Selecting the Right Managed Print Services Solution - Part Sixteen

This series discusses some of the key factors in selecting the right MPS solution for your organization. As an independent, time is precious. Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it. Hopefully, the questions we are posing help you in this process.



The goal of this series is to present a list of potential requirements you would have for a complete MPS solution. Some of the items on this list may not pertain to you at the start, but you should still consider them when evaluating and selecting the right solution. As we near the end of the series, our next item on the list is:

How detailed is the reporting?

Next in Managed Print Services Movie Series Uploaded to YouTube

The next movie in Miracom Network's Business Solutions Series has been uploaded to YouTube.

Managing Obsolete Toner Inventory discusses the reality in business today:  Print devices have a finite life and will at some point be retired.  This often results in obsolete toner inventory that, in most cases, cannot be returned to the vendor and must be written off.  How is the organization dealing with obsolete inventory?  Is anyone policing this area of the business?  More importantly, is their existing vendor or service provider managing the process for them?

How does the Business Solution Series promote an independent managed print service initiative?  First, it highlights the fact that as an independent, you aren't tied to a specific toner source.  You can provide the best option for your customer.  It also positions you as the expert when it comes to their print needs.

Selecting the Right Managed Print Services Solution - Part Fifteen

This series discusses some of the key factors in selecting the right MPS solution for your organization. As an independent, time is precious. Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it. Hopefully, the questions we are posing help you in this process.



The goal of this series is to present a list of potential requirements you would have for a complete MPS solution. Some of the items on this list may not pertain to you at the start, but you should still consider them when evaluating and selecting the right solution. Our next item on the list is:

Is it a scalable solution, both in terms of managing print environments and the costs associated with using it?

Latest Managed Print Services Movie Uploaded to YouTube

The next movie in Miracom Network's Business Solutions Series has been uploaded to YouTube.

OEM Versus Compatible Toners tackles an extremely important issue in Managed Print Services.  What are the factors for a customer in deciding whether to use OEM or compatible toners for their environment?  If OEM is selected, is it because of some perception of higher quality?  Does the additional cost equate to better performance or higher yields?  How do they monitor and evaluate toner yields to ensure they are achieving better results?  Do they have the tools?  Does their current toner supplier?

How does the Business Solution Series promote an independent managed print service initiative?  First, it highlights the fact that as an independent, you aren't tied to a specific toner source.  You can provide the best option for your customer.  It also positions you as the expert when it comes to their print needs.

Selecting the Right Managed Print Services Solution - Part Fourteen

This series discusses some of the key factors in selecting the right MPS solution for your organization. As an independent, time is precious. Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it. Hopefully, the questions we are posing help you in this process.



The goal of this series is to present a list of potential requirements you would have for a complete MPS solution. Some of the items on this list may not pertain to you at the start, but you should still consider them when evaluating and selecting the right solution. Our next item on the list is:

Do you have the choice on who services your account?

Selecting the Right Managed Print Services Solution - Part Thirteen

This series discusses some of the key factors in selecting the right MPS solution for your organization. As an independent, time is precious. Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it. Hopefully, the questions we are posing help you in this process.



The goal of this series is to present a list of potential requirements you would have for a complete MPS solution. Some of the items on this list may not pertain to you at the start, but you should still consider them when evaluating and selecting the right solution. Our next item on the list is:

Do you have the choice on who services your account?

Selecting the Right Managed Print Services Solution - Part Twelve

This series discusses some of the key factors in selecting the right MPS solution for your organization. As an independent, time is precious. Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it. Hopefully, the questions we are posing help you in this process.



The goal of this series is to present a list of potential requirements you would have for a complete MPS solution. Some of the items on this list may not pertain to you at the start, but you should still consider them when evaluating and selecting the right solution. Our next item on the list is:

Do you have a service directory that you can tap into?

Rethink Your Definition of Managed Print Services

 I was recently speaking with the owner of a service company who had been signed up with our application for a while but had not generated much activity.  This is an organization that has been providing toner supplies and traditional printer repair for 10 plus years.  They have a good customer base and are located in a fairly large market with potential new customers all around.  And yet he has been unable to secure many new accounts because, "companies in our area aren't interested in managed print."

Here's the problem:  The companies in his area are probably interested in a managed print services program but their definition of MPS is different from his.  If you are having the same problem, it might be time to take a step back and rethink what MPS means.

