24
Agenda
• Why MPS?
• Why Canon?
• What & Why Printonomics?
• Supplies Network Services & Leveraging them
Into Printonomics
• How To Get Started
Why engage in MPS?
For Defensive reasons (everyone else is doing it)
For Offensive reasons
1. Opportunity for significant, high-margin business expansion
2. Obtain predictable revenue streams
3. To drive deeper, stickier customer relationships
4. Information is power
5. Provide a better, proactive level of service
6. To compete on big deals
7. To expand your business reach
8. To drive sales automation & free up prospecting time
9. To leverage special incentives & support
10. To win against the Amazons of the world
No.1 Imaging Company
No.1 Printing Company
4
Our Strength: from Input to Output Devices
Canon imageCLASS Brand
Canon = leading worldwide manufacturer of laser printing products
Core suite of A4 desktop laser printers and MFPs – color and B&W –
appropriate for SMB & SOHO environments Robust & reliable
Feature-rich
Cost-competitive
Primary MPS-level products reporting at 1% toner levels
Sales activity supported via lucrative imageCLASS “3P” Premier Partner
Program
Let Canon handle the service of do it yourself Authorized Servicer Program; eCarePAK (Overnight Exchange; Nationwide
On-site Service) (varies by model); 100% U.S.-based call center
Dedicated reseller account executive and MPS sales consultant team for
tier-two MPS sales support
Select product not available at e-Tail
Why join 3P?
• By partnering with Canon, you’re working with one of the best brands in the
business and a product your customers will trust
• Access to very competitive special promotional incentives
• Quarterly Performance Bonus
• Demo Program
• Instant Rebates
• CFS Leasing Opportunities
• Bid Support
• etc.
• Industry-proven Account Team to support you in sales efforts
• Product specially designed to meet the needs of channel partners and the end
users buying from today’s resellers
• Keep on top of imageCLASS news, programs and incentives via dedicated
Reseller Portal
• Access to marketing collateral (web content, banners, flyers, etc.)
• Opportunity to substantially grow your business via participation in
Printonomics MPS program only available to 3P
imageCLASS Printonomics®
A turnkey MPS program, pre-built and ready to sell… with no
upfront costs to you.
Through a unique alliance with PrintFleet, a global
leader in independent device monitoring software,
Canon U.S.A.’s Printonomics™ Program can help you
quickly acquire new customers and solidify
relationships with current ones, as well as tap into a
lucrative new revenue stream.
New automation levels with Supplies Network partnership.
Printonomics Program Benefits
Build it your way – leverage what you need, forget the rest You keep your end user info to yourself
Discounts – Supplies, Accessory & eCarePak (front loaded at distribution – no
minimums required) Hardware discounts available via 3P program
Consumables purchased via SN available at discounted rates either a-la-carte or via CPI
Access to Print Fleet – Sophisticated printer monitoring software Free device licenses to get you started
Initial training & ongoing support
Canon MPS consulting expertise How to get started in MPS
How to achieve greater margins – hardware, supply & service
Quarterly business reviews to target device opportunities
Drop shipment of end user supplies Just-in-time if purchased via SN
Marketing tools & support to be successful
Print Fleet Software
200 Monthly Licenses – Free for 1st twelve months*
o License = One Printer/MFP device
After 1st twelve months, $299.00/month for up to 850 licenses
$.35/Per License for every license (device) after 850
Via direct contract with PrintFleet
Cancel at any time without penalty
Remotely monitor & manage printing devices of any brand
Powerful alerting and reporting
o Alerting
Email notification of critical errors
o Reporting
Remote meter collection
Customizable reports
Service Solution vs. Commodity -Achieving higher margins w/ Printonomics
Selling printers and MFP’s as a Service Solution avoid price wars with
online competition and most importantly; generates higher margins.
Sell printers & MFP’s as a Service Solution
o Service solution consists of
ALL Parts, Labor and Service
Comprehensive support for all printer needs
Automatic supplies fulfilment
o Service solution benefits
Consistent recurring revenue via ‘Monthly Base Charge’
Consistent supplies revenue stream
Higher hardware margins
Higher supplies margins
We’re here to help you.
Greater Hardware Margins Sell as a “Bundled” solution to maximize hardware margins
Bundling imageCLASS products allows for market distinction and higher sale
price
Canon printer bundle includes:
o Printer
o Accessory
o eCarePak
Average bundle margin/mark-up is 100%
o Example*:
Average MF6160dw Bundle sell price: $1,099.99
Estimated average MF6160dw Bundle reseller cost: $546.31
Hardware Profit: $553.68
* Prices used are estimates for concept purposes. Actual prices may differ.
