Computer 2000 (C2000) has re-aligned its printing arm to help resellers sell on the lifetime cost of print rather than “speeds and feeds”.
The distributor said its Imaging Print and Supplies (IPS) team would develop propositions around the cost-per-page and total cost of ownership of print.
The idea is to help resellers move beyond selling on the capital cost of print devices.
The initial focus areas will be SMEs and the public sector, explained IPS general manager John Osborne.
“Selling printers on speeds and feeds leaves little or no scope for the reseller to add any value to the sale,” he said.
“With our newly aligned teams, we will now be helping resellers to sell on the lifetime cost of print. This not only makes sense for the customer, it also gives the reseller a greater opportunity to add real value and drive long-term profitability and customer loyalty.”
Alice Smitheman, product marketing director at C2000, said that IPS’ employees have also been re-aligned, with business development heads now focused on SMEs and the public sector rather than on specific vendors.
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