Six Ways Selling Printer Media and Supplies Puts Money in Your Pockets

by Jennifer Clark on May 23, 2017 · 0 comments

in Barcode Printing,Card Printing,Media,POS,ScanSource POS & Barcode,Technology

Epson Honeywell Zebra

If you’re like many resellers who sell printers then you probably do a great job keeping up with the latest and greatest printing trends and new products. Your customers are probably among the first to know when a manufacturer like Epson, Zebra, or Honeywell has put out new technology.

But, are you also the first to recommend media and supplies? Are you the go-to reseller for your customers’ printer media? If you didn’t answer yes to these questions, then keep reading. We’ve outlined six reasons you need to be selling media today.

  1. Recurring Revenue. Other than service contracts, printer media and supplies are the only other recurring revenue streams. Think about it, printers can’t function without their supplies. Ribbons, ink, print heads, etc., are integral components of a printer’s functionality and must be purchased, and repurchased, on a regular basis.
  2. Customer Relations. Your customers will begin to see you as a total solution provider and not just their printer salesperson. You’ll improve and solidify your relationship with your customers when you’re able to bring more solutions to the table. In turn, you’ll take away more, which leads us to our next point.
  3. Better margins than hardware. It may seem that the money is in the printers, but in reality, the margins are much higher on print supplies and media. In fact, for every $1 spent on a printer, $3-$5 will be spent on print media every year, as a result of the aforementioned recurring revenue.
  4. Fewer vendors for end users. Making day-to-day business more simple for your customers will no doubt benefit you in the end as well. With fewer vendors to choose from for their media as well as hardware, end users will have less purchase orders to deal with and lower costs, which is a win-win for everyone.
  5. Opportunity for New Media. Once you dive into the realm of selling media, you may uncover new opportunities that you weren’t previously aware existed.
  6. Referrals. You’re now the go-to person for printers and supplies and can become the recipient of many “I-know-someone who-can-do-it-all” referrals.

So, if you’re a long-time printer salesperson or just getting into the business, you can add several dollars to your bottom line (or hundreds or thousands) by thinking past the initial sale and recognizing the recurring need for print media. Further, keeping track of when their supplies run low will allow you another opportunity to be proactive in the sale and keep their downtime to a minimum. After all, no one wants to stand by a printer when they need an important or rush document only to see it’s missing toner. Keep your customers ahead of their needs and you’ll easily be their favorite provider to do business with.

To get started adding media and supplies to your printer sales, contact Scot Goodspeed at scot.goodspeed@scansource.com.

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