Integra enhances customer stickiness with new MPS offering
Continued growth in the managed print services market and its impact on printer and EOS sales in the traditional OP dealer channel have created renewed interest in MPS solutions in this sector, with many office products dealers reshaping their offering to include print services and solutions.
In response to this demand, Integra Office Solutions, the UK’s largest dealer buying group, has launched an updated Managed Print offering based on a tailor-made printer control and management solution developed by ISN Partners for office supplies organisations, IT services providers and small dealers. The service, which provides a simple entry-point to MPS, is delivered in collaboration with Centrex Services.
Two years ago, Integra launched its fist-stage MPS solution, partnering with FM Audit Europe and InMap Ltd to develop a roadmap that would enable dealers to establish an effective MPS programme. This gave Integra members access to a comprehensive programme, including FM Audit and InMap software tools, designed to help them move away from a transactional sales approach to a solutions-based model.
The new solution will enable dealers that are still wholly focussed on unit sales and securing additional revenue from EOS to tap into a competitively priced MPS service, offering everything from entry-level print monitoring to full MPS. For nonprint specialist dealers that already offer print and copy devices on a click model, it provides a seamless transition to a fully managed service.
Hayden Van Der Knaap-Smith of ISN Partners said: “What we are doing is providing [office supplies dealers] with the ability to compete in the MPS marketplace without needing to allocate dedicated in-house resource.”
By delivering its print management and auditing software as a service, ISN enables dealers to retain ownership of each account and capture and lock in their customer base.
Integra’s managed print solution is flexible and scalable – ranging from the ability to manage consumables better to a consultancy-led, walk-in and take over approach – and has a simple front end sales tool that enables members to present the details of a print audit in a clear and effective way.
Software installed across a dealer’s customer base, charged for on a low-cost per device basis, automatically alerts the dealer when consumables run out, enabling them to fulfil those orders and capture incremental revenue from other devices in the fleet.
The ISN Partners tool also provides knowledge of a customer’s estate. With this information, ISN can identify accounts that might benefi from device servicing and provide dealers with an audit report and cost per page proposal. All the dealer then has to do is add margin and present the proposal to its client. The Integra member retains ownership of the client relationship and ISN Partners provides all the service and break/fix for the fleet.
The service can also help dealers optimise and improve customers’ fleets by providing insight into which devices should be replaced, how they could be better optimised and how individual customers could further enhance their estate. In this way, dealers can add value and actively compete within the MPS space.
Van Der Knapp-Smith said: “We offer a complete end-to-end process, including full software integration coupled with the engineering capability to offer a seven-day onsite service, whilst allowing the vendor to maintain complete ownership of the end customer. We believe this separates our model from the competition and allows Integra members to keep their existing end user relationships.”
Integra Commercial Director Bob Davies said: “This is something Integra has been working on for quite some time. It was important for us to provide a low-cost solution that enables members to own and manage their clients’ print requirements and not simply pass their customers over to a third party.”