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MPS
44
Integra enhances customer stickiness with new MPS offering
Integra launches
enhanced managed
print solution
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
first-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 non-
print 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.
Service proposals
The ISN Partners tool also provides
knowledge of a customer’s estate. With
this information, ISN can identify accounts
that might benefit 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.”
Integra’s
managed
print solution
is fully
scalable
