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In order to gain wider influence in corporate accounts and generate revenue, printer and copier manufacturers are turning their attention to services and solutions. Not to be confused with traditional service contracts that cover hardware maintenance, the new breed of services are fee-based programs, provided by manufacturers and in some cases implemented by dealers, that assess an office's output volume for the purpose of recommending changes that may result in lower costs for customers. Services may include any or all of these areas: scanning and imaging, printing, reprographic services, fleet and asset management, and creative design. Lyra Research estimates that the total services opportunity will amount to $110 billion annually by 2007. Services and Solutions: New Focus for Hard Copy Hardware Vendors is required reading for both digital copier and printer manufacturers and dealers.
This new report:
- defines the terms services and solutions
- examines HP's Printadvantage and Xerox's Office Document Assessment services and solutions business models
- considers customer attitudes toward various purchase criteria when purchasing digital copiers and
- assesses the role of services and solutions in marketing digital copiers
The report features primary research results from Lyra's Office Trends Survey and highlights information on customer practices and perceptions related to services and solutions among businesses. For example, the report notes that more than half of survey respondents (53 percent) reported that a consultant or an office-products dealer had offered to conduct an analysis of their company's output needs and recommend appropriate solutions (see figure).
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