Abstract
Vendors and main channel players are continually looking at new ways to source
additional revenue streams from their customers because hardware margins
continue to diminish. "The reliance on consumables is forever increasing and as
growth in some markets is small, one way sellers are trying to achieve
additional monies is by encouraging users to print more. They hope to achieve
this through the advent of document management or simply to extol the benefits
of color in their daily work routines," said Phil Sargeant, research manager,
Imaging Hardware and Document Solutions.
"However, in order to increase the output of the individual machines the models
must be installed in the first place and as market buyers become more in tune
with vendor thinking then a wide variety of pay-as-you-go and managed print
service offerings are becoming available. But vendors need to be aware that one
service offering does not fit all and certain clients will need tailored
services and additional requirements to suit their individual needs."
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