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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.
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