How Are Dealers Using Remanufactured Printers?

Posted by Gary Willert on Wed, Oct 08, 2014 @ 10:00 AM

remanufactured printersLeveraging remanufactured printers as a part of your hardware strategy is a great way to achieve your full profit potential. Surprisingly a full 98% of imaging dealers are missing the boat on the affordability and sustainability advantages versus buying and installing new OEM hardware.

Whether it’s simply habit or lack of understanding, most dealers continue to lead with new printers that tend to cost up to 50% more than a comparable remanufactured device that comes with the same, or even better, performance guarantee. This begs the question:

Are your customers buying a printer or the pages the printer produces?

What many dealers seem to forget is that the minute they install a new printer, they have immediately cut into their post sales margins because the dealer and the end user is forced to pay a premium for OEM toner. This happens because there are no aftermarket supplies available for the first six months to a year after a new device is released. And for those of you looking at declining fleet margins, remember that your cost of toner typically makes up approximately 60% of a dealers cost per page.

Economic Reality = Opportunity

In today’s challenging economy, most customers are buying cost savings. From the feedback we received from a recent dealer roundtable, the adoption of remanufactured printers is now following the same acceptance curve we saw a decade ago in the remanufactured toner arena. And if we may politely nudge you at this point, look what’s happened there. Like toner, the quality of the product has come leaps and bounds and that’s exactly why LMI Solutions recently acquired Global Printer Services – the industry's undisputed leader in producing top quality monochrome and color devices.

Take a walk through the warehouse of the TOP 10 most profitable dealers in North America and you will find GPS printers in stock.  They, like you now, know that a GPS printer looks like a brand new printer and comes with the same warranty, or better, than new.

Here are 5 ways smart dealers are using remanufactured printers right now:

1.  Winning Cost Conscious Customers – The savings of going with a remanufactured device can be as much as 67% per page over a normal 36 month term when combined with an LMI high yield cartridge.

2.  Service Hot Swaps – Dealers have an inventory of remanufactured printers ready to swap when a customer’s device goes down. This keeps the customer operational and allows the tech time to diagnose and fix the problem back in their service area and not in the customer’s office. Win – win.

3.  Fleet Profitability – New software allows dealers to identify printers that are expensive to operate or repair. By the time you send a technician out to fix a 7 year old printer with new parts, you may as well have just replaced it with a remanufactured device. By installing a remanufactured unit the customer sees tremendous value, and as a dealer you can protect your profitability.

4.  Device Standardization – Rather than customers using different devices that require a mix of print drivers, consumables and service issues, dealers can install remanufactured devices and allow the customer and the service team to become more efficient with one standard make or model. This makes it easier for customers, streamlines inventory needs and reduces technician headaches.

5.  It’s Greener! – Customers are now demanding sustainability. With 80% of a printer capable of being recycled it’s a compelling green alternative to buying new. Think of how green your new value proposition could be when you combine remanufactured printers with remanufactured toner and our exclusive Zero Landfill cartridge recycling services.

Of course there are endless ways you can leverage the quality, affordability and sustainability advantages of adding remanufactured printers to your hardware or managed print strategy. The question becomes, if you believe your customers are really buying pages and not printers, how long should you wait to educate yourself on the industry's latest breakthrough that delivers sustainable profitability on new and existing fleets.

If you’re currently one of the 98% not yet selling remanufactured printers, maybe now is the time to turn the tables on your competition with a greener print strategy that helps your customers save money and the environment.

To learn more, click below for our new report on “The Common Myths vs. Realities of Remanufactured Printers.”

myths vs realities

Tags: toner cartridge recycling, LMI Solutions, save money on printing, aftermarket toner, remanufactured printers

How Can a Corporate Print Policy Help Support Your MPS Program?

Posted by Gary Willert on Mon, Nov 26, 2012 @ 10:30 AM

How Can a Corporate Print Policy Help Support Your MPS Program

Although it’s often talked about, and to our knowledge even the so called industry experts have yet to land on a definition for the term - "Corporate Print Policy". So we thought we’d save you the MPS consulting fees and share what we’ve come up with at LMI. In layman terms, we think “a corporate print policy is an agreed upon set of guidelines that define the desired office printing behaviors to be shared by all people within an organization”.

Does this make sense to you? Despite how obvious the need is for any organization to have one, too few do. In fact if you simply use the Gartner findings that suggest that up to 90% of companies don’t know how many printers they have or how much they are spending on print – you could make the case that only 10% have any idea of what’s going on when it comes to office printing. So assisting your MPS customers with a print policy may be an easy value add to separate your MPS offering from your competitors and make it easier for your client to achieve the business outcomes they expect from your managed print services program.  

Without a formal office printing policy in place or without an adequate approach to enforcing or monitoring office printing, we have heard some of the following comments from various individuals in organizations on far too many occasions…

“Go ahead and print as much as you’d like…”

 “Print in color whenever you want…”

 “Two sided printing is just for tree huggers…”

“I do all my personal copying after hours…”

“Don’t worry; nobody’s monitoring what you print…” 

Have you heard any of these in your office? With these attitudes all too common in enterprises large and small, your customers may benefit from guidelines to help change these attitudes and help put a stop to some of this thinking and their associated abuses in their offices? Here’s a stat one of our people overheard at the recent MPS World Expo in Las Vegas this summer. 

The moment people know someone is monitoring their office printing activities; their personal print volume immediately drops by 10%”

Even if that stat was only 50% accurate, think of the value a simple corporate print policy could add to your MPS program and your customers business. 

If you are looking to design a corporate print policy with your MPS prospects and customers, here are some questions it should answer:

1.  Who has Access to Which Print Device(s)?

Defining this can help coral the majority of print volumes to larger, more cost effective devices and deter people from walking to their printer of choice instead of the one closest to them.

2.  How Many Prints Can Each Person or Department Make?

Once you start to place restrictions on volume, people tend to think twice about alternatives to printing. This saves money, paper, and energy. 

3.  Who Has Access to Color Output?

Not everybody in an organization needs to print in color so why leave the door open for them to do so. Most color printers cost 4 – 20 times more to print in color than in black and white! 

4.  What Are The Print Driver Defaults?

Setting up print drivers to automate the desired choice of output can be the easiest way to make an immediate impact. Popular defaults deployed in most MPS programs include duplexing (printing on two sides of the paper) to save paper and printing in black and white vs. color to save money.  

5.  What is The Procurement Procedure?

Walk into any big box store and you can buy desktop printer for less than $100. Now we both know the cartridges may cost you more when you run out of gas but that $100 price tag can sure make it tempting to use petty cash and avoid the hassle of formal approval. This is why all printer and consumable purchases should be controlled to avoid random additions to the print environment. 

6.  What is The Service Policy?

Printers break down and they need to be fixed fast because we depend on them. So when printer service is required, there should be a defined path of resolution preferably with an approved service provider to leverage accountability and cost control. 

7.  What is The Recycling Policy?

Ask any business leader and they will tell you that they would love their organization to be a zero landfill operation. In addition to cost savings, the sustainability benefits  of a properly managed print environment continue to rank among the most compelling reasons most executives endorse an MPS program.

Do you have a print policy that is working well for you and your MPS customers? If so, we would love to hear about it!

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

Jumpstart MPS sales

Tags: print rules, save money on printing, corporate print policy, reduce print volume