Green MPS: How to Do it. How to Sell it by Photizo Group

PHOTIZO

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Q 2 2 0 1 0 Vol. 3 Iss. 2

Green MPS: How to Do it. How to Sell it. Green MPS: How to Do It. How to Sell it.

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Green MPS: How to Do it. How to Sell it.

Q 2 2 0 1 0 Vol. 3 Iss. 2

In This Issue CEO CORNER

Green - That Other Benefit ................................................................................ 4 Photizo’s CEO and founder, Edward Crowley discusses the naturally compatible relationship between environmental sustainability and managed print services. GUEST COLUMN

GreenIT and MPS ............................................................................................. 6 Richard Hodges, CEO and founder of GreenIT comments on the eco-friendly IT trend and what it means to MPS. END USER PERSPECTIVES

Case Study: The LCBO Saves Some Green with MPS ..................................................... 8 Graeme Booth reports the Liquor Control Board of Ontario’s recent decision to gain control of their imaging fleet.

More Great Case Studies ................................................................................... 13 A compilation of several short case studies highlighting the environmental benefits of managed print services from HP, Lexmark and Ricoh. CHANNEL PERSPECTIVES

From Green to Gold ........................................................................................ 16 Misty Hamel interviews Joseph Barillari, an MIT graduate student, who describes what led him to develop his own print monitoring software - and yes, MIT uses it.

Does Green Really Matter? ................................................................................. 20 Keith Shumard and Jim Hillmann, both managed print specialists offer tips for positioning your company as environmentally responsible in the eyes of the customer.

Expanding Green IT Initiatives within MPS Best Practices .............................................. 22 Dennis Fotopoulos, director of strategic business development describes why remanufactured service products maybe key to keeping your MPS offerings environmentally friendly. VENDOR PERSPECTIVES

What is India’s Green Scene and How is that Playing into MPS ........................................ 26 Puneet Datta, assistant director of marketing of Business Imaging Solutions, Canon India discusses the affect of India’s green initiatives on managed print serivces. PHOTIZO SPECIAL REPORTS

Green Through the Stages ................................................................................. 28 Photizo’s Rob Sethre, senior consultant, looks at marriage of environmentally sustainability and MPS on the backdrop of Photizo’s Customer Adoption Model. TOOLS OF THE TRADE

Innovation in Green ........................................................................................ 32 Photizo’s Mike Huster and Misty Hamel takes a look at green initiatitives taken by several of the leading OEMs including Canon, HP, Kyocera Mita, Lexmark, Toshiba, Ricoh, Xerox. UPDATES

Second Quarter 2010 Newsmakers ....................................................................... 34 Photizo Updates ............................................................................................ 35 MPS Insights Info ............................................................................................ 36

EDITOR Misty Hamel mhamel@photizogroup.com (859) 753-5670

GRAPHICS COORDINATOR Dana Hicks dhicks@photizogroup.com (859) 873-4518 ext. 101

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EDITOR’S DESK

the green issue G

reen is not just a color created when you mix blue and yellow. And it’s more than the perception that is evoked from a spectrum dominated by wavelengths of roughly 520 to 570 nanometres. In fact, when you Google “green” seven of the top ten results have little to do with the color and much more to do with a way of living, doing business and protecting the environment. Each day, more and more companies around the world are taking steps to become more responsible caretakers of our environment. But, it’s no longer cutting edge to call your business “green.” Customers are demanding the companies authenticate their green claims. The managed print services industry is a lucky industry. The green benefits of managed print service is a natural companion of cost savings and increased IT productivity. In this quarter’s issue, we have focused on highlighting how the managed print services is helping create a better environment. Environmental stewardship is an issue I care about. I hope that you enjoy reading this issue as much as I enjoyed creating it.

Misty Hamel, MPS Insights Editor

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This year, Photizo Groupâ&#x20AC;&#x2122;s global series of 2010 MPS Conference will spread across three continents. Experience an exciting and interactive opportunity to develop your managed print services skill base, capabilities and network with key industry players and end-users. Build a foundation for MPS success at the 2010 Asia Pacific MPS Conference. Discover the next stage of MPS at the 2010 European MPS Conference. Register at www.MPSConference.com Interested in attending, speaking, sponsoring or exhibiting? Learn more at www.MPSConference.com or contact info@photizogroup.com.

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PHOTIZO

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CEO CORNER

Green - That Other Benefit Ed Crowley, CEO and Founder, Photizo Group

anaged print service engagements are often lauded for their ability to reduce operational costs and to improve IT productivity. This is all well and good and makes most CFOs, CIOs and CEOs feel good about their MPS engagements. But what about the ‘third’ benefit of managed print services – the environmental benefit? Industry estimates indicated that by the middle of this decade, increasing MPS adoption will have the same effect as taking 304,000 cars off the road, saving enough energy to power 230,000 homes for a year. That’s significant in anybody’s book! So how often do we in the business world have the opportunity to say we are saving our company money, improving productivity, and saving the environment? Photizo Group’s study of 105 MPS engagements in North America pre- and post-MPS engagements showed, on average, the annual energy consumption for the fleet was reduced from 156,604 KwH to 52,321 KwH. That is a two-thirds’ reduction! This brings to mind the words of the Greek philosopher, Sophocles, who said, “To be doing good deeds is man’s most glorious task.” In adopting MPS, corporations have a chance to achieve this glorious task, of doing a good deed. Now don’t get me wrong, while I am a strong advocate of sustainability, I’m not very good at recycling and I am not the world’s best example of environmental responsibility. So I’m probably going to be the last person to adopt something or buy something just because it is ‘good for the environment’. However, when you add environmental sustainability to another big benefit, such as reducing cost, then you suddenly have a very compelling argument, which now appeals to me. So, I think we have to be cognizant of the level to which the environmental story can help sell our products and services. Yes, it’s important, and yes it’s something we should care about. But with managed print services you also have the cost savings story which, when combined with the environmental benefits, becomes a very compelling proposition.

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And in fact, some major firms are now mandating that their suppliers are environmentally responsible. For example, in April of this year, IBM announced a new management-systems requirement to advance sustainability across its’ global network of first-tier suppliers. And the supplier community is catching on. A simple query of Google for “sustainability managed print” turns up MPS sustainability programs for Oce’, Xerox, and Ricoh—that’s just on the first page. Clearly, MPS and sustainability are strongly compatible stories, which will become increasingly important during the next few years. Wikipedia defines “Environmentally friendly (also eco-friendly, nature friendly, and green) as synonyms used to refer to goods and services, laws, guidelines and policies considered to inflict minimal or no harm on the environment.[1] To make consumers aware, environmentally friendly goods and services often are marked with eco-labels. But because there is no single international standard for this concept, the International Organization for Standardization considers such labels too vague to be meaningful.[2] I believe we can all agree that MPS is a service, which does not inflict harm on the environment, and in fact helps it. So when you market your MPS program, consider using an environmentally friendly angle. I hope you will enjoy this issue which focuses on the many ways individuals and companies in our industry are doing good deeds for the environment by implementing managed print services. Enjoy, and as always, we encourage your feedback and comments.

Edward Crowley has more than 20 years of experience in the hardcopy industry including key leadership positions at QMS, DataProducts, and Lexmark. Within Photizo, Crowley specializes in market trends and the MPS ecosystem. Crowley is a Professor at Midway College in Business and Economics, a board member of the Managed Print Services Association MPSA and a speaker at conferences worldwide on the topics of brand strategy, the hardcopy markets, and marketing strategy and intelligence

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GUEST COLUMN

GreenITMPS and

Richard Hodges, Founder & CEO, GreenIT he emergence of Green IT as an issue creates new opportunities for MPS vendors and their suppliers to provide value to customers. Eco-efficiency and financial efficiency are directly linked. Where MPS can show economic benefits, it can also deliver measurable environmental benefits that are becoming increasingly vital.

paper consumption in the workplace is directly linked to the increased use of IT. The more computers and printers we have, the more printed paper is produced and stored. The more paper we use, the more printing and imaging devices and consumables we buy, the more space we devote to paper storage, the more waste we produce.

The “eco-footprint” of buildings and transportation systems has been a recognized problem for decades. Only in the last few years has attention been given to the environmental issues associated with Information Technology, even though IT and consumer electronics are one of the worlds largest industries. Today Green IT is a major topic being addressed by manufacturers, consumers and government policy-makers.

The creation of paper requires large quantities of scarce and valuable resources: energy, water, wood and chemicals. Paper production can also be highly polluting, emitting toxic and bio-accumulative substances into the air and water. Though the paper industry correctly argues that paper is made from renewable materials, unlike print and imaging machines, the process of paper manufacturing is still the target of much criticism for its damaging environmental effects. Pulp mill air emissions, for example, are second only to those of the oil and gas industry.

Green IT is quickly gaining momentum and will soon be recognized as important an issue as green building or having more efficient transportation systems. Until recently Enterprise environmental responsibility initiatives rarely addressed IT as part of the overall plan for reducing carbon emissions, energy consumption, material use, toxicity, and waste. Rapidly increasing energy require-

The storage of paper also has a large eco-footprint due to the amount of building space it requires. A 2009 article by KJ McCoury says that “50–70 percent of space in an office is still dedicated to filing and storage of documentation …. that over 45 percent of the files in those cabinets are dupli-

While the idea of “paperless” offices has been around since the 1960s, the increase in paper consumption in the workplace is directly linked to the increased use of IT. ments to power electronics and the growing volumes of hazardous e-waste produced by IT systems are two aspects of the global eco-footprint of IT that have become particularly hot topics. For many organizations, print and imaging operations are the most significant aspects of their IT-related eco-footprint. The global consumption of paper products has increased five-fold over the last half century. The use of office paper more than doubled in the last two decades of the 20th century alone as digital technology made printing cheaper and easier. While the idea of “paperless” offices has been around since the 1960s, the increase in 1

cated information, and 80 percent is never accessed again. …. Once filed away, most of this documentation is never needed again. Buildings use 36 percent of the primary energy in the US and 40 percent of raw materials consumed globally. The storage of printed office paper, in dry, air conditioned comfort, is a resource intensive activity.”1 The devices used for printing and imaging are another part of the eco-footprint. Resource intensive in manufacturing and distribution, they consume power during every day of their life in use. They produce heat that contributes to building air conditioning load. Studies have also shown that print and imaging devices can cause degrada-

The Cost of Managing Paper: A Great Incentive to Go Paperless! http://www.informit.com/articles/printerfriendly.aspx?p=1393497

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tion of Indoor Environmental Quality (IEQ) through emissions of particulate matter, Volatile Organic Compounds (VOC’s), and other potentially unhealthy substances. At the end of life, paper, electronic devices, and consumables are a significant portion of the solid waste stream produced by most organizations. Studies show that as much as 65% of waste from offices is white paper. Un-recycled print cartridges and packaging waste is a significant contributor to the solid waste stream as well. At the end of their useful lives print and imaging devices become hazardous e-waste. The inefficient use of print and imaging resources is also very costly. However, most organizations don’t have a complete picture of what they are spending since those expenses are spread out among various parts of the organization. Though a ream of paper may only cost a few dollars, analysis shows that the real costs of paper use adds up to 13 to 31 times the purchase price of the paper. For example, a study in Alameda County California found that the purchase cost of the paper is only about 10–11 percent of the lifecycle cost of paper use in an office. Copying, delivery, handling, storage, retrieval and waste management make up the other 90 percent.

