MPS providers looking to differentiate their solution know that toner box labeling improves the customer experience. SYNNEX recently expanded its labeling capabilities making it easier and more cost effective for dealers to offer this service.
I sat down with Bob Evans from SYNNEX’s PRINTsolv division to discuss why dealers label, how solutions providers should approach launching MPS, and what SYNNEX’s value proposition looks like in the managed print industry today.
Jennings Tinsley: What is toner box labeling and why do some end users value this service?
Bob Evans: Toner routing labeling helps close the loop on getting the toner to the correct printer. Having SYNNEX drop ship your toners directly to end-user saves time and money vs a reseller delivering themselves. However, in the drop ship MPS model, the end-user typically does not have any specific advance knowledge of toner arriving at the receiving dock. While SYNNEX has always included routing information on the packing slip, there are times that the packing slip is separated from the toner box. By having the routing instructions on the toner, the end-user can easily determine which printer that specific toner is for.
JT: How does SYNNEX support dealers who need to offer their customers a labeling solution?
BE: Adding routing labels to your supplies order is simple. Whether you send PO’s manually, through XML/EDI, or automated ordering through PRINTsolv, our system collects the routing instructions and prints them on a sticker at the warehouse before shipment. Since this is a value added service, there is a small fee per label. You can check out our labeling flyer or contact your SYNNEX account manager for more information: SYNNEX Routing Label Solution July 2017
JT: Managed Print Services is expected to grow by 5% annually through 2021 (according to IDC). What does SYNNEX’s MPS value proposition look like today?
BE: SYNNEX offers all of the software, services and expertise to get your MPS solution off the ground. SYNNEX’s PRINTSolv solution enables resellers to deliver automated toner replenishment or a full MPS solution. Our integration with HP programs, means that dealers can leverage the best possible HP OEM pricing for each contract situation. Our PRINTSolv Dashboard software provides an efficient platform to manage multiple contracts. Access to the Dashboard can be given to end-users, so they can see their usage patterns, track toner shipments, and when devices are estimated to need the next toner.
JT: What advice can you give VARs and Office Product Dealers exploring MPS as a possible new offering?
BE: Take advantage of the tools and services that SYNNEX offers to help you build an MPS or auto toner replenishment offering. Use the 10+ years of expertise that PRINTSolv brings to the table to enable your value added services to stand out relative to your competitors. Assign an MPS champion that should be sales focused to build your contract portfolio. Once you are working with a customer in a contractual relationship, you can use the PRINTSolv tools to help you uncover additional revenue opportunities. As example, you will be able to compare high operating cost printers and show your customer how they will save by replacing those machines with lower operating cost models.