6
Business View caribbean
He further explains the importance of Applied Imag-
ing’s managed services: “A lot of people don’t under-
stand or know what their printing activity is in their
business; they don’t understand the costs that are
associated with it; they don’t understand what their
employees do and how their behavior directly impacts
their costs and their bottom line at the end of the day
where printing is concerned. What we are able to do
is come in and say, ‘let us do an assessment and ob-
serve your printing environment and behavior over a
period of time, and come back with a proposal or a so-
lution that: 1) corrects any abuse of printing privileges
and, 2) streamlines your printing with a more compat-
ible machine by way of speed, functionality, color ver-
sus black and white, number of users, if you need to
set printing rules, that kind of thing. We manage that
entire infrastructure for you for a managed service fee,
every month.’”
Scott contrasts the old way of doing business with Ap-
plied Imaging’s new model: “What traditionally, used
to happen was that, you buy a printer, you buy a copier,
you run it, you service it, and when it goes out or goes
bad, you buy another one and you keep going through
that cycle. What we’ve been able to do is educate our
customers around the industry of print - what the val-
ues are, what the drivers are - so that they know how
it’s impacting their business. We can save them on
costs and help them grow, so that when they add us-
ers we can enhance the infrastructure they have. It’s
really more of a consultative approach as opposed to
‘Hey, let me sell you a copier.’
“Retention in our business is key. Solving problems is
one thing, but how do you sustain and maintain that
efficiency after solving the problem? That’s where our
business is critical. Because, as a customer, you’re fo-