Value of MPS

1. Gathering benchmark or baseline data on costs and eco-footprint of print and imaging services. 2. Measuring and reporting on actual usage of services and materials over time. 3. Ensuring efficient design and use of print and imaging systems and resources. 4. Managing print and imaging equipment for maximum life. 5. Influencing the supply chain to greener products and processes through purchasing strength. 6. Assisting with design and management of recycling systems for paper and consumables. 7. Contracting and managing for safe and proper end-of-life disposal of electronic products.

The paper industry is the 4th largest contributor to greenhouse gas emissions among United States manufacturing industries.

to broader Corporate Social Responsibility (CSR) objectives in several ways listed above. All of these services are beneficial to customers, and also in the best interest of MPS providers. They help customers get the most from their expense dollars and vendors to be profitable.

Fortunately, vendors of managed print services are well positioned to help customers reduce both the cost and the eco-footprint of their print and imaging operations. Like virtually every other aspect of Green IT, being more environmentally responsible is fiscally responsible as well. Eco-efficiency and operating efficiency go hand in hand, but require changing the way organizations design and use print and imaging systems.

In the next few years both public and private sector organizations around the world will be subject to new regulations on waste management and carbon emissions. Many will also feel pressure from customers and business partners to demonstrate that they are tracking and managing the eco-footprint of their operations. Wal-Mart, for example, has launched a project to require sustainability reporting and compliance from all of its suppliers. Government purchasing regulations in most of the world are incorporating environmental criteria in purchasing decisions. Every organization will also face the continuing need to cut operating expenses.

Managed print services can deliver value to a Green IT program, and

MPS vendors should not miss the opportunity to demonstrate how they

deliver value on this emerging issue. Virtually every manufacturer and supplier of paper, print and imaging equipment, and consumables has a significant environmental responsibility initiative. They provide tools such as carbon calculators and are eager to have their story told. While customers may still be primarily driven by economic and operating issues rather than environmental responsibility in their decision-making, it can increasingly be said that becoming green is part of becoming profitable. Design and managing for sustainable operations isn’t a fad, it’s a long-term trend. Richard Hodges is the Founder and CEO of GreenIT, a consultancy focused on the role of Information and Communications Technology (ICT) in creating a sustainable future. Since 2004 GreenIT has been designing and implementing practical programs for minimizing the harmful environmental effects of ICT use, and for harnessing ICT innovation to enable sustainable solutions for the built environment. Hodges is a recognized pioneer and thought-leader in the emerging field of Green IT and is active as an educator and evangelist for new approaches to the design and management of IT systems. www.GreenIT.net

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CASE STUDY:

Green The LCBO Saves Some

with MPS

Authored by Graeme Booth Edited by Misty Hamel, MPS Insights Editor, Photizo Group

hen the Liquor Control Board of Ontario (LCBO) decided to manage their out-ofcontrol imaging fleet, the savings realized were oh so green. They reduced energy consumption by an estimated 58 percent and costs by 40 percent. A provincial government business enterprise, the LCBO buys wines, spirits and beers from more than 80 countries and reports annual sales of more than $4.3 billion. With more than 600 stores across Ontario, supplied by 5 regional distribution centers and employing a work force of more than 7,000 to serve Ontario’s population of 13 million, the LCBO is the largest single purchaser and retailer of beverage alcohol in the world. As LCBO grew and expanded their workforce they also grew and expanded their imaging fleet, printing costs and carbon footprint. Excessive equipment is one of the biggest factors in rising hardcopy costs. Walk into most offices,

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and you will likely find several printers, fax machines, and copiers within reach of nearly every employee. Some staff even have a dedicated printer in their cubicle or office. In addition to a high per-page printing cost, many of these personal machines lack duplex printing functionality, which doubles the amount of paper used per job—thereby doubling your carbon footprint. Such was the case at the LCBO as they would later discover a device to user ratio of 1:3. Like many budget-conscious corporations worldwide, the LCBO was caught in a conundrum—how to provide printing access for legitimate, business needs while reducing wasteful, costly printing practices? The LCBO was also concerned that as well as the increase in departmental printing on personal devices, commercial printing was increasingly being outsourced, often not taking advantage of the capabilities of its in-house print and digital copy center. So they engaged external consultants from The

DATA Group (Deb Blakely and Dan Ferland) and Integrated Print Management Inc. (Tim Newnham) to conduct a site audit of their printing practices and create a plan to better prepare for its printing needs. Detailed analysis and print studies on the LCBO’s head office and the central print and digital copy center located in downtown Toronto and its stores, regional offices and extensive distribution facilities throughout Ontario were conducted. The consultants identified approximately 600 devices including more than 400 printers along with copiers and fax machines. With a device to user ratio of 1:3, this inventory was not only difficult to manage (and control), but total print costs were moving in the wrong direction. “We had a very large number of desktop printers and we knew that the purchase price was only a small part of the total cost of ownership. Some of the devices may have been inexpensive to buy, but the replacement cartridges made them very expensive to operate,” said Carol Lyons, LCBO controller and project sponsor. The consultants were also able to quantify costs, and come up with recommendations that, if implemented, would enable the LCBO to reduce its overall printing costs, improve the management of printing activities and have a positive environmental impact. The key findings confirmed that: •

With costs spread across several budget centers,

•

the LCBO did not have the desired level of control of its print environment, and did not have an adequate handle on how much it was spending on desktop, workgroup, internal production print, and outside print services. The printer fleet was widely distributed among the user community and the actual number of devices was far higher than users actually needed. Managing a non-standardized collection of devices was time consuming and expensive because of the need to purchase diverse imaging consumables and service contracts to support the different hardware. The equipment in the print and digital copy center was out-of-date, under-utilized and did not support the user’s needs, especially in the marketing department.

•

Accordingly, print jobs were being outsourced, due to user concerns about service, quality and turnaround. The LCBO needed a centralized mono and color print solution that would address user service concerns and could provide immediate opportunities to bring some printing jobs back in-house, thereby reducing external print costs.

Using this analysis the LCBO developed a strategy and implementation plan for both short and long-term improvements to its printing capabilities. They issued a public RFP to solicit bids to replace their deployment of aging copiers and overly large printer fleet with a five-year agreement covering its head office, regional offices and distribution facilities, stores and its central print and digital copy center needs. The

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Estimates of the environmental impact of LCBO’s print management program based on HP’s Carboon Footprint Calculator.

head office, regional offices and distribution facilities contract was awarded to 4 Office Automation Ltd (4Office), an MPS provider specializing in delivering quality service and affordable print, copy, scan and fax solutions to both the public and private sectors across Canada. Other vendors were selected to fulfill the print and digital copy centre and store aspects of the RFP. On the LCBO side, the finance division drove the project with LCBO Controller, Carol Lyons as the sponsor. This brought a solid understand-

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ing of the LCBO business process and requirements, while assuring that the financial aspects of the project—both costs and benefits—would be properly accounted for and a centralized approach for budgeting, tracking and reporting established. Chris Chang was the project manager and more importantly, the project received strong upfront support from LCBO President and CEO Bob Peter. The management team understood immediately that an opposition to the changes could re-

sult from users fearing a loss of service and control. To address this, the project was approached as a straightforward change management challenge, i.e. convince users to give up their personal or departmental printing capability in return for improved services. Chang kept the big picture in mind, while also working on the details and specifics. Transferring knowledge, sharing ideas, solving problems and providing new or updated information to the user community were important aspects of dealing with the change management implications. The project team applied a deep understanding of the LCBO’s business and workforce to the project. As a result, obstacles were easily addressed, and the level of user acceptance was high. The LCBO has now successfully replaced the ad-hoc acquisition of hardcopy printer devices with a deployment of fullyfeatured multifunctional print devices, strategically placed within 30 feet of users. Users now experience an average response time of less than two hours for service calls resulting in high satisfaction levels. The total machine population was reduced by approximately 70 percent and ratio of device to users has increased from 1:3 to 1:7. To achieve this, the LCBO: •

•

Replaced 68 copiers with 108 strategically placed 3050 page-per-minute fully featured A3 multi-functional workgroup devices, Reduced the number of high page-cost printers from 400 to less than 60 Reduced the number of fax machines from 80 to just 2

Project team: (left to right) Carol Lyons, controller and sponsor; Chris Chang, project manager; Andrew Lawson, print and digital copy center manager