Higher Supplies Margins – A la carte model
Canon’s Prinontomics supplies discounts allow for
Higher margins
Competitive edge vs retail / online (Staples, Office Max, Quill, etc.)
o Example:
Quill sells the Canon LBP6780dn CRG 324II (3482B013AA) toner for
$239.99 online.
Reseller approx cost from disty is $ 206.28 before Printonomics discount.
$206.28 Reseller cost from disty
- $45.40 Printonomics discount
$160.88 Final Reseller Cost from disty
Now, reseller could sell at $229.99, $10 less than online competition and
earn a margin of $69.11! (Which equates approx to a 42.78% mark-up.)
* Prices used are estimates for concept purposes. Actual prices may differ.
Bundle Worksheet – Cost/Profit Calculator
DISTY PRICE YIELD 3P REBATE MPS REBATE FINAL COST BUNDLE HARDWARE COST
HARDWARE
MARK-UP BUNDLE MSRP HARDWARE PROFIT
MF 8580 CDW - 6849B001 $530.99 $150.00 $380.99 $598.31 60.00% $957.30 $358.99
ECARE PACK - 2 Year - 5707B051 $71.00 $10.00 $61.00
TRAY - 0732A024 $181.32 $25.00 $156.32
BLACK TONER (2PACK) CRG 118 - 2662B004 $155.18 6,800 $37.80 $117.38
BLACK TONER (1PACK) CRG 118 - 2662B001 $105.61 3,400 $26.80 $78.81
CYAN - CRG 118C - 2661B001 $102.55 2,900 $25.80 $76.75
MAGENTA - CRG 118M - 2660B001 $102.55 2,900 $25.80 $76.75
YELLOW - CRG 118Y - 2659B001 $102.55 2,900 $25.80 $76.75$0.00
MF 6160 DW - 8482B004 $358.43 $0.00 $358.43 $547.74 85.00% $1,013.32 $465.58
ECARE PACK - 2 Year 5707B043 $31.07 $0.00 $31.07
TRAY - 3439B001 $183.24 $25.00 $158.24
BLACK TONER CRG 119 II - 3480B001 $149.25 6,400 $35.60 $113.65
LBP6670DN - 5152B009 $357.12 $150.00 $207.12 $396.43 85.00% $733.40 $336.97
ECARE PACK - 2 Year - 5707B043 $31.07 $0.00 $31.07
TRAY - 3439B001 $183.24 $25.00 $158.24
BLACK TONER CRG 119 II - 3480B001 $154.00 6,400 $35.60 $118.40
LBP6780DN - 6469B006 $623.74 $200.00 $423.74 $629.48 85.00% $1,164.54 $535.06
ECARE PACK - 2 Year - 5707B051 $69.91 $10.00 $59.91
TRAY - 4098B001 $175.83 $30.00 $145.83
BLACK TONER CRG 324 II - 3482B013 $192.24 12,500 $45.40 $146.84
LBP 7780CDN - 6140B006 $825.45 $250.00 $575.45 $854.97 85.00% $1,581.69 $726.72
ECARE PACK - 2 Year - 5707B059 $155.87 $20.00 $135.87
TRAY - 3338B008 $213.65 $70.00 $143.65
BLACK TONER CRG 332 II - 6264B012 $184.34 12,000 $43.60 $140.74
CYAN - CRG 332C - 6262B012 $202.06 6,400 $47.80 $154.26
MAGENTA - CRG 332M - 6261B012 $202.06 6,400 $47.80 $154.26
YELLOW - CRG 332Y - 6260B12 $202.06 6,400 $47.80 $154.26
LBP 7660CDN - 5089B010 $449.29 $200.00 $249.29 $470.28 85.00% $870.02 $399.74
ECARE PACK - 2 Year - 5707B055 $77.68 $10.00 $67.68
TRAY - 3330B003 $183.31 $30.00 $153.31
BLACK TONER (2PACK) CRG 118 - 2662B004 $155.18 6,800 $37.80 $117.38
BLACK TONER (1PACK) CRG 118 - 2662B001 $105.98 3,400 $26.80 $79.18
CYAN - CRG 118C - 2661B001 $102.91 2,900 $25.80 $77.11
MAGENTA - CRG 118M - 2660B001 $102.91 2,900 $25.80 $77.11
YELLOW - CRG 118Y - 2659B001 $102.91 2,900 $25.80 $77.11
* Prices used are estimates for concept purposes. Actual prices may differ.