Selecting the Right Managed Print Services Solution - Part Eleven

This series discusses some of the key factors in selecting the right MPS solution for your organization.  As an independent, time is precious.  Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it.  Hopefully, the questions we are posing help you in this process.

The goal of this series is to present a list of potential requirements you would have for a complete MPS solution.  Some of the items on this list may not pertain to you at the start, but you should still consider them when evaluating and selecting the right solution.  Our next item on the list is:


Will you need to leverage third party service companies?

Make Your Voice Heard! Vote in Our First Managed Print Services Poll.

Our Managed Print & the Power of the Independent blog has been up and running for several months now.  Our main emphasis is supporting the local dealer, providing strategies and support to develop, implement and managed a successful MPS solution. Now, we'd like to hear from you.  Please take a minute to participate in our first poll.  We'd love to hear about your challenges and obstacles so that we can provide the tools to help you be successful in your market.  Don't see your answer?  Then write in your vote!




We'll share the results in a subsequent blog and try to give you the tools, techniques and strategies to overcome them.

Selecting the Right Managed Print Services Solution - Part Ten

This series discusses some of the key factors in selecting the right MPS solution for your organization.  As an independent, time is precious.  Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it.  Hopefully, the questions we are posing help you in this process.

The goal of this series is to present a list of potential requirements you would have for a complete MPS solution.  Some of the items on this list may not pertain to you at the start, but you should still consider them when evaluating and selecting the right solution.  Our next item on the list is:


How does the solution deal with local devices?

Next Managed Print Services Movie Uploaded to YouTube

The next movie in Miracom Network's Business Solutions Series has been uploaded to YouTube.

Proactive Device Management highlights the inefficiencies that exist in most companies' process of managing their print devices and offers a solution through the implementation of a managed print services application.

How does the Business Solution Series promote an independent managed print service initiative?  First, it highlights the fact that as an independent, you aren't tied to a specific toner source.  You can provide the best option for your customer.  It also positions you as the expert when it comes to their print needs.

Selecting the Right Managed Print Services Solution - Part Nine

This series discusses some of the key factors in selecting the right MPS solution for your organization.  As an independent, time is precious.  Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it.  Hopefully, the questions we are posing help you in this process.

In the last post, we discussed the need for a ticketing system imbedded into your MPS solution. Hopefully, you agree with me that the answer is, "Absolutely yes!"  Maybe you just want e-mail notification of supply and service alerts.  Today, let's expand on this point a bit:


Are the alerts customizable?

New Managed Print Services Movie Uploaded to YouTube

The next movie in Miracom Network's Business Solutions Series has been uploaded to YouTube.

How to Determine Toner Quality discusses the importance of understanding first what an acceptable yield is and then how to know if the toners being supplied by your vendor are meeting your standards.

How does the Business Solution Series promote an independent managed print service initiative?  First, it highlights the fact that as an independent, you aren't tied to a specific toner source.  You can provide the best option for your customer.  It also positions you as the expert when it comes to their print needs.

Implementation Steps For A Managed Print Services CPP Pilot Program.

For many customers, moving forward with any business solution requires considerable research, and is often met with hesitation. This is the best time to offer up the concept of moving forward with a “Pilot Program.” We have found that a 90‐day “Pilot Program” is a valuable approach to building a long‐term print management partnership. First, it affords your customer or prospect the opportunity to implement the program with minimal financial exposure or contractual commitment. Second, it allows them to evaluate and experience all aspects, as well as the overall efficiencies of your Managed Print Services Solution - a “Try before you buy!” opportunity.

Selecting the Right Managed Print Services Solution - Part Eight

This series discusses some of the key factors in selecting the right MPS solution for your organization.  As an independent, time is precious.  Having fewer resources than national service organizations and the OEM's, you need to quickly assess your options, make your selection and implement it.  Hopefully, the questions we are posing help you in this process.

In previous posts, we have discussed many important factors, including what DCA to use, training options and how much are you willing to invest in getting started and training. Our next factor is:


Do you need a built-in ticketing system to track device alerts?

Miracom Network President Publishes Article in Leading Managed Print Services Periodical

Eddie Lederer, President of Miracom Network, recently published an article in Photizo Group's publication MPS Monthly.  Part of the Market Intelligence Package, this newsletter offers insights, strategies and information related to structuring and managing a successful MPS offering.

