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How to Build Out Your Managed Print Service Business

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The managed print service (MPS) market is constantly changing.

Although it’s certainly growing as more and more businesses come around to the benefits of MPS, that doesn’t necessarily equal more customers for your company.

In order to take advantage of this industry’s growth, you need to understand how to start selling MPS in order to build out your business.

Building Out Your MPS Business by Taking Advantage of 4 Opportunities

Selling managed print services shouldn’t be difficult when you consider how easy they make it for companies to use the equipment and supplies they require on a daily basis.

Still, if you’re interested in building out your MPS business and significantly expanding your market share, the four areas below represent the greatest opportunities at the moment.

1. Print Service Apps
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The easiest way to determine how you can provide potential clients with value-adds is by looking at how your company is different from the competition. They already know what your competitors offer. How can you stand out from the rest?

One option that’s becoming increasingly popular is with a mobile app that complements your printing services.

For example, at Clover Imaging Group, we offer the Axess MPS Tablet App. As the name suggests, it’s designed to support Axess MPS offerings and comes with mobile mapping and customized marketing materials.

Our dealers can use the mapping feature to upload floor plans, then add devices in proposed places, and move them around to help their clients consider other placements.

When their client has found a configuration they like, our dealer can use the app in concert with our Axess MPS Total Cost of Ownership (TCO) tool to figure out what they’ll need in their budget.

Dealers also enjoy other features like marketing videos and other materials, security documents, how-to guides, and more.

As all of these are accessible to them right from their tablet, they are never without the tools they need for selling managed print services to potential clients.

2. Target Niche Managed Print Service Markets

Every market has their own unique printing needs and related costs, so one easy way of building out your MPS business is by focusing on one of these, specifically. Over time, you can add more to your offerings. For the moment, though, pick just one and work to understand it better than any of your competitors.

Architecture, engineering, and construction (AEC) are common choices. These companies do a lot of printing, so they value anyone who can help them keep track of their volume and related costs. Most businesses in this industry need small- and wide-format printing and must be able to do it offsite.

If you understand these needs and can meet them, you won’t lack for clients.

Here are some other common markets for managed print services:

  • Manufacturing
  • Legal
  • Government
  • Financial
  • Enterprise
  • Education

Of course, you should also consider potential markets that aren’t on that list. Managed print services are finding homes in more and more industries. If you discover one that isn’t already full of your competitors, you’ll have a goldmine.

3. Specialize in Improving Workflow Productivity

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Don’t make the mistake of thinking that managed print services are just about selling clients equipment and supplies. There’s a lot more to it than that.

You also want to become proficient at recommending ways your clients can improve their overall workflow productivity.

For example, you can specialize in organizing equipment for the offices of medium-sized businesses. With an app like the kind we mentioned earlier, you’ll have no problem applying this expertise on location and proving to potential clients how your expertise will benefit them.

4. Pursue Opportunities in Healthcare

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Once industry we left out earlier deserves its own attention.

Many channel partners are pursuing healthcare companies because they are perfect fits for one another.

Healthcare organizations need just about every kind of device and all the toner, ink, and other supplies that go with them. Most of them do massive amounts of printing every month, as well. As such, they are always looking for ways to reduce their printing costs.

Best of all, the healthcare industry represents countless niches, so there is still plenty of room for those who are committed to building out their managed print services.

How to Start Selling MPS

Selling managed print services (MPS) shouldn’t be difficult. The benefits of MPS are very real. They provide clients with the equipment and supplies they need on a regular basis without requiring them to dedicate resources to monitoring either.

You now also know about three proven opportunities for building out your MPS business. While the market for MPS will continue to grow, don’t hesitate to take advantage of the aforementioned areas. Those companies that are quickest to react will soon enjoy the compounding effect on their market share.  

Author: Aldo Spensieri - SVP Axess Professional Services

Aldo Spensieri is a proven success leader, analyzes the market and maps the strategy from vision to execution for outstanding revenues. Truly understands the value in the vision - engaging teams to embrace new services, products, and technologies. Knows that ‘delivering happiness’ is the reason that customers buy and remain loyal. Uncovers new channels and identifies new products or enhancements, capturing opportunities in innovative approaches notably in the managed print services industry. Championed highly innovative remote print management solutions (MPSs) that eliminated costs for dealers and their customer. Superior communication talent enhanced by fluency in English, French, and Italian, along with performing business in the global marketplace.

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