Toshiba iStore To Sell TABS Dealers Remanufactured OEM Lexmark, HP Parts
January 19, 2010 - Toshiba America Business Solutions (TABS) has announced a new program that enables TABS dealers to purchase OEM refurbished Lexmark, Hewlett-Packard and Toshiba parts at Toshiba's iStore intranet site. TABS says its dealers will be able to purchase the parts at significant cost savings, and with same-day shipping.
Notes Terry Wirth, president of Wirth Consulting, "It's a pretty smart move on Toshiba's part. It means their dealers won't have to shop for parts from a third-party, such as Katun (among many others). From Toshiba they can be assured of quality, since the remanufactured parts are OEM, and they can use their existing account, streamlining their accounts-payable and ordering process, saving dealers considerable time--they won't have to shop around for best price, pay multiple invoices, etc. For customers it's great, too, since they're assured that the parts are OEM, plus they get one point of contact for all their imaging needs, streamlining their accounting."
Wirth also notes that it was unprecedented for TABS to post prominent direct links to Lexmark and Hewlett-Packard products on the TABS' Web site. "It shows a major departure in the mindset of dealers, who traditionally have focused on selling high-margin, higher-volume office systems. It also enhances TABS' MPS (Managed Print Services), as TABS dealers now share in the aftermarket sales of more highly discounted supplies and service derived from Lexmark and Hewlett-Packard products, something they didn't enjoy before. It also gives TABS dealers an advantage over other MPS providers, who would have to go out and negotiate with Lexmark and Hewlett-Packard, etc. on their own. It streamlines the MPS process for TABS dealers, and reinforces TABS' position in the MPS market. And now, too, TABS dealers can penetrate the A4 market with systems from Lexmark and HP, systems which are considerably less expensive than the somewhat lackluster ‘home grown’ A4 (8-1/2” x 14”) office systems supplied by their own and other vendors." Wirth adds, "Additionally, TABS MPS providers will enjoy a larger cut of the distribution of aftermarket supplies (toner and drum cartridges), and enjoy better payment terms than if they had to go out and purchase these items from a third party."
Under the the new Printer Parts Optimization Program, which will provide an attractive new revenue stream for TABS dealers, all remanufactured parts are fully tested, warranted and certified to offer the same quality and performance of a new OEM part, but at a significantly lower price, which is then passed on to the customer. TABS is also providing free technical support and troubleshooting.
TABS says dealers will be able to access and fulfill all their printer and service parts, machines, supplies and accessories needs in one stop at TABS' FYI Web portal. We at Wirth Consulting feel that there’s no arguing with that logic, and TABS dealers should not hesitate to take exploit this advantage whenever possible.
Tom Walter, director of Aftermarket Sales, Marketing and Operations, at TABS, commented: “We have seen a tremendous response from our dealers since this program's inception in August. More than 50 percent of our Eastern Region dealers, and 33 percent of our overall dealer population, have enrolled in the Printer Parts Optimization Program, and the feedback from these dealers has been extremely positive. We look forward to helping all of our dealers take advantage of these cost-savings and the convenience this program will provide in their day-to-day operations.”
Once dealers place their orders through the FYI program, products are then managed by Depot America which fulfills the orders, and ships the products.
To participate in the TABS Advance Exchange Program, dealers must register via FYI, TABS' intranet site for its dealers. For more information, contact TABS Aftermarket Parts Support Team at parts@tabs.toshiba.com or (800)866-4361, ext. 6919.