Panelists: Ravi Karamsetty, CEO of Princeton IT Services and Philip Crean, Chief Commercial Officer, Image Star. Moderated by Patricia Ames of BPO Media.
You already own the account. You service the fleet, you send the invoice, and you are in the building more often than anyone else. So why is every monitor, dock, keyboard, mouse, and desktop printer in that office bought somewhere else?
Most dealers do not lose that business on price. They lose it because peripherals get sold one box at a time, when the customer happens to ask. This panel brings together people who sell Capsul on both sides of the channel — distribution and the reseller floor — for a practical conversation about who actually buys this stuff, how to bring it up without a new sales pitch, where the money is, and what happens when something breaks.
What attendees can expect
- Who to sell to. The buyer for desktop peripherals is usually not your print contact, and knowing which one it is changes the whole conversation.
- How to sell it. The moments in a normal service relationship where peripherals come up naturally — refreshes, new hires, office moves, and the service call itself.
- How to make money. Why one keyboard at a time never works, and how standardizing on a line across an account changes the math.
- How to make it repeatable. Applying the same contract and replenishment discipline you already use in managed print to the desktop.
- What support looks like. Warranty, replacements, and returns handled so they do not land on your service bench or your customer’s desk.
- Where a house brand fits. When Capsul is the right answer, when OEM is, and how to tell the difference in a given account.
- What to say to your customer. Language you can use the same week to pitch a standardized desktop program instead of a parts list.