Brother has unveiled a leasing sales model to revitalise the printer market and tap into the current demand in the SME market for pay-as-you-go economic models.
The leasing programme operates with a quarterly payment where customers can opt for colour laser and mono products plus consumables at an agreed monthly print rate.
Phil Jones, sales and marketing director at Brother, said that it paid the reseller a lump sum percentage of hardware and consumables revenue after the customer had signed a contract adding to the attraction of selling the leasing model.
He added that it had been planning the programme for a while and research of SMEs showed an appetite for leasing, which was being spurred by a wider interest in pay-as-you-go hosted services..
"In particular we are looking to expand sales of the colour laser printers," he added "We had to push the market because the industry needed something more than someone just bringing out another printer."
He added that customers could monitor their printing levels through a Brother extranet that would be fed by that could report back on the customers activity to help them make the most of their agreed monthly print rate.
That information could be supplied to resellers, which Jones believed would be interested in a sales approach that "suddenly makes printers sexy again".
James Kight, managing director of Printerland, said that developed a team that was dedicated to selling contract printing and the appeal of a leasing programme was the revenue it retained for the reseller.
"You are not just selling the hardware but selling the package and you keep the consumables revenue under the same roof," he said.