4Office is also providing an all-in cost-per-copy service on the remaining 60 single purpose printers, to further reduce costs and streamline fleet management. The improved configuration fully supports user workflow requirements and productivity. Dramatic print cost savings were achieved by migrating printing from high cost to lower page cost devices— more than 95 percent of fleet printing is now completed on the new lower cost per impression multifunctional devices. The replacement of antiquated equipment in the print and digital copy center with new technology has measurably improved quality and turnaround. “The change in technology that came with the current equipment brought a quantum leap in quality to the print and digital copy center. It is now near commercial grade,” said Andrew Lawson, print and digital copy center manager. As a result, print and digital copy center usage has skyrocketed, and the volume of work done for internal departments such

as Marketing has increased significantly. This has had a direct positive effect on the LCBO’s commercial printing costs, by reducing the number of jobs done externally. Ongoing program management is another key component to an effective print output management program. This involved setting up reporting from all network devices to read impression counts for color and black and white impressions, providing the necessary detail to substantiate monthly billings. Additionally, a robust suite of reporting was developed to enable the LCBO and 4Office to review usage of the fleet; monitor devices for potential under/over utilization, determine if specific machines need to be relocated to better meet changing print requirements, and to deal with any new print requirements. Overall, the LCBO exceeded the targeted cost savings from its print management initiatives, and actually achieved a cost reduction of more than 40

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Saving Green, Being Green Although a green initiative was not initially a key part of LCBO’s original plan for its print management project, it has been able to achieve measurable green outcomes. The total machine population was reduced by approximately 70 percent and ratio of device to users has increased from 1:3 to 1:7. LCBO has also seen sheet usage drop 25 percent due to all devices being duplex. Beginning to explore the Stage 3 possibilities, they are looking at a document management process that could save even more paper per day.

percent of its estimated previous printing costs. These results are in line with other case studies. Print migration projects of this type show that it is not unusual for companies to reduce their overall print costs by up to 30 percent, increase employee productivity and cut energy consumption by more than 75 percent. Although a green initiative was not initially a key part of LCBO’s original plan for its print management project, it has been able to achieve measurable “green outcomes”. Some articles have suggested that 85 percent of all paper used is consumed by office copiers and printers, and the LCBO has already seen sheet usage drop 25 percent due to all devices being duplex. Some duplexing was already happening before the transition. Beginning to explore the Stage 3 possibilities, they are looking at a document management process that could save even more paper per day. The LCBO has realized a reduction in its carbon footprint by addressing its print infrastructure. Since completing the project, the LCBO can now adequately monitor and control its printing devices. Paper usage has been decreased significantly, and the introduction of improved management control processes has enabled the LCBO to track the percentage reduction achieved by introducing default duplex mode on the MFDs. read more at http://www.mpsinsights.com/case-studies/

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The energy consumption of the former printers and fax machines has been eliminated, and the installation of Energy Star 1.1 compliant MFDs has directly reduced electricity costs. Another green advantage is that, unlike conventional printer cartridges, which contain multiple components and have to be transported to specialized disposal centers for breakdown and separation, the multifunctional toner cartridges are made of 100 percent ABS plastic (blue bin recyclable) to further reduce the LCBO’s environmental impact. “LCBO is focused on operational efficiency and customer satisfaction and therefore continuously seeks out opportunities to improve productivity, reduce operating costs and enhance our corporate sustainability program in the area of environmental stewardship. This was the catalyst for undertaking a total reassessment of our imaging assets and their utilization,” Lyons said.

Graeme Booth, CMA is a former partner in Technology Practice with both KPMG LLP and PricewaterhouseCoopers LLP. Graeme currently sits on the Advisory Board of a publicly traded technology company and is also actively engaged in management consulting focusing on strategic and tactical planning, technology governance, systems strategy and operations and operational implementation.

LEARN BY EXAMPLE:

More Great, Green Case Studies Over the next three pages we’ve provided summaries of three partnerships between MPS vendors and end users. You can read the full case studies http://www.mpsinsights.com/case-studies/.

3M Who: Founded in 1902, 3M is a diversified technology company serving customers and communities with innovative products and services. With worldwide sales in 2009 of $23 billion, operations in more than 65 countries and almost 75,000 employees worldwide, 3M is one of 30 companies in the Dow Jones Industrial Average and also is a component of the Standard & Poor’s 500 Index. “3M is committed to actively contributing to sustainable development through environmental protection, social responsibility and economic progress.” - 3M.com Partner: HP For decades, 3M Company has built its reputation as both an innovator and one of America’s best-run companies. But like most large corporations, it was overpaying for output services—printing, copying and faxing—and often did not meet the needs of the user community. Partnering with HP through a managed print services agreement has changed all that. The challenge: • No centralized control of printing or copying • 101 different printer models scattered throughout 3M offices • Some offices had almost as many printers as people • Little idea of Total Cost of Ownership (TCO) The solution: • Launching a centralized, managed print services • Consolidate with energy-efficient HP MFPs and laser printers • Streamline printer fleet management • Reduce device count by some 47 percent globally • Network-level duplex settings • Centralized management using HP Web Jetadmin software facilitates automated supply ordering The results: • More than $3 million in savings in first two years • Per page costs reduced by up to 90 percent

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• • • • •

Flexibility to continue deployment as 3M grows, changes Reduced energy consumption by an estimated 79.9 percent, saving more than $1.2 million in energy costs 8,240 metric tones reduction of CO2 emission from energy and paper reductions, equivalent to taking 978 cars off the road for one year Estimated 353 million fewer pages printed Over a 12-month period recycling efforts diverted more than 17,000 print cartridges away from landfill

Like most large corporations, 3M was overpaying for output services—printing, copying and faxing—and often did not meet the needs of the user community. - 3M & HP

Degrémont Who: Degrémont is a division of the SUEZ ENVIRONMENT with a presence in more than 70 countries, 10,000 facilities worldwide and revenues of €1,014 million. Its teams design, build and commission facilities for drinking water production, desalination, wastewater and sludge treatment for local authorities and industries. One billion people are served by Degrémont facilities worldwide. “The nature of its work makes Degrémont a vital player in the battle for sustainable development.” - Degremont.com Partner: Lexmark International, Inc. The challenge: • A lack of standard printing equipment, which consisted of some 50 self-service A4 and A3 devices and more than 400 printers and MFPs of various brands • Stock of consumables spread across all of the company’s departments, making it particularly difficult to manage printing costs • Issues relating to the security of printouts and scrap paper • Varying needs across several department The solution: • Use of less product codes • Better quality of color printouts • Implementation of innovative badge-based printing solution • Ability to print every type of document The results: • The number of printers and MFPs was reduced by 80 percent, from 400 to 90 at three sites at RueilMalmaison. • There is now one device for 11 people instead of one device for 2 people

The number of printers and MFPs was reduced by 80 percent, from 400 to 90 at three sites at Rueil-Malmaison. - Degrémont & Lexmark

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• • • •

The objective of reducing the number of pages by 20% over 4 years was achieved in just six months 1.74 million less pages printed in the period of one year, a savings of 8,700 kilos of paper Use of consumables reduced and should go from an annual consumption of 1,600 toner cartridges to 500 cartridges—estimated to reach almost 70 percent Number of pages printed has been reduced by more than 70 percent

AkzoNobel

Sustainability is at the heart of everything we do. That’s why we’ve integrated sustainability into every area of our business - for the benefit of our clients, shareholders, employees and the world around us. - AkzoNobel & Ricoh

Who: AkzoNobel is the largest global paints and coatings company and a major producer of specialty chemicals. Headquartered in Amsterdam, the Netherlands, they are a Global Fortune 500 company and are consistently ranked as one of the leaders on the Dow Jones Sustainability Indexes. They are located in more than 80 countries, with 55,000 employees around the world. “We’re committed to reducing our impact on the planet and delivering more sustainable products and solutions to our customers. But we can only do this if sustainability is at the heart of everything we do. That’s why we’ve integrated sustainability into every area of our business - for the benefit of our clients, shareholders, employees and the world around us.” - Akzonobel.com/sustainability Partner: Ricoh The challenge: • Print and reprographics infrastructure had grown organically • A fleet of stand-alone printers was proving expensive to run and provided little control over usage • Print volumes were growing • Carbon emissions too were higher than necessary The solution: • Advanced color-capable MFPs were installed throughout the company’s offices • A uniform print platform made it easy for employees to familiarize themselves with the new equipment and helped reduce the need for IT support • The print environment is controlled using Ricoh Output Management and Security Software • The software monitors usage and provides the means to impose intelligent print rules such as double-sided printing The benefits: • Ricoh green-office solution • Environmental print audit • Energy efficient MFPs • Managed print environment • 15 percent less paper consumed • Significant and sustainable reduction in carbon footprint read the full case studies at http://www.mpsinsights.com/case-studies/

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old

FROM GREEN TO

Looking for ways to help his school become more environmentally friendly and cut costs, this MIT graduate student developed his own print monitoring software.

Written by Misty Hamel, MPS Insights Editor, Photizo Group f you would have asked Joseph Barillari in the spring of 2009 what he would be doing in six months, creating his own print management software company probably would not have been his first answer. That’s because Barillari was a graduate student in a joint MIT-Harvard program, working on an academic project called “Over-vu” to help navigate literature online—a far cry from monitoring paper and toner usage.

and file it. One day while discussing the commercial applications of this project with a friend from graduate school, his friend suggested, “Hey Joe, why don’t you go Nerd Commando and find out what Harvard and MIT are actually spending on printing?” And so it began, Barillari wrote a computer program to discover printers on the network and track paper usage among other features. The software program was named Virebo, Latin for “I will be green.”

The goal of “Over-vu” was to cut down on paper usage by avoiding the usual process by which students and academics print out a lot of paper, highlight it

As any assessment goes, Barillari began to run into surprises, such as the phenomenon by which paper reams left out for the students to refill printers had a tendency to grow feet and walk away. He also discovered that larger print jobs were not being sent to the printers that were more equipped to handle high-quantity jobs. However, he found that it was not irresponsible printing by students that was the most costly, due to the fact that most of their printing took place on high-volume, black and white devices where

definitio

Virebo:

Latin for “I will be green.” Derived from Vireo. virēbō 1s. ft. act. ind. of vireō, —, -ēre [VIR-]: to be green, to be verdant, to flourish. 16 MPS Insights Journal

Customer Adoption Model STAGE 3 STAGE 2

“I started showing this stuff around and people were saying, wow I had no idea.” During this same time, MIT was in the process of forming a committee to cut costs at the institute. The chair of the committee, Dean Richard Locke, sent out a mass e-mail to the campus asking students for ideas to help with costsavings. Barillari responded with his findings on paper usage at MIT and Harvard and was invited to meet with Lock and the COO of Lincoln Labs, a federal research facility MIT runs. “They gave me probably the best feature suggestion I’d ever heard…tracking toner usage,” Barillari said. “And that very night I started adding that feature.” Following that meeting Barillari was introduced to head of procurement and the head of IT operations at MIT, where they signed a contract to deploy his software campus-wide in the fall of 2009. Barillari worked with MIT on a semi-consulting arrangement. He installed the software and tailored it to accommodate different feature requests, like the ability to find out whether people were resubmitting jobs from one printer to another—useful when they were piloting new printers.“ At the present Barillari is monitoring MIT’s 2,200+ printers and the information is being incorporated into reports. He says MIT is very careful when it comes to making changes and for now all the information is being used largely internally to get a handle on the situation. As we approach the summer of 2010, he suggests MIT is starting

STAGE 1 Control • assessment • understanding user requirements • planning

Monitoring: Finding out what is going on, because you can’t manage what you are not aware of.

