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

Ink Jet Printers: Don't be Deceived by the Low Purchase Price

Posted by Gary Willert on Thu, Oct 25, 2012 @ 10:10 AM

ink jet printersWith more and more businesses turning to managed print services to help control printing costs, some very interesting trends are coming to light. As the price of printing technology has dropped in recent years, many companies have turned to personal ink jet printers as a solution to their printing needs. While the cost to purchase factor can be a powerful lure, in the long run, inkjet printers can be a major source of hidden expenses to your company’s bottom line.

Let’s take a brief look at some of the pros and cons of ink jet technology.

The Lure of Ink Jet Printers

Most business people are initially attracted to ink jet technology for several simple reasons:

• Low entry price. A good ink jet printer can be purchased for as little as $99 dollars.

• Ink jet printers are very easy to set up and easy to use.

• While the quality is not as high as with laser printers, it is sufficient for most office applications.

• Personal color printing is another attractive feature offered by ink jet technology.

Because ink jet printers have a small footprint and use less space, employees can have a printer on their desk. This can be a great convenience and even work to boost productivity. Since ink jet printers are generally connected directly to individual computers and not usually accessed via your network, there is also the benefit of added security. 

What you Don’t Know Can Cost You

On the surface, ink jet technology looks like a cost effective solution to most company's print needs. But if you look at the actual costs involved, it can be eye opening. Many business owners are shocked to learn that a black and color ink jet cartridge in many models can actually cost more than the printer! It’s a classic "razor and razor blade" model of high cost consumables. Replacing your ink cartridges can get very costly. Multiply this cost by the number of printers in your office and you begin to understand the effect this can have on your bottom line.

In the industry toner is commonly referred to as “black gold”.  Ink jet cartridges are expensive and have terribly low yields which translates to very high operating costs. Statistics have shown that the ink in your printer is among the world’s most expensive liquids. One ounce of HP ink, used in an ink jet printer, costs an amazing $62 per ounce! Compare this to Chanel Number 5 perfume at $23 per ounce or Dom Perignon Champagne at a reasonably affordable price of only $4.62 per ounce and you can see how unnecessary printing can impact your bottom line.

What Can You Do To Control Costs?

While it’s always better to research and understand operating costs before you purchase, there are solutions you can employ to help reign in your print costs. Simple systems can be put in place to help monitor your companies print usage. By keeping track of your employee printer usage with print logs, you can begin to monitor your print costs.  Centralization of office supply purchases can also be beneficial to your bottom line. But developing and implementing these systems can take valuable time away from your primary goal of building your business.

An even smarter business solution is to call in an expert. Managed print service company's specialize in analyzing your companies print needs, usage and costs. By hiring an MPS company to come onsite and provide a low cost assessment, you can begin to control spending in areas you didn’t know existed.  As an MPS professional, you can work with customers to analyze and address their print environment, and set up easy to manage systems to track usage and expenses. In these difficult economic times, doesn’t it make sense to control your expenses? Eliminate expensive and toner chugging ink jet printers during your MPS assessments and grow your business!

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Tags: total cost of ownership, MPS, black and white toner, color toner, control print costs, ink jet printers