Importance of the Cost Management Solution
First, Cost Management allows you to take ownership over your customer’s entire print environment, enabling you to divert risk and incremental margins from multiple pieces of business as opposed to one primary piece. Don’t put all your eggs in one basket — diversify!
Second, Cost Management closes the door on your competitors. By taking full responsibility for all the print needs of your customer, there will be no reason for anyone to contact your customer for any reason at anytime.
In consultation with your customer, all decisions are made by you.
All purchases go through you!
Third, your sales focus transitions from approaching buyers in a purchasing or IT department, and responding to RFPs and RFQs, to addressing the concerns of a company’s CFO, CEO, CIO, and other key executives who care about cost avoidance and process improvement.
Cost Management is strategic - you are no longer selling a commodity, you’re selling a solution!
You move beyond having to compete solely on cost to something much more strategic!
Fourth, a Cost Management program will drive greater operational efficiencies in account management, which can lead to improvements in profit margins.
You reduce expenses through on-going analysis and process improvement, from tech-to-call ratios to right-sizing a print environment, from improving yield-to-cost ratios of your consumables to extending the life of the equipment you manage.
Cost Management is about greater responsibility and control!