GROUP, LLC

2: Optimize • fleet consolidation • right sizing • asset deployment

3: Enhance • simple document management • document workflow • document archiving

VENDOR SKILL REQUIREMENTS

charge backs frequently were applied, but rather it was the small color printers dotted throughout departments and offices.

Reduction: Reducing pages as far as user tracking. Who are the targets for user intervention?

Optimization: Assume every page you print is actually ES necessary—how RVIC T SE do you cut PRIN D E G AN A costs? HM WIT NCE ERIE EXP

What does Barillari say about the phases of print reduction?

to move to Phase 2, optimization. The way in which Barillari discusses the phases to any process that involves print reduction sounds oddly familiar to the Photizo 3-Stage Adoption Model, but hey, great minds think alike. The three phases, he says, are monitoring, optimization and reduction. “The hardest thing to change is user behavior and the easiest thing is to just look. The first step is finding out if you have a problem, then determining the best solution that does not involve behavior change but does have a positive impact on workflow. ” In approximately half a year Barillari had gone from navigating PDFs to signing his fist contract (a rather large one) for his software company. Able to talk the graduate school into allowing him to take a year off to focus on his

blooming business, he attributes their leniency to his “green”minded product. And what started with “green” in mind has gone down the path of cost-savings. We continue to see over and over again how this idea of being green continues to save everyone a little green. Coming full-circle with the original goal of curbing waste, Barillari has recently finished the greener aspects of Virebo. In addition to quantifying cost savings, you are now able to see how much CO2 and power you can save by avoiding certain practices. The program also has the ability to set up friendly competitions between departments to encourage waste reduction and more savings. “Right now people care about green technology, but to get in the door—to be able to talk about cost savings really helps,” he said.

Green MPS: How to Do It. How to Sell it.

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Virebo Demo

Photizo’s Perspective We at Photizo Group took a look at Barillari’s demo site at http:// virebo.com, and we were instantly impressed with the dashboard that greeted us. On one page the user is able to see the number of impressions made, the number of pounds of CO2 used, and the dollars wasted due to inefficient printing. All of this data was based on a week’s usage. In addition to these data points, the user is also shown the three top and bottom divisions in terms of dollars saved or spent. The dashboard serves to give the user the ability to track key figures to determine cost savings and environmental impact. The dashboard can be used to view multiple types of queries including: department, building, division, manufacturer of device, and others. Furthermore, the user can look at monthly data. This is only one aspect of the Virebo tool, the interface is a website with tabs across the top giving the user additional features as is illustrated in the image on this page. “My building” is the second tab and allows the user to compare how different buildings rank in terms of the number of pages printed per person. Dates shows figures on a daily basis including: impressions (total and color), pages printed (total and color), pounds of CO2 used, supplies cost and total cost. The next several tabs allow the user to view the data from different perspectives by utilizing different breakouts of devices, supplies, buildings, etc. The Jobs and Users tabs are unique to the Premium version of the tool, and allow the user to see all of the jobs that have been processed as well as how much everyone is printing. We were glad to see that these tabs did not seem to display any data that could be confidential such as document names. The jobs were named in a sequential manner. Overall, this tool gives the user a great deal of functionality and many different views of the data captured. Photizo really appreciates the green focus of this tool; we have not seen many tools from North America include this level of green reporting. One functionality we would like to see in the future is the addition of rules based printing.

Barillari is currently working on making Virebo what he calls a “thow-itover-the-wall” package where people can download the software from the Web site and use it anywhere in the world. He hopes to be able to take another year off from graduate school and continue to grow his company. He says long-term his goal is not necessarily to stay in printing, but to stay in IT working with green technology and making a difference. “I think that printing is a great place to be, simply because there is a lot of it, a lot of opportunities to move forward and a lot of enthusiasm.”

18 MPS Insights Journal

Joseph Barillari is on leave from a Ph.D. program in computer science at Harvard and in medical engineering with the Harvard-MIT Division of Health Science and Technology. He graduated from Princeton University in 2004.

Green MPS: How to Do It. How to Sell it.

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DOES GREEN Really Matter?

Keith Shumard & Jim Hillmann, Managed Print Specialists, Modern Office Methods

odern Office Methods is a 54-year-old equipment dealer serving Central to Southern Ohio, Northern Kentucky and Southwest Indiana. Most of our customers recognize us by our bright red and black “MOM” logo. Recently however, MOM added another color to its brand - GREEN. In early 2009, MOM launched our Green Print (think blue print) sustainability program to combat the negative impact a business like ours could have on the environment. Like most businesses, MOM uses our share of natural resources, consumes energy and produces waste. As an industry leader in office technology it only made sense for MOM to develop programs that not only reduces our company’s carbon footprint, but that also assists our client’s efforts to do the same. A company does not become “green” overnight and the decision to make the green commitment was not made in haste. MOM’s ownership and executive team studied the pros and cons thoroughly before making a conscience decision to become a green leader. The decision was driven not only by a desire to be a more responsible corporate citizen but to further distinguish ourselves as a market leader in our industry. Since the initiative was

message to our customers is of paramount importance. MOM has dedicated many marketing resources to the effort including a redesigned Web site, Facebook presence, Twitter presence and traditional green marketing collateral for use by our sales professionals. As MPS professionals, we find very few opportunities that do not have a “green” component. When presented with the opportunity to discuss green, we go back to basics – ask probing questions then listen, listen, listen. We try to let the customer tell us what green means to them. Often, they are unable to verbalize their goals or simply have not identified them yet. They just know they want or need to be more sensitive to environmental and sustainability issues. When faced with this type of customer, we utilize several talk tracks to help the customer better understand our approach to green and get a better idea of what is important to them: Green Product Design and Manufacturing – Customers can have a green impact simply by choosing devices that were manufactured in a green environment. Most equipment manufacturers have sustainability programs and

A company does not become “green” overnight - MOM’s ownership and executive team studied the pros and cons thoroughly before making a conscience decision to become a green leader. driven from the ownership and executive level, the commitment was clear from the top down and the employee buy-in was swift. We were pleasantly surprised when several employees volunteered their time to work on the Green Print initiatives. As we started to become more aware, our internal practices started changing and our efforts started to make a difference. While MOM’s “Green Print” has had measurable results for the company internally, the external results are equally impressive. Taking the “green” talk to our customers has paid large dividends. And of course, when we talk green it is not just talk – all MOM employees participate in our Green Print program. Getting this

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provide details about them on their Web sites. Sales Professionals should be ready to talk about these programs. Energy Efficient Devices – Energy consumption and emissions can vary widely. Again, manufacture’s Web sites contain a plethora of information on this topic. In addition, many of the top MPS assessment tools contain equipment databases allowing you the opportunity of including this information in a Total Cost of Ownership (TCO) analysis. Fleet Consolidation – Nothing says green more than fleet consolidation. Fewer devices will almost always equal less electricity, less emissions and fewer prints.

Paper Reducing Technologies – There are dozens of ways to reduce paper. Encouraging two sided printing is the most obvious and it’s free. If encouragement is not getting the job done, there are software options that force two sided printing, force print jobs to certain (more efficient) devices and/or show a quick preview of a print job to the end user allowing them to eliminate unnecessary pages (i.e. email signatures). Suffice it to say, if there is a printing behavior you would like to modify or encourage, there is a software package to help you get the job done. Legislative Compliance – Who knew legislative compliance could be green? Many industries such as banking, legal and healthcare are under ever increasing pressure to comply with a number of regulatory issues regarding their documents. If you can design a workflow that helps your customer reach compliance and eliminate unnecessary printing, you are solving two problems at once. Toner Recycling – This is one of the biggest issue most of our customers face. It also happens to be one of the easiest to implement. There are a number of toner remanufactures and recyclers that are all too happy to get your customer’s empty cartridges. Do your homework and pick a partner that provides empty boxes with prepaid shipping labels and is not particular about what they receive. End of Life Solutions – Not your end of life, the device’s end of life. Many dealers focus only on recycling “used toner” cartridges but what about the printers and/or MFDs? Make sure you have a way to recycle these devices responsibly. And while you are on this subject, make sure you discuss the security of the customer’s data that may still reside on the device’s hard drive at the end of its life.

Since making the decision to go green - MOM has worked to make their own office more environmentally friendly 1. All MOM employees now have access to a recycling bin in addition to their trash can 2. Plastic and aluminum recycling receptacles in our break rooms 3. All empty toner/ink cartridges are recycled 4. 75,000 lbs. of cardboard (packing material) were recycled last year 5. 200,000 lbs. of scrap metal and plastic from used copiers and printers were recycled last year 6. All bottled water machines were replaced with filtered water machines from MOM’s Pure Water Technology Division 7. All MOM employees were given reusable water bottles in an effort to eliminate the use of plastic, single-use water bottles 8. MOM was recognized recently at Ricoh’s national dealer conference for its green initiatives MOM has enjoyed tremendous success by readily demonstrating our commitment to environmental and sustainability issues to our customers and prospects. Increasingly we are seeing these issues become a major component to RFPs, particularly with larger opportunities. In addition, several recent engagements have included a customer’s Sustainability Officer in the decision making process. Make no mistake about it, green does matter. This topic is here to stay and it is important for an MPS provider to be ready to react well to the customer’s inquiries. MOM’s Senior Vice President, Steve Bandy, underscores the importance of green this way, “Our customers have been asking about this for quite a while. If there is a value to the customer, then there certainly is a value to MOM. If you are not in it and your customers do not know you are in it, you will lose opportunities. ”

Jim Hillmann is a Managed Print Specialist for MOM in Cincinnati, OH. In this role, Jim consults with existing and potential MOM customers to develop meaningful print management strategies with the goal of reducing costs, increasing productivity, improving document related workflow and limiting environmental impact. Jim is CDIA+ certified and prior to joining MOM worked in the document management field for over 15 years. Most recently, he owned and operated a successful document management and imaging company that specialized in the legal vertical market. Keith Shumard joined MOM in 2007 as a Managed Print Specialist. Prior to joining MOM Keith spent the previous 10+ years in various IT roles. Leveraging this experience, Keith is uniquely qualified to achieving a customer’s IT related goals and their operational goals during an MPS engagement. Keith has implemented dozens of successful MPS solutions across many vertical markets including healthcare, manufacturing, education and accounting.

