LMI BLOG

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

3 Scary Office Printing Realities

Posted by Gary Willert on Tue, Oct 28, 2014 @ 04:35 PM

halloween (1)Halloween is here so it’s the perfect time to highlight three of the most frightful office printing realities that many companies face. Many of your clients and potential customers are probably already aware of some of these scary facts—each one stemming from the fact that most offices don’t have effective print rules in place.

A good Managed Print Solution could solve these printing issues, but without one in place, many companies face the scary realization that:

1.    Every time someone hits “print”- they make a buying decision

2.    17 % of printed pages are never used – avoidable waste

3.    Up to 80 % of print cartridges go into the trash - more landfill

Let’s start by investigating the first frightful reality.

End users make a buying decision every time they press print
Unless your customers are managing their print environment, it’s likely they have no idea how much they’re printing or spending on a daily or monthly basis. So every time someone in their company hits the print button, that person is essentially making a buying decision between a penny to a dollar a page depending on the coverage in monochrome or color.

“Not having a print management program in place is like having a gas pump in your employee parking lot and hoping that people adhere to the honor system and only take what they are supposed to.”

17% of printed pages are never used
YIKES – that’s a lot of unnecessary waste, expense and trees! Having print rules in place can eliminate this frightful fact by ensuring that only certain types of documents can be printed. With a managed print program, your clients would be able to establish greener print rules and digital strategies to eliminate avoidable waste in their office. 

60-80% of used print cartridges go directly into trashcans
This is a scary fact for your clients and for our planet, too. Instead of being properly recycled, between 60 and 80% of print cartridges get put in the trash can and are sent directly to landfill sites. Once there, it can take over 1000 years for a print cartridge to fully decompose. As an alternative, why not offer your customers our complimentary Zero Landfill Recycling services?

Managed Print Services - help your clients avoid these scary realities
As a managed print provider, you can provide a much needed managed print program that will help your customers eliminate all three of these wasteful and costly truths. Watching what you print and how much you are spending on office printing is simply smart business. Recycling used cartridges instead of just throwing them out is the right thing to do. If you think about it, there’s no trick to it, the right managed print solution can make office printing a real treat for your customers!

Ask us about eliminating these scary office printing realities for your customers with our turn key approach to growing your business and your profits with a managed print program you can brand your own!

Thinking MPS? THINK LMI.

 zero landfill

Tags: green office practices, zero landfill program, managed print sales, managed print services, office printing

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

How GREEN is Your Managed Print Program?

Posted by Gary Willert on Thu, Apr 10, 2014 @ 01:42 PM

 green

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.

 zero landfill

Tags: LMI Solutions, print cartridge, green office practices, zero landfill program, managed print services

Do You Know Where Your Used Cartridges Are Going?

Posted by Gary Willert on Wed, Jul 17, 2013 @ 12:59 PM

What happens to your recycled print cartridges?

In the last 90 days, we have had the opportunity to present our new ZERO LANDFILL Cartridge Recycling Program to hundreds of dealers at some of the industries most recognized MPS conferences.

At each event we asked MPS providers this basic question;

Do you know what happens to the used print cartridges that are removed from your customer’s office as part of your recycling program?

SURVEY RESULTS:

417 – MPS Dealers did not know

3 – MPS Dealers could articulate what happens

The shocking reality we found is that nobody really seems to know.

If you’re like many of our MPS dealers who promote our complimentary toner cartridge return programs, or the sustainability attributes of an LMI remanufactured monochrome or color toner cartridge over an OEM cartridge, we think you and your reps may want to be prepared to explain your cartridge recycling program in more detail. In fact since we raised the topic, many of our dealers are telling us that more and more of their MPS prospects are starting to request definitive information on the vendors recycling practices within their RFPs as they shortlist potential managed print vendors.

If you are questioning if your sales representatives may soon be asked to explain your cartridge recycling program in more detail, Google the term “Managed Print Services Request For Proposal” in your area and look at some of the questions being asked to measure a vendors ability to align with the organizations sustainability objectives. A low cost per impression may win some MPS deals but combining a fair price with a strong recycling program may provide you with that “Unique MPS Selling Proposition” you’re looking for to separate yourself from competition.  This will help you win more pages under contract to build that recurring revenue and stickiness you want from your MPS business.

As you may know, we recently launched our turn key ZERO LANDFILL cartridge recycling program for LMI dealers supported by the industries first ZERO LANDFILL SALES KIT . The purpose is to provide our LMI dealers and their sales reps with compelling prospecting tools featuring industry statistics, client presentations, and a branded video for your website to clearly articulate what a true Zero Landfill recycling program includes and how it could benefit an MPS prospect.

So the question is - Do you think your salespeople are prepared to answer the question above?

We think we can help if you don’t.

Please share your comments and questions about toner cartridge recycling with us!

 

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

Jumpstart MPS sales

Tags: toner cartridge recycling, zero landfill program, MPS provider, print cartridge recycling, toner cartridges

Print Cartridge Recycling: Stats and Facts

Posted by Gary Willert on Thu, May 23, 2013 @ 12:23 PM

stats&Facts

If you missed our ZERO LANDFILL presentations at three of the managed print industries' most recent MPS conferences including the Photizo Transform Event, the ITEX Show, or the Executive Connection Summit with our Technology United partners, here are some of the shocking print cartridge recycling stats and facts we discussed.

· 70% of toner cartridges are placed directly into trash containers and are not recycled

You know this happens all too often in offices every day. Your MPS program can stop this type of unnecessary waste with proper employee awareness and the implementation of a formal cartridge recycling program.

· It takes over 1000 years for a print cartridge to fully decompose in a landfill site

Think about how many generations this type of discretionary landfill will affect. By implementing a ZERO LANDFILL program with your customers today, you can make a very positive impact by recycling 100% of cartridge components.

· Burning, exporting, and landfill are unfortunately common outcomes of most cartridge recycling programs

Have you ever wondered what happens to those undesirable, cracked or broken print cartridges that can’t be remanufactured or recycled into consumer products? The sad reality is that the vast majority of those cartridges and their components are incinerated which creates air pollution, shipped overseas which places our burden on somebody else, or the unwanted components end up in domestic landfill sites where it can take centuries to decompose.

Unfortunately, not all print cartridges and cartridge components are recycled into park benches, picture frames or other items. This is why LMI Solutions is leading the way with our ZERO LANDFILL print cartridge recycling programs and the launch of our new ZERO LANDFILL SALES KIT for LMI dealers.

Here is a video our MPS dealers now display on their websites to explain what we call “THE UNTOLD TRUTH ABOUT PRINT CARTRIDGE RECYCLING”.

At the MPS conferences above, we asked over 400 MPS providers if they really explain the what, where and how of their current cartridge recycling program – the survey results were shocking.

417 MPS providers were surveyed. None of them said they were 100% comfortable articulating what exactly happens to the used cartridges that leave their customer's office.

Maybe this is an opportunity for you? An opportunity to make your MPS value proposition greener and help you differentiate your MPS program from your local competitors and add some more green to your bottom line.

Do you have a question or comment about recycling practices for monochrome or color print cartridges in your managed print program? Please let us know so we can help!

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

Jumpstart MPS sales

Tags: print cartridge, green office practices, zero landfill program, managed print services, print cartridge recycling