of Mt. Everest.

Did you know:

  • 60 – 80% of print cartridges go directly to a landfill.
  • It takes 1000 YEARS for a print cartridge to fully decompose.
  • Printer ink and carbon black toner are carcinogenic. They are extremely harmful to the environment.

On top of these facts, one of the key ingredients used in manufacturing print cartridges is oil. By remanufacturing printer cartridges we can save over 15 million gallons of oil every year! 

 

You Can Make a Difference

Offering remanufactured cartridges and recycling programs can provide your customers with a sustainability value solution. Remanufactured cartridges keep enormous amounts of solid waste out of the waste streams annually avoiding incineration, landfill disposal, or exportation of waste to overseas destinations. All of LMI’s cartridge components are 100% recyclable. 

We offer LMI dealers an exclusive complimentary “Zero Landfill” advanced printer cartridge recycling program with various return options based on dealer and user preferences and it's perfect for the new generation of millennial decision makers.

“73% of Millennials are Willing to Spend More Money on a Greener Product.” – Inc.

How Cartridge Recycling Can Help You Win Business

  • Competitive Differentiation
  • RFP / BID Criteria Shaping
  • Cost Savings vs OEM Cartridges
  • Simplified Collection & Return Programs
  • Linkage to Client Sustainability Objectives

The popularity of our 20x20x20 cartridge collection boxes make it easier than ever for clients to recycle in bulk which greatly reduces that impact of shipping individual cartridges back for recycling one at a time. Plus, we’ve found that the easier we make it for end users to do the right thing, the more they’ll recycle and buy from you.

If you're an Imaging Dealer, an Office Products reseller or a Managed Print provider looking to distinguish your services from your competitors, let’s go green together. 

With Earth Day fast approaching, what better time to help your customers make a difference with our Zero Landfill recycling program. Give us a call to learn more!

 

 


Tags: toner cartridge recycling, LMI Solutions, remanufactured cartridge, print cartridge recycling, earth day

Why Earth Day Could Be the Best Day of the Year to Sell Managed Print Services

Posted by LMI Dealer Content Team on Thu, Mar 24, 2016 @ 03:18 PM

earth day LMI

If there is one day every year to circle on your Managed Print sales calendar, it has to be April 22nd. That's Earth Day, a time when we all stop and rethink our contribution to environmental sustainability. As a Managed Print provider, this is a very special day because it creates a compelling event you can use to start more conversations about how you can help organizations adopt a greener print strategy. On Earth Day, your MPS value proposition featuring recycled printers and recycled print cartridges becomes more meaningful and your chances of connecting with higher level executives is perhaps more likely than any other time of the year. 

Here are some powerful reasons why Earth Day represents such an awesome opportunity for Managed Print Providers to kick start new sales cycles with new and existing customers.

• Top of Mind Awareness: According to Wikipedia, 192 countries now celebrate Earth Day on April 22nd on an annual basis. It's a special day for people, businesses and communities to stop and think about what they are doing to protect our environment. So if there is one time when environmental sustainability is on the minds of the business leaders you want to meet with, it has to be Earth Day!

Idea: Use Earth Day (and the month of April) as a "compelling event" or reason to meet with people.

• MPS Value Proposition Alignment: The idea of printing less or printing greener continues to gain popularity across a wide array of industries. Education, Government, Healthcare, you name it, most organizations have made sustainability a priority and most have appointed someone responsible for reducing their carbon footprint. If you’re not connected with these people, this may be a great place to start. The MPS value proposition aligns perfectly with the essence of Earth Day. From our experience working with many of North America’s top MPS providers, it's apparent that the use of scanning technology and print cartridge recycling are perhaps two of the most underutilized opportunities in most offices. People are still printing more than they need to and throwing used print cartridges into trash cans because they don't know what to do with them.

Idea: Link your pitch directly to Earth Day by promoting specific environmental benefits such as a Zero Landfill Cartridge Recycling Service.

