EMS Copiers Approach to Managed Print Services

1. EMS MANAGED PRINT SERVICES
A Different Approach
25th June 2014

2. WHAT IS MANAGED PRINT SERVICES?
• The managed print services definition is broad, but the end result is simple:
gaining visibility and control of your printing, which helps you save money
and boost productivity. Managed print also helps you improve
environmental sustainability and document security.

3. DID YOU KNOW?
• On average 1-3% of revenue is spent
on document output annually.
• It is estimated 60% of IT service calls are
print output related.
• The potential for savings is up to 30%
by managing your print fleet.
• The actual purchase of devices is only
a fraction (5-10%) of the total cost of
ownership. Supplies and maintenance
is where the majority of the costs are
hidden (90-95%).
• Toner is the single, greatest cover cost
over the life of your printer, ranking higher
than maintenance and the initial cost of
the hardware.
Many businesses have no idea how many printers they have, how much time is spent keeping them, and
more importantly, the real cost involved to keep them running.
Regardless of the nature of the business or size of the company Managed Print Services is essential to
save money, time and resources – a must in today’s competitive market place.
Implement
Manage
Consult

4. THREE STEPS OF THE EMS MANAGED PRINT SOLUTION
Consult
Analysing the business situation and
advising in order to find an optimal
solution for the business and improve
workflows
• Print Audits, mapping and user
interviews are used to establish existing
print assets, patterns and print volumes.
(This will be key to identify the three tier
costs, What they print & when)
• Detailed analysis of needed and
recommended print services to best
optimise your business process
requirements.
• Designing the print fleet that fits
concrete business needs with
visualisation on the basis of actual floor
plans or locations where possible.
• Measure energy consumption and
carbon footprint
Implement
More than just installing a new print
solution, we offer change
management, to the extend required
by the customer. This process
includes;
• An organised and controlled
process from start to finish, with
regular reporting on progress.
• Technical consulting and support
during any test periods.
• Tailor-made training for key users
and internal support staff.
• Customised instructions
Manage
After initial testing and the
establishment of the new print
infrastructure, EMS offer a tailored
portfolio of services to run and
manage the fleet.
• Regular management reports to
review and search for further
improvements and optimisation.
• Continuous supervision of all
networked and locally detached
devices with online access to status
information, performance indicators
and reports.
• Pro-active service through our
remote system for automatic delivery
of consumables and other
notifications associated with the
devices.

5. WHAT’S THE BENEFIT FOR US AS COPIER SALES GUYS
• Firstly, we need to change the mentality because once we grasp MPS then we are not
typical copier sales executives anymore. We need to become much more than that to
stand out from the crowd & differentiate ourselves from 85% of the sales guys out there.
• IBS, Danwood, Bryan S Ryan, Sharptext, & EMS(to date) all focus on the copier sale &
have been quite successful over the years in doing so.
• But what if you can now open previously closed doors & areas previously not looked at
which will enable you to increase the profit in each deal?
• By focusing on the MPS solution you can “sneak” into current competitor sites & become
the main supplier without the current incumbent knowing anything is happening.
• Leave the copiers that are under lease with the competitor & we focus on the printers &
areas which nobody else has highlighted.
• We can maximise the full profit of each deal by looking at all the areas of a clients
business including all there print output devices, how there working, scanning, faxing,
what they print, when they print, how they print etc.
• The more questions we ask the more information we get which will allow us to increase
the clients current printing costs & the Total Cost of Ownership

6. TOTAL COST OF OWNERSHIP
• By "printing," we mean the total cost of managing and optimizing our clients printers,
their output, and the people and processes that support these devices.
This includes: Pages produced by office workers, mobile workers and production
print operations
• Office desktop printers, multifunction printers, copiers, scanners, fax machines and
high-volume printers
• Materials sent out for quick printing, offset printing, mailing and distribution
• IT help desk support, technical service, maintenance, and add, move and change
requests
• Ink, toner and other supplies and consumables
• Add up the costs of "printing" and it accounts for a large chunk — as much as 15% of
a business’s annual spending. Through a proper managed print service, they can
outsource print management to us and cut there costs by as much as 30%.
• The larger Total cost of ownership we can provide, the more
profit we can make.

7. BEN CONNOLLY
Questions?