Basic HTML Version
01732 759725
managed print services
26 Print.IT Reseller
Balreed manages the account and the
dealer receives an introductory fee and
margin share.
Balreed expects its ImageFLEX MPS to
be very popular with Spicers resellers and
their customers. “With ImageFLEX clients
benefit from the UK’s most pro-active MPS
support combined with a uniquely flexible
agreement that allows them to produce
the images they need, on the devices they
choose,” explained Downey.
“The needs of an organisation can
change dramatically throughout the
duration of a contract and ImageFLEX
allows customers to change their printing
behaviour in response,” said Downey.
“Instead of being billed per copy, they are
billed per unit (where a mono page in 1 unit
and a colour one 7 units), meaning that an
organisation printing predominantly in mono
can reap the reward.”
Dealers know that they have to do more
to add value and MPS is still a novel idea.
“The biggest hurdle is that a managed print
service is a very different sale altogether.
Unlike the quick pace of the office products
business, a typical MPS sale can take months
to complete,” said Ball. “With Sprintwise
we’ve come up with a no-cost solution
that’s available to all supporting dealers
so that they can offer the service with
confidence.”
...Continued
[Spicers MPS Solution]
How does it work?
“Our standard customer offering is MPS,”
explained Downey. “Whether the fleet
contains one, 100 or 1,000 devices, we
provide a scalable, fully managed service
experience. Every client receives the same
pro-active care and management of their
print technology.”
Balreed MPS specialists will, in
collaboration with a Spicers reseller, visit a
customer to conduct a thorough review of
the print infrastructure. Once the assessment
is complete, the team will design a best in
class solution which is then fully managed
throughout the contract term.
“Delivering
MPS requires
a very
different
mindset and
investment
from the
dealer...”
Integra, the UK’s largest dealer buying
group, is also supporting members
who are looking to deliver managed
print services.
Integra offers first stage solution
At its Celebrate National Conference in
November, Jan De Kesel, Managing Director
of FM Audit Europe and InMap Ltd,
outlined a roadmap for dealers to establish
an effective MPS programme
Integra members have access to a
comprehensive programme that includes
FM Audit and InMap software tools to help
them move away from a transactional-
based sales approach to a solutions-based
model.
“Delivering MPS requires a very
different mindset and investment from the
dealer,” said Integra’s Commercial Director,
Bob Davies. “Many members are already
providing print and copy devices on a click
model and for them the move towards a
managed print service isn’t such a great
leap; but others are at the stage where
they want to simply test the water.
“By offering print management
software and supporting them in their
expansion plans, we’re paving the way for
them to get started and providing them
with a cost effective way to deliver a slicker
service,” he said.
Managed business service
Alan Miller, Managing Director of
Kilmarnock-based Active Office, is
wholly committed to embracing MPS.
The firm has invested heavily in its IT
infrastructure and software tools which,
once fully installed and up and running,
will deliver a sophisticated way for
Active Office to pro-actively manage its
customer base and deliver what Miller
describes as a managed business service.
“Our business is quite diverse: we’ve
supplied metered printers and copiers for
over 20 years and we also supply digital
print, IT support, web design and digital
consultancy services, furniture, stationery
and EOS,” he said. “We’re getting
smarter in how we go to market and are
working to unify our distinct business
divisions to capture a greater share of
customer spend by offering a one-stop-
shop that will cover all of their office
requirements including managed print.”
www.integra-office.co.uk
www.activeoffice.co.uk
Dealers need
to invest in
someone
who can
work with
the software
and
manage the
reporting...
Service-driven solution
MPS is a technology and service-driven
solution that should be delivered by a
specialist provider with the expertise to
provide a full end-to-end service. “It quickly
became clear to us that in order to support
our dealers, we needed a robust technology
partner with the infrastructure and
experience to deliver,” said Ball.
“Balreed was the obvious choice, they
offered the most comprehensive solution,
including remote monitoring, servicing of the
equipment, fleet management, consolidated
billing and comprehensive management
reporting that we needed to formalise and
get our Sprintwise MPS offering up and
running,” said Ball.
“We are delighted that Spicers chose
Balreed as its partner of choice;” said
Gary Downey, Balreed Marketing Director.
“The management team were particularly
impressed with the knowledge and expertise
of our staff and the level of professional care
we provide to our clients. This gave them
the confidence to appoint us as a partner
and we are looking forward to working
pro-actively with their dealers, helping them
to defend and secure existing customers as
well as win new business.”