• C-Level Engagement: The vast majority of business owners and senior executives are keenly interested in making their organizations greener; especially if they can link organizational benefits, such as cost reduction and business productivity improvements, to an initiative that will reduce their carbon footprint. These senior people are usually the champions for environmental sustainability and represent the high level contacts your competition would least like you to connect with in their accounts! They’re also the people you should be meeting with in your accounts to protect your market share. If there is a time of year to "call high", there may not be a better time than Earth Day to do it.  

Idea: Elevate your level of engagement to senior levels promoting greener business outcomes achievable with your Managed Print Services.

Are You Ready For Earth Day?

Top MPS sales performers consistently tell us that the month of April offers tremendous prospecting potential because the environment is such a hot topic. Still not convinced? Start watching how advertisers on TV and other mediums ride the wave of Earth Day throughout the month of April to engage more prospects to sell their products and services. Earth Day is coming soon and now is the time for you to leverage this once-a-year event to maximize your Managed Print sales potential.

Tags: remanufactured printer, Sales strategies, green office practices, zero landfill program, managed print sales, how to grow MPS business, sales tips for MPS, remanufactured cartridge

5 BIG Mistakes Dealers Make Selling Aftermarket Color

Posted by LMI Dealer Content Team on Mon, Sep 28, 2015 @ 12:02 PM

LMI Top5Mistakes

Let’s start with the BIG question. If aftermarket monochrome toner cartridges now represent 40-80% of a typical dealer’s purchases, why does aftermarket color toner still only represent 10% of all color toner purchases?

The most common answer we hear is lack of confidence at the dealer and end user level; the same reluctance that happened with monochrome cartridges until dealers found a quality source they could trust.

Another BIG question. When is the last time you looked at an aftermarket color toner product for your business?

In the summer of 2015, we ran the LMI Color Challenge, a blind test that saw over 500 dealer participants select what they thought was a print sample produced using OEM color toner. The goal was to show (not tell) the quality. As a result 46% of participants thought the print sample produced with LMI’s new color toner was the OEM version – that’s almost half of participants (who have an eye for image quality) who couldn’t tell the difference.

Since the Color Challenge ended, we’ve seen a spike in demand for aftermarket color toner, and we’ve uncovered some reasons why some dealers are successful and some are not at selling aftermarket color toner to OEM customers.

Here are the top five mistakes we see dealers making:

1. No Print Samples - Customers are visual. You can talk about the aftermarket quality until you are blue in the face, but dealers that show a print sample using OEM vs an aftermarket color toner see a dramatic difference in their customer’s willingness to try an aftermarket product. Engage us to get your team equipped with our complimentary print samples so you can show and sell like a pro!

2. Misaligned Compensation - If there’s nothing in it for the sales reps to push a little harder for customers to try your aftermarket color toner (that adds 30 – 50% to your recurring margins), it’s highly likely that your reps are giving in too easily. Some of the top dealers have been very successful offering a small spiff or incentive to get customers using aftermarket color because of the dramatic earnings potential for the dealership.  

3. Miss the Sustainability Advantage - Did you know that the typical laser printer produces 100 lbs of waste every year? That's a full ton (2,000 lbs) of waste from an office with twenty printers. By showing your Zero Landfill cartridge recycling program, many dealers have introduced aftermarket color as a way to align themselves with their customer’s sustainability initiatives - a compelling reason to shift from OEM. 

4. Salespeople Are UnpreparedIf you asked your salespeople the following questions, would they be informed enough to sell more aftermarket color toner to grow your bottom line?

  • How do I know it’s as good as OEM color?
  • What is the aftermarket product guarantee?
  • Can you provide me with references?
  • Can you show me print samples?

Need help answering these questions? Your LMI Solutions representative would be pleased to assist.

5. Not Including Extended Yield Color in MPS Deals - If you’re selling cost-per-page agreements with toner included, you know how important cartridge yields are in addition to quality and performance to keep your customers happy. That’s why LMI invested over $1,000,000 in R&D and product testing technology to create the new LMI MAX-LIFE Extended Yield Color Cartridge Series.

