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everything from MPS to office cleaning, to plumbing and electrical services.
We’ve spoken to many resellers who have lost business because of other
vendors coming in and offering MPS. Those dealers that look to expand and
those that have expanded into the managed services market will become
even more successful,” Davies stated.
MPS in practice
Such is the strength of this new expanded offer, Integra has tested it out
in-house. “Working with Centrex we conducted a full print audit at Integra
House, following which we rationalised our printer fleet and deployed a
much more fit-for-purpose solution,” he explained, adding: “The end result
was that we reduced the amount we were spending on print by £13,000
per annum.”
Prior to the formal rollout, Integra presented the strengthened MPS
solution to two members to guage their reaction and ‘test’ that the offer
fully met their needs. “Following that presentation one of our members Holt
Business Services sold it into one of their customers, making them officially
our first MPS client,” Davies said.
Marketing support
Integra members have access to a dedicated support page and campaign
area which will include sales collateral and promotional literature to help
promote its MPS programme.
The group has put together a comprehensive set of marketing collateral
and is providing unparalleled support for its members helping them to make
the move into MPS.
“I think one of the biggest issues is ensuring that you are talking to
the right person within a customer organisation and that you are asking
the right questions,” Davies explained. “So as part of the support we are
providing we have put together a crib sheet with all of the questions dealers
should be asking their customers.”
Other tools to support members to market the MPS offer to their
customers include a brochure which can be branded and which clearly
explains how it works and the end-user benefits. Integra has also designed
a series of ‘Did you know?’ flyers, this range can be used by all of its
members to proactively promote MPS to their customers.
“We also have a set of Samsung brochures detailing the product specs
and benefits as well as guidelines on pricing that they can push out to win
new business,” Davies added.
“We are putting a lot of support behind this. The programme is simple
and straightforward. We are taking any complexity out, making it easier
for our members to win in this area and we are confident that we are now
offering the solution our members need,” he said in conclusion.
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