Eddie's article, titled "Transitioning a Traditional Printer Company Into a Hybrid Dealer", details the success of an independent toner and service provider that over the course of a few years, grew into a strong hybrid dealer; offering not only toner replenishment and service but a full blown MPS solution for his customers. By progressing at a pace that was comfortable for him, he gained confidence to expand his business beyond both his historical capabilities and internal geographic reach. The key was having a MPS solution that could meet him where he was while providing the tools to grow, as he became more confident. For independent dealers, it is vital to select a solution that, along with data, provides the necessary guidance to become a successful hybrid dealer.

A leading source of MPS information, Photizo Group offers a variety of tools to assist the MPS provider.  To learn more, please visit their online store or their corporate site.

What Should be Included and/or Excluded From a Managed Print Services Agreement?

This is a great question and one that we get asked a lot. The answer is simple; what will it take to get the deal; what is the customer looking for and how can you move the engagement forward with the minimal objections. So the answer really depends on the circumstances. We are seeing all kinds of proposals being put forth on cost per device (CPD) programs. Each are varied in their approach. Some seek to offer all parts and labor bundled into cartridge purchases, but will then exclude accessory items such as sheet feeder and scanner repairs, for example. Other CPD programs set a fixed monthly fee for parts and labor with only toner being excluded from the CPD rate. Some use a “kill trees” model and offer all toner needed at a fixed monthly fee, excluding all repair labor and/or parts. Under a cost per page (CPP) model, you also have the flexibility to offer a toner only CPP program or a service only CPP program. This may come into play where the customer is currently under a toner or maintenance contract but is looking to engage your services for all the benefits of remote management, asset tracking, over and under utilization, right sizing, and full reporting capabilities.

That being said, under a CPP, it’s much more common to see toner, service, parts and labor included under the program. Exclusions are typically tied to accessories, add‐ons, jet direct cards, and employee neglect. Many CPP programs will even factor in a technology refresh program by charging a slightly higher per page rate and then phasing in either refurbished or new equipment over the life of the agreement. This is a very effective way to demonstrate that under a managed Print Services program, your customer will never need to purchase any additional equipment (except for expansion) in support of their current print environment.

When Engaging On A Managed Print Services Program, Is It Better To Install The DCA Before Equipment Tagging?

Typically it will make a lot more sense to first install your DCA (Data Collection Agent) prior to any equipment tagging. This will give you a much clearer picture of the number of devices and locations, serial numbers, etc., and you’ll be in a better position to go to the customer facility and appropriately tag and inspect the devices to be covered.

Are you installing software DCA or a network appliance based DCA (hardware DCA solution); much of that depends on the security concerns of the end-user IT department. Provide options and flexibility that meets customer needs and expectations.

Obviously, if the engagement process requires an inspection of the existing equipment prior to moving forward, first installing your DCA may not be an option; but I would certainly be pushing hard for this. When possible, make that part of your engagement process. Ask for the DCA installation to:

1- Immediately provide them with data on number of devices, device locations, usage, and current service needs

2- Allow you to perform the initial equipment inspection and evaluation more efficiently.

Get your DCA installed as quickly as you can in the sales cycle. Once installed, you’ll be in a much better position to demonstrate your value. Make it real and meaningful; highlight your capabilities early in the process. Once they see value in your solution, they will be more likely to implement at some level.

When Would You Implement A Managed Print Services Pilot Program?

For many customers, moving forward with any business solution requires considerable research, and is often met with hesitation. This is the best time to offer up the concept of moving forward with a “Pilot Program.” We have found that a 90‐day “Pilot Program” is a valuable approach to building a long‐term print management partnership. First, it affords your customer or prospect the opportunity to implement the program with minimal financial exposure or contractual commitment. Second, it allows them to evaluate and experience all aspects, as well as the overall efficiencies of your Managed Print Services Solution ‐ a “Try before you buy!” opportunity.

Getting Started:

At the commencement of a “Pilot Program”, all parties will determine which print devices are to be included. An inspection of the print devices and the tagging of those devices should be the next step in order to identify the physical locations and condition of all equipment that will be included in the program. The installation of a DCA is an important step in automating the process and demonstrating the value of your solution. Then, for 90‐days, your customer/prospect will be able to experience the benefits of your Print Management solution. Feel free to contact me directly (214-292- 2940) to discuss this approach in greater detail.