Every Industry ChangesJan De Kesel, FM Audit Europe & InMap Ltd

Every Industry Changes

courtesy of

Every Industry Changes

courtesy of

Every Industry Changes

courtesy of

So is ours

courtesy of

危机

危机= crisis/danger +

OPPORTUNITY

Opportunity for Reman industry

1987

Crisis :High supply prices

for new laser printers

=

2004 the next crisis

2004 the next crisis

A dealer tells us he wants to sell pages instead of supplies because customers don’t believe him when he says he can deliver quality

=Give me a system so I can prove to my customer what his problem is and how I will solve it with the

necessary means of control for him

Opportunity : Cost control and tracking systems = CPP

Customers and Resellers want to cut cost further and control environment

Who lost customers to competitors who deliver “everything under contract” ?

99 % of you ?

Who sells CPP contracts ?

Who has these contracts fully automated ?

(billing & deliveries)

?? % ?

?? % ?

Who is selling MPS, full service, including some software with it – and

has a fleet management system ?

?? % ?

THE PROBLEM

From transaction model – selling

the cartridge

toTHE SOLUTION

To Solution type selling

From Box moving (+ maybe

maintenance contract)

to Full Consulting by delivering

CURRENT/PROPOSED SITUATIONS

EVERYBODY IS GETTING INTO YOUR

SPACE !

Change in the print and consumables industry in the last 10 years

Different players collide in the same accounts

VARS + Printer Resellers

Independent Copier Resellers

Aftermarket sales channels for

toners, supplies and repairs

MSP’s : Managed Service

Providers (IT)

OEM direct Sales- Organisations

From Co-Existing in Accounts to Colliding

TCO (Total Cost of Ownership): ApproachBEFORE NOWBOXES TCO /

pagesMACHINES AND TONERS MPS : Managed Print Services

Existing DemandCurrent budgetPre-defined purchasing process

Salespeople create demand after an analysis NO BudgetNO PRE-DEFINED PURCHASE PROCESSDe

Vra

ag

Purchasing, IT, Facilities management

CFOCIO

Cont

act

Customer request, I need : …Financial Sales. Initiative for analysis Ty

pe

Most sellers see print management as a way to bill their customers per page. And most of them are scared of billing in a cost per page format because they have trouble understanding how they can make money at it.

Taking Action

A lot of services and added value activities are now becoming available.

It moves the responsibility from a low level, maybe not so organized situation at the customers site

Towards the reseller

PROBLEMMPS makes it more challenging for the dealer channel

BUT HOW ?

• Detect the opportunities in your dealer channel

• Which end-user this fits best

LEARN HOW TO

Projection : MPS market will grow from € 20.5 Billion in 2012 to € 34 Billion in Western Europe by 2015

OPPORTUNITYMPS for End Users and Resellers

MPS Market Growth (EMEA)

MPS Market Heat Map (EMEA)