How to Use DCA's to Generate Cross Selling Opportunities

Created: June 14th 2019 By: Keith McKerley

Subscribe to Clover Blog

CIG-June-DCA Cross Selling-Blog

Clients look for a dealer who manages print services because they want to have better control of their print environment. Dealers face some obstacles when it comes to providing that control, though, if they don’t have the right tools in their toolbox like data collection agents. It’s a feature that benefits both the client and the dealer. Proper data collection is also the key to finding other revenues in sales.

What is a Data Collection Agent?

As the name suggests, data collection agents are software able to collect data from networked print devices. At one glance, the dealer can tell intricate details of the print environment and the print devices, such as:

  • Maintenance needs
  • Consumable status such as toner
  • Paper usage
  • Page counts
  • Cost-per-copy
  • Device status

Analytical data and remote monitoring are gold mines for dealers looking for ways to expand and optimize their sale program. With a data collection agent, you have all the details necessary at your fingertips to create new sales avenues.

Device Service

Remote monitoring via the data collection agent allows you to tell when a device goes down or is not working at peak. This information puts you ahead of the game. With access to your client’s print network, you can monitor devices and impress clients with a call to alert them of a problem and offer to send a technician to fix it.

Auto Toner Replenishment

A data collection agent provides a full view of all the print devices, so the client no longer has to worry about toner replacement. Once you notice that printers are down because they lack toner, you can use that information to sign the client up with the auto toner replenishment service. No more printers left offline because the client is waiting for a new toner shipment or simply has not noticed that the toner cartridge is empty.

Suggest an Upgrade

The data collection agent will monitor the performance of each machine, so you know when the client will benefit from an upgrade. It gives you time to collect all the personal details necessary to sell the new machine including analysis data to prove why it is time to consider a replacement.

Sell New Features

Monitoring also tells you when a client can benefit from a new feature you offer. If you provide varying levels of managed print services, it could be that your client might be willing to sign up for one that offers features they could use. The data collection agent allows you to do an analysis of their print options and offer customized plans based on the data analysis.

For example, Clover Imaging Group offers the PrintReleaf service that individualizes the paper footprint each client leaves behind. PrintReleaf is patented technology that tracks a clients paper consumption to figure out how many trees are harvested to meet it. To compensate in an environmentally satisfying way, PrintReleaf guarantees to reforest that same number of trees as an offset.

Through PrintReleaf clients can replant a tree for every 8,333 sheets of standard letter paper used. It’s an innovative way for them to reduce their environmental impact. It also offers clients a marketing tool that shows their customers that they care about sustainability and keeping the earth healthy.

The PrintReleaf program integrates with Clover Imaging Group’s Axess Managed Print Services to offer dealers a great way to show they care about both their clients and their planet. With the PrintReleaf services, Clover Imaging Group adds one more way for dealers to prove to their clients that their customer service can beat anything the competition throws their way.

Clover Imaging Group has been providing innovative services to dealers for decades like PrintReleaf. Today, they make environmental sustainability the crux of their operation because they understand the importance of a safe and healthy plant.

Contact Clover Imaging Group to learn more about data collection and their groundbreaking PrintReleaf program.How to Use DCA's to Generate Cross Selling Opportunities

Author: Keith McKerley

Keith McKerley is a Senior Vice President of Sales for Clover Imaging Group, the market leader in providing independent resellers with premium replacement imaging supplies, best-in-class managed print services, and innovative recycling programs. McKerley is part of the team managing sales and business development in the Mid-Market segment.

Subscribe to Clover Blog

Information
Close
Information
Close
Information
Close
 
Close

 
Close

INFORMATION
Close

Are you sure you want to logout?

INFORMATION
Close

Press OK to switch region to Clover Imaging Group

Multiple choices
Close

This item is available for outright sale or exchange purchase.
Please choose below.

Retrieve account data
Close
To retrieve your login data, enter your email:
 
Please wait...
Loader
Information

Thank you for your interest in Clover! Due to the robust functionality on our website, we can only support the most current web browsers. We recommend upgrading your browser to the latest version of Internet Explorer, Google Chrome or Mozilla Firefox.

Information

Your session will expire in 5 minute(s).


Information

Your session has expired. You will now be redirected back to the home page.


Error retrieving data
Close
Thank you
Close
Video
Close
Video
Close
Video
Close
Video
Close
Web Tutorial
Close
Upload logo
Close

Allowed format: .jpg, .png, .bmp; Max:1024x768px; Min:590x307px.

Shipping Information ()

Close
INFORMATION
Close

Your document is being created. Please wait until the download initiates.


Terms and Conditions
Close
Shipping Address List View all addresses
Close
Click on the address to select it
Add new Ship-To address
Close
* Required Field
How it works?
Close

Click the green button "Create New User"

Fill out the form fields for your new user. Select which permissions your new user should have and assign a username and password. Click Save. You will receive an e-mail confirming the new user has been set up successfully. Follow this procedure to set up each new user.

After you have created a new user, the new user will receive an automated email with their new user name and password. They will be given instructions on how to change their password if they would like to choose their own. However, as an administrator, you will always have access to delete/edit users, view their profile information (including their password) and change their permissions.

If you need to edit a user, there are links beside each user to edit or delete the user’s profile.

If you delete a user, the user will now appear on the Deleted Users Page and you can Re-Activate at any time if you need to do so.

Clover Video
Close
Information
Close

Upload Terms and Conditions
Close

Allowed format: .pdf; Max file size: 5MB.

Upload Customer Logo
Close

Allowed format: .jpg, .jpeg, .png, .bmp; Max file size: 5MB.

Resubmit Historical Usage File
Close

Allowed Formats: .xls, .xlsx; Max file size: 5MB.

Warning 
Close

Please note that this is a bid item that's part of the Silver Bullet program. Make sure that you have been approved to ship Silver Bullet items to this customer prior to placing an order. If this customer has not been approved, the order will be cancelled. Thank you.

Warning 
Close

Please note that at least one of selected items is a bid item that's part of the Silver Bullet program. Make sure that you have been approved to ship Silver Bullet items to this customer prior to placing an order. If this customer has not been approved, the order will be cancelled. Thank you.

Warning
Close