{"id":5569,"date":"2013-08-01T09:40:35","date_gmt":"2013-08-01T13:40:35","guid":{"rendered":"http:\/\/www.theweekinimaging.com\/?p=5569"},"modified":"2013-08-01T09:42:40","modified_gmt":"2013-08-01T13:42:40","slug":"mixed-mps-messages-part-1","status":"publish","type":"post","link":"https:\/\/www.enxmag.com\/twii\/feature-articles\/2013\/08\/mixed-mps-messages-part-1\/","title":{"rendered":"Mixed MPS Messages Part 1"},"content":{"rendered":"

\"nopuking\"<\/a>This is the first in an ongoing series looking at what dealers across the country are experiencing in the MPS market and their strategies for marketing or not marketing MPS.<\/p>\n

\u201cI hate the word MPS, it makes me want to vomit.\u201d<\/p>\n

If we\u2019re going to start somewhere with this series, those words from Reed Melnick of Nevill Imaging Solutions based in Dallas, Texas, and now part of the Kyocera Document Solutions America, are as good a place as any.<\/p>\n

\u201cWe\u2019re definitely taking over and are better at managing people\u2019s fleets with our systems because it\u2019s so much more cost effective,\u201d adds Melnick.<\/p>\n

Unlike some of his other direct competitors.<\/p>\n

\u201cThe biggest thing I\u2019ve seen that\u2019s a little questionable [with other] manufacturer\u2019s direct operations\u2019 go-to-market strategies is that they\u2019re starting to market the consumer [office superstore-grade] products to customers. Global Xerox is placing printers you should be getting at Office Depot and trying to get the customers to perceive it as a true commercial printer even thought the cost per page is so much higher and longevity isn\u2019t there.\u201d<\/p>\n

He\u2019s seeing other manufacturers do it too. And the customer is confused when someone else comes in trying to sell them a 35-ppm A4 device that\u2019s three times the price of the office superstore model designed for home use.<\/p>\n

Like others in the industry, Melnick has seen the number of competitors offering MPS go through the roof. \u201cEveryone is offering it, but 85-90 percent of them don\u2019t have the backend tools to handle it,\u201d he opines. \u201cThey\u2019re thinking, if everybody else is doing it, I can too even if I don\u2019t know how because they\u2019re just as dumb as I am. I had an account that wanted us to service their MFPs (not Kyocera) under a total solution contract, and wanted us to do it for some ungodly low cost because other people were doing it for that. As great as our company and people are we could never do a good job so we didn\u2019t take it on. They had units that had been discontinued for six or seven years and people were telling them they could service them, but nobody could do a good job [at the prices they were quoting]. We see that coming up a lot.\u201d<\/p>\n

Has being acquired last year by Kyocera changed Nevill\u2019s approach to MPS?<\/p>\n

\u201cIf I didn\u2019t have the Kyocera printers I probably would not be in that business,\u201d states Melnick. \u201cIf I went back and looked at the last 215 case studies on the value of changing out printers, not as much as taking over the service on the printers, but revaluating through the customer relationship, the cost per page and all, I truly believe that\u2019s the best solution out there for the customer. Again, with the low cost of ownership of the Kyocera products, that\u2019s how you can get that done. The other part is you really have to have the good clean strategy on the backend to maintain these things right.\u201d<\/p>\n

 <\/p>\n","protected":false},"excerpt":{"rendered":"

This is the first in an ongoing series looking at what dealers across the country are experiencing in the MPS market and their strategies for marketing or not marketing MPS. \u201cI hate the word MPS, it makes me want to vomit.\u201d If we\u2019re going to start somewhere with this series, those words from Reed Melnick of Nevill Imaging Solutions based in Dallas, Texas, and now part of the Kyocera Document Solutions America, are as good a place as any. \u201cWe\u2019re definitely taking over and are better at managing people\u2019s fleets with our systems because it\u2019s so much more cost effective,\u201d adds Melnick. Unlike some of his other direct competitors. \u201cThe biggest thing I\u2019ve seen that\u2019s a little questionable [with other] manufacturer\u2019s direct operations\u2019 go-to-market strategies is that they\u2019re starting to market the consumer [office superstore-grade] products to customers. Global Xerox is placing printers you should be getting at Office Depot and trying to get the customers to perceive it as a true commercial printer even thought the cost per page is so much higher and longevity isn\u2019t there.\u201d He\u2019s seeing other manufacturers do it too. And the customer is confused when someone else comes in trying to sell them a 35-ppm A4 device that\u2019s three times the price of the office superstore model designed for home use. Like others in the industry, Melnick has seen the number of competitors offering MPS go through the roof. \u201cEveryone is offering it, but 85-90 percent of them don\u2019t have the backend tools to handle it,\u201d he opines. \u201cThey\u2019re thinking, if everybody else is doing it, I can too even if I don\u2019t know how because they\u2019re just as dumb as I am. I had an account that wanted us to service their MFPs (not Kyocera) under a total solution contract, and wanted us to do it for some ungodly low cost because other people were doing it for that. As great as our company and people are we could never do a good job so we didn\u2019t take it on. They had units that had been discontinued for six or seven years and people were telling them they could service them, but nobody could do a good job [at the prices they were quoting]. We see that coming up a lot.\u201d Has being acquired last year by Kyocera changed Nevill\u2019s approach to MPS? \u201cIf I didn\u2019t have the Kyocera printers I probably would not be in that business,\u201d states Melnick. \u201cIf I went back and looked at the last 215 case studies on the value of changing out printers, not as much as taking over the service on the printers, but revaluating through the customer relationship, the cost per page and all, I truly believe that\u2019s the best solution out there for the customer. Again, with the low cost of ownership of the Kyocera products, that\u2019s how you can get that done. The other part is you really have to have the good clean strategy on the backend to maintain these things right.\u201d  <\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":[],"categories":[82],"tags":[664,707,706],"_links":{"self":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5569"}],"collection":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/comments?post=5569"}],"version-history":[{"count":5,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5569\/revisions"}],"predecessor-version":[{"id":5574,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/posts\/5569\/revisions\/5574"}],"wp:attachment":[{"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/media?parent=5569"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/categories?post=5569"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.enxmag.com\/twii\/wp-json\/wp\/v2\/tags?post=5569"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}