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Nashua boasts high tender success rate

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With more than 163 000 tons, or 32,6-billion A4 pages, printed annually in South Africa alone, the document output solutions market is, deservedly, receiving some serious attention.

Nashua has taken cognisance of market needs and is boasting an 80%-plus tender success rate.
Says Gavin Sandham, sales manager for tenders and outsourcing at Nashua, comments:  “Our tender presentations have gained widespread credibility among corporate companies for being customer-centric instead of purely sales- or bottom line-driven.  Once we have gained an understanding of the client’s operational needs, we provide them with an honest approach on suitable document output solutions.
"When the tender is awarded, we generally complete a full needs-analysis to determine the client’s exact requirements and then tailor-make a package according to their needs.”
Having its own in-house software company, NTrack, helps Nashua to customise solutions according to each client’s individual requirements.  In addition, Nashua also provides clients with archiving software allowing the conversion of paper documents into electronic images stored onto a PC or network.
“Thousands of companies use this system worldwide to prevent lost records, it saves on storage space as it eliminates the need for filing cabinets and saves on off-site document storage costs, it is also easily manageable and once these documents are electronically stored, they can be retrieved effortlessly in seconds,” says Sandham.
Through Nashua’s document tracking systems, the company is able to provide its clients with meaningful management information such as which department or even individual is printing what, what is being scanned and e-mailed to external parties, what is being downloaded from the Internet and how many copies are being printed, for example.  Reports are customised according to client requests as well as their business requirements.
Nashua’s outsourcing function has also proved to become increasingly popular among corporate companies.  
“The traditional way of doing business by controlling everything in the company and not being aware of total cost of ownership (TCO), is dying.  TCO refers to the cost of printing a single page for instance, which would include the cost of the machine, toners, staff to operate it, paper costs, colour or black and white copies, size of paper, servicing and technical support.
“We’ve noticed that the trend has shifted and that many clients purely want to focus on their core business and do not want the hassle of decentralised printing services and printing rooms.  So, depending on the client’s needs, we also offer a full outsourcing function as part of our tender submission.  We again would evaluate the client’s current conditions and TCO; then build an individualised model for them by providing them with better costs and a maintainable service level agreement,” adds Sandham.
Subsequently, Nashua would provide the relevant equipment and programmes if needed or adapt the client’s existing equipment to better suit their needs.  Nashua has had great success taking over corporate general printing environments as well as print rooms by providing full time staff to service the machines and maintain the client’s printing requirements.  Often, if a client cannot redeploy their existing print room staff to core business functions, Nashua would take them over and train them.