One of the more interesting products I saw at the BTA Grand Slam event in Baltimore was the ESP/SurgeX Remote Portal. I’m going to use this paragraph from the recent press release:
“The remote portal is designed to provide remote access to ESP/SurgeX diagnostic devices from anywhere at any time, via a Web browser.
“Compatible with new ESP/SurgeX power protection and diagnostic intelligence installations, the Remote Portal enables service teams to access power diagnostics remotely and brings added IP accessibility to the ESP/SurgeX power protection portfolio. As the first IP power diagnostics communications tool in the imaging industry, this innovative device enables technicians to remotely view the history of power quality events, monitor live data, reboot/recycle power, and diagnose power disturbances via a Web browser”.
Okay, I get it. Over the years I’ve seen many issues that the customer thought was our copiers but turned out to be power. In the customer’s eyes, they’ll always blame the machine and not the power. Plain and simple you had to prove it to them. Which mean multiple tech trips, the installation of the power monitor, and the de-installation. All of this costs money. Oh, yes and what about the downtime for the customer?
Remote Portal
The ability to monitor the history of power events through a Web browser is a tool that we need to add to our proposals. This is another one of those differentiators or lock out benefits that make you and your dealership stand above the rest. How about with a major account RFP, what’s going to make you different besides price and who wants to travel down that road? Add value to make separate yourself from the others.
I even thought the ESP/SurgeX Remote Portal would be a great after sale for the customer. Don’t sell it to them, but rent it to them as a monthly or quarterly billing for the maintenance agreement. Is $19.95 or $14.95 per month to much to ask? I don’t think so. Of course you’ll need to sell the value and the benefits to the customer. Thinking a little more about this and it could be an addition profit center for your Managed Service plan for PC’s and servers.
Thus what would be the benefits to the end user?
- Virtually ZERO down time to troubleshoot a power-related event
- Greatly reduce the chance of damaged hardware
- Downtime on the MFP causes workflow delays thus can directly impact revenue
In a recent thread on the Print4Pay Hotel forums I did read that there are some dealers adding power management to differentiate themselves. Thus, we can be smarter than the average bear.
Need more info? Go here and download the brochure or better yet call ESP at (800) 645.9721 and tell them the Print4Pay Hotel sent you.
Good selling!