Bundle Quote Template – MF6160dw
MTECH BW MFP BUNDLE QUOTE Suggested Bundle Price: $1,099.99
DEVICE SPECS: BW MFP – PRINT/COPY/FAX/SCAN TO EMAIL / SCAN TO USB /
SCAN TO FOLDER – 35 PAGES PER MINUTE BW – AUTO DUPLEX – 800 SHEET
PAPER CAPACITY – 50 SHEET DOCUMENT FEEDER – NETWORK PRINT, USB
PRINT, WIRELESS PRINT – APPLE AIR PRINT COMPATIBLE & GOOGLE PRINT
COMPATIBLE – SECURE PRINT – SINGLE CARTRIDGE SYSTEM.
BUNDLE INLCUSIONS: ALL PARTS, SERVICE AND LABOR FOR 36 MONTHS
AND DISCOUNTED SUPPLIES. (SUPPLIES MUST BE PURCHASED FROM
MTECH.) REMOTE PRINTER MONITORING SOFTWARE INSTALLED ON CLIENT
NETWORK FOR PROACTIVE RESPONSE TO ERRORS AND SUPPLY NEEDS.
MONTHLY BUNDLE COST: $15/MONTH plus cost of supplies when needed. All
supplies will be drop-shipped to client’s office.
mpsSELECT™ Overview
MPS Program Portfolio • mpsSELECT® Services
• Broad range of a la carte services, and solutions to complement your current MPS program capabilities
• Cost Per Image (CPI)• All-inclusive per-image pricing for most major printer
brands and models
• Program Tools• Comprehensive set of web-based reseller and end user
tools to enable effective MPS engagements
mpsSELECT – Operational Components
• Data Collection via PrintFleet Link
• Supply Management System (SMS)
• Supply Routing Labels (SRL)
• Service Monitoring (SM)
• Service Desk (SD)
---------------------------------------------------
• Local Device Management
• Device Installation
LINK Web Services Setup• A new dealer grouping must be setup or access must be provided to an
existing grouping level
• A login must be created for the dealer grouping with dealer privileges
• The URL of the main website will be needed
• Customers that are to be managed should be setup under that newly created dealer
Cost Per Image (CPI)• Buy Pages, Sell Pages—Includes:
• Supplies, consumable parts (fusers, maintenance kits, etc.), and delivery
• PrintFleet LINK
• Supply Management System®, Supply Routing Label®, Service Monitoring®, and Service Desk®
• Billed to you monthly based on actual end user consumption
• Mitigate risk• Supplies—we take on risk on page coverage changes, failure rates, over
shipment of supplies
Post Implementation SupportQuarterly Business Review
Printer Evaluation
imageCLASS, MAXIFY & PIXMA Printing Products Resellers
Sr. Director BISG Sales
Christopher Antoci - [email protected]
MA
MD / DC
NH
CT
WA
OR
NV
UT
ID
WY
NM
MT
CO
CA
AZOK
KS
NE
SD
ND MN
IA
MO
INIL
AR
LA
TN
AL GA
SC
NC
KY
VA
OH
PA
WI
MI
NY
MEVT
NJ
DE
FL
MS
WVMD
MA
RIID
TX
HI & AK
Wash. DC
North Central
Ted Tait
Cell: 651.304.7869
West & SW / AK / HI
Todd Finnin
Cell: 480.340.3827
S. Central (TX,OK,LA,AR)
David Carcano
Cell: 972.333.5113
Account Executive
Northeast / Wash. DC
Mike Arnone
Cell: 732.232.4838
Southeast
Jack Smead
Cell: 561.213.1113
Mid West
Heidi Andrews
Cell: 773.960.7267
Account Executive
MPS Sales Consultants
Daniel Cantu
Northeast, Southeast & S. Central
Cell: 214.263.9666
Natalie Heath
West, Mid West & N. Central
Cell: 602.309.4374
Recap & Getting Started
Canon is ready to help you get started in
managed print or improve the way you’re doing it
via its Premier Partner Program and
imageCLASS Printonomics today
Supplies Network is partnered with Canon to offer
resellers a wider array of services to take to
market
To join 3P: contact your dedicated account
executive
To learn more or join Printonomics – contact your
dedicated account executive or email
Thanks!!