Interested in seeing how much money you could be leaving on the table if you’re not selling aftermarket color? Try our Color Profitability Challenge including the industry’s first “Aftermarket Color Profitability Calculator” to calculate your earnings potential in seconds!

Summary

Quality aftermarket color toner has arrived and is now used by most of the top performing dealers and MPS providers throughout North America.

If salespeople are properly informed, equipped and incented to sell aftermarket color, the typical dealer will see 30 – 50% higher margins or more if they use extended yield color products. 

Tags: Sales strategies, zero landfill program, LMI Color Challenge, remanufactured cartridge, color printing, aftermarket color toner, color toner technology

Why are Remanufactured Toner Cartridges so Popular?

Posted by LMI Dealer Content Team on Tue, Nov 18, 2014 @ 11:09 AM

Remanufactured Toner

In business, timing is everything! If you’re a reseller of toner products there’s never been a better time to expand your offerings to include remanufactured toner cartridges.  The opportunities for managed print in SMB are plentiful, technology has made execution much easier and the new quality standards of remanufactured toner and printers has risen to and above OEM levels. Add that to a recovering economy where many companies are looking to reduce costs and their carbon footprint and you can see why adding remanufactured products can be the perfect business solution for you and your customers!

Here’s a few compelling reasons remanufactured toner cartridges have become so popular:

 Growth in Managed Print Services – Without a doubt,  the MPS market is growing. In fact a recent survey by the Photizo Group found that 72% of small to medium businesses currently have no MPS programs in place. That’s a lot of opportunity below the enterprise level. Grow new revenue streams with high-margin remanufactured mono and color toner in your MPS program!

• Quality of Remanufactured Toner Cartridges is No Longer an Issue – The resurgence of decentralized printing has created rapid growth of desktop printing; hence the huge demand for an affordable alternative to expensive OEM cartridges. For today’s end user, quality control and new levels of product technology have exponentially increased the quality of output remanufactured cartridges can deliver in monochrome and color.

• Use of Color has Skyrocketed – The appeal of color continues to be the preferred version of printed documents in business. To accommodate the growing demand, higher quality remanufactured color toner alternatives provide a very compelling reason (and much lower cost-per-page) for making more documents produced in color vs. black and white. Plus, when you can achieve longer color page yields in MPS programs and lower your cost per page by 40-50%, remanufactured color toner is now gaining the same acceptance that monochrome toner has at both the reseller and end user levels.

 Manufacturer Distribution Policy Changes - On November 1st, the industry’s biggest name in office printing put more stringent rules in place for dealers reselling their OEM toner products.  Other manufacturers are showing signs of “channel distribution rightsizing” and are likely to follow. This is a huge opportunity for toner resellers to protect your business with a strong remanufactured alternative. This will allow you to grow your margins and win new business from your competitors who are slower to add an aftermarket alternative before it’s too late!

• Huge Profit Margin in Mono and Especially Color – As the price (and margins) of hardware continue to decline, selling remanufactured toner cartridges offer resellers a great opportunity to recover high margins within their portfolio. With an average of 40-50% more gross profit compared to OEM consumables, you can offer your best customers a price break and still have plenty of margin to add to your own bottom line. That’s a win-win!

If you're currently selling OEM toner products, now may be the perfect time to learn more about remanufactured toner options and how other resellers are leveraging with LMI Solutions. With the opportunity of recurring profitability as BIG as it is, maybe now is the time to rethink your toner strategy for 2015?

Click to learn more about your potential as our partner with the 2014 LMI News!

LMI News!


