December 2010 Issue PDF - ENX Magazine

MINDING YOUR BUSINESS We Saw It In ENX Magazine DECEMBER 2010continued from 36COMPATIBLE SUPPLY QUANDARYquota is reached. Then they buy their needed supplies, parts andeven equipment from a distributor that offers a lower price. Italso lessens the chance of your quota being increased the followingyear because your dealership over achieved.• Look for a compatibles supplier that offers patent infringementindemnification. This lessens the chance of having to dealwith lawsuits if the OEM brings legal action against the manufacturerof a compatible product you purchased. An ounce ofprotection is worth a ton of cure.• Consider the convenience of choosing a supplier that offerseasy to understand, cross reference Web based compatiblecharts. Having access to a cross reference of different supplyand part compatibilities greatly simplifies and economizes purchasing,inventory levels and the number of products a customerrequires.• I am willing to pay more for the convenience of having a dedicatedsales rep who knows both the compatibles business andmy business. It is music to my ears and money left in my suppliesbudget when my rep directs me to different model productthat is compatible with my needs and that sells for a lower price.Furthermore, ongoing sales and marketing support, includingcustomizable brochures, email advertising, templates,Webinars, advertising inserts, and in-person visits, can kickstartyour sales department.• Having access to a technical support hot line is extremelyvaluable. MPS now requires service techs to work on a widerange of equipment. In many cases the field tech may be able tofigure out how to do the Preventive Maintenance on a neverbefore seen printer. However, without a reset code the printerwill not work, so having a technical hot line that has ready referenceto reset codes is necessary.• Providing rebates or buying empties is big business, so takeadvantage of any money offered for returned/exchanged empties.Be aware how return freight on empties is handled. Manyservicing dealers are actively maintaining Green return programswith their clients. Every dealer should be aware of thesavings that are available through aggressive recycling of theproducts you buy.• Does your remanufacturer have a Green initiative? No matterhow you feel personally about the sustainability of the earth,many customers have written green initiatives in their Requestfor Quote, and governmental agencies and enterprise level businessesoften give an adjusted bid discount for companies whohave a written Green policy or guarantee products are manufacturedin certified Green facilities.• MPS software offerings are increasing with many of the largercompatibles distributors. Most offer click retrieval, total integrationinto your operating system, information gathering andcontinued on 4938enx magazine