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August 31, 2008
Sell Hardware Sophistication, Flexibility
A good tech-refresh sales strategy can mean new sales of faster and more-sophisticated printers or multifunction products. But as solution providers promote the benefits of latest technologies, they’d be wise to sell more than just the faster speeds and feeds of today’s hardware.
That’s the advice of Robin Wessel, director of product marketing, desktop products, for Xerox. For example, the extensive capabilities for finishing and stapling that now come standard with some printers and MFPs can augment sales strategies that promote in-house color printing as an alternative to commercial print shops. “Our solution partners are finding a lot of success today” with the lower-cost in-house printing message for brochures and other collateral, he says.
“The cost savings are real, especially for small runs,” he adds. “Companies may be looking at 50 cents a page from their local instant-print store. The same job is pennies per page with an in-house device.”
Just as importantly, in-house printing resources allow end users to print only as many copies as they need, versus having to pay for minimum print runs. And finally, end users can make slight changes to each brochure to customize it for individual clients to demonstrate a commitment to customer service for each account, Wessel says.
Posted by ajoch at August 31, 2008 04:40 PM