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Expanding Green IT Initiatives within MPS Best Practices.

Remanufactured Service Products One Key to Keeping your MPS Offering Green. Dennis Fotopoulos, Director of Strategic Business Development, Metrofuser, LLC

anaged print services and green IT initiatives are not mutually exclusive of one another. As the managed solutions provider and the Hybrid Dealer jostle for position in the race that will differentiate themselves from others within the MPS ecosystem, those companies that wrap green IT initiatives into their MPS offerings’ will likely be the ones that come out ahead. While some of what is listed here might seem elementary to those who have been recycling and reusing printer and MFP components as a part of their business model, there are others who are still “green” when it comes to best practices of recycling and reusing to the maximum benefit for their customer. While any eco-friendly solution should always include commitments to reduce energy usage, paper handling and reduction strategies, responsible and comprehensive

however, is not always the immediate answer when your customer asks for an environmentally responsible costreduction strategy. THE REDUCE AND REPLACE MODEL IS THE ANSWER? WELL, PARTLY... Replacing equipment with newer, fewer, more energy efficient units could be the most desirable model to the dealer and even the CIO. On the outset, it is completely environmentally responsible ensuring lower energy and paper consumption costs. But where do the decommissioned assets go? The EPA’s July, 2008 report, Electronic Waste Management in the United States indicates that stopping at reducing and replacing current print fleets could add to waste because 20 percent of companies and individuals hoard old assets.

New equipment, however, is not always the immediate answer when your customer asks for an environmentally responsible cost-reduction strategy. asset recycling strategies, it should also include the recycling of all toner cartridges and sub-assemblies such as fusers and paper path units, as well as PC boards. Customers that are committed to being environmentally responsible can easily be transitioned to the newer, ecofriendly and Energy Star compliant machinery and may need only a little prodding to purchase new equipment. The dealer gets the big sale, the customer gets shiny new Energy Star certified equipment, their electricity bill is reduced by 3-8 percent, the sales rep gets a large commission check and the CIO gets a bonus. New equipment,

22 MPS Insights Journal

With the deployment of an MPS solution, corporations must resist this temptation and dealers must also resist the urge to store equipment in a bone-yard environment where technicians can go to pull service parts. Worst case for either of these scenarios is that the decommissioned assets are junked after some time (hopefully responsibly), which returns no value to the corporation or to the dealer. There are alternatives. In the case of whole unit printers and MFDs, the original equipment manufacturer probably has a take-back program in place. It is also possible that they would pay for the assets, but if there are multiple

MPSA’s

Top Four Elements of Best Practices The Managed Print Services Association (MPSA) has developed a set of core MPS Best Practices. The following outline lists these best practices, incorporating some ideas that hopefully will provoke some thought as to how you, as a dealer, can proactively help your customer to save even more on print costs while remaining committed to Green IT practices: 1. Analysis: While analyzing the output and workflow during the analysis phase, consider the current parts and supplies fulfillment strategy or model employed by the MPS prospect. • Are service parts and supplies being purchased on exchange? • Are they remanufactured? • Will printers be replaced? • Are there methods and procedures in place for a recycling/ship-back policy for used parts and decommissioned printers? If so, is there a cost involved with disposal process? Additional opportunities to save your customer even more on printing costs can be found within the answers to these questions. If the answers to questions A and B is no, then the opportunity is even greater. 2. Strategy: Include recycling solutions within your strategy by developing a streamlined process to recover and recycle defective and spent parts and office machine assets. • Work with your toner and parts supplier to do this. They should willingly partner with you on this to make the process as easy and mutually beneficial as possible. • Develop programs that reward the customer based on the amount of assets recycled. • The initial payback for collected and decommissioned assets could be significant. Organize the sale and transfer of the assets with your parts vendor. This could even be the OEM manufacturer in some cases. • Develop an itemized BOM with all inventoried assets to be sold. Prioritize assets that have value to illustrate the ROI for recycled assets for your customer. 3. Manage: • Continue a Return/Recycle/Reuse program with your customer. • Work even closer with a trusted parts remanufacturer to establish point-to-point collection solutions to create a continuous pipeline of decommissioned assets and cores directly from your customer to your vendor’s collection center. 4. Repeat: As the customer’s printing requirements change over time, so, too, will the ecosystem landscape. That is, machines will need to be repaired, retired, replaced, etc. Keeping with the practices above will ensure that the customer will continue to benefit from the cost savings from their return/recycle/reuse model while remaining committed to Green IT practices. “MPS Best Practices Determining Product Lifecycle Replacement” www.yourmpsa.org

manufacturers involved, they likely will only take their own products back. There is also the possibility that the customer would incur the cost of shipping, thus marginalizing the benefit. In a “better-case” scenario, all of the retired equipment is disposed of responsibly through an accredited ewaste facility. The drawback is that, while e-waste companies are a great

source and provide a much needed service when it comes to recycling and responsibly disposing of e-waste, these facilities charge a fee to pickup and recycle all electronic equipment and, for the most part, it does not make sense for the recycling company to reintroduce the used assets into the office ecosystem. Some e-waste companies work towards asset reintroduction. In fact,

our company occasionally uses them as a source for assets that can be demanufactured or remanufactured for reintroduction into the business office ecosystem. Most, however, just do not have the space or resources to de-manufacture the business machines. Rather, the machines are dismantled and the materials are sorted and routed based on the composite and then the raw materials are processed and reused in manufacturing.

Green MPS: How to Do It. How to Sell it.

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WORST CASE SCENARIO WITH REDUCE AND REPLACE

RETURN, RECYCLE, REUSE - HELPING THE MPS PROVIDER ADD VALUE

Even if assets are responsibly disposed of through a reputable e-waste recycling company, chances are that they will be sent to a shredder rather than reused. Additionally, it is possible that the newer model printers’ replacement toner cartridges are not initially recycled nor recharged by one of the many high-quality toner- recharging companies. Even further down the road, where do the replacement fusers and

The opportunity to reduce print costs and broaden the green IT commitment to your customer should not be an afterthought in the MPS proposal process. Again, MPS and Green IT initiatives are not mutually exclusive of one another and should be considered in the earliest stages of any MPS proposal. It is impossible to list all of the reuse and recycling

Statistics have consistently estimated that e-waste has increased tremendously over the past two decades. “Some 20 to 50 million metric tons of e-waste are generated worldwide every year, comprising more than 5 percent of all municipal solid waste.”1 sub-assemblies end up? If not recycled responsibly, each one of these items can account for hundreds of pounds of carbon waste per device. At best, often unbeknownst to the CIO or the COO, the Energy Star and paper cost savings is marginalized and at worst the corporate carbon footprint has actually been increased. THE REMANUFACTURING COMPANY - INHERENTLY GREEN Meet the remanufacturing company. These companies’ business models are inherently green and eco-friendly. Their entire model is dependent upon successfully collecting, demanufacturing, repairing, recharging and remanufacturing used and spent toner cartridges, sub-assemblies and even whole business machines for reintroduction into the office ecosystem, and no one does it better than they do. As a dealer, you may already be purchasing parts and toner from one or more of these companies. It is likely that you are if you have purchased your parts on exchange with the promise of sending back the old item to the source.

scenarios or solutions that can be incorporated into your offering, so the dealer must get creative. What is certain is that it will be much easier if the dealer incorporates a recycle and reuse strategy early in the proposal process. 2

Remanufactured product is at the pinnacle of any recycle/ reuse initiative. MPS dealers and service companies have the ability to continue the green IT initiatives put forth by their customers – even exceed their customer’s expectations with cost savings and continuing a recycling and reuse program directly within the office environment. The mantra should be: •

• •

• The remanufacturing company has, like no other, developed some of the most efficient methods of reclaiming empty toner cartridges and worn sub-assemblies (fusers, paper path products, drums, etc.) and decommissioned business machines that would otherwise be destined for a landfill. Most times, remanufacturers will also pay for these much needed assets – especially later model printers and components that are, say, 10-12 years old. For example, whole unit HP LaserJet 4250N (Q5401A) complete machines are currently gleaning as much as $200 or more each and many companies will purchase them by the truckload if possible. Collectively, HP LaserJet 4250 printers, toner cartridges and sub-assemblies represents just one of thousands of business machine SKUs that are needed by remanufacturers. 1 2

•

Throw away nothing - collect and reuse/remanufacture business machines, their sub-assemblies, PC boards, toner cartridges, etc. Set recycling goals for yourself and your customer Employ quality remanufactured product - Remanufactured product is often half the cost of OEM product, and even more when considering the cost savings of purchasing products on exchange. Recycle decommissioned products directly with remanufacturing companies rather than IT Asset Recycling Companies who often do not fully understand the value of the assets. Consider remanufacturing companies that can offer certifications that the decommissioned products were reused or de-manufactured and responsibly disposed of. Dennis Fotopoulos is the Director of Strategic Business Development for Metrofuser, LLC. Fotopoulos joined Metrofuser in October, 2004 as the first National Account Manager for the startup and after a brief hiatus from the company, he rejoined Metrofuser in April, 2008. In his role at Metrofuser, Fotopoulos works closely with the management team to help develop and fulfill the strategic vision of the company.

