Kevin Morris, CEO at OneDOC Managed Print Services, is passionate about many things: Oklahoma football, great wine, excellent food and managed print services. Quick to give a sincere smile, a firm handshake and a story or two, it’s evident Kevin’s success has a lot to do with his personality.
But there’s more.
Maybe its because Kevin has been in the field selling managed print services since there was only one company doing so. Perhaps Kevin’s business acumen and straight forward approach wins more clients. But as Kevin says, it isn’t personality, business knowledge or focus on costs that attract his customers.
No. Kevin has built a successful practice by talking with business leaders who share his vision in their own business. Kevin’s team finds people who believe in his business model.
How is this different? There are many aspects to OneDOC’s business model that attract clients; three come to mind:
1. Equipment Quotas
2. The Reduction Trend
No equipment quota’s, no month end crunch
When Kevin was building his managed print services practice, he recognized a flaw in the copier sales model. To maintain supplies margins, copier manufacturers demand dealers sell ever increasing numbers of devices. These supplies feed fleets under multi-year, supplies included, agreements. If a dealer loses discounts, he incurs huge increases in costs against a set revenue. Contrary to the core of managed print services, reducing costs requires the dealer push more boxes. It also seems unsustainable because it fights the decreasing output trend.
Kevin was one of a few industry visionaries to recognize this and designed his practice around a new model. He only works with manufacturers under a ‘no equipment quota’ agreement. This allows Kevin the freedom to be hardware neutral and address each of his clients in an open and honest manner. He’s not selling hardware.
Doesn’t fight the trend, manage the reductions
Another clear trend few accept, is the decrease in printed output. Outside the copier industry, people recognized the decrease in printed material. Newspapers, advertisers, magazines and books all moved to the internet and digital advertising. The introduction of the iPad (and other tablets/BYOD) magnified the recession driven downward trend. These trends are difficult to accept by organizations who’ve profited from so many copiers and so much print. OneDOC Managed Print Services, manages clients’ fleets understanding the need for devices is falling. Customers do not need as many machines and Kevin doesn’t fight this reality. Instead, he looks for areas of optimization and improvement.
Communication with clients at a higher level
Most managed print services providers exclaim the value of ‘periodic business reviews’.
Kevin’s approach is simple. Talk with each client on a regular schedule and help them understand area’s of possible optimization.
Often his business reviews eliminate older and under utilized devices. In the copier model, a sales rep would never suggest the removal of a device without a recommended replacement. Whatever the option, it must include the potential for incremental increase in contracted volume. Sometimes a recommendation is to move a device to a new floor, other times he may suggest retirement of the device. As with every successful organization, many reasons support an effective business model. Paramount to Kevin’s client’s success is his team’s experience in many types of business models.
For OneDOC Managed Print Services, knowing different business types is a foundational belief. Next month, we’ll look at Kevin’s passion for business acumen and how his clients continue to succeed with OneDOC Managed Print Services.