every industry changes jan de kesel, fm audit europe & inmap ltd
DESCRIPTION
Every Industry Changes Jan 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. 1987. Opportunity for Reman industry. - PowerPoint PPT PresentationTRANSCRIPT
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)