The "true automation" of the supply process (supplies & service) is the only way to be profitable in MPS.

1. BAD TIME IS OVER!
GOOD TIME FOR THE PRINTING
INDUSTRY
IT IS HERE TO STAY:
AUTO-FULFILLMENT

2. The printing business has today
new peculiarities
o
o
o
o
o
o
HW is not anymore the difference
No more loyalty to a specific brand
Diversified install base (average 3 brands)
Service bid vs hardware specs
HW Vendors vs Services Providers
Customer are asking for Service

3. MPS could be more than printers
management & its supplies…
o But ALWAYS includes it
o This service represents up to the 70% of
the cost
o It is the main RISK for the Provider due
to:
a) Service experience of the customer
b) Profit or loss for the Provider

4. Managing printers is not an easy
task…

5. Managing printers is not an easy
task…

6. Good news for the Aftermarket:
AUTO FULLFILMENT software
o
Auto fulfillment systems tracks the usage of the
cartridge and provides :
a)
b)
c)
d)
e)
o
o
When to ship to the customer
When the user should replace the cartridge
When & what consumable is ready for collection &
remanufacturing
Future needs: Who, When & How much
Quality (ISO…) & Performance control
System is independent to the printer HW
The yield defined by the Remanufacturer is
managed independently of the printer/copier

7. Knowledgeable Customer
o
o
o
o
o
Finally knows its printing costs
Knows the management costs
Takes the decision based on cost and
SERVICE
Have experienced the low/quality
cartridges: “never again!”
Quality & service are the keys

8. The new situation of printing
industry
o Manufacturers and Remanufacturers are
now in equal conditions face to face with the
customer to propose their best solution
o HW is not influencing
o Quality and Yield are both controlled by the
AUTO FULFILLMENT software.
o Independent to Manufacturers and
Remanufacturers

9. COSTS THE PROVIDER KNOWS
Consumables
Services
Devices
AUTO FULFILLMENT
benefits all the players
involved
COSTS HE THINKS HE CONTROL
Stock of supplies at the customer
Duplicated delivery of supplies
Toner wasted when cartridge is replaced
US $ 300,000
US $ 78,000
US $ 90,000
US $ 468,000
OTHER OVERCOSTS HE WILL REDUCE
Unneeded technical visits
30% of visits
Unnecessary customer calls
80% of calls
Collecting missing counters
Manual validation of orders
Billing effort
- 100%
-100%
-100%
*Assumptions: 1500 copiers; cost of a full set of supplies 300$; local stock of supplies at 67% of customers; duplicated deliveries 12% of
shipments; toner wasted when cartridge is replaced 15%.

10. Remanufacturers (HW & Supplies)
can change the game rules with the
AUTO FULLFILLMENT
o
o
o
o
o
Demonstrating the quality of their products
Demonstrating their supply & service capacity
Ensuring that any existing printing infrastructure
could be managed under a MPS model
Guaranteeing that a smooth and dynamic
infrastructure optimization is much more efficient
and cheaper that a periodically full replace of it.
Influencing the:
Customer “Service Experience”