I think that they are. It may not seem so at the moment, with all their attention focused on financial challenges. But as the economy starts to improve, corporations are going to start giving their efforts to be more green a higher priority.
As a trusted vendor partner, will you be ready to help your customers reduce their environmental footprint in document operations?
Just as you do with product research and development, you've got to be working ahead of the trends when it comes to providing top level support for customer environmental projects. That means taking a look at how your products and services can be positioned to support customer green objectives.
Do you sell document composition software? Show your customers how to capture the communication channel preferences of their mail recipients and then reduce hardcopy mail pieces by sending more documents electronically.
How about document re-engineering software? Can you do some analysis to find opportunities in customer print streams to combine documents or to reformat them to use less paper?
Hardware vendors can emphasize their energy-efficient gear or show how to eliminate a production shift because of increased productivity, thus reducing the heating/cooling/lighting requirements for 40 hours per week.
There can be an environmental benefit to most products and services used in the document industry. These benefits can be exploited. But they are not universal. Steps that can be implemented at Customer A might not apply to Customer B. So some individual customer analysis will be required.
This is an ideal time to do that analysis, don't you think?
We did too! That's why we've been speaking at meetings and conferences about greening the document center. And to help out the vendor community, we've developed a program that you can implement now to lay the groundwork for selling entry-level products or upgrades to your existing customer base or your best prospects.
The end-user version of The PMC Green Assessment is product and vendor agnostic. But a private-labeled version is customized to emphasize your product line. We'll do a thorough analysis of your customer's document workflow, giving them valuable insight into areas where they can make environmental improvements - and highlighting your solutions whenever possible.
We'll furnish a final version of the customer analysis to your sales team, along with recommendations for sales and product utilization strategies. Such an insight into an individual customer operation is difficult for a sales representative to achieve. By supplying the Green Assessment to your customers, you get access to valuable information that can drive future sales.
