01732 759725
MPS
32
This is not the first time that the
UK’s largest dealer buying group has
dipped its toe into the MPS market,
twelve months ago, it teamed up
with ISN Partners to develop a
tailor-made printer control and
management solution designed for
office supplies organisations, IT
services providers and small dealers.
“Our initial offer provided a simple
entry-point to MPS, and that was
essentially because at that time we
couldn’t find the right solution that would
provide members with a true hands-off
approach,” Davies explained.
He added: “In the OP sector, dealers
are in the main relatively small businesses
where resourcing constraints mean that
running an MPS solution in-house is a big
ask, so what we did was provide the print
auditing software and break-fix elements,
enabling them to offer it to customers as
a complementary service, and to some
degree that was successful.”
Davies acknowledges that for many
resellers, it’s a significant leap to move
from a largely transactional-based business
model where the onus is on the end
customer to order supplies before they
run out to a managed service that makes
replenishment the dealers’ responsibility.
“You need a champion within the business
to own it, and that’s not always practical in
a small business,” he said.
Integra recognises that a system
whereby an external MPS provider
manages the contract, essentially building
a direct relationship with the resellers’
end customer, was not the right fit for its
members and so forged a relationship
with Centrex Print Services – a trade-only
organisation.
Exclusive relationship
“The relationship with Centrex is exclusive
to Integra,” Davies said, adding: “They are
a trade-only organisation with no interest
in winning business from end-users, which
makes it a really attractive proposition for
our members.”
Integra’s new and improved
MPS programme offers members a
comprehensive ‘white label’ solution.
“Centrex Print Services has over 90
service engineers across the UK and
Ireland and will work with our members
to offer comprehensive sales support,
they will conduct a print audit, as well as
provide support across deployment and
installation, as well as a full break-fix
service,” he said.
Davies stresses that as the MPS market
continues to grow, there has never been
a better time for members to get involved
to maximise their revenue opportunities.
“The new programme is designed to offer
members a competitively priced MPS
service, from entry-level printers through
to a full MPS solution. As MPS becomes
increasingly important in the office
products market, Integra members now
have an even greater opportunity to gain
new business and protect their existing
customer base. This low cost programme
will allow them to capitalise on the
PrintIT Reseller
spoke to Integra Business Solutions’ Commercial Director
Bob Davies, to find out more about the launch of an enhanced Managed Print
Solution that’s available exclusively to members
Integra further
strengthens MPS solution
opportunities MPS presents by enabling
them to own and manage their clients’
print requirements and offer a clear, fair
and competitive print solution.”
Centrex has invested heavily in the
infrastructure and competencies that make
entry into MPS simple. Underpinned by a
comprehensive range of printers, it offers
a complete end to end process allowing
members to maintain complete ownership
and determine which option is right for its
customers.
Davies added: “We have brought a
range of Samsung printers into the offer,
backed by the OEM and with the imminent
merger with HP, we see this further
strengthening the partnership down the
line.”
Centrex will visit end customers on
behalf of or with the dealer, install a
DCA and after a period of time, typically
a month, produce a detailed report that
highlights the benefits of switching to a
managed print service and the potential
savings.
Members’ customers will benefit from
significant savings on their print costs, full
predictability and visibility of print usage
together with automatic replacement of
consumables resulting in reduced waste
and improved carbon footprint. “But the
real value add for our members is that they
will retain the customer relationship,” he
said.
“The market is moving very fast
and managed services is very much de
rigeur today – we’ve seen members offer
Centrex has
invested
heavily in the
infrastructure
and
competencies
that make
entry into
MPS simple