Tags: printer toner, remanufactured cartridge, managed print services, color toner

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

Why Remanufactured Print Cartridges are the Superior Choice

Posted by Gary Willert on Tue, Apr 29, 2014 @ 11:09 AM

LMI Reman2

Every year more than 350 million printer cartridges end up in landfills worldwide. While we may never completely stop this flow of cartridges into our waste system, the remanufactured toner print cartridge offers a positive alternative to avoid this issue.  As many of us wait for the paperless office to arrive, the print consumables market continues to swell as a multi-billion dollar industry with annual worldwide revenues now exceeding $75 billion. Still only 15 % of toner revenue come from remanufactured cartridges.

With millions of new print cartridges produced every year, using a remanufactured toner print cartridge makes more sense than ever before. Technology advancements in both monochrome and color remanufactured cartridges now offer OEM quality and performance at a much lower cost. Better yet, for every remanufactured cartridge purchased, one less new cartridge needs to be produced.  That’s also one less cartridge in landfill while conserving the natural resources and energy needed to produce a new one.

Sustainability, Performance and Cost Saving Advantages

Awareness of sustainability in the workplace has been growing in recent years. As we all strive to make our offices greener, recycling needs to play a larger role in our day-to-day corporate culture. Most remanufactured cartridge manufacturers offer advanced collection and recycling programs. Depending on the cartridge, some offer R2 certified remanufacturing procedures that ensure maximum reuse of core components and zero landfill as a result. All while maintaining considerable savings over new OEM cartridges with the durability and reliability end users demand.

In fact, the average remanufactured toner print cartridge lasts longer and offers a higher page count per and lower price per page since they have up to 20% more toner than OEM cartridges. Longer yields provide better value and a smaller carbon footprint.

While many OEMs claim that non-OEM cartridges can damage your printer, there’s little chance that a toner or ink cartridge could ever affect your printer or fax machines functionality. If fact, many remanufacturers offer guarantees to repair any damage caused by a faulty cartridge; an offer they almost never have to honor!

Remanufactured Print Cartridges are a Wise Choice

Here are a some reasons why buying remanufactured cartridges is a wise choice;

  • Remanufactured print cartridges tend to cost 30 to 40% less than OEM cartridges and are capable of delivering better performance.
  • By buying a remanufactured cartridge you are supporting small businesses employing workers from local communities.
  • Remanufactured cartridges are good for the environment - they save limited landfill space, save natural resources, and reduce pollution.
  • Remanufactured cartridges save up to 1/2 gallon of oil for each new cartridge it replaces.
  • Reusing print and toner cartridges can save energy. It takes significantly less energy to remanufacture a cartridge than it does to make a new one. This not only reduces the use of natural resources, but also significantly reduces greenhouse gas emissions.
  • Unlike recyclable plastic water or shampoo bottles, the average cartridge contains three to four pounds of non-recyclable plastics. This material takes more than 1000 years to fully biodegrade in a landfill.

Remanufactured Cartridges are the Superior Choice

Remanufacturing is a superior choice both environmentally and economically.  Toner cartridges are difficult to recycle because they use several different types of plastic and need to be disassembled and sorted. In addition, they tend to be dirty with toner and contain non-plastic components that may not be easily recycled. In too many cases, these non-recyclable components are shipped to third world countries, incinerated, or sent directly to landfill. This is why so few companies are prepared to speak to the entire life cycle of their remanufactured print cartridges.

Educating yourself on which remanufactured toner print cartridge offer you and your customers the most value and the smallest environmental footprint is a worthwhile exercise.

Before you order your next OEM print cartridge, maybe now is the time to request remanufactured toner cartridges as the superior choice for your business and your customers!

Thinking Recycling? THINK LMI.

 zero landfill

Tags: LMI Solutions, green office practices, zero landfill program, remanufactured cartridge, print cartridge recycling

Remanufactured Printers – Why Use Them In Your MPS Program?

Posted by Gary Willert on Thu, Sep 06, 2012 @ 11:08 AM

Refurbished Printers- are they a fit for your MPS Program?

