The challenge in MPS
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Nubeprint is a technology company focused on cloud and SaaS solutions with offices in Europe and the US. It has several technology pillars including being the 1st to patent DCA in 2000. The document discusses Nubeprint's solutions for managing printers and MPS contracts, including auto-fulfillment which can eliminate inefficiencies for both customers and dealers. Auto-fulfillment allows tracking of supply usage and automated ordering to reduce costs from things like premature cartridge replacements and excess inventory.
![Managing printers is not an easy
task…
FULL MPS
34%
[CATEGORY NAME]
[PERCENTAGE]
MEDIUM ISSUE
28%
MAJOR ISSUE
26%
Not Compliant
4%
MPS Compliance (% of models analyzed)
FULL MPS
MINOR ISSUE
MEDIUM ISSUE
MAJOR ISSUE
Not Compliant
Source: Nubeprint MPS Compliance Report Jan 2014](https://image.slidesharecdn.com/thechallengeinmps-140321024821-phpapp02/85/The-challenge-in-MPS-10-320.jpg)
The challenge in MPS
- 1. Nubeprint: Technology Company Technology pillars: • 1st patented DCA (yr.2000) • Open Architecture • Cloud & SaaS • Automation • Innovation: o Business Intelligence o Yield management o Lean management Offices: o Europe: Madrid o USA: Ann Arbor, Michigan Distribution: Europe, USA, Russia, LatAm www.nubeprint.com
- 2. MPS lean production Know your costs! Control your costs! How to be effective in this business
- 3. “Lean” “a production practice that considers the expenditure of resources for any goal other than the creation of value for the end customer to be wasteful, and thus a target for elimination.” Source: www.wikipedia.org
- 4. o Matured industry: Flat features Price is the difference No product loyalty o Knowledgeable customer o Price sensitivity o Lack of knowledge of the actual printing costs: hidden costs o Customer is eager to outsource his problems The printing industry
- 5. Auto-fulfillment MPS Bill per Cartridge Cost per Page
- 6. Existing inneficiencies Customer • Stock at the customer • Cartridges get lost • Duplicated ordering • Wrong ordering • Ordering burden Dealer • Duplicate delivery • Wrong delivery • All manual
- 7. Customer Moving from a transaction model into a service (MPS) model ProtectedExposed to Risk Dealer
- 8. Services Consumables Devices AUTO FULFILLMENT benefits all the players involved COSTS THE DEALER KNOWS COSTS DEALER THINKS HE CONTROLS Toner wasted when cartridge is replaced Duplicated delivery of supplies Stock of supplies at the customer Unneeded technical visits Unnecessary customer calls Collecting missing counters OTHER OVERCOSTS US $ 90,000 US $ 78,000 US $ 300,000 30% of visits 80% of calls - 100% US $ 468,000 *Assumptions: 1500 copiers; cost of a full set of supplies 300$; local stock of supplies at 67% of customers; duplicated deliveries 12% of shipments; toner wasted when cartridge is replaced 15%. Manual validation of orders -100% Billing effort -100%
- 9. 19% 17% 9% 6% 13% 9% 8% 8% 11% What aspects are the most important to manage the printers and copiers of your customers? Collecting page counters in an automated way Eliminate the need to stock toner at the customer Reduce the time required to bill the pages printed Stop losing cartridges shipped to customers Know when a customer replaces a supply (toner, drum etc..) too early Auto-fulfillment of orders from printers and copiers Reduce the amount of technical visits to my customers Plan the service visits to my customers Know in advance what supplies and parts will be needed by my customers Source: Survey contucted by Nubeprint Jan 2014
- 10. Managing printers is not an easy task… FULL MPS 34% [CATEGORY NAME] [PERCENTAGE] MEDIUM ISSUE 28% MAJOR ISSUE 26% Not Compliant 4% MPS Compliance (% of models analyzed) FULL MPS MINOR ISSUE MEDIUM ISSUE MAJOR ISSUE Not Compliant Source: Nubeprint MPS Compliance Report Jan 2014
- 11. Managing printers is not an easy task… 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Brother Canon Datacard Dell Epson Gestetner HP IBM Intermec Konica Minolta Kyocera Lanier Lexmark Lomond Memjet Muratec NEC NRG Oce OKI Olivetti Panasonic Pantum Ricoh Riso SAGEM Samsung Sato Savin Sharp Sindoh Tally Genicom TOSHIBA UTAX Xerox Zebra MPS Compliant index Normalized MPS index 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Brother Canon Datacard Dell Epson Gestetner HP IBM Intermec Konica Minolta Kyocera Lanier Lexmark Lomond Memjet Muratec NEC NRG Oce OKI Olivetti Panasonic Pantum Ricoh Riso SAGEM Samsung Sato Savin Sharp Sindoh Tally Genicom TOSHIBA UTAX Xerox Zebra
- 12. Auto-Fulfillment is critical Customers are device agnostic. 70% of the costs in an MPS contract are consumables Success in MPS depends exclusively on: “your capacity to manage your costs”
- 13. o Auto fulfillment systems tracks the usage of the cartridge and provides : a) When to ship to the customer b) When the user should replace the cartridge c) When & what consumable is ready for collection & remanufacturing d) Future needs: Who, When & How much e) Quality (ISO…) & Performance control o System is independent to the printer HW o The yield to trigger the alert is predetermined based on printer needs (days, not remaining level %) AUTO FULLFILMENT service
- 14. To be PROFITABLE in MPS, monitoring is a MUST, but NEVER ENOUGH…. It requires: Current Customer calls: Needs for Toner or Parts Errors on shipments Material costs: Toner replaced too early Unnecessary shipping Stocks Other costs: Manual billing process No profit control at contract level Unnecessary Tech. Visits Environmental policies Yield Management Alerts based on remaining printing days of any toner or part Avoided based on the consumable & parts reliability of alerts. Track cartridge replacements and measure efficiency Alerts of consumable & parts are filtered reliability of alerts Accurate forecast of future needs. Manage local stock at customer when it is needed. Reports for billing available 1st day of the month Automatic profitability per printer, model, contract … Prevent when parts will be exhausted. Get on-line status of the printer. Reliable forecast of empty cartridges (when & where) Automated control of every smallest detail having an impact on daily operating costs
- 15. 8% Duplicated supply orders 8% Excess inventory at customer site 10% Toner replaced prematurely: Wasted 30% Unnecessary technical visits 70-80% Unnecessary end user calls SUCCESS in MPS is measured by your profit… …not by the volume You can bill pages but, you can t influence your PROFIT if you don t know where is your leakage:
- 16. Squeeze every ounce of profit out of your MPS contracts!
- 17. o Ability to use most cost effective hw, consumables & parts o Streamline supplies order fulfillment o Streamline inventory management o Customers loyalty: Highly accurate information allows for superior customer/contract assessment o Grow his profit, customers base & revenue o Efficiency: sales representatives, back office and mgmt. access on- line to key business information. The Dealer benefits!...
- 18. o Supplies: no more calls/emails/web ordering for supplies o Output devices availability: 100% o Quality and reliability controlled o Costs are controlled and optimized o Tailored assessment based on actual (known) printing needs o Flex printing environment: any brand of hw, consumable or part … and the Customer benefits too!
- 19. Thank you!