Our second interview in our MPS Providers interview series connects with Greg VanDeWalker who is the managed print services financing and leasing executive from GreatAmerica Leasing Corporation. Greg has a very interesting position within the managed print services industry as to how his work at GreatAmerica helps dealers create their own custom MPS programs.
AIOI: What company do you work for?
Greg: GreatAmerica Leasing Corporation
AIOI: How many employees does your company have?
AIOI: How do you personally define "Managed Print services"
Greg: Technically – All of the customers document output needs are analyzed, right-sized, optimized and managed.
Practically – The customer has one throat to choke when it comes to document output.
AIOI: How long have you been involved with Managed Print Services?
Greg: 6 years
AIOI: What benefits does your MPS program offer your customers?
Greg: GreatAmerica doesn’t claim to have our own MPS program, we help our dealers create and implement their own MPS program. Our primary business is a finance company. We focus heavily on the copier and printer channel, consequently we have created expertise around the intricacies around billing and collecting bundled contracts. Our system integrates with all the major ERP systems to allow for seamless download and upload of meter reads which enables us to bill very complicated MPS contracts with ease. Since we are billing and collecting a dealers money in the contract, the dealer must have 100% confidence that we are handling their money accurately. A big part of our capabilities is our ability to invoice for BOTH financed and non-financed devices on one invoice. The concept of MPS being a complete rip-and-replace is outdated and not reality. We realize that some equipment will be needed today, and over time devices will added and deleted from contract while maintaining the single invoice. We also a bringing other MPS tools to help our dealers. We have our own remote monitoring tool, FleetView that our dealers can use. We have an MPS business model program called Navigator to help our dealers identify all the needed aspects of an MPS business. Plus, more tools will be announced later this year.
AIOI: What are some of your major successes?
Greg: We have many dealers who have transitioned their business from transaction to contractual solutions. The percentage of bundled contracts has steadily increased year over the year. We have been chosen by many of the national MPS providers to be their financing partner. Those companies looked at the other providers and we came out on top, we are very proud of that fact.
What separates your MPS program from your competitors?
Greg: From a finance company perspective, there is no other company that has the tools we possess. I say often if your customer wants to lease their devices there are many good leasing companies to help. But if you are selling a bundled/MPS/one invoice solution, there is no other company you should work with in the industry.