“Basel Conference Addresses Electronic Wastes Challenge.” www.unep.org/Documents.Multilingual/Default.asp?DocumentID=485&ArticleID=5431&l=en “MPS Best Practices Determining Product Lifecycle Replacement” www.yourmpsa.org

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No matter where you are in the world...

...there is no better time Visit www.YourMPSA.org to join today

Why Join? The MPSA is the only international, independent and non-profit organization that embraces all industry participants in collaborative environment making definitive decisions. This helps provide the necessary industry Standardization, Education, and removal of Barriers in the Managed Print Services Community.

â&#x20AC;&#x153;As the Managed Print Services industry develops, companies face a growing need for a structured forum for sharing best practices and for setting standards.â&#x20AC;? - MPSA Member

Who Joins?

Our members are made up of individual and corporate MPS End Users, IT Decision Makers, Independent Consultants, Hardware Manufacturers, Independent Dealers, Infrastructure and Software Providers. Members rely on the MPSA to bring them information on MPS Best Practices, news, relevant articles and information and help lead industry-wide programs to move the MPS industry forward. By taking the time to join, the MPSA becomes yours to shape.

Communication + Collaboration + Education + Standards = Success! C

VENDOR PERSPECTIVES

What is India’s GREEN scene & how is that playing into MPS

Puneet Datta, Assistant Director-Marketing, Business Imaging Solutions, Canon India Pvt. Ltd

n November 2009, ahead of the international climate summit in Copenhagen, India announced it would reduce its ‘GHG emission intensity’ — amount of gases released per unit growth in national wealth — by 20–25 percent between 2005 and 2020. According to a report “India’s Greenhouse Gas Emissions 2007” recently published by The Ministry of Environment & Forests (MoEF), Government of India the emissions of USA and China were almost four times that of India in 2007. It is also noteworthy that the emissions intensity of India’s GDP declined by more than 30 percent during the period 1994-2007, due to the efforts and policies that government is proactively putting in place. The printing industry worldwide seems to be going green across continents and manufacturers are adopting modern technologies in inks and substrates for an environment-friendly impact.

26 MPS Insights Journal

Corporate India is also warming up to green technologies for business competitiveness and cost efficiency. Although this paradigm shift is driven primarily by the need for cost reduction in all segments, today companies and customers are increasingly looking ahead towards products that consume less power and are easy to recycle as they reach end-of-life. In this process of ushering in a green revolution within their system, they are not only increasing productivity but also building up a case of being responsible to the environment and enjoying sustainable growth. The industries moving towards green initiatives in India are from banking, insurance, telecom and pharmaceutical sectors. It is banking and insurance sectors that seem to be gravitating towards MPS at the greatest rate because of huge print volumes and their presence in multiple locations. Green has become an integral part of many successful companies’ IT operations today as it steps up their

initiatives to turn environmentfriendly and cut down costs. Companies are gradually adopting the concept of recycling office paper and printer cartridges, and reducing energy use to bring down their impact on the environment. For corporate India the best way to go green with regard to printing is through the usage of print/ imaging infrastructure, which consumes less electricity and is highly efficient because it uses advanced administrative tools like PIN printing, pull printing and access cards. These tools reduce the paper waste, in turn reducing their carbon footprint and assisting green efforts. Ways of going green include: 1. Organizations must try and reduce paper consumption, which accounts for much of the environmental impact of printing. 2. They must examine document workflows to eliminate unnecessary printouts by tracking usage. 3. Organizations should look to consolidate printers and copiers so that the resulting smaller population of devices consumes less energy. 4. Try and ensure that empty cartridges are decomposed in an environmentally friendly manner. Organizations shouldn’t hesitate in asking vendors to provide them with details about the green strategies and programs of technology providers. 5. Organizations that are willing to invest time and resources will find that a comprehensive print management solution can help in user authentication, tracking, setting and enforcing quotas, and limitations on

what employees can and cannot print. This, in turn, will keep the print costs in control and reduce the number of pages being printed. 6. Administrative tools like PIN printing, pull printing and access cards will also help to reduce waste. 7. Organizations must limit the use of certain hazardous substances (Restriction on the use of Hazardous Substances, RoHS) and contribute to the protection of human health and the environmentally sound recovery and disposal of waste electrical and electronic equipments. 8. Managed Print Services can help companies go green by taking into consideration all the points mentioned above. Last but not the least the benefits of green printing: •

‘Green’ Paper is not treated with chlorine and is 100% recyclable. This helps preserve our forests.

•

While all printing facilities require power to run, green printing facilities consider the environment when searching for a power source. This allows others to invest in renewable energy methods reducing impact on the environment.

Canon has long understood the importance of environmental issues. Since the early 1990s, we have promoted environmentally-conscious standards, measures and actions across the organization. We’ve made improvements to production facilities and reassessed material use wherever possible.

Puneet Datta has 13 years of experience in the IT industry. Based in the Corporate Office at Gurgaon, Datta is responsible for the entire range of marketing functions. Datta is responsible for growing the company’s Business Imaging Solutions division in India as well as aggressively developing Canon’s channel partnerships & strategic alliances to cater to the needs of Indian businesses.

Green MPS: How to Do It. How to Sell it.

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PHOTIZO SPECIAL REPORTS

GREEN

Through the Stages Rob Sethre, Senior Consultant, Photizo Group

hotizo’s Three Stage Customer Adoption Model provides a framework (and even a home) for entire categories of specific topics, for example a wide range of printing applications and solutions that are an excellent fit for Stage 3 engagements. Many of these topics are well established and even predate the managed print services concept, but without a framework they can quickly be overlooked or obscured by daily business, on both vendor and end user sides. The situation is similar with green issues. Some readers may argue that the environmental aspects of printing are significant on their own and since they started to emerge long ago they do

STAGE 1 - CONTROL The real purpose of a Stage 1 engagement is to deliver transparency and knowledge about a printing fleet. It is a source of constant amazement to see how many end-user organizations still do not have a good overview of their printing resources, document flows and costs. In order to control those costs, you have to identify and document the relevant resources, and at the same time you will identify and document the usage patterns associated with those resources. As an extension of the discovery process that focuses on physical equipment and cost structures, the green Stage 1 engagement applies the same

GREEN IDEA: If device variety is high, the environmental impact is high. Different products require more resources: different parts to be produced and stocked, and even different service personnel spending energy maintain each element. not “need” MPS to survive or thrive. But turn that logic around and don’t worry about which topic has the longest heritage. MPS is the ideal vehicle to bring the green topic to the end-user organization. To illustrate the point, let’s break down the MPS stages and see how the green components fit into an overall managed print engagement.

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methodology to uncover environmental inefficiencies and waste. Even the simplest fleet assessment produces a list of equipment including number of devices, brands, models and volumes. If that device variety is high, the environmental impact is high. Different products require more resources: different parts to be produced and stocked, and even different service personnel spending energy to come and maintain each

With a bit more sophistication, the assessment also uncovers usage patterns, underutilized devices and multiple stocking locations for consumables. In many cases, the assessment will reveal an imbalance is output volumes, which implies optimization opportunities. It is also becoming more common to apply electricity consumption values to the assessment. Either the number or the age of the devices will present an opportunity to improve the environmental impact of the fleet. Taken altogether, badly managed fleets consume more space, energy and physical material than would otherwise be necessary. A Stage 1 MPS assessment can also include a complementary green assessment, and this exercise will produce a valuable baseline of transparency and data from which you can target active improvements, which is the main focus of Stage 2. STAGE 2 - OPTIMIZE Taking the information delivered in Stage 1, Stage 2 engagements apply that data as well as the insights of the vendor to reshape the output fleet. Again, this may be viewed as an optimization exercise for physical equipment or cost elements, or the task can also be expanded to include improvements in environmental impact. Most imaging fleets that have grown over any period of time will exhibit a number of imbalances that must be addressed. In this stage, the vendors and their clients are most often looking at

Expanded Customer Adoption Model STAGE 3 STAGE 2 STAGE 1 Control • assessment • understanding user requirements • planning

2a: Optimize • fleet consolidation • right sizing • asset deployment

2b: Ongoing Management • on-going, proactive fleet management (redeployment, etc.)

GROUP, LLC

3a: Enhance • simple document management • document workflow • document archiving

3b: Business Processes Optimization • process analysis • consulting, workflow analysis • business process improvement

MA ITH CE W N E I ER EXP

usage patterns: cost-effective equipment that is underutilized, large print jobs routed to small and expensive devices, neglected features such as n-up and duplex, use groups lacking access to key productivity features. The result of these imbalances is operational inefficiencies and higher output costs. The Stage 2 approach to rectify the situation is to redesign (or maybe design for the first time) the fleet layout, match output devices to the usage patterns, reduce the variety of products and in the most extreme case reduce equipment redundancies. In Stage 2, the green strategy complements perfectly the core cost-savings or optimization strategy. At the most basic level, the result may feel like a zerosum equation: a page produced on device X or device Y is still a page produced. But the green features of the production environment can be improved considerably, even if exactly the same

RINT ED P N AG

VENDOR SKILL REQUIREMENTS

discrete element of the overall installation.

S VICE SER

number of pages is produced: Stage 2 engagements often result in a reduction in the number of output devices and improving the utilization factor of those remaining units. This rationalization will typically reduce the energy consumption and overall carbon footprint simply by having fewer devices on the grid. As their cost and performance profiles become transparent, older devices will be replaced with newer, more energy-efficient devices. In one famous example, a former HP product manager described how the lights dimmed when an early LaserJet was powered on. Replacing those devices can reduce consumption levels dramatically. Another typical result of a Stage 2 engagement is the standardization on just a few models for the entire organization. We have seen a number of case studies in which the number of models was reduced from dozens to just a handful. While the client may be considering his administrative burden, that

Green MPS: How to Do It. How to Sell it.

MPS Insights Journal

PHOTIZO SPECIAL REPORTS

rationalization also delivers significant green benefits: the number of parts and consumables that are required to keep the system running, and even the efficiency of the service technician that takes care of the fleet. For contracting reasons, the fleet manager likes the idea of “one throat to choke,” but that approach also implies a leaner (and greener) system of service management, parts stocking requirements and reverse logistics.

