*NEWS*KYOCERA:EDGES OUT THE COMPETITION

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*NEWS*KYOCERA:EDGES OUT THE COMPETITION

 user 2006-03-07 at 11:11:00 am Views: 90
  • #14727

    Edge Out The Competition
    Discover Printing Cost Savings With Kyocera TCO Optimizer
    Today’s
    capital and IT equipment markets are driven by price and costs as never
    before. Salespeople need good tools to help them sell into such
    situations, and Kyocera Mita America has put together a real gem. The
    Kyocera TCO Optimizer is a .NET-based program that goes out and
    discovers all the networked printers it can find from the Windows
    machine upon which it’s been installed and then reports back on what it
    discovers. Furthermore, the software can draw on a database of known
    costs related to all the printers it recognizes and provide average
    cost-per-page output for both color and monochrome printer models.
    The
    program begins with an initial period of discovery once a potential
    customer obtains a copy from an authorized Kyocera dealer or a
    salesperson installs the program with the customer’s consent. According
    to Victor Jacksier, software product manager, it’s typical to leave the
    software running for up to two weeks in larger enterprises where large
    numbers of print devices are typically attached all around sizable
    networks at multiple sites on corporate networks.|
    Once the
    discovery phase is complete, the program is incredibly easy to operate.
    Users simply navigate across the various tabs at the top of the program
    window, starting with Initial Discovery and working from left to right
    until they produce a report that estimates potential savings possible.
    The basic idea is to decide how many printers will be upgraded or
    switched from competitive models to equivalent Kyocera models and then
    run some numbers on costs involved and savings realized. The bottom
    line is demonstrated in the illustration, taken from a PowerPoint
    presentation automatically generated by the program. It illustrates
    savings of $193,918 over a 36-month period, after switching from a
    mixed bag of 209 competitor units to a like number of Kyocera units.
    The
    real value of the program, according to salesperson Dave Brouwer of
    Coast Copy, is “that customers often don’t realize what each of their
    print devices can do, nor how much the per-page output cost is for each
    one.” By gathering up all this data on their customer’s behalf, the
    tool does a great job of documenting current printing costs. By
    comparing those costs to what equivalent Kyocera models can do with the
    same print volumes and loads, it creates abundant sales opportunities.
    Understanding
    Kyocera competition in this situation is stunningly obvious: They are
    identified in the demo program, which lists printers from Canon, HP,
    Lexmark, IBM, Ricoh, Xerox, and “Others.” But Jacksier underscores the
    company’s coup with this tool when he explains that “TCO Optimizer is
    designed to do something that other vendors currently do not do or do
    not offer.” He also goes on to say this tool gives those who sell
    Kyocera printers in competitive situations a nearly unbeatable edge.