Bolster Revenue With New Supplies Sales

Getting a steady stream of new supplies business can be great for cash flow and for opening up opportunities for additional printer and IT business. But with so many big box office supply stores out there, how can a print VAR or MSP stand out?

SPI Innovations, in Freeland, Mich., uses Xerox eConcierge™,  which gives smaller companies an easy way to sign up for automated supplies replenishments without taking the plunge into full managed print services. The replenishment tool also offers an industry exclusive for qualifying customers— free extended service coverage on all Xerox products covered under the program, averaging about $320 per printer, per year.

The service provider doesn’t limit discussions about Xerox eConcierge only to this select client base. The company continues to lead with Xerox PagePack whenever it meets with a prospect about managed print services. But if that approach isn’t working initially, SPI then switches to Xerox eConcierge to ease the customer into the concept of print services.

“Xerox eConcierge provides a springboard platform that could lead into PagePack at some time in the future,” says Bill Loiacano, CEO of SPI Innovations.

“Some companies just aren’t ready yet for PagePack,” he adds. “And if they like the idea of [Xerox eConcierge] we can maybe move them to a PagePack agreement later on, and they will have a better understanding of a managed print program. It’s a way to get them accustomed to how a managed print program would look.”

What’s your “Plan B” for prospects that don’t realize they’re ready for managed print services?