If you haven’t quoted an MPS deal that included remanufactured printers yet – you’re not alone. Talking to as many MPS providers as we do, it’s nice to be able to help you and your business get in on the latest shortcut to fleet profitability next to the explosive growth we’re seeing with our new Delta E aftermarket color toner series.

Before we get started with the information you need to know, here’s a common definition of what a remanufactured printer is:

“A remanufactured printer is a print device (normally laser) that has been restored to its original condition and performance capabilities. All necessary parts and components are repaired or replaced to “like new” standards before undergoing stringent testing and quality assurance checks. All customer facing panels are thoroughly cleaned or painted to offer the appearance of a “new” printer. Most remanufactured products are fully supported with a replacement guarantee to ensure satisfaction at the dealer and end user levels.”

Although the definition and quality of the remanufactured printers may vary, the benefits of including them within your MPS strategy remain consistent.

Here’s why many of North America’s top MPS providers have already jumped on the on the remanufactured printer band wagon!

  • The Environment – over 85% of printer components can be recycled and this can lead to a very compelling value proposition for sustainability driven prospects and tenders positioned as part of a “Greener Print Strategy”.
  • MPS Profitability – most of the top MPS providers in the country would agree a remanufactured printer (ex HP 4000 series) running an aftermarket cartridge like  Max-Life Cartridges could be the most profitable combination on the planet. Next time your prospect tells you that your cost per page is too high, remember what you just read here and give us the chance to help you win.
  • Full Warranty – your customers may ask for product warranties but normally that falls on your shoulders when you bill an all included cost per page in mono or color. The good news is that each of our remanufactured printers comes with a full warrantee so you and your customer are covered.
  • Parts & Service Availability – you know the aftermarket industry tries hard to keep up with the latest OEM product and consumable releases, but have you ever thought about your poor technicians? Perhaps the biggest benefit is the comfort level in knowing there are plenty of parts available on previously enjoyed models. Plus, you’re service personnel or 3rd party service providers tend to be very proficient working on many of the popular models now remanufactured. If you look into the remanufactured models we provide LMI dealers, you’ll quickly see that those problematic models that didn’t perform in the field didn’t make the cut for obvious reasons.
  • Consumable Selection – just like the vast availability of parts for remanufactured models, you should expect the same readiness when it comes to fulfilling consumable orders. No stock outs, no waiting for another boat to cross the ocean, no more apologizing to customers. From a toner manufacturer’s perspective, the HP 4000 Series continues to be the most demanded line of toner cartridges even though those models have long left the showroom floor.
  • Fleet Consistency – imagine a world where every printer your customer walks up to has the same user interface. The same paper access areas and the identical cartridge for them to store and you to ship. You get the picture? Less end user confusion, simplified inventory for them, and a whole lot less work for you. For those MPS clients who place a value on end user productivity, the opportunity to offer staff the same device at all locations can be extremely compelling.
  • Ink Jet Replacement – if you’ve sold managed print services for more than a month, you’ve already figured out that you need a replacement strategy to unhook those nasty ink jet printers form the arms of end users claiming they need their own device. One dealer told us if you filled the gas tank on your car with ink jet liquid toner it would cost over $30,000. Yes, that’s right there were four zeros in that number. So the question becomes, what will be your strategy to replace the next profit eating ink jet that shows up on your print assessment? With the new low cost of remanufactured, field proven laser printers, now you can afford to bundle in an upgrade and start enjoying the benefits listed above.

Did you know LMI now offers Remanufactured Printers? Yes, we admit this is a shameless plug at the end of such an informative blog, but why keep something so good for your MPS business a secret? Take a moment to familiarize yourself with our full line of performance guaranteed remanufactured printers.

Preview this video to learn about our line of top quality refurbished printers!

Do you have a blog topic you’d like us to comment on? Share it with us and we will reward you with 20% off your first order or our new DELTA-E Color Toner Series!


Tags: remanufactured printer, MPS, remanufactured cartridge, aftermarket printer, aftermarket color toner, aftermarket toner, refurbished printer