Norwalk, Conn. – Bishop Business Equipment has cracked the code on how to engage organizations once considered too big or complex for the typical dealer to support. Using Xerox’s Managed Print Services (MPS) offering, Bishop is now winning those opportunities and experiencing double digit MPS growth rates.
“While service level agreements are critical, the priority for businesses is overall control of the enterprise. And that’s what we can provide with Xerox,” said Dave Bishop, president and chief executive officer, Bishop Business Equipment.
New Focus on MPS
That was not always the case at Bishop with offices in Omaha and Lincoln, Nebraska. Their early MPS iterations were more modest, with contracts based upon cost per page or covering toner as well as print devices. However, two developments upped their game. One was hiring an MPS specialist to give the program more focus and the other was working with Xerox Partner Print Services, expanding Bishop’s MPS depth and reach.
“By leveraging Xerox’s tools, their global experience and the top ratings received from industry analyst firms, it is obvious this is the company you want as an MPS partner,” Bishop said. “Whatever the situation, we can make it work by pulling the resources we need from Xerox.”
The value of the partnership was realized in a recent MPS deal Bishop signed with an international Fortune 1000 company based in its territory. The client, who Bishop had outreached to for more than 10 years, was working with another vendor when new management sought a standard operating model worldwide – typically available only from manufacturers. However, when Bishop told management about his Xerox partnership, he said, “It was an instant door opener.”
“Channel partners offering MPS are at a distinct advantage in terms of winning new business and retaining existing clients,” said Darren Cassidy, president, U.S. Channels Unit, Xerox. “MPS up-levels the conversation allowing partners to demonstrate their relevancy as a strategic, forward-thinking resource.”
To win the business, the Bishop-Xerox team analyzed 15 of the customer’s primary sites using the Xerox CompleteView® Pro MPS tool. The client was so impressed with the detail and planned approach, incumbents did not receive a bid invitation.
Now the team delivers what Bishop calls a “triple whammy”: local support from the dealership, national and global reach from Xerox, and the best MPS software support and practices in the industry. The deal provides the customer with considerable savings, but more importantly, Bishop said, “If they want to make a worldwide decision on how to manage print in the future, they’ll have tools to do it.”
The win is having an impact at the dealership, as well. “This is a breakthrough account in terms of size and scope,” Bishop said. “The beauty of the model is that it becomes a repeatable best practice for us to win more of these accounts moving forward.”