•

Another issue with strong environmental implications is the increased use of remanufactured toner cartridges. Starting in Stage 2, there is an increased focus on the service level agreement (SLA) as opposed to the brand of the part being fed to the device. The technology has developed to the point that used cartridges can be reused a number of times, and a MPS engagement is a handy vehicle to implement that environment-friendly approach.

•

The hard copy forms can be scanned and stored electronically, and then produced when and where necessary on plain paper instead of on pre-printed or multi-part forms with a high chemical content. The information is distributed through the network to the point of action: an invoice, a shipping notice and an archive copy are printed right at the recipient’s location, not delivered through wasteful internal mail systems. More significantly, some paper may never need to be printed at all. While I will certainly need an invoice, packing instructions or archive copies may only need to be displayed and viewed briefly, and the electronic version will serve that purpose fine.

The environmental implications are obvious and most significant in a Stage 3 engagement. The cli-

GREEN IDEA: As has been stated many times, the cheapest print is the one that was never made, and that same implication goes for the environmental issue as well, the greenest print is the one that was never made. STAGE 3 - ENHANCE While Stage 2 will optimize the fleet with the possibility of not influencing actual output volume, Stage 3 has a very direct influence on that volume. Stage 3 engagements by definition are meant to take a hard look at the entire document process and indeed the entire business operation and workflow that support it. As has been stated many times, the cheapest print is the one that was never made, and that same implication goes for the environmental issue as well, the greenest print is the one that was never made. Stage 3 engagements will typically include specific applications that directly influence business and document workflow. Take pre-printed forms, there are still a large number of impact printers in operation that produce multi-part forms that must be separated and distributed manually. Under a Stage 3 engagement, that entire process can be streamlined: •

The original “datastream” can be captured and analyzed for content and distribution characteristics.

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ent has a broad capability to modify events at every step of the document process. Types of devices and media, location of production, method of distribution (and more) can be fully reengineered to produce environmental (and cost) efficiencies. More important is the ultimate goal of the client: if they are fully focused on cost reduction and have little interest in environmental topics, there may be some “accidental” green benefit, especially in Stage 2 and Stage 3 engagements. But if the client is consciously intent on reducing their environmental impact, a rigorous application of MPS principals through the stages will provide an effective approach to discover and improve key processes.

Robert Sethre is a veteran of the printing and imaging industry with more than 20 years of experience with leading companies in the sector such as Konica Minolta, Lexmark, Kyocera Mita and Lanier. He has held key executive positions within these companies and his experience includes a broad range of geographies, product groups and functional responsibilities. Before joining Photizo as a Senior Consultant and the Photizo subsidiary, Woodford Group as CEO and Principal Analyst, Sethre was Director of Printer Marketing at Konica Minolta.

sp SUB e fir cial SCR IB st t m rial E N on of th f OW is er on yo u ly $1 r

Knockout One MPS Contract ...And It Will Pay for Itself Introducing dealer & reseller MPS training - the Market Intelligence Package Working with many channel players over the years made us realize the enormity of the challenge they face in develping and growing their MPS programs. The Market Intelligence Package (MIP) provides hard hitting, channelspecific alerts of competitive events and insight into the impact to operations, plus actionable research findings, tips and advice. Designed for dealers and resellers, the MIP delivers a suite of Photizo resources in one package that is geared to MPS program development and sales needs. The MIP includes weekly MPS Channel Insights news alerts, the MPS Monthly customizable newsletter, a subscription to the MPS Insights Journal and a monthly webinar. Subscribe at www.PhotizoGroup.com/mip.html. Ask about special vendor pricing. Contact info@photizogroup. com for more information.

marketintelligence Green MPS: How to Do It. How to Sell it.

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GROUP

TOOLS OF THE TRADE

Innovation in Green Mike Huster, Senior Consultant & Misty Hamel, MPS Insights Editor, Photizo Group

The Tools of the Trade section generally highlights a new or topic-specific tool used for managed print services. When we started looking at the tools that have been created to help reduce carbon, create more energy-efficient machines and processes and help organization find a more sustainable method of doing businesses the list went on and on with impressive work. So, we decided to take this opportunity to look at some of the unique and innovative tools and services original equipment manufacturers (OEMs) are brining to the industry.

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Photizo Group ÂŠ 2010

Environmental Calculators 1. Carbon Footprint Calculators - HP 2. Xerox Sustainability Calculator - Xerox 3. Lexmark EcoSimulator Calculator 4. Green Navi (Only available in Japan) Canon 5. Carbonanalysis Kyocera Mita Europe 6. Eco-calculator - Oce 7. Brother Duplex Printing Calculator

Hewlett-Packard Gives Away Green HP has been focused on the green movement even before there was a green movement. In the 1950s HP established their Global Citizenship objectives, in 1987 they launched a hardware-recycling program and in 1991 they started their Planet Partners LaserJet print cartridge recycling. The list of how HP is trying to help the environment could go on for days, even touching on using cow-manure to fuel data centers. One of the things that impressed us was the amount of green resources HP gives away…for free. HP Smart Web Printing, available on HP.com, allows you to take full control over your Web printing by selecting text and graphics from multiple Web pages and print only what you want, eliminating wasted ink and paper. HP Green IT Action Plan for printing: a guide that outlines a step-by-step approach to help IT leaders develop a plan that reduces the environmental impact of large office printing. According to an April 2008 survey by Forrester Research, only 20% of enterprise IT professionals did not have an overall plan for implementing green IT practices. HP Carbon Footprint Calculator: Almost every OEM in this business offers a calculator, but in testing a few, we found that HP’s was one easily-accessible to anyone with an Internet connection, calculated fleets consisting of HP and non-HP devices and was extremely user friendly offering an individual product comparison, quick printer fleet evaluation and a comprehensive printer fleet evaluation. HP’s carbon calculator can estimate printer energy, paper usage, consolidation of devices, applying energy saving technologies, the carbon impact of usage and the estimated monetary costs.

KYOCERA’s Unique Technology Gives Life to ECOSYS In 1986, KYOCERA’s management group clearly stated that, “The environment will become an important consideration from now on.” In an age where the term “ecology” did not even exist in Japanese, the ECOSYS project was started. KYOCERA has been the creator of ecological products and ECOSYS stands for ECOnomy and ECOlogy linked with SYStem. ECOSYS was born from technology used in the Amorphous Silicon Drum, which forms the core of ECOSYS. KYOCERA was the first to utilize the drum in small business printers, replacing the OPC drum type that had been used until that time. Compared to the OPC drum, which consumes surface resin at a fast pace, the hardness of amorphous silicon drums allow a lifespan 30 to 50 times longer. The amorphous silicon drum can print 300,000-500,000 pages before needing changing, while an OPC drum requires changing after 30,000-50,000 pages. Its “toner only” design greatly reduces the effort and time required for changing parts. Because the user only replaces a simple toner cassette when the toner runs out, KYOCERA machines produce far less waste than machines that use all-in-one print cartridges. Today, KYOCERA still boasts they are the only manufacturer that uses ceramic drum technology in printers and thus the only manufacturer to gain these significant advantages.

KYOCERA systems produce significantly less waste because, unlike other makes, the ECOSYS concept does not involve the replacement of the entire cartridge including photoconductor drum, developer unit and toner.

An average competitor’s toner cartridge contains 60 separately manufactured components, whereas a KYOCERA toner box contains only four.

Green MPS: How to Do It. How to Sell it.

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TOOLS OF THE TRADE

Xerox Invents Duplex Printing Xerox has a long history of concern for the environment, developing a recycled paper in the 70s, introducing function to help power down devices, helped create Energy Star® certification, and many green initiatives. However, one of Xerox’s biggest contribution to the environment could arguable is the introduction of double-sided printing.

In 1969, Xerox offered the Xerox 7000 as the first duplicator to MANUALLY make two-sided copies.

In 1969, Xerox introduced the 7000. This was the first Xerox duplicator to make twosided copies manually. Then in 1970, Xerox offered the 4000, the first in the second generation of copiers and duplicators that were the first to provide automatic twosided copying. The manufacturing of paper costs much more energy than it takes to print or copy. That’s why duplexing is so important to the environment. Life Cycle Analyses on office equipment have shown that —considering energy at all stages of production, life and disposal— saving paper really is the prime target for the office. Furthermore the cost of paper is also much higher than the cost of electricity used by the equipment.

In 1970, Xerox began offering the Xerox 4000, the first copier to provide AUTOMATIC two-sided copying.

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Energy n a c i r f A The tove S t n e i c i f Ef upplies s t c e j o r p stoves c i t s e m do e use h t t u c that od by of firewo half. n a h t e r mo

Toshiba is Getting Creative with Carbon Look into most manufacturers’ sustainability programs and you will find a carbon-offsetting program, including planting trees and support to reforestation projects. Toshiba TEC Imaging in June announced one of the most creative carbon offsetting programs I had come across, which will be rolled out across UK and Ireland. Carbon emissions produced during the design, manufacture, distribution and everyday use of Toshiba multi-function printers, even down to the paper and toner that MFPs use in the UK and Ireland can now be offset through a scheme that helps villagers in Kenya reduce their own carbon footprint. The African Energy Efficient Stove project, which is run through an independent British organization called CO2balance, supplies domestic stoves that cut the use of firewood by more than half. Each cooker typically prevents three tones of CO2 emissions every year. With the Toshiba carbon-free MFPs, 4,000 Kenyan households have already switched to this energy efficient method of cooking and the scheme’s success means that 30,000 stoves could be installed by the end of the year. Installing the more efficient stoves doesn’t just benefit the environment: it also helps reduce the 1.6 million deaths each year that the World Health Association identifies as associated with smoke inhalation.

Green MPS: How to Do It. How to Sell it.

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TOOLS OF THE TRADE

Ricoh’s Tivoli Solution Powers Down Energy Costs Ricoh believes that environmental management is one of its highest corporate priorities, conducting all aspects of their business as stewards of the environment. And they couldn’t have teamed up with a better company than IBM, another notably “green” company, in the offering of this green feature. The Tivoli Intelligent Device Manager is an advanced device and printing management system developed by IBM in partnership with Ricoh.Through a licensing agreement with IBM, Ricoh is able to bundle the IBM and Ricoh software together with its multi-function products. The solution can help offices with tracking and monitoring, reduce print-related costs, improve service and cut back on a customer’s carbon footprint. It can also help offices by turning off MFPs at the end of the workday. How does it work? If a Tivoli PC agent is installed, a command can be sent to the MFP to shut it off or lower the power state when “connected” PCs log off. So, when employees turn their PC off for the day, go home and printing for the day has come to a halt, the MFP will receive this information and power down.

