Presented by Sarah Henderson, Director, MPS Operations, West Point Products

Managed print services (MPS) programs are evolving and many markets are becoming saturated with providers, which means that the days of offering customers 30 percent discounts off their current print spending are behind us. How do you transform your program to find more ways to be profitable? This session will closely examine supplies, service, and pricing tools. Cartridges can represent as much as 70 percent of the margin that a dealer makes in an MPS contract.  Learn how to maximize revenue by selecting remanufactured cartridges and MPS-ready supplies, understanding quality and customer concerns, and balancing end-user environments that require a mix of OEM and compatible solutions. Attendees will also learn the impact that parts and service estimations–including outsourced service–have on price calculations within MPS proposals. Finally, the session will examine some tools that will help demonstrate cost comparisons and cost-per-page calculations to show how your program can be more profitable.