Turn MFPs Into Networking Sales Tools
This VAR earned a 100-plus MFP (multifunction peripheral) project with a large bank by demonstrating the benefits of a networked solution.
When most document management VARs think about the latest cutting edge technology, MFPs probably aren't the first thing that comes to mind. However, when you realize how much functionality is packed into these machines, which sell for anywhere from $10,000 to $30,000 each, you'll likely be inclined to change your tune. PEC Digital Solutions is a document scanning and office equipment VAR that understands how to sell MFPs. Within the past year, the VAR landed a 100-plus MFP installation with a large bank based in Southern California. Presently, the VAR is about to close a deal with another bank that potentially could earn the VAR $1 million in sales revenue in 2007.
Discuss MFPs With The Right Audience
PEC President Robert Hodges was introduced to the bank's CFO, following the bank's merger with one of PEC's existing customers. After making an initial contact with the CFO, Hodges set up a meeting with the CFO to discuss transitioning the bank to MFPs from their existing stand-alone copiers. When Hodges and a Panasonic rep arrived for the meeting, a purchasing manager and supervisor from the bank also attended the meeting.
Hodges and the Panasonic rep explained to the bank how the MFP could be networked to a LAN or WAN and how scanned images could be set up to automatically be sent electronically over the network and saved in a designated folder. The bank was also shown how faxes could be transmitted in a similar manner and very little training was needed for the end users to begin using the solution. "The customer needed a solution that took up minimal office space [real estate in Southern California can be very costly], and they immediately saw the value of having an MFP that could connect to their network without taking up additional office space," says Hodges.
Within the next two weeks, PEC earned its first sale with the bank, which included a service contract and Panasonic DP-4530 equipped with Panasonic Document Management System software. The installation lasted only about two hours and necessitated just a few minutes of training for the office employees.
Since the initial installation, PEC has sold more than 100 Panasonic MFPs and networked fax machines, along with Panasonic Document Management System software and service contracts. "Some of the departments made the decision to buy a Panasonic MFP because they had an immediate business need — such as the SBA [Small Business Administration] loan department's need to scan loan applications," says Stan Marshall, network support and trainer at PEC. "Other departments purchased the Panasonic MFPs as their existing copier machine leases expired, anticipating they would upgrade to the MFP's scanning features in the near future." Marshall already has upgraded several MFPs, which entails installing an expansion card into the MFP motherboard, a process that Marshall says is very simple.
PEC's customer now has a policy in place that all legacy copiers or fax machines that come off lease or need to be replaced will be replaced with Panasonic MFPs and networked fax machines sold, installed, and serviced by PEC. Another bonus PEC has reaped from its ongoing partnership with the bank is a referral that the VAR is in the process of turning into another large MFP install with a new bank. "Based on the prospect's equipment need and assuming they decide to replace all of their legacy equipment with networked MFPs, this could easily turn into a $1 million deal for us in 2007," says Marshall. "But, even if the customer decides to take a phased approach to replacing its legacy equipment, it will still be a very lucrative deal for us this year."