How to Work a Little Easier on Client Retention
For the office equipment dealer, like many businesses, client retention is an on-going battle. With competitors knocking at the door constantly, it is a full-time job just to keep the business they do have. The stats tell us that MPS has a CAGR (Compound Annual Growth Rate) of 10.8% and shrinking, but ECM (Enterprise Document Management) is rapidly growing at 15.51%.
Many dealers have made the transition to offering their clients a document management solution in efforts to provide added value to the MFD sale. It makes it harder to compare ‘apples’ to ‘apples’ when the lease term expires and so many other dealers are trying to get in the door.
Has your dealership made the move to selling ECM, but client retention is still a struggle? How do you stop the battle?
Adding document conversion services is a good place to start. The profit margins can be relatively high, and this service naturally leads to the question of what to do with the data. Selling an on-premise document management or offering ECM in the cloud provides your business with RESIDUAL INCOME as well?
And so you ask: “How do these professional services improve client retention?”
If you don’t offer these services YOUR clients will contract with another company to provide the service, and that may put your competition in their doors!
Don’t fight for that client retention anymore, but rather become the ‘one-stop’ shop for all your client’s document management needs and they’ll have no reason to go anywhere else!
So, what stops you from exploring this ‘professional service’? You can learn more in just one call.
The ECM Institute provides training and consulting in ECM technology. We can show you how to start and operate a successful scanning bureau. The training is hands-on and takes you the step-by-step process of high-volume conversion services, but also provides the operations know-how to help you be successful.
So, don’t let fear of not knowing how to start hold you back, because now you know how to start – by giving us a call!
April Aulick, CEE is co-founder of the ECM Institute and President and CEO of eWide Technology Solutions, Inc, owners of the ECM Institute. She has been in the ECM industry since 1994, has successfully operated a scanning bureau since 1996, trains and consults with clients from all over the world, and helps entrepreneurs & business managers start scanning businesses world-wide. She can be reached at April.aulick[at] ecminstitute.com.