managed print services readying your team ppt 2003 2007

Managed Print Services Readying Your Team

Fred BergerPresidentDocument Technology Solutions Consultingwww.documenttechnologysolutions.com

“Partnering with Dealers to Reach the Next

Level”

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Agenda

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DTS Consulting

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Key Industry Trends

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Active management of the organizationsentire hard copy fleet, document processes,and hardcopy strategy. This is more than justa financial / CPC arrangement. It typically(but not always) includes outsourcing thismanagement and support to an externalvendor.

Photizo Group

Defining MPS

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Key Industry Trends

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Our customers are looking to partner with vendors who can meet their changing demands

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Changing Landscape of Solution Providers

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Benefits for Your Customers

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Benefits for Your Customers

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The 10 Steps to Successfully Sell MPS

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MPS Target Market

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Setting the appointment for on-site visit

• Always have a script for your telemarketing call– For customers– For prospects

• Script should be based on Document Management, not selling a copier

• Goal is to set the appointment to discuss Document Management and perform an assessment

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Selling the value of the on-site visit and benefits of MPS

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Perform Assessment

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Perform Assessment

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Perform Assessment

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Determine the type of assessment to be presented (Apparent vs. Actual)

After you have completed the on-site assessment you will need to determine what approach you will use in creating the Analysis for the prospect.

• Option 1: Complete TCO Analysis– Actual cost basis, or complete TCO means all expenses are accounted

for; not just the ones that had a check written.• Option 2: Apparent Spend

– Apparent cost is the amount of money spent, not the actual Total Cost of Operation.

You want to focus on option 1 because it gives the client the most correct comparison for MPS.

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Create the Assessment Report

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Create the ProposalA quality proposal should include the following:

• Assessment Report – Cover page – add the customers logo for a personal touch– Index– Signed brochure page– Signed non disclosure– Signed Commitment letter

• The signed documents from your previous meetings are a very important step. The customer needs to be reminded of their commitment and the buy in they had throughout the process. This is the final step of the closing process and you cannot lose them this far in the process.

– Executive summary– Floor plan– Device summary report– Device detail report– Meter report

• Managed Print Services Proposal– Cover page– Index– Company info– Benefits– Case studies– Current vs. proposed– Floor plan– Statement of work– Contract

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Consensus Meeting

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Closing Call

Do not attempt to close unless:

• Prospect agrees to the Total Assessment cost and cost per page• Prospect sees the value in your product• You have met the cost reduction numbers you stated in the

commitment you stated in selling the value of the on site visit and benefits of MPS

Continue the discussion when above criteria is metYou now have earned the right to ask for the order

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Overcoming Objections

At this point there should be no objections

If there are you need to work through them.

Some suggest including a performance out clause.*

*I am not in total agreement with that

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Readying Your Service Team

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Service Technician Training

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Service Technical Support

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Parts Planning

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Remote Monitoring Software

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Remote Servicing Software

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Summary

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Next Steps

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Questions ?

For More Information Contact:

Fred BergerPresident

Document Technology Solutions Consulting, Inc.727-403-3936 ©

Fberger@documenttechnologysolutions.comDocument Technology Solutions Consulting

www.documenttechnologysolutions.com

“Partnering with Dealers to Reach the Next Level”

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