IMPSGA members meet 3 times a year, in different locations around Europe, to discuss international developments in the MPS market, products and services, and to work together on developing best practice and shared commercial initiatives.
This time members from France, Great Britain, Germany, Netherlands, French West Indies, Czech Republic, Poland and Romania travelled to Rheinmünster next to Baden-Baden in Southern Germany.
Daniel Princ, Sales Manager EMEA of Stratasys presented the company, its leadership position and took the group through the facility to show the technology and its amazing capabilities.
A long session was devoted to finding exploring potential synergies between the 2D printing market and the 3D market place.
Taken form a high-level macro view, one could say that MPS emerged in the 2D printing market once it matured (circa 2000/2005) and started transitioning to Managed Print Services, which now represents over 50% of the market, although the proportion varies by country and by customer segment.
3D printing is in a much earlier phase of its development cycle
3D printing is in a much earlier phase of its development cycle with a lot of technologies burgeoning and becoming available. Progress in performance and prices is being made at a rapid rate. Moore’s law is at work in this space.
From a more tactical point of view, if existing print channel partners want to establish themselves in the 3D market, they will need to adapt and develop capabilities to support highly specialised and technical sales to the R & D and Manufacturing functions of client organisations.
However, one can also note that technology matures today faster than it used to do in the 1990s, and the time when Managed 3D Print Services emerge may be nearer than one thinks.
It is service oriented companies, like the members of the Alliance that understand very well the needs to keep production up and running, and delivering service within tight SLAs. IMPSGA members are extremely well positioned to do that as they currently manage nearly half a million devices throughout their territories.
“Our members are very successful with managing an important part of their clients’ businesses. Many rules could be applied similarly to 3D printing in manufacturing environments that require high service levels, technology expertise and field services to support these environments.”
Gary Whitbread Commercial Operations Director at M2 digital
The IMPSGA members are very open to new opportunities for business, and recognise 3D printing as a very exciting growth opportunity for the future.
All agreed that the sale of such products requires a consultative approach, which should be reflected in the style and experience of the sales personnel, just as in the existing MPS business.