Canon Pioneers Bioplastics In October of 2008 Canon and Toray Industries announced the development of a bio-based plastic that is heat-resistant enough to be used in the exterior paneling of copy and fax machines. Produced using raw materials extracted from plants, bio-based plastics are extremely beneficial in terms of reducing environmental burden. However, it has not previously been possible to use these materials for office MFPs as high levels of flame retardancy are required. Canon and Toray, through the establishment of a new material design and molding technologies, were able to develop “Ecodear”, a high-performance bio-based plastic. Ecodear is the world’s first bio-based plastic applicable for use in multifunction office systems to achieve 5V classification under the UL 94 flammabilitytesting program. Accordingly, potential applications will no longer be limited to internal components, and the plastic may be used for panels and other external parts that require high level of flame retardance. According to Canon there is approximately 20 percent less CO2 produced during

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production when compared with petroleum-based plastics.

Lexmark Designs with the Environment in Mind Lexmark has had the environment top of mind from their very induction. When Lexmark was formed in 1991, they immediately started the Design for Environment (DFE) Program, a product development program with green practices. DFE is a series of checkpoints to make sure the products they manufacture are meeting Lexmark’s Product Environmental Specifications (PES). PES goes beyond product development, and they hold outside suppliers accountable to their specifications as well. Lexmark Life Cycle Assessment Program is the process utilized to assess the potential environmental impact of a product and guide development decisions. It is an audit of the entire life cycle of a product beginning to end, from the ‘cradle to the grave.’ “The best time to address a product’s end of life is at the beginning, when it is being designed.” By selecting materials that are recyclable, reducing the number of parts, limiting materials being used and designing products to be easily disassembled, Lexmark has made sure the materials used in their inkjet and laser printers are more than 99 percent recyclable.

“The best time to address a product’s end of life is at the beginning, when it is being designed.” Green MPS: How to Do It. How to Sell it.

MPS Insights Journal

UPDATES

First Quarter 2010 Newsmakers Ricoh Americas Announces Organization Changes In late April 2010, Ricoh Americas Corp. announced several leadership changes to align the organization and execute governance of their sales companies in the Americas. Kevin Togashi was named Chairman and CEO of Ricoh Americas Holdings (RAH). RAH is a wholly owned subsidiary of Ricoh Company, Ltd. and owns 100% of the shares of Ricoh Americas Corp. Togashi named Matthew J. Espe as Chairman and CEO of Ricoh Americas Corp. Martin Brodigan will take on the role of Executive Vice President and CFO with Dennis Dispenziere and Henry Miller reporting to him. Jeff Hickling will be the new President and CEO of Ricoh US and have operational responsibility for both Ricoh US and IKON.

Lexmark EMEA Executive Switches to HP EMEA On April 13, Hewlett-Packard (HP) EMEA announced that Marko Tarkiainen had joined from Lexmark EMEA.

Preo™ Software Introduces Printelligence™ MPS Solutions Suite On May 3, Preo™ Software introduced their Printelligence™ MPS Solutions Suite. It provides a comprehensive end-to-end solution to assess and manage end-user print behavior. This results in significant cost-savings and efficiencies, without impacting end-user productivity. This software suite was designed to meet the specific needs of MPS providers.

Hewlett Packard Announces Enterprise Tools for MPS Delivery HP announced its HP MPS Smart Decision Suite that will enable clients to “analyze, report, and predict” their use of imaging devices through a managed print services (MPS) engagement. This service will be hosted out of HP’s datacenters with an application installed in the client’s server for data collection purposes. Additionally, HP introduced these solutions and services: • • • • • • • • • • • • •

HP ePrint Enterprise mobile printing solution – this solution is the culmination of HP and Research In Motion’s strategic alliance announced last May. HP made it clear that users want it easy to use. HP has now extended Web Jetadmin (75% market share according to HP) to allow IT departments to configure networked and USB-connected printers so telecommuting workers can print duplex, etc. using rules-based printing. HP Enterprise Production Print Solutions – three variants described as on-site, near-site and off-site. New solutions from HP Exstream called HP Exstream Application Manager and HP Exstream Command Center – both used for job scheduling and job sharing. Expanded HP Printing Payback Guarantee to Australia, New Zealand, and Singapore. New billing options for MPS including Level Pay, Base+Click, Cost/Page, and Cost/Page with no minimum charges.

Ricoh Announces Global Managed Print Services Organization Ricoh Company, Ltd. has launched a new global managed print services (MPS) organization. Ricoh stated it will now offer MPS on a worldwide basis and the offering will be standardized across each region.

Stay current with the latest MPS industry news - subscribe to the FREE Daily MPS Insights at www.mpsinsights.com

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Photizo Group Updates stay informed about the latest managed print services happenings at Photizo

Photizo Group Announcements David Cameron, PhD is recognized as chief organizational officer Photizo Group’s David Cameron, PhD was recently named as chief organizational officer. Cameron, who will still continue to function as a senior consultant, will now direct all operational functions.

Tim Grahl joins Photizo as controller and chief financial officer Tim Grahl is a seasoned financial leader with many years of experience with several fast growing organizations. His background also includes a seven-year stint as the CEO of a manufacturing company with $60 million annual sales, service on a bank’s Board of Directors, and a few years with an international CPA firm. He has also been very involved in the community having served on the boards of several charitable organizations.

Latest Reports, Services and Events Software Tools Analysis Report

During the first quarter of 2010, Photizo Group began conducting a study reviewing software solutions for the managed print services (MPS) industry. The first section of this report -Stage 1 Assessment and Discovery - is available now available. Stage 2 Asset Management and Stage 3 Document Workflow/Management sections will be available in August and November respectively.

Market Intelligence Package The Market Intelligence Package will focus on providing dealers and resellers with ongoing market intelligence and guidance to ensure their success in the rapidly involving MPS market. This package include the weekly MPS Channel Insights, a corporate subscription to the MPS Insights Journal, plus a monthly webinar and newsletter that will address MPS program development and sales needs. Try your first month for only $1. Learn more by e-mailing mip@photizogroup.com.

The Corner Office Blog MPS Insights.com extends an invitation to executives, leaders and anyone who might be occupying one of those “corner offices,” figuratively speaking, to be a guest writer in the “Corner Office” blog post. Contact Misty Hamel at mhamel@photizogroup.com for more information. If there is a particular topic, point of view or position you would like to discuss with the industry this is the place to do it!

2010 Asia Pacific MPS Conference

September 2-3, 2010

Singapore

2010 European MPS Conference

November 10-12, 2010

Barcelona, Spain

2011 Asia Pacific MPS Conference

February/March 2011

TBD

2011 Americas MPS Conference

May 2-4, 2011

Orlando, FL

2011 Brazil MPS Conference

July/August 2011

Brazil

2011 European MPS Conference

October/November 2011

TBD

Green MPS: How to Do It. How to Sell it.

MPS Insights Journal

UPDATES

info. Upcoming Issues Q3 Trends Where MPS has been, where its going and who is taking us there

Q4 MPS by Industry: A Vertical Look at MPS by Industry Managed print services engagements across several industries (health care, finance, government, education, etc.)

Have something to say? The MPS Insights Journal is relevant to your industry because of the viewpoints, knowledge and insights expressed by each of our contributors. If you would like to contribute to any of our upcoming issues, please contact Misty Hamel at mhamel@photizogroup.com or +1 (617) 921-5725.

Advertising Advertising in the MPS Insights Journal is a great way to reach a concentrated audience of individuals interested in learning more about managed print services. Advertising opportunities are also available on MPSInsights.com and in the Daily MPS Insights newsletter. Interested parties should contact Dana Hicks at dhicks@photizogroup.com for more information.

Reprint Policy We are delighted that you are interested in reprinting one of our MPS Insights Journal issues or articles. Whether you want to reprint the whole issue or just one article, we have options for you to consider. Please contact Photizo Group. ÂŠ 2010 Photizo Group. Reproduction in whole or in part without written permission is prohibited.

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Photizo Group ÂŠ 2010

Does your MPS software perform with the best? Leave the competition in your dust. Photizo Group’s ground-breaking MPS Software Tools Study provides an independent evaluation of many of the leading MPS software providers. MPS vendors will discover how their software performs against the competition. MPS dealers and resellers will have the opportunity to make sure that they are offering the best software tools option to their customers. And CIO’s can make a more informed software tool selection based on independent research and data. Conducted in three phases, each stage is based on Photizo’s widely accepted Customer Adoption Model. The study examines these tools from several perspectives, including: functionality, market strategy, compatability and pricing structure. Each tool is then analyzed in our testing lab to help gage the real world end-user experience. Contact info@photizogroup.com for more information.

Green MPS: How to Do It. How to Sell it.

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THE KNOWN

10 %

Document related expenditures typically observed are 10% of total document costs

Technology Aquisition Maintenance Contracts Supply Prices

THE UNKNOWN Document related expenditures typically unobserved are 90% of total document costs

10 % 28 % Administrative Costs

47%

IT Support / Infrastructure

Loss of End User Productivity Document / Records Management

Source: All Associates Group

Let Ricoh help you identify the hidden savings in your output fleet. Today, it is critical to find new ways to reduce costs. Here’s a big one. Companies are spending an average of 3-6% of overall revenues on document expenses. Daily purchases, contracts and supplies are just the most visible 10%. Addressing the remaining 90% can save your company up to 30% overall. That’s where we come in. We’re Ricoh Managed Document Services and we’d like to be your Chief Document Officer. We’ll do a comprehensive assessment of your current environment, then design and implement your plan. You’ll see a dramatic increase in your document efficiency, security and compliance, and at the same time a reduction in costs and your impact on the environment. So contact your Ricoh representative today. We’ll dive deep to get those hidden costs under control and help your company move towards making green leadership a part of your culture.